Beauty Fashion June 2011 by Beauty Fashion Inc.

The Fastest Growing Skincare Brand

BALENCIAGA.COM

EXCLUSIVELY AT NEIMAN MARCUS & BERGDORF GOODMAN

INTRODUCING EAU DE PARFUM

JUNE 2011 • VOLUME 95 • NUMBER 6

BEAUTY FASHION

On the cover:

HYDROXATONE® AM/PM ANTI-WRINKLE COMPLEX Hydroxatone ® AM/PM Anti-Wrinkle Complex is an essential step in the anti-aging beauty regimen of millions of women nationwide. With SPF15 and unique proprietary ingredients, there is no product on the market that has its proven efficacy, truly delighting the customer with results exceeding her every expectation. Hydroxatone® is the flagship brand of Atlantic Coast Media Group (ACMG). The prestige skincare line has used cutting-edge innovation and a unique direct response business model to become a major player in the retail beauty arena.

THEBEAUTYBIZ 8

The Beauty Flash

Industry Ear

Oscar de la Renta Launches New Scent

CEW Presents The Year’s Top Beauty Products

ACMG Navigates A New Course Through The Beauty Industry

Art Of Packaging Award To Sumit Bhasin

Ricardo Quintero Defines New Role At Clinique

Elements Showcase Takes A New Angle On The Traditional Trade Show

The NPD Group Tracks Growth In Men’s Fragrance And Skincare

Breakfast With Clarins’ Jonathan Zrihen

Innovations, Education And Networking Power The Industry Forward HBA Global Expo & Conference Preview

Beauty Industry Leaders Probe How To Reach The Super-Savvy Consumer

Making Sales

The Fastest Growing Skincare Brand

Avon And mark. Representatives Share Their Sales Tips For Success © 2011 BY BEAUTY FASHION. No reproduction of material contained herein without express permission of the copyright owner. Reproduction by photographic or any method will be treated as willful violation of the copyright laws.

Every day, in 180 countries, P&G Beauty & Grooming brands deliver and delight. From healthy, radiant skin and conditioned, shiny hair to the latest fragrance expression and salon hair coloring experience, P&G Beauty & Grooming products make beauty breakthroughs accessible to women and men around the world.

ÂŠ2011 P&G

JUNE 2011 • VOLUME 95 • NUMBER 6

BEAUTY FASHION

Fragrance Fans’ 2-Day Manhattan Odyssey

THELATESTLAUNCHES

Luxe Pack, New York’s “Daring Innovation And

Summer Scentsations

Father’s Day Gift Sets

Infusions Of Color

A Scentual Journey

Undercover Work

Bold Inspiration” 48

Men’s Grooming Directory - 2011

REGIONALCORRESPONDENTS 38

Spotlight On Dallas Beauty -Normita Joven

The Beautymakers Are Feeding The Demand For High-Performance Skincare

FOREIGNCORRESPONDENTS 39

Memo From Italy

EVERYMONTH

-Simona Barello 6

Editorial

THEPARTYSCENE

ComingUp

Calendar

On The Avenue

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EDiTORiAL

Welcome Back, Oscar Welcome to summer as we escape from what officially has been one of the coldest and longest winters and springs on record. Of course, it is not lost on us at Beauty Fashion that a positive sign of this spring/summer is that the fragrance business is bouncing back. It is perfect timing for Oscar de la Renta to return to the Fragrance Department to highlight the beloved OSCAR and to introduce his newest scent, Esprit d’Oscar Eau de Parfum. Oscar de la Renta is the master of the fragrance sell-through. He is the man who really revolutionized the in-store PA and has been the trailblazer of creating ‘theater’ at retail. We are so proud to have coverage of Oscar de la Renta’s return to making in-store magic with his appearance at Belk in Charlotte. He sets the bar for all that the consumer expects from the retail experience. Welcome back Oscar…it’s been way too long.

George Ledes President and CEO

JUNE 2011 /

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True Religion Hippie Chic Launches At Macy’s New Wave Fragrances partnered with Givaudan Fragrances to host a special event at New York City’s Macy’s/Queens Center for the debut of True Religion Hippie Chic. Cathy Torelli, Senior Vice President and Lauren Bitet, Senior Account Executive at Givaudan Fragrances joined New Wave Fragrances’ Account Associate Janet Polanco to tell the story of the new True Religion Hippie Givaudan Fragrances’ Cathy Torelli and Lauren Bitet with New Wave Fragrances’ Chic scent and bring animation to the women’s Janet Polanco and Macy’s/Queens Center’s Annette Cancilla fragrance counter at Macy’s. “At Givaudan, we always create with the end user in mind, so being in the stores is essential. We are involved from the beginning of the creative process collaborating with the designer and manufacturer to develop a fragrance that captures their vision for the brand,” explained Ms. Bitet. “At the counter, we are able to see the complete execution with all of the launch elements coming together.” “Speaking to the Sales Associates and customers allows us to understand first hand what drives a sale and makes for a successful launch,” she continued. “On this visit, we saw how the New Wave Sales Associates did such a wonderful job engaging customers in a very competitive environment. This experience provides tremendous insight for us as we continue to collaborate with the team at New Wave to create winNew Wave Fragrances’ Ana Zapata, Iwona Tworzydlo ning fragrances.” and Ms. Polanco with Macy’s Lisa Pascarella Annette Cancilla, Counter Manager for Ladies Fragrances at Macy’s/Queens Center explained how she engages customers about scents. “The magic begins in oneself in order to give the magic to customers. When you create a buzz and a feeling of chemistry about fragrance, it becomes conThe Fragrance tagious. What we feel transfers to the customers.” Foundation’s FiFi® Ms. Polanco believes that there must be a point Awards of difference in promoting animation at-counter. “For example, Beauty Fashion’s annual we personalize Ms. Polanco demonstrates her skills pre- FiFi® party t-shirts by iron- at personalizing a GWP decorated ing on special with flowers. designs such as Interview with AHAVA’s the peace symbol for True Religion Hippie Chic Elana Drell Szyfer or flowers for True Religion fragrance for women. We also personalize GWP bags. True Religion is all about bling.” Betsy Olum’s new role She believes that it is so helpful to have her at HSN team and Macy’s “working on the same page and showing the product to customers. Seeing International Flavors them fall in love with it makes it all worth& Fragrances’ while.” BF Ms. Bitet greets customers at Macy’s/ “Speed Smelling”

CominGUP JULY

Queens Center.

JUNE 2011 /

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BEAUTY FASHION

PUBLISHER AND EDITOR

212-840-8800 ext. 241

GEORGE LEDES

LINDSEY E. ADAMS

ladams@beautyfashion.com

DIRECTORY EDITOR

ext. 248

ADELAIDE P. FARAH

ext. 252

DEBRA DAVIS

JENNIFER DRUCKER

jdrucker@cosmeticworld.com

PHOTOGRAPHER

ddavis@beautyfashion.com

www.beautyfashion.com www.cosmeticworld.com

HOWARD BIEGEL

hbiegel@cosmeticworld.com

ART DIRECTOR

afarah@beautyfashion.com

ADVERTISING DIRECTOR

ext. 245

ext. 224

gledes@cosmeticworld.com

GROUP EDITORIAL DIRECTOR

ext. 225

ASSISTANT EDITOR

jledes@beautyfashion.com

PRESIDENT AND CEO

ext. 234

JOHN G. LEDES

ERIC MICHELSON

EXECUTIVE OFFICE 16 E. 40th Street Suite 700 New York, NY 10016 Telephone: 212-840-8800 Fax: 212-840-7246

BEAUTY FASHION EVENTS CALENDAR SUBJECT (A) Awards (B) Benefit (E) Retail Event (I) Product Intro

(M) (P) (R) (S) (T)

Meeting Press Trip Reception Seminar Trade Show

ADMISSION DETAIL (IO) Invitation Only (TA) Tickets Available * Phone numbers provided are for further information.

JUNE 2

Fashion Group International Screening of Documentary Film “Dressed” LIM College • NYC 5:30 PM (TA) (212) 302-5511 www.fgi.org

JUNE 9

Cosmetic Executive Women Women in Beauty Series with The Estée Lauder Companies’ Jane Lauder Harmonie Club • NYC 5:30 PM (R) (S) (TA) (646) 929-8026 www.cew.org

JUNE 12 - 13

The Makeup Show Chicago Venue One • Chicago (T) www.themakeupshow.com

JUNE 16

Arcade Marketing Summer Solstice Party Central Park Boathouse • NYC 6:00 PM (IO)

JUNE 21

Fragrance Foundation “Pop Your Cork...Naturally” Wine & Food Tasting Event The City Winery • NYC 6:00 PM (R) (TA) (212) 725-2755 x103 www.fragrance.org

JUNE 22

JUNE 29

Women in Flavor & Fragrance Commerce Woman of the Year Dinner Chart House • Weehawken NJ 5:00 PM (R) (732) 922-0500 www.wffc.org

AUGUST 15 - 16

JUNE 23

Beyond Beauty Paris Porte de Versailles • France (T) www.beyondbeautyparis.com

Fashion Group International “The Tastemakers” Breakfast and Conversation with CBE’s Rose Marie Bravo & Chanel’s Maureen Chiquet 21 Club • NYC 8:45 AM (TA) (212) 302-5511 www.fgi.org

Cosmetic Executive Women Women in Beauty Series West Coast A Conversation with L’Oréal USA’s Carol Hamilton Fairmont Miramar • Santa Monica CA 6:00 PM (R) (S) (TA) (646) 929-8026 www.cew.org

ICMAD Annual Meeting - Cosmetic Innovators of the Year Awards Astra • NYC (A) (M) (TA) (847) 991-4499 www.icmad.org Elements Showcase Skylight Studios West • NYC (T) www.elements-showcase.com

SEPTEMBER 11 - 14

SEPTEMBER 14 - 15

MakeUp in New York Studio 450 • NYC (T) www.makeup-in-newyork.com

SEPTEMBER 18 -23

JUNE 28

Skin Cancer Foundation “A Night the Stars Shine On” Benefiting the Skin Cancer Foundation Central Park Zoo • NYC 6:30 PM (B) (TA) (212) 725-5176 www.skincancer.org/events

JUNE 28 - 29

HBA Spa & Resort / Medical Esthetics Expo Javits Center • NYC (T) (609) 759-7603 www.hbaexpo.com

JUNE 28 - 30

HBA Global Expo & Conference Javits Center • NYC (T) (609) 759-7603 www.hbaexpo.com

Tax Free World Exhibition Palais des Festivals • Cannes (T) www.tfwa.com

SEPTEMBER 21

Cosmetic Executive Women Newsmaker Forum: A Conversation with Avon’s Andrea Jung Harmonie Club • NYC 5:30 PM (R) (S) (TA) (646) 929-8026 www.cew.org

SEPTEMBER 22

Women in Flavor & Fragrance Commerce Annual Open Dinner Westmount Country Club • W. Paterson NJ 6:00 PM (R) (TA) (732) 922-0500 www.wffc.org

BEAUTY FASHION (ISSN00057487) is published monthly by Beauty Fashion 16 E. 40th Street, Suite 700 New York, NY 10016 U.S.A. (212) 840-8800. Fax: (212) 840-7246. Subscription: Domestic $25.00 a year. Foreign: Canada and Mexico $50.00: Air Mail-Europe and all other countries $175.00. Single copy price: $5.00 except directory issues which are $10.00. Periodical postage paid at New York and additional mailing offices. POSTMASTER: Send address change to Beauty Fashion 16 East 40th Street Suite 700 New York, NY 10016 U.S.A PUBLISHER CONFIDENTIALITY POLICY The subscription lists of this publication are maintained on a confidential basis. Beauty Fashion has never marketed, sold or otherwise distributed, its subscription lists for any commercial or other purpose.

JUNE 2011 /

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CONTRIBUTING editors&columnists CONTRIBUTING EDITORS

Italy Simona Barello simona.barello@gmail.com Fax: +39-06-59887673

Marc Rosen marc@mra-nyc.com

France Sarah Colton sarahcolton@sarahcolton.com Fax: 011-331-45885386

UK Lorraine Wilson-Morris lorraine@esprit-magazine.co.uk

Australia Andrea Ferrari andrea@esprit-magazine.com.au

Brazil Fernanda Bonifacio mfmbonifacio@hotmail.com

Germany Heide Kuhn-Winkler info@hkw-pressoffice.de Fax: 011-49-621-400-6065

Spain Julia Rossi juliarossi@hotmail.es

REGIONAL COLUMNISTS

Seattle, WA Mary Elizabeth Cronin tel.: (206) 284-8998 mecronin@mecronin.com

Atlanta, GA Toni M. Lublin tel.: (404) 874-6998 toni_lublin@yahoo.com

San Francisco, CA Raphaella Barkley tel.: (775) 849-7724 raphaellabrescia@msn.com

Colorado Hilary Martin tel.: (303) 499-6244 fax: (303) 499-6245 winedunce@gmail.com

Raleigh, NC Bridgette A. Lacy tel.: (919) 872-4234 bridgettelacy@att.net

Boston, MA Brittany Jasnoff tel.: (617) 262-9700 bjasnoff@hotmail.com

Chicago, IL Lisa D. Lenoir tel.: (773) 643-0238 lenol66@aol.com

Dallas/Fort Worth, TX Normita Joven tel.: (214) 504-6157 normita.beautyfashion@gmail.com

Washington, DC Bernadette Lacy tel.: (571) 451-4187 bernie368@gmail.com

Houston, TX Mary Sit tel./fax: (713) 973-6798 maryesit@gmail.com

Richmond, VA Emily Kirkpatrick eskirkpatrick@gmail.com

Los Angeles to La Jolla, CA Lynn D. Ludlam tel.: (760) 295-6999 lynndludlam@aol.com

www.hydroxatone.com

THEBEAUTYBIZ

INDUSTRY EAR Joseph J. Campinell, President of L’Oréal USA’s Consumer Products Division, has retired from the company. Mr. Campinell joined the company in 1986 as Vice President of Marketing for what was then known as Cosmair, L’Oréal’s licensing agent in the US. In Joseph J. Campinell addition to significant product launches, Mr. Campinell had oversight for the Garnier Fructis shampoos and hair care products, introduced in the American market in 2003, and the Nutritioniste line, launched in 2007. Perfumania Holdings, Inc. has named Gail Gordon as Chief Merchandising Officer of Perfumania. The Procter & Gamble Company announced Ed Shirley, Vice Chairman—Beauty and Grooming, will retire from P&G, effective January 1, Gail Gordon 2012, after 33 years of service. Dimitri Panayotopoulos, Vice Chairman—Global Household Care, has been appointed Vice Chairman—Global Business and will assume responsibility for both the Beauty and Grooming and Household Care businesses. Givaudan has launched its latest Sustainability Report, entitled Translating Vision Into Action, that states the company’s achievements and initiatives as well as commitments to future goals. By 2020, Givaudan plans a 25% reduction in CO2 emissions, 20% reduction in energy consumption, 15% reduction in municipal & ground water usage and a 15% reduction of incinerated and landfilled waste—all per tonne of production. Shiseido has implemented a new business model that maximizes contact points with new customers by linking value-added oriented Web marketing with its store network. Value-added oriented Web marketing seeks to generate demand not only through cosmetics sales but also through proposing new beauty care experiences as well as enhancing efforts to secure customers by sharing customer data with its stores. M·A·C Cosmetics has launched a new way to browse through its Web site with M·A·C Shop Together. This new technology allows customers to share real-time, synchronized shopping sessions with friends, all through the use of instant messaging. Users have the power to chat with up to five friends, see the same products and shades all within the brand’s E-commerce site, maccosmetics.com.

JUNE 2011 /

L’Oréal USA and Demand Media announced a multidimensional partnership combining custom content and exclusive media designed to connect L’Oréal brands with women seeking personalized beauty solutions. The partnership will launch on two of Demand Media’s properties—typeF.com and the eHow Style channel as well as on a YouTube channel. After four and a half years, Halder Private Equity is divesting its majority stake in ADA Cosmetics International, a hotel cosmetics manufacturer, to the global alternative asset manager The Carlyle Group. Jean Paul Gaultier, the French Designer whose fashion house has been in partnership with Hermès since 1999, reports that the Puig Beauty and Fashion Group is acquiring a controlling 60% share of the company. Hermès said it has agreed to sell its 45% stake in Gaultier to Puig for €16 million, about $24 million, and Puig will assume €14 million in debt. Makeup Artist Jenna Menard has been named the Global Colour Artist of Clinique, a newly created position. Grossmith London, one of England’s oldest perfume houses founded in 1835, has returned to family ownership after 30 years. Simon Brooke, great-great-grandson of the Jenna Menard Founder John Grossmith, will use the original formulae to re-master the brand’s original scents including their oldest perfume, Hasu no Hana, originally created in 1888, all contained in the finest crystal by Baccarat. L’Oréal has launched Green Academy, a new hairdressing salon in Madrid, Spain, combining the application of modern technologies with the use of environmentallyfriendly materials.

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The Independent Cosmetic Manufacturers and Distributors association (ICMAD) will welcome Claudia Lucas, Director of Beauty Merchandising for QVC, to the 8th annual ICMAD CITY Awards for Cosmetic Innovators of The Year on June 29 in New York City. Ms. Lucas will present a keynote address as well as honor the winners.

Claudia Lucas

Just the Numbers

Cosmopolitan with management and production company Mosaic have joined in a creative partnership aimed to develop scripted and non-scripted programming in multiple distribution outlets. The companies will strategize content ideas and leverage them across multiple platforms including network, cable, cinema and online, integrating brands and other partners in seamless, creative ways.

LVMH Moët Hennessy Louis Vuitton recorded revenue of €5.2 billion in the first quarter of 2011, an increase of 17%. In the Perfumes & Cosmetic division, organic revenue growth was 11% in the first quarter.

Avon Products, Inc. reported first-quarter 2011 total revenue of $2.6 billion, 7% higher than that of firstquarter 2010. Avon’s Beauty sales increased 8% year over year, with gains in all categories during the first quarter of 2011. Included in this report is a 10% growth in the fragrance category.

For the first quarter 2011 ended March 31, Revlon, Inc. showed a 9.1% increase in net sales over first-quarter 2010. Net sales were $333.2 million, compared to $305.5 million from the prior year.

For the first quarter 2011, Henkel’s sales came in at €3,823 million, an increase of 8.9% compared to the figure for the first quarter 2010.

Elizabeth Arden, Inc. announced financial results for its third fiscal quarter ended March 31. The company reported net sales of $231.3 million, an increase of 6.6%, as compared to the third quarter of the prior year.

In the first quarter 2011, Inter Parfums, Inc. recorded net sales of $133.4 million, an increase of 11.7% compared to $119.4 million in the first quarter 2010. At comparable foreign currency exchange rates, net sales rose 11.6% for the period.

Unilever released its first-quarter 2011 trading statement, showing the fifth consecutive quarter of solid growth. Turnover increased by 7% to €10.9 billion with underlying sales growth of 4.3%. All categories grew, driven by a particularly strong performance in the emerging markets.

Based on reported figures for first quarter 2011, L’Oréal Group’s sales at March 31, amounted to €5.16 billion, an increase of 9.3% compared to first quarter 2010. International Flavors & Fragrances Inc. reported first quarter 2011 revenue of $714 million, 9% higher than the prior year period.

Worldwide spread of U.S. magazines includes the unusual: Cosmopolitan in Mongolia, Women’s Health in Thailand, and Good Housekeeping in South Africa—in Afrikaans. Steve Cohn, Editor-in-Chief, Media Industry Newsletter

MIN’S Monthly Boxscores Source: Media Industry Newsletter <<>> 2011. Title

MAY 2011

MAY 2010

% of Diff.

Allure

103.34

125.11

-17.40

464.06

450.16

3.09

Cosmopolitan

153.93

153.14

0.52

538.91

565.33

-4.67

Elle

205.29

175.76

16.80

939.91

825.79

13.82

Glamour

160.97

149.05

8.00

591.89

561.11

5.49

Harper’s Bazaar

112.53

108.13

4.07

618.17

662.27

-6.66

InStyle

257.92

207.54

24.27

1,007.45

925.55

8.20

Lucky

95.23

102.83

-7.39

407.71

438.90

-7.11

Marie Claire

133.23

113.50

17.38

515.08

489.90

5.14

Vogue

164.23

145.16

13.14

994.38

893.27

11.32

69.00

53.93

27.94

387.15

381.19

1.56

JUNE 2011 /

YTD 2011

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YTD 2010

% of Diff.

Rihanna Stars At Macy’s

Rihanna showcases her new fragrance Reb’l Fleur at Macy’s/Herald Square.

Rihanna celebrated the launch of her first fragrance, Reb’l Fleur, at Macy’s/Herald Square in New York City on April 29. The first 600 customers who purchased the Reb’l Fleur Fragrance Package for $138.00, including a 3.4 oz. Eau de Parfum Spray, 1.7 oz. Eau de Parfum Spray, 6.7 oz. Body Lotion and clutch bag, received

Train

Belks Honored At FIT

Macy’s Linda Levy, Givaudan’s Carolina Sabas and Marypierre Julien with Parlux’s Fred Purches and Kathleen Galvin

Parlux’s Raymond Balsys (2nd l.) with Macy’s Muriel Gonzalez, Julie Walsh, Ms. Levy and Shawn Austin

a complimentary photograph of themselves with the superstar. Perfumer Caroline Sabas, who created the fragrance with Perfumer Marypierre Julien, both of Givaudan, affirmed, Rihanna (c.) with Ms. Levy and Macy’s “It is exciting to smell Trish Williams Reb’l Fleur in the air at Macy’s and see people get enthusiastic about it. The customers are saying it smells different than everything else they’ve smelled before. It’s a great compliment to us.”

Origins highlighted Earth Month by hosting a performance by Train in New York City’s Webster Hall on April 20.

The Fashion Institute of Technology (FIT) honored Belk Inc.’s Thomas M. ( Ti m ) B e l k , J r. , Chairman and CEO and President and COO John R. (Johnny) Belk at its annual benefit gala, FIT’s Dr. Joyce F. Brown (c.) with Belk’s Tim Belk and Johnny Belk “One Family, One Company, One College Make a Difference,” on May 11 at New York City’s Cipriani.

CEW’s Young Executive Network Cosmetic Executive Women (CEW) hosted its Young Executive Networking Spring 2011 Cocktails and Connections event at the Union Square Lounge in New York City on April 20. The sold out event featured career advice from Author and Career Coach Julie Jansen.

Julie Jansen

CIBS’ Scholarship Winner CIBS’ Ted Boccuzzi (2nd l.) and Nick LoPrinzi (2nd r.) with Erika Roberts (3rd l.) and Rutgers’ Fred Bernath, Ivan Chen and Hae Chang Gea

Green Gala The Estée Lauder Companies’ Jane Lauder, William Lauder and Lynne Greene

JUNE 2011 /

Photo © Cutty McGill

Photos by Kent Miller Studios, Macy’s Inc.

THEPARTYSCENE

on the avenue

The Cosmetic Industry Buyers and Suppliers (CIBS) presented the Eugene M. Roberts Memorial Scholarship to Ivan J. Chen, a Rutgers University Senior, at New York City’s The Manhattan Club on April 13. BF 16

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Oscar de la Renta realized his dream of creating a perfume that captured the joy and sophistication of his fashion designs by launching the legendary OSCAR in 1977. Now, thirty years later, he has introduced Esprit d’Oscar Eau de Parfum. This scent is a modern take on his signature juice and is dedicated to the chic and sophisticated women of a new era. Mr. de la Renta believes that “fragrance is a very important part of a woman’s sense of individuality.”

for Esprit d’Oscar should marry the look of the iconic original parfum with a fresh, contemporary presentation. The sculptural glass and sleek feminine contours of the bottle are set off by a translucent flower cap topped by a glass pearl that has a special significance for Mr. de la Renta. The glass pearl represents a single dewdrop symbol from the original OSCAR story. When Mr. de la Renta was a boy, he imagined that if he woke up very early, he could take the dew from flowers to create a perfume… and so he did. Now he has added an Eau de Parfum version, Esprit d’Oscar. The fragrance comes in a 1.6 oz. Eau de Parfum for $78.00 and 3.3 oz., $98.00. It is available now at select department stores, Oscar de la Renta Boutiques and on the Web site oscardelarenta.com. Esprit d’Oscar was supported by a Facebook sampling campaign prior to the fragrance launch in-store, as well as a national advertising campaign that launched in May books.

OSCAR DE LA RENTA HOSTS BREAKFAST WITH BEAUTY ADVISORS AT BELK IN CHARLOTTE

The advertisement for Esprit d’Oscar Eau de Parfum

Esprit d’Oscar Eau de Parfum

“There is so much goodwill that surrounds OSCAR, which is still extremely popular,” affirmed Alex Bolen, Chief Executive Officer of Oscar de la Renta, LLC. “It is a hugely important pillar of our business. Oscar gives all the credit to the Beauty Advisors for representing the brand and keeping it strong [all these years].” Mr. Bolen explained that the company will “nurture and build muscle for OSCAR” while promoting the new Esprit d’Oscar Eau de Parfum. Mr. de la Renta’s daughter, Eliza Bolen, helped to create Esprit d’Oscar, a feminine floral-oriental juice. It begins with a bright citrus bouquet of Sicilian lemon, bergamot and citron. Its heart of Egyptian jasmine, orange flower and tuberose blends to a warm, long-lasting base of musk, heliotrope, tonka bean and vetiver. Ms. Bolen’s intent was to create “a little piece of OSCAR. It’s meant to have a broad appeal age-wise.” Along with upgrading all of the packaging for OSCAR, Mr. de la Renta and Ms. Bolen envisioned that the flacon

Oscar de la Renta greets the Beauty Advisors at Belk in Charlotte, North Carolina.

Oscar de la Renta wanted to recognize the professionalism and superb customer service of the Beauty Advisors who have represented the iconic OSCAR and now welcome the new Esprit d’Oscar Eau de Parfum at Belk in Charlotte, North Carolina. In late April, Mr. de la Renta hosted a breakfast at Belk and personally greeted all of the Beauty Advisors who attended. He was joined by his daughter, Eliza Bolen and Alex Bolen. (Continued on page 40)

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THEBEAUTYBIZ

OSCAR DE LA RENTA LAUNCHES NEW SCENT

THEBEAUTYBIZ

Top Beauty Products

osmetic Executive Women (CEW) recognized the most innovative beauty products that were launched throughout the year with its 17th Annual CEW Insider’s Choice Beauty Awards. The winning products were announced at the awards ceremony and luncheon held at the Waldorf=Astoria in New York City on May 20. Throughout the year, the 2011 Beauty Award winners will display the winners’ seal and be showcased with custom promotions in-store, online and on television. “The CEW Beauty Awards make it easy to get insight on the best products in order to be able to make an informed decision when choosing and purchasing a product,” stated Carlotta Jacobson, President of CEW. Returning this year to emcee the event was Comedian and Actor Mario Cantone, while the ceremony also featured an impressive array of celebrity presenters that included Actress Katrina Bowden, Actress/TV Personality La La Anthony and Fashion Designer Alexandria Hilfiger.

Allure’s Agnes Chapski with Bliss’ Mike Indursky

Givaudan’s Cosimo Policastro and Felix MayrHarting (r.) with CEW’s Carlotta Jacobson and Chrysalis’ Jill Scalamandre

The NPD Group’s Judy Sone, Diane Nicholson, Karyn Schoenbart, Larissa Jensen and Lori Monaco

Jill Flint with Mario Cantone and Katrina Bowden

Lord & Taylor’s Barbara Zinn-Moore with Macy’s Shiseido’s Heidi Manheimer with Arcade Nancy Schmidt and Linda Levy (r.) and L’Oréal Marketing’s Debra Leipman-Yale and Gurwitch Luxury’s Carol Hamilton Products’ Claudia Poccia

Life & Style’s Caitlin Kiernan with Napoleon Perdis’ Napoleon Perdis and Hautelook’s Paula Scandone

Johnson & Johnson’s Cara Robinson, Stefano Curti and Erin Cotter

P&G’s Kelly Vanasse, Patrice Louvet and Charlene Patten

P&G’s Don Loftus and Andrea Davey with Atlantic Coast Media Group’s Holli Westby (c.)

Bumble and bumble’s Peter P&G’s Brent Miller and Kevin Crociata Givaudan’s Kate Greene Lichtenthal and Tom Ford Beauty’s (r.) with Elizabeth Arden’s Francine with WSL Strategic Retail’s Caroline Geerlings Gingras Wendy Liebmann

(Continued on page 41) JUNE 2011 /

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THEBEAUTYBIZ

CEW Presents The Year’s

tlantic Coast Media Group (ACMG), the luxury skincare and hair care company, has been transforming the way that beauty brands are created, launched and marketed since its inception in 2005. With a unique business model that departs from the more traditional approach, ACMG incorporates a multi-channel strategy that leverages targeted media and distribution channels to build brands in direct response channels followed by the introduction into retail stores. With $170 million in annual revenue in 2010, ACMG has revolutionized the traditional model of brand and product marketing and currently offers three complete product lines, Hydroxatone®, Keranique™ and Luminique™, that are formulated with clinically proven ingredients. With the 2010 launch of Hydroxatone® in all ULTA doors nationwide, the brand awaits its forthcoming debut into Macy’s this summer and other potential traditional retailers later this year. The company has begun planning for international expansion as well. Beauty Fashion recently met with Co-Founders/CEOs Andrew Surwilo and Thomas Shipley at ACMG’s headquarters in Jersey City, New Jersey to discuss the winning strategies behind the company and to find out how a small start-up business developed into one of the most dynamic companies in the beauty industry—with 411 employees and a spot on Inc. magazine’s 2010 Inc. 500, a list of America’s fastest growing companies. BEAUTY FASHION: Atlantic Coast Media Group is still a relatively new company, but since its founding in 2005, the company has achieved remarkable success. Could you discuss the early stages of building the business? ANDREW SURWILO: We started the business in 2005, from what was virtually an attic in Richmond, Virginia. The premise of our company was that if we could create a product and launch it through a direct response business model—which includes introducing the product through advertising by mail, television, Internet, radio and home shopping—we could build a customer following and a brand awareness. By the time that product was brought into retail stores, it would already have such brand recognition that it would almost guarantee its success. We started with the two of us; one product, Hydroxatone® AM/PM Anti-Wrinkle Complex and one direct response print ad in September 2005—and it worked. BF: Please describe the philosophy behind ACMG’s business model and its direct response strategy. THOMAS SHIPLEY: We view our concept of direct-to-consumer marketing as a disruptive business model for the beauty industry. Like disruptive technology [a revolutionary concept that causes a reexamination of current models], we are creating a new and more efficient platform. Our first step is to develop the product and create advertisements—online, in print and on the radio—to sell directly to consumers. Once we create brand recognition and have the consumer vote, ultimately with their wallet, we are then able to approach a retailer with quantitative results for the overall efficiency of the product in the marketplace and have them carry our brands. ACMG’s Thomas Shipley

ACMG’s Andrew Surwilo

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ACMG Navigates A New Course Through The Beauty Industry

ACMG Navigates A New Course Through The Beauty Industry BF: How do the different distribution channels—direct response radio, television, print and Web as well as placement in retail stores—benefit from each other? AS: The great thing about our business model is that everything is measurable. With the introduction into every new channel, we see a big spike in our sales and our growth. For example, when Hydroxatone® is featured on the Home Shopping Network, we see a measurable boost in our direct response business and retail, brick and mortar and online. TS: We know how much we spend in media and the sales that are generated. Television has been the biggest contributor to our explosive growth over the last two years. When approaching retailers, we create a powerful proposition: they can use their valuable shelf space for a new product that few have heard of, or, they can use it for a product like Hydroxatone® that has name recognition among the literally millions of consumers that have seen and heard our television, print, Internet and radio ads. BF: How has the recession impacted ACMG? AS: We learned that there is not a situation in the world where there is not an opportunity. When the recession started, we could have pulled back, but instead of retreating, we drove forward. We knew there was going to be an opportunity with talent, and from a media perspective, more media would become available in terms of advertising time and space on television, radio, print and on the Internet. TS: From the consumer perspective, they still had the same desire to look beautiful, but during the recession, the pocketbook was tight. We offer the direct response customers the ability to try products risk-free for 30 days prior to paying for them, essentially financing the cost of the product for the first 30 days that they use it. With this model, it is crucial that we offer products that work as it is very easy for customers to return products (for just the shipping and handling cost) within the first 30 days. We work to help customers pay for their beauty, but also, it helps them to try our brand and become passionate, loyal customers. BF: In February of 2011, Hydroxatone® debuted on the Home Shopping Network (HSN) and has since had several other appearances on the network. What has been your experience from having your products sold on HSN? AS: The response from HSN has been phenomenal. We were given an amazing opportunity when we met with Mindy Grossman, Chief Executive Officer of HSN, Inc., and her senior team. Our success has always been based on doing things differently, so instead of going into the meeting and peddling our products, we talked about our story, our platform as well as the media advertisements we have running right now. HSN recognized the opportunity. The meeting took place in December, and they gave us Mr. Shipley and Mr. Surwilo in the customer service department at ACMG’s shows in February that exceeded their target by 59%. headquarters in Jersey City, New Jersey We had other [appearances] in April and during Memorial Day weekend. In July, Hydroxatone® will be the “Today’s Special.” HSN is an incredibly efficient channel, but we see an increase in sales across the board in all of our channels. The credibility that HSN brings to our brand has been extraordinary. BF: What role do social media Web sites play in the growth of the company? TS: We have a new Vice President of e-Commerce and Digital Strategy, Steve Brita, who is taking our social media strategy—on Facebook, Twitter and YouTube—and bringing us to the next level. We’re finding out the best way to have a dialogue with our customers. At ACMG, we don’t dabble in anything; if you dabble then you can end up losing customers as well as opportunity. Our key focus for the next twelve months is to leverage our social media platform to grow the brands. (Continued on page 42) JUNE 2011 /

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he Pratt Institute and Luxe Pack Art of Packaging Award 2011 gala was held on May 17 at New York City’s University Club. The elite of the packaging profession along with beauty industry leaders were there to salute this year’s honoree, P&G Prestige, for its outstanding commitment to package design. The award was accepted by P&G Prestige’s Sumit Bhasin, Global Leader of Innovation.

Marc Rosen of Marc Rosen Associates, P&G Prestige’s Sumit Bhasin and Pratt Institute’s Dr. Thomas Schutte

Royal Institution’s Dr. Gail Cardew, Mr. Bhasin, Vanity Fair’s Amy Fine Collins and Mr. Rosen

Dr. Schutte and Tess Schutte with Mr. Rosen

P&G Prestige’s Don Loftus and Mr. Bhasin with Dr. Cardew

P&G Prestige’s Patrice Louvet, Dr. Cardew and Mr. Bhasin

SGD North America’s Peter Acerra and Shéhérazade Chamlou with Beauty Fashion’s George Ledes

Givaudan’s Cosimo Policastro with C+N Packaging’s Allyson and Chris Young

Arcade Marketing’s Eric Dalbo and Debra Leipman-Yale (r.) with P&G Prestige’s Tracy Kugler

Utley Inc.’s John Utley and George Utley (r.) with Estée Lauder’s Denise Paglina

Mr. Rosen, The Fragrance Foundation’s Rochelle Bloom and Mary Ellen Lapsansky with Marc Rosen Associates’ Kevin Marshall

Robertet’s Christophe Maubert with Mr. Rosen Arlene Dahl with Ms. Fine Collins and Mane’s Michel Mane

The event, which raised $300,000, benefited the Marc Rosen Scholarship and Education Fund for Packaging by Design at The Pratt Institute. It is the only scholarship in the world available to college students looking to pursue careers in cosmetics and packaging design. Marc Rosen, President and CEO of Marc Rosen Associates, declared that “many graduates of the program have gone on to be leaders in the cosmetics industry.” Demonstrations of this year’s scholarship recipients’ work were on display for the guests. JUNE 2011 /

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ART OF PACKAGING AWARD TO SUMIT BHASIN

ART OF PACKAGING AWARD TO SUMIT BHASIN Amy Fine Collins, a Special Correspondent at Vanity Fair, emceed the evening and affirmed that package design “creates an emotional connection between the product and the consumer. There is the subliminal appeal of a bottle,” Ms. Fine Collins said, “and a woman feels special when using fragrance from a special bottle.” Dr. Thomas F. Schutte, President of Pratt Institute and Nathalie Grosdidier, Executive Director of Luxe Pack, New York introduced Dr. Gail Cardew, Director of Science at The Royal Institution of Great Britain, who presented the Art of Packaging Award to Mr. Bhasin. Dr. Cardew spoke of the collaborative relationship of the Royal Institution and P&G Prestige. She praised Mr. Bhasin’s ability to merge science and technology with “artistic flair.”

The Young Group’s Karen Young with Macy’s Linda Levy

Mr. Acerra and Ms. Chamlou with Estée Lauder’s Mr. Policastro with Givaudan’s Karen Elliot, Deborah Spillan and Ten Fathoms’ Ian Jarvis Maria Corbiscello of Studio MC2 and Mane’s Juan Manuel Varela

Gallery #47’s Ken Leach with Annette Green, Ms. Lapsansky and Ms. Bloom

Mr. Dalbo with Coty Prestige’s Carolyn Holtz Tyson and Fragrance Resources’ Steve De Mercado

Firmenich’s Marc Salmon with Mr. Loftus

Milbar Laboratories’ Gus Bezas and mark.’s Gail Boyé with Mr. Marshall

Firmenich’s Theo Spilka with Give Back Brands’ Noreen Dodge

KX Associates’ Annik Klein with Luxe Pack, New York’s Nathalie Grosdidier

Firmenich’s Ilias Ermenidis, Marie-Laurence Bezault and Jerry Vittoria

Victoria’s Secret Beauty’s Mark Knitowski (2nd r.) with Givaudan’s Felix Mayr-Harting, Ms. Elliot and Mr. Policastro

Mr. Rosen and Mr. Bhasin (3rd r.) with Pratt Institute’s students Joohyung Jin, Ashley Culver, Karen Salomon and Rorke Greene

Mr. Bhasin expressed that the development of packaging is “all about combining the right balance in art and science.” It is what brought him to collaborate with the Royal Institution. He maintains that we must “innovate with a greater external focus on nurturing future talent and environmental responsibility.” Mr. Rosen closed the evening by praising Mr. Bhasin and P&G Prestige for their commitment to the art of packaging. “It serves to remind us how compelling packaging is and its importance to the product and marketing.” He recognized the Pratt Scholarship recipients: Ashley Culver, Rorke Greene, Joohyung Jin and Karen Salomon and thanked the guests for their support of this event, which celebrated its 22nd anniversary. BF JUNE 2011 /

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Ricardo Quintero was appointed Senior Vice President, Global General Manager, Market Development at Clinique last September. Beauty Fashion recently sat down with Mr. Quintero to learn about his plans for achieving growth and profitability for Clinique across all regions and markets, including North America, Latin America, the United Kingdom, Europe/Middle East/Africa, Asia/Pacific and Travel Retail. He will also oversee Global Education. Beauty Fashion: What is your vision for interpreting Clinique on a global basis? Why do you believe the brand has global appeal? Ricardo Quintero: In a recent meeting on trends with Google executives, I confirmed that we are living in such an exciting time. One insight I picked up from that briefing prompted me to question, is our industry relevant today and how does the relevancy of our business compare to other times and other ages? After listening to research and talking to people in our business, I confirmed that beauty is hotter than ever. There has always been great interest in beauty, but today, our consumers around the world are empowered with more information and more ability to engage with beauty as a category. We are in the business of making women (primarily) and men feel better [about themselves]. I’m convinced that people who feel better about themselves are people that are happier, more successful, better to themselves and to others around them. When Clinique was created in 1968, through the wonderful association of Carol Phillips, Dr. Norman Orentreich and the Lauder family, something magical happened. We democratized dermatology and accessibility to great skincare. Today, we are a thousand times more engaged with different generations of consumers. On a global basis, as we speak, there is a woman buying her first Clinique’s Ricardo Quintero skincare product, her first lipstick or her first mascara right now. We want Clinique to be the brand she goes to, and we want to be there for her with initiatives like Clinique’s “Service As You Like It.” We’ve learned that today’s consumer wants knowledge and service on demand. They want to be in control of their experience. It’s all about feeling smart. When I lived and worked in Korea earlier in my career, I realized that, for the first time in my life, I didn’t understand my surroundings. I didn’t speak or read Korean. I didn’t feel smart because I had to depend on someone else to tell me about everything. I use this analogy to explain about today’s consumer. In the current beauty landscape, the brands that can provide her with the best information in her own terms are the brands that are Clinique’s “Service As You Like It” counter at Bloomingdale’s 59th Street in going to connect and succeed with her. New York City There has been an interesting evolution in the power of word-of-mouth. It evolved into word-of-mouse and now into word-of-thumb. Everywhere in the world there is the growth of mobile devices, screens and the power of thumbs communicating information. This digital revolution has a lot to do with time. JUNE 2011 /

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RICARDO QUINTERO DEFINES NEW ROLE AT CLINIQUE

RICARDO QUINTERO DEFINES NEW ROLE AT CLINIQUE Until now, business was conducted and decisions were made in “batch time.” You compiled information, as in a batch of papers, processed it and made a decision. Now companies that win have to make decisions not in “batch time” but real time. They have to communicate in real time. Every Monday, early or late in the day, I go to the Internet and look at the ratings and reviews [for Clinique]. These are real-time focus groups on how our products are doing, what consumers are saying about them and what we can learn from them in real-time. We need to be the editor for the consumer and help her to feel smart. We need to help her navigate through our brands and connect with her needs and concerns. BF: In your new role, will you customize your efforts to define Clinique’s image on a regional basis? RQ: Yes. We have a brand we believe has global appeal. Great skin, beauty and feeling good have a universal value, but the way they are manifested around the world is different. We have to make sure we have clarity of equity globally, and that we communicate that message in a way that is locally relevant. One of the pillars of this brand is that it is allergy-tested and 100% fragrance-free. We are more exposed than ever today as consumers to elements in the environment and products. According to a report in National Geographic a couple of years ago, allergies are a new global epidemic. Allergy-testing is as relevant today as it was when Clinique was founded in 1968. In our protocol, 600 people are tested 12 times. If there is one reaction to a product in that protocol of 7,200 applications, we reformulate. In a recent meeting with a Chinese Dermatologist, he said safety was probably the most important equity that consumers are looking for. And, safety is tied to the attribute of trust. It is the glue of the relationship with consumers and brands. In the United States, 93% of consumers tell us that trust is the first attribute they give Clinique. In places where there is no department store and where we are talking to the first generation of consumers with disposable income who are entering the category, we have to make sure we communicate our equity correctly in a message that is relevant to them and also that builds desirability. The products must be relevant to that ethnicity, that place or that culture. We all want to feel good about the brands we purchase. BF: How will you structure the global education programs for Clinique? Do training programs differ in various regions of the world? RQ: At Clinique, we are educators. Education is about a transfer of knowledge. It is so important to educate a consumer and a colleague. When a consumer is in a store, anybody can sell them one thing one time. If I share knowledge, it is a higher transaction. If that knowledge is relevant to that consumer, I am empowering them for the future. At Clinique, we rely on our expert Consultants to transfer knowledge that is both relevant and helpful to our consumers. We have Consultants in different age groups, and we know that different generations like to learn in different ways. When dealing with a younger generation, we tailor our education programs to be shorter because attention spans are a little different. We especially talk about service on demand. We now are instituting digital learning for our Consultants. We have a global platform where we’re putting our educational programs online. We are creating a digital forum for the Consultants to give us feedback. It’s all about two-way communication. Mr. Quintero with a Clinique Consultant during I learn more every time I do a market visit. The moments I enjoy and learn a counter visit in New York City from the most are Consultant breakfasts. I learn more about our business, what’s happening, what works and what doesn’t work. We get insights into how we can become better. This is our daily bread. This is what we do. Our education program is tailored by region in local language, adapting to that culture. In some places, our Consultants like to learn in pairs. While the educator talks to them, they can bounce ideas off each other. It’s a lot about how we save face. As we learn, we feel the confidence to ask a question without losing face. There are many techniques adapted to the culture. In the department store environment in many places, the Consultants work for us, but in others, they work for the retailer. We must make sure that in both scenarios they communicate the right message quantitatively but more important, qualitatively. (Continued on page 44)

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City Love

DKNY introduces DKNY Women Energizing Eau de Toiletteâ&#x20AC;&#x201D;the essence of DKNY Women Original, with an exuberant twist. Lighter than the original, this scent evokes the feeling of New York City on a sun-filled day. The fragrance begins with a refreshing blend of citruses, chilled vodka and tomato leaves that opens to a heart of water lilies, green coral orchids and yellow daffodils. The fragrance dries to a sensual base of white birch and tulip tree wool. The advertising campaign features the reallife couple, Anja Rubik and Sasha Knezevic stopping traffic in Times Square, kissing atop a taxi cab. DKNY Women Energizing Eau de Toilette is available in a 1 oz. size for the price of $36.00 and 1.7 oz., $50.00. The fragrance is now at Sephora stores and sephora.com.

Sleek Chic

FCUK Fragrance is manufactured and distributed by TPR HOLDINGS.

FCUK SUMMER HER is the newest limited-edition scent in the FCUK Fragrance portfolio. Developed by Givaudan Perfumers Caroline Sabas and Marypierre Julien, the fragrance begins on a fruity note of apple tart and mango that blends to a beautiful floral heart of mimosa, freesia petals and sparkling magnolia. The scent then settles into a base of sheer patchouli, amber and musk. Housed in the signature FCUK sleek glass bottle, the vibrant tie dye design induces thoughts and memories of summer months. The packaging and bottle were designed by Chad Lavigne. The 100 ml size of the FCUK SUMMER HER Eau de Parfum is priced at $54.00 and can be purchased at French Connection stores.

Happy Hour Avon introduces a trio of scents to capture the fresh, sexy appeal of the martini with the Scentini fragrance collection. Plum Twist Eau de Toilette begins on a note of cranberry and other red fruits that give the fragrance a bright, fruity freshness. Rich purple plum and cinnamon spice add a warm touch while praline creates a sensual, yet youthful base. Rose Fizz Eau de Toilette opens on a note of pink guava, adding a mouthwatering, fresh nectar quality to the fragrance. Pink rose petals weave a fresh and exuberant character through the heart that dries down to a warm and sexy base of blonde woods. Citrus Chill Eau de Toilette begins with an invigorating splash of juicy mandarin, creating a sparkle and burst of immediate delight. Feminine passionflower rounds out the middle while crystal musk provides a voluptuous base. Each Scentini fragrance is available in a 1.7 oz. size for the price of $16.50. The fragrances can be purchased through Avon Representatives, located by calling 1-800-FOR-AVON or on avon.com. (Continued on page 43)

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These cocktail-inspired scents were created to make every day a party.

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DKNY Women Energizing Eau de Toilette is a lighter version of DKNY Women Original, launched in 1999.

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THEBEAUTYBIZ TAKES A NEW ANGLE ON THE TRADITIONAL TRADE SHOW

he Elements Showcase, a premiere event for established and emerging visionaries in the field of fragrance design, returns August 15 and 16 at the Skylight West in New York City. The concept of the exhibition, conceived by art fair producer Jeffrey Lawson and fragrance entrepreneurs JOYA’s Frederick Bouchardy and Ulrich Lang New York’s Ulrich Lang, moves away from the conventional trade show model to present unique brands in an unprecedented, expertly curated showcase. The strategy produced excellent results during the debut show that was unveiled in January of 2011. Mary Ellen Lapsansky of The Fragrance Foundation shared, “The Elements team put together a fantastic fragrance The exhibition floor at the Elements Showcase showcase. It looked [like] a million dollars and certainly provided the participants with a wonderful opportunity to connect, network and grow their businesses.” The founders saw a need for a forum that would allow fragrance designers, buyers, journalists and fans to experience up-and-coming and well-known fragrances first-hand and together. “Our goal was and always will be to create a platform where people can go to be inspired,” said Mr. Lawson. “The showcase combines fragrance and design to create an environment that is exciting and stimulating for both the exhibitor and the attendee.” During its January launch, the Elements Showcase presented exceptional offerings by elite fragrance companies. Many exhibitors at the showcase introduced new products and collections, including Lafco, Royal Apothic, Intertrade Europe, EM Distribution, MCMC Fragrances and Anthousa. The diverse roster of exhibitors also featured Bond No. 9, Etat Libre d’Orange, Woodley & Bunny, DS & Durga, DL & Co., Les Parfums Keiko Mecheri, Santa Maria Novella and Duchess Marden. This edition of the Elements Showcase will feature several outstanding exhibitor additions that include Caron, Juliette Has a Gun, Costume National, Portland General Store, Bois 1920, Carner Barcelona, Comptoir Sud Pacifique and Robert Piguet Parfums, as well as selected skincare brands such as Rodial, Lift Lab, VitaMan and Alchimie Forever. Establishing itself as an innovator in its field—from a conceptualized space designed by Reddymade Design to the cutting-edge fragrance installations—the Elements Showcase aims to unite the many facets of the fragrance industry together. For more information about The Elements Showcase, visit elements-showcase.com or call 212-268-6148. BF Elements Showcase’s Jeffrey Lawson, Frederick Bouchardy and Ulrich Lang JUNE 2011 /

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F ther’s Day Gift Sets

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CLARISONIC Gray Clarisonic Sonic Skin Cleansing System

Priced at $65.00, this gift set includes a 3.4 oz. Eau de Toilette Spray and a .5 oz. Eau de Toilette Spray. UNLTD. by Marc Eckō Gift Set

Give father this set of masculine essentials that includes a 3.4 oz. Eau de Toilette Spray, 1.7 oz. After Shave Moisturizer Tube and 1.7 oz. Hair and Body Wash—all in a Deluxe Gift Box for the price of $95.00. Allure Homme Sport Sporty Essentials

Priced at $195.00 and available at clarisonic.com, the Gray Clarisonic Sonic Skin Cleansing System is the essential first step in his shaving routine. Using a gentle, sonic micro-massage action to gently clear pores, this device allows shaving products to absorb better into the skin. PARLUX FRAGRANCES Eckō by Marc Eckō Gift Set

For the price of $95.00, this Deluxe Gift Box includes a 3.4 oz. Eau de Toilette Spray, 1.7 oz. After Shave Moisturizer Tube and 1.7 oz. Hair and Body Wash. Bleu de CHANEL Boldly Unexpected

The perfect gift for the man in your life, this collection contains a 3.4 oz. Eau de Toilette Spray and 3.4 oz. After Shave Lotion in a Deluxe Gift Box. This set is priced at $100.00.

Let him know how much you care with this trio that contains a 3.4 oz. Eau de Toilette Spray, 2.6 oz. Deodorant Stick and 3 oz. Hair & Body Wash. This set is priced at $65.00. Marc Eckō Blue by Marc Eckō Gift Set

Celebrate dad with this gift set that contains a 3.4 oz. Eau de Toilette Spray and 5 oz. Hair & Body Wash for the price of $55.00. NEW WAVE FRAGRANCES Drifter by True Religion Gift Set

Thank your father for all that he has done for you with this gift set that contains a 3.4 oz. Eau de Toilette Spray, 3 oz. Hair & Body Wash, 2.75 oz. Deodorant Stick and .25 oz. Eau de Toilette Spray. Priced at $79.00, this set is a $121.00 value. Ed Hardy Born Wild Gift Set

For the price of $75.00, this four-piece set

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includes a 3.4 oz. Born Wild Eau de Toilette Spray, 3 oz. Hair & Body Wash, 2.75 oz. Deodorant Stick and .25 oz. Eau de Toilette Spray. ARAMIS AND DESIGNER FRAGRANCES Aramis Father’s Day Set

This gift box holds three top-selling products that are perfect for dad. Receive a 3.7 oz. Eau de Toilette Spray, 3.4 oz. Advanced Moisturizing After Shave Balm and 2.7 oz. “24 Hour” High Performance Deodorant Stick for the price of $55.00, a value of $102.00. CLARINS FRAGRANCE GROUP A*MEN by Thierry Mugler Distinctive Adventures Set

This refined collection includes a 3.4 oz. Eau de Toilette Rubber Spray, 1.7 oz. Hair & Body Shampoo and a .7 oz. Mini Deodorant—all in a Thierry Mugler Signature Toiletry Bag for the price of $89.00. (Continued on page 45)

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CHANEL Allure Homme Defining Essentials

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THEBEAUTYBIZ BF

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During the year, The Fragrance Foundation invites members of its Board to meet informally with beauty industry executives to discuss their career paths and their companies. On April 21, Jonathan Zrihen, President and CEO of Clarins Group North America hosted a breakfast at his Manhattan office and spoke to The Fragrance Foundation members about the company and how he shaped his career in the beauty business. Clarins, founded by Jacques Courtin-Clarins in 1954, is a family-owned company. Mr. Courtin-Clarins’ philosophy was “Do better, do more and enjoy doing so.” Clarins developed its products by listening to what consumers wanted, and Mr. Zrihen noted that the company continues that culture by putting client cards in product packaging. “We get thousands of comments, which help our laboratories to develop new products.” “We see ourselves as a start-up business instead of the big company we have become,” he explained. “We have an open culture where everyone can contribute. My team knows that they can see me at any time. We make fast decisions and are able to act quickly to execute an initiative.” Mr. Zrihen maintains that being a privately owned company, Clarins can invest for the long-term and not have to explain its moves to investors. However, he said, “It is more expensive to source a smaller amount of goods.” Clarins Group North America is now estimating more than $1.5 billion in annual revenue. Mr. Zrihen, born in Toulouse, France, graduated from business school in Paris Clarins Group North America’s Jonathan before joining Clarins as an intern 17 Zrihen with The Fragrance Foundation’s years ago. He began in the marketing Rochelle Bloom department before moving on to sales. Expressing that he had wanted to work overseas, he was willing to accept leaving home to embrace other cultures. Married with three children, he has always had the support of his family when making a decision to move to a foreign country. “Before accepting an assignment, I make sure my wife is in full agreement with it.” Mr. Zrihen has held six different positions in seven countries. Looking Mr. Zrihen (r.) greets Mane’s Frederic Jacques, back on his career path, which has taken him to his current position in The Fragrance Foundation’s Terry Molnar and charge of North America, he declared, “I never asked ‘What is my next step?’ SGD North America’s Shéhérazade Chamlou When I was given an assignment, I focused on that and not on what I was going to do next.” Mr. Zrihen’s mandate for the US is to make Clarins “more desirable, more available and more visible. The brand has to become irresistible. There must be an entertainment factor at point-of-sale. I want to make sure the customer has the most pleasurable experience at the counter. Build a connection with the consumer who then becomes an ambassador of the brand.” Mr. Zrihen maintains that training of the Beauty Advisors is vital to keep a connection with the customer and build their loyalty. “Every Account Representative is a trainer. If I had Arcade Marketing’s Diane Crecca and Laura $1.00 left, I would spend it on training.” Freedman (r.) with Lucky’s Mary Zegras Along with the skincare and color categories, Clarins Group North America includes the Clarins Fragrance Group. It consists of Thierry Mugler Parfums, Azzaro, Porsche Design and David Yurman. Mr. Zrihen announced that next year a Swarovski Mr. Zrihen stands in front of factices from the Clarins Fragrance Group. fragrance will be added to the portfolio. Clarins is the top prestige skincare brand in Europe, and it is Mr. Zrihen’s ambition to reach that status in the US. To increase Clarins’ skincare visibility in the US, a new advertising campaign has been initiated. A new face will be added to Thierry Mugler Parfums’ ANGEL promotions. Eva Mendes will star in the ad visuals. Clarins is using social media to engage consumers and is nearing 60,000 Facebook fans. As part of Clarins’ digital strategy, the company will introduce a world-wide Web site next month. BF JUNE 2011 /

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BREAKFAST WITH CLARINS’ JONATHAN ZRIHEN

HBA

Global Expo & Conference once again brings the entire beauty and personal care community together for three days of discovering product innovations, networking opportunities and exclusive education from industry insiders. With new dates, HBA Global kicks off summer at New York City’s Jacob K. Javits Convention Center from June 28-30, welcoming an expected 16,000 attendees and over 600 exhibitors and educational partners. As the leading source for the latest innovations, technologies and techniques in packaging, raw materials and ingredients along with private label, contract manufacturing, naturals and finished goods, HBA Global is a must-attend event for leading brand manufacturers, niche players and indie brands. Dan Brestle will be the keynote speaker for HBA 2011, sharing insights on building iconic brands and the global market. Mr. Brestle is Chairman of the Board of Directors for the Personal Care Products Council (PCPC) and has retired from more than 30 years in top leadership positions at The Estée Lauder Companies, presiding over its wellknown portfolio of brands. He will pay tribute to the industry’s diverse founding icons and will provide keen insight on the similarities between them and the challenges they faced and overcame. Mr. Brestle will also provide a high level view of the opportunities that exist today and the issues that brands may confront including government regulation and the complexities in global business and digital communications. “Brand building and globalization are on the minds of many in the industry, and we are delighted to have someone with such deep roots in the business give such an important talk,” said Keynote Speaker Dan Brestle Jill Birkett, Brand Director, Beauty & Wellness, UBM Live, producer of HBA Global. The keynote address will take place on June 28 at 9:00 a.m. in the Special Events Hall of the Javits Center. The educational programs at the HBA Global Conference offer the knowledge and intelligence of industry experts addressing every facet of the beauty and personal care market. The three-day programming has been re-designed to make a customized learning experience accessible to all. This year’s conference includes the Marketing Track that focuses on the right know-how to bring attention to brands and increase sales. This series will be featuring top beauty brands and retailers discussing the hottest trends, distribution channels and social media strategies that drive sales. The Technical Track covers all aspects of a product’s lifecycle with sessions that include the changing global regulations, new technologies and research that is revolutionizing the beauty and personal care industry today. In its Green Track, HBA Global concentrates on the key topics of all-natural and organic products, sustainability and the total body and mind wellness approach to beauty, while sessions in the International Track will provide a road map on how to expand a business globally and how to sell in high growth countries. Skincare has its own educational track this year, featuring leading experts discussing technological stand-outs, novel ingredients, the latest in the anti-aging segment, trends for the market and breakthrough future developments. This new track launches with a powerful session led by skincare pioneer Dr. Howard Murad on Total Body Skincare: The Future of the Skincare Market. The show floor at HBA Global Expo (Continued on page 46)

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THEBEAUTYBIZ

INNOVATIONS, EDUCATION AND NETWORKING POWER THE INDUSTRY FORWARD

COLOR

The Eyes Have It

L’Bel’s selling model puts its products for sale online and through a team of nationwide Beauty Advisors.

L’Bel, the direct sales brand distributed by Ventura International Limited, has introduced Duete Eye Shadow in a two-in-one color compact, which is offered in ten different duos. The eyeshadow palettes are contrasting yet complementary shades of color enclosed in a portable case for easy application. They are priced at $15.00. Also newly available is a Chromatique Eye Shadows and Blush Case. The mirrored case has compartments for nine shades that can be used as shadows and combined to create a blush. There is a dual tip applicator for eyeshadows and a blush brush. The Chromatique Eye Shadows and Blush Case comes in two color combinations of rose and brown. The new products are available through Independent L’Bel Beauty Advisors and by visiting lbelusa.com. L’Bel’s line can be checked out on facebook.com/LBelUSA and on Twitter at @LBelUSA.

“New Look” Following the tradition of Christian Dior’s legendary “New Look” for fashion, Dior Beauty creates its “new look” with 5 Colours Lift eyeshadow palettes. The eyeshadow is formulated with skincare ingredients, including hyaluronic acid spheres and vitamin E, to fill in lines and decrease puffiness for immediate hydration and a tightening effect. The Lift & Glow™ powders produce blendable textures for the 5 Couleurs Lift eyeshadows. Each palette contains a Universal Base, Radiance Touch to highlight, the Structure Touch to line eyes and define brows and two color Serum-Shadows for a satiny finish. Dior 5 Couleurs Lift is priced at $60.00. Two new shades have been added to Diorshow Extase Mascara—Brown #791 and Plum #971. They are priced at $28.00. All of the new SKUs are now at Dior Beauty counters nationwide and at dior.com.

Dior Beauty’s Dior 5 Couleurs Lift multi-task with skincare ingredients that instantly and overtime lift, frame and brighten the eye.

Hang Ten M·A·C rides the waves with the new Surf Baby collection. There are four shades of Lipstick, four shades of Lipglass, two shades of Blushette, Surf Baby Cheek Powder, two shades of Nail Lacquer, eight shades of Crushed M·A·C creates Metallic Pigment, Splashproof Lash Mascara, two the lure of shades of Powerpoint Eye Pencil and five shades of Eye endless summer Shadow. They range in price from $14.00 to $38.50. with the Surf Baby collection. They are available now at all M·A·C locations. Dudes and dudettes get bronzed and super-tanned with M·A·C Skinsheen Bronzer Stick in three shades, Bronzing Powder in two shades, Studio Careblend/ Pressed in two shades and Suntints SPF 20 Liquid Lip Balm in three shades. They range in price from $15.50 to $34.00. They are available now at all M·A·C locations. Stash these products in new Surf Baby! Bags in two sizes priced at $28.00 and $32.00, available only at M·A·C stores. BF JUNE 2011 /

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THELATESTLAUNCHES

he Fashion Group International held a luncheon on April 28 at Manhattan’s New York Hilton where a panel of experts discussed how to transform the beauty business to captivate the consumer. Sponsors of the event were The Estée Lauder Companies, SELF, Fusion Brands Inc., P&G Prestige and BobCar Mobile Beauty Boutique. Before the panelists shared their experiences in bringing innovation to their brands, SELF’s Laura McEwen, Vice President and Publisher, and Elaine D’Farley, Beauty Director of Editorial, gave an overview of today’s consumer, the new beauty curator. The panel on “Transformational Beauty” was moderated by The Young Group’s CEO Karen Young and consisted of Caroline Pieper-Vogt, CEO, Fusion Brands Inc.; Kathleen McNeill, President of Beauty.com; Marc Speichert, Chief Marketing Officer of L’Oréal USA and Maureen Case, President of Specialty Brands at The Estée Lauder Companies.

L’Oréal USA’s Marc Speichert, The Estée Lauder P&G Prestige’s Don Loftus and Fashion Group Companies’ Maureen Case, The Young Group’s International’s Margaret Hayes Karen Young, Beauty.com’s Kathleen McNeill and Fusion Brands’ Caroline Pieper-Vogt

Arcade Marketing’s Diane Crecca with Annette Green of BobCar Experiential Media

SELF’s Laura McEwen and Elaine D’Farley (r.) with Coty Prestige’s Carlos Timiraos

Lord & Taylor’s Barbara Zinn-Moore, Cosmetic Mr. Loftus (2nd l.) with Nordstrom’s Lisa Kellam, Denny Meadows and Mitzi Rogers Executive Women’s Lisa Klein and Carlotta Jacobson (r.) with The Estée Lauder Companies’ Bari Seiden

Today’s über-savvy consumer has been enlightened by social media and is her own best beauty advisor. She is open to experiment and choreographs her beauty experience. It is the beauty industry’s task to bring new technology to product development and to offer a variety of distribution channels. Ms. Pieper-Vogt shared, “At Fusion Brands, everything we do is transformational.” Its roots in the pharmaceutical industry are driving the company’s product development in beauty. She believes that the multiple distribution channels straddling mass and class require a team that can keep up with the pace. Ms. Case maintains that each brand has to understand its DNA. The consumer needs to have a brand they can trust and makes a judgment based on the experience they have with that brand. JUNE 2011 /

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THEBEAUTYBIZ

Beauty Industry Leaders Probe How To Reach The Super-Savvy Consumer

BMV Fine Art’s Barry Meisel and Katja Barthomess of Copy Gold with The Estée Lauder Companies’ Joe Spellman

Fusion Brands’ Danielle Milata, Ms. PieperVogt, Dana Kline and Greg Black

Robertet’s Pierre Wulff with Ben Gorham of Byredo

Mr. Timiraos (2nd r.) with Sephora’s Allison Slater and Givaudan’s Kate Greene and Rose Eckert

Mr. Spellman (c.) with The Estée Lauder Companies’ Veronika Ullmer and Ms. Seiden

Mr. Loftus with Givaudan’s Cosimo Policastro

LVMH Fragrances’ Nicholas Munafo (c.) with Condé Nast’s Lucille Duran and Seventeen’s Terry Alvar

Histoires de Parfums’ Gerald Ghislain with Grace Beauty’s Louise Caldwell

Gilt Groupe’s Alexandra Wilkis Wilson with The Estée Lauder Companies’ John Demsey and Ms. Seiden

“L’Oréal is channel-driven,” Mr. Speichert affirmed “and organized by brand.” L’Oréal seeks to understand what the consumer is looking for, he said, and then customizes content that is relevant to their needs. It is driven by “insight, media and marketers.” “Beauty.com brings the shopping experience online,” Ms. McNeill declared. “If the consumer engages with Beauty.com, then the sale is the icing on the cake. We want to bring value to the consumer with deluxe samples and GWPs.” “It’s all about getting the word out,” Ms. Pieper-Vogt noted. Direct selling on television “is an important part of our mix, talking to live consumers. It’s a completely different way to explain products.” Ms. D’Farley with Shiseido’s Jadzia Tirsch Ms. Case also finds that selling on television is a way to teach about products. She used the example of Bobbi Brown’s appearances on QVC to showcase her line. “We have to stay ahead of the consumer,” Mr. Speichert shared, “because she often knows more than the Beauty Advisors. Consumers want true innovation and a unique experience.” Ms. Pieper-Vogt agreed, adding, “At Fusion Brands, we only offer multi-tasking, high-performance products that are needed and new.” BF JUNE 2011 /

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Scentual

JOURNEY

Setting Sail

The newest fragrance in the Nautica portfolio is Pure Nautica Discovery. It’s targeted to the man who refuses to be bound by life’s daily grind. “Nautica is one of the most sought after apparel marketers in the world,” noted Stephen C. Mormoris, Senior Vice President, Coty Beauty Global Marketing. “With the launch of Pure Nautica Discovery, we bottled the brand’s iconic lifestyle and turned to the seductive power of the sea. Brisk, strong and sophisticated, Pure Nautica Discovery celebrates our appreciation for the ocean’s magnificence and mystery.” Pure Nautica Discovery, created by Givaudan’s Perfumer Yann Vasnier, is elegant, spirited, sophisticated and playful. It is a bolder and livelier statement than the more sensual Pure Nautica. The juice begins on a top note of basil and lemon. The heart of coriander seed, ginger and lavandin oil dries down to a base of cedarwood and 100% biodegradable musks. The fragrance is presented in a bottle reminiscent of a boating sail with a curved, heavy, brushed aluminum cap as the accent. A splash of orange contrasts the bottle’s bright gradated teal blue, recalling the open waters and the clear sky. The carton is designed with a bold, orange-black block wrapping around the side. The voyaging lifestyle of the Nautica man is reflected in the details of Pure Nautica Discovery. Available now at Macy’s and other fine retailers nationwide, Pure Nautica Discovery comes in a 50 ml size for $49.00 and 100 ml, $65.00. Karen Murray, President of VF Sportswear affirmed, “The Nautica brand’s new fragrance speaks to the man who seeks the extraordinary in the everyday and who challenges himself beyond his normal boundaries.”

Pure Nautica Discovery is introduced by Coty Beauty.

The model in the advertising visual for Pure Nautica Discovery represents a man who takes pride in his full-throttle lifestyle, seeking out memorable experiences great and small.

A Sultry Summer Scent UK fashion empire French Connection and TPR HOLDINGS LLC have introduced FCUK SUMMER HIM as part of a long-term licensing agreement between the two companies. FCUK SUMMER HIM complements the Original Him and Connect fragrances while recognizing and capitalizing on past successes and current demand. It adds newness and seasonality for the current FCUK consumer while attracting new customers. It also continues the synergy of TPR and the French Connection fashion brand. FCUK SUMMER HIM, developed by Fragrance Resources, begins on a top note of sea spray accord, Italian bergamot and Caribbean nutmeg. Its middle note of sea moss, warm sage, lavender essence and fresh papyrus is based on a FCUK SUMMER HIM is TPR HOLDINGS’ new scent for the French Connection note of driftwood, teak wood, fresh amber and musk. fragrance portfolio. The presentation of a signature sleek flacon and carton, designed by Chad Lavigne, is in a vibrant tie dye design. It expresses the essence of the summer season. The fragrance comes in a 100 ml Eau de Toilette for $54.00. FCUK SUMMER HIM is distributed in traditional channels including the French Connection stores. “Our distribution includes a worldwide strategy, with particular emphasis on Asia where the brand has strong sell-through,” explained Brian Robinson, President of TPR HOLDINGS LLC. “We are very excited to create new and exciting fragrances under the FCUK name and think FCUK SUMMER HIM will resonate very well with the younger demographic as well as the seasonal consumer.” BF JUNE 2011 /

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THEBEAUTYBIZ

Avon And mark. Representatives Share Their Sales Tips For Success SHIRLEY EKBLAD Lombard, Illinois Avon Representative Advanced Unit Leader Avon has always been a part of my life. When I was growing up, my mother would buy Avon products to give as gifts, and, at the age of seven, I got to take a tour of an Avon facility. Now, as I celebrate my 25th year as an Avon Representative and 12th year as owner of my Licensed Avon Beauty Center at the local mall, I still remain passionate about the services I provide and the company I love. Before joining Avon, I had tried my hand at a variety of different sales industries. From flowers, to jewelry, pastries and sweets, from craft fairs to home parties, I had sold it all. Then, inspired by a friend, I decided to sell Avon. I needed a little extra money, and another venture into sales seemed logical for me. But, what I thought would be just another way to earn extra income quickly became my sole source of income, the primary way I met new people, made friends, and achieved a level of success I never thought possible. My customers mean everything to me and through the years, I’ve learned to think one step ahead and provide my clientele not just with what they want, but what they might also like as well. I offer discounts for multiple purchases and provide samples in every bag. I have also created a “Top 10 Reasons to Become an Avon Representative” list to help solicit new recruits for my Avon team. These marketing and sales techniques have become tried-and-true business methods for me that consistently work and have helped me greatly increase my sales earnings. With hard work, dedication, and love for what you do, Avon can help anyone realize the dream of financial independence. The key is to never sell yourself short. My tips are to stay positive and proactive, always talk to people, exchange business cards, pick up on what products might be right for each person and/or their family and never give up. Despite the challenges, stay true to your personal sales strengths. I have achieved more than I could have ever imagined, including taking my son on a cruise, traveling multiple times to Europe, renovating my house, buying the car of my dreams and purchasing a vacation home in Lake Geneva, Wisconsin. Avon has truly enriched my life, and I am just as enthusiastic and passionate about being an Avon Representative today as I was when I started 25 years ago. ROSEMARIE OSOLINKSY Phoenix, Arizona Avon Representative Senior Executive Unit Leader Like many women, I started out selling Avon because I needed to make extra money. I had two young children and had decided to go back to school, and selling Avon made it possible for me to spend more time with my children. It also helped pay for books for my classes. I take advantage of all of Avon’s opportunities from taking part in Avon’s Leadership program as a Senior Executive Unit Leader to owning and operating a Licensed Avon Beauty Center. With Avon, I have been able to earn a six-figure salary and surpass the level of achievement I once thought was not possible for me personally. I love the opportunity my profession affords me, to help improve the lives of both my customers and the women on my team. I enjoy boosting the confidence of a customer with a lipstick or fragrance. While direct selling has truly enriched my life, it has not always been without challenges. The main obstacle I had to overcome working as an Avon Representative was the fear of striking up conversations with strangers. I simply had to put one foot in front of the other and get used to talking to people I didn’t know. I soon realized all you have to say is “Hi,” and the rest is easy. It is important to know your products, their benefits, who your target customer for each brand is and how each product should be used to achieve maximum results. I read all the sales materials supplied to Avon Representatives, I attend every sales meeting and log onto the Avon Web site often to read the personal testimonials of customers who have tried our products. Armed with all the information of the company and the products I represent, I am always confident when I approach people that my knowledge of Avon will quickly come across and strengthen my ability to earn a sale. (Continued on page 53) JUNE 2011 /

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THEBEAUTYBIZ

MAKING SALES

THELATESTLAUNCHES LAUNCHES

UNDERCOVER WORK The Beautymakers Are Feeding The Demand For High-Performance Skincare

Beautiful makeup depends on a base of healthy skin. Realizing that they want to keep skin fit, consumers are ramping up their consumption of skincare products. According to Kline & Company, in 2010, skincare remained the largest product class, accounting for 25% of total beauty sales. “Thanks to the emergence of high-tech facial treatment offerings, the product class has also remained one of the fastest growing segments.” Here are some new skincare products driving the market.

GETTING EVEN Estée Lauder attacks the problems of skin’s redness, blotchiness, discolorations, acne marks, sun spots and dark spots with the solution of new Idealist Even Skintone Illuminator. This intensive yet gentle oil-free serum is formulated with Triple-Optic Technology to instantly illuminate skin for immediate radiance. Its next generation of optics includes soft focus optics, color-correcting optics and brightening optics. It also features CorrectTone Technology, a triple-action complex of anti-spot ingredients, anti-oxidants and anti-irritants. Idealist Even Skintone Illuminator is scented with the signature Idealist scent, a blend of floral and sparkling citrus notes. Non-acnegenic, Dermatologist-tested and Ophthalmologist-tested, it is effective for all ethnicities. The serum is priced at $58.00 for 30 ml and $85.00 for 50 ml. Also new from Estée Lauder is Idealist Cooling Eye Illuminator. Dark circles and puffiness are caused by a lack of micro-circulation/weak capillary structure, hyperpigmentation and irritation. This new treatment Estée Lauder’s new Idealist delivers brightening and de-puffing results. Even Skintone Illuminator The formulation is driven by Triple-Optic Technology as well as Dark has been proven to reduce uneven skin tone in Circle Correcting Complex, which contains Pinoxide™, magnolia extract, two weeks. vitamin C, botanical extracts and extracts of sea algae, caffeine and sucrose. The Idealist Cooling Eye Illuminator’s patent-pending, specially contoured tip massages the treatment into the eye area to help cool eyes instantly. Idealist Cooling Eye Illuminator comes in Light/Medium and Medium/Deep to suit all skin tones Idealist Cooling and all ethnicities. It is priced at $58.00. Eye Illuminator helps eyes to Both Even Skintone Illuminator and Idealist Cooling Eye Illuminator are now at all Estée Lauder instantly look counters nationwide, at esteelauder.com and at major international airports. brighter.

YOUTH QUAKE

Orlane’s Super-Moisturizing Light Cream uses marine ingredients to help the body learn how to reservoir and redistribute water more effectively.

Orlane adds new Super-Moisturizing Light Cream to its Hydration-Nutrition Program of skincare products. The development of this light-textured formulation was inspired by the latest hyaluronic acid injection techniques from esthetic discoveries. The skin regains its suppleness and radiance, while its youthfulness is enhanced. Super-Moisturizing Light Cream contains hyaluronic acid, which can retain up to 1,000 times its weight in water, can penetrate the skin to hydrate and re-plump the epidermis as well as boost cell renewal. A complex of aquatic plants combined with a biomimetic active ingredient moisturizes the skin by helping to capture, retain and redistribute water according to the skin’s needs. B21-Energic Anti-Aging Complex stimulates cellular energy, regenerates, smoothes and firms the complexion. Super-Moisturizing Light Cream’s texture is adapted to warmer seasons, hot climates and is suited to younger, less demanding skin. It is now available for $165.00 at Orlane counters nationwide. BF JUNE 2011 /

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THEBEAUTYBIZ

he Sniffapalooza team of Karen Dubin, Founder/Director and Karen Adams, Executive Operations Manager summoned perfume aficionados from national and international locales to their Spring Fling April 30 and May 1 in New York City. The two-day exposure to sensory surprises covered uptown Manhattan on Saturday and downtown on Sunday. Here are some of the highlights from the scent trekkers’ Spring Fling.

Bergdorf Goodman’s Maddi Marlowe and Eileen Leddy

Palm Beach Beauté’s Sandra Lang described the new Judith Leiber Night to the attendees at the Bergdorf Goodman breakfast.

Ms. Lang joins Ms. Marlowe and Palm Beach Beauté’s Joan Strubbe in Bergdorf Goodman’s Fragrance Department.

Sniffapalooza’s Karen Dubin with Ms. Marlowe showcase the Bergdorf Goodman fragrance basket to be raffled off.

A close-up of the luxury fragrances to be raffled in the Bergdorf Goodman Fragrance Department

Mane’s Perfumer Ralf Schwieger (r.) signs a bottle of the new Atelier Cologne Vanille Insensée, which he developed as Atelier Cologne’s Sylvie Ganter looks on.

Breakfast at Bergdorf is always a sold-out start to Spring Fling’s first day. Some of the brands presented were CHANEL, Palm Beach Beauté’s Judith Leiber Night and Atelier Cologne. After the presentations, the Sniffapaloozas ventured into Bergdorf Goodman’s Fragrance Department where they smelled the newest as well as classic scents and put in their names for a raffle basket of fragrances valued at about $3,000. Lunch at Manhattan’s Benoit was the next stop on the tour where special guests and presenters provided fragrance news and brand profiles. The day was rounded out with visits to Henri Bendel and The Plaza, where Krigler Perfumery and Plaza Beauty welcomed the group.

Fashion Fragrances & Cosmetics’ Joe Garces (c.) with Ms. Dubin and Sniffapalooza’s Karen Adams at Benoit

The Fragrance Foundation’s Mary Ellen Lapsansky and Terry Molnar gave the Sniffapalooza group a preview of the annual FiFi® fragrance awards held May 25 at New York City’s Lincoln Center. (Look for coverage in the July issue of Beauty Fashion.) JUNE 2011 /

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Sarah Horowitz-Thran of Sarah Horowitz Parfums asked the Sniffapalooza group to give their opinions of two fragrances she is developing—A Work in Progress No. 8 and A Work in Progress No. 4. Ms. Horowitz-Thran is currently developing different versions of the juice and had an expert audience for feedback.

(Continued on page 47)

THEBEAUTYBIZ

Fragrance Fans’ 2-Day Manhattan Odyssey

REGIONALCORRESPONDENTS

DALLAS BEAUTY

Crowds of screaming beauty fans recently welcomed world-renowned reality star, boutique owner and Fusion Beauty Spokesmodel Kim Kardashian to Nordstrom at Galleria Dallas. Ms. Kardashian, the face of Fusion Beauty Colorceuticals’ LipFusion franchise and new IllumiFill Line Filling Luminizer, made a personal appearance as part of her international campaign with Fusion Beauty. Ms. Kardashian said that she is honored to represent Fusion Beauty, an innovative company of such high caliber that continues to push the boundaries of the beauty industry and wants women to feel empowered and confident about themselves. “I deeply admire Fusion Beauty for their beauty innovations and commitment to philanthropy and everything they stand for. I love everything about beauty, and Fusion Beauty products make me feel empowered and better about myself. I want to encourage women to take some time to look their very best, and that looking their very best will exude nothing but confidence and success in them.”

The Fusion Beauty signage in Nordstrom

Ms. Kardashian signs autographs for her young fans.

Kim Kardashian greets her fans in Nordstrom at the Galleria Dallas.

The Nordstrom customers enjoyed a consultation with Fusion Beauty experts and, with a $75.00 Fusion Beauty purchase, the first 150 customers had the exciting opportunity to meet Ms. Kardashian and receive her autograph.

Beauty Fashion’s Normita Joven speaks with Ms. Kardashian.

Fusion Beauty’s Dennis Hays, Karine Liboiron and Sheila Castle anticipate Ms. Kardashian’s visit. JUNE 2011 /

In addition, customers were able to shop for a beautiful cause. Fusion Beauty donates $1.00 of every LipFusion Luxe Boudoir Collection product purchased to the Seven Bar Foundation’s Kiss Away Poverty campaign. “We are excited about this partnership with Kim Kardashian,” said Karine Liboiron, Marketing Director for Fusion Brands Inc. “She was the one we wanted to work with. She has wonderful lips and beautiful skin. But most of all, as a successful and driven woman, she is an inspiration to Fusion Beauty women of all ages!” BF 38

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REGIONALCORRESPONDENTS

by Normita Joven

SPOTLIGHTON

FOREIGNCORRESPONDENTS

MEMO FROM

ITALY

by Simona Barello

One of the many conferences held at Esxence, The Scent of Excellence

The Robert Piguet Parfums booth at the exhibition

Palazzo della Permanente in Milan hosted the third edition of the annual Esxence, The Scent of Excellence fragrance exhibition from March 31 to April 3. The fair was extremely successful, confirming its leading role in coordinating and guiding artistic perfumery worldwide. The show offered attendees the opportunity to discover new products, recount market changes, meet with Perfumers and attend workshops. The number of visitors, as well as that of exhibitors, has continued to increase year after year, proving the importance of Esxence’s mission to bring brand owners and export managers together to generate an international distribution network. It enables creations to be made available at the same quality level

in each individual market, on the basis of agreed and shared principles and criteria. Noteworthy and prominent personalities of the field animated the exhibit booths, workshops and activities at the convention. The attendees included Perfumer Maurice Maurin, Patricia de Nicolaï, President of Osmothèque de Versailles and Michael Edwards, Author of Fragrances of the World. In a panel discussion, Sandro Serenari, Founder of E.qo, an Italian non-governmental organization supporting “green” practices in various fields; Patrizia Canova and Elena Casolari from ACRA – Association for Rural Cooperation in Africa and Latin America and Journalist Antonio Cianciullo, from the Italian newspaper Repubblica, spoke of the development of organic products in the niche category of artistic perfumery. Also in attendance were Francesca Faruolo, President of Smell Produzioni and Joseph Garces President and CEO of Robert Piguet Parfums. “The Esxence show is a unique trade fair that the Italians call Artistic Perfumery because of the exhibitors that create a collaboration between the Italian distributors, owners and representatives of brands and over 80 Perfumers who displayed the latest and greatest,” said Mr. Garces. “This year, we displayed our newest fragrances, Douglas Hannant de Robert Piguet and Calypso de Robert Piguet.” The convention revealed several trends, including the increasing popularity in the use of oud, an essence extracted from agarwood from India and the Middle East. Oud can be found in Royal Oud by Creed, Byredo’s Oud Immortel and Accord Oud, Shams by Memo Paris, Bond No. 9’s New York Oud and SoOud, a new collection of perfumes that launched at Esxence. Among the numerous fragrances presented, a number of scents were dedicated to the 150th anniversary of the Italian unification, like Panama Millésimé by Panama

The entrance of Esxence JUNE 2011 /

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(Continued on page 47)

OSCAR DE LA RENTA LAUNCHES NEW SCENT (continued from page 17)

Mr. de la Renta chats with a Beauty Advisor at the Belk breakfast he hosted.

Mr. de la Renta and Mr. Bolen (r.) with Belk’s President Kathy Bufano and Oscar de la Renta LLC’s Eliza Bolen

The iconic OSCAR fragrance on display at Belk in Charlotte Beauty Advisors enjoyed breakfast at Belk with Mr. de la Renta.

New Esprit d’Oscar Eau de Parfum is showcased at Belk in Charlotte. Oscar de la Renta LLC’s Alex Bolen table-hops to chat with the Beauty Advisors.

JUNE 2011 /

Mr. de la Renta affirmed, “The Beauty Advisors have been tremendously loyal and supportive throughout my career, which is something I will never forget. Once they sell my fragrance, they become part of the Oscar de la Renta family.” BF

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CEW Presents The Year’s Top Beauty Products (continued from page 18)

Givaudan’s Rose Eckert, Arcade Marketing’s Mary Weiser with Coty’s Rick Goldberg and Marsha Brooks

Oscar de la Renta’s Jean Zimmerman with Ms. Geerlings

M·A·C’s Daren D’Andrea, Nicole Masson, Jennifer Balbier and Nicholas Gavrelis

Inter Parfums’ Sherry Mincey and Kellie Como with Robertet’s Joe Lattarulo

Shiseido’s Linda Ten Eyck, Gisela Ballard and Nicole Cardillo (r.) with Makeup Artist Taylor Babaian

CHANEL’s Christine Dagousset and Joyce Green with Lucky’s Jean Godfrey-June

Firmenich’s Joy Atkinson and Jerry Vittoria with Beauty and Brains’ Rhona Stokols and Debra Holstein

From the nearly 600 entries that were presented during the CEW Beauty Awards Product Demonstration on March 9 at the Metropolitan Pavilion in New York City, 139 finalists were chosen in 26 product categories that honored both mass and prestige divisions. Award winners were selected by members of CEW—4,000 beauty industry experts—which were then voted on by the CEW Board of Governors. A CEW Beauty Award ensures consumers that, based on the expertise of industry insiders, these products are the best available. The winning products were promoted on national television with an appearance by Ms. Jacobson on NBC’s TODAY on May 24 and are slated for an upcoming segment on QVC for July 13. To view the 2011 winners, please visit cew.org.

Dr. Nicholas Perricone with The Estée Lauder Fresh’s Rose Pilato, Doreen Hodel Companies’ Veronique Gabai-Pinsky and Paul and Jean Marc Plisson (r.) with Wilmot Communications’ Paul Wilmot Pamela Baxter of LVMH

The Estée Lauder Companies’ Janet Pardo, Lynne Greene and Jane Lauder

Ms. Pardo and Ms. Greene with Clinique’s Agnes Landau and CeCe Coffin

Givaudan’s Geraldine Nicolai and Frédéric Fekkai with Karen Flinn (r.) with Victoria’s P&G’s Gina Drosos Secret Beauty’s Mark Knitowski

Bare Escentuals’ Alison Reid and Serena Godin with Sephora’s Alison Slater and Paige Murray

Arcade Marketing’s Diane Crecca with Ms. Flint and Mr. Policastro

Arcade Marketing’s Rich Nightingale Mr. Loftus with Jacqueline Singer Miracle Skin Transformer’s Anthony Atlantic Coast Media Group’s and Larry Berman (r.) with Ms. Eckert and Fragrance Resources’ Vesnaver, Sarah McNamara and Andrew Surwilo and Ms. Westby Cutler Whitman Wendy Chang with Beauty Fashion’s George Ledes and Ms. Brooks BF JUNE 2011 /

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ACMG Navigates A New Course Through The Beauty Industry (continued from page 20)

BF: Are there any new launch plans for the upcoming year? AS: In the last nine months, there have been a few new products that were introduced in certain channels. The ultra-luxury D.N.A. skincare line has gained phenomenal feedback from our customers. We also have introduced the hair care line Keranique™ and skincare line Luminique™, which have been successful launches in radio and television. What we’re most excited about this year is our upcoming launch in the fourth quarter with the Instant Effect™ line. Every product in the line will have an instant visual effect to it, but also the ingredients are efficacious enough that consumers will see long-term benefits as well. From a formulation perspective, we’ve been working on this line for a while, finding the right ingredients that are clinically proven for short-term results and marrying them with ingredients that are clinically proven to have the impact of long-term results. There will be 6-8 SKUs launched in retail. We believe this is going to be as big, or bigger than Hydroxatone®. BF: What has been the process for each brand to launch? Have they all followed in a similar path with launching through the direct response model? AS: Our formula has been to build the direct response business, which could be a launch online, print, television or radio depending on the product; achieve the customer following and then bring the products to retail. HOLLI WESTBY, Vice President of Retail Sales: Having the direct response channel is a great selling point to the retailers. Since we have the direct response success leading the brand introduction, we know the consumer is going to want our products in the traditional retail environment. We already know we are going to win. With the Instant Effect™ line, we plan on shortening the lead time between direct response and going into retail. We believe this story of clinically proven results for the short-term effect and the long-term benefits will have an incredible customer following in all our channels. BF: What are some of the plans for the future development of ACMG? AS: We’re really planning for the expansion of Hydroxatone® in multiple doors. [Hydroxatone® debuted in retail in 2010 when it was introduced in all ULTA stores nationwide.] In 2012, we’ll be looking to expand internationally. We’ll be expanding Keranique™, Luminique™ and Instant Effect™ through direct response and prestige retailers. ACMG’s Holli Westby TS: We’re also discussing different acquisition opportunities, brands that are early-stage or single-channel that we can bring to multi-channel and then expand into retail. We can put rocket fuel behind boutique brands and take them to the next level, and we are open to potentially partnering with some of the larger brands. BF: What have been the strengths that have contributed to ACMG’s success? AS: In the beginning, we wore every hat. There is not any aspect of this business that we’re not familiar with—from customer service to packaging to formulations. Our team is really what has gotten us here today, from the people in the distribution center and the Product Specialists in customer service to our marketing and product development teams. TS: We try to create a culture where people can achieve their best. We want an environment where people feel appreciated and respected; where there is integrity in the environment and where there is a passion for greatness. It is for that reason that a An employee training session at ACMG year ago, when we had a high spike in sales from our television appearances, every employee in our warehouse distribution center volunteered to work 21 days straight so that we could meet our customers’ needs. BF

JUNE 2011 /

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(continued from page 25)

Odin New York’s candles have a burn time of sixty hours.

Beautiful Blaze

Odin New York’s four unisex fragrances, 01 Sunda, 02 Owari, 03 Century and 04 Petrana, are now available as candles, further expanding the Odin New York lifestyle for men and women. The latest scent in the collection, 04 Petrana, was created by Perfumer Jean-Claude Delville of drom Fragrances. The scent opens on a note of herbaceous coriander, spicy pink pepper and deep purple cassis that coalesces into a luminous floral middle note of black iris, violet leaf absolute and garden heliotrope. The fragrance dries down to a base of wild orris root, earthy vetiver and white musk. The clean monochromatic lines that are synonymous with the packaging of Odin fragrances have been applied to the sleek translucent black glass that encases the candles’ slate-colored wax. Each 8 oz. candle is available for the price of $65.00. Candles can be purchased at Odin New York and Pas de Deux in New York City. 1200°C is named after the temperature that lava reaches inside of a volcano.

Illimitée is an elegant romantic fragrance created to evoke feelings of desire coming true.

Temperature Rising L’Bel adds two new fragrances to its collection with the introduction of 1200°C and Illimitée. 1200°C, developed by Firmenich Perfumer Richard Herpin, combines notes of citrus, juniper berries, pine, brandy, cinnamon and amber. The formula creates an accord of ingredients to symbolize volcanic lava, mimicked by the shape of the bottle. 1200°C is available in a 3.4 oz. size for the price of $45.00. Illimitée is a floral-woody fragrance that contains notes of German iris, orange blossom and chocolate. Created by Firmenich Perfumer Ilias Ermenidis, the 1.7 oz. Illimitée fragrance is available for the price of $42.00. L’Bel is sold through direct sales from Independent L’Bel Beauty Advisors. For more information visit lbelusa.com or call 800-992-LBEL.

The Lookout

Clive Christian was commissioned to create a presentation of a matched pair of Clive Christian No. 1 Pure Perfumes, his and hers, for His Royal Highness Prince William and Catherine Middleton, in honor of their union. While only one set of this special presentation will be created for the royal couple, consumers can purchase the same No. 1 Pure Perfume at clive.com, Saks Fifth Avenue and Neiman Marcus stores. BF

The 1 oz. bottle of Clive Christian No. 1 Pure Perfume is available for the price of $2,350. JUNE 2011 /

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RICARDO QUINTERO DEFINES NEW ROLE AT CLINIQUE (continued from page 24)

We have adopted programs to make education tools accessible such as education programs we’re putting on the iPad. For example, in Europe, we have educators going into stores where they are able to provide modern communication and transfer knowledge in a way that is easy to understand, interactive and engaging. BF: Is Clinique well established at all global points? If not, how are you planning to initiate programs that will better promote Clinique in those areas where you still have some work to do? RQ: We are a global brand in different levels of development. There are mature markets in one extreme, emerging markets in another and, in between, there is a segment called developing markets. One of the models I use is the sigmoid curve, which is really the curve of life. There is a period of acceleration and then a period where it declines. Smart companies and brands are able to reinvent and redefine themselves by creating a new curve. In the US, we have a mature market with well-established distribution channels. We have re-created this market by bringing growth and excitement to the business with a different consumer experience at point-of-sale. We have new communication methods and innovative technology, with products such as Even Better Clinical Dark Spot Corrector. It gives results that are equal to the leading prescription ingredient and at an accessible price. We are using television with a compelling message to drive people into department stores who were not shopping in that channel. They are going to stores such as Macy’s, Sephora, Belk, Bloomingdale’s and Nordstrom because that’s where they can find Clinique products such as Even Better Clinical Dark Spot Corrector. We help the consumer at engagement points to make sure we’re building awareness in the media she is accustomed to. We give her the right trial offers because Clinique has always been all about accessibility. In countries where we are introducing the brand, we build awareness and make sure we are generating product trial and retrial. Where we have Consultants, we make sure to give the consumer the right consultation, the right advice and information. In Brazil, which is not an emerging market but has some of the world’s most sophisticated consumers, we don’t have traditional distribution channels we play in. So, we opened our first flagship store a year ago in São Paulo with Clinique’s “Service As You Like It.” We opened the second store in Rio de Janeiro and are now building the brand by making sure people understand the clear equity of who we are. In May, we launched our online e-Commerce in Brazil. We are building awareness with an advertising campaign and strong digital programs. Our positioning as a prestige brand gives the Brazilian consumer that aspirational quality in a little different way. In travel retail, the consumer doesn’t have even 20 minutes to spend at-counter. They have only a few minutes to make a decision, so we are making huge investments around the world to improve the navigation at the Clinique counter. The customer can find the right products she needs and in her own language. BF: Do you believe social media will help support your marketing and sales programs to get the message to Clinique’s customers globally? RQ: Consumers talking about our brand in social media plays a huge role. We want to understand how our consumers are feeling about the brand, our new and existing products. For example, there is one site I came across where there are over 1,000 reviews for Even Better Clinical Dark Spot Corrector. Consumers believed it was important for them to give their opinion. Marketers Clinique’s flagship store in São Paulo, Brazil invest millions of dollars everywhere to understand and learn from the consumer. With social media, we have access to that in real time. It also means that when interacting within social media, it’s important to customize the experience a consumer has with the brand to be specific to each medium. The way we speak to her on Twitter is different than on Facebook and YouTube. We want to speak to her in a manner that is relevant to the medium we are interacting in. We’ve brought this concept in-store with Clinique’s “Service As You Like It.” It is about putting the consumer in control. There is knowledge and service on demand. If the consumer has only a few minutes, she has express service. We will have the product ready for the consumer by the time she takes out her credit card. If we don’t have it immediately at-counter, such as at Clinique in Bloomingdale’s 59th Street, JUNE 2011 /

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F ther’s Day Gift Sets (continued from page 27)

a Consultant with a headset tells a stock person to bring out a lipstick in a particular shade. By the time the Consultant is ringing up the sale, the stock person is bringing it to the counter. That is express service.

MUGLER COLOGNE by Thierry Mugler Seductive Energy Set

For the price of $65.00, receive a 3.4 oz. Eau de Toilette Spray and 4.4 oz. Hair & Body Shampoo presented in a Thierry Mugler Signature Pouch travel bag. CHROME by Azzaro Generations Gift Set

Toilette Spray, 2.6 oz. After Shave Balm and a 2.6 oz. All Over Shampoo housed inside of a gift box. This set is available exclusively at Macy’s for the price of $75.00, a value of $115.00.

CHROME SPORT by Azzaro Sport Challenger Gift Set

Clinique Apple iPad® Skin Diagnostic Tool

For the consumer who wants to learn on her own, the Clinique Consultant gives her an iPad where, in 90 seconds, she answers questions and gets a personalized diagnostic. She can either print out her results at-counter or email them to herself. She can take the printout and find these products on her own or get the help of a Consultant. The smart phone app is the next best thing. We are also piloting the Clinique Smart Bar™ powered by Microsoft Surface® allowing customers to access product information, create a digital browsing basket and print out a receipt, which can be presented to a Clinique Consultant for quick checkout at the register. Consumers will also be able to access real reader-reviews and, if they wish to socialize their experience, they can share their virtual browsing basket directly to their Facebook wall for their friends to see. We also have a browsing basket at the Clinique counter, which is a signaling mechanism that communicates “Pick one Clinique Top Ten Wall and up. We promise you we won’t Browsing Basket bother you unless you need our help.” It is knowledge and service on demand. It’s all about Clinique’s “Service As You Like It.” BF

JUNE 2011 /

Displayed in a silver gift box, the collection includes a 1.7 oz. Eau de Toilette Spray, 2.6 oz. After Shave Balm and a 2.7 oz. Deodorant Stick. This gift set, a value of $104.00, is priced at $62.00.

For the price of $73.00, an $89.00 value, included in this gift box is a 3.4 oz. Eau de Toilette Spray and 2.7 oz. Deodorant Stick. JACK BLACK JB Eau de Parfum

Classics Gift Set

Delight that special man in your life with this set that features a 3.4 oz. Eau de Toilette Spray and 3.4 oz. After Shave Lotion. Presented in a gift box, the set is priced at $75.00, a value of $115.00. Confidence Gift Set Receive a 3.4 oz. Eau de

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Jack Black introduces JB Eau de Parfum, a uniquely masculine scent that is perfect for the all-around great dad. For the price of $70.00, the 3.4 oz. Eau de Parfum is available at Neiman Marcus, Nordstrom, Bloomingdale’s, Saks Fifth Avenue and at getjackblack.com. BF

THEBEAUTYBIZ

Luxe Pack, New York’s “Daring Innovation And Bold Inspiration”

(continued from page 30)

Over 100 exhibitors attended Luxe Pack, New York 2011 held May 18 and 19 at New York City’s Metropolitan Pavilion. This year’s theme, “Daring Innovation And Bold Inspiration,” was expressed in the technology and creativity in the exhibitors’ presentations.

Attendees browse the latest innovations.

Marc Rosen of Marc Rosen Associates, Linda Levy of Macy’s, Nick Gavrelis of M·A·C Cosmetics, Karen Young of The Young Group and Mane USA’s Frederic Jacques

There were seminars held both days that covered trends in luxury packaging as well as the important issues, such as a panel led by Marc Rosen, President and CEO of Marc Rosen Associates, titled “The New Packaging Paradigm.” The panel consisted of Frederic Jacques, Vice President Fine Fragrance at Mane USA, Linda G. Levy, Vice President Marketing Cosmetics & Fragrances at Macy’s, Karen Young, CEO of The Young Group and Nick Gavrelis, Vice President Global Product Development at M·A·C Cosmetics. If a juice isn’t good, Mr. Jacques affirmed, no package can make it work. Ms. Levy agreed, but “the packaging you have in your boudoir and carry with you is really important as well.” She offered a different perspective on what attracts consumers and examples of products that make a compelling case for purchase. Under the heading “Art and Sculpture,” Ms. Levy lists the presentations of John Varvatos, Ed Hardy, Juicy Couture and Marc Jacobs. A product that fits “Well Thought Out Details” would be Bleu de CHANEL with its magnetic cap. For “Collections and Collectibles,” the series of DKNY Be Delicious, Harajuku Lovers and John Paul Gaultier’s Classique are excellent examples, she affirmed. “They bring excitement to the category each season.” “Limited Editions” such as new summer fragrances give a way for customers to discover a scent. In the category of “Timeless Iconic Branding,” she lists CHANEL Nº 5. “Socially Responsible, Sustainability and Giving Back” are all part of the concept for the DKNY Pure fragrance, which conveys that message through its packaging. The Marc Jacobs LOLA fragrance ring qualifies as an “Unexpected Delivery System.” Ms. Levy notes that “Value Sizing” is attractive to people who are hooked on a brand. “A consumer with a limited amount of time to shop will buy the super size.” The attractive packaging for Clarisonic’s skincare products presented in different patterns and colors fit her “Personal Style Beauty” category. “Giftable Packaging” such as Philosophy’s presentations “are so attractive,” Ms. Levy shared, “and the line does extremely well.” BF JUNE 2011 /

Complementing the educational agenda is the exhibit floor, showcasing a full spectrum of products and services that include private label, contract manufacturing, prestige and mass market packaging components, delivery systems, raw material and ingredient suppliers. There will also be a Finished Goods Pavilion as well as a VIP Lounge and the RSVP Pavilion, a private suite area for leading beauty and personal care suppliers to meet with top customers and prospects. New this year, the exhibition will provide international buyers with the services of an International Business Center, set up by the U.S. Department of Commerce. HBA Global is part of their International Buyers Program and facilitates foreign delegation buying trips to industry events with high export potential. Finding what’s hot and what’s next in the business of beauty and personal care will be made easier at HBA Global with the Trend Zone, featuring Makeup Artist Eve Pearl, the HBA New Products Innovation Showcase with the latest from exhibitors as well as the Innovating Trends Showcase by Mintel. The show floor will also feature networking tables and a social community meet-up, where HBA Global’s online communities can meet face-to-face with their friends, fans and followers. Top beauty bloggers will also be on hand for a special meet-and-greet. HBA Global’s International Package Design Awards Showcase (IPDA) will again be a destination area for anyone looking to spark their next idea and inspire new creativity. Finalists and winners of this year’s most outstanding packaging design in cosmetics, fragrance, personal care, skincare, sustainability, sampling and tools of the trade will be platformed and celebrated. For more information and to register for the exhibition and conference, visit hbaexpo.com or call 1-609-759-7617. BF

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MEMO FROM ITALY

Fragrance Fans’ 2-Day Manhattan Odyssey

(continued from page 39)

(continued from page 37)

The downtown Manhattan itinerary for Sunday included Bond No. 9, Le Labo, MiN NY and the Bleecker Street stores—Enfleurage, Fresh, NARS Boutique and Diptyque. Luncheon at SoHo’s Barolo featured several fragrance experts and Perfumers including Sarah Horowitz-Thran for Sarah Horowitz Parfums, Cary Caster and Amy Ilyse Rosenthal for 21 Drops Aromatherapy, Sabine Poncet for Eau Eternelle and François Damide of Crafting Beauty, Inc. with Christophe Jouany of the Jouany Collection.

1924 and 150 Parfum by Profumi del Forte, which was offered to President of the Republic, Giorgio Napolitano, during his visit to the Museum of the Risorgimento in Turin. With the recent nuptials of Prince William and Catherine Middleton, several wedding-inspired scents were presented at the exhibit. Floris London has created a new eau de parfum, Wedding Bouquet, while Grossmith London reproduced Betrothal, the fragrance originally created in 1893 to celebrate Princess May of Teck’s engagement.

21 Drops Aromatherapy’s Amy Ilyse Rosenthal and Cary Caster Poncet’s Sabine Poncet holds a silk scarf hand-painted with the Batik technique. The print suggests the Monet gardens at Giverny, which also inspired Ms. Poncet’s scent Eau Eternelle. A crowd of attendees formed around Robert Piguet Parfums’ booth where Joseph Garces discussed the history behind the brand.

Ms. Dubin introduces Christophe Jouany of the Jouany Collection.

Diptyque’s Steve Cecena and Kerin Heckman Reyes welcome visitors to the Bleecker Street boutique.

Fresh’s Lauren Pepiciello and Jared Manning Bond No. 9’s Phoebe Halkowich at the Bleecker Street boutique

BF JUNE 2011 /

There were many unique fragrances on display at the exhibit including Xerjoff’s new scents XJ 1861 and the Shooting Stars collection, which was inspired by the meteor shower in Siberia on February 12, 1947. Eau d’Italie attended the show, along with Frapin, showcasing its limited-edition 1697 Absolu Parfum. Agonist, from Sweden, displayed its artful blown glass vials that are made in accordance with a 1742 tradition and created by Kosta Boda, the oldest and most prestigious glassworks company in the country in collaboration with Designer Åsa Jungnelius. The fragrance M. Micaleff, which is deposited into each crystal ampoule by Martine Micaleff herself, uses only natural essential oils, while Testa Maura, from Corsica, presented its completely organic fragrances. Officina-Profu mo Farmaceutica di Santa Maria Novella hosted an exhibit focusing on iris. Other fragrances that grabbed visitors’ attention included Regal by Boadicea The Victorious, a unisex fragrance contained in a beautiful pewter Arabian-inspired flacon; Blood Concept’s introduction of four fragrances that correspond with the different blood types and finally, Prudence Paris presented a complete line of scents dedicated to cats and dogs! BF 47

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MEN'S GROOMING DIRECTORY - 2011 The suggested retail prices appearing herein are those of BEAUTY FASHION based on historical record. These products are listed under their Brand Names and classified in BEAUTY FASHION’s copyrighted and exclusive system.

The prices in this directory were provided by the manufacturers/ distributors at the time of compilation, and thereby represent the best efforts of BEAUTY FASHION to supply the prices prevailing in the U.S. marketplace. However, because prices change continuously, please contact the distributor for the most current price. U.S. distributor listings for each of the product lines may be found at the end of this directory. CLASSIFICATION CODES: (a) Soap/Bath Substance (b) After Bath

Note that for newly introduced brands to be listed in this directory, the necessary information must be made available to us at least 30 days prior to publication. (e) Facial Skincare (f) Bodycare

(g) Color (h) Haircare

(i) Set or Kit (j) Other

Please note that men’s fragrances (cologne, EDT, EDP, etc.) will be listed in July’s Fragrance Directory.

A*Men

(Thierry Mugler Parfums) (a) Hair & Body Shampoo 7 fl. oz. $32.00 (b) Deodorant Stick 2.7 oz. $25.00 (d) Tonic After Shave 3.4 fl. oz. $55.00

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Acqua di Gio for Men (Giorgio Armani Parfums)

(b) Stick Deodorant 2.6 oz. $20.00 (d) After Shave Balm 3.4 oz. $49.50 After Shave Lotion 3.4 oz. $49.50 (h) Hair & Body Shampoo 6.7 oz. $30.00

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Acqua di Parma Colonia (Guerlain, Inc.)

(a) Powder Soap 4.2 oz. $36.00 Shower Gel 6.7 oz. $46.00 (b) Body Oil 6 oz. $94.00 Natural Spray Deodorant w/o Alcohol 5 oz. $39.00 Stick Deodorant 2.5 oz. $34.00 Talcum Powder - Shaker 3.4 oz. $47.00 (d) After Shave Balm 2.5 oz. $73.00 (f) Body Cream 5 oz. $69.00 Body Lotion 6.7 oz. $69.00

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Acqua di Parma Colonia Assoluta (Guerlain, Inc.)

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Acqua di Parma Colonia Intensa (Guerlain, Inc.)

(b) Deodorant Spray 5 oz. $39.00 Deodorant Stick 75 ml. $34.00 (d) After Shave Balm 6.7 oz. $73.00 After Shave Lotion 3.4 oz. $73.00

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Allure Homme (Chanel, Inc.)

(b) Deodorant Stick 2.5 oz. $21.50 (d) After Shave Moisturizer 3.4 oz. $49.50 After Shave Pour 3.4 oz. $49.50

(Chanel, Inc.)

(d) After Shave 3.4 oz. $50.00

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Allure Homme Sport (Chanel, Inc.)

(b) Deodorant Stick 2.5 oz. $21.50 (d) After Shave Lotion 3.4 oz. $49.50

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Antaeus (Chanel, Inc.)

(a) Bath & Shower Gel 6.8 oz. $32.00 (b) Deodorant Stick 2.5 oz. $21.50

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(Guerlain, Inc.)

(a) Exfoliating Cleanser 6.7 oz. $49.00 (c) Shaving Cream 125 ml. $62.00 Shaving Cream Tube 75 ml. $43.00 Shaving Gel 5 oz. $43.00 (d) After Shave Balm 3.4 oz. $75.00 After Shave Lotion 3.4 oz. $75.00 (j) Razor and Shaving Brush and Stand $645.00 Shaving Brush $349.00

(f) After Sun Soothing Cream 6 oz. $20.00 Blue Chamomile Hair & Body Gel 32 oz. $35.00 Body Cleansing Gel (Citrus, Eucalyptus/Mint) 8 fl. oz. $18.00 Foaming Hair & Body Wash $12.00 Glycerin Hand & Body Lotion 12 oz. $24.00 Glycerin Hand & Body Lotion - Travel Size 2.5 oz. $10.00 Sea Salt Body Scrub 12 oz. $26.00 Self Tanner w/Anti Aging 2.5 oz. $30.00 Sun Spray SPF 15 6 fl. oz. $23.00 Sun Stick SPF 15 .6 oz. $16.00

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Allure Homme Edition Blanche

(b) Deodorant Spray 5 oz. $39.00 Deodorant Stick 75 ml. $34.00

Acqua di Parma Colonia Collezione Barbiere

(e) Algae Facial Cleanser 8 oz. $36.00 All-Purpose Facial Moisture 2.5 oz. $27.00 Astringent 8 fl. oz. $19.00 Astringent Toner Pads (60 pads) $21.00 Deep-Pore Cleansing Clay 4 oz. $23.00 Eye Cream .75 oz. $28.00 Facial Moisturizer SPF 15 2.5 oz. $32.00 Facial Scrub 8 oz. $36.00 Glycolic Facial Cleanser 8 fl. oz. $21.00 Lip Balm Citrus .33 oz. $8.00 Oil Free Facial Lotion 2.5 oz. $27.00 M Oil Free Facial Lotion SPF 15 2.5 oz. $32.00 Toner - Alcohol Free 8 fl. oz. $19.00

(a) Hair and Shower Gel 3.4 oz. $46.00

(a) Shower Gel 6.7 oz. $46.00

(d) After Shave Balm 6.7 oz. $73.00

(d) Aftershave Balm 2.5 oz. $20.00 Ingrown Hair Treatment 2.5 oz. $28.50

Shaving Razor $310.00

(h) Every Day Shampoo 12 oz. $16.00 Hair Gel - Alcohol Free 4 oz. $15.00

(d) After Shave Moisturizer 2.5 oz. $44.50

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Anthony Logistics for Men (Anthony for Men, L.L.C.)

(a) Exfoliating Mud Scrub Bar 5.5. oz. $14.50 Glycerin Cleansing Bar - Citrus Blend 5.5. oz. $10.50 (b) Deodorant (alcohol, fragrance, aluminum free) 2.5 oz. $15.00 (c) Electric Pre-Shave Solution 4 fl. oz. $14.00 Pre Shave Oil 2 fl. oz. $22.00 Shave Cream 6 oz. $16.50 Shave Gel 8 oz. $16.50

(i) Anti-Aging Starter Kit $50.00 Face Kit . $35.00 Grab & Go $35.00 Here Comes the Groomed $55.00 Mach 3 Set (razor, shave brush and stand) $375.00 Shave Kit . $32.00 Sun Kit $50.00 The Perfect Shave $55.00 The Tool Kit $20.00 The Whisker Lifter Shave Brush & Stand $80.00

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Aramis

(Aramis, Inc.) (a) Bath Soap (box of 3) 12.75+ $27.00 (b) 24 Hour Antiperspirant Spray

2.75 oz. $18.00 24 Hour Antiperspirant Stick 2.6 oz. $18.00 24 Hour Deodorant Stick 2.6 oz. $17.00 (c) Shaveplexx Advanced Shave Foam 6.7 oz. $12.00 Shaving Soap Refill x 2 3 oz. $14.00 (d) Advanced Moisturizing After Shave 4.1 oz. $42.00 After Shave 4.1 oz. $40.00 8.1 oz. $58.00 After Shave (plastic) 6.7 oz. $45.00 (f) Body Shampoo on a Rope 5.75 oz. $14.00 Bracing Body Splash 6 oz. $14.00 Invigorating Body Shampoo 6 oz. $18.00 Muscle Soothing Soak 1 lb. $30.00 (h) Maltplexx Protein Enriched Styling Gel 3.4 oz. $14.00 Protein Enriched Hair Thickener 3.4 oz. $14.00 Protein Enriched Two-in-One Shampoo & Conditioner 6 oz. $14.00

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Armani Attitude (Giorgio Armani Parfums)

(a) Shower Gel 5.1 oz. $28.00 (d) After Shave Balm 2.5 oz. $55.00 After Shave Lotion 2.5 oz. $55.00

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Armani Code for Men (Giorgio Armani Parfums)

(b) Deodorant Stick 2.6 oz. $20.00 (d) After Shave Balm 3.4 oz. $49.50 After Shave Lotion 3.4 oz. $49.50

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Azzaro Pour Homme (Loris Azzaro, Parfums)

(b) Deodorant Stick 2.2 oz. $19.00

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BLV Pour Homme (Bvlgari)

(d) Aftershave Emulsion 3.4 oz. $45.00 Aftershave Lotion 3.4 oz. $49.00 (f) Shampoo & Shower Gel 5.1 oz. $32.00

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Bijan Classic for Men (Five Star Fragrance Company)

(b) Deodorant Stick 70 gr. $15.00

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CLASSIFICATION CODES: (a) Soap/Bath Substance (b) After Bath (c) Pre-Shave & Shaving (d) Post Shave (e) Facial Skincare (f) Bodycare (g) Color (h) Haircare (i) Set or Kit (j) Other THE SUGGESTED RETAIL PRICES APPEARING HEREIN ARE THOSE OF BEAUTY FASHION BASED ON HISTORICAL RECORD.

JUNE 2011 /

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/ BEAUTY FASHION

2011 MEN’S GROOMING DIRECTORY Biotherm Homme (L’Oreal USA)

(a) High Recharge Shower Gel 6.76 fl. oz. $23.00 (c) Sensitive Skin Shaving Foam 7.1 fl. oz. $17.00 Shave Gel 5.29 fl. oz. $16.00 (d) Razor Burn Eliminator 3.4 fl. oz. $26.00 Ultra Confort Soothing Moisturizing Balm & After Shave 2.5 oz. $30.00 (e) Age Fitness Daily Anti-Aging Facial Moisturizer 1.7 fl. oz. $33.00 Age Fitness Night Recharge Anti-Aging Fortifying Night Care for Men 1.69 fl. oz. $37.00 Age Fitness Visibly Rejuvenating Eye Care .5 fl. oz. $28.00 Age Refirm Eye Force .5 fl. oz. $30.00 Aquapower Absolute Transparent Moisturizing Gel 3.38 fl. oz. $33.00 Aquapower Cleanser Oligo Thermal Fresh Cleanser 4.41 fl. oz. $21.00 Aquapower Lotion - Ultra Moisturizing & Soothing 6.76 fl. oz. $30.00 Aquapower Moisturizer for Dry Skin 2.5 fl. oz. $28.00 Aquapower Moisturizer for Normal/Combo Skin 2.5 fl. oz. $28.00 Aquapower Ultra Moisturizing OligoThermal Care for Dry Skin 2.5 fl. oz. $28.00 Cleansing Gel for Normal/Combo Skin 5.1 fl. oz. $19.00 Facial Exfoliator 5.1 fl. oz. $19.00 Force Supreme Gel Total Anti-Aging Gel 1.7 fl. oz. $47.00 Force Supreme Neutralizer 1.35 fl. oz. $47.00 Force Supreme Re-Builder 1.69 fl. oz. $50.00 High Recharge Energy Cleanser 3.53 fl. oz. $21.00 High Recharge Energy Splash 6.76 fl. oz. $30.00 High Recharge Eye Anti-Fatigue Cold Eye Serum - Anti-Dark Circles .3 fl. oz. $31.00 High Recharge Moisturizer 1.7 fl. oz. $34.00 Hydra-Deto2x Homme Detoxifying Cleanser 5.1 fl. oz. $21.00 Hydra-Deto2x Homme Detoxifying Eye Gel .5 fl. oz. $28.00 T-Pur Active Anti-Shine Moisturizer 1.7 fl. oz. $28.00 T-Pur Intense Anti-Shine Facial Cleanser 5.1 fl. oz. $21.00 (f) Aquafitness Shower Gel for Body & Hair 6.7 fl. oz. $21.00

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Black - Kenneth Cole (Coty Prestige)

(h) Hair & Body Wash 6.7 oz. $22.50

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Black Suede (Avon Products, Inc.)

Bleu de Chanel

(Bvlgari)

(d) After Shave Lotion 3.4 oz. $50.00

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(d) After Shave Emulsion 3.4 oz. $47.00

Borghese

(f) Shampoo & Shower Gel 6.8 oz. $35.00

(Borghese)

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Chrome

(a) Bagno Di Vita Gentle Foaming Gel For Bath & Shower 16.9 oz. $32.50 Sali Esfoliante Salt Scrub 16 oz. $38.00

(Loris Azzaro, Parfums) (a) All Over Shampoo 6.8 fl. oz. $25.00

(b) Crema Saponetta Cleansing Creme 6.7 oz. $32.50

(b) Deodorant Stick 2.7 oz. $19.00 (d) After Shave Balm (pump) 3.4 fl. oz. $45.00 After Shave Lotion 3.4 fl. oz. $45.00

(c) Cura Di Vita Protettivo Protective Moisturizer SPF 15 1.7 oz. $44.00 CuraForte Moisture Intensifier 1.7 oz. $66.50 Equilibrio Equalizing Restorative 1.7 oz. $44.00

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Chrome Sport (Loris Azzaro, Parfums)

(e) Esfoliante Delicato Gentle Cleanser & Exfoliant 3.5 oz. $26.00

(a) Icy Shower Gel 6.8 fl. oz. $25.00

(f) Fango Active Mud for Face & Body 7 oz. $33.50 17.6 oz. $64.00 Piedi Vitale Therapeutic Foot Creme 3.5 oz. $20.50 Ristorativo di Vita Conditioning Treatment for Hair & Scalp 8.4 oz. $17.50 Shampoo Purificante Cleansing Treatment for Hair & Scalp 8.4 oz. $17.50 Splendide Mani Smoothing Hand Creme SPF 8 7 oz. $30.50 Tono Body Lotion 8.4 oz. $36.50 (g) Cura-C Vitamin C Eye Treatment .5 oz. $45.00 Fluido Protettivo Advanced Spa Lift for Eyes 1 oz. $46.50

(b) Deodorant Stick 2.7 oz. $19.00

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ck be

(Coty Prestige) (b) Deodorant 2.6 oz. $14.00 (e) Skin Moisturizer 8.5 fl. oz. $22.00

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ck free

(Coty Prestige) (b) Deodorant Stick 2.5 oz. $16.00 (d) Aftershave Balm 5 oz. $42.00

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ck in2u for him (Coty Prestige)

(b) Deodorant Stick 2.6 oz. $12.50

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Boss Bottled

(h) Hair & Body Wash 6.7 oz. $15.00

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(P&G Prestige Products Inc.)

ck one

(b) Deodorant Stick 75 gr. $23.00

(Coty Prestige)

(d) After Shave 3.4 fl. oz. $48.00

(b) Deodorant 2.6 oz. $14.00

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Bvlgari AQVA

(e) Skin Moisturizer 8.5 fl. oz. $22.00

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(Bvlgari)

ck one shock for him

(b) Deodorant Stick 2.7 oz. $22.00

(Coty Prestige)

(d) After Shave Emulsion Splash 3.4 oz. $52.00 (f) Shampoo and Shower Gel 6.8 oz. $35.00

(b) Body Spray 6.7 oz. $15.00 Deodorant 2.6 oz. $14.00

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ClarinsMen

Bvlgari AQVA Pour Homme Marine

(Groupe Clarins USA Inc.) (b) Antiperspirant Deo Stick 2.6 fl. oz. $14.50

(Bvlgari)

(d) Aftershave Emulsion 3.4 oz. $50.00 (f) Shampoo and Shower Gel 6.8 oz. $35.00

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Bvlgari Man (Bvlgari)

(d) After Shave Balm 3.4 oz. $44.00 Shampoo & Shower Gel 6.7 oz. $35.00

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Bvlgari Pour Homme (Bvlgari)

(a) Hair & Body Wash 5 oz. $6.50

(b) Alcohol-free Deodorant Stick 2.7 oz. $26.00

(b) Roll-On Antiperspirant Deodorant 1.7 oz. $.99

(f) Shampoo & Shower Gel 6.7 oz. $41.00

(d) After Shave 3.4 oz. $15.50 After Shave Conditioner 3.4 oz. $5.00

Bvlgari Pour Homme Soir

(Chanel, Inc.)

(d) After Shave Emulsion 3.4 oz. $47.00

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(c) Shave Ease shaving gel 1.06 fl. oz. $25.00 Skin Difference 1.06 fl. oz. $38.00 Smooth Shave foaming gel 5.25 oz. $17.50 (d) After Shave Energizer 2.5 oz. $25.00 After Shave Soother 2.5 oz. $25.00 (e) Active Face Scrub 2.6 fl. oz. $19.50 Active Face Wash 4.4 fl. oz. $18.50 Anti-Fatigue Eye Serum .7 oz. $29.50 Fatigue Fighter 1.7 fl. oz. $33.00 Line Control Balm 1.7 oz. $52.00 Line Control Cream 1.7 oz. $52.00 Line Control Eye Balm .68 oz. $35.00 Revitalizing Gel 1.7 oz. $37.00 Shine Free Gel 1.7 fl. oz. $29.50 Super Moisture Balm 1.7 fl. oz. $25.00 Super Moisture Gel 1.7 fl. oz. $25.00 UV Protection SPF 40 1 fl. oz. $42.00

(f) Active Hand Care 2.6 fl. oz. $17.00 Total Shampoo for hair & body 7 fl. oz. $20.00

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Cologne Thierry Mugler (Thierry Mugler Parfums)

(a) Hair and Body Shower Gel 8.8 fl. oz. $30.00 (b) Deodorant Stick 2.7 oz. $20.00

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Connected - Kenneth Cole Reaction (Coty Prestige)

(b) Deodorant 2.6 oz. $17.00 (d) After Shave Balm 5 oz. $42.00

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Cravache by Robert Piguet

(Fashion Fragrances & Cosmetics Ltd.) (c) Wash & Shave 8.5 oz. $38.00 (d) After Shave 3.4 oz. $65.00

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DKNY Men

(Donna Karan Cosmetics Company) (a) Body Wash 5 oz. $24.00 (d) After Shave Gel 5 oz. $44.00

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Davidoff Cool Water (Coty Prestige)

(b) Deodorant Stick without Alcohol 2.5 oz. $17.50 (d) After Shave 4.2 oz. $45.00

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declaration (Parfums Cartier)

(a) Bath & Shower Gel 6.75 fl. oz. $40.00 (b) Alcohol Free Deodorant Stick 2.5 oz. $30.00 (d) After Shave Lotion Splash 3.3 fl. oz. $70.00 (e) Revitalizing Facial Skincare 1.6 fl. oz. $45.00

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Dior Homme

(Christian Dior Perfumes, Inc.) (b) Deodorant Stick 75 ml. $19.00 (d) After Shave Gel 2.5 oz. $41.00 (e) Moisturizing Emulsion 1.7 oz. $50.00

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Dior Homme Sport (Christian Dior Perfumes, Inc.)

(b) Deodorant Stick 75 ml. $19.00 (d) After Shave Lotion Pour 3.4 oz. $48.00

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Dirty English - Juicy Couture for Men` (EA Fragrances Co.)

(a) Up With a Twist Shower Gel 6.7 oz. $30.00 (b) De-Funk Deodorant 2.6 oz. $20.00 (d) English Cream After Shave Soother 4.2 oz. $42.00 Skin & Tonic After Shave Tonic 3.4 oz. $50.00

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JUNE 2011 /

125 49

/ BEAUTY FASHION

Dolce & Gabbana Light Blue Pour Homme (P&G Prestige Products Inc.)

(a) Shower Gel 6.7 fl. oz. $33.00 (b) Stick Deodorant 2.4 fl. oz. $26.00 (d) After Shave 4.2 fl. oz. $49.00 After Shave Balm 2.5 fl. oz. $39.00

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Dolce & Gabbana Pour Homme (P&G Prestige Products Inc.)

(a) Shower Gel 6.7 fl. oz. $33.00 (b) Stick Deodorant 2.5 fl. oz. $26.00 (d) After Shave Balm 3.4 fl. oz. $39.00 After Shave Lotion 4.2 fl. oz. $49.00 (f) Refreshing Body Gel 6.7 oz. $36.00

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Dolce & Gabbana The One Gentlemen (P&G Prestige Products Inc.)

(a) Shower Gel 6.7 oz. $33.00 (b) Deodorant Stick 2.5 oz. $26.00 (d) After Shave Balm 2.5 oz. $39.00 After Shave Lotion 3.3 oz. $49.00

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Dolce & Gabbana The One for Men (P&G Prestige Products Inc.)

(a) Shower Gel 200 ml. $33.00 (b) Deodorant Stick 75 ml. $26.00 (d) After Shave Balm 75 ml. $39.00 After Shave Lotion 100 ml. $49.00

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Eau d’Orange Verte (Hermes Paris)

(a) Soap w/Box 5.3 oz. $30.00 (b) Deodorant Stick 2.5 oz. $35.00 (e) Moisturizing Face Emulsion 2.5 oz. $65.00 (f) All-Over Shampoo 6.7 oz. $40.00 Body Lotion 6.7 oz. $55.00

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Eau de Cartier (Parfums Cartier)

(a) Bath & Shower Gel 6.75 fl. oz. $45.00 (b) Deodorant Stick 2.5 oz. $30.00 Hydrating Body Lotion 6.6 oz. $45.00

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Eau Sauvage

(Christian Dior Perfumes, Inc.) (d) After Shavie 3.4 oz. $48.00

▫ Ecko by Marc Ecko (Parlux Fragrances, Inc.)

(b) Alcohol Free Deodorant Stick 2.6 oz. $19.00

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Ed Hardy Born Wild (New Wave Fragrances)

(b) Deodorant Stick 2.75 oz. $15.00 (h) Hair & Body Wash 6.7 oz. $18.00

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Ed Hardy Eau de Toilette (New Wave Fragrances)

(b) Alcohol Free Deodorant Stick 2.75 oz. $15.00

(h) Hair & Body Wash 6.7 oz. $18.00

1.7 oz. $63.00 Intensive Anti-Fatigue Eye Lift .3 oz. $41.00 Powerful Renovating Skin Peel 4.4 oz. $26.00 Pro-Energizing Massive Moisturizer 1.7 oz. $38.00

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Emporio Armani Diamonds for Men (Giorgio Armani Parfums)

(a) Shower Gel 5.1 oz. $30.00

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(b) Deodorant Stick 2.6 oz. $20.00

Grey Flannel by Geoffrey Beene

(d) After Shave Lotion 2.5 oz. $49.50

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Escape for Men (Coty Prestige)

(EA Fragrances Co.)

(d) After Shave Lotion 4 fl. oz. $32.50

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(b) Deodorant (alcohol free) 2.6 oz. $16.00

Gucci Guilty Pour Homme

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Eternity for Men

(P&G Prestige Products Inc.)

(Coty Prestige)

(d) After Shave Balm 2.5 oz. $40.00 After Shave Lotion 3.4 oz. $45.00

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I am King by Sean John (MAC Cosmetics)

(a) Shower Gel 6.7 oz. $20.00 (d) After Shave Balm 3.4 oz. $54.00

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Ironman

(Avon Products, Inc.) (b) Roll-on Deodorant 1.7 oz. $.99 (d) After Shave Conditioner 3.4 oz. $5.00

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John Varvatos, The Fragrance

(b) Deodorant - Alcohol free 2.6 oz. $16.00

(a) All Over Shampoo 5 fl. oz. $33.00

(d) After Shave 3.4 fl. oz. $45.00 After Shave Balm - Alcohol free 5 fl. oz. $45.00

(b) Deodorant Stick 75 gr. $27.00

(b) Deodorant Stick 2.6 oz. $24.00

(d) After Shave Balm 2.5 fl. oz. $40.00 After Shave Lotion 3 fl. oz. $59.00

(d) AfterShave Gel 4.2 oz. $49.00

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(h) Hair and Body Wash 6.7 fl. oz. $22.00

Gucci Pour Homme II

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Euphoria Men (Coty Prestige)

(P&G Prestige Products Inc.)

(b) Deodorant Stick 2.7 oz. $27.00

(b) Deodorant 2.6 oz. $16.00

(d) After Shave Lotion 3.3 fl. oz. $54.00

(d) After Shave 3.4 oz. $48.00 After Shave Balm 6.7 oz. $48.00

(f) All Over Shampoo 6.7 fl. oz. $33.00

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Gucci by Gucci Pour Homme

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Exquisite Bijan

(Five Star Fragrance Company) (b) Deodorant Stick 2.5 oz. $18.00 (d) After Shave 3.3 fl. oz. $47.00

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Fahrenheit

(Christian Dior Perfumes, Inc.)

(P&G Prestige Products Inc.) (a) All Over Shampoo 6.7 fl. oz. $33.00 (b) Deodorant Stick 2.5 oz. $27.00 (d) After Shave Balm 2.5 fl. oz. $40.00 After Shave Lotion 2.5 fl. oz. $57.00

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Gucci by Gucci Pour Homme Sport

(b) Deodorant Stick 75 ml. $19.00 (d) After Shave Splash 3.4 oz. $48.00 Face System After Shave Balm 2.3 oz. $41.00

(a) All Over Shampoo 6.7 fl. oz. $33.00

(f) Shower Gel 6.8 oz. $32.00

(b) Deodorant Stick 2.5 oz. $27.00

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Fahrenheit 32

(Christian Dior Perfumes, Inc.)

(P&G Prestige Products Inc.)

(d) After Shave Balm 2.5 fl. oz. $40.00 After Shave Lotion 2.5 fl. oz. $59.00

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Guerlain Homme

(b) Deodorant Stick 75 ml. $19.00 (d) After Shave Balm 2.3 oz. $41.00

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Fuel for Life Men (Diesel Fragrances)

(a) Shower Gel 6.7 oz. $28.00

(Guerlain, Inc.)

(b) Deodorant Stick 2.5 oz. $27.50 (d) After Shave Gel 3.4 oz. $50.00 (f) Hair & Body Wash 6.8 oz. $40.00

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(d) After Shave Balm 3.4 oz. $45.00

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Gant Liquid (EA Fragrances Co.)

(EA Fragrances Co.) (d) Aftershave Splash 4.2 fl. oz. $42.00

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Hearts & Daggers

(a) Shower Gel 5 oz. $20.00 (d) After Shave Balm 3.3 oz. $36.00

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Givenchy Pour Homme Blue Label

(New Wave Fragrances)

(b) Alcohol Free Deodorant 2.75 oz. $15.00

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Herrera Aqua

(Parfums Givenchy, Inc.)

(Carolina Herrera/Puig of Barcelona)

(d) After Shave Splash 3.3 oz. $46.00

(b) Deodorant Stick 2.5 oz. $20.00

(f) All-Over Shampoo 6.7 oz. $24.00

(d) After Shave 1.7 oz. $46.00 After Shave Balm 1.7 oz. $46.00

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GivenchyMan

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Hugo Man

(Parfums Givenchy, Inc.) (c) Pro-Energizing Shaving Cream 4.4 oz. $22.00 (e) Intensive Age-Fighting Force

(P&G Prestige Products Inc.) (a) Shower Gel 3.7 oz. $26.00 (b) Deodorant Stick 75 gr. $22.00

(John Varvatos)

(h) Hair and Body Wash 6.7 oz. $30.00

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Joop! Homme (Coty Prestige)

(b) Deodorant Stick without Alcohol 2.5 oz. $15.00 (d) After Shave 2.5 oz. $36.00 After Shave Balm 3.4 oz. $45.00

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Jovan Black Musk for Men (Coty US LLC)

(d) After Shave/Cologne 4 oz. $17.75

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Jovan Musk for Men (Coty US LLC)

(b) Stick Deodorant 3 oz. $4.15 (d) After Shave/Cologne 4 oz. $17.75 8 oz. $27.20

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Jovan Sex Appeal (Coty US LLC)

(d) Aftershave/Cologne 4 oz. $15.65

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Kenneth Cole Reaction (Coty Prestige)

(b) Deodorant Stick 2.6 oz. $17.00 (d) After Shave 3.4 oz. $48.00 (h) Hair & Body Wash 6.7 oz. $22.00

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Kiton

(Aramis, Inc.) (a) Shower Gel 6.7 oz. $22.00 (b) Deodorant Stick 2.6 oz. $17.00 (d) After Shave 4.2 oz. $58.00

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Kiton Black (Aramis, Inc.)

(a) Shower Gel 6.7 oz. $22.00

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L’Eau d’Issey Pour Homme

(Parfums Issey Miyake) (a) Shower Gel 6.8 oz. $30.00 (b) Alcohol Free Deodorant Stick 2.6 oz. $25.00 (d) After Shave Balm 3.4 oz. $50.00 After Shave Lotion 3.4 oz. $50.00

JUNE 2011 /

125 50

/ BEAUTY FASHION

2011 MEN’S GROOMING DIRECTORY (e) Revitalizing Moisturizer 2.5 oz. $37.00 Total Face Care 1.7 oz. $48.00

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L’Eau d’Issey Pour Homme Intense (Parfums Issey Miyake)

(a) Shower Gel 6.7 oz. $30.00 (b) Deodorant Stick 2.6 oz. $25.00 (d) After Shave Balm 3.3 oz. $50.00

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L’Homme Yves Saint Laurent (Yves Saint Laurent Parfums)

(a) Shower Gel 6.6 oz. $27.00 (b) Deodorant Stick 2.6 oz. $22.00 (d) After Shave Balm 3.3 oz. $38.00 After Shave Lotion 3.3 oz. $48.00

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L’Instant Pour Homme (Guerlain, Inc.)

(b) Antiperspirant Deodorant Stick 2.6 oz. $14.00 (c) Electric Shave Solution 3.4 oz. $15.00 Maximum Comfort Shave Cream - jar 8 oz. $24.00 Maximum Comfort Shave Cream - tube 3.4 oz. $15.00 Smooth Shave Oil 1 oz. $18.00 (d) 3-in-1 Post Shave 1.7 oz. $26.00 Moisturizing After Shave Soothing Spray 6.7 oz. $30.00 Razor Burn Relief Ultra 3.4 oz. $28.00 (e) Age Rescue Eye Therapy .5 oz. $30.00 Age Rescue Face Lotion 1.7 oz. $38.00 BB Tinted Moisturizer SPF 35 PA+++ $38.50 Daily Moisture Defense Lotion SPF 15 3.4 oz. $38.00 Instant Moisture Eye Gel .25 oz. $27.00 Instant Moisture Gel 1.7 oz. $28.00 Invigorating Face Scrub 3.4 oz. $20.00 MAX LS Age-Less Face Cream 1.7 oz. $65.00 MAX LS Instant Eye Lift .5 oz. $42.00 MAX LS Light Moisture Lotion $50.00 MAX LS Overnight Renewal Serum 1 oz. $55.00 Multi-Action Face Wash 3.4 oz. $18.00 Night Recovery Lotion 1.7 oz. $35.00 Oil Control Daily Hydrator 1.7 oz. $28.00 Oil Control Face Wash 4.2 oz. $21.00 Oil Control Solution 3.4 oz. $13.00 Oil Control Towlettes (30) $15.00 Power Brightening Eye Balm +DR4 .51 oz. $28.00 Power Brightening Serum +DR4 1.7 oz. $52.50 Power Protector SPF 50 3.4 oz. $40.00 Power Wash 8.5 oz. $20.00 Skin Revitalizer Lotion 1.7 oz. $33.00 (f) Ab Rescue Body Sculpting Gel 6.7 oz. $30.00 Active Body Wash 6.7 oz. $18.00

Musk Maine

(Avon Products, Inc.) (b) Roll-On Antiperspirant Deodorant 1.7 oz. $.99 (d) After Shave Conditioner 3.4 oz. $5.00

(a) Shower Gel 5 oz. $27.00

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(b) Deodorant Stick 2.5 oz. $22.00

Mustang

(d) After Shave Balm 2.5 oz. $37.00 After Shave Lotion Spray 2.5 oz. $40.00

(EA Fragrances Co.) (d) Aftershave 3.4 fl. oz. $25.00

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Lacoste Essential Sport

Obsession For Men

(P&G Prestige Products Inc.)

(Coty Prestige)

(b) Deodorant Stick 2.5 oz. $21.00

(b) Deodorant (alcohol free) 2.6 oz. $16.00

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Lagerfeld

(d) After Shave 4 fl. oz. $45.00 After Shave Balm (Alcohol free) 5 fl. oz. $45.00

(Coty Prestige)

(d) After Shave Splash 4.2 fl. oz. $34.00

(Aramis, Inc.)

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(P&G Prestige Products Inc.)

(b) Stick Deodorant 2.3 oz. $10.00

Lab Series Skincare for Men

(b) Deodorant Stick 70 gr. $10.00

Lacoste Essential

(b) Deodorant Stick 2.5 oz. $27.50

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(Five Star Fragrance Company)

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(a) Shower Gel 6.7 oz. $40.00 (d) After Shave Lotion 3.4 oz. $58.00

Michael Jordan Cologne for Men

Active Hand Cream 2.5 oz. $15.00 (h) Nutriplexx Hair & Scalp Protector SPF 8 3.4 oz. $15.00 Root Power Restorative Shampoo 8.5 oz. $24.00 Root Power Restorative Styling Was 1.7 oz. $18.00

(h) Hair and Body Shampoo 6.7 fl. oz. $22.00

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Origins for Men

Le Male

(Origins Natural Resources Inc.)

(Jean Paul Gaultier Parfums) (a) Gentle All Over Shower Gel 6.7 oz. $30.00 (b) Alcohol Free Deodorant Stick 2.6 oz. $25.00 (d) After Shave Lotion 4.2 oz. $52.00 Soothing Soothing After Shave Balm 3.3 oz. $46.00

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Love & Luck Eau de Toilette (New Wave Fragrances)

(b) Deodorant Stick 2.75 oz. $15.00 (h) Hair & Body Wash 6.7 oz. $18.00

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Marc Jacobs Men (Coty Prestige)

(d) After Shave Splash 4.2 oz. $58.00

(a) Skin Diver Active Charcoal Body Scrub 5 fl. oz. $20.00 Skin Diver Active Charcoal Body Soap 7 oz. $12.50 Skin Diver Active Charcoal Body Wash 6.7 fl. oz. $19.00 (c) Blade Runner Energizing Shave Cream 5 fl. oz. $15.00 Easy Slider pre-shave oil 1.7 fl. oz. $20.00 (d) Fire Fighter after shave lotion 1.7 fl. oz. $16.50 (e) Lip Remedy Soothing Lip Saver .17 oz. $12.00 Plantscription Anti-Aging Serum .17 oz. $12.00 Save the Males Multi-Benefit Moisturizer 2.5 fl. oz. $34.00

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(h) Hair & Body Shampoo 6.7 oz. $30.00

Paco Rabanne Pour Homme

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Men’s Expert (L’Oreal Paris)

(d) Comfort Max Anti-Irritation After Shave Balm w/SPF 15 3.3 fl. oz. $7.99 (e) Hydra-Energetic Eye Roller .34 fl. oz. $10.99 Hydra-Energetic SPF 15 Anti-Street & Fatigue All-In-One Moisturizer 1.6 fl. oz. $14.29 Hydra-Energetic Turbo Cleanser 5 oz. $6.99 Hydra-Energetic Turbo Recharger 1.6 fl. oz. $10.49 Hydra-Power Invigorating Moisturizer 1.7 fl. oz. $16.99 Vita Lift SPF 15 1.6 fl. oz. $11.88 Vita-Lift Anti-Wrinkle & Firming Moisturizer 1.6 fl. oz. $10.49

(Paco Rabanne Parfums, Inc.) (b) Deodorant Spray 5.1 oz. $28.00 Stick Deodorant 2.2 oz. $18.00 (d) After Shave 3.4 oz. $45.00 After Shave Balm 3.4 oz. $38.00

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Pasha de Cartier (Parfums Cartier)

(b) Deodorant Stick 2.5 oz. $30.00 (d) After Shave Lotion Splash 3.3 fl. oz. $60.00

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Patrick Dempsey 2 (Avon Products, Inc.)

(e) Dual Action Face Wash 5 oz. $9.50 SPF 15 Moisturizer 1.7 oz. $15.00

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Mesmerize for Him

Patrick Dempsey Unscripted

(Avon Products, Inc.)

(d) After Shave Conditioner 3.4 oz. $5.00

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(a) Body Wash 6.7 oz. $9.00 (d) After Shave Conditioner 3.4 oz. $9.50

Paul Sebastian (EA Fragrances Co.)

(b) Fine Deodorant 2.5 oz. $15.00 (d) After Shave Balm 4 fl. oz. $32.00 After Shave Tonic 4 fl. oz. $42.00

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Perceive for Men (Avon Products, Inc.)

(d) Roll-On Anti-Perspirant Deodorant 1.7 oz. $.99

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Perry Ellis for Men (Falic Fashion Group)

(a) All Over Body Shampoo 6.7 fl. oz. $22.00 (b) Deodorant $16.00 (d) After Shave $45.00

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(Parfums Givenchy, Inc.) (d) After Shave Care 3.3 oz. $45.00 After Shave Splash 3.3 oz. $46.00 (f) All-Over Shampoo 6.7 oz. $24.00

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π Neo

(Parfums Givenchy, Inc.) (d) After Shave Lotion 3.3 oz. $46.00 (f) Deodorant Roll On 2.5 oz. $19.00

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Pierre Cardin

(Five Star Fragrance Company) (d) After Shave Lotion 2 oz. $20.00 Deodorant Stick 70 gr. $8.50

▫

Platinum Egoiste (Chanel, Inc.)

(b) Deodorant Stick 2.5 oz. $21.50 (d) After Shave Moisturizer 2.5 oz. $44.50

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Play

(Parfums Givenchy, Inc.) (d) After Shave Splash 3.3 oz. $46.00

▫

Polo by Ralph Lauren (Ralph Lauren)

(d) After Shave 4 oz. $45.00

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Polo Black (Ralph Lauren)

(b) Deodorant 2.6 oz. $17.00 (d) After Shave Gel 4.2 oz. $49.50 After Shave Splash 4.2 oz. $49.50 (h) Hair & Body Wash 6.7 oz. $18.50

▫

Polo Double Black (Ralph Lauren)

(d) After Shave Splash 4.2 oz. $49.50

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Polo Ralph Lauren Blue (Ralph Lauren)

(a) Shower Gel 6.7 oz. $18.50 (b) Deodorant Stick 2.6 oz. $17.00 (d) After Shave 4.2 oz. $49.50 After Shave Gel 4.2 oz. $49.50

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Polo Ralph Lauren Explorer (Ralph Lauren)

(a) Shower Gel 6.7 oz. $18.50 (d) After Shave Gel 125 ml. $49.50 After Shave Splash 4.2 oz. $49.50

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Polo Sport by Ralph Lauren (Ralph Lauren)

(b) Alcohol-free Deodorant Stick 2.6 oz. $17.00 (e) Fitness Duo $47.50

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Pour Monsieur (Chanel, Inc.)

(d) After Shave Moisturizer 2.5 oz. $44.50

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Prada Man

(Paco Rabanne Parfums, Inc.) (a) Bath & Shower Gel 6.8 oz. $32.00 (d) After Shave Balm 3.4 oz. $50.00 After Shave Lotion 3.4 oz. $52.00

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Preferred Stock (Coty US LLC)

(d) After Shave 3.4 oz. $23.55

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Realm Men

(Five Star Fragrance Company) (b) Deodorant Stick 3 oz. $14.00

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Roadster

(Parfums Cartier) (a) Bath & Shower Gel 6.7 fl. oz. $40.00 (b) Deodorant Stick 2.5 fl. oz. $30.00 (d) After Shave Lotion 3.3 fl. oz. $70.00 (e) Moisturizing After Shave Emulsion 3.3 fl. oz. $55.00

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Roadster Sport (Parfums Cartier)

(b) Deodorant Stick 2.5 fl. oz. $30.00 (d) After Shave Lotion 3.3 fl. oz. $70.00

▫

Rocawear

(EA Fragrances Co.) (a) Shower Gel 6.8 fl. oz. $25.00 (b) Deodorant 2.6 fl. oz. $16.00

▫

Royal Copenhagen Classic (Five Star Fragrance Company)

(b) Stick Deodorant 2.5 oz. $12.50 (d) After Shave 2 fl. oz. $27.00 8 fl. oz. $45.00

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Royal Copenhagen Musk (Five Star Fragrance Company)

(d) After Shave 2 fl. oz. $27.00 8 fl. oz. $45.00

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Shiseido Men

(Shiseido Cosmetics (America) Ltd.) (c) Shaving Cream 3.6 oz. $23.00 (e) Anti-Shine Refresher 1 oz. $33.00

ProGlide Power Shave Set $150.00 Skin Care Kit $65.00 Starter Kit (4 scents) $25.00 Travel Kit (4 scents) $150.00

Cleansing Foam 4.6 oz. $22.00 Deep Cleansing Scrub 4.5 oz. $24.00 Deep Wrinkle Corrector 1 oz. $52.00 Energizing Formula 2.7 oz. $33.00 Eye Soother .53 oz. $36.50 Hydrating Lotion 5 oz. $30.00 Moisturizing Emulsion 3.3 oz. $35.00 Total Revitalizer 1.8 oz. $63.00 (h) Andenogen Hair Energizing Formula 5 oz. $68.00

▫

Skin Supplies for Men (Clinique Laboratories, Inc.)

(b) Stick Form Anti-Perspirant Deodorant 2.25 oz. $13.00 (c) Cream Shave 4.2 oz. $12.50 M Shave Aloe Gel 4.2 oz. $14.00 (d) Post-Shave Healer 2.5 fl. oz. $18.00 Post-Shave Soother Anti-Blemish Formula 2.5 oz. $18.00 Post-Shave Soother Beard Control Formula 2.5 oz. $18.00 (e) Acne Solutions Emergency Gel-Lotion .5 fl. oz. $14.50 Age Defense Hydrator 1.7 fl. oz. $30.00 Age Defense for Eyes $24.00 Face Scrub 3.4 oz. $17.00 Face Soap Refill (regular or extra strength) 6 oz. $12.00 Face Soap w/dish (regular or extra strength) 6 oz. $13.00 Liquid Face Wash (regular/extra strength) 5 oz. $15.00 M Gel Lotion 3.4 oz. $21.00 M Lotion (tube) 3.4 fl. oz. $21.00 M Protect SPF 21 3.4 oz. $23.00 Maximum Hydrator 1.7 oz. $28.00 Non-Streak Bronzer 2 oz. $16.00 Scruffing Lotion (1.5, 2.5, 3.5, 4.5 strengths) 6.7 fl. oz. $13.00

▫

(j) After Shave Balm Pump (4 scents) 1 oz. $16.00 Alum Block 50 gr. $18.00 Brush Stand $6.00 Classic Stand - Nickel $100.00 Compact Brush & Razor Stand - Nickel $60.00 Compact Brush Stand - Nickel $55.00 Contemporary Brush & Razor Stand Nickel $120.00 Fine Badger Brush #3 $55.00 Fusion Engraved Luxury Razor $175.00 Fusion Razor $80.00 Horn Fine Badger Brush #3 $175.00 Luxury Stand - Nickel $250.00 M3 Classic Razor $150.00 M3 Classic Razor $175.00 M3 Engraved Luxury Razor $150.00 M3 Razor $150.00 Pre-Shave Oil Pump (4 scents) 1 oz. $14.00 Pure Badger Brush #3 $110.00 Shaving Cream Pump (4 scents) 1.75 oz. $15.00 Shaving Cream Tube (4 scents) 2.5 oz. $14.00 Silvertip Brush #3 $180.00 Syptic Pen $12.00 Travel Pure Brush $55.00 Turnback Travel Silvertip Brush $120.00

▫

Terre d’Hermes (Hermes Paris)

(a) All-Over Shower Gel Bottle 6.7 oz. $40.00 (b) Perfumed Deodorant Stick - Alcohol Free 2.5 oz. $35.00 (d) After-Shave Balm Bottle w/Pump 3.3 oz. $65.00 After-Shave Lotion Bottle 3.3 oz. $65.00 Shaving Foam 6.5 oz. $47.00

Stetson

(Coty US LLC) (b) Stick Deodorant 2.75 oz. $5.75

▫

(d) After Shave 2 oz. $18.30 3.5 oz. $23.80 After Shave w/Aloe 1.5 oz. $12.50

360° for Men (Falic Fashion Group)

▫

(b) Deodorant $14.00

TAOS

▫

(P&G Prestige Products Inc.)

Tom Ford

(c) Pre-Shave Oil (4 scents) 2 oz. $22.00 Shaving Cream (4 scents) 5 oz. $22.00 Shaving Soap Refill (4 scents) 95 gr. $26.00 Shaving Soap w/Bowl (4 scents) 95 gr. $45.00

(Tom Ford)

(a) Cleansing Bar $18.00

(d) After Shave Balm (4 scents) 3.4 oz. $38.00 After Shave Gel (4 scents) 100 ml. $35.00 (e) Eye Gel .5 oz. $28.00 Facial Scrub 3 oz. $22.00 Facial Wash 4 oz. $22.00 Hydrating Toner 3.4 oz. $18.00 Ingrown Hair Night Cream 1.7 oz. $40.00 Moisturizer 1.7 oz. $35.00 Royal After Shave Mask $50.00 (h) Conditioner 8 oz. $20.00 Hair Gel 3 oz. $20.00 Shampoo 8 oz. $20.00

Tommy Bahama Very Cool (Grace Beauty, LLC)

(b) Deodorant Stick 2.5 oz. $18.00

▫

Tommy Hilfiger tommy (Aramis, Inc.)

(b) Deodorant Stick 2.6 oz. $14.00 (d) After Shave 3.4 oz. $38.00 After Shave Balm 3.4 oz. $38.00 (f) Body Wash 6.7 oz. $16.00

▫

True Force

(Avon Products, Inc.) (b) Roll-On Antiperspirant Deodorant 1.7 oz. $.99

▫

True Religion Drifter (New Wave Fragrances)

(b) Deodorant Stick 2.75 oz. $15.00

▫

True Religion for Him (New Wave Fragrances)

(b) Deodorant Stick 2.75 oz. $15.00 (h) Hair & Body Wash 6.7 oz. $22.00

▫

(EA Fragrances Co.) (b) Fresh Deodorant 2.6 oz. $16.00 (d) After Shave Tonic 3.4 fl. oz. $45.00

▫

Unforgivable by Sean John (MAC Cosmetics)

(a) Shower Gel 6.7 oz. $20.00 (b) Deodorant Stick 2.5 oz. $16.00 (d) After Shave 4.2 oz. $52.00 After Shave Balm 4.2 oz. $52.00

▫

Usher He

(EA Fragrances Co.) (a) Shower Gel 3.4 fl. oz. $25.00 (d) After Shave Tonic 3.4 fl. oz. $45.00 Skin After Shave Soother 3.4 fl. oz. $40.00

▫

Usher VIP

(EA Fragrances Co.)

(d) After Shave Balm 2.5 oz. $40.00 Extreme After Shave Balm 2.5 oz. $60.00

(a) Shower Gel 6.7 fl. oz. $25.00

(e) Hydrating Emulsion 5 oz. $34.00

(d) After Shave Soother 3.4 fl. oz. $40.00

▫

Tommy Bahama Set Sail St. Bart’s (Grace Beauty, LLC)

(a) Soap-on-a-Rope 11.2 oz. $16.50 (b) Deodorant Stick 2.5 oz. $18.00 (d) After Shave 3.4 oz. $42.00

▫

Tommy Bahama Signature (Grace Beauty, LLC)

(b) Deodorant Stick 2.5 oz. $18.00

(i) Carry on Kit (4 scents) $50.00 Full Size Kit (4 scents) $100.00 Ingrown Hair Kit $75.00

▫

(b) Deodorant 2.6 oz. $16.00

▫

Vera Wang for Men (Coty Prestige)

(b) Deodorant 2.6 oz. $18.50 (d) After Shave Balm 3.4 oz. $45.00 (h) Hair and Body Wash 6.7 oz. $30.00

▫

Versace Man Eau Fraiche (Euroitalia Srl.)

(b) Bath & Shower Gel 6.8 oz. $29.00 Deodorant Stick 2.5 oz. $23.00 (d) After Shave Balm 2.5 oz. $31.00

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JUNE 2011 /

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/ BEAUTY FASHION

Versace Pour Homme (Euroitalia Srl.)

(b) Deodorant Stick 2.5 oz. $23.00 (d) After Shave Balm 3.4 oz. $41.00 (h) Hair & Body Shampoo 8.4 oz. $33.00

▫

Very Irresistible Givenchy for Men (Parfums Givenchy, Inc.)

(b) Alcohol-Free Deodorant Stick 2.5 oz. $19.00

MAKING SALES

ZIRH Platinum

(P&G Prestige Products Inc.)

(continued from page 35)

(e) Age Defense 50 ml. $125.00 Age Total Recharge 50 ml. $125.00 Drenched (Dry Skin) 50 ml. $125.00 PM Rescue 50 ml. $125.00 R2 Evolution 100 ml. $65.00 Repair 30 ml. $145.00 Revive 15 ml. $75.00

If someone is interested in becoming a Representative, my advice is to start now. Then, learn your products, take advantage of all the programs to help enhance your earning potential, go out and talk to people and force yourself to overcome the obstacles. Loving what you do makes any challenge conquerable.

▫

(d) After Shave Splash 3.4 oz. $46.00

BETH HEITKER mark. Representative Hometown: Cincinnati, Ohio College: Xavier University

▫

Vetiver

(Guerlain, Inc.) (b) Soothing Alcohol Free Deodorant Stick 2.5 oz. $27.50 (d) After Shave Lotion 4.2 oz. $61.00

I have been a mark. Representative for four years and will graduate in 2012 from Xavier University. I was attracted to the mark. brand for its beauty and fashion offerings and because mark. gives women the chance to make a difference. I was inspired after learning about mark.’s m.powerment campaign and wanted to be part of that movement at the local level. mark. has empowered me to set bold goals, whether with my product sales or communication tactics, making me a confident and strong businesswoman. The profits I have made since joining the mark. team have assisted tremendously in my quest to become more financially independent. The beauty and fashion products from mark. have increased my confidence and enabled me to grow into the person I am today. I use beauty and fashion as a form of self-expression and rely on it to stand out as an individual. When I am in my favorite “rockstar” outfit with the perfect accessories and makeup, I feel strong and courageous. My selling technique has evolved over the years, and I have come to find that the easiest way to sell the products is to wear them myself. Another way I sell is through hosting parties, because it’s fun to get friends together so they can test and play with the products. Finally, I sell online through Facebook, because mark. offers a “Store Cast” application that allows your friends to purchase directly from your wall. I also use Twitter to get the word out about specials or promotions; it’s the perfect place to attract new customers in an instant. As I think about my future endeavors, I feel confident that my training as a mark. Representative has helped me stand out in the job search. The understanding of the business world and my entrepreneurial spirit landed me an internship with mark. in New York City last summer in the Communication and Education (Sales) Department. This summer, I was lucky enough to earn another intern position at mark., specializing in Finance. mark. has opened so many doors for me. It is a powerful and supportive brand, and I encourage all young women to join the mark. family! BF

▫

Voyage d’Hermes (Hermes Paris)

(a) All-Over Shower Gel 6.7 oz. $60.00 (b) Deodorant Natural Spray 5 oz. $40.00 Deodorant Stick 2.6 oz. $35.00 Perfumed Body Lotion 5 oz. $65.00 (d) Moisturizing Balm 6.7 oz. $70.00

▫

Wild Country (Avon Products, Inc.)

(a) Hair & Body Wash 5 oz. $6.00 Roll-on Anti-Perspirant Deodorant 2.6 oz. $.99 (d) After Shave Conditioner 3.4 oz. $5.00

▫

Zegna Colonia (Ermenegildo Zegna)

(b) Deodorant 2.6 oz. $20.00 (d) After Shave 3.4 oz. $44.00 (h) Hair & Body Wash 6.6 oz. $24.00

▫

ZIRH

(P&G Prestige Products Inc.) (a) Body Bar 150 gr. $15.00 (c) Erase 200 ml. $32.00 Prepare 30 ml. $18.50 Shave Cream 100 ml. $15.00 250 ml. $22.50 Shave Gel 100 ml. $15.00 250 ml. $22.50 Soothe 100 ml. $32.50 (e) Clay Mask 100 ml. $20.00 Clean 125 ml. $15.00 250 ml. $20.00 Correct 50 ml. $32.50 Protect 100 ml. $32.50 Refresh 200 ml. $24.00 Rejuvenate 50 ml. $43.00 Restore 30 ml. $28.00 Reverse 50 ml. $45.00 Scrub 100 ml. $20.00 Wash 125 ml. $15.00 (i) Shave Basics Kit - Prepare 30 ml., Shave Gel 100 ml., Soothe 100 ml. $39.00 Starter Kit - Clean 250 ml., Protect 100 ml., Shave Gel 100 ml. $59.00 Try Me Kit - Clean 30 ml., Scrub 30 ml., Shave Gel 30 ml, Protect 30 ml. $29.00

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JUNE 2011 /

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/ BEAUTY FASHION

TRADE NAME/U.S. DISTRIBUTOR/PHONE CONTACT LISTING FOR 2011 MEN’S GROOMING DIRECTORY Please note that this list of contacts is provided as a ready reference source for initiating access to information. Inquiries may then have to be further directed to specific areas within the companies.

Trade Name

U.S. Distributor Phone

A*Men Acqua di Gio for Men Acqua di Parma Colonia Acqua di Parma Colonia Assoluta Acqua di Parma Colonia Collezione Barbier Acqua di Parma Colonia Intensa Allure Homme Allure Homme Edition Blanche Allure Homme Sport Antaeus Anthony Logistics for Men Aramis Armani Attitude Armani Code for Men Azzaro Pour Homme BLV Pour Homme Bijan Classic for Men Biotherm Homme Black - Kenneth Cole Black Suede Bleu de Chanel Borghese Boss Bottled Bvlgari AQVA Bvlgari AQVA Pour Homme Marine Bvlgari Man Bvlgari Pour Homme Bvlgari Pour Homme Soir Chrome Chrome Sport ck be ck free ck in2u for him ck one ck one shock for him ClarinsMen Cologne Thierry Mugler Connected - Kenneth Cole Reaction Cravache by Robert Piguet

Thierry Mugler L’Oreal USA Guerlain Guerlain

Guerlain Guerlain Chanel Chanel Chanel Chanel Anthony for Men Aramis L’Oreal USA L’Oreal USA Clarins Bvlgari Parfums Five Star Fragrance L’Oreal USA Coty Prestige Avon Chanel Borghese P&G Prestige Bvlgari Parfums Bvlgari Parfums Bvlgari Parfums Bvlgari Parfums Bvlgari Parfums Clarins Clarins Coty Prestige Coty Prestige Coty Prestige Coty Prestige Coty Prestige Groupe Clarins Thierry Mugler Coty Prestige Fashion Fragrances & Cosmetics DKNY Men Donna Karan Davidoff Cool Water Coty Prestige declaration Cartier Dior Homme Christian Dior Dior Homme Sport Christian Dior Dirty English - Juicy Couture for Men EA Fragrances Co. Dolce & Gabbana Light Blue Pour Homme P&G Prestige Dolce & Gabbana Pour Homme P&G Prestige Dolce & Gabbana The One Gentlemen P&G Prestige

Trade Name

U.S. Distributor Phone

Dolce & Gabbana The One for Men Eau d’Orange Verte Eau de Cartier Eau Sauvage Ecko by Marc Ecko Ed Hardy Born WIld Ed Hardy Eau de Toilette Emporio Armani Diamonds for Men Escape for Men Eternity for Men Euphoria Men Exquisite Bijan Fahrenheit Fahrenheit 32 Fuel for Life Men Gant Liquid Givenchy Pour Homme Blue Label GivenchyMan Grey Flannel by Geoffrey Beene Gucci Guilty Pour Homme Gucci Pour Homme II Gucci by Gucci Pour Homme Gucci by Gucci Pour Homme Sport Guerlain Homme H2 Hearts & Daggers Herrera Aqua Hugo Man I am King by Sean John Ironman John Varvatos, The Fragrance Joop! Homme Jovan Black Musk for Men Jovan Musk for Men Jovan Sex Appeal Kenneth Cole Reaction Kiton Kiton Black L’Eau d’Issey Pour Homme L’Eau d’Issey Pour Homme Intense L’Homme Yves Saint Laurent L’Instant Pour Homme Lab Series Skincare for Men Lacoste Essential Lacoste Essential Sport Lagerfeld Le Male Love & Luck Eau de Toilette Marc Jacobs Men Men’s Expert Mesmerize for Him

(212) 758-0400 (212) 818-1500 (212) 931-2400 (212) 931-2400 (212) 931-2400 (212) 931-2400 (212) 688-5055 (212) 688-5055 (212) 688-5055 (212) 688-5055 (646) 613-1600 (212) 572-4200 (212) 818-1500 (212) 818-1500 (212) 980-1800 (212) 315-9700 (631) 866-4100 (212) 818-1500 (212) 389-7000 (212) 282-7100 (212) 688-5055 (866) 267-4437 (212) 980-6400 (212) 315-9700 (212) 315-9700 (212) 315-9700 (212) 315-9700 (212) 315-9700 (212) 980-1800 (212) 980-1800 (212) 389-7000 (212) 389-7000 (212) 389-7000 (212) 389-7000 (212) 389-7000 (212) 980-1800 (212) 758-0400 (212) 389-7000 (212) 725-5830 (212) 572-4200 (212) 389-7000 (212) 753-0111 (212) 931-2200 (212) 931-2200 (212) 261-1000 (212) 980-6400 (212) 980-6400 (212) 980-6400

P&G Prestige BPI Cartier Christian Dior Parlux New Wave New Wave L’Oreal USA Coty Prestige Coty Prestige Coty Prestige Five Star Fragrance Christian Dior Christian Dior L’Oreal USA EA Fragrances Co. Givenchy Givenchy EA Fragrances Co. P&G Prestige P&G Prestige P&G Prestige P&G Prestige Guerlain EA Fragrances Co. New Wave Puig USA P&G Prestige MAC Avon EA Fragrances Co. Coty Prestige Coty US Coty US Coty US Coty Prestige Aramis Aramis BPI BPI YSL Beaute Guerlain Aramis P&G Prestige P&G Prestige Coty Prestige BPI New Wave Coty Prestige L’Oreal USA Avon

(212) 980-6400 (212) 805-2301 (212) 753-0111 (212) 931-2200 (954) 316-9008 (954) 446-7994 (954) 446-7994 (212) 818-1500 (212) 389-7000 (212) 389-7000 (212) 389-7000 (631) 866-4100 (212) 931-2200 (212) 931-2200 (212) 818-1500 (212) 261-1000 (212) 931-2600 (212) 931-2600 (212) 261-1000 (212) 980-6400 (212) 980-6400 (212) 980-6400 (212) 980-6400 (212) 931-2400 (212) 261-1000 (954) 446-7994 (212) 389-7250 (212) 980-6400 (212) 334-4641 (212) 282-7100 (212) 2611000 (212) 389-7000 (212) 389-7000 (212) 389-7000 (212) 389-7000 (212) 389-7000 (212) 572-4200 (212) 572-4200 (212) 805-2301 (212) 805-2301 (212) 715-7333 (212) 931-2400 (212) 572-4200 (212) 980-6400 (212) 980-6400 (212) 389-7000 (212) 805-2301 (954) 446-7994 (212) 389-7000 (212) 818-1500 (212) 282-7100

(Continued on page 56) JUNE 2011 /

/ BEAUTY FASHION

U.S. DISTRIBUTOR ADDRESSES With Manufacturer and Trade Name Cross References The asterisk (*) symbol denotes a manufacturer, under the separate boldface heading for which will be found the relevant trade names.

Bvlgari Pour Homme Soir

Anthony for Men, L.L.C. 560 Broadway, Suite 503 New York, NY 10012 tel: (646) 613-1600 fax: (646) 613-8686 www.anthony.com info@anthony.com Anthony Logistics for Men

Bvlgari Parfums 625 Madison Avenue, 4th Floor New York, NY 10022 tel: (212) 315-9700 fax: 2127670167 Bvlgari*

Aramis, Inc. 767 Fifth Avenue New York, NY 10153 tel: (212) 572-4200 fax: (212) 572-4292 www.elcompanies.com Aramis Kiton Kiton Black Lab Series Skincare for Men Tommy Hilfiger tommy

Parfums Cartier 2 East 52nd Street New York, NY 10022 tel: (212) 753-0111 fax: (212) 223-3582 www.cartier.com declaration Eau de Cartier Pasha de Cartier Roadster Roadster Sport

Giorgio Armani Parfums (See L’Oreal USA) Acqua di Gio for Men Armani Attitude Armani Code for Men Emporio Armani Diamonds for Men

Chanel, Inc. 15 E. 57th Street New York, NY 10022 tel: (212) 688-5055 fax: (212) 752-1851 www.chanel.com fragrance.beaute.pr@chanelusa.com Allure Homme Allure Homme Edition Blanche Allure Homme Sport Antaeus Bleu de Chanel Platinum Egoiste Pour Monsieur

Avon Products, Inc. 1251 Ave. of the Americas New York, NY 10020-1196 tel: (212) 282-7100 fax: (212) 282-6501 www.avon.com Black Suede Ironman Mesmerize for Him Musk Maine Patrick Dempsey 2 Patrick Dempsey Unscripted Perceive for Men True Force Wild Country Loris Azzaro, Parfums (See Clarins Fragrance Group) Azzaro Pour Homme Chrome Chrome Sport Beaute Prestige International USA 900 Third Avenue New York, NY 10022 tel: 2128052301 fax: 2126889082 Hermes Paris* Jean Paul Gaultier Parfums* Parfums Issey Miyake* Borghese 10 East 34th Street, 3rd Floor New York, NY 10016 tel: (866) 267-4437 www.borghese.com Borghese Bvlgari (See Bvlgari Parfums) BLV Pour Homme Bvlgari AQVA Bvlgari AQVA Pour Homme Marine Bvlgari Man Bvlgari Pour Homme

Clarins Fragrance Group 1 Park Avenue New York, NY 10016 tel: (212) 980-1800 fax: (212) 980-5910 www.clarins-paris.com Loris Azzaro, Parfums* Groupe Clarins USA Inc. 1 Park Avenue New York, NY 10016 tel: (212) 980-1800 fax: (212) 980-5910 www.clarins-paris.com ClarinsMen Clinique Laboratories, Inc. 767 Fifth Avenue New York, NY 10153 tel: (212) 572-3800 fax: (212) 572-6926 www.clinique.com Skin Supplies for Men Coty US LLC 350 Fifth Avenue, 14th floor New York, NY 10016 tel: (212) 389-7000 fax: (212) 655-3650 www.coty.com Jovan Black Musk for Men Jovan Musk for Men Jovan Sex Appeal Preferred Stock Stetson Coty Prestige 350 Fifth Avenue, 14th floor

JUNE 2011 /

New York, NY 10118 tel: (212) 389-7000 www.coty.com Black - Kenneth Cole Connected Kenneth Cole Reaction ck be ck free ck in2u for him ck one ck one shock for him Davidoff Cool Water Escape for Men Eternity for Men Euphoria Men Joop! Homme Kenneth Cole Reaction Lagerfeld Marc Jacobs Men Obsession For Men Vera Wang for Men Diesel Fragrances (See L’Oreal USA) Fuel for Life Men Christian Dior Perfumes, Inc. 19 East 57th Street New York, NY 10022 tel: (212) 931-2200 fax: (212) 751-7445 www.dior.com Dior Homme Dior Homme Sport Eau Sauvage Fahrenheit Fahrenheit 32 EA Fragrances Co. 200 Park Avenue South New York, NY 10003 tel: (212) 261-1000 Dirty English - Juicy Couture for Men` Gant Liquid Grey Flannel by Geoffrey Beene H2 John Varvatos* Mustang Paul Sebastian Rocawear UR Usher He Usher VIP Euroitalia Srl. (See EuroItaly Inc./Fragrances Elite) Versace Man Eau Fraiche Versace Pour Homme EuroItaly Inc./Fragrances Elite 595 Madison Avenue New York, NY 10022 tel: (212) 644-3690 fax: (212) 644-3691 Euroitalia Srl.* Falic Fashion Group 6100 Hollywood Blvd., Suite 410 Hollywood, FL 33024 tel: (305) 466-7320 360° for Men Perry Ellis for Men

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/ BEAUTY FASHION

Fashion Fragrances & Cosmetics Ltd. 16 East 40th Street, Suite 700 New York, NY 10016 tel: (212) 725-5830 fax: (212) 725-7087 Cravache by Robert Piguet Five Star Fragrance Company 35 Sawgrass Drive Bellport, NY 11713 tel: (631) 866-4100 fax: 6319243469 Bijan Classic for Men Exquisite Bijan Michael Jordan Cologne for Men Pierre Cardin Realm Men Royal Copenhagen Classic Royal Copenhagen Musk Tom Ford (See Estee Lauder, Inc.) Tom Ford Jean Paul Gaultier Parfums (See Beaute Prestige International USA) Le Male Grace Beauty, LLC 152 West 57th Street, 26th floor New York, NY 10019 tel: (212) 586-0100 fax: 2125860855 Tommy Bahama Set Sail St. Bart’s Tommy Bahama Signature Tommy Bahama Very Cool Parfums Givenchy, Inc. 19 East 57th Street New York, NY 10022 tel: (212) 931-2600 fax: (212) 931-2627 Givenchy Pour Homme Blue Label GivenchyMan

π π Neo

Play Very Irresistible Givenchy for Men

Guerlain, Inc. 19 East 57th Street New York, NY 10022 tel: (212) 931-2400 fax: (212) 931-2445 www.guerlain.com Acqua di Parma Colonia Acqua di Parma Colonia Assoluta Acqua di Parma Colonia Collezione Barbiere Acqua di Parma Colonia Intensa Guerlain Homme L’Instant Pour Homme Vetiver Hermes Paris (See Beaute Prestige International USA) Eau d’Orange Verte Terre d’Hermes Voyage d’Hermes Carolina Herrera/Puig of Barcelona (See Puig USA) Herrera Aqua

Donna Karan Cosmetics Company 767 Fifth Avenue New York, NY 10153 tel: (212) 572-4200 www.elcompanies.com DKNY Men Estee Lauder, Inc. 767 Fifth Avenue New York, NY 10153 tel: 2125724200 fax: 2125724292 www.esteelauder.com Tom Ford* L’Oreal Paris (See L’Oreal USA) Men’s Expert L’Oreal USA 575 Fifth Avenue New York, NY 10017 tel: (212) 818-1500 fax: (212) 984-4128 www.loreal.com Biotherm Homme Diesel Fragrances* Giorgio Armani Parfums* L’Oreal Paris* Ralph Lauren* Ralph Lauren (See L’Oreal USA) Polo by Ralph Lauren Polo Black Polo Double Black Polo Ralph Lauren Blue Polo Ralph Lauren Explorer Polo Sport by Ralph Lauren MAC Cosmetics 130 Prince Street New York, NY 10012 tel: (212) 334-4641 www.maccosmetics.com I am King by Sean John Unforgivable by Sean John Parfums Issey Miyake (See Beaute Prestige International USA) L’Eau d’Issey Pour Homme L’Eau d’Issey Pour Homme Intense Thierry Mugler Parfums 460 Park Avenue New York, NY 10022 tel: (212) 758-0400 fax: (212) 935-8192 A*Men Cologne Thierry Mugler New Wave Fragrances 4101 Ravenswood Rd., Suite 202 Ft. Lauderdale, FL 33312 tel: (954) 446-7994 Ed Hardy Born Wild Ed Hardy Eau de Toilette Hearts & Daggers Love & Luck Eau de Toilette True Religion Drifter True Religion for Him

fax: (212) 980-6464 Boss Bottled Dolce & Gabbana Light Blue Pour Homme Dolce & Gabbana Pour Homme Dolce & Gabbana The One Gentlemen Dolce & Gabbana The One for Men Gucci Guilty Pour Homme Gucci Pour Homme II Gucci by Gucci Pour Homme Gucci by Gucci Pour Homme Sport Hugo Man Lacoste Essential Lacoste Essential Sport TAOS ZIRH ZIRH Platinum Parlux Fragrances, Inc. 5900 N. Andrews Ave., Suite 500 Ft. Lauderdale, FL 33309 tel: (954) 316-9008 fax: (954) 316-9152 www.parlux.com info@parlux.com Ecko by Marc Ecko

U.S. Distributor Phone

(continued from page 54) Michael Jordan Cologne for Men Musk Maine Mustang Obsession For Men Origins for Men Paco Rabanne Pour Homme Pasha de Cartier Patrick Dempsey 2 Patrick Dempsey Unscripted Paul Sebastian Perceive for Men Perry Ellis for Men

π π Neo

Pierre Cardin Platinum Egoiste Play Polo by Ralph Lauren Polo Black Polo Double Black Polo Ralph Lauren Blue Polo Ralph Lauren Explorer Polo Sport by Ralph Lauren Pour Monsieur Prada Man Preferred Stock Realm Men Roadster Roadster Sport Rocawear Royal Copenhagen Classic Royal Copenhagen Musk Shiseido Men Skin Supplies for Men Stetson TAOS Terre d’Hermes 360° for Men Tom Ford Tommy Bahama Set Sail St. Bart’s Tommy Bahama Signature Tommy Bahama Very Cool Tommy Hilfiger tommy True Force True Religion Drifter True Religion for Him UR Unforgivable by Sean John Usher He Usher VIP Vera Wang for Men Versace Man Eau Fraiche Versace Pour Homme Very Irresistible Givenchy for Men Vetiver Voyage d’Hermes Wild Country Zegna Colonia ZIRH ZIRH Platinum

Puig USA 1 Park Avenue New York, NY 10016 tel: (212) 389-7250 fax: (212) 389-7249 Carolina Herrera/Puig of Barcelona* Paco Rabanne Parfums, Inc.* Paco Rabanne Parfums, Inc. (See Puig USA) Paco Rabanne Pour Homme Prada Man Shiseido Cosmetics (America) Ltd. 900 Third Avenue New York, NY 10022 tel: (212) 805-2300 fax: (212) 751-6665 www.shiseido.com Shiseido Men John Varvatos (See EA Fragrances Co.) John Varvatos, The Fragrance YSL Beaute 575 Fifth Avenue, 8th floor New York, NY 10017 tel: (212) 715-7333 fax: (212) 715-7379 Ermenegildo Zegna* Yves Saint Laurent Parfums* Yves Saint Laurent Parfums (See YSL Beaute) L’Homme Yves Saint Laurent Ermenegildo Zegna (See YSL Beaute) Zegna Colonia

Origins Natural Resources Inc. 767 Fifth Avenue New York, NY 10153 tel: (212) 572-4200 fax: (212) 572-3786 www.origins.com Origins for Men P&G Prestige Products Inc. 909 Third Avenue, 21st floor New York, NY 10022 tel: (212) 980-6400

JUNE 2011

Trade Name

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/ BEAUTY FASHION

Five Star Fragrance Avon EA Fragrances Co. Coty Prestige Origins Puig USA Cartier Avon Avon EA Fragrances Co. Avon Falic Fashion Group Givenchy Givenchy Five Star Fragrance Chanel Givenchy L’Oreal USA L’Oreal USA L’Oreal USA L’Oreal USA L’Oreal USA L’Oreal USA Chanel Puig USA Coty US Five Star Fragrance Cartier Cartier EA Fragrances Co. Five Star Fragrance Five Star Fragrance Shiseido Clinique Coty US P&G Prestige BPI Falic Fashion Group Lauder Grace Beauty Grace Beauty Grace Beauty Aramis Avon New Wave New Wave EA Fragrances Co. MAC EA Fragrances Co. EA Fragrances Co. Coty Prestige EuroItaly/Frag. Elite EuroItaly/Frag. Elite Givenchy Guerlain BPI Avon YSL Beaute P&G Prestige P&G Prestige

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