APJ Vol 15 2012

Aesthetics Practitioners Journal

AESTHETICS

PRACTITIONERS Journal The official publication of the Aesthetics Practitioners Advisory Network Pty Ltd ISSN: 1836-9812

Summer Issue Volume 15. 2012

APAN INDUSTRY REPORTS, NEWS AND PRODUCTS 8-9 30 36

CEO's Heart 2 Heart Report Nudipay: Merchant banking made easy New APAN Member Benefit – Big Savings on just about anything 38 Our Point of Difference 55 Introducing two new APAN Membership Classifications 82-84 APAN Travel Insurance 86-87 Protecting your reputation and your investments 88-91 Product Innovations 92-93 Success on the Wings of Attitude 106-109 Aesthetic Industry Bulletin 113 Scientific News

REGULATIONS AND EDUCATION 12-14 64

10 Golden Rules on how to benefit from a Conference Program Informed Consent Form – The necessary risk management document

SCIENTIFIC RESEARCH, TREATMENTS AND TECHNOLOGY 24-27

The Quest for Eternal Youth – New advances in a constantly evolving industry 28-29 The Physiological role of Enzymes in the human body 42 Book Review: Get yourself back in Motion 72-74 Dermal Therapist, Clinical Aesthetics or Beauty Therapist – Is there a difference? 76-78 New Research on the Benefits of Basil Essential Oil 80-81 Spelt for Health and Skincare 100-103 The theory of Quantum Physics and its implication in Aesthetics – Part 2 104-105 Correcting IPL treatment parameters through targeted Chromophore density and skin type

BUSINESS, PERSONAL AND PROFESSIONAL DEVELOPMENT 18-19 34 44-47 48-49 50-54 56 58-61 62-63 68-70 94-95 96-97 98-99

Inspired to Achieve – Famous Quotes Ask the Expert Should you start your own Business? How to Increase Profits and Grow in 2013 and beyond The Australian Skin Clinics The Key to Business Success – Motivated Employees Business in Brief Greeting Etiquette in a Salon Environment Guidelines for successful Social Media Business Growth Smartphone Apps for your Business Gratitude: The Powerful attitude that can change your life Termination of Employment and the relevance of Restraint of Trade

SEMINARS, EXPOS AND CONFERENCES

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Australian Aesthetics Conference 2013

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8 National Laser & Cosmetic Medicine Conference 2012

Editor Tina Viney 07 5593 0360 Typesetting & Graphics Mark Viney Advertising and Marketing Tina Viney Phone: 07 5593 0360 Email: info@apanetwork.com Mark Viney Phone: 0412 177 423 Email: apj@apanetwork.com Fax: 07 5593 0367

If you don't go after what you want, you'll never have it. If you don't ask, the answer is always no. If you don't step forward, you'll always be in the same place. Nora Roberts

Welcome to APJ

Publishers Kharis Enterprises Pty Ltd Design, Production and Artwork Kharis Enterprises Pty Ltd Produced for Aesthetics Practitioners Advisory Network Pty Ltd ACN 136 987 169 ABN 25 136 987 169 Web: www.apanetwork.com Print Post Approved. Circulation 6000 Accounts Manager Laraine Coyle accounts@apanetwork.com Accounts Payable Aesthetics Practitioners Advisory Network Pty Ltd (APAN) PO Box 5448 Q Super Centre Qld 4218 Journal Advisory Board Terry Everitt (Education) Wendy Neely (PR & Marketing) Dr Douglas Grose (Scientific) Caroline Nelson (Business) National Advisory Council John Fergusson Terry Everitt Bill Anton Gill Fish Vanessa Kirkham Maureen Houssein-Mustafa

There is a time and a place for everything and while we are committed to bringing to you thoughtprovoking educational information with regards to business, scientific advances and technologies, we also recognise that you are an individual who needs to be encouraged. As this issue of APJ marks the end of another year, we are including some inspirational pieces that we trust will offer you encouragement. Don't ever underestimate the importance of achieving balance in your own life, while communicating and reinforcing its necessity to your clients. As we are entering the warmer months, the evolution of skin treatments will take on a more targeted approach towards protecting and treating our clientsâ&#x20AC;&#x2122; skin from sun damage, pigmentation and dehydration, as these become a higher risk through seasonal and environment influences that contribute to premature ageing. Look out for some amazing products in this issue that can help you achieve advanced results. You will also see featured some new generation makeup formulations that are incorporating serious antioxidants for a continuation of free radical protection, while enhancing the skinâ&#x20AC;&#x2122;s appearance.

lines are becoming blurred between aesthetics and medical aesthetics, so the issue of qualifications is also covered. As business development continues to be a major concern with many within our industry we have also covered this topic through some substantial articles to help you gain greater tools and greater insight on new ways of doing business. Through the advent of DNA testing and evidence-based research on the validity of epigenetics we are now seeing nutrigenomics offering great promise in minimising internal inflammation and other factors that will hinder optimal skin treatment outcomes and minimise our efforts to achieve the kind of results that consumers are now coming to expect. Both in this issue, and in future issues, nutrition and wellness topics will continue to be features as will inspirational stories on what can be achieved when salons and clinics embrace these modalities. I trust this issue will provide you with some great reading, inspire you and strengthen your resolve for an even better year in 2013. My best wishes

Advances in light-based technologies are also covered quite extensively as these start to take centre stage in aesthetic medicine. There are several changes that are affecting our industry, particularly in the area of education and qualifications as the

ISSN: 1836-9812

http://www.facebook.com/APAN.page

The Aesthetics Practitioners Journal is the official publication of the Aesthetics Practitioners Advisory Network Pty Ltd, a network organisation established to service the needs of the aesthetics industry in the area of professional development and business networking. The Aesthetics Practitioners Journal is published quarterly for the benefit of its members and subscribers and aims to inform and educate its members on better business practices and industry advancements. All editorials and articles that are submitted for publishing remain the property of Aesthetics Practitioners Advisory Network Pty Ltd. Reproduction in part or in whole is not permitted without prior written authorisation by the publishers. Every effort has been made to ensure that all scientific and technical information presented is as accurate as possible at the time of publishing. However, members and readers are highly recommended to also seek external advice from their accountant, registered financial adviser or healthcare professional for their recommendations.

Cover: THE AUSTRALASIAN COLLEGE Phone: 02 8587 8888 facebook.com/AustraliasianCollege Web: www.tac.edu.au Please see pages 6 and 7 for further details APJ 5

PRACTITIONERS URGED TO CONSIDER ADEQUATE AND SUFFICIENT TRAINING IN IPL AND LASER TREATMENTS With reports of a steady increase in patients presenting with complications caused by inexperienced Intense Pulsed Laser (IPL) and laser operators, it is essential that practitioners consider adequate and sufﬁcient training to safely operate these devices.

According to Founder and Co-Chair of The Australasian College, Maureen Houssein-Mustafa, the Beauty Training Package has tried to bring some consistency in training with the introduction of the Vocational Graduate Certiﬁcate in Intense Pulsed light and Laser Hair Reduction.

Lasers and IPL devices are technologies used by beauty therapists and medical practitioners to perform hair reduction and skin treatments. It involves the use of either a single wavelength of light (laser) or a ﬂash of light containing hundreds of wavelengths (IPL).

“However, there is no consistency in the quality, duration or amount of face-to-face training in the courses delivered by Registered Training Organisations. Courses that are short in duration do not help the student or the industry,” says Maureen.

According to Master Aesthetician in Advanced Clinical Aesthetics, Terry Everitt, IPL and laser treatments can be very effective in the hands of an experienced and qualiﬁed practitioner. “Without professional training, every time you ﬁre the light, you are in danger of a negative outcome. You must know what the outcome will be, not what you hope it will be,” says Terry. While the manufacturer or distributor of the device usually provides training to understand how the machine works, this is often undertaken in a short amount of time and primarily a matter of showing buttons and “reading the screen” to learn how it operates.

“The Australasian College has developed one of the most rigorous approaches to the delivery of this qualiﬁcation. In fact, our course is delivered over 18 weeks because we believe that training at this level takes time and we want to ensure our students are provided with adequate experience in the operation of these devices.

ON SITE AT THE COLLEGE IN A PURPOSE BUILT IPL LASER CLINIC

“There is very little regulation or legislation surrounding the use of IPL and lasers in Australia. Tasmania, Western Australia and Queensland regulate in the laser industry in some ways, however none of the states have moved to regulate IPL,” says Terry. The use of non-ionising radiation for cosmetic treatments is currently subject to licensing under the Queensland Radiation Safety Act 1999, and accreditation of equipment, premises and operator under the Tasmanian Radiation Protection Act 2005. The Western Australian Radiation Safety Act 1975 imposes conditions, limitations and restrictions on the use of Class 4 lasers.

“All practical application is done on site at the College in a purpose built IPL/Laser Clinic under the supervision of expert technical guidance. We do not believe the student should go out in industry and practise on clients as part of their training.”

CHECK OUT ALL THE COURSES AT TAC.EDU.AU

The College focuses on ensuring that graduates are able to make ENTRY REQUIREMENTS complex, high level, independent judgements in consulting with clients The entry requirements from the Beauty training package for the and analysing their skin and hair characteristics, in designing and evaluating IPL and laser hair reduction treatment programs. This allows course is a an understanding of the rationale in selecting and using appropriate f Diploma of Beauty Therapy or a relevant qualification at diploma technology in building capability for constant safe practice. level or above in medical health, including the study of human The Vocational Graduate Certificate in Intense Pulsed Light and Laser biology, anatomy and physiology; and Hair Reduction provides a pathway for beauty therapists to build on their skills and expand their careers. The qualification has five units for f Significant and relevant vocational experience as a beauty therapist with a primary focus on providing facial services, skin completion and reflects the role of individuals who apply substantial services and hair reduction services; or specialised knowledge and skills to design and safely apply nonionising radiation treatments using IPL and laser technologies to f Evidence of significant and relevant vocational experience relating reduce unwanted hair on the face and body. to the application of Human biology, anatomy and physiology Even if you are an accomplished IPL and laser operator in hair removal knowledge in their respective field. you can achieve recognition of prior learning (RPL) to give your clients confidence that you have appropriate training and qualifications. The Australasian College can formally recognise existing levels of skill or knowledge through the RPL assessment process. This means that your prior learning and experience is recognised and you can gain the qualification or partial credit towards the qualification. Having a nationally recognised qualification can boost your credibility with clients and position you as a competent practitioner in this area. This is especially important given the level of confusion and mistrust in the marketplace regarding the use of IPL and laser devices.

CONTACT THE COLLEGE TODAY

CALL 02 8587 8888 facebook.com/AustralasianCollege

Enhancing lives through skills and knowledge

CEO’s Heart 2 Heart REPORT Dear Colleagues and Friends

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As we are coming to the close of another year I want to leave you with a very simple yet profound thought — even engines need a break! This is not someone else’s thought, but my own.

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It’s good to have money and the things money can buy, but it’s good, too, to check up once in a while and make sure that you haven’t lost the things money can’t buy. George Horace Lormier

There is a time to work with purpose towards your goals, to persevere and remain determined and focused against all obstacles, but there also comes a time when you need to put your tools down and just go home and rest, for if you don't, you will burn out. I trust that after a busy pre-Christmas period you can afford to take a few days to have a break and be with the people you also value in your private life. Life is not just about work – it's equally about balance – living and taking time out to dream. Rest and change is an important part of recovery. You have worked hard and you are still standing where others have not survived – that in itself is an achievement. But having gone through all that, you need to give yourself a little time towards your own rejuvenation as this is also important. Remember that your success in the year ahead will also hinge on what you determine in your heart to do. I often consult with people who keep pushing hard at things they are not good at or hate, only doing them out of obligation. While in any small business we have to multi-task, it is also important that we understand that if we want to experience longevity in our profession and our businesses we need to put most of our energy towards engaging in what expresses us best and what we have passion for, because our efforts in that direction will make excelling much easier and the process much more fun, enjoyable and fulfilling. I often tell people to hold on to what is individual about them – not to allow their ambition for success to cause them to try to imitate the success of others. You've got to find it on your own terms. TH

8 NATIONAL LASER & COSMETIC MEDICINE CONFERENCE I am pleased to report that I was invited to speak at the recent National Laser and Cosmetic Medicine Conference and was delighted to meet some passionate and dedicated professionals as well as personally attend the full lecture program for Sunday. APAN has a strong collaborative relationship with several medical societies as part of our mission is to create dialogue and respect for our members as knowledgeable professionals.

APAN’s objective is all about opening up opportunities for a smooth integration of aesthetics and medicine for both the benefit of a more professional industry and ultimately the respect of the end user for our services and the benefits they will gain. APJ 8

We have recently introduced two new membership classifications – Gold (Degree qualification) for professionals such as dermal therapists, nurses and naturopaths, as well as a new classification – Corporate Platinum (Medical) for doctors or medical clinics. We have chosen to do this because of industry demand. Doctors are reaching out to us to better understand how to navigate through the issues in establishing an aesthetic medical clinic, and dermal therapists are now needing a voice to represent them as well as career pathways. We believe by nurturing an alliance with doctors, will help them recognise our higher-qualified dermal and aesthetic therapists and engage them within their clinics.

effectively use modalities, nutrition and nutrigenomics to support internal recovery and fight, or at the very least minimise the factors that contribute to premature ageing, not just for our clients, but also for our own benefit as practitioners.

Wellness as part of aesthetics is no longer a choice, but a very relevant necessity that will help you offer better results and a much needed support structure to a stressed and constantly ailing population.

PLANS FOR THE FUTURE 2013 is going to be a big year for us at APAN. We have heard what is important to you and have identified what you are struggling with, so in 2013 we are extending our conference program and raising it to a new level because we know that it is one of the most valuable tools that is helping you identify options and staying focused and strong in your profession, whether an employee or a business. Please prioritise to attend these events as a lot of work goes into staging them for your benefit. Member benefits are constantly being added to the value of your membership and we anticipate that our strategic partners will double in 2013, giving you extra money-saving options and extra support to make your business journey more successful. We have recently negotiated a special arrangement with Members Plus to join us as strategic partners, and as part of APAN Membership you will now be able to access an incredible amount of savings for just about anything from your weekly shopping with, say, Woolworths or Coles to numerous other purchases from business, home and family items to amazing discounts with restaurants and entertainment. If you are providing skin-therapy solutions please review and consider how you are going to implement simple protocols to bring the “inner beauty” issue into play within your services. Your point of difference from the many products out there is that you are using your professional skills to also address your client's wellbeing – looking at ways to help minimise stress, detoxify and offload internal inflammation that ultimately accelerates internal ageing.

We are seeing some amazing results with members who are partnering with naturopaths to bring the elements of inner health to their clients. This is not only welcomed by their clients, but also rewarding for the therapist, knowing that they are working with more than one “iron in the fire” so to speak for the benefit of their clients. Additionally, statistics are showing that businesses are growing because of this point of difference.

Our commitment to our members is to research and put forward to you valuable options of what is working and how you can move forward. Our business coaching and mentoring is also gaining momentum, as many of you are picking up the phone to us to ask for advice and help with strategies on how to resolve the issues you are encountering on a daily basis. Remember, with your membership you can access an expert at no extra charge. Our resources are numerous and if we can't solve your problem we will direct you to someone who can. Our aim is to offer a cost-effective, quality, ethical service and expert advice that can provide you with a safety net and offer you tools to succeed. If you are not currently a financial member of APAN perhaps you need to step up and take advantage of being part of our community of practice – it may be the best investment you make. My best wishes to you for a Merry Christmas and the festive season and I look forward to engaging with you for an even more successful 2013. Committed to your progress

Tina Viney Chief Executive Officer Please forward your communication to: Tina Viney, APAN, PO Box 5448, Q Super Centre Q 4218

I was recently speaking with a colleague who takes meticulous care of her skin and her appearance and is highly dedicated to her clients, and she told me that a recent test with her healthcare professional indicated that internally her body had aged nine years just in the past 12 months. This can happen to all of us so we need to gain as much knowledge about how we can APJ 9

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10 GOLDEN RULES on how to benefit from a CONFERENCE PROGRAM

As with any professional individual, staying up-todate with advances requires that you not only continue to gain knowledge on the products and services you provide, but to also invest in your professional development through credible, non-biased and objective, industry-specific information that you can expect from a quality conference. Several recent studies on achievement have identified the number one characteristic that all achievers and leading experts had in common was an insatiable appetite for constantly growing their knowledge and studying their craft on an ongoing basis. They didn't develop a reputation as an authority in their field by chance, but through their continued investment in expanding their knowledge and skills. They say that knowledge is power, but it's much more than that, it also contributes to reputation, and if reputation is your â&#x20AC;&#x153;competitive advantageâ&#x20AC;? then you cannot be easily copied, and experts ultimately come at a price that people hunt out for and for which they are often prepared to pay an extra premium to benefit from their skills and services.

SELECTING A CONFERENCE PROGRAM

They say that knowledge doubles every 10 years, and depending on the sphere of consumer demand that drives innovation, studies suggest that it can double in as little as five years, so where does this leave you as an aesthetics expert?

THE NEED FOR GLOBAL KNOWLEDGE Regardless of the region you live in you will find that as the world has become a global community through the Internet your clients are becoming more aware of advances far beyond the scope of information you present to them.

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In any industry there are several learning platforms you can attend, so what criteria should you use to determine the best one, and once you have chosen it how can you benefit the most from what you will learn? If reputation is what you want to be known for then that is what you need to also value and look for when determining which event you attend. First look at the organisation that is setting up the event and determine its standards and its objectives. It is out to just make money or is its purpose to empower the businesses that attend and therefore carefully review what it delivers? APAN, for example, invest heavily in developing initiatives that will elevate the credibility and status of its

members. The APAN Code of Ethics is considered as the benchmark standards document by independent bodies, such as Marsh Insurance and the ultimate risk-management document. As such, as an organisation APAN is known as a leading and credible industry body with an impeccable ethical reputation. It achieves that by setting high standards of conduct for its directors and strives to uphold and live up to the same standards that it advocates for the industry.

WHAT YOU CAN EXPECT FROM THE AUSTRALIAN AESTHETICS CONFERENCE APAN's annual conference programs were first launched in November 2009 as regional boutique conference/expos and have progressively grown so that in 2013 they will be launching three events â&#x20AC;&#x201C; Adelaide in May, Sydney in August and Gold Coast in October. Next year's program will aim to deliver a constantly improved content-rich educational program that will cover a balance of topics in three critical categories: Business: Successful strategies, staffing, marketing, social media and regulatory issues Industry and Financial Trends: New global trends and forecasts and financial economic predictions Scientific: Research findings on ingredients, cosmetic chemistry, nutrition and anti-ageing and equipment technology Speakers are carefully selected and are required to present generic information that is not commercially biased, whether they have links to commercial products or not. Delegates are given a classroom set up to gain maximum benefit from the lectures. Each program is considered to have sufficient educational content to qualify as a Professional Development program and each delegate receives a Certificate of Attendance. Delegates will receive the opportunity to also meet some quality supply companies and establish relationships through a boutiquestyle exhibition that supports this event and allows for more in-depth interaction and relationship building. Networking is a critical element of success. Some successful networks have been established at these events as leading salons meet up with colleagues from other States who are prepared to share their successful strategies though a forged relationship.

HERE ARE 10 GOLDEN RULES IN GETTING THE MOST FROM YOUR CONFERENCE: 1. Come prepared: Regardless as to whether you will be provided with a pad, bring your own pad and pen to ensure that you can take substantial notes that you can review later, either for your own benefit or for the benefit of others you are training. Study the speaker program and set some targets on what you want to gain from the various sections. 2. Debrief: One of the best ways to consolidate your knowledge is to immediately share it or teach it to others within two days. You could bring a staff member and then debrief with them the following day as to what they have learnt and believe will benefit your business, while you share with them what you considered the most valuable information gained. Sharing this information will help bring further clarity to the information gained, but it will also allow your staff to engage in thinking about what is best for the business to go forward. This engagement will allow them to feel a greater sense of belonging to the progress of the business. 3. Gain the objective perspective: In your business and professional world you will probably be functioning within certain perimeters, while other areas that are options to you may not be within your spectrum of knowledge. Going to a conference that aims to give you an objective perspective will introduce to you new concepts that may enhance what you are currently offering your clients. It will give you the opportunity to understand and consider how you can expand your current services and grow your client base and business profitability. 4. Plan to implement: The purpose of identifying new strategies or enhance existing ones will only be of value to you if you put the information you have gained to good use as soon as possible. You will need to itemise what you can immediately, and establish an implementation strategy. 5. Look for evidence for validation: Your product supplier would like you to believe that with their products and services you have the very best. However, this should not prevent you from continuing to be informed of new advances in product formulations and technologies. As an expert it will stand to reason that your clients will expect you to

Delegates are also given the opportunity to meet and interact with the speakers and discuss their personal concerns on a one-on-one basis. This is one advantage of a niche boutique-style program. So how can you gain the most from an industry professional development conference? This is a very critical issue. You are paying to attend an industry specific event, so make the most of it.

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know more than just about the products you are currently using. By becoming familiar with the overall landscape of advances in product formulations and new technologies you will be able to objectively determine if you are on the right track, and if what you are offering is indeed the best for your clients. Validating this fact will allow you to objectively reaffirm your confidence in what you are providing your clients. There is great value for you to find out what is out there and what your business services will be competing with.

6. Be professional, not just a salesperson: Remember that a salesperson is only familiar with their own brand. A professional has a much wider scope of knowledge and can be questioned above and beyond what they are currently using. Your clients should be able to trust you as a professional to answer their questions on whatever may be current in your field, and they will expect your knowledge to be upto-date and go beyond your current brand. If you cannot answer them professionally they will go elsewhere for advice – this should not happen. 7. Identify new strategies: Doing things the same way as always will invariable give you the same results. As new business tools and strategies are identified you may discover quicker and more efficient and cost-effective ways of running your business. A conference environment should aim at bringing to your attention new tools and better ways of doing business that will allow you to determine what needs to be eliminated or replaced. Regardless as to how up-to-date you think you are there is always room for improvement. You should always be open to understanding new advances and how they can affect your services and business. Progress should commence as an informed mindset that has gained new information and is given the time to digest it. When considering something new to introduce to your business you will need to have previously done your own research so that you are not pressurised to make a quick decision on something that is still foreign to you. That is how bad decisions are made. Always be open to identifying a better way and benefiting from new research, and let your new knowledge become the benchmark for making future decisions.

8. Networking: When you attend a conference look out for people

that you believe can be an inspiration to you and strike up a friendship. This may be a very successful colleague from another State that would be happy to share with you strategies that worked for them and mentor you so that you can also implement them. Most successful networks achieve just that – putting people together who can help one another. You will find that truly successful people do not have a problem sharing their “success secrets” because they are constantly evolving new ideas and have no problems sharing older ones. Get to also know the speakers as well as the organisers. APAN has helped numerous businesses succeed and navigate through difficult times through business advice and support strategies offered through their coaching and mentoring services. Get to know what is on offer and make sure you utilise every bit of service available to you.

9. Plan for the future: Not everything you will learn will be appropriate for you right now. However, that does not mean that you should lose sight of strategies or technologies that you may wish to reconsider at a later date. Record in your business planner what you will not implement right now for consideration at a later stage. Don't let this research go to waste just because you are not ready to act on it right now. Retain and store all valuable information and take advantage of it at the appropriate time. 10. Promote your credentials: In your next newsletter, Facebook or other social media tool promote snippets of news on what you have learnt. Tell your clients all about new advances and alert them to any changes you are going to implement because of the education you received from attending your professional conference. Knowing that you are investing in learning how to constantly improve what you are offering is one of the best ways that clients will remain loyal to you. Did you know that after someone being rude to them, the most common reason why clients leave salons is because they become bored with being given the same old service with nothing new to look forward to? If you are given a Certificate of Attendance, display that in an appropriate place. If you do not wish to put it on the wall, display it in a folder at your coffee table so that clients can see it while they are waiting for their appointment. The whole purpose of your qualifications and your professional development certificates is to validate your skills, so proudly display them so that your clients can appreciate you for them. They do notice you know! With a little clever planning you can leverage some great strategies from a conference program that will have the potential to propel you to a more secure business position, enhance your credibility and make success fun through achievable targets.

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AUSTRALIAN AESTHETICS CONFERENCES 2013 Hosted by the Aesthetics Practitioners Advisory Network In a constantly changing world standards and not discounting have been identified as the new marketing tool that will contribute to business growth in 2013. The Australian Aesthetics Conferences are the most credible and dynamic platforms to gain insight about changes ahead and learn what tools will work for you in 2013 and beyond. Delivering high quality generic education the Australian Aesthetics Conferences are Australia's leading Professional Development Program independent of any commercial influences.

2013 will see three events in three different States:

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Adelaide, Sunday 26 May

NSW Sydney, Monday 26th August

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Gold Coast, Sunday 27 October

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Niche and dynamic these events bring a new level of life to the regions through a carefully planned high-quality educational program that is also supported by a boutique style exhibition.

AUSTRALIAN AESTHETICS CONFERENCES

DISCOVER global trends, industry projections and

WHAT OTHERS SAY ABOUT APAN'S SEMINARS:

financial forecasts

“I attended my first APAN Expo in Sydney this year and was thrilled to find the day packed with absorbing and actionable content specifically relevant to business owners. There were myriad topics, covered by experienced and qualified experts, ranging from social media and new radio-frequency technologies to interpreting the Fair Work Act and the necessity of indemnifying your business with adequate industryspecific insurance cover.

LEARN staff development skills and successful client loyalty and business building strategies, social media, industrial relations and wage regulations

EXPLORE new technologies - IPL/Laser updates, anti-ageing protocols and scientific research findings on ingredients

ACHIEVE a new level of understanding and gain new knowledge on advanced business and skills development options

INTERACT with industry authorities, educators and likeminded professionals

ADD status and kudos to your professional development through an industry peak body Certified Program

GROW in knowledge and confidence GAIN the competitive advantage in the market place

“I've been in the industry for over nine years and every year I have been dedicated to furthering my industry knowledge; I have done this by being a regular attendee at seminars and expos all over the country, so you can imagine I'm familiar with the somewhat repetitious content (albeit wrapped in shiny new packaging)... And there is value in having important information drummed into you… BUT these are challenging times and the paradigms have changed forever. Understanding future trends, shifting one's thinking and developing focused action plans are now the new business mission, so imagine my excitement when it instantly became apparent that this APAN Expo had been organised to deliver just that! “I have found Tina to be an exceptionally committed entrepreneur – dedicated to supporting higher standards within the industry and someone who loves nothing more than to help and support her members. If Tina doesn't have the answers, she'll call on other experts whom she believes has. Being a member of APAN is an important pillar to the success of running my business.

“I found this Expo to be superior to others and exceptionally good value for money. I will definitely commit to attending more wherever they may be.” Lesley Morgan-Wesson (Owner), LADY AT BAY, Neutral Bay, NSW

Who should attend: Salon and spa owners Practitioners and therapists IPL/Laser therapists Dermal therapists Aesthetic nurses Practice managers Educators and trainers Industry professionals FEES: APAN Members $149 | Non-Members $169 | Book all three and receive 20% Discount Book these dates in your diary and make this event a priority in 2013 APJ 17 Phone: 07 5593 0360 | Email: info@apanetwork.com | www.apanetwork.com

We must become the change we want to see.

The trouble is if you

DON'T RISK ANYTHING, you RISK EVEN MORE.

–Mahatma Gandhi

All of the great leaders have had one characteristic in common: it was

THE WILLINGNESS TO CONFRONT UNEQUIVOCALLY THE MAJOR ANXIETY OF THEIR PEOPLE

– Erica Jong

In matters of style, swim with the current, in matters of principle,

in their time and address them head-on. This, and not much else, is the essence of leadership. – John Kenneth Galbraith

STAND LIKE A ROCK

– T. Jefferson

Inspired To Achieve Famous Quotations If you obey

ALL THE RULES, you miss all the fun. – Katharine Hepburn

Accept the challenges, so that you may feel the EXHILARATION OF VICTORY. – General George S. Patton

MANAGERS are people who do thing right, while LEADERS are people who do the right thing – Warren Bennis APJ 18

Processes don't do work, PEOPLE DO

– John Seely Brown

You gain STRENGTH, Success is neither magical COURAGE AND nor mysterious. CONFIDENCE by every Success is experience in which you really stop to look the face. You must do the thing the natural fear in you think you cannot do. – Eleanor Roosevelt consequence of CONSISTENTLY in life is more than APPLYING BASIC justWinning money... it's about winning FUNDAMENTALS. on the inside... and knowing – Jim Rohn

that you have played the game of life with all you had... and then some. – Doug Firebaugh

Don't be afraid of the space between your dreams and reality. If you can dream it, CHANCES ARE YOU CAN MAKE IT HAPPEN. – Delva Davis

It seems to me that it's actually harder to invent excuses than it is to be successful. – Jeffrey Gitomer

The quality of a leader is reflected in the standards they set for themselves. – Ray Kroc

'DO' BETTER THAN YOU 'TALK' – Jeff Doyle

LEADERSHIP does not always wear the harness of COMPROMISE – Woodrow Wilson

FAR BETTER TO DARE MIGHTY THINGS, to win glorious triumphs, even though checkered by failure, than to take rank with those poor spirits who neither enjoy much nor suffer much, because they live in the gray twilight that KNOWS NOT VICTORY, NOR DEFEAT. – Theodore Roosevelt APJ 19

tradeconference

8th National Laser & Cosmetic Medicine Conference 2012 New advances in Light-based technologies and Photodynamic therapies Cosmetic medicine is experiencing a massive growth in recent years and there is an urgent need for professional education of medical practitioners and technicians working in the field.

While Tina did not participate in the workshops she did attend several lectures, which covered some very interesting topics. Tina also presented a lecture at the conference on Lessons in Opening a Cosmetic Clinic.

The 8 National Laser and Cosmetic Medicine Conference held on rd the 22-23 September at the Marriott Resort & Spa at Surfers Paradise in Queensland attracted medical professionals as well as laser therapists who are seeking to update their skills or expand their expertise into this discipline. An adjunct to over 30 lectures included workshops as well as a preconference intensive three-day workshop for doctors who are new to cosmetic medicine. There was also a two-day paramedical workshop developed as an introduction to the practice of dermal therapies in a clinical environment. This course was developed for nurses, beauty therapists, paramedical aestheticians and anyone considering a career in dermal therapies or cosmetic nursing and was conducted by GrayClay Medical Aesthetics Education and the Australasian Academy of Cosmetic Dermal Science (AACDS), as national education providers. The event was also supported by the Australasian Society of Cosmetic Medicine and the Australasian College of Aesthetic Medicine. Dr Eddie Roos, President of both societies, and APAN's CEO, Tina Viney were able to catch up and discuss issues on legislation and the importance of defined safe practices for light-based therapies.

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HERE ARE JUST A FEW HIGHLIGHTS OF CONFERENCE TOPICS THAT WERE COVERED: Dr Michael Molton's lecture was on Quantitative Evaluation of Facial Rejuvenation using Engineering Quality ThreeDimensional Scanning Technology Analysis of facial volume is traditionally through photography, which is two-dimensional. This is used to provide pre-treatment assessment and post-treatment to provide record of change. The very best effort

Mark Hassal demonstrating a RF device

of standardised photography does not provide sufficient specificity and sensitivity and continues to fail to withstand objective criticism from almost all other areas of medicine, the public and litigators. Efforts to classify empirical evaluation of facial features through standard photography also fail to be accepted as validated evidence, and proven scientific acceptance that changes, beneficial or

Dr Jass Narulla National President of ASCM with Dr Doug Grose

otherwise, have occurred as a result of treatment. According to Dr Molton this is all about to change with the introduction of a new device that would offer a quantitative evaluation image based on 3-D technology. This would more accurately provide evidence of predicted outcomes in facial volume procedures. In his opinion this device would totally replace cameras in the future as they will be able to more accurately identify to what extent the treatment would create changes in the face with greater precise evidence. The new device is known as SAFV Scanning, and evidence of changes achieved on the face are also provided through different shades of colour demonstrating how the effected treatment changed both at the treatment site as well as the surrounding areas.

Dr Eddie Roos with Tina Viney

Dr Doug Grose talked on Recalcitrant and recurrent acne: New applications of Photodynamic Therapy Dr Grose spoke of several challenges and multiple limitations and complications of conventional treatments, including growing antibiotic resistance and system issues relating to long-term drug therapies. New applications of photodynamic therapy were discussed at length. The effective use of LED light source with both blue and red wavelengths used with blue first and then red delivered through a lowenergy density and longer illumination time was stressed as important. He stressed that photodynamic therapy offers significant improvement for systemic and nodular presentations, resulting in a reduction of active lesions and new lesions. Patients require several treatments and results seem long lasting on patients who follow an ongoing, simple acne specific skincare regime.

Catherine Biedermann and team from Advanced Cosmeceuticals

In terms of future research, results suggest that correct pre-treatment protocols and intra-treatment protocols lead to better outcomes. Longer incubation and illumination times give better results, but future studies need to be done to establish optimum parameters. From a patient satisfaction perspective, addressing pain with PDT is essential for both effective treatment and patient/physician satisfaction.

Dr Davin Lim presented on Q Switch Umbrella: Laser Treatment of Melasma and Coloured Tattoos Dr Lim offered a clinical overview of patients treated for melasma and tattoo removal using Revlite Q-Switch Nd: Yag 1064nm and 532nm. He presented delegates with the latest scientific review, providing them with the latest protocols specifically indicated for de-pigmentation treatments for both tattoo removal and melasma. Gemma Dryden and Sharni Fanner from Scanmedics.

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combination of C02 and fractional technologies has given us a treatment modality that is nearly as effective as full C02 ablation without the long down-times and a much increased safety profile. C02 fractional lasers are the most commonly used wrinkle lasers. C02 lasers ablate a core of tissue, which the body then replaces with new tissue. The surrounding tissue is heated causing collagen denaturing and shortening, giving a “tightening” of the skin. Other wavelengths such as the erbium (2940nm) do not generate as much heat. They produce less shortening and tightening, but also have a quicker recovery.

He stated that laser treatments have evolved dramatically from ablative procedures to non-ablative with no downtime and “walkin-walk-out” treatments. Additionally, adoptions of pre-treating agents including the use of hydroquinone or other lightening agents are becoming more popular and recognised. When performed correctly, Q-Switch Nd:YAG for melasma and tattoo removal can achieve remarkable results with little side effects or reactions. Clearly defined protocols have become fundamental in treatment outcomes and with the importance of patient education, together play a vital role in achieving patient expectations. Dr Lim confirmed that tattoo removal is a huge, growing market, with statistics indicating that 50% ultimately regret having had the procedure and are desperate to have them removed. He also stated that laser offers a better option than topical solutions, which were more likely to result in scarring and in particular keloid scarring due to the aggressiveness of the acids used. With Q-Switch Nd:YAG the tattoo receives huge energy at a much faster rate of one billionth of a second through selective photothermolysis. Also, as a progressive treatment protocol using Q-Switch Nd:YAG is less traumatic, allowing the skin time to heal.

Dr Ralph Bright presented the topic of Fractional C02 Laser for resurfacing multiple skin types Dr Bright stated that C02 lasers have been the gold standard for treating wrinkles for many years. They were challenged by the Erbium lasers and more recently by fractional lasers. The

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Comparing old C02 technology with new advances, Dr Bright pointed out that the original C02 lasers ablated the surface of the skin achieving deep results by the transfer of heat into the mid reticular dermis, and everything down to this level healed by regeneration. Below this depth the skin healed by scarring, and this is where fully ablative lasers in inexperienced hands produced the bad results that gave C02 its bad name. The new fractional lasers have the ability to ablate deep into the dermis and hence the potential to produce bad results. Heating deeper than the mid reticular dermis is unnecessary (1500 to 2000 microns). In speaking about the Clinical fractional laser Dr Bright drew focus on some refinements that give it superiority over other systems. He further stated that C02 lasers are very reliable. This reliability has been further enhanced by adding a RF controlled power source. The output is more even and will last longer. Spot size in the Clinical fractional laser is very small at 70 microns, allowing very deep penetration. The computer pattern generator is capable of delivering the energy in an irregular pattern rather than a regular uniform pattern. This mimics nature and produces a more natural result.

CONCLUSION As technology continues to evolve so is the need for higher education, training and improving skills for all practitioners, whether medical or aesthetic therapists. This conference was able to present a wide spectrum of information on both new technologies as well as scientifically validated protocols that promise better treatment outcomes. There is no doubt that laser and light-based technologies will continue to enjoy ongoing recognisition, and we can expect to continue to see new innovations entering this highly competitive market. Meanwhile, the issue of training and standards still remains unregulated and this is where industry bodies such as medical societies and APAN still have the ongoing challenge to pursue appropriate nationallyrecognised and enforceable standards of practice.

anti-ageing

The Quest for Eternal Youth New advances in a constantly evolving industry By Tina Viney Let's face it, one of the core reasons why salons and clinics are busy is because as humans we still don't want to welcome the effects of ageing. We want to slow the ageing process and maintain our youthfulness as much as possible.

FACIAL AGEING

If we look at a 40-year-old woman 50 years ago culturally and sociologically she would be considered a mature woman, but today a woman in her 40s, 50s and even 60s has the tools to look decades younger and often has a lifestyle that matches it.

Many of the facial manifestations of ageing reflect the combined effects of gravity, progressive bone resorption, decreased tissue elasticity and redistribution of subcutaneous fullness. Due to gravity we will often see that the lower part of the face will look older than the upper part. As such, the most aged regions should be addressed first if we want to achieve an effective antiageing outcome.

Facial ageing reflects the dynamic, cumulative effects of time on the skin, soft tissues and deep structural components of the face, and is a complex synergy of skin textural changes and loss of facial volume.

A convenient method for assessing the morphological effects of ageing is to divide the face into the upper third (forehead and brows), middle third (midface and nose) and lower third (chin, jawline, and neck).

So how does the face age and what are the latest techniques that offer the best results?

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The midface is an important factor in facial aesthetics because perceptions of facial attractiveness are largely founded on the synergy of the eyes, nose, lips and cheeks bones (central facial triangle). For aesthetic purposes, this area should be considered from a threedimensional rather than a 2dimensional perspective, and restoration of a youthful d-dimensional facial topography should be regarded as the primary goal in facial rejuvenation.

HERE ARE SOME EXAMPLES OF FACIAL AGEING THE AESTHETICIAN'S ROLE The role of the aesthetician is very much based on skin improvement through the use of appropriate procedures. These may include:

1. Exfoliation: Identifying damaged skin cells or uneven pigmentation and implementing appropriate exfoliating protocols to speed dead- cell elimination, allowing for better absorption of actives into the skin to slow the appearance of ageing and support skin renewal, rejuvenation and improve the vitality and even out skin tone.

2. Rebuilding the skin: Protocols that use effective active ingredients to restore pH balance, improve hydration levels and stimulate and plump skin cells, improving texture and tone. 3. Targeting collagen support: Through a more targeted approach and specific protocols we can now specifically work on improving collage and elastin integrity through the use of technologies such as microcurrent, skin needling, IPL, Laser and LED light, electroporation, iontophoresis and sonophoresis, just to name a few. In this way we can support skin density and minimise skin deterioration. 4. Muscle toning: Several technologies mentioned above also have protocols and capabilities of working at a muscular level, with microcurrent being one of these to re-educate the muscles to become stronger and support facial features. 5. Internal health: Ageing is a process of ongoing low-level inflammation. New

SOPHIA LOREN Strong features and major sex appeal make Sophia Loren, 77, as captivating as she was in 1958. One feature that has lost some of its definition is the star's famously regal nose. Experts have found that as we age the nose begins to droop, because the connective tissues supporting it weaken.

TINA TURNER This superstar singer still looks amazing at 72, whether because of genetics or injectables. Tina Turner's skin hasn't lost its firmness. However, her face does reveal signs of ageing around the lower half. The same study on ageing and facial structure also found that our jawbones thin as we age, causing a lesssculpted jawline and chin.

SUSAN SARANDON Susan Sarandon's skin still looks as smooth today as it did in 1977. Where you can see the effect of ageing is around the 65-year-old star's eyes, which appear more deeply set than before. The reason for this is that eye sockets widen and become longer, a result of cheekbones beneath the eyes descending and offering less support.

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evidence-based research now supports the role of nutrition and detoxification in minimising inflammation in the body while optimising antioxidant levels to fight free radical damage. The aim for effective and long-lasting anti-ageing results is to optimise inner wellbeing to support external anti-ageing procedures for a more healthy-looking anti-ageing result and greater longevity to the treatment outcome. In recent times the role of nutrigenomics has given rise to evidence of a more efficient way of supporting the body through enhanced bioavailablity of antioxidants, as well as effectively minimising inflammation in the body. Nutrigenomics is an emerging discipline that adds a “multiplier effect” to nutritional and botanical medicine. It identifies plant-derived bioactive compounds that have the greatest potential to “switch on” protective genes within our cells and those that can “switch off” the inflammatory and disease-prone genes. The advantage of nutrigenomics is that unlike vitamins or phytonutrients, which have a limited bioavailability to the body, nutrigenomics target and go direct to the cell and therefore achieve much more efficient bioavailability towards enhancing the body's nutritional status and achieve anti-inflammatory benefits, while optimising gene expression.

6. Stress management: Stress, whether acute or ongoing, is one of the major contributors to accelerated ageing. An individual that has to deal with ongoing stressful situations can incur a biological age increase to their organs that far exceeds their chronological age, even if externally they look younger. Ultimately this stress catches up on us and leads to a higher predisposition to disease and accelerated sudden ageing. As aesthetic therapists we need to also monitor the stress levels of our clients and not underestimate their impact on the body.

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Incorporating treatment protocols such as the use of aromatherapy, massage, lymphatic drainage, mineral-based body wraps and other stress-management procedures should be included to ensure we support the body's homeostasis towards better health.

7. Diet, lifestyle and hormonal balancing: The role of diet and lifestyle are also critical to the issue of healthy ageing as is ensuring that your clients have healthy levels of balanced hormones. While these may not come under the scope of aesthetic qualifications, working together with healthcare professionals to ensure optimum health in these areas is highly recommended, and we are seeing more and more of such effective collaborations with smart aesthetic therapists who want to ensure their clients receive the very best of care, not only within the scope of their skills, but also beyond.

ADVANCEMENTS IN NON-SURGICAL PROCEDURES While we can achieve a great deal with our aesthetic procedures, much more now than in previous years, there is a limit as to how much the body will co-operate with us. Recently we have seen a significant increase in the demand for nonsurgical injectable procedures performed for facial rejuvenation. Patients seeking alternatives to surgical procedures include those who require restoration of lost facial volume, those who wish to enhance normal facial features and those who want to correct facial asymmetry. Important factors in selecting a non-surgical treatment option include the advantages of an immediate cosmetic result and a short recovery time. Rejuvenation of these areas by adding volume can produce a very natural-looking improvement in youthfulness. The most common

HERE ARE SOME EXAMPLES OF FACIAL AGEING method of replacing lost volume is with dermal fillers. Dermal fillers have been used for many years and there are a variety of dermal fillers currently in use. These can be used in a variety of areas in the face to reverse the effects of ageing and associated volume loss. However, as with all aesthetic procedures their effectiveness in achieving a natural-looking result is contingent on the skill and expertise of the operator. At the recent A5M Medical and Aesthetics Conference some interesting new information was presented by Professor Hee-Jin Kim from Korea. Dr Kim among other things serves as Coordinator, Education Techniques and Innovations for the global initiative, the Federative International Program for Anatomical Education. His expertise therefore lies in the area of Anatomical Education, to which he brings the very latest scientific discoveries. He spoke at the conference on “The impact of Ageing on Facial Anatomy: What's happening Under the Skin?” Dr Kim pointed out that science is now discovering anatomical structures, nerves, arteries and veins that are not currently present in the anatomy books. This information is valuable to practitioners of injectables as it allows them to more accurately determine the appropriate injectable planes – subcutaneous, and submuscular. By identifying certain veins and nerves not previously known will substantially alter the pathway for more effective and less risk in injectable procedures. “When we inject we need to know the course of the vein and facial arteries as fillers can damage nerves if we don't fully understand their location,” Dr Kim stated. Identifying the effective zones for injecting can not only minimise the impact of bruising, but also achieve a much better outcome. Dr Kim was later joined by Dr Vilma De Maria in an amazing workshop where this new information was put into practice through an injectable procedure. Dr Vilma De Maria is one of Australia's most skilled injectable practitioner. She is the Medical Educator at the Royal Australian College of General Practitioners and is also currently employed by Allergan Health Care to train doctors and nurses in the area of antiwrinkle injectables and dermal fillers.

CATHERINE DENEUVE At 68, French actress Catherine Deneuve still has a sultry appeal, but years of smoking have taken their toll on her skin. In addition to causing wrinkles around the mouth and eyes, the chemicals in nicotine break down collagen and elastin, the fibres that keep healthy skin taut.

Watching Dr Vilma De Maria administer dermal fillers was fascinating as she identified how the new information presented by Dr Kim substantially changed the way she would be delivering dermal fillers. She conducted a comprehensive procedure covering several areas on a willing volunteer's face, and the amazing fact was she was able to achieve all this without any evidence of bleeding or bruising.

IN SUMMARY Because of rapidly growing consumer demand for antiageing and appearance enhancement we will see a incredible growth in technology innovations and ongoing research into methods for improving protocols. Continued education will be critical to those who wish to be considered as experts and leaders in this field, and for this reason in the next few years we will also see the introduction of higher education and even government licensing being introduced as the stakes of risk are raised higher.

CHRISTIE BRINKLEY Here is an example of Christy Brinkley. Volume has been adequately replaced in her face and she remains to look youthful and natural even in her 50s.

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keyprocesses

While in aesthetics we work with enzymes to break down dead cells, enzyme activity within the human body plays such a critical role as a catalyst to so many functions and processes. In this article Gay Wardle presents a synopsis of the complex role of enzymes in the human body to help us better understand their significant role to heath. The cells in your body are chemical factories. Only a few of the thousands of compounds necessary for the operation of the human organism are obtained from foods we eat. Most of them are synthesised within the cells, which means that hundreds of chemical reactions are taking place in your cells every minute of your life. Nearly all of these reactions are catalysed by enzymes, which are protein molecules that increase the rates of chemical reaction without themselves undergoing any change. The compound whose reaction is catalysed by an enzyme is the substrate. Without enzymes life as we know it would not be possible. There are more than 3,000 enzymes in a single cell.

The physiological role of

ENZYMES CAN BE CLASSIFIED INTO SIX MAJOR GROUPS ACCORDING TO THE TYPE OF REACTION THEY CATALYSE. 1. Oxidoreductases – catalyse oxidations and reductions 2. Transferases – catalyse the transfer of a group of atoms from one molecule to another 3. Hydrolases – catalyse hydrolysis reactions 4. Lyases – catalyse the addition of a group to a double bond or the removal of a group to create a double bond 5. Isomerases – catalyse isomerisation reactions 6. Ligases/synthetases – catalyse the joining of two molecules Some enzymes, such as pepsin and trypsin, consist of polypeptide chains. Pepsin and trypsin are proteases, a class of hydrolases that

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ENZYMES in the human body By Gay Wardle

catalyse the hydrolysis of proteins. Some of the meat that we eat is tough and difficult to chew. As meat contains a lot of protein, coating the meat with a protease before cooking hydrolyses some of the long protein chains, breaking them into shorter chains and making the meat easier to chew. Meat tenderisers do just this, they contain proteases such as papain. Other enzymes contain non-protein portions called cofactors. The protein (polypeptide) part of the enzyme is called an apoenzyme. The cofactors may be metallic ions or they may be organic compounds. Organic cofactors are called coenzymes. An important group of coenzymes are the B vitamins, which are essential to the action of many enzymes. Another important coenzyme is heme, which is part of a number of ozidoreductases as well as of hemoglobin found in the blood. In any case, an apoenzyme cannot catalyse a reaction without a cofactor, nor can a cofactor function without the apoenzyme. When a metal ion is a cofactor, it can be bound directly to the protein or to the coenzyme, if the enzyme contains one. Enzyme activity is a measure of how much reaction rates are increased. Both temperature and pH

affect enzyme activity. Temperature affects enzyme activity because it changes the three-dimensional structure of the enzyme. Each enzyme operates best at a certain pH and changes in enzyme activity are reversible where there is a narrow pH range. However, at extreme pH values (either acidic or basic), enzymes are denatured irreversibly, and enzyme activity cannot be restored by changing back to the optimal pH.

ENZYME ACTIVITY IS REGULATED BY FOUR MECHANISMS: 1. Feedback control – the concentration of products influences the rate of the reaction.

2. Allosterism – an interaction takes place at a position other than the active site, but affects the active site, either positively or negatively. 3. Proenzymes or zymogens – must be activated by removing a small portion of the polypeptide chain. 4. Isozymes – are different forms of the same enzyme. A typical animal cell has many components, each having a different function. The replication of DNA occurs in the nucleus, lysosomes remove damaged cellular components and antigens and foreign substances, Golgi bodies package and process proteins for secretion and delivery to other cellular compartments. These structures within the cell are called organelles. The mitochondria, which are made of two membranes, (that is similar to the outer plasma membrane) are the organelles in which the common catabolic pathway takes place in higher organisms. Enzymes

that catalyse the common pathway are all located in these organelles. Because the enzymes are located inside the mitochondria, the starting material of the reactions in the common pathway must pass through the two membranes to enter the mitochondria (endocytosis) and products must leave the same way (exocytosis). Although the inner membrane of the mitochondria is quite resistant to the penetration of ions and of most uncharged molecules, they can still pass through the membrane. They are transported across the membrane by the numerous protein molecules that are embedded within the membrane. The outer membrane is the opposite and very permeable to small molecules and ions and does not need many different kinds of transporting membrane proteins. The inner membrane is corrugated and folded. These folds are called cristae. The cristae are the benches to which the enzymes of the oxidative phosphorylation cycle are chained like ancient slaves, who provide the driving power. Through the citric acid cycle and oxidative phosphorylation (electron transport chain), the C2 fragment is oxidised. The products formed are water and carbon dioxide. The energy from oxidation is built into the high-chemical-energy-storing molecule ATP. Both the citric acid cycle and oxidative phosphorylation take place in the mitochondria. The enzymes of the citric acid cycle are located in the matrix, while the enzymes of the oxidative phosphorylation chain are on the inner mitochondria membrane. The mitochondria is the life source of the cell. The ATP created by enzymes is stored for a very short time. ATP usually hydrolyses within a minute. This chemical energy is used to do chemical, mechanical and electrical work in the body.

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New APAN Member Benefits NUDIPAY: Merchant banking made easy The cash-less and card-less future is here! Several smaller home-based businesses often struggle to justify the monthly rentals and merchant fees that come with credit card facilities (merchant banking). Looking to assist such businesses APAN has identified a new service for its members that is set to revolutionise the way your clients access their funds and your business benefits through a more cost-effective option. This system is called Nudipay.

TESTIMONIALS:

WHAT IS NUDIPAY?

“This is going to go viral.” John Lazarou, Founder, The Coffee Club

“The system [Nudipay] short circuits the bank interchange fee system that reaps billions a year for the major banks. Nudipay represents a significant saving to merchants who would generally pay thousands of dollars a year in merchant and transaction fees.” Nick Nichols, Finance Editor, Gold Coast Bulletin.

There seems to be a mobile app for everything these days and now there is one for mobile payment. It seems there's a few out there, but none quite as easy to use, secure and cost effective as Nudipay. Nudipay is a mobile and online payment system that is more costeffective than credit card facilities. Members can transfer funds to and from any bank. Nudipay make it possible to shop without risking your personal financial information. Privacy is assured because this information is never shared. Transferring money to friends and family is also a cinch. Payments are instant, so there is no waiting. All member funds are held in trust. Members have full and unrestricted access to their balances.

So whether you are a small home-based salon or a high-volume salon, spa or clinic you will experience significant savings on fees and charges by using Nudipay. In fact the higher the volume of transaction the higher the savings you will achieve as a merchant. Here is why:

WHAT ARE THE MERCHANT FEES?

If you require further information please contact APAN on 07 55930360 or email: info@apanetwork.com. This is a members service only.

APAN MEMBER OFFER Test drive Nudipay today

With $20 preloaded into your account. Limited time offer!

CTI PRA TION

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Right now, you can join for $69 (normally $99), and renew each year for $59. And that's it! No monthly service, terminal, or merchant fees – nothing. Transaction fee is a flat 10 cent regardless of the amount. So whether the payment is $1 or $10,000, it's a flat 10 cents. Nudipay will save you hundreds if not thousands of dollars a year in fees. The more customers that switch to Nudipay, the less you pay in fees it's that simple.

All I need is my phone and Nudipay

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Nudipay provide low-cost transaction services to merchants and customers. They are not a bank so there are no banks involved. They provide true competition and true choice in a marketplace dominated by banks. That alone is a great reason to get behind it. Plus merchant fees are low.

I don’t use cash I don’t like cards I don’t trust machines And I don't like fees

Nudipay believes lowering the cost of doing business will have positive ripple effects throughout the economy. Their platform is completely independent. There are no interchanges (banking lingo for middle-men) or intermediaries (and their fees and charges), and merchants and consumers alike deal directly with Nudipay.

www.Nudipay.com

STHETI AE C

The Nudipay system's security is unmatched because personal financial information is never required to verify a purchase. For consumers, it's free to join and free to use. For merchants, there are no monthly account fees, no service fees, and no terminal fees. This is the most secure mobile and online payment system, saving hundreds if not thousands of dollars in fees per year.

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Advance your knowledge and education to a higher level. MDA is now offering Post-Graduate courses to empower you for greater treatment results and business growth. With the advances in new equipment and skincare technology, heightened awareness by consumers and the collaboration between professional aesthetics and medical and anti-ageing practices there is now the need for education and specialised Post-Graduate training to support and deliver higher levels of expertise and advanced results. Gay Wardle has launched a new training MASTERCLASS PROGRAM in 2011 to equip and empower you to make the transition with greater confidence into the realm of advanced treatment protocols for greater treatment outcomes. Gay Wardle is without question today's leading and most influential educator in Australia. Winner of over 12 industry and business awards, she has a strong understanding of the aesthetics industry and the elements that are necessary for a successful salon or aesthetic practice. Constantly investing in her own education and knowledge, she is not only passionate about training but simultaneously is undertaking a Bachelor's qualification with Victoria University.

MASTERCLASSES IN DERMAL TRAINING INCLUDE: One-day Insight into Skin Evaluation Two-day Insight into Skin Evaluation Three-day Journey to Understand and Empower your

Knowledge in Advanced Skin Evaluation Skin Preparation Programs to Optimise Results from IPL, Needling and Microdermabrasion Treatments to Target Pigmentation Understanding Ageing in the Skin and Treatments for Ageing Skin

ENROL TODAY Training Available in most States. For further details and to book Visit www.masterdermalacademy.com.au email:gay@da.com.au or info@masterdermalacademy.com.au Ph: 0418 708 455 formerly Advanced Aesthetics

Masters Dermal Academy

A Science-Based Holistic Solution to Restoring NATURAL SKIN BALANCE Para-medical skin therapist and subsequent creator of Balense, Wendy Reiner, suffered a grade 3 adult acne breakout in 2008, following a series of personal challenges and family tragedy. Unable to resolve her condition Wendy decided to combine her science-based education, industry knowledge and experience with cosmetic chemistry, seeking the answer through basic homeostatic biological principles of skin function. It is a well-known scientific fact that when the skin's equilibrium is intact it will function at its optimum, directing its energy towards repair and regeneration, and this perhaps is the skin's own ultimate anti-ageing strategy. Based on this premise as its foundation Balense skincare range was developed, carefully incorporating a fusion of Western evidence-based research and Eastern principles.

research studies for their efficacy on the skin. They have proven results in regulating excessive sebum secretion stimulating natural collagen production as well as inhibiting matrix metalloproteinases from destroying extracellular components that inhibit collagen formation. Actives also have been chosen with proven results for skin lightening and refining texture and improving skin tone and colour. Multiple potent antioxidants such as resveratrol and potassium azeloyl diglycenate have also been included to support the skin's fight against environmental damage and the generation of ROS caused by tissue inflammation and metabolism. The synergy of the delivery system with the re-balancing actives and super antioxidants help to significantly and rapidly repair damage and injury, while supporting normal function, skin renewal and skin density for a healthier and more youthful looking skin.

INTERNATIONAL PATENT PENDING HYLATECH ACTIVE DELIVERY SYSTEM Balense is able to achieve optimised skin balance through a systematic formulation that can appropriately meet the skin's constantly changing demands. Through enhanced penetration of a powerful synergistic blend of impressive re-balancing actives and superior antioxidants, Balese is able to promote the repair of the skin's physical structures and supporting and self-regulating its dermal function. Utilising a very efficient and advanced slow-release hyaluronic technology, aka HylaTech Active Delivery System, allows the actives in the Balense formulation to be delivered in a targeted way to the source of the problem, achieving significant skin improvement. This unique technology is pivotal to the success of Balense skincare. With antioxidant benefit, this super-hydrating non-injectable mini filler forms a “hydro-blanket within the epidermis, achieving five times more water-attracting ability than its hyaluronic acid parent molecule. Furthermore, Balense uses high percentages of micronised hyaluronic acid to achieve superior skin results in both skin improvement and anti-ageing benefits. Recent research confirmed that hyluronic acid used in wound repair, precipitates healing by stimulating the migration of cells across a wound so that mitotic cell division can be enhanced. This scientific validation has now led to surgeons using hyaluronic acid to drench surgical sites in cataract and knee surgery to accelerate patient recovery time and minimise scarring. Through the power of cross-linking, the Balense HylaTech Active Delivery system encapsulates the rebalancing actives and superantioxidants in a gel matrix that maintains their slow-release around the clock so that the skin is being constantly supplied with valuable actives.

BALENSE IS THE WORLD'S FIRST HYALUCEUTICAL Many of the actives used in the Balense range are new to the Australian skincare market and create a powerful synergistic balancing act restoring the skin's equilibrium in a natural, but efficient way. All actives are designed to help the skin's effort to either up or down-regulate its activity to maintain homeostasis, allowing it to spend more energy repairing and regenerating. This brings a multidimensional approach to slowing down skin ageing by reducing free radical production – a normal by-product of agitated tissue activity. All actives used in the Balense formulation are backed by validated

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A dermatological report conducted by an independent skin panel (invivo) testing on the Balense (patent pending) formulation showed that in eight weeks the synergistic activity of actives enhanced by the advanced delivery system demonstrated the following results in skin improvement: 15% boost in the skin's ability to prevent redness 30% reduction in sebum production 75% of people had a visible reduction in skin blemishes 75% of people reported that they noticed a positive visible result within nine days. Since its launch clients who consistently used multiple Balense products reported seeing positive visible results within 24 to 72 hours, including a reduction in oiliness, pore size and redness, a significant boost in hydration levels, while their skin appeared more refined and plumper along with noticeable positive changes in colour and texture. Typical post-inflammatory pigmentation from blemishes has been reported to heal and fade within one to four weeks depending on the depth of injury. Conditions like acne, rosacea, couperose, seborrheic dermatitis, eczema, oily, congested or combination skins have shown positive results when using this systematic range.

IS THIS PRODUCT FOR YOUR BUSINESS? If you are a salon/spa owner or an aesthetic medical professional who is focused on achieving results for your clients, and looking for a unique niche product that also offers you a great margin, then please contact Balense. The company will only work with professional businesses that are committed to delivering high standards of skin treatment outcomes and client service excellence, as this is what is promised to “Balense Ambassadors” as the company believes that the alignment of values and goals is paramount. The company is also committed to business strategies that support brand integrity and a healthy bottomline for the benefit of their accounts. When working with Balense, with your open order you can expect to receive full training including sales scripts and staff incentives that do not reduce your margin. Managing Director Wendy Reiner will personally help you strategically position the Balense brand in your business. If you are looking for a point of difference in your business with a quality proven product that can deliver exceptional results, great margins and amazing support, then Balense is for you.

Contact Wendy on 0402 367 836 or email her at wendy@balenseskin.com.au for further details.

Heal and re-balance problem skin • HylaTech Active Delivery Hyaluronic acid is a natural skin component. Our delivery systems forms a “hydro-blanket” in the upper layer of the skin attracting five times the regular amount of water in the skin, while allowing the slow release of a synergistic blend of super antioxidants and rebalancing actives around the clock. • Super Antioxidants Balense contains some of the most potent antioxidants known to man, designed to work together to prevent free radical damage, health and repair recent skin damage. • Re-balancing Actives The beauty of synergy allows a relaxed return to natural balance. Balense does not force the skin to protect itself in response to harsh ingredients. Our actives work to calm and regulate skin function by supporting the skin's natural processes. Internationally Patent Pending Formulation Independent test results stated that: On an eight-week trial 75% of users of Balense reported positive visible results within nine days.

Before

After 10 Weeks

“I have been using your product for just one week. All redness from my face has gone and some stubborn pimples have also gone. I have been on antibiotics for so long, but finally I have found the skincare that is working for my skin.” Jessica QLD

Ph: 0402 367 836, email wendy@balenseskin.com.au for further details visit www.balenseskin.com.au

ASK THE EXPERT Solutions, insights and advice for problems that arise at work

I own my own business and I am confused about the whole issue of superannuation. Do I need to pay my own superannuation and do I need to still pay the Superannuation Guarantee if my “staff” members are hired as contractors? Even if your staff members have an ABN you still may have to pay the Superannuation Guarantee. This needs to be checked and clarified with your accountant before the contract is agreed upon. Under the same circumstances, as the hirer you may have to pay the Superannuation Guarantee contribution in addition to what you pay them for work they do. Your contractor's business structure is an important factor in determining whether you must pay. If you as the hirer are required to pay your contractor's Superannuation Guarantee contribution, the contract price may change to reflect the extra expense to you.

IN THE CASE OF SOLE TRADER If their contract is for the hours they work rather than to achieve a specific result and they do the work themselves, then you as the hirer may have to pay the Superannuation Guarantee.

PARTNERSHIPS, TRUSTS AND COMPANIES Partners are responsible for paying their own superannuation regardless as to whether the contract is for the hours they work or for achieve a task. But if they are an employee or a director of their own company or trust, then the company/trust must pay the Superannuation Guarantee for them. This is because a company is a separate legal entity and the owner is still an employee of that entity (even though they may be the owner of the trust). This will also apply to you as the employee of your own company or trust. If you don't pay enough, or if you miss the payment cut-off dates, you will have to pay the Superannuation Guarantee charge, which is a tax penalty.

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Can I include a “Restraint of Trade Clause” in my Employment Agreement with my staff or with services provided through an external professional under a Contract? A “restraint of trade” or “no poaching” clause may be included if you are concerned that they may take your clients or compete with your business during the period of their employment or contract period. In fact, APAN strongly suggests that this be included in all employment agreements as well as contracts for work conducted on your premises. You can also request the “restraint of trade” or “no poaching” for a period of time after they leave your employ or a contract ends. Usually a period is specified during which your past employee or contractor cannot trade with your clients. However, as with exclusivity clauses, a court will not enforce a restraint of trade clause that is unreasonable, so it is important that you ensure that such as clause gives you a measure of protection, but is not over the top. Clear guidelines must be included in both Employee Agreements as well as Contracts to avoid any misunderstandings or conflict of interest. If you are not sure it is advisable that you allow a solicitor to draft out a standard agreement for your use and ensure that your interests are protected. APAN members have access to Pointon Partner Lawyers, who are our official legal, advisors and while this service will be customised to your requirements and therefore not free of charge, as an APAN member you will receive discounted rates to have your special contract drafted out. (See pages 98-99 for a full article on “Restraint of Trade” by Michael Bishop, senior partner at Pointon Partner Lawyers.)

If you require further assistance please phone APAN on 07 5593 0360 or email: info@apanetwork.com to discuss your needs with an expert.

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New APAN Member Benefits

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AESTHETICS PRACTITIONERS ADVISORY NETWORK PTY LTD ACN 136 987 169 ABN 25 136 987 169

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BIG SAVINGS ON JUST ABOUT ANYTHING As a member-based organisation APAN is constantly looking at ways to save you money. We are pleased to announce that we have negotiated a great package and as of November all APAN memberships will also include FREE MEMBERSHIP to MEMBER PLUS, which will secure you discounted prices on a whole range of purchases, entertainment and now also discount vouchers for your weekly shopping such as Woolworths and Coles.

WHO IS MEMBER PLUS? For over 30 years Member Plus has been using volume purchasing power to provide savings to members on a wide range of products and services. Member Plus uses a very simple business model that helps members find the best possible savings on a variety of goods and services through two core activities: First, they help members save by providing competitive quotes from their wide pool of merchants and second, by referring members directly to preferred suppliers with who they have secured special discounts. Their focus is on delivering a quality service that provides continual benefits for members, while their vision for the future is to see Member Plus as the leading member benefits organisation in Australia.

negotiating and access the deals and you receive the savings. These include: Food – discount vouchers for Woolworths and Coles, Electrical purchasing services, Leisure and Entertainment (20% discounts for major hotels and restaurants in various States), Motor vehicle and auto-accessories, Health and Beauty, Home and Office, Professional Services.

HOW TO USE MEMBER PLUS By using your membership card, which will be combined with of your APAN Membership Card you will be able to access great savings across a wide range of quality products and services for your personal, family and business needs. To be part of the savings simply find what you are looking for in the “Products and Services” Section of the Catalogue you will receive in your APAN Membership Kit or on the website and contact Member Plus direct, quote your member number and one of the call centre staff will help you out. Whichever way you shop with Member Plus it helps if you have researched your shopping in advance. Do this before contacting them so you know exactly what it is you want to buy, the amount you wish to pay, and in most instances have your best price ready. Now your APAN and MEMBER PLUS Card will save you money in ALMOST ANYTHING!

STRENGTHS There is power in numbers. Currently Member Plus services over 3,500,000 members, providing them access to the premier discount shopping service within the Australian market. These huge numbers allow them strong negotiating power in achieving the best possible price for your purchases that will help you save money in numerous ways. They do the

Join APAN today and reap the reward, savings and benefits, and best of all, APAN quality service and support. Phone 07 5593 0360 or email info@apanetwork.com. You can also download an application form on our website: www.apanetwork.com

WORKING WITH THE POWERFUL DUO Cosmeceuticals & Beauty from Within Emma Vita, the distributor of the highly successful skincare cosmeceutical range CERUTOX and Emma Vita Wellness that utilises the most up-to-date scientificallyvalidated ingredients, clinically proven for advanced results in anti-ageing skin improvement. Hyaluronic acid and peptides such as Argireline, Matrixil 3000, Centella Asiatica, and apple stem cells, vitamins, minerals and cell-regenerating essential oils contribute to its success. They also offer salons and clinics a complete range of four amazing products for internal use based on the proven and powerful antioxidant value of Green Coffee and probiotics to assist with detoxification and inner wellbeing.

IN THE GREEN COFFEE RANGE: Green Coffee 8000 made from the highest quality organic green coffee beans blended with roasted coffee Arabica for a smooth flavorsome antioxidant drink. It is enriched with Ganoderma lucidum (Reishi). Research confirms that Reishi helps strengthen the immune system, improves circulation and nervous systems, lowers high blood pressure and bad cholesterol, improves the body's healing ability and promotes longevity. Acai Berry Coffee 8000 contains a unique combination of the finest Arabica green

coffee beans and Acai berry – a powerful antioxidant that assists in weight management. Acai berry is rich in Omega 6 and 9 fatty acids, fibre, amino acids, vitamins A, B1, B2, C, E, bioflavonoid, iron, calcium, potassium and Q10.

microflora of the gut, rebalance good bacteria and promoting the absorption of vitamins and minerals. These products are available in individual sachets for purity and efficacy, are delicious tasting and offer support for better health and vitality.

DRIED FRUIT WITH PROBIOTICS

With EMMA VITA you have the ability to not only improve the skin's appearance, but also support inner health and wellbeing. These beneficial products are a wonderful retail item that clients just love to purchase for themselves and as unique gifts.

To assist with detoxification and weight management two amazing dried fruit varieties have been developed with probiotic properties of lactobacillus. These delicious dried fruit work to support colon health and assist in a healthy digestive system, while also supporting optimal blood pressure levels. They promote healthy bacteria in the gut and maximise mineral and vitamin absorption. Happy Dried plum is a natural health food, made from Yunnan Puerh tea and Lotus leaves. The specially prepared mini sugar plum with active lactobacillus assists in detoxification, weight management and colon health. Studies state that sugar plum aids in lowering cholesterol and blood sugar levels. Happy Dried Mini Orange is a golden mini orange (Kumquat) that contains vitamins and minerals and is an excellent source of fibre. Especially prepared with edible plant Yunnan Puerh tea, lotus leaves and active lactobacillus to helps support a healthy

With CERUTOX and Emma Vita Wellness skincare combined with the inner health products of Coffee 8000 and probiotic mini fruits, you will achieve amazing skin and wellness results that will give you the competitive advantage. Your clients will be delighted and with your point of difference, attracting new clients will become substantially easier.

Emma Vita Phone: 02 9328 3152 Email: emmavita@live.com SPECIAL PRE-CHRISTMAS OFFER: Purchase two products and get the third FREE. Offer only available to APJ readers until 31st December, while stocks last.

Highly successful skincare cosmeceuticals & Inner health solutions CERUTOX and Emma Vita Wellness skincare: The most up-to-date scientifically-validated and clinically proven ingredients: Hyaluronic acid, Peptides such as Argireline (Acetyl Hexapeptide-3) and Matrixil 3000, Centella Asiatica, Apple Stem Cells, Vitamins, Minerals and cell-regenerating essential oils contribute to a highly effective skincare range. BEAUTY FROM WITHIN: A complete range of four amazing products for internal detoxification and inner health. Green Coffee 8000 a tasty antioxidant drink enriched with Ganoderma lucidum (Reishi). Acai Berry Coffee 8000 contains a unique combination of the finest Arabica green coffee beans and – Acai berry – a powerful antioxidant that helps assist in weight management. DRIED FRUIT WITH PROBIOTIC PROPERTIES: Happy Dried Plum and Happy Dried Mini Orange to help promote healthy bacteria in the gut for maximum vitamin and mineral absorption. For further details Emma Vita Phone 02 9328 3152 or Email emmavita@live.com

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APAN APAN's Competitive Advantage MAKING A DIFFERENCE THROUGH

ETHICS AND STANDARDS By Tina Viney When someone is seeking to join APAN as a professional member they often ask us about how are we different from other organisations and Associations. While APAN fulfils many obligations that are traditionally similar to Associations its services are more advanced and specific. This may include more in-depth business coaching, mentoring and consultations that go beyond ad hoc advice to a more comprehensive service that is tailored to meet the individual member's need in areas of legislative compliance and even legal requirements. Each day we resolve key issues of concern that stress out a business owner or a therapist who is seeking credible options for resolving conflict, misunderstandings or even outright abuse and misconduct. We are pleased to go alongside our members and assist in reaching the right outcome. In fact, we have assisted several even with winning court cases or when possible, preventing matters going to court. As such, APAN works closely with Pointon Partner Lawyers with whom they interact on behalf of their members on a regular basis to ensure appropriate and accurate information is provided. APAN is a Network Standards body with a strong focus on member benefits that aim at helping them save time and money as well as raise the standards of their practices and minimise their risks. We are governed by a management board that makes weekly decisions on pertinent issues that affect members in a timely manner. We also have an external Advisory Council that consists of independent skilled professionals from various disciplines who provide us with recommendations and we seek their council for major decisions. Our policies require of us to provide unbiased technical, business and professional advice that is up-to-date and of the highest standard. APAN upholds a very stringent Code of Ethics, which it not only sets for its members, but is also required of its directors, and it is this characteristic that contributes to its competitive advantages. Unlike other organisations and associations we do not accept commissions from suppliers, insurance companies and from our Strategic Alliance Partners for recommending them to our members. We maintain that objectivity in order to avoid any â&#x20AC;&#x153;conflict of interestâ&#x20AC;?. For this reason the industry can rest assured that when they request a recommendation or advice they will receive credible and objective information that aims to support and protect their interests. APAN adheres to full transparency in such matters and abides by the highest standard of ethics for the protection and support of its members. On the other hand, if a service provider has not met with their obligations we request for our members to notify us and we discuss

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such issues with that company, ensuring that any discrepancies are rectified. If we become aware of a strategic alliance partner acting in an unacceptable or unethical manner that company will be removed from our recommended list of APAN strategic alliance partners. However, we conduct full due diligence on each company prior to accepting them as APAN Strategic Alliance Partners. To date we have 10 companies in this category and we are currently working on an additional 10 within the next 12 months.

EDUCATION AND STANDARDS In order to gain recognition an industry must not only engage in smart marketing, but also on reputable standards that consumers can respect and trust, especially when it comes to service providers.

Research confirms that in the current economic climate that consumers are becoming cautious of heavy discounting as these have also led to inferior products and services for which they have later regretted taking on. Furthermore, high standards require commitment and a financial investment in achieving them and are not easy to duplicate by a competitor as is discounting. For this reason APAN works extensively with its members to assist them in developing high standards that they can uphold and practise as their point of difference. This is an area that we heavily invest in. APAN is currently actively participating and is involved with organisations and government bodies on regulatory consideration for IPL and laser, as well as with the health and safety government bodies for the issue of skin needling. We also recognise that identifying and implementing standards that will deliver efficacious treatment outcomes, safety to the consumer and support an industry's reputation and business growth is not a oneoff activity. It is a constant work-in-progress and education is a key part of becoming aware of what you need to change or improve. For this reason APAN is extending its conference program as of 2013 to include three regional areas to host these events. These programs are carefully designed to bring to the industry new inside information on changes happening to the industry and advances that will affect their future direction and business profitability, as well as the issue of standards and necessary training needed when implementing new technologies. These are events that everyone who is interested in issues of progress and reputation, as well as business survival, should attend. Please check pages 16 and 17 of this journal for dates. We encourage all professionals and not just salon owners to make these events a priority.

CREDIBILITY BY ASSOCIATION APAN's ultimate aim is to trail blaze the way to a more professional industry for aesthetics. If these ideals are reflective of your intentions and goals then we invite you to join our Community of Practice as a financial member. Credibility is also reflected with whom you associate. A professional alliance with APAN will ultimately reflect, support and influence your professionalism both within the industry and consumers at large. Please note that just receiving this journal does not make you a professional member. To download an application form please visit our website www.apanetwork.com or phone us on 07 5593 0360 to speak to someone on further details. You can also email us on info@apanetwork.com. Together we can make belonging to this industry something you can be really be proud of.

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APAN APANâ&#x20AC;&#x2122;S AMAZING EXPERT ADVICE AND SUPPORT has enabled me to overcome my challenges and to CONTINUE TO GROW my business despite difficult economic times. I love an organisation that is committed to excellence! For further information please contact APAN on 07 5593 0360 | Email info@apanetwork.com | www.apanetwork.com and download a Membership Application Form.

productinformation

BIOMIMETICS â&#x20AC;&#x201C; The skincare philosophy that goes against conventional thought Sue Dann has been a qualified beauty therapist since 1977, where she trained in the UK. Having a passion for skin she worked with the best products available and was an avid supporter of chemical peels and high doses of Vitamins C and A. In fact, she used to call herself the acid junkie, so passionate she was about them. Sue subsequently immigrated to Australia and worked in a Day Spa in Cairns. In 2001 she took over the spa and also purchased a second business, which she successfully ran based on the same philosophy of acid peels and high-dose vitamins that forced the skin to better rejuvenation. However, this was about to change as she was about to be introduced to a new skincare concept that transformed her own skin and those of her clients. Today, Sue is the National Training Manager and Educator for the Dr Spiller products, a position she has held for eight years. In this interview she tells us her story and what made her change her whole perspective on treating the skin.

APJ 1: Sue, when did you first start using Dr Spiller skincare and what results did you experience with them? Sue: In 2002 I was approached to consider Dr Spiller Biocosmetics skincare in my business, however, as I carried over $80,000 worth of stock with another company I was not in the least bit interested in looking at other brands, let alone another concept. At the time I had 14 girls on my staff, and despite the fact that I had declined to look at the product the consultant left me a bag full of samples, which the girls decided to trial. Within a few days they all came back and commented positively about the product and how it made their skin feel. Curiosity got the better of me and I decided to trial and research it so that I could better understand its chemistry. It was then that I identified the principle of biomimetics and the value and benefit of water-in-oil based formulations. While I was getting great results with acid-based products I did notice that after a while the skin would plateau, so I decided to introduce them to the Spiller skincare range and the improvement was almost immediate â&#x20AC;&#x201C; calmer, plumper and more hydrated skin.

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APJ 2: What is the underlying philosophy of this skincare range and how does it stack up scientifically? Sue: In undertaking further research on the Spiller range I identified that the formula's chemistry was the complete reverse to many of the products on the market, but it made scientific sense. Instead of being based on an oil-in-water formulation, the product was based on a water-in-oil formula. This fact was also validated by research conducted by Professor Rath from Bath University, whose studies confirmed the superiority of oil-based products as being more beneficial to the skin as the epidermis is hydrophobic and will not allow water to penetrate. As such a water-in-oil formula offered a better ingredient delivery medium than a water-based product. In my research I also discovered some interesting information with regards to the skin's acid mantle. If this is disrupted for a full day, we would lose up to 20 litres of water from our body each day and this could be fatal. Through ongoing stripping of the skin it becomes alkaline and as a result its protective mechanism is disrupted. We excrete one to 1.5 litres of insensible perspiration or water loss each day and we need to guard the body not to unduly lose excessive water. This is why it is important to protect the skin's acid mantle. Dr Spiller products, while having a high content of oil, feel lightweight and non-sticky thanks to their patented technology that allows the oil to be expanded so that it protects the skin without clogging and through an occlusive barrier. It was through Dr Spiller's products that I also became aware of the biomimetic concept. The term "biomimetic" means to imitate a biological process or function. In relation to cosmetics, it takes the concept of "natural skincare" to new levels of gentleness, effectiveness and results â&#x20AC;&#x201C; not just "natural ingredients mixed into a cream", but formulated in a way that imitates the biological conditions found on young, healthy skin.

APJ 3: Can you mention any unique formulation within the Dr Spiller range that brings a different dimension to skin therapy? Sue: While Dr Spiller used numerous quality nature ingredients such

as green tea, azulene from German chamomile, as well as antioxidants such as carotene and vitamins such as A, C and E, which are in many of their products they also use the latest peptides for the anti-ageing benefits. However, the success to the Dr Spiller skincare is their amazing Hydratain® emulsion technology – the foundational chemistry of all their products that ensures longer-lasting hydration of the skin. This is ® a patented technology unique to all their products. The Hydratain technology expands the oil molecules so that it forms a net and is not film-forming. This allows the creams to be as light as water-based products, yet much more compatible with the skin and offer much longer-lasting hydration. Additionally, because they are lipophilic they have been found to significantly improve delivery of active ingredients into the skin without the need for very high percentages. For example, Dr Spiller uses low levels of vitamins – 2 per cent and under. These levels are able to achieve great effect in skin improvement without the need to “force” the skin through an aggressive approach. Another advantage of these formulations is that an oil-based product requires much less preservatives than a water-based product as bacteria does not grow easily in oils. Dr Spiller products are formulated with such oils as macadamia and jojoba oil, but expanded so they do not cause a film. Today we often see the use of silicone in skincare, haircare and makeup. To identify silicone in a product, look for dimethicone or methicone in the ingredient list. In fact, the general rule of thumb is that anything ending in “cone” is likely to be silicone. Opinions, however, are divided as to whether silicone is indeed good or bad for the skin. In the beauty world, dimethicone is commonly used in primers and liquid foundations because it fills up imperfections in the skin and creates a smooth canvas for the foundation to go on due to their large molecules. Just think of putting on makeup like painting a wall and you'll get the general idea. If you use long-wearing or waterproof makeup, chances are that it contains silicone too, because silicone repels water and sweat. Silicones are also present in oil-control or mattifying products, so you will notice that some products with silicone give a matte look to the skin. For the hair you will also find them as the key ingredients in products such as argan oil because they coat the hair and give it a smooth, silky look; however, it is not the argan oil that is doing the trick it is the dimethicone, because pure argan oil is very expensive. In the cosmetic world there are divided opinions as to whether silicones are good for the skin. As far as Dr Spiller is concerned, they prefer to use oils with a smaller molecular size that still allows the skin to breathe. It is their position that long-term use of dimethicone will ultimately dry the skin.

APJ 4: What kind of results are you experiencing with these products? Sue: Another advantage of the Hydratain® emulsions is that they effectively counteract inflammation and we know that ageing is a state of ongoing, low-level inflammation. You will find that prolonged use of acid-based products will encourage the skin to stay in a constant state of micro-inflammation. While this may keep it stimulated, triggering its regeneration, however, long-term it will eventually contribute to its ageing. The principle of these products is to rebuild the skin through better hydration and by supporting the skin's acid mantle, which is part of the skin's defence system. Research has confirmed that you can get up to 110% better penetration from an oil-based product than from waterbased skincare. For that reason protecting and replenishing the skin's

hydration levels is one of the best anti-ageing strategies. Skin is plumped and looks as if it is blossoming, in fact this is the most common statements our clients give us when using Dr Spiller. They tell us that they feel that their skin no longer feels tight, but feels cooler, smother and looks plumper, fresher and more hydrated. These changes also contributed to improved elasticity. By nurturing the skin you will allow it to rebalance and renew itself, you don't need to shock it to achieve this. In the words of three renowned German dermatologists “Dr. Spiller's Hydratain® emulsions can almost completely prevent skin dehydration”.

APJ 5: What training and marketing support does the company offer? Sue: With an opening order OmniDerm offers 2-3 days training in the salon or clinic. In that time we can help achieve $3000-4000 worth of sales, which virtually pays for your opening order. Additionally, we conduct group training four times a year, while also offering ongoing support. Having been a successful salon owner I also train the salons on effective and easy ways of reaching the sales targets in a non-aggressive way. Business coaching is very much part of the training we offer salons. Having extensive experience on how to handle clients I teach the salons and their staff how to work with their clients in a different way that will allow them to get guaranteed results. Our non-aggressive and credible approach to client education is very popular also with medical aesthetic clinics, who appreciate the science behind these formulations and the premise of achieving product sales through education rather than just sales tactics.

For further information on Dr Spiller Biocosmetics products phone OmniDerm on 1300 301 007.

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bookreview In essence the true objective of anti-ageing is healthy ageing without aches and pains and the ability to live a long life without crippling disease. When you are in pain, not only is your quality of life affected, but also your immunity and pain definitely shows also on the face. In his international best selling book Get Yourself Back In Motion, physiotherapist Jason T Smith reveals some amazing facts on how to self-manage pain and optimise your health through never before revealed tips and secrets. Once you start reading this book it is hard to put it down. Jam-packed with new information and simple strategies that can give you a new lease in life, the book debunks common myths surrounding pain and promotes a preventative and proactive approach to achieving lifelong physical health, unlike many traditional physios, and is the first book of its kind. Jason Smith, founder of Back In Motion, Australia's fastest-growing health group, reveals secrets of his highly successful Results4Life ® philosophy, which has already helped thousands take control of their health. Jason says, “Results4Life empowers individuals to partner with their physiotherapist to achieve optimal lifelong physical health, rather than resorting to the quick-fix mentality”. This method gives you the tools to help improve sleep, fitness habits, nutrition and pain management to live with more energy and mobility and perform better in all facets of your life. According to Jason, many people view their physiotherapist as a glorified masseuse and only seek their help when they are already injured or in pain. However, this philosophy encourages people to visit their physiotherapist regularly to improve and strengthen their body, so that they do not end up in pain. Smith says the Back In Motion network has refined the approach to physiotherapy with preventative and proactive therapies that minimise the onset of aggravations and pain. “Traditionally therapists have often managed pain 'reactively', which has only short-term gain for the patient,” he said. “Following the Results4Life philosophy, Back In Motion therapists design a comprehensive tailored program that enables the client to self-manage their problem while helping to prevent the reoccurrence by resolving the underlying cause of the pain. “We see our role as physiotherapists to be a health facilitator and partner with patients to help them achieve overall wellness for life, rather than just provide symptomatic treatments that provide a temporary solution.” Get Yourself Back In Motion is a fascinating book that can transform your life. It contains time-proven and medically sound principles with an innovative philosophy of self-empowerment. It is true – it is the little things you can do each day that can make all the difference in both preventative health as well as improving wellbeing.

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JASON SMITH'S TOP SIX TIPS FOR GOOD PHYSICAL HEALTH 1. Moving well is at the core of true positive health. Move more intentionally, every day. Avoid a sedentary life. Be physical. 2. It is not normal to be in pain or carry injuries. Don't ignore pain, niggles, aches or stiffness. Get your body properly assessed and overcome the pain for life. Early intervention is key. 3. Pay attention to your posture – static and dynamic. Lifelong physical health depends on daily habits that encourage correct posture and core stability. 4. You truly are what you eat; your food is your medicine. Limit processed foods and pay attention to volume and content. 5. Health is a lifetime investment. True health comes with daily management. Take care of your body every day through movement, lifestyle and nutrition. 6. Set personal health goals and make yourself accountable to a 'health coach' – it could be a professional (e.g. physiotherapist) or a trusted friend.

To be launched on November 1, Get Yourself Back In Motion will be available at Back In Motion Health Group practices, major book retailers and online bookstores. RRP $29.95.

on t n see nigh s A y To a d o T

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personaldevelopment

Should you start your OWN BUSINESS? Issues to consider that are needed for success as a business By Tina Viney Far too often we receive calls from distressed salon owners who have lost their best therapist as she has decided to step out and start her own business. On the other hand, our records indicate that as high as 40% of beauty salons have closed their doors or moved to working from home since 2011. While this may be an indication of the economy, it may also point to the fact that the right skill sets were not in place to secure the success of them to shift their role from employee to a business owner.

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This article covers the essence of a lecture I recently presented at the National Laser Medical Conference entitled â&#x20AC;&#x153;Lessons in Opening a Cosmetic Clinicâ&#x20AC;?. While my lecture was aimed specifically at doctors, the key principles still apply also to a beauty, spa or aesthetic clinic, as many businesses are struggling because they fail to identify where their weaknesses lie and what aspect of the business is ill-equipped and therefore contributing to its failure.

THE ENTREPRENEUR

THE MANAGER

Transitioning from the role of employee to the role of business owner will require that you first and foremost make a serious mental shift from one set of responsibilities to a whole new set, as the two roles are substantially different. Why is this so? As an employee your responsibilities will require that you adhere to the requirements of your policies and procedures and that your prime goals will include delivery treatment outcomes, meeting sales targets and adhering to issues of protocols and practice that are necessary within your role as an employee. However, stepping out on your own you will need to first review and determine specific areas.

SEVEN SPECIFIC AREAS TO REVIEW AND DETERMINE Step 1:Primary Aim – Where do you want to go with your business: What model do you want to implement and what do you want the business to achieve for you long-term?

Step 2: Strategic Objective – Scope of your treatments: What client outcomes do you want to offer – skincare services, grooming services such as makeup and spray tanning, spa and body treatments, cosmetic tattoo, laser and IPL services or injectables?

Step 3: Organisation Strategy: How will your business model deliver these services; full-time, part-time employees or external contractors and what tools and equipment will you require for their delivery?

THE TECHNICIAN

will you need to ensure uniformity of standards, risk management and a coherent and efficient operational outcome of your day-to-day activities? All these issues will need to be determined and put into a Business Plan with clear goals and a business culture that will define the business. Each one of these areas above would require full evaluation to determine the objectives of what you want to achieve and then the necessary strategy that will allow the objective to materialise. Now as a therapist you will also need to assess where your strengths lie in running a successful business and what skill sets do you bring to the whole business project?

A SUCCESSFUL BUSINESS WILL REQUIRE THREE KEY SKILL SETS: THE ENTREPRENEUR: First you will need to start with a vision or a concept that you aspire to. The entrepreneur has the ability to see the bigger picture of how the business will look like and determine the concept and also where the business is going to go long-term. All these elements require an entrepreneurial mindset and ability to visualise the full extent of the business concept. In essence the entrepreneur turns every trivial matter into a huge commercial opportunity. Entrepreneurs are dreamers that focus on the future.

Step 4: Management Strategy: How will you establish your chain of command? Who will your staff report to and who will be in charge of staff development? Will you assume the full role of manager and work in the business, or as the owner and work on the business, and what delegated authorities will you be issuing to others who work for you?

Step 5: People Strategy: What skills will you need that will determine your staffing requirements and what attributes will you look for in staff members?

Step 6: Marketing Strategy: How will you promote your services and what networks will you establish to ensure the business reaches potential clients and grows?

THE MANAGER: However, a vision cannot come into fruition without order and systems. For the vision to be fleshed out you need systems, protocols and procedures to ensure that the business materialises and establishes a uniform culture that supports the objectives of the vision. This aspect of the business is extremely important especially if you are going to select and employ staff that will deliver different treatments. In essence the manager is pragmatic. They bring order and put systems into place. They learn from the past and love establishing the status quo that will make the business run successfully.

THE TECHNICIAN: Ultimately systems must aim to deliver services Step 7: Systems Strategy: What protocols, policies and procedures

for which the business or enterprise will be known for. This service or services will need to be specialised, of a high standard, as well as be

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selected on the basis of your research on consumer demand. In essence the technician likes doing things. They live in the present. They are hands-on people who like to get the work done and take much pride in perfecting their skills.

WHERE DO YOU FIT? The first questions you need to ask yourself is where do you fit in terms of these skills? By identifying your strengths you will know what strengths you will need to look for when selecting staff or the services of an external expert. It is a fact that most new businesses are started by technicians – people who are qualified and skilled to provide a service and who figure that they would rather work for themselves than someone else, and this is very true of most staff who wish to step out on their own. They are highly skilled and confident at what they do, with perhaps a bit of entrepreneurial flair. In fact, statistics tell us that the typical business builder personality is 10% Entrepreneur, 20% Manager and 70% Technician. However, unless the three skills sets are present in equal percentages the business will most definitely fail. A very good business builder profile would be 33% Entrepreneur, 33% Manager and 33% Technician. Let's now look at each one of these individual skill sets and what they bring to the business:

THE ENTREPRENEUR Their role will need to identify the vision of what the business will look like and what is its target market. This must include the overall concept, including logo, colour scheme and style, as well as the emotional appeal of the clinic. Additionally, careful consideration should be given to the name of the business. Will it be known by the owner's name or a more generic name and why is this important? If an individual wishes to be the trademark or “brand” of their particular business this will require that they also undertake to be the spokesperson for their business – be interviewed by the local press, talk-back radio, write articles in the local paper and as a whole, be known as “The Expert” of the business. While this model of business may give them a competitive advantage over others, it will also lead to limitations for expansion or for a potential sale at a later date, because how do you sell a business that is built on the profile of one individual? On the other hand, if the objective of the business is for it to ultimately change hands, then a generic name would be more appropriate.

THE MANAGER An effective manager will need first and foremost to fully understand the nature and scope of the business and its services, as well as understand the vision and where the business wishes to go. This is important, because whatever systems they put in place should deliver the output in the direction of the business's future goals.

The manager will need to be capable of:

Develop staff training programs to motive and enhance staff productivity

Monitor and measure staff performance through KPI programs Communicate the vision to the staff on a consistent basis Developing the appropriate staff culture that best serves the business, while creating a dynamic and productive work environment Ensure that the business is reaching its financial targets Investigate promotional and PR opportunities and make progress recommendations to management about possible ways of maximising consumer awareness and business exposure. This may also include developing or overseeing the business's social media portfolio.

THE TECHNICIAN A good business model needs to determine the services it wishes to provide and then identify the qualifications, skills and attitudes of the personnel that can deliver these services. To ensure uniformity of standards staff will require ongoing training, where skills are improved and constantly upgraded to meet with client expectations. Additionally, the issue of attitude must be given serious consideration and be carefully examined, as a staff member with high skills, but a poor attitude can severely hinder productivity. It is very critical to get your staff selection right.

STAGES OF GROWTH Once a business is established it will undergo various stages of growth. Knowing and identifying these stages is critical to you moving to the next level. Most businesses go through three stages of growth: 1. Infancy – this is where the technician is the chief operator. 2. Expansion – this point is where some more serious management skills are required in order to grow the business and introduce additional staff to the business. 3. Maturity – this is where an entrepreneurial perspective is needed and where the vision needs to grow or evolve and become more detailed.

INFANCY: Stage 1 A business is considered in its infancy when the business is centred on one operator or technician. In other words if the technician were to be removed, the business would disappear. A business in the infancy stage will encounter problems if the operator gets sick and can no longer work. This will lead to the realisation that in order to move forward some changes need to be made.

EXPANSION: Stage 2 Every business owner has a comfort zone a collection of responsibilities, which she or he feels comfortable to deliver on: For a technician it may be how much they can do For the Manager it may be how many people they can supervise For the Entrepreneur it may be how many people buy into the vision. Once the business reaches that comfort zone the question will arise – do we expand, do we downsize or do we maintain this level?

Selecting and recruiting staff Establish systems that include clear policies and procedures that

MATURITY: Stage 3

reflect every activity within the establishment and comply with regulatory guidelines Develop staff agreements that are in line with their relevant Wage Awards

A good business model shouldn't be just concerned about output of treatments alone. Other considerations should include constantly looking at ways of improving what is already being delivered. In order to reach a mature phase of its operations a business may need to

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Meeting

the needs of clients in more specific ways Reviewing competing services and looking at ways of optimising and advancing the services provided to create greater value for the clients Checking if current procedures need to be streamlined so that they can be delivered in a quicker and more efficient way Revisiting and reviewing standards, checking forms, operating rules and corporate principles and considering their simplification Is the business a seamless integration of various components with each contributing to the end result, or is there fractionation between the various departments?

HOW DO YOU GET STARTED? First, you will need to determine your goals and objectives when setting up a business. You will also need to determine how your business is going to look, where will it fit in the current marketplace and where you want to go with it long-term? Do you want to become a franchise or just a specialist? What model do you want to adopt? Additionally you may wish to engage the support of experts who can be available to guide you through the process.

GETTING EXTERNAL SUPPORT If budget permits you may wish to engage a business coach or a business development manager. You will also need to speak to your accountant to determine your business structure. Additionally, when funds are low, an organisation like APAN has numerous services designed to help support you through the various stages of your development. For a flat annual fee you can access the services of an expert as regularly as you need.

APAN OFFERS FOUR LEVELS OF MEMBERSHIP FOR THE AESTHETICS INDUSTRY: 1. Corporate Platinum Membership: This is designed to give you extra coaching as well as more in-depth support with your business and practice. 2. Gold Membership: This category is excellent for a small sole practitioner business that needs guidance and direction in implementing simple strategies to get things going and to gain advance on suppliers, training, business tools, etc. This category is also appropriate for a staff member.

3. Corporate Platinum Membership (Medical): Recently APAN has launched a new classification for medical practitioners who wish to gain support in ensuring that their business is orientated to an aesthetic model. 4. Gold Membership (Degree Qualification): If you are a nurse or a dermal therapist and would like support on how to enter this field of work then APAN has a classification just for you to help you succeed in your career. For a small annual fee these membership classifications will allow you to access ongoing advice on any area of your operations and guidance from specialist industry experts. Services and support include: Business Coaching Wage Awards and Industrial Relations (with updates as they occur) Free business and legal advice HR Templates and other resource documents Policies and Procedures guidelines Access to Strategic Alliance Partners with discounted services for insurance, financing, merchant banking and numerous other business support services Industry Journal and regular professional development programs Certificate and Code of Ethics On the other hand, if you prefer to be part of an established franchise we are happy to give you credible recommendations.

CONCLUSION Many of the principles I have shared in this article are a reflection of credible and well-established strategies with a proven reputation in the business world. If you wish to gain more in-depth understanding of these key areas a good resource is The E-Myth – Why most Small Businesses Don't Work and What to do about it, by Michael Gerber. A famous quote by Gerber is:

“The people who are exceptionally good in business aren't so because of what they know, but because of their insatiable need to know more.”

For further information phone 07 5593 0360 or email info@apanetwork.com APJ 47

salonbusiness

How to Increase Profits and Grow in 2013 and Beyond By Caroline Nelson I think we can all agree the past few years have been challenging. They have also prompted some business owners and managers to lift their game, change, adapt and learn new skills. But many more are still not sure which way to move their business forward and are in a "holding mode" in the hope that things will improve without them having to make any major decisions or big changes. The trouble with this mindset of non-action is that there will come a time when any reserve will run out and everything will come crashing down. Going by several indicators we are starting to gain some optimism that the economy may be heading towards improvement, but as things can change so rapidly in the time from when I have written this article to the time you reading it, anything could have happened. However, one thing we do know is that the old ways of doing business will not return, so now is the time to be brave, step out of your comfort zone and power up your business for 2013 and beyond. To stay competitive and ahead in the beauty business sector you will be required to develop practical ways of improving people management, being selective of the appropriate retail products you stock and streamlining all procedures. This is all well and good, but you will need to step it up a notch if you are to maintain, let alone ensure the highest possible profit, and no matter what type of business you operate, be it a salon, clinic, day spa, medispa or where it is located, you must integrate best practice management tools if the business is to succeed and prosper. This will mean having the right people to support, whicht includes not only employees, but everyone else involved including your product suppliers, trainers, marketers, industry networks (APAN) and business coaches. Every business hoping for success needs supporters who work with them and not against them, people who are an asset to the team and the business as a whole.

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I'm not going to harp on the necessity of choosing the right employees, because you know how important this is, but what I will say is, if you currently have a "revolving" door of staff coming and going from your employ then you need to seriously look at your interview and induction processes.

GAINING THE RIGHT STAFF It's sad to say that some therapists in this industry lack the skills the profession and clients demand. But that having been said, there are also many highly skilled expert therapists out there, but these people only want to work for the best employer who offers the best facility and conditions. So during the recruitment process you have to "sell" your business and its benefits to the employee candidate as much as they need to sell themselves to you. So if you want the best staff you will need to first start operating the business using best business practices. This will attract the cream of the crop in candidates, which in turn leads to opportunity to attract the best for the position. Here is a tip for the interview selection process. Have two interviewers, one from the industry (yourself) and one non-industry business or professional person. Each have a set of pertinent questions to ask and each observe the answers given by the candidate. You will be amazed how much can be picked up by just sitting back and observing attitudes, reactions and body language. Ask the usual questions, however, make sure you throw a couple of tricky ones in just so you can see how they can handle themselves 'on the hoof' as it were. Go through the â&#x20AC;&#x2DC;job descriptionâ&#x20AC;&#x2122; thoroughly with the candidate so

there is no possible chance of misunderstanding. Be very specific on all requirements expectations, and the targets they will need to achieve as well as the timelines they will be given. Once selected, the new employee must be given a formal instruction as to how they are to perform and do the job to the high standards required. Training in both technical and people communication skills will hone efficiency and are the best way to offer “exceptional service”, which keeps your clients returning. However, the only way to guarantee this level of service is to have procedures and systems in place that enable each and every staff member to duplicate the same high quality. To this end they should be supplied with a staff policies and procedures manual that is customised to your salon or spa's requirements and reflecting its vision, mission and values. Employees are thus able to work to their full potential with confidence in their treatment and retail abilities. Customers develop a deeper level of trust, ensuring future re-booking, retail sales and continual referrals – a sure fire way to sustaining and increasing profits.

IDENTIFYING THE RIGHT PRODUCT If it's critical to employ the best therapists then it's equally important to stock the right products for them to use in their professional services and retailing. That having been said, many salons and spas are not stocking products that support their business’s profit growth, nor allow their employees to reach targets. If you stock a product that customers can buy over the Internet, often cheaper than they can buy from you, then you are not only shooting yourself in the foot, you are diminishing your therapists’ chance of retailing, reaching targets, and earning the bonuses they hope to receive. This sets in place a defeatist mentality regarding their ability to successfully recommend, prescribe and retail. And soon they don't even bother to go through the process, after all, why bother wasting your time if you hardly ever make a sale, let alone receive an incentive bonus. As the owner of the business your employees rely on you to make the

correct decision in regards to what products to stock. And if you make the wrong decision it affects not only you, your business and your staff, but it can even make or break your business. When selecting product brands you need to take into account not only the results the product can deliver, but also the training, marketing support offered by the product supplier and also if it would suit your target client. Don't allow them the choice to buy from you or off the Internet. Your product should clearly be only available through from your business in your trade area. Today's consumer is very astute and they expect the salon or spa of their choice to have the best and the latest available. This means that you need to keep abreast if not ahead of what is current. If you don't then unfortunately you will find many will seek the services elsewhere. Embracing technology means not only aesthetic equipment, but new methods of marketing like social media. It's no good saying you don't like Facebook or Twitter, what does matter is if your clients or potential clients are hanging out in these areas. If you lack the ability to develop a social media presence then engage an expert who can develop and manage a viral marketing plan to boost your salon or spas visibility and brand awareness. In business as in life you can never turn the clock back you need to push forward, adapt, change and grow if you are ever to reach your potential. So if you are in the previously mentioned "holding mode" shake loose, power-up your engine and put your foot to the pedal. © Copyright Caroline Nelson 2012

Caroline Nelson is a beauty industry expert who specialises in business coaching for salons & spas. Visit her www.SalonSpaBusiness.com to see her full selection of Beauty Industry business tools, including Marc Stubbs’ recently released eBook “Beauty Salon Social made easy”.

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franchising We hit our first week's sales target in just three days and the second week's target in two days. One of my staff became our first franchisee â&#x20AC;&#x201C; she saw my vision and wanted to be part of it, and even though she had never run a business before her clinic turned a profit in its first month.

The Australian Skin Clinics The New Brand in Cosmetic Medicine that is making its Mark through Excellence Deb Farnworth-Wood is an incredible woman who enjoys a challenge. So much so that when she saw an opportunity she did not think twice about moving halfway across the globe from the UK to Australia to pursue a new business venture. After purchasing the Australian Skin Clinics â&#x20AC;&#x201C; a cosmetic medical clinic â&#x20AC;&#x201C; Deb saw the opportunity to perfect its operations and develop a franchise business model to help bring the concept to a much higher level. As with any successful franchise a great deal of innovation and work is required to transition into a business that can be duplicated, while maintaining stringent, uniform and high standards throughout its operations. Aesthetics, and in particular medical aesthetics, requires an incredible amount of complex skills and business acumen to get the business model right. Under the leadership of Deb Farnworth-Wood as Director, the Australian Skin ClinicsTM however, is a registered and highly successful franchise for cosmetic medicine, laser and skin rejuvenation and has opened its doors to not only satisfied clients and patients who

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have accessed its services, but also to investors who wish to pursue it as a business model. In this exclusive interview Deb shares with APJ her fascinating journey in establishing this franchise and reviews what one can expect and gain from such a business model.

APJ 1: Deb, can you tell us a little about your background and expertise? Deb: I've had an exciting career that has spanned hotel, retail and finally health management. For nearly 20 years I was the managing partner of a large multi-disciplinary health centre in the UK which provided GP services, pharmacy, dental, dietetics, podiatry, and nurse practitioner services as well as childs health, counselling, a minor surgical unit and a fledgling aesthetic clinic. During that time I also worked as a management consultant for health authorities looking at national issues such as GP contracts, GP commissioning, hospital waiting-list management, quality practice awards assessments and out of hours GP services.

I love working with all health professionals, and enjoy the challenge of developing teams and growing businesses but more than all that I love being able to make improvements to patient care. I have led the development of many local services to improve access to care for those that needed it most. I took a six-partner GP practice from a midsized group to a super-centre, taking the turnover from ÂŁ700k to 9M which included budgets for hospital services. I also worked on service-improvement projects and participated in strategic planning think tanks for the Prime Ministerâ&#x20AC;&#x2122;s Office of public reform. Eventually we sold our pharmacy to a large chemist chain, and at that point I decided it was time to have a lifestyle change. This prompted our move to Australia. In November 2006 I came over on a fact finding mission and had the good fortune to hear about Australian Skin Clinics. I met with the founder, Dr Douglas Grose, agreed on a purchase price and bought Australian Skin Clinics at the end of January 2007 and moved my family to Australia a month later.

APJ 2: As the director of Australian Skin Clinics what led to the concept of franchising cosmetic medical clinics and what is the scope of services these clinics will provide? Deb: When I met the clinic founder, he told me he had always planned to franchise the business but he couldn't work out how to get a diverse

range of professionals and doctors to work together. Having spent nearly 20 years doing just that, I decided I should take on the challenge. Literally within months of moving to Australia the GFC set in and so I temporarily put on hold the expansion plans, although I did continue my research in the background. I spent a lot of time evaluating different clinic business models not just in Australia, but in the UK, the States, Europe and even Asia. I continually honed our model, cutting out treatments that were not profitable, required scarce skills, or that were not in high demand. We also assessed new treatments and equipment as they appeared looking not only at clinical effectiveness, but ease of use, training requirements and profitability of each. In 2008 Dr Simon Rosenbaum joined the business as my Medical Director and we realised that we shared the same business growth aspirations. Simon had over 20 yearsâ&#x20AC;&#x2122; experience in the industry and had previously worked up his own ideas for a multi-clinic model and was willing to share his knowledge and experience. At this point we started to see the business in two parts. First the franchise model (concise, defined, easily replicable services and systems). Second, the part that included cosmetic surgery and more specialist services that were not as easily replicable across a number of clinics and required greater skills or knowledge.

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Eventually we developed the blueprint for services which include laser treatments, cosmetic injectables and skin treatments. We then spent another 18 months looking in greater detail at our systems, treatment protocols, equipment choices, supplier prices, corporate image and marketing materials Once the model was as close as possible to perfection, we opened our first "Australian Skin Clinics Express". We hit our first week's sales target in just three days and the second week's target in two days. One of my staff became our first franchisee â&#x20AC;&#x201C; she saw my vision and wanted to be part of it and even though she had never run a business before a clinic turned profit in its first month.

APJ 3: What is your position on the issue of standards of practice and how do you ensure quality assurance and risk management throughout your training methods, policies and procedures? Deb: I put the success of the clinics down to our three core values: 1. We wanted to provide credible affordable, readily accessible treatments backed by medical research to prove that they really work. 2. Our facilities had to be of high standard both in terms of look and feel. They were designed with hygiene and medical standards in mind, but our fun, bright, turquoise scrubs and funky style also help relax the clients. 3. Staff training and qualifications had to be exceptional Standards are therefore essential. The whole philosophy of franchising is that the product or service must be identical whichever outlet you go to. The only way we can deliver this is through extensive training, documentation of standards, test shopping, re-evaluation and continual monitoring of outcomes. Our training program is also under constant review and evaluation. We learnt a lot from opening the first couple of new clinics and now we have a very well documented training program that is delivered over four weeks, with ongoing continuing development for the franchisees. No matter what experience or qualification our staff members have all new employees are required to learn how to deliver the treatments and customer service the Australian Skin Clinics way. This includes treatment protocols, machine settings, and even conversation with clients. We aim to underpromise and overdeliver. Our staff members are told they must never lie, never try and guess the answer to questions they don't know, and very importantly never deliver a treatment they have not been approved to deliver.

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We have good working relationships with our suppliers and this means we can provide additional high-quality training for the staff that we deliver in-house and in classroom settings. I personally run a two day induction. All new staff members are required to attend this within eight weeks of joining the company. I believe they need to hear my vision, mission and values directly from me so that there can be no misinterpretation of the message. Our cosmetic injectors undergo a combination of in-house and supplier training. They are required to work under close supervision initially until they have formally been signed off as "Australian Skin Clinic Approved" by Simon. Our injectors are among the most highly paid in the industry but they have to work under strict treatment protocols and achieve high standards of written and photographic client records. Our combined medical backgrounds mean that Simon and I place a major emphasis on medical ethics, staff professionalism, treatment safety and informed consent. We also have rigorous adverse event and customer complaint reporting systems which are essential to quality control our performance across the brand. Our medical director insists that he is personally notified about any adverse outcome, including excessive bruising, reaction to products or laser problems. Using this data we can quickly intervene if there is a training issue but also from a duty of care perspective we can make sure that the clients are properly looked after Test shopping is a major part of our quality control. We have a team of test shoppers, some professional and some clients that we know well and who know what to expect from our treatments. We have welldocumented test-shopper checklists and the shoppers report their whole experience from how the staff member greets them, to staff presentation and housekeeping, through to delivery of the treatment

and follow-up care. Clinics that fail the test shop are given an opportunity to address issues and are provided help in the form of training. Repeat offenders have to repay the costs of the test shopper as a financial incentive to get things right.

APJ 4: Who can invest in owning an Australian Skin ClinicsTM and what are the advantages of being part of this specific franchise? What support will you provide them? Deb: We have clear profiles of the types of investors we wish to attract. They can be therapists, doctors or injecting nurses. They can also be private investors willing to employ doctors, nurses and therapists. They must be self-motivated, ambitious and enthusiastic about our industry and be able to exactly follow our prescribed model Several of our nurse injectors are already working towards their own clinics and we may well match them with outside investors. In this scenario the investor has the security of a business partner who is experienced in our business, while the injector/therapist that might not necessarily be able to afford their clinic outright has an opportunity to take a part-share. It's a win-win situation. Normally the owner/operator will oversee the day to day management of the clinic, but we tailor each clinic's needs as far as possible to suit the personalities and skills involved. We also have interest from several

doctors who are keen to move into aesthetics, but recognise the benefits of being in a highly organised system that requires minimum management input from them. At head-office level, we completely manage the fitout of new clinics and training of the franchisees and staff. We then hold the franchisees' hand until they are ready to let go. Thereafter we provide the backup of a call centre, centralised marketing, technical knowledge, systems, training and development. Our medical director oversees clinical training, treatment efficacy and medical protocols. With our head-office support in place, our franchisees can concentrate on the front line. The clinic manager has only 6-8 hours administrative work to do each week â&#x20AC;&#x201C; typically managing their staffing, ordering supplies and paying their bills. We even have fast, effective payroll and accounting systems in place. Head office also benchmarks the individual clinic's performance and provides regular feedback on opportunities to improve performance and bottom-line profits. We have monthly meetings with the clinic manager/franchisees and these are used to share best practice, discuss problems, analyse targets, profitability, share feedback on marketing strategies and plan promotions. Our first franchisee is already working towards her second clinic. She loves the fact that she is her own boss, but with the back-up of an experienced team behind her as a safety net.

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APJ 5: What areas of training would you like to see improved within the laser and aesthetics industry and what regulatory measure would benefit the industry as a whole when it comes to Laser and IPL modalities? Deb: Laser is one of our key services, and we have two key obstacles to overcome when we are recruiting. First, it is of great concern that graduates from training schools leave with only the most basic IPL or Laser knowledge and very little practical hands-on training. It takes significant supervised practice, experience and outcome assessment to be able to operate safely. Laser/IPL therapists also require equipment-specific training and for that reason I tell all our job applicants “you may have a licence, and you may be trained in the machines you use, but unless you have a vast amount of experience on the equipment we use then you are a trainee all over again”. From a business perspective, we are constantly recruiting laser technicians. Our clinics are growing so quickly that as fast as we fill one position we need another staff member. This puts a training strain on individual clinics, so right now we are putting together our own vocational training course, which will fill a specific needs gap. This course will also form part of our future recruitment strategy. We will offer intensive practical training on the same equipment that we use in clinics every day. Those students that meet our standards of skill and ability will be offered positions in our clinics, and provided they remain in the business for a specified period, will be refunded part of their course fees as a reward for loyalty. This way we can take the training out of the clinics and keep the training consistent within our head-office setting. Our second obstacle is that the Queensland laser licensing system does not meet the needs of the industry at all and leaves some businesses vulnerable to financial losses due to staff shortages and inefficiencies in the system. We have a good relationship with Queensland Radiation Health, but at a policy level there is much that could be done to make the system work better.

APJ 6: From your experience what are the most popular procedures clients ask for – skin therapy, appearance enhancement or a mix of both? Do you have any statistics or records on these? Deb: Each clinic has a different treatment mix that is influenced by the local population demographic and the availability of staff. Ideally we aim for 70% laser, 15% skin and 15% injectables. Clinics typically have 4-5 rooms, of which one is for cosmetic injectables and the other for laser/skin. All our clinics have late night and weekend appointments and some clinics have seven-day availability for all treatments, including injectables.

APJ 7: How do you see aesthetic medicine fitting in with aesthetics treatment and where do you see the industry going in 10 years’ time? Deb: The cosmetic medical industry is still in its infancy and new developments will continue for years to come. Conversely, traditional beauty therapy is dying. Clients are no longer seeking "fluffy" "feel good" treatments. They want real results and immediate wow factor. Looking good is now a consumer commodity. Men and women are recognising that growing old looking good is now possible and we all want some of that! Cosmetic injectables and rejuvenation treatments are now widely accepted and in the future they will be an everyday occurrence – like having highlights in your hair. The number of men

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that we see in the clinics is growing steadily and this is definitely a market we want to continue to target. It's by no accident that our clinics are blue, not pink! As the industry evolves clients will become even more knowledgeable about what they want. We are already finding that clients are looking for specialists. New clients to the clinics often express the view that they no longer want their GP to carry out their Botox treatments because "they are not very good at it". It's hardly surprising. Injectors that carry out cosmetic procedures all day every day will, of course, be more highly skilled than those than only carry out a few treatments each week. Similarly, clients are less happy to have treatments carried out in their hair or beauty salons by visiting injectors because availability becomes an issue. Many mobile injectors have told me that they are no longer happy to travel from place to place for work because they are often met with a high no-show rate, ad hoc clients and sporadic work. Working out of a travel bag is no fun either and our injectors work in fabulous facilities with everything at their finger-tips. We also provide our injectors with consistent work in a fabulous team setting where passion drives the business, and where they can focus on their injecting skills rather than travel plans and paperwork.

APJ 8: What about internal health, do you believe that this helps client/patients ensure better long-term benefit of their skin and appearance enhancement treatments? Deb: Inner health is critically important and we aim to incorporate a holistic approach as far as possible. However, our business model is focused on what we do best, and at this stage we have no plans to incorporate wellness products as we see these remaining firmly in the hands of naturopaths and specialists.

APJ 9: What role can an industry standards body like APAN assist you in achieving your goals and what value can you see in belonging to APAN? Deb: I believe that our credibility is everything, so I aim to stay at the forefront of developments in the industry. I rely on interaction with all the representative bodies to inform strategic decisions, and collaboration is essential when looking at changes in training, legislation or other issues that affect stakeholders. I sleep with comfort knowing that bodies like APAN represent their members well.

For further information contact Deb Farnworth-Wood Phone: 07 5509 0023 Email: deb@ozskin.com Web: www.ozskin.com/franchise

Introducing two new APAN MEMBERSHIP CLASSIFICATIONS When it comes to Membership APAN recognises that not everyone is the same. As the aesthetics industry is becoming more specialised it is a fact that different professionals have different needs.

CORPORATE PLATINUM (Medical) For healthcare practitioners and doctors Medical aesthetics requires a very different mindset to a medical practice. Several doctors and plastic surgeons have joined APAN not only for the member business benefits, but also for industry specific support that is offered in helping their transition into an aesthetic medical practice. These include, but not limited to, developing a culture, staff recruitment, industrial relations, policies and procedures for the practice of aesthetic modalities, as well as appropriate legal advice when needed.

GOLD (Degree Qualification) Nurses, Dermal Therapists and other

ORK

CTI PRA TION

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STHETI AE C

This category aims at supporting and providing not only the general benefits of APAN membership, but also the specific needs of this classification of membership through a voice with government during wage award reviews and professional development. APAN also provides professional consultation and specific business recommendations that are unique to the employment and professional development of this sector.

The Aesthetics Practitioners Advisory Network (APAN) invites you to join them as a member and gain the support and representation you need to achieve success in your practice and business.

E I S O RY N

Contact APAN today for further details or download an Application Form Phone: 07 55930360 | Email: info@apanetwork.com | website www.apanetwork.com

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salonbusiness This group also seeks an environment of mutual success and expect business owners to respond through genuine, transparent communication that supports their personal success, and through that premise create the success for the business.

The Key to Business Success

Creating positive employee engagement leads to positive motivation. It is not necessarily just about the money, but rather their need to be recognised for their capabilities, and more importantly, their involvement in the successes of the business through mutually transparent respect. So when employees feel comfortable within the workplace, the chances of them being more passionate and motivated in their work performance becomes highly achievable.

MOTIVATED EMPLOYEES by Phillip Fernandez, Human Strategist All salon owners and managers know that the golden key to a successful business is having excellent, passionate and loyal employees on their side. They somewhat determine the path to where your business may go, up or down. The usual and most effective method regarding employees would be to find the right people for the job, nurture their skills, and have a regular training program that not only concentrates on their technical skills, but more importantly, their people skills. Every employee has different triggers that motivate them in their working environment. The most common reasons to go to work would be to earn money in order to fulfil our personal and financial goals. This can range from buying lifestyle products eg: from iPhones to clothes and financial goals like rent and overseas trips. Staying with a business would also vary from person-to-person. Having clear goals is imperative. Did you know that even the â&#x20AC;&#x153;unconscious mindâ&#x20AC;? needs clear directions to follow? So the clearer and the more precise you can be with you employees the greater the chances of them getting it right. The latest research from the HR Coach Research Institute of Australia on Gen Y reinforces the need for clarity and engagement with your employees. While they were speaking specifically about Gen Y the principles also often apply to other age groups.

One more important activity that provides positive employee motivation is ongoing training through seminars and workshops. Seminars and workshops involve staff engagement to improve personal skills and develop knowledge and self-development that will ultimately benefit the business.

NEURO-LINGUISTIC PROGRAMMING: AN EFFECTIVE METHOD FOR EMPLOYEE MOTIVATION One highly successful tool that is used more and more in improving employee motivation is neuro-linguistic programming. This method is used to empower employees and help them gain a sense of selfbelief and self-worth, bringing out a positive attitude that will undoubtedly enhance the business. It is all about reaching excellence first for yourself in order to bring it to your work. NLP is now becoming the fastest way to increase personal power with each and every employee. This method uses physiology (non-verbal) and words (verbal) communication. The principles focus on not just what we say, but how we say it, and that makes this modality so powerful if mastered and used genuinely. This also eliminates any mental obstacles or blocks that prevent us from being our very best. With techniques like this that work on establishing rapport, your employees will experience behavioral change in the way they interact with their peers and clients that will provide a pleasant and inviting environment that all employees want to be part of. After all, happy, stress-free, satisfied and motivated employees are the hidden treasures of a very successful business.

The key points that were identified were:

What other generations assume about Gen Y is very different to their self-perception Mobility was a key driver in Australia and so flexible work arrangements is a key strategy Lifestyle is high on their agenda Businesses that are proactive and flexible will stand a better chance of attracting and retaining Gen Y Gen Y like to be engaged and communicated

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Phillip Fernandez is a Human Strategist and NLP Practitioner extraordinaire who helps unblock the obstacles that prevent us from being the best we can be. He is a sought-after speaker, Business Coach and Trainer with a difference and has helped countless salons in Australia and internationally achieve their business and personal goals. www.businesswizards.com.au

BUSINESS IN BRIEF

A snapshot of news and information for business owners

TAXING ALL ONLINE GOODS NO 'SILVER BULLET' Lowering the GST-free threshold on goods bought online from overseas would help level the playing field, but wouldn't be a silver bullet for retailers facing myriad challenges, say small business experts. And questions remain on how any extra tax would be enforced. New South Wales Treasurer Mike Baird has called on the Commonwealth to consider reducing the GST threshold on online goods from $1000 to $30, following the release of the final report of the Low Value Parcel Processing Taskforce. Businessman Mark Gorski, who sells running shoes, clothes and accessories online through Melbourne Running Company, said lowering the threshold would provide a fairer pricing structure. ''[But] the way I see it, there's no point in fighting it,'' he said. ''I just think you need to compete. If you can't compete on price you need to compete on service.'' Mr Gorski ran a store in Richmond under the same name, which closed its doors eight weeks ago as the business moved solely online. His biggest issue is the cost of buying running gear from suppliers, who have not reduced their prices in line with the stronger Australian dollar. He could not imagine how changes would be policed. Australian National Retailers Association chief executive Margy Osmond said it was important to remember GST did not go to retailers. The association has proposed a threshold of $100. ''The GST that's collected in this State will be going back into communities across the country,'' she said. Emily Wright, owner of handbag and accessory label Nancybird, said it wasn't a huge issue for her business. She preferred to compete on ''great design'', but noted Australians were becoming more price sensitive. E-commerce consultancy White Labelled works with physical stores to improve their online strategies. ''In the interest of fairness I see no reason why imported product shouldn't be equally taxed,'' said managing director Paul Wilson. But he said a lower threshold wouldn't

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GOVERNMENT TO SUPPORT PENALTY RATES The Federal Government will continue to support penalty rates for weekend and public holiday work. Workplace Relations Minister Bill Shorten confirmed the Government will oppose axing or reducing penalties in modern industrial awards. Fair Work Australia is in the process of reviewing penalty rates and public holiday provisions in several modern awards as part of a twoyear assessment. "Often the people who work these less family friendly hours are among the lowest paid," Mr Shorten said in a statement. "Penalty rates comprise an important proportion of their salaries." Assistant Treasurer David Bradbury said penalty rates reflected a community cost for those employees who worked on weekends. ''They should be properly compensated for missing out on time with their families.'' Mr Bradbury told reporters in Canberra that they are not at the sporting events their kids are involved with, they are not spending time at home with their family, so it's not unreasonable to think that there should be some compensation paid to employees for giving up time on weekends and hours outside the normal working day. Some employers have stated that they might have to shut their doors if penalty rates are retained, but Mr Bradbury said there was not much "evidence" that was the case."There are plenty of businesses out there that would not have to pay penalty rates," he said. Ref:http://www.smh.com.au/small-business/finance/govt-to-support-penaltyrates-20120918-263ev.html#ixzz26mKf4ukX

be a silver bullet. Often the price difference between local retailers and overseas rivals was far greater than the GST component, he said. Rather than lowering the threshold, GST should be applied to all overseas online purchases, said Peter Strong, executive director of the Council of Small Business of Australia. ''That takes a big onus away from customers and Australia Post â&#x20AC;&#x201C; they're not looking for the costs, they're just making sure the GST's paid,'' Mr Strong said. Ref: http://www.smh.com.au/small-business/trends/taxing-all-online-goods-nosilver-bullet-20120909-25mb2.html#ixzz26mL8asPl

GROUP BUYING BOOM BEGINS TO SLOW Australia's group buying industry – on a path of rapid explosion for the past couple of years – appears to have finally stabilised. For the second quarter running, revenue has declined across the group buying market, according to technology analyst firm Telsyte. Revenue dipped 5 per cent in the past three months, down to $117 million. At the end of last year, the Australian group buying market was worth $498 million. Despite a soft start to the year, Telsyte expects a strong second half, with the market estimated to be worth $600 million by the end of the year. And Telsyte's figures show that in the past 18 months, the sector has shifted quickly away from local deals – such as meals and massages – to national deals centred around travel and physical products. In the last quarter of 2010, national deals made up only 8 per cent of all group buying purchases. By the first quarter of 2012 that figure had risen to 51 per cent. "What's happened in the past two quarters is the sites have taken their eye off local deals and they've concentrated primarily on products," said Telsyte senior research manager Sam Yip. He said the market had simply stablised after a huge last quarter in 2011.

While many group buying customers have complained about finding it hard to redeem vouchers at small businesses overwhelmed by large numbers, or of substandard service, Mr Yip said lessons had been learnt. "I think there's a lot of horror stories out there. I guess with a new industry we're learning from it," he said. "I guess group buying isn't for every business. It requires a lot of planning around every deal." While there are still many sites offering deals, eight main sites continue to generate more than 90 per cent of total revenue, led by Groupon, Scoopon, LivingSocial, Cudo, Spreets and Deals.com.au. The group marketing has only existed for around two years in Australia. At one stage there were about 80 sites, which has now dropped to about 65 as some of the smaller players left the market, Mr Yip said. As far as the beauty industry is concerned group buying offers have contributed to a great deal of business casualties, as many salons failed to have the infrastructure to service the response, which has often led to their bankruptcy. “As a promotional tool for the beauty industry I believe that group buying is a risky tool,” an APAN spokesperson said. “If salons wish to incorporate these offers as part of their marketing strategy they will need to do their homework carefully. If in doubt APAN offers some sound advice on the pitfalls that need to be carefully considered.” Ref: http://www.smh.com.au/small-business/trends/group-buying-boombegins-to-slow-20120903-259tg.html#ixzz26mNdjQkT

KEY STAFF ISSUES Many people lost a level of engagement with their employer due to the current pressures during the GFC, says Simon Meyer, National Director of Michael Page International. With a re-emerging skills shortage, staff issues must be seriously considered. “Communication is vital,” Meyer says. “Staff should feel they're working under leadership that's caring about how things also look for them from a career perspective. “Last year the leadership message was about getting through month-by-month. It's now about inspiration and personal fulfilment. We're seeing organisations become more holistic in terms of how they're looking at employment benefits. There has been a lot of uncertainty and it has made staff think about how much time they have with family and what's important to them. Communication on an

individual level with staff about career advancement, job satisfaction and work/life balance is critical to retain staff for the long haul.

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increased 2.8 per cent over the first six months of the year. This beat the yearly rate of growth seen in the past two years as consumers kept away from shopping centres and stores to pump up their savings or pay down debt. Deloitte partner David Rumbens said that without much fanfare the spending environment has changed since the beginning of the year and that for the first time since 2009 Australian retailers were on track to maintain their level of sales on a real per capita basis.

WE ARE SPENDING AGAIN BUT WITH A FROWN Retail sales increased by 2.8 per cent in the first half of the year. Australians are spending again at restaurants, cafes and department stores, but they're not exactly whistling as they shop, with depressed consumer confidence and entrenched pessimism leading a new report to depict consumers as ''shopping with a frown''. Research from Deloitte Access Economics on the state of and forecast for Australia's retail sector has found national retail sales actually

But just don't expect to see too many grins on the faces of shoppers, he added. “It seems that while Australian consumers are out there shopping, they are not happy about it,” Mr Rumbens said. “Consumer sentiment remains well entrenched in pessimist territory. Consumers remain rightly concerned about risks to the Australian economy and feelings of job security are low. That means that today's retail recovery remains a somewhat fragile one,” he said. Mr Rumbens said the biggest sales gains came from retail sectors that had suffered the worst over the past two years; department stores up 5.5 per cent in real terms for the first six months of 2012 and clothing retailers up 6.1 per cent. Mr Rumbens said perhaps consumer sentiment was not a perfect prediction of spending levels. He said investment spending would still be a key driver for the Australian economy in 2012-13, which will continue to favour the north and west of the country. ''Job opportunities and wage growth are likely to follow those leads, as key supports for retail,'' Mr Rumbens said. Ref: http://www.smh.com.au/small-business/trends/were-spending-again-butwith-a-frown-20120903-2595s.html#ixzz26mRdwt00

CASH FLOW IS KING Brendan Green, Head of Cash Flow at St George Bank, says that even profitable businesses can experience cash-flow problems. “Selling stock and providing services is fantastic, but if the collection period of payments slows down then businesses often have a serious cash-flow problem that could put them in jeopardy,” he explains. Green says small businesses need to be aware of the importance of cash-flow forecasting based on trends. This is particularly true of growing businesses. While sales success is great for the bottom line, it's important to ensure businesses have the ability to support the increased stock and debtor levels that may be required to support a growing turnover. “With that management framework in place the business can invest in growth and new products. Get the cash-flow pipeline right and business owners will have a strong foundation to build on.” To assist in this regard APAN is encouraging salons and clinics to invest in promoting packages to their clients. A excellent product that is available to them is a client payment plan option as well as interest-free loans that they have negotiated with a medical lender for the benefit of their members and their businesses. “This product has allowed several salons to move ‘treatment package’ offers at their VIP nights up to $20,000 just on the night. This has helped inject great cash-flow to businesses who were struggling in this area,” APAN said. If you

would like to benefit from this and other money-saving services please contact APAN on ph: 07 5593 0360. APJ 60

Masters Dermal Academy introducing new training Reaching the final stages of her study for her Dermal Therapies Degree with Victoria University, Gay Wardle stated that the demand for mastering advanced procedures will lead to the introduction of new study units that she will be launching through Masters Dermal Academy in 2013. “The aesthetics industry is gaining momentum in the introduction of advanced procedures, as consumers are constantly seeking better skin therapy results,” Gay said recently. “While suppliers are offering base training, their focus is in the use of their products and devices, however, therapists need to also gain objective and scientifically based education based on a thorough analysis of their clients' skin and how skin cells respond to ingredients, technology and to the healing processes after surgery. “These courses will aim to empower therapists to gain the maximum results in not only skin improvement, but also minimise the risk of adverse reaction through the incorrect protocol of treatment to skin type and condition,” Gay stated.

If you would like further information please contact Gay at Masters Dermal Academy Email: gaywardle@me.com

demand. Thus, business operations require market research, product selection, client satisfaction, advertising and promotions, public relations, sales and credit control. By contrast, the business support function provides the necessary resources to enable the function of the business to actively produce the income, and includes finance, personnel and purchasing.

SUSTAINABLE INCOME The purpose of any business is to produce money in the form of profits, by performing a service or producing a product that clients want to buy. To enable a business to start requires money and a workforce who undertake to provide the necessary sales and services that will produce the income. “However, if a business is to continue for the long-term benefit of the workforce and their survival they must ensure that its income is sustainable and continues into the future,” says Nicholas Watkins, a Certified Management Consultant of the Institute of Management Consultancy. According to Watkins, business can be divided into two distinct areas: Business operations and Business support. Business operations involve getting and retaining business to produce profitable income by the anticipation and satisfaction of customer

The necessary shifts that salon businesses in particular have had to make to survive is taking a closer look at two areas – identifying unnecessary product waste as well as time wastages, and identifying products that offer them the greater ratio of profit and focusing on promoting these products and services to their clients. “We advise our members to make sure that they are not just kept busy, but that the services they provide and the activities they perform are bringing in the necessary profits at the end of the day if the business is to remain successful,” an APAN spokesperson said. “Several businesses are going on cost estimates that have been assessed 3-4 years ago and no longer reflect the current cost of running a business that includes salaries, rent, insurance, rates and electricity price rises, as well as products or the introduction of technology they have introduced since then. Going on past figures that have not been updated is one of the reasons why businesses are going broke,” APAN stressed. “Another area that we recommend updating is assessing the hourly income that a staff member will need to generate to sustain the business. In recent time we have seen this jump from $90-100 per hour to up to $130,” industry experts have confirmed.

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salonsytems

Greeting Etiquette in a Salon Environment One of the areas that will define your culture in your salon, clinic or spa is the greeting policy. This should be determined and established to reflect the atmosphere you wish to create – whether it be formal and courteous, or more relaxed. Once you have established what this will be you will need to develop a training protocol to ensure that all staff adhere to it, as uniformity of conduct will help your clients know what to expect and will reinforce the culture that will set your establishment apart from someone else's. Your greeting policy should include how you address your client – first or last name, how you introduce yourself and the physical greeting style. This should include smiling, eye contact and touching someone's arm or shaking hands. In this article we will explore the whole issue of handshaking, as it warrants consideration as some are unsure as to whether it is necessary or still the “done thing” in a salon environment. Whether you wish to adopt it or not is your decision, but perhaps it will help you understand it if you become aware of some issues of etiquette relating to handshaking.

WHY SHAKE HANDS? It is customary to shake hands with someone when you are introducing yourself, but for many years in Australia women did not shake hands with other women. However, the etiquette of handshaking has become more universal and now it is quite acceptable for both men and women to shake hands with each other and with members of the same sex. Shaking someone's hand is often the first thing we do when we meet them. It's been established that people are more likely to remember a person whose hand they've shaken.

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In traditional Australian culture there are four main opportunities for handshaking: 1. 2. 3. 4.

When introduced to someone and when saying goodbye When you run into someone you haven't seen in a long time When you enter a meeting and are introduced to participants When you reach agreement or commit to a deal.

HANDSHAKING IN AUSTRALIA These are the most commonly used features of handshaking in Australia. 1. stand 2. step or lean forward 3. make eye contact 4. smile 5. shake hands – firm but not hard 6. greet the other person and repeat their name.

HANDSHAKING WITH DIFFERENT GENDERS If you're a man shaking hands with another man: It is impolite for a man to refuse to shake another man's hand, unless it's awkward for him to do so. Usually, men shake each other's hands firmly, but not so firmly as to cause discomfort.

If you're a man shaking hands with a woman: It used to be impolite for a man to offer his hand to a woman. Rather, the man waited until the woman offered her hand first. While some people still follow this practice, more people are now not following it. It is now acceptable in most circles for a man to extend his hand to a woman. The same general rule regarding men shaking hands with men still applies: a firm handshake that won't cause physical pain. However, a

firm handshake that won't cause pain to an average man may well cause physical pain to an average woman. It's polite, then, for men to shake women's hands less firmly than they do other men's.

If you're a woman shaking hands with another woman: Sometimes women choose not to shake hands at all. However, if one offers her hand, it's impolite to refuse to handshake. A firm handshake that won't cause physical pain is usually appropriate.

If you're a woman shaking hands with a man: Traditionally, a woman has always initiated a handshake with a man if she chooses to do so. However, it's now usually acceptable for a man to extend his hand to a woman. When shaking hands, women should aim for a firm, yet comfortable handshake.

HANDSHAKING IN DIFFERENT CULTURES Handshaking etiquette differs in different cultures. For example, it's different in the following cultures from what it is in the traditional Australian culture.

INDIA Typically, men shake hands with other men when they meet or leave and they don't shake hands with women. Indian women don't usually shake hands with men, but occasionally shake hands with other women.

Watkins. The right time to use the shake is “almost always”, BacheMcLean says. In the modern business environment, the old etiquette of the junior waiting for the senior and the woman waiting for the man to initiate the exchange is out the window. Rather, a hand extension in business is essential, and those who wait for an invitation are perceived to be lacking in confidence. A handshake is the best way for those in the corporate world to build that all-important instant bond with each other, Bache-McLean says. “When people in business connect their hands it says: I respect you, you respect me.” Extending your hand without hesitation is a key to making that connection because it communicates your interest and attention. So after delivering that fearless extension, getting the shaking technique is the next step. Common consensus among business etiquette experts is that a good handshake: Is firm, but not bone-crushing Lasts about three seconds May be 'pumped' once or twice from the elbow; and Should be released after the shake, even if the introduction continues. Make sure you move your hands past the fingers and into the other person's palm, Bache-McLean says. It is important to find balance: approach someone from an equal level – avoiding trying to dominate, and also avoiding the 'wet fish'.

KOREA The bow is the traditional Korean greeting, but may be accompanied by a handshake among men. Korean women typically nod slightly, but do not shake hands with men.

“I could come across someone who is highly qualified, but a wet fish handshake will leave me thinking: Is this the right person?” BacheMcLean says.

JAPAN

Surprisingly, eye contact is considered the most important aspect of the handshake. It communicates undivided attention. Bache-McLean explains that people often extend their hand, but get distracted and divert their eyes. This creates a barrier as the person automatically feels you don't respect them. “If this happens, you need to reclaim the moment,” says Bache-McLean. “Go back and say: ‘I'm sorry, let's try that again’.” This is reassuring: there is always a second chance in the field of handshakes.

Some Japanese bow, but typically Japanese people shake hands when they meet. The handshake is limp with little or no eye contact.

MEXICO Mexicans shake hands or give a small bow upon meeting. Usually people will bow to a Mexican woman and only handshake if she offers her hand first. It's the first impression; the best chance to make a statement without an utterance. But despite its hype, the question persists: are you really judged by your handshake? If you ask former Labor leader Mark Latham, the answer would almost certainly be yes. It was his infamous bone-crushing handshake with then Prime Minister John Howard, on the night before the 2004 election, that sent every fence-sitter in the country into the voting booths determined not to hand him the top job. Similarly, in the business world, perception is important and a handshake can make or break your chance of landing a deal or help build that career-changing connection. After all, it takes nine seconds for most people to make a judgement about a new acquaintance, according to business etiquette expert Jodie Bache-McLean. “Most of that impression is in your handshake,” she says. Perfecting the shake is about using the correct technique, and understanding when to use it. Bache-McLean runs a busy Brisbane business etiquette college, started by a doyen of etiquette, June Dally-

HANDSHAKE WITHIN A SPA OR SALON In essence, a handshake is a gesture that demonstrates respect and it makes the other person feel important. However, there is a certain formality that goes with it, so if you choose to greet your client for the first time with a handshake you must maintain a level of formality. Introduce yourself and perhaps address them with their surname for that initial first connection. In many 5-6-star day spas the initial greeting with a client is often conducted with a courteous handshake, a small and direct eye contact and referring to them by their surname. This not only sets the tone that you respect them as your client, but it also encourages respect back at you as you have set the tone of mutual respect. From there on you can greet your client with a gentle touch of their arm and a warm smile. When becoming acquainted with them you can request their permission to call them by the first name, especially more mature women. Whatever you decide will be the protocol should be included in each of your staff members’ manual and should be required to be implemented as a matter of standards. In that way your chosen greeting method will help shape the individual culture of your working environment. Ref: LeadingCompany | Fabjob.com

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cosmetictattoo an eyebrow client several years after the date of the original procedure? Your history card should therefore be used to record all issues relating to your client's potential risk as well as items used for your procedure. Following are some of the many familiar, frequently used questions asked of a potential client during a consultation, and as a provider of these services that require breaking the skin, a practitioner will therefore need to be confidently assured that a person seeking these services does not have medical conditions or contraindications that would preclude a healthy healing process. Being able to interpret what your client writes is vital. While some questions appear obvious, others may not. What follows is an interpretation of some of the most commonly asked questions and how their answers will affect your treatment considerations and the precautions you may need to take:

ALLERGIES An allergy is defined as a physical adverse reaction developed from a hypersensitivity to substances that may be consumed, inhaled, injected or come in contact with the skin. These substances may not as a rule be harmful, however, to some individuals they can create mild to severe reactions and therefore the appropriate precautionary measure must be taken.

INFORMED CONSENT FORM The necessary risk-management document By Val Glover-Hovan Prior to any cosmetic tattoo treatment, a History Form is required to be completed by the client. It is critical that each and every person for whom you provide a cosmetic tattoo treatment must complete a Client History Profile and Informed Consent Form. An informed consent document is the prospective client's verification and acknowledgement that the risks and permanency of the tattooing process are understood. All professionals who offer personal services maintain client history files. In the cosmetic tattoo industry, client history files provide several purposes, all of which are important and useful, and in some instances, critical for efficient operational practices.

LATEX GLOVES: Latex protein is found in latex gloves and can cause immediate hives or a more delayed contact dermatitis. Since you use gloves, your clients will be exposed to this protein. (Nitral or vinyl gloves could be a better alternative). Ask your client:

Are you aware of being sensitive or allergic to any rubber or latex? METALS: In particular nickel is a common allergen. Metals are

Insurance providers require practitioners to pre-screen clients to ensure the person requesting procedures is a good candidate. Furthermore, just imagine trying to recall the pigment colour used for

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compounds that can consist of minerals derived from the earth or manmade metals used in needles. A common question to determine that is:

Are you allergic or sensitive to any metals, for instance, metals used for jewellery? Most pigments contain iron oxide materials, which are metallic salts. If a prospective client answers yes to this question, technicians have the option of conducting a pigment (skin) test with the pigment selected for the procedure prior to proceeding. Note: Many individuals are allergic to nickel – this is not uncommon. Tattoo needles contain a small amount of nickel. If a person can wear jewellery made of gold, silver, etc, but reports a “yes” to itching from inexpensive earrings or other jewellery, this normally indicates a minor reaction to nickel. An option is to advise clients of the nickel content in the needles and tell them if they experience slight itching it will in all likelihood be as a result of skin contact with the needles used during the procedure, and that it will subside.

COSMETICS: Some stronger cosmetics may sensitise the skin when

Are you a diabetic? There are several different types of diabetes. Some types are controlled by diet, some by oral medications, and some require insulin injections. In any event, it is always a good practice for prospective clients to consult with their doctor before going forward with the permanent cosmetic procedure. In some instances, diabetics may not heal well at all. This is a condition that warrants their doctor's clearance to proceed safely. A practitioner must be aware of signs of low blood sugar in the event they get clearance from the doctor to work on the diabetic client. Stress can ultimately drop the blood sugar level. If the prospective client is known to have this problem, it is advisable to ensure she or he eats before the start of the procedure and that she or he informs you of any difficulties during the work.

Have you ever had cold sores or fever blisters?

conducting cosmetic tattoo. Ask the following question.

Do you routinely use RetinA®, glycolic or other exfoliating products? Request that the prospective client indefinitely refrain from using these products on the procedural area. The exception may be a liptreatment product that contains a small amount of alpha hydroxy acid or other light-exfoliation product. The lip colour looks more vibrant when the lips are not chapped and alpha hydroxy acid (or other similar agents) help exfoliate the dry, chapped lip conditions that can veil good colour.

If consulting with a prospective client about lip procedures and the person has a history of cold sores, herpes, or fever blisters, it is very important that practitioners advise the prospective client that she or he should see a doctor for advice. Typically, the doctor will prescribe an antiviral medication to be taken as prescribed prior to the procedure and for a doctor-designated period of time after the procedure. Proper use of an antiviral medication will assist in the prevention of the development of herpes viral eruptions on the lip tissue. Advise the prospective client that cosmetic tattoo lip procedures will require more than one session and that it would be appropriate to discuss adequate quantities of antiviral medications with her or his doctor for three procedures: the initial and two touch-ups.

HEALTH ISSUES: Here are three key health considerations that you need to question:

Do you have a heart condition? Depending on the circumstance, it is always wise to be aware of any conditions that could put a prospective client in harm's way. If a client is aware of the heart condition, in most cases they are also under a doctor's care and take appropriate medications. Clients with Mitral Valve Pro-laps Syndrome (MVP) are frequently required to be premedicated with antibiotics prior to an invasive procedure and many still are. Do not advise a client to alter prescription medication dosages or frequencies, or refrain from taking any medications prescribed by a doctor. Clients should contact the prescribing doctor for appropriate medication directives in relation to the condition and the cosmetic tattoo procedure. Some States may require a doctor's clearance before practitioners provide procedures for clients with medical conditions. Many clients report that they are on blood-thinning medication such as Coumadin®. This is normally a controllable issue for eyebrows and eyeliners, but may prove challenging, at least for the first pass, during a full lip procedure. The blood under these conditions is very thin and the client may bleed more than normal. It has proven to be helpful to schedule a client's procedure right after his or her regularly scheduled bleeding time check. In this way you will be able to avoid a time where the bleeding time is too prolonged. Some practitioners feel clients on Coumadin are not good candidates for cosmetic tattoo procedures, especially lip procedures.

Cold sores (Herpes Simplex) are a result of a virus that appears as blisters on the mouth that develop into ulcers. Gums can become red and swollen and the client may even have a fever. The virus lies dormant and exposure to sun, cold, psychological or physical stress may bring an onset. During infection, the virus is contagious. Tattooing can reactivate these herpetic infections and allow spread over the entire tattooed area. Doctors recommend a preventative treatment such as an antiviral drug like Valtrex or Famvir. Proper use of an antiviral drug will assist in the prevention of the development of herpes viral eruptions on the lip tattoo. The above information contains only a brief outline of some of the questions you need to ask your client in your client history form. They are part of over 40 important questions that you will need to ask your client prior to a cosmetic tattoo procedure. A Resource Manual “Wakeup Makeup” supplied by Cosmetic Tattoo Australia, with up-to-date Client History Forms is available for purchase and a necessary Compendium for all Cosmetic Tattoo Practitioners. Val Glover-Hovan has specialised in Cosmetic Tattoo treatments at her famous clinic in Brookvale (ex-Manly). Her Academy Training in the art is sought after by people wanting to learn the art. She is renowned worldwide for her work and is the first recipient to be inducted into the ABIA Hall of Fame.

For further information contact Val Glover-Hovan Cosmetic Tattoo Australia Ph 02 993 82111 or Email: info@cosmetictattooaustralia.com

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socialmedia

GUIDELINES for successful Social Media Business Growth By Margarita Peker â&#x20AC;&#x201C; Communications Specialist It is not uncommon for a business owner or manager to break out in a sweat at the mention of social media. The things the clients could say, the questions they could ask and the demands they could make! For many businesses, the social media landscape is perceived to be a minefield for customer service disasters. Fear mounts in these open forums because it is incredibly difficult to hide or ignore complaints of bad customer service. Online, everyone has a voice, and not only their own audience, but yours too. Issues that were previously contained within private channels are now exposed to other customers, key stakeholders and potentially even the media. It is not only a chance for

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crises to be publicised, but also an opportunity for your teamâ&#x20AC;&#x2122;s responses to be scrutinised. But this is just one part of the pie. It is true that social media acts as a megaphone for clients. Although this beckons troubling thoughts for businesses that are prone to negative or unpleasant exchanges with their clients, the positive opportunities must not be overlooked. Social media is a terrific tool for obtaining insights on your target audience, and it can assist with not only understanding your clients better, but also with improving your service. It is also wonderful for

those who create positive experiences for their clients, as happy customers now have a soapbox from which to share their delight and excite their networks about your brand. Indeed, according to research released in June 2012, Aussies are more likely to hit social media to praise a company's service (40 per cent of respondents) than to vent frustration with a bad experience (34 per cent).

Sometimes a brand will set up a social platform that is exclusively purposed for customer service – this is common with airlines and telecommunications providers on Twitter. But for the most part social media is not a pure customer service tool and the best way to avoid falling into this trap is by creating and implementing an effective social media strategy.

In the past year, almost one-fifth of Australians have used social media to get a customer service response at least once, and the primary reason for Australians engaging with a brand on social media is to 'share information about [a] service experience with a broader audience'.

As many businesses are yet to learn, investing in a social media strategy is as important as a marketing or customer satisfaction strategy. There needs to be clear direction and objectives – meaning that fans need to know that you're on Facebook to do more than just service their complaints.

Rather than lamenting the power shift from business to consumer, consider the low-cost advantages of using social media as a new stream of market research.

Fashion label Louis Vuitton has a brilliant social media presence because customers know the Louis Vuitton Facebook page is their virtual ticket to becoming a VIP customer. The Facebook page will live stream store openings, host virtual runways and reveal neverbeen-seen exclusive content. Customers head to the Louis Vuitton Facebook page to indulge in their love for the brand – not to ask for available dress sizes or complain about faulty bags.

We all know feedback is invaluable, whether it is positive or negative, so learn to appreciate that almost one-fifth of your clients are making it easier for you to improve your business. A great case study can be found within KFC Australia. In March 2011, KFC introduced The Double – a meaty, bun-less burger – for one month. The Double was a roaring success, but the fast food giant's Facebook page was flooded with complaints once the menu item was discontinued. After hundreds of disappointed fans gave their feedback, KFC turned the situation on its head and put forward an irresistible ultimatum: get us 500,000 fans and we will get you The Double. The page received over 10,000 new fans that day and KFC Australia customers were satisfied not only because they got to enjoy their beloved burger, but also because they felt that their feedback was received and acted upon. This direct customer-to-company communications exchange means that social media also carries with it an air of perceived authenticity or transparency, making it the ideal platform for service recovery. A well-known example of an offline wrongdoing made good by an online action was an apology video issued by Domino's Pizza President, Patrick Doyle. Doyle was able to win back public appreciation for his brand when he turned to YouTube to deal with a situation where staff were found to be committing unhygienic acts to customer food. Speaking directly to his customers, Doyle apologised and offered a sympathetic, human response to a human issue and received great support and publicity for doing so. The Domino's Pizza example leads us back to what is at the crux of social media from a business perspective and how it creates a direct link between a brand and its customers.

INCREASING LOYALTY AND CONSUMER ADVOCACY For brands, social media is a marketing tool that allows them to connect with their audience to further increase loyalty and stimulate consumer advocacy. An effective social media program must add value or utility to consumers' lives – otherwise there is no impetus for them to extend their online network to include your business.

Strategies like Louis Vuitton's ensures that not only are you in a position to regularly engage your customers, but also your business's resources are being used most effectively. Your PR and marketing team that handles social media may not have access to product specifications or stock levels, so every time a customer service comment is posted on Facebook that customer is wasting time for your staff – who have to resolve the issue internally before satisfying the customer. On the other hand, if your customers know that Facebook is the place to seek inspiration for their next relaxation or skin improvement strategy then your social media team can devote their energy to making sure your page looks great and is always full of new, interesting content. Talk of a social media strategy may seem slightly removed from the topic at hand – customer service – but it is intrinsically linked, because how you manage your social media platforms will directly impact the way your customers will expect to be serviced online. Further, customers who have a good experience on social media are likely to tell an average of 42 people about your business, versus the 15 people told by a non-social media user. More than just customer service, this is how you will build a network of consumer advocates and, ideally, reach new audiences. The recommendation is simple: view social media as the incentive to be a better business. Businesses are being found increasingly accountable for their mistakes, so hopefully there will be more energy devoted to avoiding disappointment. Good service, on the other hand, is more recognised and appreciated than ever.

TIPS FOR EFFECTIVE CLIENT SERVICE WITH SOCIAL MEDIA 1. Listen Pre-empting client needs should be a focus for any business and by listening to the gripes within your industry on social media you can

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prepare for any potential issues. Follow competitors and monitor the feedback they are receiving. Take note of what your clients are loving and don't ignore the problems they are facing – almost all problems have the capacity to become recurring issues.

2. Build your relationships before you need them It's much easier to forgive a friend than a stranger, so make sure to use social media as an opportunity to grow the personality behind your business and build relationships with your customers. One of the first steps is to always respond to your fans or followers, whether their comments are positive or negative. Humanising your brand will often encourage complaining customers to behave with more compassion.

3.Take serious issues offline

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It is important that you are always seen to be responding to complaints online, but that's not to say that everyone needs to know the details of what went wrong and how you're going to fix it. If there is a crisis, address the situation broadly in the open forum, but take it to a private place (direct message, email or a phone call) before it escalates.

4.Social media strategy so that you don't just become a CRM Social media is about building a community around your brand and connecting directly with your clients. Your Facebook page or Twitter feed should be a place for sharing news, adding insights and delighting your audience. Naturally, some people will use these avenues to vent their frustrations with your brand, but if you establish a greater purpose for your platform then less people will feel comfortable dumping their complaints there.

5. Reward your best fans A successful social media community is one that manages itself. It's when an audience feels so connected to a brand or organisation that they see it as their duty to defend it against others. It will take time and careful nurturing to get to this stage with your online community, but one way to fast track this process is to reward your best fans. Build and encourage consumer advocates by recognising those who have gone out of their way to appreciate your brand – send them a nice thank you email, a voucher, or a prize if you can. This will galvanise their support for you.

THREE RULES OF WHAT NOT TO DO: 1. Do not delete Do not remove complaints from your Facebook timeline. Does not remove the issue and in most cases it will only fuel the fire. There have been many documented social media disasters that started by a brand deleting unwanted feedback.

2. Do not ignore If a client came up to your store counter and asked a question or offered some feedback, would you simply turn around and pretend not to hear? No. That would be rude and unacceptable, and it is just the same online. Always acknowledge those who have made the effort to engage with your brand online. If nothing more, it is the polite thing to do (and an easy way to deliver good service).

3. Do not promise what you cannot deliver Never promise anything online unless you are sure that you can make it happen. Even if you later retract your own comment, it's impossible to guarantee that no record has been kept.

JYUNKA AUSTRALIA Phone 03 9821 0355 email: enquiry@jyunka.com.au, www.jyunka.com.au

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Margarita Peker is a Communications Specialist at Klick Communications – Studio 7, 21 Mary St Surry Hills NSW 2010 Phone: 02 8353 7103 Mobile: 0414 438 870 Email: margarita@klick.com.au Web: klick.com.au

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aestheticindustry

Dermal Therapist, Clinical Aesthetician or Beauty Therapist – is there a difference? Moving beyond the scope of Beauty Therapy By Terry Everitt In Australia, the beauty therapist upon graduation enjoys a broad range of career options. An array of different salons and spas are the main area of work, and if travel is important you can sail the high seas on cruise liners; although not in Australia. However, it is possible to be one of a very few who fly to service skincare needs of first-class passengers. Other areas for consideration are to establish your own home-based business, or achieve employment within a sales or training environment. Training as a beauty therapist lies within the vocational education sector and since 1999 this is available under a national training package. The present Beauty Training Package has the various qualifications and the required units within each. In each unit there is information regarding the required skills and information that is needed to be delivered and then assessed for competency to be deemed. There are no licensing requirements and having a qualification is not actually required by the government either. However, most businesses will require to sight your qualifications for wage assessment and insurance purposes. Although the basics of makeup and nails are included in the lowerlevel qualifications, it is possible via elective choice in the Diploma qualification to take other makeup and nail technology units, which may open up other areas of employment. In the area of makeup, there is Advanced Diploma qualification under different training packages, which would usually be the way to go if wanting a serious career in makeup in the film, television or stage arenas. The beauty therapist has at times taken positions allied to the medical profession, primarily in pre and post-operative facial treatments,

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however, this has not always been a positive or successful move due to the lack of training at the level required in managing compromised skin of the medical or surgical patient.

AESTHETICIAN OR BEAUTY THERAPIST To better define the difference in the knowledge and work environment at a higher level, I have used the word aesthetician as opposed to beauty therapist, as I believe the role and responsibility is greater than a beauty therapist. Currently there is not a "medical aesthetician", "paramedical aesthetician", “dermal therapist” or "clinical aesthetician" licence requirement anywhere. Highly motivated aestheticians have sought advanced education and have helped to define the emerging role of the aesthetician in a medical office. These aestheticians have become an increasingly important and recognised adjunct to the physician. I have taken the title of clinical aesthetician since around 1997 when in Los Angeles as I believe that this accurately describes what my role was – one who practises aesthetics in a clinical manner and environment. However, the name you call yourself really does not matter as long as it is ethical and reflective of what you actually do in your practice. Calling yourself paramedical or such with only weekend training is not ethical and is quickly found out by the medical professional and most clients, as the grounding in science required is simply not there without extensive study.

THE NEW WORLD OF AESTHETICS CONTINUES The growing consumer demand for aesthetic treatments has resulted

in a growing number of physicians offering cosmetic medicine and surgery to extend their services and include cosmetic treatments, including treatments for the skin before and after surgery, as well as a wide array of skincare products. Aestheticians not only help with skin therapy before and after surgery, but they also play a less-celebrated, although crucial role in managing their patients' comfort and wellbeing. To be successful at this higher-level care and have the respect of other healthcare professionals, the dawning on the university degree programs has arrived in Australia with the first being founded at the University of New England after extensive work by Tina and Mark Viney's instigation. Sadly this was a relatively short-lived program, yet Victoria University took up the challenge and provides a degree in Dermal Therapies, while a new provider is being accredited in Sydney to provide a Bachelor Degree with a great difference to that previously provided.

SOME DIFFERENCE BETWEEN BEAUTY THERAPIST AND AESTHETICIAN While the role of the aesthetician is not confined to the medical setting, many will work in this environment, and one important factor in deciding to work in this setting is – whether you like to work in this setting or not. Will you be comfortable dealing with patients that have had surgical procedures or medical problems on a daily basis? You may not be exposed to blood and acute disease states, but your "clients" will be "patients" and all of them will have a medical or surgical aesthetic concern. This requires a different frame of mind from beauty therapy. While you may be used to the term client, in medicine the term in usually patient, however, this is changing as in the cosmetic environment the patient is paying for service, as opposed to having the government or health insurance making the payment, so the term client is more frequently being used in the cosmetic medical situation. For our purposes I will continue with the term client – however, it is interchangeable with patient. Dependent on the work environment and your experience and expertise, the aesthetician may be working with clients and patients with reconstruction surgery, or in the dermatology area with extensive rashes and/or abraded skin. The newer areas aestheticians here in Australia are to conquer are with burn patients or those undergoing radiation and/or chemotherapy. In this arena you will have the privilege of working intimately with clients who depend on you, not only for their skincare needs, but also for their improvement in confidence, image and wellbeing. The rewards, therefore, of an aesthetician working in a medical or clinical environment are tremendous. Each client will have very specific skin concerns that require extensive management based on knowledge that goes way beyond that of a beauty therapist.

SPECIALIST CARE The general areas of specialisation are within the 'appearance' environment – plastic and cosmetic surgery, cosmetic medicine, integrative medicine, anti-ageing medicine, cosmetic dermatology, oncology are all examples of the medical environment and setting that the clinical aesthetician can be of great value to. While your role will be varied, one important aspect of your interaction will be in client education.

This will encompass skincare advice, not only the more general advice on sun protection, home care and such important information, but also in a specialist manner. This will depend on what treatment and procedures are being performed and the different stages of healing the skin is progressing through – each requiring careful monitoring and changing the aspects of care provided. Correct topical application of the prescribed pharmaceuticals and different skin-therapy protocols will be a part of the position, along with reinforcement of the doctor’s instructions and further patient/client education on the procedures, healing time and what is expected; this healing process timeframe and appearance is generally never expected by the client post-surgery, and while it may be a daily occurrence for you, it can be a very frightening time and experience for the client. Advanced and specific skincare history and evaluation is required, which is way beyond a beauty salon skin evaluation. Recognition of the skin condition and underlying factors that may not usually be of concern in a beauty salon situation could be a vital information requirements in the proposed treatment protocol being undertaken, whether by the doctor or by yourself. You will spend more time with clients than the doctor so you are particularly well positioned and qualified to question the client about their skin concerns, and as mentioned above, to reinforce the doctor's instructions. The downside is that the client may question you in trying to 'second guess' the doctor in proposed treatments or procedures. Thus you need extensive knowledge of cosmetic medical and surgical procedures. You will need to learn special techniques for caring for the skin, which at times will directly contradict what is the 'normal' of beauty therapy – make no mistake, at this level you are not a beauty therapist. You will need to recognise pre and post-operative complications, and will have to learn about medications specific to various specialties and conditions. You may need specific product and equipment training, and also to learn the protocols of the facility that you end up working in. You will need to know much about what the medical/surgical professional is doing for not only your own knowledge, but also for client education. Client care is what you will primarily want to spend all of your time with, however, there is much administrative responsibility, although precisely what this will be will depend on the nature and size of the type of facility.

CERTAINLY MORE DOCUMENTATION Client notes will be required to be documented for everything you do and in a way that is legally defensible. You will have legal responsibility for informed consent as you are the professional and must divulge all possible ramifications to the client of proposed treatment initiatives. It may be that you will write your notes directly into the client's medical record or have them adjunct to the medical record. The notes will need to be in accepted medical language and terminology and be in depth. The constant use and updating of consent forms and other information sources on each of the treatments and protocols becomes an important feature of your work load; not to mention the constant updating of your own knowledge across a broad array of subject matter.

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ACNE IS MORE COMPLICATED THAN DEALING WITH PUSTULES With acne, knowing the intricacies of what you are doing to the skin and how this affects not only the skin at the time, but also how it will affect it in the future, in association with everything else that is happening in other treatments, becomes of paramount importance. While you may not be able to change the hormonal composition of the client, allied health professionals will be able to via direct hormonal replacement or modulators and precursors; how this affects the skin and what you are doing to it needs to be known and recognised. Working in association with allied healthcare professionals will be an important adjunct to your client care in providing the best possible outcome. Perhaps within the same office practice you may have referral to herbalists, Traditional Chinese Medicine, naturopaths and acupuncturists to name a few. What may be on the surface a 'simple' looking case of acne may be caused by a multitude of factors, which you will need to be aware of if you will provide effective treatment. In many cases, the underlying causative factors must be identified and modulated if any treatment is to succeed. For the acne client, for example, are you aware of the possible causes â&#x20AC;&#x201C; is it outside of your expertise and qualification? What do you know about polycystic ovarian syndrome and how this may be a factor, or perhaps the client has an increased 5-alpha reductase load, which is really the problem. Perhaps you may be treating a client for acne without a full evaluation and consultation and not knowing that the client is also seeing a doctor and having photodynamic therapy (PDT). Do you know what this is and how it will affect the skin and your treatments? An endocrinologist may be required or an anti-ageing specialist who has expertise in hormonal fluctuations will be an adjunct to your treatment, as treating the acne will at best only keep a control mechanism in place and will not address the underlying causative

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factors; therefore you will not ever be able to remove the presentation of acne â&#x20AC;&#x201C; for the client you will have failed and they will go elsewhere. There is a myriad of situations you will find yourself in within the scope of your daily interactions with clients at the clinical level of care, and how well you will succeed will be your education and how this is applied. While it is possible at this time to work in the clinical area of aesthetics without a university degree, the increased technical ability and broadbased clinical knowledge required to successfully be a part of a client's integrated healthcare provision will steadily create a divide between what is currently known as beauty therapy and the clinical aesthetic specialist. Both will be required for different purpose is based on educational level and expertise. The clinical aesthetic specialist will rightfully be recognised as an important adjunct to successful cosmetic medical and surgical intervention, while the beauty therapist will undertake the ongoing surface cosmetic skincare needs in salon and spa-based treatments and home care advice.

FINALLY MOVING FROM INDUSTRY TO PROFESSION As we move from beauty therapy as an industry to aesthetics as a profession, university degree graduates will be required in greater numbers as government legislation may tighten the use of many of the current and future technological advanced modalities that will be available in the aesthetic profession. If this technology is to be used by the aesthetic professional, it will be their deep knowledge of scientific bioscience based in academic rigour that provides assurance to regulators that those with appropriate degree-based skill and underpinning knowledge have the capacity to use such advanced technology, rather than making it 'doctor only'. The future is no longer what we knew in the past and this requires a new way of thought process predicated in evidence-based science and not the folklore of the past.

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keyingredient

New Research on the BENEFITS OF BASIL ESSENTIAL OIL by Tina Viney In recent times there has been a renewed interest in basil â&#x20AC;&#x201C; both as a herb and an essential oil. I have especially picked this oil as I believer that its popularity is not coincidental, especially when you consider its benefits. While this amazing plant has numerous benefits, it is also important to note that it must be used with caution and in small doses as there are certain contra-indications that we will mention later in this article. Basil essential oil is extracted from the herb Ocimum basilicum, of the Lamiaceae (Labiatae) family. It is also known as European, French, common or sweet basil. In Ayurvedic medicine a variation known as Holy basil has been used for thousands of years for health purposes. Basil oil is now recognised as a good source of Vitamin A, magnesium, potassium, iron and calcium and this accounts for its benefits to the body and particularly to the nervous system.

CHEMICAL COMPOSITION If you are versed with chemistry, the chemical compounds of basil oil are quite diverse and interesting. They include a-pinene, camphene, b-pinene, myrcene, limonene, cis-ocimene, camphor, linalool, methyl chavicol, y-terpineol, citronellol, geraniol, methyl cinnamate and eugenol.

THERAPEUTIC PROPERTIES The therapeutic properties of basil oil are analgesic, antidepressant, antispasmodic, anti-venomous,

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carminative, cephalic, diaphoretic, digestive, emmenagogue, expectorant, febrifuge, insecticide, nervine, stomachic, sudorific, tonic and stimulant. For the skin basil is beneficial for sluggish and congested skin and is also great for insect bites as well as an insect repellent, however, it is predominantly used for its effect on the nervous system. Basil oil being is a top note makes it uplifting and refreshing. It is a great tonic for the treatment of nervous disorders and stress-related

headaches, migraines and allergies. It is used to clear the mind and relieve intellectual fatigue, while giving clarity and mental strength. For this reason it is a wonderful oil to incorporate as part of an antistress treatment plan.

review article published in the Indian Journal of Physiology and Pharmacology in 2005. These findings encourage further research into Holy basil's possible application in the treatment of diabetes, heart and liver disease and high cholesterol.

Basil also has a beneficial action on the respiratory tract and is often used for asthma, bronchitis and sinus infections. It is furthermore effective in cases of constipation, nausea, vomiting and cramp, and is also good when used for menstrual problems.

HERE IS JUST A BRIEF LIST OF SOME OF THE MEDICINAL PROPERTIES OF HOLY BASIL TO THE HUMAN BODY:

Due to its emmenagogue properties, it is often used to relieve scanty periods and normalising menstruation. Basil is also helpful in minimising uric acid in the blood, thus relieving gout and arthritis.

NEW RESEARCH FINDINGS In recent years modern scientific research conducted on Holy basil has concluded that it can offer several health benefits, the most powerful being its ability to enhance the body's immunity through its activity as an adaptogen. Two review articles published in the Indian Journal of Physiology and Pharmacology in 2005 and 2009 report that most research to date has been in vitro, or an artificial environment outside a living organism, and in animal studies. Only a few human studies have been conducted to validate the claims of the various ancient medical systems supporting Holy basil's many applications. However, preliminary findings of the numerous studies discussed in the articles appear to support many of the claims.

ADAPTOGENIC AND STRESS RESILIENCE Holy basil's primary virtue is in helping the body protect itself and recover from various forms of stress; that is, it is a potent adaptogen. It has been found to increase the body's efficient use of oxygen, enhance immune function, reduce inflammation and even protect against radiation damage. Holy basil also has antibiotic, antiviral and antifungal properties and is rich in antioxidants and other nutrients. By enhancing the body's natural bipolar adaptogenic homeostatic balancing capacity Holy basil helps return stressed physiological systems to normal, increasing the body's capacity to cope and adapt to changing and challenging environments, and reduces the negative physical and psychological effects of stress by supporting the production of cortisol.

Heart and Vascular Protection – Lowers dangerous cholesterol and stress-related high blood pressure, protects the heart and blood vessels, and has mild bloodthinning qualities, thereby decreasing the likelihood of strokes. Moderates blood glucose levels in diabetics. Holy basil protects against damage caused by foreign toxins in the blood (such as industrial chemicals). Antioxidant and Nutrition – Provides significant antioxidant and free radical scavenging protection. It neutralises dangerous biochemicals that contribute to premature ageing, cancer and degenerative diseases. Contains vitamins C and A, and minerals calcium, zinc and iron, as well as chlorophyll and many other phyto-nutrients. It also enhances the efficient digestion, absorption and use of nutrients from food and other herbs.

Immunity Support – Strengthens and modulates the immune system. Holy basil reduces allergic histamine, asthmatic and other adverse immune reactions.

Anti-inflammatory – Reduces the painful and dangerous inflammation that plays a key role in various forms of arthritis, cancer and degenerative neurological disorders.

Liver Support – Generally contributes to healthy liver function, improves the metabolic breakdown and elimination of dangerous chemicals in the blood, and counteracts various liver diseases.

Antibiotic Protection – Offers significant natural antibacterial, antiviral and antifungal properties and is, thereby, helpful in treating many serious systemic diseases, as well as localised infections.

Lung and Bronchial Support – In addition to contributing generally Adaptogens are what herbalists previously called tonics. These herbs help the body to cope with stressors such as physical exertion, toxins, lack of sleep and psychological distress. Many do this by stimulating the pituitary and adrenal glands. They also keep cells healthy by reducing production of stress-induced beta-lipoproteins that interfere with the energy flow to cells. This has been validated by a study conducted at Vanderbilt University in Nashville, Tennessee, USA.

to respiratory health, Holy basil has been shown to be helpful in the treatment of a variety of serious allergic, inflammatory and infectious disorders affecting the lungs and related tissues. Generally supports healthy pulmonary function.

Anti-Ageing Effects – Slows the biological ageing process by reducing the impact of physiological ageing factors – such as stress, free radicals and decreased immunity.

Eugenol – The therapeutic benefits of Holy basil are purported to be due to eugenol, a chemical compound that comprises a large part of the essential oil of the plant. Eugenol has been found to reduce blood sugar levels, the activity of certain diagnostic clinical enzymes, cholesterol and triglyceride levels and also act as a vasodilator, relaxing the arterial wall in animal-tissue studies, according to a

Radiation Protection – Reduces the cell and tissue damage caused by harmful rays of the sun, TV, computers, X-rays, radiation therapy, high altitude air travel, etc.

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PRECAUTIONS The key contra-indication of basil oil is for use during pregnancy and this because of its emmenagogue properties (inducing menstruation). For this reason it must be avoided entirely during pregnancy. On the other hand, while used in small doses it is highly beneficial for nervous conditions, and in very high doses it has been known to have a stupefying effect. It is also not recommended for use on children under 16 years. Since it can irritate a sensitive skin, it must be used with care on people with sensitive skins.

Energy and Performance – Improves stamina and endurance, and increases the body's efficiency in using oxygen. Holy basil also enhances protein synthesis. Allopathic Medicine Complement – Enhances the effectiveness and reduces the negative and often dangerous side-effects of many standard modern medical treatments. Antipyretic – Reduces fevers. Anabolic Effect – Enhances protein synthesis, muscle mass and strength. Benefits Skin – Reduces eczema, psoriasis and improves the overall health of the skin.

BASIL OIL BLENDS Although essential oils blend well with each other, Basil oil goes particularly well with oils such as: Bergamot, Black Pepper, Cedarwood, Fennel, Ginger, Geranium, Grapefruit, Lavender, Lemon, Marjoram, Neroli and Verbena.

IN CONCLUSION

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“I had spent thousands of dollars getting legal advice to address my staffing issues not to mention the stress. Then someone told me about APAN and I spoke to an expert there and immediately realised that I could have access to top information and expert advice so quickly and easily and at a very reasonable rate of just joining as a member. Now when I have a query or a question, I just flick an email to APAN and within the hour I receive expert industry advice or legal advice from their solicitors it's amazing. As a professional I know my information needs to be accurate and credible. Through APAN I have access to not only the best but I also get my needs met fast! Joining was the best decision I ever made. Linda Bentley, NSW

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Used knowledgeably and correctly, Basil essential oil can be a useful tool, especially in minimising the impact of stress – indeed, there is more to aromatherapy than lavender oil, so why not try basil, you will be amazed at its effectiveness.

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APAN

“My association with APAN is one that I greatly value. It is exciting to be part of a great organisation and a large professional network that can offer me expert support and credible advice. APAN has brought a new level of service that we have not experienced before and they have shown great

“I was going through a major business crisis and it was recommended to me to phone APAN to join and access their mentoring and consulting services. Within half an hour of speaking with Tina Viney I was given immediate expert advice and gained clarity on how to address the issue at hand. Tina presented me with some incredible advice and options that allowed me to solve my issue straight away. To think we can access on industry leader of her calibre for a small yearly fee is amazing. For her wealth of knowledge and expertise I expected to be paying my yearly fee as an hourly rate. I am sold on the value of my membership with APAN.” Jenny Good, ACT

integrity within the industry. Their commitment and passion for the good of the industry is inspirational. Whenever I have reached out to them they have always been very positive and resourceful. I have also found them very generous in giving above my expectations and helping me achieve my goals. Nella Faraone, Western Australia

It's not what we say about ourselves – it's what others say about us that matters!

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With a strong motto of members first APAN delivers what it promises. They are committed to your progress. Join the APAN Community of Practices. Invest in membership and reap the rewards. Phone 07 5593 0360.

Achieve Incredible skin results with Created By Nature Perfected By Science Harnessing the best of nature and perfected by the latest scientific technologies, Mila D'Opiz is the definitive product range for serious skincare professionals who only want the best.

70 years' experience with proven results Professional Brand reputation International ISO quality assurance 8 Specialty lines because your client is

an individual Cutting-edge advanced ingredients the latest peptides, antioxidants, nutriceuticals, plant hormones and stem cells Formulated to perform and presented with excellence Tested and proven for results Treatment-strength products Comprehensive retail range for face and body Excellent marketing support

Let MILA D'OPIZ show you the way to success.

For further details phone 1300 464 523, Email info@boutiquemonique.com.au www.boutiquemonique.com.au.

keyingredient

SPELT for HEALTH and SKINCARE While experts advocate the benefits of a gluten-free diet for the purpose of weight loss and better health, the humble spelt, while still part of the wheat family, is considered as a healthier option not only as a food source, but amazingly we are now seeing it also appearing for cosmetic use.

Spelt, also known as dinkel wheat, or hulled wheat, is a hexaploid species of wheat and an important staple in parts of Europe from the Bronze Age to medieval times. Spelt now survives as a relict crop in Central Europe and northern Spain and has found a new market as a health food. Spelt is sometimes considered a subspecies of the closely related common wheat species (T. aestivum), in which case its botanical name is considered to be Triticum aestivum subsp. Spelta. THE EVOLUTION OF SPELT Spelt has a complex history. It is a wheat species known from genetic evidence to have originated as a hybrid of a domesticated tetraploid wheat such as emmer wheat and the wild goat-grass Aegilops tauschii. This hybridisation must have taken place in the Near East because this is where Ae. tauschii grows, and it must have taken place prior to the appearance of bread wheat (Triticum aestivum, a hexaploid free-threshing derivative of spelt) in the archaeological record c. 8,000 years ago. Genetic evidence shows that spelt wheat can also arise as the result of hybridisation of bread wheat and emmer wheat, although only at some date following the initial Aegilops-tetraploid wheat hybridisation. The much later appearance of spelt in Europe might thus be the result of a later, second, hybridisation between emmer and bread wheat. Recent DNA evidence supports an independent origin for European spelt through this hybridisation.

Whether spelt has two separate origins in Asia and Europe, or single origin in the Near East, is currently unresolved. EARLY HISTORY References to the cultivation of spelt wheat in Biblical times (see matzo), in ancient Egypt and Mesopotamia and in ancient Greece are incorrect and result from confusion with emmer wheat. Nevertheless, as a Triticum species, spelt is still forbidden for use during the Jewish holiday of Passover, except in the form of matzo.

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LATER HISTORY In the Middle Ages, spelt was cultivated in parts of Switzerland, Tyrol and Germany, while it was introduced to the United States in the 1890s. In the 20th century, spelt was replaced by bread wheat in almost all areas where it was still grown. The organic farming movement revived its popularity somewhat towards the end of the century, as spelt requires fewer fertilisers. NUTRITION Spelt contains about 57.9 per cent carbohydrates (excluding 9.2 per cent fibre), 17.0 per cent protein and 3.0 per cent fat, as well as dietary minerals and vitamins. As it contains a moderate amount of gluten, it is suitable for some baking. Because spelt contains gluten, it is not suitable for people with coeliac disease. Nonetheless, many other people with allergies or intolerances to common wheat can tolerate spelt. AS A FOOD SOURCE Spelt flour is becoming more easily available, being sold in health stores throughout Australia for several years. It is also sold in the form of a coarse, pale bread, similar in colour and in texture to light rye breads, but with a slightly sweet and nutty flavour. Biscuits and crackers are also produced, but are more likely to be found in a specialty bakery or health-food store than in a regular grocer's shop. Spelt pasta is also available in health-food stores and specialty shops.

regenerative properties of the skin. Originally described extensively by Hildegard von Bingen, a German nun living between 1098 to 1179, it is today regaining popularity based on its beneficial properties. In SPELT UNCOOKED Germany it is used extensively for the treatment Nutritional value per 100 g (3.5 oz) of dermatitis.

Energy Carbohydrates - Starch - Dietary fibre Fat - polyunsaturated Protein Water Thiamine (vit. B1) Riboflavin (vit. B2) Niacin (vit. B3) Vitamin B6 Folate (vit. B9) Vitamin E Iron Magnesium Phosphorus Zinc

1,415 kJ (338 kcal) 70.19 g 53.92 g 10.7 g 2.43 g 1.258 g 14.57 g 11.02 g 0.364 mg (32%) 0.113 mg (9%) 6.843 mg (46%) 0.230 mg (18%) 45 Îźg (11%) 0.79 mg (5%) 4.44 mg (34%) 136 mg (38%) 401 mg (57%) 3.28 mg (35%)

Spelt is also sold as rolled flakes. It is available in the bulk section of health-food stores and food shops and can be substituted for or combined with other grain flakes in oatmeal and eaten as a cereal, or even used in biscuits. The flavour is very similar to oatmeal, with a nutty profile. Cooking time also is similar to whole-flake oatmeal. SPELT IN COSMETIC USE Spelt has been known since antiquity for its healing and

Spelt is relatively high in proteins, vitamins, minerals, amino acids and trace elements. As many as 16 different linolic and oleic acids have been isolated. It contains B vitamins, which control the metabolism of carbohydrates, fats and proteins. Minerals include potassium, calcium, iron, managanese, copper and zinc and numerous other micronutrients as our chart indicates. For cosmetic use you can find it in Dr. Spiller's Enzyme Peeling Mask, which is suitable for all skin types. The powder, which has a faint aroma similar to wheat, is mixed with water then applied to the skin.

It is massaged firmly, under steam, for 10 minutes. In case of rosacea or extremely sensitised skin the massage is omitted; the mask is applied and left for 10 minutes under steam.

The plant phytoenzymes have a dissolving effect on the horny layer of the skin, similar to papain. Mature skin damaged by the sun appears smoother, softer and brighter. In case of impure skin, extractions are much easier to perform, with less damage to the skin surface. APJ 81

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Travel Insurance

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for peace of mind when you travel AFS Licenece 240954

ace insurance

APAN TRAVEL INSURANCE

Offering you greater protection when you travel By Mark D Viney Earlier this year APAN announced the launch of a highly competitive TRAVEL INSURANCE cover for APAN members, industry professionals and their friends and family, offering them greater protection when they travelled. This cover is provided in conjunction with The Sparrow Group, Insurance House Group and Ace Insurance. Now that time has passed since its launch I thought it may be a good time to review what it is and what it offers.

Australia

APAN One-Trip Travel Insurance Cover

Schedule of Benefits 2) Additional Expenses 2.1 Resumption of Journey (sub limit) 2.2 Special Events (sub limit) 2.4 If You Die (sub limit)

Essentials $15,000 $3,000 $2,000 $10,000

Premium $15,000 $3,000 $2,000 $10,000

3) Loss of Deposits and Cancellation Charges Travel Agent’s Cancellation Fee (sub limit)

$10,000

$15,000

Lesser of AUD750 or 15% of the refundable amount

$2,000

$5,000

A. APAN ONE-TRIP TRAVEL INSURANCE

4) Luggage and Travel Documents 4.1 Loss, Theft or Damage a) Item Limit (each item) b) Video & Electrical Equipment (sub limit)

$500 $1,000

$1,000 $1,500

APAN One-Trip Travel Insurance has 5 plans for you to choose from: 1. Worldwide – Americas and Africa (compulsory if more than 20%

4.2 Delayed Luggage Allowance a) More than 24 hours (sub limit) b) More than 72 hours (sub limit)

$500 $1,000

5) Rental Vehicle Excess

$3,000

6) Travel Delay Accommodation

$850

When You First Look At The APAN Travel Insurance You Are Faced With Two Main Options: A. APAN One-Trip Travel Insurance Cover B. APAN Annual Travel Insurance Cover

of Your Journey is in the Americas and/or Africa) and locations covered by Plans Worldwide excluding the Americas and Africa, South-East Asia, New Zealand/Pacific Islands and Domestic. 2. Worldwide excluding the Americas & Africa – UK, Europe, Japan, Hong Kong, China, the Middle East, and Indian SubContinent and locations covered by Plans South East Asia, New Zealand/Pacific Islands and Domestic. * 3. South-East Asia – South-East Asia and locations covered by Plans New Zealand/Pacific Islands and Domestic. * 4. New Zealand/Pacific Islands – New Zealand, Indonesia, South West Pacific and locations covered by Plan Domestic.* 5. Domestic – Australia Only *Covered locations include the Americas and Africa if less than 20% of Your Journey occurs in the Americas and/or Africa.

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7) Personal Liability

$200,000

8) Accidental Loss of Life & Permanent Loss Maximum amount for Dependant Children: a) Accidental Loss of Life – Children b) Permanent Loss

$20,000

$25,000

$1,000 $10,000

Excess: The excess is the first amount of a claim which You must bear. We do not pay for this amount. The Policy excess is AUD50 for the domestic plan (including GST).

You can be covered for journeys of up to six months under the APAN One-Trip Travel Insurance. If you're travelling more than once per year, you may want to consider obtaining a quote for APAN Annual Travel Insurance. The Annual Travel Insurance policy starts from $465 for a Worldwide Plan.

APAN One-Trip Travel Insurance Cover

Schedule of Benefits

APAN One-Trip Travel Insurance (International plans) has three levels of cover to choose from: ! Essentials ! Premium ! Elite

Worldwide

1) Overseas Medical and Dental Expenses

Essentials Premium Unlimited Unlimited

Elite Unlimited

2) Additional Expenses 2.1 Resumption of Journey (sub limit) 2.2 Special Events (sub limit) 2.4 If You Die (sub limit)

Unlimited $3,000 $2,000 $10,000

$15,000

Unlimited

AUD750 or 15% of the refundable amount

Lesser of AUD750 or 15% of the refundable amount

$5,000

$10,000

$20,000

$500 $3,500

$1,000 $3,500

$1,500 $3,500

$250 $750

$500 $1,000

$750 $1,500

3) Loss of Deposits and Cancellation Charges $10,000 Travel Agent’s Cancellation Fee (sub limit) Lesser of

4) Luggage and Travel Documents 4.1 Loss, Theft or Damage a) Item Limit (each item) b) Video & Electrical Equipment (sub limit) 4.2 Delayed Luggage Allowance a) More than 24 hours (sub limit) b) More than 72 hours (sub limit) 5) Replacement of Money

$200

6) Rental Vehicle Excess

$3,000

$5,000

$250

$500

$100 $200

$150 $300

7) Travel Delay Accommodation 8) Flight Delay 4 hour Flight Delay 12 hour 9) Cash in Hospital (a) Daily Amount (b) Maximum Amount

$100 $5,000

$100 $10,000

$150 $15,000

10) Public Transport Hijacking (a) Daily Amount (b) Maximum Amount

$1,000 $15,000

11) Personal Liability

$2,000,000 $3,000,000 $5,000,000

12) Accidental Loss of Life & Permanent Loss $20,000 Maximum amount for Dependent Children: (a) Accidental Loss of Life- Children $1,000 (b) Permanent Loss $10,000

$25,000

$50,000

$1,000 $10,000

13) Credit Card Benefit

$2,500

14) Legal expenses

$5,000

Excess: The excess is the first amount of a claim which You must bear. We do not pay for this amount. The Policy excess is AUD100 for international plans (GST is not applicable for international plans).

APAN One-Trip Travel Insurance (Domestic Plan) is also available and has two levels of cover: ! Essentials ! Premium You will also need to select either Single or Joint cover: Single Cover – Cover for the Insured and Dependant Children and two (2) other Unrelated Children provided they are travelling with the Insured on a Journey.

Joint Cover – Cover for the Insured and Spouse/Partner and Dependant Children and two (2) Unrelated Children provided they are travelling with the Insured on a Journey. Dependant Children and two (2) Unrelated Children are covered for free when the Insured purchases this Policy. There is no restriction on the number of Dependant Children covered, but all Dependant Children and Unrelated Children must be named on the Policy. The maximum benefit amount We will pay for claims by You (the Insured) and any other persons covered, including Dependant Children and Unrelated Children, is twice the benefit shown in the two tables to the left. The two tables shown on the left summarises the benefits we can provide. Please refer to the APAN One-Trip Travel Insurance Combined Financial Services Guide, Policy Wording and Product Disclosure Statement (PDS) for detailed descriptions of the cover and the terms, condition and exclusions. This is found at https://secure.acetravelinsurance.com/aceStatic/ACETrav el/ATIAU/files/APAN/PolicyWording_OneTrip.pdf If You are travelling with Dependant Children and/or two (2) Unrelated Children on either Single or Joint Cover, the maximum benefit amounts We will pay for claims by You and any other persons covered (including the Dependant Children and/or two (2) Unrelated Children) is twice the benefit shown in the two tables to the left. The references to Sections in the Tables are references to the relevant Section in the PDS. Due to legislation in Australia, medical expenses for treatment and services received in Australia are not payable under this Policy.

As you can see the benefits are very comprehensive.

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B. APAN ANNUAL TRAVEL INSURANCE HAS TWO PLANS FOR YOU TO CHOOSE FROM: 1. Worldwide Plan – covering everything but Australia for trips up to 90 days 2. Domestic Plan – covering only Australia for trips up to 45 days If you wish to take a journey exceeding this time then you should consider the APAN One-Trip Travel Insurance policy, which covers trips of up to six months.

You will also need to select either Single or Joint cover, which is the same as for the APAN One-Trip Travel Insurance Cover.

SUMMARY OF BENEFITS The APAN Annual Travel Insurance Cover Schedule of Benefits equates to the APAN One-Trip Travel Insurance Cover Premium level with two slight differences. 1. Under section 3 “Loss of Deposits and Cancellation Charges” the Worldwide Plan is $20,000 rather than $15,000. The Domestic Plan is identical. 2. Under section 6 there is a “Return of Rental Vehicle” valued at $500 for both the Worldwide Plan and the Domestic Plan. Please refer to the APAN Annual Trip Travel Insurance Combined Financial Services Guide and Policy Wording and Product Disclosure Statement (PDS) found at https://secure.acetravelinsurance.com/ace Static/ACETravel/ATIAU/files/APAN/Po licyWording_Annual.pdf for detailed descriptions of the cover and the terms, condition and exclusions. Maximum benefit limits apply, as summarised in this Table. Where specified, sub limits also apply.

SO WHEN IS THE APAN ANNUAL TRAVEL INSURANCE COVER BETTER VALUE THAN THE APAN ONE-TRIP TRAVEL INSURANCE COVER? This not a simple question to answer. Obviously the more travel you do in the year the more likelihood the annual cover will be a better fit. When I played with the quoting tool to see the pricing difference

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between the two options, I found it could take less than two single trips and as many as four to be cost effective to take the annual plan over purchasing a one-trip cover. The variation in the APAN One-Trip Travel Insurance Cover quote depends on the time of year you take your trip, the areas of the world you are travelling to, and of course the level of cover you select (either Essential, Premium or Elite).

HOW DOES THE PRICE STACK UP WITH OTHER TRAVEL INSURANCE DEALS? Having just finished planning a trip to Europe I decided to compare the price of one-trip travel insurance with the discounted travel insurance offered by the travel site. The trip is for 20 days to Europe and I found that the quote I got from APAN Onetrip Travel Insurance was about 30% cheaper than the one on the travel site. This unique and innovative Travel Insurance product provides you with not only the standard cover of medical and luggage benefits but much more – offering you greater protection when you travel. With holiday season on us get covered today. For a small premium you now can travel with peace of mind.

IMPORTANT QUALIFICATIONS TO BE ELIGIBLE TO TAKE ANY OF THE APAN TRAVEL INSURANCE COVER

! ! !

You are not aware of any circumstance which is likely to give rise to a claim before You take up this insurance. You are a resident of Australia. Cover is available for Journeys taken during the Period of Insurance, subject to your Policy terms, conditions and exclusions. Please note that some benefits are not available for domestic Journeys or parts of Journeys.

Journey means the period commencing at the time You leave Your Home to start Your journey and ceasing at the time You return to Your Home, provided the journey: a. commences while this Policy is in force; and b. has either an interstate or overseas destination or, if intrastate (i.e. within the State You normally reside) involves You travelling more than a one-hundred (100) kilometre radius from Your Home. c. is for a period not greater than ninety (90) consecutive days International Plan or forty-five (45) days Domestic Plan.

AGE LIMITS Adults taking this cover From eighteen (18) years of age, up to and including sixty-nine (69) years of age. Dependant Children and Unrelated Children up to and including eighteen (18) years of age, or twenty-one (21) years of age if full-time students at an accredited institution of higher learning. Due to legislation in Australia, medical expenses for treatment and services provided in Australia are not payable under these Policies.

For further information visit www.apanetwork.com In just 5 minutes you can complete your cover on-line. APAN – Continuing to provide valueadded products and services. APAN Travel Insurance is issued and underwritten by ACE Insurance Limited ABN 23 001 642 020, AFSL No. 239687 (ACE), distributed by Insurance House ABN 33 006 500 072, AFSL No, 240954 (IH) through The trustee for the Sparrow Trust as AR340080 for IH with ABN 45 378 606 339 (The Sparrow Group) and promoted by Aesthetic Practitioners Advisory Network Pty Ltd ABN 25 136 987 169 (APAN). ACE, IH, The Sparrow Group and APAN only provide general advice, and do not consider your objectives, financial situation or needs. To decide if this product is right for you, please read the APAN One Trip Travel Insurance Policy Wording and Product Disclosure Statement (PDS) and APAN Annual Travel Insurance Policy Wording and Product Disclosure Statement (PDS). Please also see the ACE Financial Services Guide and ACE Privacy Policy. Terms, conditions and exclusions apply.

insurance

Protecting your reputation and your investments By Suzanne Sparrow-Crisp As with many industries competition is fierce and the insurance industry is no exception. We all want a good deal at the best possible price, but is price the only issue to consider when it comes to insurance, and when can cost-cutting actually come at the expense of your risk? APAN works closely with The Sparrow Group to ensure that they provide its members with the most comprehensive and appropriate cover at the best possible price. Unlike other organisations, APAN do not receive any commissions for introducing their members to them. Their sole objective is to negotiate excellent services and great insurance policies that will give their members peace of mind at the most cost-effective price.

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We recently caught up with company director Sue Sparrow-Crisp and questioned her on some key issues of interest to our members.

APJ 1: When it comes to insurance what does The Sparrow Group offer salons and clinics that allows you to fulfil your duty of care to your own ethical standards? Sue: We place a great deal of importance in understanding our clients and their needs, so effective communication is our primary goal. Unless we understand our clients' needs and what they are looking for it is impossible to tailor a policy that will appropriately suit them. For example, some businesses are very keen to get the best possible cover for all the activities they perform and to ensure adequate and accurate

protection of their assets in the case of theft or damage. On the other hand, another business may only want the very bare minimum cover. They have the prerogative to make that choice, however, in those instances it is important that we spell out the exact extent of their cover and what it will and won't do for them so that the client can make an informed decision. Ethics and duty of care compel us to listen to our clients and then present them with the most credible option for protection, while also educating them on the extent of their cover and what they can expect from it.

APJ 2: Why doesn't a one-size-fits-all insurance work? Can you give us examples of risks with simpleoff-the-self insurance cover? Sue: Many insurance companies pre-package insurance policies as â&#x20AC;&#x153;off the shelfâ&#x20AC;? products. These policies have limitations and carry certain risks. They don't allow choice as they are pre-packaged. They do provide a level of protection, but lack any real fit to the business's needs. For example, if you have a $50,000 IPL machine and this is damaged or stolen, you may find that this item is not covered because it doesn't fit into the package. We have experienced clients who discovered that certain activities such as skin needling, LED light, and ultrasonic cavitation were not covered because the services were not itemised in their policy. You often don't know until an incident occurs that you were not covered for some specific item. We insist in always itemising our client's services and assets to ensure that such incidents are eliminated.

APJ 3: What are the most important issues that need to be in place to ensure a salon gets the best quote for their insurance quickly and efficiently? Sue: When you contact us we like to set a time that we can talk to you for approximately 10 minutes to accurately determine your insurance needs. We seek to learn detailed information of your previous insurance as well as detailed information on the treatments you provide, stock and equipment. We also look at the needs of your demographics and the specific needs to your particular environment.

This is because we believe that two businesses are never the same. It is useful that you gather that information to present to us during our initial discussion. We can then go away and find the best possible fit for your insurance protection and to offer you correct cover. That way we can satisfy the underwriters with the information they need so that there are no surprises. While we do occasionally put together a group insurance with a basic cover, which we have done jointly with APAN and their members, we still like our clients to compete a form that itemises the exact activities they perform. This is so that we can assure them of the extent and perimeters of their cover.

Q 4: Do you deliver a product or a service or both, and how important is it that the client co-operates with you for best quote and cover? Sue: Effective insurance products are contingent on effective communication and quality customer service. Tailoring products to fit the client's needs and requirements is so important. At renewal time we don't just send off a quotation renewal, we also require that our client complete a new application form to determine how the business has changed. We have seen businesses where their stock, for instance, went up over the years to a current value of $400,000 and yet they were still insured for just $40,000. In the event that the business was robbed or burnt down they would not be covered for the difference. For a small difference in their premium they could have peace of mind that they are correctly covered for any contingency. Many of our clients are amazed that we can secure them a better cover than they had before and often at a much cheaper rate. Additionally, you may have provided services with certain equipment last year that you no longer provide, but you are still paying insurance for these services. A tailored policy does not necessarily mean a more expensive one, but it does mean great peace of mind. Effective communication is so important to ensure the best possible outcome for the client. This is why when hiring staff we look for communication and people skills as a chief priority in the staff selection process.

APJ 5: Does The Sparrow Group provide any extra benefits to APAN Members, and how has your involvement with APAN allowed you to offer the best possible products and services to the aesthetics and beauty industry? Sue: Our frequent discussions with APAN allow us to better understand new services that are constantly entering the market. As a result we can provide the industry better cover because of the benefit of their knowledge. For example, in recent times we have been able to offer cover for such activities as ultrasonic cavitation, injectibles, cosmetic tattoo, various peels, Laser and IPL, Fraxel lasers, tattoo removal, skin needling and even platelet-rich plasma injections. As we identify industry needs we can then proceed to cover them. APAN assists us to identify qualifications and training requirements as well as risk-management requirements. This collaborative arrangement with a leading industry body allows us to provide the industry with quality service and products that can appropriately cover current industry activities and not just standard procedures.

To contact Suzanne Sparrow-Crisp at The Sparrow Group phone: 07 5502 8326 or email: sue@thesparrowgroup.com.au APJ 87

productinnovations REVOLUTIONARY New Makeup Final Touch

MAKEUP THAT IS GOOD FOR THE SKIN Explore the jane iredale line of natural, long-wearing mineral foundations that nourish and protect the skin while showing your most even, fresh complexion. Discover concealers that reveal your beauty instead of just concealing it. Enjoy mattifiers that tame the shine, while they help your skin to become more balanced. All created in different formulations to suit your needs, and in shades to flatter a wide range of skin tones. For the festive season jane iredale has also released some amazing new â&#x20AC;&#x153;musthaveâ&#x20AC;? product innovation to excite even the most fastidious client. For details visit www.janeiredale.com.au,

www.margifox.com.au or phone 1300 850 008.

Swiss brand Mila d' Opiz is breaking new ground in developing an innovative collection of makeup essentials. They provide essential Final Touch for every woman's appearance. A skin care makeup line with moisturising ingredients to ensure a beautiful, flawless and protected skin. Final Touch is a compact collection with nourishing and hydrating components with distinctive skin shades that aim to diffuse a natural and even look. The concept was to create natural shades and involve absolute skin care for a beautiful and healthy skin using natural ingredients new-generation antioxidants such as Venuceane, Rhamnosoft for cell repair that alleviates irritations, Syringa vulagris and Corallina Officinali to protect the skin from the damage of photoageing. Contact

Mila d'Opiz Swiss Beauty and Boutique Monique Ph: 1300 464523.

Let's get ready for Summer With Mila d'Opiz Skin Vital, Suncare UV-A and UV-B are the known rays that cause trauma to the skin. UV-A radiation is responsible for early skin ageing, while UV-B radiation causes sunburn. Both radiations contribute to the development of skin cancer. If sun protection products have higher UV-A protection it can provisionally protect from skin ageing. Mila d'Opiz for aesthetic reasons uses chemical and physical filters in their sun protection products. Light protection filters protect the skin from UV-radiation and chemical light protection filters are formulated to be absorbed into the upper skin layers and reflect UV-rays. Physical light protection filters are insoluble substances. They are not absorbed by the skin layers instead they reflect UV-rays off the skin surface. Mila d' Opiz Skin Vital Suncare with 50+ protection offers a further 6% protection against UV-A and UV-B.

For further details contact Mila d'Opiz Swiss Beauty & Boutique Monique Ph: 1300 464523.

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Say Hello to SKEYNDOR'S BB CREAM AGE DEFENCE SPF15 BB is the hottest makeup trend to hit our shores for its wow factor and is Skeyndor's new product release BB Cream Age Defence SPF15. Like a tinted moisturiser only much, much better. This overachiever hydrates and evens out skin tone and, being a brilliant multi-tasker, packs a punch with anti-ageing superstar ingredients and then lets us finish with broad spectrum protection. Skeyndor's BB Cream treats the complexion with an amazing dose of serious actives such as Italine-T, plus an extract from Italian tomato and broccoli that is rich in antioxidants and lycopene to stave off free radical damage and alpha-lipoic acid to smooth out lines, as well as a potent bioactive tetra-peptide that turns on collagen production to stimulate repair and renewal deep down in the skin. An all-round finisher and skin booster that your clients will love. Contact Vogue Image Group 1800 55 4545

Sorisa IMPACT The alternative to liposuction that works at the speed of sound

AHAVA AUSTRALIA LEADS THE WORLD AHAVA AUSTRALIA stockists have been awarded the highest ratio of AHAVA FACE CARE retail sales of any country in the world, including the largest AHAVA market, the USA. Congratulations to all of our fabulous and hard-working stockists who have made this significant milestone possible. AHAVA are the undisputed world leaders in Dead Sea Mineral Therapies and deliver skin-friendly and environmentally sustainable products for face, body and spa that work at realistic prices. Call today and find out how you can increase your retail sales with these amazing mineral-rich products that offer benefits beyond cosmetic. Contact Skin Factors TOLL FREE 1800 824 282.

The Sorisa IMPACT is the latest technological advancement that has a significant and measureable effect on localised areas of fat, reduction of cellulite and skin flaccidity. SORISA uses the cutting edge ultrasound cavitation technique with electroporation to multiply the effects of the procedure, redefining and sculpting the figure, diminishing cellulite and localised areas of fat. Cavitation is a specific technology that generates deeper and slower penetrating waves that are directed at the fat cell layers of the skin to dissolve these fat cells and significantly reduce the volume of fatty tissue. It is designed to target the thighs, hips, abdomen, disrupting the fat cells without damaging the surrounding tissues. The fat is then eliminated from the body naturally through the lymphatic system. The procedure is based on therapeutic ultrasonic energy (an energy that can result in the destruction of fat cells) to speed up the fat-reduction process and the combined action of electroporation and a highly concentrated active gel that works in synergy to sculpt the body and offer significant cm loss. For

more information on this latest technology please call Vogue Image Group on 1 800 554 545 or (03) 9821 0033.

NEW HARMONY PROFESSIONAL SPA TREATMENTS FROM SRANROM Sranrom Harmony is all about staying balanced and reconnecting mind and body with the beauty of nature. Ignite the senses and replenish the skin through their pure, aromatic and exotic products. For thousands of years we have shared nature's incredible bounty, its wonders are a gift, a reminder that we should not strive to alter or conflict with our world, but to connect with it. The new professional spa body treatments from Sranrom are unique and innovative, offering quality ingredients and treatment options at a low cost. They can be performed in both a wet or dry room set-up, and are also backed with a comprehensive range of gorgeous retail products that are sure to please your clients, especial at this time of the year when a unique gift is in demand. Sranrom Harmony offers four niche ranges: Vitality – Aromatic/Exotic with an herbal scrub and Reduced Fine Lines, Wrinkles and Crows feet mask. Youthful Body Treatment – Antioxidant, hydrating and wrinkle defying offering two products for a delightful full body treatment. Youthful Hand Treatment – Hydrating, nourishing and skin brightening delivered through a scrub, mask and cream. Fizzy Feet Treat – Leaving your clients energised and feeling like they are SIMPLY UNBEATABLE walking on air delivered through a fabulous foot AWESOME, STUNNING RESULTS soak product, foot scrub and a delicious foot massage cream. Contact Dynamic Skin Solutions JYUNKA AUSTRALIA

JYUNKA Anti-Ageing No Empty Promises

Guaranteed Results

M+ & BOTO CAVIAR

02 9 525 8368.

Phone 03 9821 0355 email: enquiry@jyunka.com.au, www.jyunka.com.au

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MAKEUP THAT GOES BEYOND COLOUR Fresher skin will take years off your clients and Skeyndor new Makeup treatment line has just been launched and is designed to be part of your clients' anti-ageing strategy. For a prestigious “Colour Experience”, the new makeup treatment line features the same wrinkle-fighting ingredients found in their skincare. It combines antiageing ingredients such as peptides, hyaluronic acid, de-puffing agents and complexion brightening vitamins together with skinloving extracts of hawthorne and clover as well as line-softening mineral pigments to deliver amazing texture and colour. For more

information on Skeyndor's latest treatments and product range Contact Vogue Image Group 1800 55 4545

Wonderful protection against PHOTOAGEING Sunscreen is the most important weapon in the fight against UV radiation induced photoageing and skin disease. However, latest studies show that the skin also needs a second line of protection to enhance the skin’s own defence system and guard the entire skin structure, particularly deep down into the dermis. Use of potent antioxidants and antiinflammatory ingredients are the key factors. Christina COSMECEUTICALS Fluoroxygen + C Day Serum contains 20% L-Ascorbic Acid, Alpha Lipoic Acid, Lycopene, Vit E & A in a highly stable formula that is non-oxidising and colourant-free! For more information call

Skin Factors on TOLL FREE 1800 824 282.

HIGHLY SUCCESSFUL SKINCARE COSMECEUTICALS & INNER HEALTH SOLUTIONS CERUTOX and Emma Vita Wellness skincare offer you products that utilise the most up-to-date scientifically-validated and clinically proven ingredients – Hyaluronic acid, peptides such as Argireline (Acetyl Hexapeptide-3) and Matrixil 3000, Centella Asiatica, Apple Stem Cells, Vitamins, Minerals and cell-regenerating essential oils contribute to a highly effective skincare range. They also offer four products for internal detoxification and wellbeing. Green Coffee 8000 is a tasty antioxidant drink enriched with Ganoderma lucidum (Reishi), while Acai Berry Coffee 8000 contains a unique combination of the finest Arabica green coffee beans and Acai berry – a powerful antioxidant that helps assist in weight management. Two additional products are dried fruit with probiotic properties: Happy Dried Plum and Happy Dried Mini Orange to help promote healthy bacteria in the gut for maximum vitamin and mineral absorption. Beauty from within will further support your topical treatments for more comprehensive and longer-lasting results. Contact Emma Vita Wellness for details and mention this APJ ad for your special offer. Ph: 02 9328 3152 or email emmavita@live.com

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GET READY FOR VALENTINE'S DAY

Happy Valentine’s Day

Give your clients a reason to spend with you for Valentine's Day with APAN's gorgeous Valentine's Day Gift Cards. Featuring a wonderful bunch of ruby red roses with a high gloss finish they make an enticing reminder that Valentine's Day is just around the corner. Promote them through your newsletter and let clients know that partners are welcome to purchase something special on their behalf. Purchase a pack of 50 for just $38 postage included. Purchase 100 for $75 or buy a mixture of our wonderful cards 150 cards for just $128. Visit www.apanetwork.com to view the full

from the one who

Loves You

selection of 11 cards or phone us on 07 5593 0360 for your order.

OPTIMISE FAT-LOSS WITH SKEYNDOR'S BODYSCULPT BODYSCULPT is the latest body treatment skincare from Skeyndor that uses the best fat-burning ingredients and the latest in stem cell technology to not only reduce the appearance of stubborn fatty/cellulite prone areas, but also prevent them from coming back. Using innovative Japanese Parsley BODYSCULPT, which inhibits fat stem cell receptors by blocking the message to mature and therefore help reduce the chances of them storing fat. Other actives, including dandelion, goldenrod, lemon and butcher's broom, help improve circulation and reduce fluid retention. For more information on Skeyndor's latest

treatments and product contact Vogue Image Group 1800 55 45 45.

BIOELEMENTS SLEEPWEAR FOR HANDS Sleep is essential for recharging the body and mind and hands also require an anti-ageing strategy. ® ® Bioelements Sleepwear for Hands, the newest addition to the Sleepwear® collection is designed for the professional aesthetician and formulated for at-home use. ® ® Bioelements Sleepwear for Hands defends against rough hands, working overnight to smooth and plump dry, wrinkled, sun- damaged skin. ®

Featuring Bioelements trusted Sleepwear® “dream team” formula, a groundbreaking blend of calcium (to protect and smooth), peptides (to tone) and cranberry seed oil (to nourish) – a potent anti-ageing formula for the hands that works while you sleep to dramatically improve skin's appearance.

For further details on this amazing range contact Absolute Spa Email: jai@absolutespa.com.au, Phone: (03) 9464 4466

EXTREME BY NATURE EXPANDS AHAVA launched their new EXTREME FIRMING EYE CREAM to join their growing range of AHAVA REVITALISE highly-advanced age-defying products, which are a symbiosis of ingredients from the highest and lowest points on the planet. Independent tests performed under the supervision of a professor in dermatology show that after four weeks of application of the eye cream once per day, 86% of the 52 users reported that their skin looks and feels firmer, confirmed a significant decline in eye wrinkles and stated their eye zone looked more youthful. For more information

call Skin Factors on TOLL FREE 1800 824 282.

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salonprofile

Success on the WINGS OF ATTITUDE

Rennae McKeown is one of the most charming people you could ever meet. She is joyful and full of positive energy and enthusiasm and this resonates in the great results she is achieving with her clients and in the success of her business. Successful people have a secret and Rannae's is due to her unbridled passion for her work and her insatiable appetite for constantly growing her knowledge. We trust that you may capture some of that wonderful spirit she exudes through this interview where she shares with us on matters that are close to her heart and on how she runs her business with her business partner, Paul Sortino.

APJ 1: How many years have you been in this industry and what made you study beauty therapy? Rennae: I have been a trained beauty therapist for 15 years, having gained my Diploma at the West Melbourne Institute of TAFE, which has now become Victoria University. My interest into the field of aesthetics was instigated out of my frustration to clear my own skin, suffering from teenage breakouts. However, from a very early age I always had a fascination with creams and potions and attempted my own formulations making mud packs in our kitchen in an attempt to fix my own skin. So it would seem that I had a strong passion and interest in both skin therapy and cosmetics from as long as I can remember.

APJ 2: What aspect of your work do you enjoy best? Rennae: I have to say that I thoroughly enjoy enabling clients achieve their skincare goals, particularly those who have challenging concerns. It is also incredibly fulfilling to know that when I have reached a stagnant situation I can refer them to my business partner and naturopath Paul Sortino, who will thoroughly investigate the

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internal cause and address the root of the problem and not just the symptomatic issues that appear on the surface. It is very fulfilling for me to see amazing results being achieved through this collaboration of looking at the internal as well as the external for a more holistic, comprehensive and overall beneficial approach for the clientsâ&#x20AC;&#x2122; total wellness and health.

APJ 3: What is Natspa's primary philosophy when it comes to how you practice? Rennae: Our philosophy is to under-promise and over-deliver. We don't ever promise we can fix things 100%, but once we take a client on we go out of our way to research and investigate how we can achieve the very best results for their condition. We always take the next level to address both the internal and external. We are fortunate that our naturopath works full-time here, and being the business partner he has his own room within the spa. He is highly qualified and has practiced for 25 years, so I feel confident that our clients will get the very best of care from our combined services. If I am experiencing a challenge then I hand them over to Paul, who does a thorough health evaluation on them and examines gut health, toxicity levels as well as hormonal levels. Bringing all this into balance allows me to achieve some amazing results that would not be possible if the body was struggling internally with inflammation and other issues of imbalance.

APJ 4: Give us the three most important things that you believe attribute to your success? Rennae: I would have to say to have such a wonderful supportive team makes my work so rewarding and a real pleasure, because having extra dimensions to our client care contributes to the success of the treatment outcome. This wonderful team spirit brings out the best in me. It also allows you to not be afraid of a challenging situation

because whatever I cannot resolve on my own we usually find the solution as a team. Integrated therapies is really the future of aesthetics, and with so many new areas to gain information from, education is a rewarding and ongoing pursuit for all of us. We also have similar philosophies and passions as a team â&#x20AC;&#x201C; we love learning, we love our work with a passion and we also attempt to achieve a good work/life balance that gives us a lot of contentment and job satisfaction, and that positive attitude is also reflected in our work.

APJ 5: What kind of improvement have you seen with your clients' skin results when they have received internal health support? Rennae: I have to say that the areas that we are seeing marked results is in acne, teenage skin and rosacea. I believe the great success with both these conditions is that they are primarily addressed through appropriate nutritional supplements such as zinc and fish oil, but also support through a thorough gut cleansing that minimises harmful bacteria and calms biological inflammation, which makes a huge difference to the skin. This is both satisfying to the clients as well as to us. We get a great deal of job satisfaction knowing that we are achieving happy clients who are thrilled with their results.

APJ 6: What treatments do you provide in your spa and why? Rennae: We provide a wide variety of skin treatments for every skin type and condition. We use IPL, Laser, Microdermabrasion and peels and we use high performance treatment products such as Babor and Ultraceuticals. We also provide body treatments, hand and foot treatments as well as mineral makeup. We try to provide a broad spectrum of services. But most importantly our point of difference is that we promote and nurture health ageing. Paul also conducts comprehensive DNA and allergy testing to address hidden factors that may be compromising health. He uses Metagenics, Orthoplex, BioCeuticals and Nutritional Care. Most of these are practitioner strength and are aimed at a more targeted approach to health and wellness.

modalities that fit into our culture and philosophy. As we progress our knowledge so the business will continue to evolve so that it is contemporary and constantly offering our clients greater service and better value for money. Knowing they can expect that means that we can constantly rely on a growing and loyal clientele.

APJ 8: Why did you join APAN and what benefits do you believe the organisation is offering you as a business? Rennae: APAN has offered me invaluable support with human resource issues, staffing concerns and expert help. They always respond quickly to my concerns and offer me great advice. Furthermore, they are part of my support structure to keep me up-todate with trends and new developments, and I love that they are also well informed in the value and benefit of the integrative approachâ&#x20AC;&#x201C; they are not just a beauty Association, but bring a great deal more to our benefit both through consultation and through education. I love my journal and look forward to each issue and I also find their seminars highly informative and great value. They are a wonderful support and a trusted body of experts to turn to.

Apart from providing a pleasant, nurturing environment for our clients we are looking at their concerns from an integrative healthcare balanced perspective, and this is greatly appreciated by our clients. Furthermore, our ongoing thirst for knowledge means that there is always something new and more advanced that we are introducing to our protocols, and our clients value and appreciate that.

APJ 7: Where is your vision for the future for Natspa? Rennae: We have great plans for Natspa in the area of expansion, both our physical premises as well as introducing new

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Mobile Marketing is the most powerful media ever invented – New York Times

Smartphone Apps for Your Business By Mark D Viney There are expected to be one billion Smart Phones by 2013. Today 10% of of all of Google’s page views are mobile. There are four times more mobile phone users than people who own a computer – either a PC or laptop.

Time spent accessing mobile Internet continues its upward trend: 4.2 hours per week, up 20% from 3.5 hours in 2010. The Smartphone is likely to overtake the desktop as the device most consumers use to get access to the Internet. Currently 61% of Smartphone users are accessing the mobile Internet daily. This overtaking is predicted to occur at some stage in 2014.

Many mobile Web users are mobile-only, i.e. they do not, or very rarely, use a desktop, laptop or tablet to access the Web. Even in the US, which is the largest computer market, 25 % of mobile Web users are mobile-only.

This kind of growth is hard to ignore and Smart Phones are changing how consumers access the Internet, search for products and services, consume news and manage social networks.

THE WHOLE WORLD IS GOING MOBILE

AUSTRALIAN STATISTICS In Australia there are more mobile users than there are people. There are six million more mobile phones than there are people in Australia. Mobile subscriber penetration is still climbing above 130% of the population, even in a saturated market. The Australian Mobile Network Operators (Optus, Telstra and Vodafone) are likely to have more than 29 million mobile subscribers by late 2012 as more users continue to migrate to a mobile-only environment. Telstra continues to be the market leader with more than 13 million subscribers. The Smart Phone market continues to grow. In June 2011, there were 29.28 million mobile services in operation in Australia, and an estimated 48% of Australians aged 16+ years own a smartphone (35% in Q1 2011). Industry estimates put this figure at 60% by the end of 2012.

YOUR OWN BUSINESS SMART PHONE APP With an ever-increasing number of people using Smart Phones the new essential business tool is your own mobile app. APAN has been aware of this trend for a while now and have developed an Strategic Alliance Partnership with Kharis Enterprises, who are professionally Smart Phone Apps developers. They develop Smart Phone business apps for all types of businesses and industries, and when complete give the businesses – the ability to manage their own mobile app or do this for them. They have had a close association with the Aesthetic and Beauty Industry for over 20 years and so are perfectly placed to help design your business app. As a Strategic Alliance Partner, Kharis will offer APAN members a discount.

SOME OF THE FEATURES AN APP CAN SUPPLY PUSH NOTIFICATION

Australia has the second-highest penetration rate in the world for Smart Phones, at 48% of our population. Singapore is the highest at 62%. Australia’s Internet audience reached 16.2 million in May 2012 – Nielsen Australian Online Landscape Review.

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Connect with customers directly through your mobile app with “PUSH” Notifications messages that go directly to their phone. This allows intimate one-to-one communication with your client. The statistics tell us that 97% of “PUSH” Notifications are read compared to only 4% of emails.

You can use the “PUSH” Notifications to keep your customers up to date with current events and make them aware of new offerings. “PUSH” Notifications can be used to broadcast specials, discounts, reminders, coupons, etc. Unlike SMS this is a free service and will go to all the Smart Phones who have you app (unless they have “opted out”). The key here is to make sure what you “PUSH” is appealing to your clients. Let’s look at a typical situation in a salon or clinic. You have staff rostered on to work, but when you come in you see that there are two appointment slots in the afternoon that are empty. Or a client rings up in the morning and cancels their appointment, leaving a gap of an hour and a half. What can you do? Simple! Send a “PUSH” Notification out advising clients that if they book into that slot then you will give them a discount or an extra (whatever you policy is). The more varied lifestyle your clients have and the more you have who have downloaded your business app, the shorter the time between the “PUSH” Notification and the event. The other good news is that if they want to respond it, it is a One Tap Calling from the app. Alternatively, you could use “PUSH” Notification to advertise specials with your services and products. This is a simple way to keep your customers engaged.

PRODUCT INFORMATION You can easily upload product item and detail information into your app, letting your client view your offerings on their Smart Phone at their leisure. This can include short video clips about a particular product as well as testimonials and detailed information. You can also link directly from your business app directly to your supplier’s website to access some of these things. The more informed your clients are the more likely they will want to purchase your products.

it up in your salon. They only need to be 2-3 cm in size and printed black. Have a number of them around your waiting area. Have some offering services deals and some product deals. Let your clients have fun walking around and scanning them to see what offers you are making this week, month, etc. You will be surprised how this will encourage a much greater uptake of these offers.

PLATFORM FOR PROOF What is a platform for “PROOF”? It is a place where very important information about your business is located. This can be in the form of testimonials, educational videos, web links, etc. If you haven’t realised it yet, a lot of your clients are going to do their own research into your treatments and products. They will listen to what you say and then go away and do their own research. So using your business app you provide the platform for “PROOF”. You provide all the information their research requires in one easy to reach place... your app.

NEW CLIENTS INFORMED ABOUT YOU With your business app as a free app in the apps store, you have the potential to attract new clients to your business. Your app provides instant access to all details about your business – right on their Smart phone 24/7. They can view information about you, read testimonials and see your service menu and product list. Your app will also give new clients turn by turn GPS directions to your business location. There are tons more features to help you connect with your clients and grow your business. Provide a constant Branding – Right on your client’s Mobile Device – and they are on them 23 hours per day! All available on Android™, iPhone® and iPad® devices.

LOYALTY PROGRAM THROUGH GPS COUPONS We all know that Loyalty Programs work. Do you have one? I have in my wallet a coffee card for all the different coffee shops I go to (including McDonalds). Why? Because I like the rewards. One benefit Smart Phones have is they have a built-in GPS that can be utilised by any app. Therefore, in your business app, you can implement the GPS through “GPS Coupons”. The “GPS Coupon” is set-up by you on your app and basically it is a coupon that is locked until the Smart Phone has visited your shop “x” number of times. Every time your client comes into your shop the GPS on their phone “knows” and notifies your app and your app ticks a visit off the coupon. When the desired number of visits has been achieved, the coupon is unlocked. This GPS “check-in” system automates and so simplifies the process of coupon visit cards.

USING QR CODE COUPONS Smart Phones can scan a special type of digital information barcode called a QR Code. You may have seen them around. They are like the one shown below. This QR Code can be read by the Smart Phone and so link you to the Internet or some other information integrated in the QR Code. You can implement the QR code program right into your mobile business app. This allows you to use QR Code Coupons in your physical business to advertise specials on services and products. Just print out a QR Code with the information you want to say and put

BUSINESS MOBILE APP BACK-OFFICE CONTROL FEATURES: Once you business app has been launched you have complete control of it through a simple web-based content-management system. You can add and edit content easily and instantly – if you can email you can manage your mobile app. There is an easy-to-use customer contact function. You log in, type and send. You will also have a complete Analytics Dashboard to track downloads daily, weekly, monthly and yearly. If you don’t have the time or the desire to keep your app updated Kharis can also offer you a “Done For You Service” – They will manage the app for you.

REFERENCES Our mobile planet: Australia – understanding the mobile consumers’ report Telstra Smartphone Index 2011, The Nielsen Company Australian Communication and Media Authority Communications Report 2011 Nielsen, Australian Online Consumer Report 2012 BuddeComm’s Australia – Mobile Communications – Statistics and Forecasts annual publication

To discuss your Business App or for further information contact Kharis Enterprises on Mobile: 0412 177 423 or Email: apps@kharis.com APJ 95

personaldevelopment

If the only prayer you say in your life is 'thank you', that would suffice. Meister Eckhart

GRATITUDE: The Powerful Attitude that can Change Your Life By Marelisa Fabrega Working on a daily basis with people and relating to them on a personal and professional level can sometimes be stressful. Taking on board other's concerns and always feeling obligated to motivate and cheer others can sometimes leave us feeling drained. While we can turn to friends and family to receive support and understanding, the best possible way to regain our emotional equilibrium is to take it upon ourselves to achieve our own sense of wellbeing. One such way to achieve this is through the appreciation and deliberate exercise of gratitude in our life. This article by Marelisa Fabrega attempts to give us a better understanding of what gratitude means and show us ways that we can use it to achieve it. Gratitude means thankfulness, appreciation, counting your blessings, noticing simple pleasures and acknowledging everything that you receive. It is a feeling from the heart. It means learning to live your life as if everything were a miracle, and being aware on a continuous basis of how much you've been given. Gratitude shifts your focus from what your life lacks to the abundance that is already present. In addition, behavioral and psychological research has shown the surprising life improvements that can stem from the practice of gratitude. Giving thanks makes people happier and more resilient, it strengthens relationships, it improves health and it reduces stress.

RESEARCH SHOWS GRATITUDE HEIGHTENS QUALITY OF LIFE Two psychologists, Michael McCollough of Southern Methodist University in Dallas, Texas, and Robert Emmons of the University of California at Davis, wrote an article about an experiment they conducted on gratitude and its impact on wellbeing. The study split several hundred people into three different groups and all of the participants were asked to keep daily diaries. The first group kept a diary of the events that occurred during the day without being told specifically to write about either good or bad things. The second group

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was told to record their unpleasant experiences. The last group was instructed to make a daily list of things for which they were grateful. The results of the study indicated that daily gratitude exercises resulted in higher reported levels of alertness, enthusiasm, determination, optimism and energy. In addition, those in the gratitude group experienced less depression and stress, were more likely to help others, exercised more regularly and made greater progress towards achieving personal goals. Dr. Emmons, who has been studying gratitude for almost 10 years and is considered by many to be the world's leading authority on gratitude – is author of the book, Thanks!: How the New Science of Gratitude Can Make You Happier. The information in this book is based on research involving thousands of people conducted by a number of different researchers around the world. One of the things these studies show is that practising gratitude can increase happiness levels by around 25%. This is significant, among other things, because just as there's a certain weight that feels natural to your body and which your body strives to maintain, your basic level of happiness is set at a predetermined point. If something bad happens to you during the day your happiness can drop momentarily, but then it returns to its natural set-point. Likewise, if something positive happens to you, your level of happiness rises, and then it returns once again to your “happiness set-point”. A practice of gratitude raises your “happiness set-point” so you can remain at a higher level of happiness regardless of outside circumstances. In addition, Dr. Emmons' research shows that those who practice gratitude tend to be more creative, bounce back more quickly from adversity, have a stronger immune system and have stronger social relationships than those who don't practise gratitude. He further points

out that “To say we feel grateful is not to say that everything in our lives is necessarily great. It just means we are aware of our blessings.

NOTICE AND APPRECIATE EACH DAY'S GIFTS People tend to take for granted the good that is already present in their lives. There's a gratitude exercise that instructs that you should imagine losing some of the things that you take for granted, such as your home, your ability to see or hear, your ability to walk, or anything that currently gives you comfort. Then imagine getting each of these things back, one by one, and consider how grateful you would be for each and every one. In addition, you need to start finding joy in the small things instead of holding out for big achievements such as getting the promotion, having a comfortable nest egg saved up, getting married, having the baby, and so on before allowing yourself to feel gratitude and joy. Another way to use giving thanks to appreciate life more fully is to use gratitude to help you put things in their proper perspective. When things don't go your way, remember that every difficulty carries within it the seeds of an equal or greater benefit. In the face of adversity ask yourself: “What's good about this?”, “What can I learn from this?”, and “How can I benefit from this?”

THERE ARE MANY WAYS TO PRACTISE GRATITUDE A common method to develop the practise of gratitude is to keep a gratitude journal, a concept that was made famous by Sarah Ban Breathnach's book Simple Abundance Journal of Gratitude. This exercise basically consists of writing down every day a list of three to 10 things for which you are grateful; you can do this first thing in the morning or before going to bed at night. Another exercise you can try is to write a gratitude letter to a person who has exerted a positive influence in your life, but whom you have not properly thanked. Some experts suggest that you set up a meeting with this person and read the letter to them face-to-face.

SWiCH™ Dermal Rejuvenation Treatment By Circadia by Dr. Pugliese SWiCH™ dermal rejuvenation treatment is an innovative alternative to a chemical peel. The system is based on a physiological principle of inducing the natural repair system without the wound. Unlike most acid-based treatments, the SWiCH™ is a leave-on system. The active ingredients remain to provide continuous repair and restoration. Treatments can be performed every 28 to 30 days. The SWiCH kit contains everything needed to perform 10 treatments, including take-home products and instructions.

Phone Circadia on 1800 247 223 or phone: 0409 238 119

Last year millions of people took the challenge proposed by Will Bowen, a Kansas City minister, to go 21 days without complaining, criticising or gossiping. To help condition the participants to stop complaining, they each wore a purple No-Complaint wristband. Several authors in the self-improvement genre have suggested that people do something similar to help condition themselves to be constantly aware of the things in life that they're grateful for. A variation of the wristband concept is to create a gratitude charm bracelet, with either one meaningful charm or different charms representing the things you're most grateful for. For example, you could have a charm shaped like a heart to symbolise your significant other, figurines to represent different family members, an apple to represent health, a dollar sign to symbolise abundance, a charm that represents your current profession or a future career, and maybe a charm that makes you laugh to represent humor and joy.

CONCLUSION Once you become oriented towards looking for things to be grateful for, you will find that you begin to appreciate simple pleasures and things that you previously took for granted. Gratitude should not be just a reaction to getting what you want, but an all-the-time gratitude, the kind where you notice the little things and where you constantly look for the good even in unpleasant situations. Today, start bringing gratitude to your experiences, instead of waiting for a positive experience in order to feel grateful; in this way, you'll be on your way towards becoming a master of gratitude. Ref: How Gratitude Can Change Your Life – Marelisa Fabrega

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legalmatters

TERMINATION OF EMPLOYMENT And the relevance of RESTRAINT OF TRADE By Michael Bishop APAN is often contacted by members and salon owners for guidance in ensuring their interests are reasonably protected when it comes to their intellectual property, which directly relates to their clients and their database. To ensure this a “restraint of Trade” clause is often included in the Employment Agreements which covers agreed terms between the employer and the employee about contacting the business's clients or establishing a business in close proximity to their establishment or for working for a like business that is located nearby and poaching clients to come to them at the new location. As there are rules that also govern the issue of “Restraint of Trade” we asked our solicitors to address this issue. In this article Michael Bishop, Director of Pointon Partner Lawyers, offers guidelines on this pertinent topic. This is a very common concern to businesses and we trust that both business owners and their staff benefit from this information. Restraint of trade clauses are more often than not included in employment contracts in order to restrict a departing employee from competing with their former employer. They can be individually drafted and may include a number of restraints, including prohibiting

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the employee from soliciting, canvassing or approaching clients and staff of the former employer or starting a business that would compete with the former employer. More specifically, restraint of trade clauses are intended to protect the customer base, goodwill and legitimate interests of the business after the termination of employment has occurred. It is a well established common law principle that restraints upon the free exercise of trade are void as a matter of public policy. In principle, the test of enforceability is straightforward. A restraint of trade will be void and unenforceable at common law, except to the extent that it is, in all the circumstances, no more than is reasonable. The onus rests upon the party seeking to enforce the restraint to establish its reasonableness. Here is an example:

CASE EXAMPLE Birdanco Nominees Pty Ltd v Money [2012] VSCA 64 Mr Money (Money), the former employee, signed an employment contract with Bird Cameron Chartered Accountants (Bird Cameron). The contract contained a restraint of trade clause, which stated that for a period of three years after the termination of employment Money could not provide defined accounting services to a former client of Bird Cameron for whom Money had provided accounting services to

POINTON PARTNERS LAWYERS If you have any queries in relation to the above article or any other legal issues affecting your business please feel free to contact Michael Bishop or Amelita Hensman of Pointon Partners. APAN members receive an initial free consultation in relation to any legal queries or issues they may have.

during the three years before Money's employment ceased. It further stated that in the event that Money did provide such services Money must pay damages amounting to 75% of the fees incurred by the client in the last full financial year in which the client was a client of Bird Cameron. Money resigned after more than six years of employment. Subsequently Money gained employment with a firm in competition with Bird Cameron and began work for a former client of Bird Cameron, whom Money had provided accounting services to during the 12 months prior him ceasing his employment with Bird Cameron. The Court considered that the restraint of trade clause, at the time the agreement was entered into, was fair and enforceable. The court believed that the restraint was no more than that which was reasonable to protect the legitimate interests of Bird Cameron. As a consequence of the Court deeming the restraint of trade clause to be enforceable, Money was ordered to pay the former employer the sum of $188,495.65 plus interest. In addition Money was ordered to pay all costs of the proceeding.

Pointon Partners is a client-focused commercial law firm based in Melbourne, but which services clients nationally. Pointon Partners is able to assist with: advice on obligations under the Fair Work Act & the Hair and Beauty Industry Award 2010; preparation of employment contracts; advice on termination of staff & defending of unfair dismissal claims; registration of trademarks; trademark disputes; preparation or review of commercial leases; negotiation & preparation of commercial contracts; franchising; wills and estate planning; and buying or selling a business.

Michael Bishop or Amelita Hensman of Pointon Partners can be contacted on (03) 9614 7707 or by email mjb@pointonpartners.com.au or ah@pointonpartners.com.au

Whether the restraint of trade clause is attempting to preclude 'mere competitionâ&#x20AC;&#x2122;

LESSONS FOR EMPLOYERS FROM THE CASE The general rule regarding post-termination restraint clauses in employment contracts is that Courts will regard them as unenforceable, unless the employer can prove they are reasonable. As this case demonstrates, where the various elements of a restraint provision go no further than what is required to genuinely protect the interests of the employer, based on a best estimate of what will unfold during the employment relationship, Courts are prepared to enforce such terms against former employees. It is important that an employer who seeks to rely on a posttermination restraint can demonstrate the clause was appropriately drafted and reasonable in all the circumstances at the time the contract was formed. This may mean an employment contract will need to be varied from time to time to amend a restraint provision, if necessary. For example, this might be required when an employee changes roles or is promoted to a new position, especially where they will have greater responsibility for service delivery or increased client contact as a result.

FACTORS THE COURT MAY CONSIDER The Courts may consider a number of factors in determining if they will uphold or set aside a restraint of trade clause specified in an employee's contract, including but not limited to: Whether the clause legitimately protects the employerâ&#x20AC;&#x2122;s interests Whether the clause is reasonable to protect the legitimate interests of the employer

Position of the employer and employee during the discussion phase and whether there was a significant imbalance of power

Whether the restraint will affect the employee's ability to earn a living. In order to ensure the best chance of having a restraint of trade clause upheld it is important that: The restraint specifically relates to the employee, the business and the employee's position in the business The clause is reasonable in the circumstances from both the employer and employee's perspective The employee be given an opportunity to obtain independent legal advice before signing the contact if they wish to do so If a restraint may be considered onerous then provision for an additional payment to the employee as compensation is included Cascading provisions are used particularly in relation to duration and geography of the restraint as any restraint viewed as unreasonable by the Court can be severed from the contract without affecting the validity of the remaining restraints

Pointon Partners Lawyers and Trade Mark Attorneys review and prepare contracts of employment that include restraint of trade clauses along with providing advice in relation to other employment related issues. If you have any queries, or would like further information in relation to restraint of trade clauses, please contact Michael Bishop at his office on (03) 9614 7707.

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scientificknowledge

THE THEORY OF QUANTUM PHYSICS and its implications in AESTHETICS â&#x20AC;&#x201C; Part 2 Improving cell function for external skin results and optimal health By Lynette Rouse This is part of a series of articles presented by Lynette Rouse on quantum physics and how understanding its principles is contributing to new innovations for better skin health and vitality. In this article Lynnette discusses the importance of optimised cellular function and the role this plays in improving the body's ability to detoxify and optimise its nutritional absorption for improved health and vitality of both skin and body. There is no new function in your entire human body that is not already present in your cell. The cell and the human body are structural functional counterparts of each other. If we liken the cell to a machine made out of parts with approximately 70,000 building-blocks called proteins we may comprehend the microbiological complexity.

THE IMPORTANCE OF THE CELL MEMBRANE When we look in the mirror and see ourselves, all of what we see is based on protein, which provides us with our structure. Every cell has a digestive function as well as a respiratory, excretory, endocrine, reproductive, nervous and integumentary system and function, tissue level of organisation and so on. Approximately 55,750 trillion cells make up our human body, and just as the human body has a skin, so to does the cell, the cell membrane.

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The life form of a cell is created by movement; movement is life and the life of a cell is the movement of proteins. If we are made up of protein and there is no movement then we are a statue of protein without movement that has no life. Movement occurs when a negatively charged amino acid attracts a positive charged signal, and when these two interact, this causes the shape of the amino acid to alter or to move, and the result is life. A protein can lay still, but the moment a signal turns up the protein does something. That something is usually used to do a job in the cell. Proteins provide for our physical structure, but proteins change shape when a signal shows up. The change depends on the signal, for example, calcium is the signal that interacts with protein causing muscle contraction in the body. So a protein is in one form, a still form, however, when a signal is added it changes its shape to an active state. If you remove the signal the protein goes back to the resting state. So there is an active and an inactive form to a protein shape and the active form is controlled by a signal. The moment the signal shows up the protein does something. Our proteins that interact with the signals are found in the skin of the cell membrane. A cell membrane is not functional without the most important part, proteins. You might say that the cell membrane is the actual brain of the cell, sending and receiving signals that tell a cell what to do.

There are thousands of proteins in the cell membrane. The membrane of the cell can read what is going on and tell the proteins in the cell what to do. Taking a closer look at the cell membrane will show protein structures that look like antennas emerging out all over the cell. These protein structures are called surfacebound receptors and are tuned to the environmental information. For example, they are tuned to molecule signals such as glucose, sugar or histamine. For every different signal there is a receiver for everything the cell can deal with. For every different thing the cell can see, it has a different antenna/ receptors. Receptors receive signals. The signals that are picked up by the protein receptor will change its shape, then they are converted by the second class of proteins in which there are three different kinds, channels, enzymes and cytoskeleton.

CHANNELS allow the right shape of signal to go through in its active state. In a resting state the channel is not open and it will not allow the signal to go through.

ENZYMES are substances produced by a living organism that act as a catalyst to bring about a specific biological reaction and cause metabolism.

CYTOSKELETON PROTEINS are instrumental in signalling a cell structure. When a toxin signal is picked up by a cytoskeleton, it relays the information to the cell that a toxin is coming and the cell acts to protect itself. To summarise, the cell membrane works by taking the environmental signals such as sunshine, air, sound, chemicals, anything that is out there. It picks up signals and the membrane called the primary signal converts the environmental signal into the signal that controls the protein so that the behaviour is mediated by the cell as it responds to the environment. Each signal has its own charge frequency and each surface-bound protein receptor has a charge frequency. Two opposites will connect, while two of the same charge will repel. Hormone proteins will have

the right frequency to connect with the right hormone receptor. Fibroblast growth hormone is one hormone that has many different protein receptors on the cell. It makes sense that scientific evidence suggests that should a receptor be ineffective disease can occur. We can now extend our understanding of these processes to start thinking about how the molecules of ingredients in products enter the cell and the many reasons why there may also be an issue with molecules entering the cell from ineffective transmitters or receptors to toxic scales. These are therefore only two of the many past and present medical researched projects that are being explored for a better understanding of the complexities of cellular activity.

THE RELEVANCE OF CELL FUNCTION IN AESTHETICS Throughout the many ages aesthetics has sought to care for the cells of our skin. In recent years as a result of advancements through innovation in product and equipment developments there has been a great deal of interest from both practitioners and clients to access information on what science is discovering about the cellular level of the body and how these innovations can benefit the human body. The anti-ageing and wellness field has been growing over the past decade and is starting to penetrate the aesthetic industry offering solutions in new and dynamic ways for the betterment of skin health and appearance enhancement. Quantum physics has revealed that the cell and the body as a whole has frequencies, and if these are in optimum function and in a desirable environment there will be an opportunity for improvement of cell function and wellbeing. It makes sense that if the environment is toxic then the functions of the many components to the cells will have increased issues to contend with. The number of recent products coming on to the market based on technologies that affect molecule structures for the support of cellular detoxification, correction, repair and nourishment to the cells offer further assistance to practitioners should they chose this direction. All of us want to feel better, and just as we spring clean a house and enjoy that fresh sensation, so to does our body. Who does not want to experience more vigour, vitality, vibrant skin health, and eye clarity that are the outcome of a cleansed and nourished body?

DETOXIFICATION OPTIONS Previous articles in APJ have discussed ways in which aesthetic therapists can introduce detoxification into their practice, whether that be through a joint venturing with a healthcare practitioner or whether it be by supplying a selected detoxification solution or a product found in a pharmacy. There are opportunities and there are answers that can assist us to incorporate valuable protocols to further help our clients to achieve a more vibrant and healthy skin and enhanced energy. In selecting detoxification products questions should be asked as to not only the efficacy, but also how successful will individuals be at completing a program. Evidence suggests in some cases that there is a 2% success rate with some of the

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QUANTUM HERBAL DETOX Cleansing every single cell in the body within all internal organs – heart, lungs liver, kidneys, spleen, gallbladder, stomach, bowel, blood and lymph Utilising the most advanced detoxification technology in the world. Every herb in this detox system is imprinted with quantum vibrational frequencies that are compatible with each organ in the body, resonating at 100 million frequencies per nanosecond to gently remove the toxic scales around every cell in a very safe yet highly effective way. Through a thorough detoxification process Quantum Herbal Detox will also assist in improving oxygen flow and nutrient absorption to every cell resulting into enhanced energy levels and improving general wellbeing, while delivering a remarkable outer glow and skin radiance.

For further information contact Plum Fresh Phone: 02 9006 1497 | Level 20 & 21 Sussex St DARLING PARK Sydney NSW 2000

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detoxification programs and that dropout is as frequent as after two days of commencing a program. However, there are products and programs that are successfully completed. Should a practitioner select to offer a product to their clients there are some simple supporting diagnostic tools that can be acquired to support before and after results. Quantum detoxification is a relatively simple, effective and timesaving program. Look for programs that are TGA approved and can provide supported evidence that they can cleanse the body at a cellular level through the correct frequency vibrations that gentle shake off the toxic scales from the cell, combined with herbal formulation that further assists detoxification and nourishment to vital organs. It makes sense that the cleaner the cells the greater opportunity for nutrient molecular pathways. Another product soon to be released into the Australasian market contains the amino acid protein molecule Fibroblast Growth Factor (FGF). This product has more than a dozen supporting research trials. Statements made are that it is a super food for the body, skin and mind. This product containing a combination of amino acids, glycopeptides, oligopeptides and FGF, assists detoxification and nourishment at a cellular level in the body. It is also appropriate to highlight here the advances of nutrigenomics and the exciting new dimension they bring to improving detoxification processes and the body's antioxidant status for better health. I believe Dr Christine Houghton presented an article in the spring issue of APJ entitled Nutrigenomics taking Nutritional Medicine to the next level (page 72). While antioxidants are beneficial for the body they work at a much slower level. The advantage of nutrigenomic formulations is their amazing bioavailability at a cellular level and their capability of up-regulating gene expression while down-regulating diseased genes. Furthermore, they are predominantly made of food, so do not have the potential contraindications that may be the case with other supplements.

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Improving the health of the cellular membrane gives more opportunity for improved cell energy and function, so targeting the body's health at a cellular level is now considered to be of greater benefit for optimising health and vitality to all organs of the body, including the skin. This is going to be critical protocol to the next generation of therapists who want to achieve continued improvement in appearance enhancement and wellbeing and bring them to a higher level. There is no doubt that we are living in exciting times when quantum physics and cellular biology is holding the key to some amazing scientific breakthroughs that will allow us to achieve sustained and progressive improvement in skin health and healthy ageing.

starperformer

Let's Get Ready for Summer! With Mila d'Opiz's ANTI-AGEING MIRACLE FORMULATIONS Another summer season is upon us and along with it comes the harsh and truthful reality of the increased incidents of sun damage and the need for all of us to address the impact of this condition on the skin. Mila d'Opiz understands the seasonal skin requirements and ensures skincare formulations for the skin’s defence and protection. Its unbeatable strength in Research and Development ensures formulations that provide the perfection in anti-ageing and wellness products for long-term results. The foundations of Mila d'Opiz began when a young Emilie (affectionately called Mila) married a medical and pharmaceutical researcher. Through interaction with one of his research employees grew the concept of developing a highly innovative and effective treatment-strength skincare range. This led to the birth and creation of the Mila d'Opiz skincare line and thus the foundation stone of today's products was laid back in 1938. The hormonal creams developed by Mila d'Opiz brought her respect and acknowledgement from the circle of international skincare experts. Her hard work and disposition to push to higher levels of advanced innovation gave her recognition as one of the most important Swiss pioneers of advanced formulations.

Over the past 70 years Mila d'Opiz has been a pioneer in Swiss quality control and safety standards. The company is committed to quality manufacturing not only of their own brand, but also for other companies for which they develop and manufacture cosmetic and pharmaceutical products. In order to secure its high-quality practices Mila d'Opiz was the first Swiss cosmetic company in 1994 to qualify for the International Quality Standard ISO 9001. The internationally recognised researcher Brigitte Signer is an expert in the field of anti-ageing cosmetics. For more than 20 years she has researched and developed all of the Mila d'Opiz anti-ageing products. Her professional competence and personal enthusiasm have formed the basis of the present Mila d'Opiz combination of actives in the area of “photo-ageing”, and she has now also excelled in the field of “Hormonal-Ageing” by developing a highly concentrated and effective plant complex incorporated into the Phyto Gold anti-ageing range. “Phyto 4.7” is a combination of different plant hormones Wild Yam, Black Cohosh, Kudzu, Pomegranate, Angelica Polymorpha, Sinesis, Japanese Knotweed, Glycine Soja oil – that effectively combat skin ageing caused by hormonal changes at a cellular level. Together with plant stem cells derived from the Uttwiler Spatlauber and Sacha Inchi Oil, this range contains very high (47%) content of linolenic acids (Omega 3) and approximately 35% essential linolenic fatty acid (Omega 6) as well as 10% oleic acid (Omega 9), Colloidal gold, Calcium Red Algae and a myriad of other oils and ingredients. PhytoGold has excelled itself in the anti-ageing arena with both instant and long-lasting results.

To this day Mila d'Opiz is a family run business. In 1952 Silva StuderOpiz joined her mother's company along with her husband and took over the leadership of the company. It is with great admiration and respect for the lifetime work of her mother that both Silva and her husband carry on leading the company. At that time as well as today the harmony of nature and scientific innovation are at the cornerstone of the company's philosophy. The strict adherence to the highestquality standards together with avoidance of testing on animals has always remained a paramount priority to the Mila d'Opiz product manufacturing.

It is with experience and confidence that Mila d'Opiz can promise formulations that can effectively address both seasonal and biological skin changes, offering solutions for protection, correction and incredible support for a more youthful and healthy-looking skin.

A lifetime committed to research and development, while striving to improve quality and efficacy, has enabled Mila d'Opiz to achieve international success and a presence in 31 countries. As quoted by Dr W. Struder, “Our previous and future work is not primarily expressed by external appearances, but by ethical values and a sense of duty we owe to our clients and the environment.”

Contact Mila d'Opiz Swiss Beauty and Boutique Monique Toll Free 1300 464 523. APJ 103

lighttherapies

Correlating IPL treatment parameters through targeted Chromophore density and Skin Type by Mark Hassall IPL (Intense Pulsed Light) was the brainchild of Israeli physicist Dr Shimon Eckhouse. I was fortunate to work with Dr Eckhouse and his team during the mid '90s. The world's first commercial IPL system developed by him was Photoderm, often nicknamed Photoburn due to its associated steep learning curve. Photoderm had a selection of eight different wavelengths (today it is agreed that 3 to 4 is all that is needed). Its output energy went as high as 70j/cm2 and its controlling software was Windows 3.1 (Windows first icon operating system, which was eventually up-graded to Windows 95). A number of original owners of Photoderm still consider it one of the best systems ever manufactured, and 17 years later we can still find many in service throughout the world. During the pioneering era of the mid '90s, there was little understanding on how to achieve a desired clinical outcome using a broad-spectrum device. Our understanding of monochromatic light (laser) was used as a guide, however it became evident it is not a straightforward correlation.

UNDERSTANDING WAVELENGTHS A flash lamp within each IPL hand-piece produces an intense pulse of white light (broad spectrum). This light is then passed through a selected high pass filter to obtain the desired wavelengths for treatment. As the name suggests, High Pass Filters block wavelengths shorter than the nominated filter. For example, a 585nm (Yellow) hand piece filters out all wavelengths less than 585nm, so the greens, blues and ultraviolet light are not transmitted. However, wavelengths greater than 585nm Yellow, Red and Infrared are transmitted into the tissue. A well-designed IPL has the flash lamp within the hand-piece

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immersed in flowing, cooling water. The benefit of doing so means the longer Infrared wavelengths that are highly absorbed by water are not transmitted, ensuring they are not absorbed by the high water content of the epidermis. The principle of IPL is to use light that is selectively absorbed by the target, while protecting surrounding tissue. Allowing wavelengths that unnecessarily heat the epidermis only increases the risk of a burn and limits our ability to achieve selective photo-thermolysis. By default, a good IPL has two filters, the one manufactured for a particular wavelength that blocks harmful short wavelengths, and internal cooling water that immures the lamp, blocking long infrared wavelengths that otherwise would unnecessarily heat the epidermis. This is just one of many features that contribute to a quality IPL system. Let's look at the variable parameters associated with IPL, as it is these that give IPL its versatility. Not all IPL systems will offer all of these variables: Energy. Wavelength. Pulse Duration. Number of Pulses within a Pulse. Delay between Pulses within a Pulse.

TREATING VARIOUS SKIN CONDITIONS We are fortunate that the laws of physics work in our favour when it comes to the interaction of light with tissue. The absorption of light by melanin dramatically falls away as we move from the short to longer wavelengths within the visible and near infrared spectrum. Facial vascular concerns usually present only on light skin types, such

as skin types I, II and III on the Fitzpatrick scale, which is convenient as it is the shorter wavelengths that are best utilised to treat such lesions. Hyperpigmentation always provides us with a reasonable contrast, and based on skin type can be treated with almost all wavelengths. It is this contrast that enables IPL to be selective. Our goal with IPL is to cause an irreversible thermal injury to the target, while providing the greatest protection possible to the surrounding tissue. Most IPLs have multiple variable parameters, which on one hand enable the use of one device to treat an array of different skin types and skin concerns; on the other hand, however it is often difficult to accurately select the correct variable settings from one patient to the next. Below I discuss one approach to maximise clinical outcome while minimising the risk of complications.

SUGGESTIONS FOR BETTER TREATMENT PARAMETER SETTINGS Physically or mentally label each one of your filters or handpieces for Skin types.

Filters 650nm and above label skin types 1,2,3,4,5 Filters 570nm to 600nm label skin types 1,2,3,4 Filters 550nm to 570nm skin types 1,2,3 Filters below 550nm label skin types 1 and 2.

So your choice of hand-pieces is clear regardless of the client's skin concerns. Forget any labelling that the manufacturer may have placed on your treatment head, for example, SR (Skin Rejuvenation) or HR (Hair Removal). Wavelength selection is first based on a patient's skin type. This will limit how short a wavelength you can use. However, this does not stop you from selecting higher wavelengths. Choosing a higher wavelength will then be based on the lesion to be treated. The higher the Chromophore density, the higher the wavelength you should select. So the skin type will set a limit to the shortest possible wavelength, but lesion density will direct you to possibly a more suitable wavelength. Nowhere is this more prudent than with hair removal. Remember a skin type III gives you the option of 3 of the 4 filters above. If the hair is fine or is light brown or red, then the target has less Chromophore density and therefore correlates better with a shorter wavelength. Do not get too concerned about depth of penetration as this also varies greatly with skin types.

Examples of High Density Cromophore targets:

Thick Black Hair,

Large Vascular Vessels (Blue or purple in colour) Haemangioma. Dark pigmented epidermal benign lesions. Example of Medium Density Chromophore targets:

Thick Brown Hair. Less-coarse black hair. Medium Vessels (deep red). Moderately pigmented epidermal benign lesions. Example of Low Density Chromophore targets:

Light brown hair, red hair, fine dark hair. Small vessels (light red). Lightly pigmented epidermal benign lesions. WAVELENGTH SELECTION

High Density Chromophore – Longer Wavelength. Medium Density Chromophore – Medium Wavelength. Low Density Chromophore – Shorter Wavelength.

PULSE DURATION SELECTION High Density Chromophore – Long Pulse Width. Medium Density Chromophore – Medium Pulse Width. Low Density Chromophore – Short Pulse Width.

DELAYS DURATION SELECTION High Density Chromophore – Long delays. Medium Density Chromophore – Medium delays. Low Density Chromophore – Short delays

ENERGY SELECTION Energy setting is our one variable after all other parameters have been established. The energy should be set to a safe level and adjusted in increments until desired clinical response is achieved. Energy levels, however, do to a certain degree follow similar patterns to that of the other variable treatment parameters. You will note that higher energy is needed when using longer wavelengths and less energy for shorter wavelengths. Remember also that the skin type may limit your selection and must always be the first consideration.

Mark Hassall is an educator in light-based therapies with extensive experience in both medical and aesthetic lasers and IPL. He can be contacted at Spectra Medical (Aust.) Pty Ltd Ph: 07 3040 2053.

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AESTHETIC INDUSTRY BULLETIN This section presents the latest news, training dates and other Aesthetic Industry information.

STREAMLINING OF AUSTRALIAN COSMETIC INGREDIENT REGULATIONS The Australian Government has simplified the regulations of ingredients for cosmetic and personal care application for the purpose of making the process less confusing. The new regulation establishes that the entire ingredients regulation process will now be in the hands of the National Industrial Chemicals Notification and Assessment Scheme (NICNAS), which will simultaneously see the transfer of any processes formerly carried out by the Therapeutic Goods Administration (TGA). Until now the regulation of ingredients has been divided between the two bodies – NICNAS and the TGA. This means that the ingredients used in finished cosmetic and personal care products will now be automatically included in the Australian Inventory of Chemical Substances (AICS), and will not require further assessment by NICNAS. This will side-step the overlap in the previous law, which means that ingredients that are already registered and approved will no longer have to undergo a secondary registration process. The old system led to a long-winded and bureaucratic process that served to confuse the industry through unnecessary red tape for cosmetic manufacturers wishing to comply with the stringent and sometimes contradictory regulations. According to the Australian Parliamentary Secretary for Health and Ageing, Catherine King, the new laws are welcomed as they will eliminate overlapping regulations that has caused confusion and added work. The passing of the new laws completes the government's cosmetics regulatory reform, which it began in 2007.

SKIN BENEFITS OF EDELWEISS Most people associate the great European edelweiss flower with the lyrics, "Small and white, Clean and bright, you look happy to meet me," from the popular and timeless 1960s movie-musical The Sound of Music, but it turns out that the medicinal properties of this Alpine wonder-plant's extract may be the new key to anti-aging skincare. The Swiss Alps are an exceptional region for wildlife, weather and botanic phenomenon, with Edelweiss itself being an extremely durable plant able to survive at an incredible height of more than 3,000 metres, and in extreme temperatures and climatic conditions in the Alps. As Edelweiss itself is fragile yet impenetrable, the extract is extremely precious and protective, making it an ideal remedy for distressed skin. New studies now provide further scientific evidence to prove the effectiveness of edelweiss as a skincare ingredient. The studies reveal that high levels of chlorogenic acid and luteolin derivatives help provide the flower with its unique capacity to protect and regenerate the skin's natural barrier. Additionally the researchers confirmed that their studies further identified that edelweiss is also shown to upregulate the gene expression that contribute to skin rejuvenation and cell defence. http://www.theperformanceleader.com/edelweiss-botanicals-anti-wrinkle-review/

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FDA'S WARNING LETTER TO LANCOME The FDA sent beauty giant L'Oreal a warning letter regarding its luxury line on claims associated with its Lancome Genefique Absolute and Renergie products. According to FDA, the claims associated with these products classifies them as drugs, as they imply the products are “intended to affect the structure and function of the human body rendering them drugs under the FDA, Drug and Cosmetic Act. Some of the claims include: “Boosts the activity of genes and stimulates the production of youth proteins,” and: A powerful combination of unique ingredients TM, Reconstruction Complex and Pro-Xylane a patented scientific innovation has been shown to improve the condition around the stem cells and stimulate cell regeneration to reconstruct skin to a denser quality.” The FDA requested that L'Oreal take prompt action to correct all violations associated with their products. They further stated that failure to do so may result in enforcement action without further notice. The Act authorises injunctions against manufacturers and distributors of illegal products and seizure of such products. Since L'Oreal is the largest cosmetic company in the world, FDA's letter may be more than just a warning to the company; it may be a warning to the cosmetic industry as a whole. It is common knowledge not only in the US but also in Australia that any activity that suggests structural changes to the skin is regarded as a therapeutic act and requires regulatory approval in order to state this, but a cosmetic does not require FDA or TGA approval. It is wise for cosmetic manufacturers and distributors to be cautious and reassess claims made. While research that identifies the activity of an ingredient can be presented the “research outcome of an ingredient” final products cannot make therapeutic claims without appropriate registration with the TGA.

CHRISTINA COSMECEUTICALS CELEBRATING 30 YEARS For three decades, Christina has been developing exclusive skincare solutions that address a comprehensive range of skin conditions and is currently distributed in over 40 countries world-wide. Christina Miriam Zehavi is the founderpresident of Christina, and editor of the monthly magazine Les Nouvelles Esthetiques in Israel, has this to say: “This is a significant milestone and we would like to say thank you to our loyal clients who have stood by us as we introduced new standards into the cosmetics industry. We cherish our ongoing and evolving close relationship with our global partners and distributors, and we work closely with qualified skin professionals and their customers in dozens of different countries. Christina products have always symbolised quality, excellence and customer commitment — and we look forwards to the next 30 years of fruitful cooperation.” Christina Cosmeceuticals is distributed in Australia by Skin Factors.

MEN'S COSMETICS ON THE RISE At the recent Beyond Beauty event in Paris this year Euromonitor analysts Micole Tyrimou highlighted that men's grooming accounts for eight per cent of the total beauty and personal care market, which was worth $33bn in 2011. Meanwhile, in Australia men's skincare has also experienced a growth of 8 per cent since 2009. While haircare products and deodorants sales are on the rise, market forecasters are stating that skincare will be the most dynamic segment in men's grooming, with an estimated growth of 66 per cent of skincare sales by 2016 set to come from the whole Asia-Pacific region.

The use of supplements for better health and wellbeing is also on the rise for men, particularly in the use of multivitamins. As a rule, men avoid complicated procedures and prefer multi-functional products e.g. an aftershave cream that moisturises and protects the skin with a sunblock. Salons are also advised to take note of these statistics and consider male product packages that contain shower gels, hair care products and anti-ageing moisturisers with a sunblock as potential gift ideas, as while men are gaining confidence and taking the initiative to purchase their own grooming products, woman are still the major buyers of men's grooming items.

KNOW YOUR PEPTIDES When it comes to peptides they are not all equal. Different peptides have different actions. If you are interested in the muscle relaxant properties for which peptides are often noted for, look out for acetyl hexapeptide-3. This is a synthetically derived peptide that is being used in a wide range of skin care and makeup products, especially those claiming to have a muscle-relaxing effect similar to Botox injections. These claims typically have to do with relaxing muscle contractions when making facial expressions, thus reducing the appearance of expression lines. The company selling acetyl hexapeptide-3 (trade name Argireline), Centerchem (www.centerchem.com), is based in Spain. According to their Website, "Argireline works through a unique mechanism which relaxes facial tension, leading to a reduction in superficial facial lines and wrinkles with regular use. Argireline has been shown to moderate excessive catecholamines release." Catecholamines are compounds in the body that serve as neurotransmitters such as epinephrine, adrenaline, and dopamine. Epinephrine is a substance that prepares the body to handle emergencies such as cold, fatigue and shock. A deficiency of dopamine in the brain is responsible for the symptoms of Parkinson's disease. None of that sounds like something you want a cosmetic to inhibit or reduce. If acetyl hexapeptide-3 really worked to relax facial muscles, it would work all over the face (assuming you're using the products as directed). If all the muscles in your face were relaxed you'd have sagging, not youthful, skin, not to mention it would affect your hand (you apply it with your fingers), which would inhibit you from picking up a cup or holding the steering wheel of your car. For all the fear espoused by companies featuring this peptide in their “works like Botox” products, there is considerably more efficacy, usage, and

safety documentation available for Botox. Despite claims being made for acetyl hexapeptide-3 (argireline), there is a clinical study revealing that this ingredient is not even remotely as effective as Botox in reducing wrinkles. Source: www.cremedevie.com/clinical_details.htm; International Journal of Cosmetic Science, October 2002). It is also interesting to note, that even Botox when applied topically on skin has no impact on the skin or muscles in any way shape or form! (Source: Cosmetic Dermatology, July 2005

SWISS VITAMIN INSTITUTE ENDORSES ENVIRON'S AVST Environ's AVST creams have been awarded the prestigious endorsement from the Swiss Vitamin Institute. This endorsement confirms that the consumer receives the highest quality product with the declared vitamin content therefore fulfilling the promise of the Environ radiant glow. The AVST is a step-up system with moisturising creams 1-5 containing increased concentrations of antioxidants, which assist to address the visible signs of ageing.

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NEW DERMAL THERAPIES TRAINING FACILITY IN SYDNEY The Australasian Academy of Cosmetic Dermal Science (AACDS) has opened a new training centre in partnership with the Laser Lounge in Castle Hill, Sydney. The new training centre utilises the latest cosmetic equipment, including two Palomar 500 IPL machines. Like all AACDS training centres, only two students are trained concurrently to ensure a quality-learning environment. Online students studying nationally accredited courses in dermal science and cosmetic nursing through AACDS can now complete their practical competencies in Perth, Sydney, Gold Coast or Melbourne.

Please visit www.aacds.edu.au or email enquiries@aacds.edu.au for further information.

HAIRDRESSERS FIGHTING FAIR WORK OMBUDSMAN AGREE TO SETTLE AND RETRACT CLAIMS FWO DESTROYING BUSINESS The operators of two Melbourne hairdressing salons have ended their legal battle with the Fair Work Ombudsman after promising to comply with workplace laws in future, allowing independent audits for two years and retracting claims made about the FWO. Hennesy Lane Design and the company's director, Craig Lane, and Gas Hair Studio and its directors, Lane and Anne-Marie Drummond, have signed enforceable undertakings as an alternative to the Ombudsman pursuing legal action against them. Craig Lane was angered at being "named and shamed" in a press release announcing Lane and Drummond's prosecution for underpaying apprentices that hit the media before the case against Lane even went to court. Lane stated that the Ombudsman "publicly destroyed my business", after a press release was picked up by four local newspapers and radio stations 3AW, Fox FM and Triple M. "The FWO should work for the employer and employee; they're not a watchdog, they are a killer," Lane said. "They go out and destroy businesses bit by bit.”

Hennesy Lane admitted to underpaying two former staff members $4,723.94 and $4,486.96 respectively, while Gas Hair Studio admitted underpaying one of the same employees $3,181.21. The companies rectified the underpayments in April. However, the FWO still initiated legal proceedings on the basis that it had received a total of 12 complaints against both companies since 1999. The Ombudsman decided to discontinue legal proceedings after Gas Hair Studio, Hennesy Lane, Lane and Drummond admitted contravening workplace laws and agreed to sign enforceable undertakings, committing to a number of specific actions. This includes Hennesy Lane and Lane "unreservedly withdraw any and all statements to the effect that the motives of the Fair Work Ombudsman in commencing civil proceedings against them included, or were, an intention to destroy or harm their business and will refrain from making any further claims to this effect". The businesses must engage, at their own expense, an accounting professional within the next two months to audit the businesses to ensure their compliance with workplace laws, particularly relating to the pay and conditions of their employees. The audits must satisfy the Fair Work Ombudsman that employees are correctly classified, paid their correct wage rates and entitlements, paid for all hours worked, including any time spent at training following a request or direction by the employer and receiving their appropriate allowances, overtime, penalty rates and other entitlements. In addition, Hennesy Lane and Gas Hair Studio must apologise to the staff who were underpaid and place a public notice explaining the contraventions and corrective action both in their salons and in The Australian newspaper. Hennesy Lane and Gas Hair Studio have also agreed to ensure workplace relations compliance training for any and all staff who have any managerial, human resource, recruitment or payroll function.

SKIN O2 SPONSORS MISS INDY With makeup that treats the skin while you wear it and with wonderful natural skin hues loved by celebrities, beauty editors and doctors, Skin O2 was delighted to be a sponsor and on the Panel of Judges for the Miss Indy 2012 Grand Final held on the th Gold Coast 20 October 2012. The national finalists from each State across Australia and New Zealand competed for the winning title and the winner will go to the Grand Prix in Long Beach USA. With Dr Atia's skin goodies – gifts from paint on fake lash mascara that helps grow your lashes while you wear it, to nonsurgical plump-a-licious lip gloss and flawless complexion radiance primer with added hyaluronic acid the girls looked amazing. Additional the Skin O2 mineral makeup had the girls camera ready looking their very best. The Skin O2 family was delighted to be part of this exciting event.

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Without the settlement the case was scheduled for a court hearing where Lane and Drummond faced maximum penalties of up to $6,600 per breach and the salon faced maximum penalties of up to $33,000 per breach. Andrew Douglas, partner at M&K Lawyers, stated that the lesson from this case is not to shoot your mouth off about the FWO. "I don't think their public commentary has done them any favours," he says. "There is no doubt the regulator is constantly looking to use enforceable undertaking rather than going to court as it helps their naming and shaming approach. The advice is not to fight it too hard, and immediately go to the FWO is a very good strategy." To assist in avoiding situations such as this APAN offers its members support in the area of Industrial Relations and wage advice through the services of its lawyers Pointon Partners. “Establishing the right amount of pay is a very complex matter,” an APAN spokesperson stated. “We sympathise with businesses as there are so many variables that determine the correct rate of pay, this is why we engage the services of our lawyers.”

ALFALFA AND ITS BENEFITS ON THE SKIN Alfalfa is one of the richest mineral foods known and has been renowned for centuries as the "Father of all foods", due to its beneficial effects on health and vitality. The Alfalfa plant is capable of extending its root system up to 10 metres deep into mother earth, where it searches for minerals and nutrients inaccessible to most other plants. As a result the plant is uncommonly high in nutrients. Rich in vitamins, minerals and other nutrients, Alfalfa plays a vital role in

HOW DOES CERTIFIED ORGANIC IN AUSTRALIA DIFFER FROM THE US AND EUROPE? You are standing in front of a shelf of skincare products all screaming natural and/or organic. One claims to be USDA approved, another Ecocert 'The European Standard' and another 'Australian Certified Organic'. How do you make a decision? Do the products have in them what they claim? How different are the standards anyway?

HERE IS A BRIEF COMPARISON: To be classified as 'Australian Certified Organic', skincare and other products must contain 95% certified organic ingredients with the remaining 5% being restricted to natural ingredients which must meet stringent requirements. In Australia this includes no synthetic ingredients at all (including no nature identical). The list of what can be used is listed on the ACO website.

the strength and growth of our bones and in the maintenance of a healthy body. Alfalfa contains Vitamins A, B1, B2, B6, B12, Niacin, Pantothenic Acid, Inositol, Biotin and Folic Acid, Vitamins C, D, E and K. It is high in protein as it is a legume, and also the minerals Potassium, Calcium, Phosphorus, Magnesium and Iron. It also contains trace quantities of Copper, Manganese, Boron, Cobalt and Molybdenum. Further to this, and very importantly Alfalfa has up to eight enzymes present that are known to promote biochemical reactions that enable food to be assimilated fully within the body. Due to its high mineral and vitamin contents Alfalfa is now being used in skincare and in particular we will be seeing it in hair products. Take a closer look at its nutritional profile and you will understand why. (Source: Journal of Agricultural Food Chemistry, January 2001, pages 308314).

Australia would consider carcinogenic. Ecocert, the European standard, allows a lower level of certified organic content (70% instead of 95%) and water and salt are allowed to be included in the calculation. There are some Ecocert approved products with between 50% and 60% certified organic content. While several products boast that they are organic they often do not meet the Australia Standards. The Australian Competition & Consumer Commission (ACCC) has taken strong action against a number of companies who made a claim its products were â&#x20AC;&#x153;made with/from 100% pure oils and certified organic herbsâ&#x20AC;? (see this case at http://www.accc.gov.au/content/index.phtml/itemId/868614). To be sure look for the logo above.

In the US, to use the USDA Organic logo on the front panel, a product must have a minimum of 95% certified organic content (not including water and salt). The list, however, of permitted ingredients in the last 5% is very extensive and includes certain ingredients that some in health followed by advocating the use of either nutraceuticals or skin creams enriched by cosmeceuticals) is heading toward commercialisation at a rapid rate by directly targeting the public.

APPLICATION OF NUTRIGENOMICS IN SKIN HEALTH Nutrigenomics is a growing field related to genetic testing based on the documentation of genetic mutations in an individual, giving us the ability to correct metabolic imbalances (personalised medicine) through specific dietary supplements or nutraceuticals. An off-shoot of nutrigenomics called dermagenetics (testing for selected genetic mutations related to skin

According to Dr Ravi Subbiah, from the Department of Internal Medicine, University of Cincinnati, although this growth represents an opportunity to explore the benefits of genetic advances in skin health, it is essential that the science, product claims and ethical standards be critically evaluated and clear national guidelines be set in order to protect the consumer. Dr. Subbiah is from the Department of Internal Medicine, University of Cincinnati Medical Center, Cincinnati, Ohio. Disclosure: Dr. Subbiah reports no relevant conflicts of interest.

SOYBEAN NOW USED IN COSMETICS Soy is considered as a good source of protein, glycinin being one of the predominant storage proteins of soybean offering a level of health benefits. Now a company in Japan Toyobo, says it has developed a technology that creates an extract rich in polyamine derived from soybean germ for the anti-ageing market. Called PhytoPolamine-S, the company recently put the ingredient out in the market as a multi-purpose moisturising and anti-ageing ingredient targeting the skincare category. Clinical testing on human skin fibroblast has revealed that the extract is effective in stimulating cell activation and promoting the production of collagen, with the company stating that it expects the same kind of performance when the phytopolyamine ingredient is applied to the skin. Polyamines stabilise cell membranes by promoting the synthesis of nucleic acid and proteins, enzyme activation, as well as promoting cell division, to help maintain the cell structure, preventing its demise and the onset of its role as a valuable tool in the skin's ageing process. This is because polyamines are found in large amounts in human skin and are believed to make up a significant part in the formation of the skin barrier itself, as well as protecting it from ultraviolet light. Ref:http://www.ehow.com/about_6669555_soybeans-used-skin_careproducts_.html

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IN THE SPIRIT OF CELEBRATION How to Increase Retail Sales in the Festive Season & Beyond By Tess Walls We all know that while treatments are the bread and butter of our businesses, sales is the “raising agent” that builds the business to a profitable state, yet so many struggle with the notion of sales or with product recommendations to their clients.

inviting in order to successfully stimulate client engagement and ultimately sales. At Christmas it should have a simple festive feel as this really does encourage people to get into the spirit of purchasing gifts for their loved ones, or more often than not For themselves!!

I am regularly asked for advice on how a business can increase its revenue through sales, so I thought I would put together a collection of tips on increasing retail sales at a VIP event and for the rest of the year for that matter.

TIP THREE: KNOW YOUR PRODUCTS AND WHAT THEY DO

TIP ONE: HAPPY STAFF Make sure that you have positive people working within your business. Clients love to be around people who have a “great vibe”. Our industry is one that people are drawn to when they are feeling “a bit flat” so it is important that when they are welcomed into your business they are made to feel very special, and most importantly, they are looked after by therapists that have a very positive disposition.

TIP TWO: CREATE APPEALING DISPLAYS Ensure your retail area looks professional so that they are

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Make sure your therapists are educated in the selling points of all products, but more importantly, when you run promotions that they have confidence in the integrity of the product and its ability to perform in a way that will benefit the client. I was contacted recently by one of our therapists that had sold over 20 products in one day. When I asked her how she did this she said, “How could you not want to buy a promotional pack where you buy one product and you receive a full-size product gift valued at $139!”. I thought to myself, I want to buy from her - she was so excited about the promotion herself that I could see why she had sold 20 in one day.

TIP FOUR: CAUSE-RELATED MARKETING Hold VIP events that have a purpose. I like the idea of joining forces with a charity, especially something that is very female orientated like Ovarian Cancer Australia. One of our clients ran

a VIP event recently that was very successful and I believe it was so because they donated 5% of takings on the day to the charity, and women love to help other women. The owner of the salon said there was a great vibe on the day and the ladies that attended got so excited that they were looking after themselves, but also helping others as well. This is called cause-related marketing. Especially during the festive season women appreciate knowing that their purchases will also benefit a cause or a charity.

TIP FIVE: BE INNOVATIVE AND CREATIVE Be organised when you run VIP events! Think out your invitation; it must be clean and simple with a simple message. You should allow yourself to get a bit creative here. One example of wording for your promotion might be: Do you want to remove wrinkles and help our favourite charity at the same time? I especially like to use before and after images of a treatment that you are promoting at the event as pictures really do speak a thousand words.

TIP SIX: SURVEY YOUR CLIENTS' NEEDS Be organised at your VIP event! Survey your clients and think what you will do at the event to encourage sales. We have found that a client “Wish List” card works well; this is a little card that contains the top five products that you are promoting with tick boxes beside them that allows clients to mark off the products that they are interested in. This is a simple yet effective approach and is less overwhelming then full retail price lists.

TIP SEVEN: DISPLAY AND STOCK-UP Have a great retail display at your VIP event. There is no point in being understocked, particularly at this time of the year. A shelf full of products is inviting and allows the client to view your retail station as a “happening place” where great options are available. Make sure to theme them. Skincare for the face, body products, sun- protection products, grooming products and makeup, and don't forget male products. It is important to create themes. The use of inviting posters can also be a great attraction. If possible have a table with shelf talkers and testers for clients to “try before they buy”. You could include special offers as well as gift FREE wrapping for products over a certain value. Remember, Stock Sells Stock, so this is not the time of the year to be skimpy with stock!

GET STARTED Ignite a spirit of celebration by initiating fun promotional nights with a theme and create your own retail community. Have raffles, prizes, specials, guest speakers, demonstrations and of course, a little food and wine or refreshing drinks will go a long way in adding to the festivities. Remember that people may not always buy on logic, but they always love buying on emotion. Create your own joy, help your clients celebrate and watch your business grow!

Tess Walls is a qualified Beauty Therapist, Trainer and Director of ISPA Group and the Australian Distributor of the skincare brand Germaine de Capuccini. She has 19 years' experience in the spa and beauty industry in Australia and has a passion for helping others build their business step-by-step. Tess has also undertaken studies on the psychology of sales and loves imparting her knowledge to others. She works extensively within the aesthetic and spa industry teaching therapists how to offer exceptional client services to their clients. Tess is no stranger to success. She has owned her own salon and managed spas in exclusive international resorts, including the Hyatt Regency Spa, Grand Cayman Island, Caribbean, and is an acknowledged expert in spa and salon systems.

If you believe that Tess can help you grow your business phone 1300 432 100 or mobile 0424 419 876.

Derma Fill Electroporation technology provides a current with continuous wave with reversing polarity that induces products to a far greater depth than using a similar treatment procedure with iontophoresis, but here's the big difference: There is no molecular ionisation of the transported substances (a by-product that may lead to atomic instability and molecular bonding in an undesirable way in the skin). Our Dr Atia Derma Fill system can be used for all formulations, non-ionic or lipid and varied molecule size so we are able to use the latest potent cosmetic ingredient formulations to get visibly instant anti-ageing results!

Comparative technologies for

TRANSEPIDERMAL DELIVERY of Active ingredients By Dr Atia This is part one of a two part editorial, where Dr Atia reviews key differences in the latest technologies for anti-ageing transepidermal infusion of active substances. In this report he discusses the comparison between electroporation and galvanic iontophoresis. Until more recently, ultrasound and sonopheresis were the key treatments for transepidermal vitamins infusion, but both rely upon agitating the surface cells of the epidermis to facilitate a relatively limited increase in the absorption of topically applied skincare formulas. Even with a conventional exfoliation, the depth of delivery is limited by the amount of heat that agitating the cells will allow. In comparison, Skin O2's Derma Fill Electroporation Plus has two more increased and advanced ways for ingredient penetration â&#x20AC;&#x201C; transcellular through the cellular membrane's permeability and interstitial through the lipids of the intercellular space.

WHAT ABOUT GALVANIC IONTOPHORESIS PROCEDURES? With galvanic iontophoresis in order to avoid the skin's pH changes, the process requires a time-consuming two step process. During the first stage, negative ions are introduced into the skin, and during the second stage, the polarity is reversed and positive ions are introduced. Classic galvanic current (without nanotechnology in fact any type of iontophoresis), cannot introduce neutral substances into the skin, the only way to absorb them is through existing skin pores such as through sweat, oil glands or hair follicles. At the end of the procedure, the skin's pH should end up being balanced, but small pH changes occur during treatment, which can often cause skin irritation. Therefore, a proper exfoliation can't be undertaken before either a galvanic iontophoresis procedure, but everyone knows the removal of the dead horny layer allows far better product absorption.

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Without causing temporary changes to the pH, the Derma Fill treatment enables the prior use of the Dr Atia's Microdermabrasion or Micro-Infusion treatment optimally improving the stratum corneum preparation, dramatically improving initial penetration and final, absorption of the product. The removal of the skin's dead horny layer allows treatment to a standardised thickness, enhancing the product's dosage delivery, concentration consistency and ingredient efficacy. Furthermore, Derma Fill can introduce micro and macro-molecules such as liposomes of hyaluronic acid and collagen in a trans-dermal way without any modification of the solution's pH and without harming either tissue or cells, solving a problem that iontophoresis and sonopheresis treatments cannot solve.

DR ATIA DERMA FILL DEVICE Dr Atia's new Derma Fill facial machine can treat the key signs of ageing on all three levels: skin, muscle and volume! Long gone are the old days of treating ageing with only RF or face lifts that just address skin tightening alone, leaving the skin looking tighter, but still aged with often loss of volume! With Derma Fill EP, both Static and Dynamic wrinkles can be treated through the absorption of Dr Atia's clinically proven BotoxTM alternative Hexapeptide 8 - Hylaluronic facial filler professional strength HA with peptides and vitamins to instantly plump and fill fine lines, while improving the skin's elasticity and clarity.

For more information about the latest advances in anti-ageing technology or to register for Dr Atia's advanced anti-ageing webinar, contact Michelle â&#x20AC;&#x201C; michelle@skino2.com.au or 07 5593 4488 or www.skino2.com.au

SCIENTIFIC NEWS BRUSSELS SPROUTS BEAT BREAST CANCER

YOGURT HELPS TO LOWER BLOOD PRESSURE A number of previous studies suggest that routine consumption of low-fat dairy products can be effective in helping to reduce blood pressure. Huifen Wang, from Tufts University (Massachusetts, USA), and colleagues studied 2,197 adults in the offspring cohort of the Framingham Heart Study who did not have high blood pressure at the study's start. The subjects were surveyed for dietary habits, and followed for blood pressure along with other measures. On the baseline food-frequency questionnaire, 44% of the participants reported that they ate yogurt at least once a month. During the 14 years of follow-up, blood pressures rose and 913 of the participants developed hypertension. Yogurt intake rose too, and those with high intake (more than 2% of their daily calories from yogurt) were less likely to develop hypertension. The odds ratio of incident hypertension was 0.69 compared with individuals who didn't eat yogurt, and systolic blood pressure rose less in the highconsumption group as well by 0.19 mmHg less than among non-consumers. People who ate at least the equivalent of one serving every three days were 31% less likely to develop high blood pressure than those who ate no yogurt at all. Primary source: High Blood Pressure Research meeting Source reference: Wang H, et al "Yogurt consumption, blood pressure, and incident hypertension: A longitudinal study in the Framingham Heart Study" HBPR 2012; Abstract 188.

Cruciferous vegetables belong to the family Brassicaceae (also known as Cruciferae), and include Brussels sprouts, broccoli, cauliflower and bok choy. Cruciferous vegetables are rich in glucosinolates, the body converts to isothiocyanates and indole-3-carbinol, which are compounds associated with anticancer properties. Researchers from Zhejiang University (China) completed a meta-analysis of 13 epidemiologic studies, including 18,673 case-control breast cancer studies. The team combined the data to reveal that higher intakes of cruciferous vegetables resulted in a 15% reduction in breast cancer risk. They conclude that: "Findings from this meta-analysis suggest that cruciferous vegetables consumption may reduce the risk of breast cancer.” Liu X, Lv K. “Cruciferous vegetables intake is inversely associated with risk of breast cancer: A meta-analysis.” Breast. 2012 Aug 6.

RED WINE POLYPHENOLS HELP TO IMPROVE GLUCOSE METABOLISM Red wine is abundant in polyphenols, a potent type of antioxidant. Gemma ChivaBlanch, from the University of Barcelona (Spain), and colleagues enrolled 67 men with a high cardiovascular risk, and randomly assigned each to consume a red wine (30 g of alcohol per day), dealcoholised red wine and gin (30 g of alcohol per day) for four weeks. The researchers found that both forms of wine decreased insulin resistance between 22 and 30%, compared to values at the start of the study; and between 14 and 22% compared to the gin group. As well, both the red wine and gin improved HDL ("good") cholesterol levels, compared to the dealcoholised red wine group,

suggesting that these benefits are related to the alcohol, rather than the polyphenol content. Lipoprotein(a) decreased after the red wine intervention. The study authors conclude that: "These results support a beneficial effect of the non-alcoholic fraction of red wine (mainly polyphenols) on insulin resistance, conferring greater protective effects on cardiovascular disease to red wine.” Gemma Chiva-Blanch, Mireia Urpi-Sarda, Emilio Ros, Palmira Valderas-Martinez, Rosa Casas, Sara Arranz, et al. “Effects of red wine polyphenols and alcohol on glucose metabolism and the lipid profile: A randomized clinical trial.” Clinical Nutrition, 3 September 2012. Posted on Oct. 5, 2012, 6 a.m. in Cardio-VascularFunctional FoodsMetabolic Dysfunction Courtesy of The American Academy of Anti-Aging Medicine and The AustralAsian Academy of AntiAgeing Medicine (www.a5m.net).

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starperformer

An effective ACNE SOLUTION It is quite common these days that clients of all ages can suffer with acne in one form or another from persistent breakouts, right through to cystic acne. In fact, many women suffer from low level acne for various hormonal or stress related reasons in their 20s, 30s and 40s and even some in their 50s. BIOELEMENTS has refined their approach to acne and redeveloped and re-launched the Acne Clearing line, which features products to help clients take control of their acne. BIOELEMENTS have also developed an email mailout on acne for you to send to your clients, which is based on a statement Barbara Salomone made recently. It is interesting reading and can be attached to your Newsflash for you to market the Acne Clearing systems to clients suffering from this frustrating condition.

The ACNE CLEARING SYSTEM package offers you the following: 1. SCIENTIFIC FORMULATION: This system works to clear existing acne, prevent future breakouts and heal the visible signs of post-acne flare-ups. 2. HIGHEST LEVEL OF EFFECTIVENESS: Both professional and retail products are highly effective and FDA approved and will assist in managing and preventing acne. All 3. CLINICALLY TESTED: Acne Clearing products have been clinically tested and are nonirritating and formulated without synthetic fragrances and colours. 4. QUALITY ASSURANCE: To protect the integrity of the active ingredients and the formula all products are presented in dark glass packaging. 5. VALUE ADD-ON: Includes two of every retail product in the Acne Clear System + Breakout Control, one of every professional size Acne Clear System formula and two treatment room brushes. A total value of $682 if you were to purchase individually. 6. 3 0 T R E AT M E N T S : T h e professional size products will allow you to perform 30 one hour Acne Clearing treatments and/or Acne Clearing Back treatments. 7. FREE TOOLS: Included are FREE merchandising tools, APJ 114

testers, brochures merchandising, displays and graphics a total FREE support value of over $130. 8. START IMMEDIATELY: With your Acne Clearing System you will receive FREE step-by-step treatment guide and DVD. 9. LOW COST PER TREATMENT: Low cost for this advanced treatment of approximately $9.50. 10. BIG PROFITS: Gross treatment profits based on an average price range per treatment is estimated at $2565-$3315 with a potential earning from retail sales of $377.50.

SPECIAL OFFER We are offering a super special offer on this package for salons and clinics of just $425 (normally $595). Available while stocks last until 21st December 2012.

For further information contact ABSOLUTE SPA 1300 262 275

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