Pulse SPA Magazine September 2016 by Bel SPA

SEPTEMBER 2016

P U L S E . E X P E R I E N C E I S PA . C O M

FROM YOUR 2016 ISPA BOARD OF DIRECTORS

Where’s your happy place?

ELECTED OFFICERS CHAIRMAN Todd Shaw La Quinta Resort & Club VICE CHAIRMAN Todd Hewitt Shangri-La International

e all have our own versions of a happy place, whether that’s a quiet reading nook in our home, a beach where we are reminded of childhood summers or grandma’s kitchen where homemade apple pies evoke precious family moments. As for me, one of my “happy places” is at the ISPA Conference & Expo. If you’ve ever joined us at this premiere industry event in the past, you know exactly why, like many others in the industry, I consider ISPA Conference as my happy place. Here, every handshake is more than just a business transaction. In fact, in many cases, it’s the beginning of lifelong friendships. Yes, ISPA Conference is a place to belong, to be part of a community and to be reminded of a bigger purpose.

SECRETARY/TREASURER Laura Parsons ESPA International (US) Ltd. (Spa Division) IMMEDIATE PAST CHAIRMEN Ella Stimpson The Spa at Sea Island Michael Tompkins Hutchinson Consulting DIRECTORS Sharilyn Abbajay ISPA Foundation Vice Chairman Noel Asmar Noel Asmar Group, Inc. Blake Feeney Chaleur Beauty Michael Harmsworth ESPA International (US) Ltd. Kristine Huffman Huffman Hospitality Concepts Garrett Mersberger Kohler Co.

Without the ISPA Conference to inspire us to recall our motivations each year, it’s easy to forget why we do what we do. One of this year’s keynote speakers and featured experts in this

Julie Oliff St. Regis Aspen

Pulse issue, Simon Sinek, says being reminded of our “why” helps us to push forward and focus

Frank Pitsikalis ISPA Foundation Chairman

our efforts on what matters most. Why do we persevere and commit to pursue excellence even if that meant giving more of ourselves and spending longer hours at work? Why do we continue

Eric Stephenson Well World Group

to invest in our staff and support their growth? Why do we take risks and innovate regardless

Dawn Tardif BodiScience Wellness Center & Spa

of the odds?

Todd Walter Red Door Spas

At this year’s ISPA Conference, we have every opportunity to ignite the passion within us to make our own and the lives of others healthier and more meaningful. The ISPA Conference is one of the few times in a year when we invest in ourselves and are able to recharge our energy so we no longer run empty. Thus, make the most out of it by building as many connections as

Lynne McNees International SPA Association MEDICAL ADVISOR Brent A. Bauer, MD Mayo Clinic

possible as well as gaining powerful insights from this year’s top-caliber speakers. Welcome to the 2016 ISPA Conference & Expo! May you arrive as our guest, and leave as a

CHAIRMEN’S COUNCIL

lifelong ISPA friend.

Past ISPA Chairmen who are current members:

Gayle Brady • Brady Spa Consulting Jeff Kohl • Spa & Club Ideations Jean Kolb • Well By Choice John Korpi • Korpi & Korpi Kate Mearns • 5 Spa Consulting LLC Jim Root • Glen Ivy Hot Springs Jane Segerberg • Segerberg Spa Consulting, LLC Deborah Waldvogel • Sedona Resorts

—TODD SHAW, CHAIRMAN

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THE MAGAZINE FOR THE SPA PROFESSIONAL

EXECUTIVE Lynne McNees • ISPA President EDITORIAL Mae Mañacap-Johnson • Editor DESIGN Marja Walker ADVERTISING AND SALES Tara Finn ADVERTISING COORDINATOR Ashley Roberts PRODUCTION MANAGER Chris Guzicki

Pulse is the official publication of the International SPA Association, a member organization for the spa and wellness industry. Copyright 2016. All rights reserved. No part of this publication may be reproduced without written consent of ISPA. All inquiries should be sent to Pulse, 2365 Harrodsburg Road, Suite A325, Lexington, KY. 40504 USA. Canadian publication agreement No. 40042114. PULSE ACCEPTS LETTERS TO THE EDITOR. Please include your name, title, company,

EDITORIAL OFFICES International SPA Association 2365 Harrodsburg Road, Suite A325 Lexington, Kentucky 40504, USA Phone: 1.859.425.5062 1.888.651.ISPA (4772) • Fax: 1.859.226.4445 experienceispa.com

address, phone and email address. Only your name, title, company and location will be published in the magazine. The editor reserves the right to edit for clarity and content. By submitting the letter, you are giving ISPA publishing rights. Pulse (USPS 017-893, ISSN 15259226) is published 10 times a year – January/February, March/April, May, June, July, August, September, October, November and December by Associations International, 2365 Harrodsburg Road, Suite A325, Lexington, Ky., 40504. Periodicals postage paid at Lexington, Kentucky, and additional mailing offices. POSTMASTER: Send address changes to Pulse, Attn: Member Services, 2365 Harrodsburg Rd., Suite. A325, Lexington, Kentucky, 40504, USA.

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is the magazine for the spa professional. As the official publication of the International SPA Association, its mission is to serve as the preeminent resource of expert insights, trends, tools and research to help spa professionals create innovative solutions and make informed business decisions.

W NE Nutrient-rich formulas made with highest quality organic, non-GMO, vegan, and cruelty-free ingredients in California Healthful face and body treatments filled with potent botanical extracts, precious oils, and nutritive butters 20% of all profits are donated to advance the well-being of disadvantaged women and children around the world

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MARION PHOTOGRAPHY STUDIO

“I’m only a man in a silly red sheet, Digging for kryptonite on this one-way street. Only a man in a funny red sheet, Looking for special things inside of me.” — Superman (It’s Not Easy) by Five for Fighting 2016 ISPA Conference & Expo General Session Keynote Speaker John Ondrasik

dmit it, we all have certain times when we wish we had super powers. I can tell you for instance that, on days when the house is a wreck, the laundry is piled up and my five-year-old decides to test every little ounce

of patience left, I secretly wish I can go to one corner and take a spin to have Wonder Woman’s Amazon-like endurance to get through the tough days. In the modern-day workplace, super heroes have another name: leaders. Have you ever been “saved” by a co-worker who went above and beyond his or her duty to help you resolve a customer complaint? Such co-worker, who displays exceptional leadership, is a modern-day super hero. This year’s General Session keynote speaker Simon Sinek says real leaders are those with genuine concern to put others’ need first above one self. In our interview in Ask the Expert (page 68), Sinek stressed one important point: Leadership has nothing to do with authority or position. How many times have we worked for people whose words we follow because they are our bosses, but actions we won’t emulate because they are not true leaders? There are many examples of leaders within the spa industry and we’ve celebrated many of them in this Pulse issue. There’s the 2016 ISPA Visionary Award recipient, the late Aromatherapy Associates co-founder Geraldine Howard (page 42). There are those who we honor this year with the ISPA Innovate Awards (page 26) who lead by pushing the boundaries of innovation. And there’s Mont Albo Massage Hut founder Dr. Nol Montalbo (page 16), whose rags-to-riches story speaks of unwavering determination and hard work to succeed. Like them, you can be a leader by finding your purpose in life. Passion is what fuels your inner super powers to give back, to be selfless, to persevere and to lead with a heart of service. Are you ready to embrace your innate super powers? Put on that “silly red sheet”—unleash the hero in you.

—MAE MAÑACAP-JOHNSON, EDITOR @ISPAPULSEEDITOR

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FOR A LIST and contact details of the ISPA Staff and Headquarters, visit pulse.experienceispa.com.

DREAM. DISCOVER. DO.

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SEPTEMBER

V O LU M E 2 6 ISSUE 7

2016

60 ARE YOU PART OF THE

EXPO BUZZ?

ISPA Innovate Awards Celebrating Innovation BY BRIANA LEE

LAST OF THREE PARTS

The Perfection Detox

In Their Words Get to Know the Expert Speakers

Dropping the Weight of Perfection So You Can Soar BY PETRA KOLBER

BY NANCY TRENT

2016 ISPA Visionary Award

46 52

Retailing in the Spa World

Life and Legacy of Geraldine Howard BY MAE MAÑACAP-JOHNSON

BY TERRI SMITH

Breaking the Ice Secrets to Effective Networking at Conference BY MAE MAÑACAP-JOHNSON

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pulse.experienceispa.com

IN EVERY ISSUE 2 6 14 16

From the Chairman Pulse Preview

32 68

Pulse Points Mont Albo Massage Hut Bringing Hilot onto the Global Wellness Stage

SEE + BE SEEN Ask the Expert: Simon Sinek 2016 ISPA Conference & Expo Keynote Speaker and Best-selling Author Success Stories: Todd Leff President and CEO Hand & Stone Massage and Facial Spa

90 91 92 93 95

ISPA Foundation

End Notes

BY MAE MAÑACAP-JOHNSON

Member News

A Day in the Life: Kelsey Marie Brink 2016 ISPA Foundation Mary Tabacchi Scholarship Co-Recipient

Special Pulse Advertising Supplement: New Product Launch Guide

2016 ISPA Conference & Expo Sponsors

BY TARA SALAH ELDIN AND BRIANA LEE

Conversations: John Ondrasik 2016 ISPA Conference & Expo Keynote Speaker and Musical Artist BY MAE MAÑACAP-JOHNSON

Product Spotlight ISPA News and Calendar ISPA Snapshot Survey Social Connections: Sheila Cluff Founder The Oaks at Ojai Ojai, California

ABOUT THE COVER Innovation comes in many shades. Those who dare and imagine create solutions to solve everyday problems. The 2016 ISPA Conference & Expo is where the first steps of innovation is sparked. Are you ready to add colors to your own imagination?

95 12

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PULSE POINTS

Study Reports Mindfulness Meditation May Help Reduce Back Pain study published in the Journal of the American Medical Association indicates that mindfulness-based stress reduction (MBSR) programs helped relieve chronic back pain among research participants. A total of 342 participants aged 20 to 70 years who reported suffering from chronic back pain in the past year were divided into three study groups. Group one was offered eight weekly sessions of mindfulness training. Another group had to participate in eight sessions of cognitive behavioral therapy (CBT), while the last group was asked to do the “usual care” they have been doing to help manage their back pain. The findings showed an estimated 44 percent of participants who practiced mindfulness training, which included meditation, yoga instruction and at-home CD guides, reported a meaningful reduction in pain 26 weeks later. An estimated 45 percent in the cognitive behavioral therapy group reported significant improvements while only 27 percent of participants who did their usual care for back pain management reported a reduction in pain. Daniel Cherkin, senior investigator at the Washington-based Group Health Research Institute and lead author of the study, said the findings further shed light to the fact that back pain is “not just a physical problem with physical solutions.” Instead, there’s a mental or cognitive factor to it as well. Cherkin also highlights the fact that there’s a lack of medical “cure” for chronic back pain. As a result, medical professionals resort to prescribing pain prescriptions more often than they should. Based on this study’s findings, mindfulness programs may give medical professionals an alternative other than prescribing pills to patients. Although more research still needs to be conducted to further understand how long the pain relief lasts while on mindfulness programs, the study shows promising evidence that MBSR works in helping patients manage chronic pain. This also presents an opportunity for the spa industry to help bridge the gap and work closely with those in the conventional medical health industry in order to better provide alternatives to patients with conditions that lack medical cure. Build connections with local doctors in your community and reach out for opportunities to partner with them in order to provide mindfulness programs to their patients.

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Acupressure Found to Help Reduce Fatigue in Patients with Breast Cancer

ccording to findings in a study published in JAMA Oncology, acupressure may help reduce persistent fatigue in patients treated for breast cancer. Fatigue is one of the most common long-term effects of breast cancer

treatment. On average, a third of patients treated for breast cancer report experiencing moderate to severe fatigue up to 10 years after their treatment ends. A total of 424 breast cancer survivors participated in the study. The findings showed that acupressure reduces fatigue by 27 to 34 percent over six weeks of acupressure. According to Suzanna Zick, N.D., MPH, associate research professor of family medicine at the University of Michigan and author of the study, “fatigue is an underappreciated symptom in chronic

diseases but has significant impact on quality of life.” For the study, participants were taught how to find and stimulate pressure points so they could perform it at home once per day for six weeks. They were tested on two types of acupressure: relaxing (traditionally used to treat insomnia) and stimulating (used to increase energy). “Given the brief training required to learn acupressure, this intervention could be a low-cost option for treating fatigue,” Zick says. How are you educating guests on the power of the healing touch? Do you offer acupressure workshops and classes, especially to cancer patients and survivors who may need help in treating chronic fatigue as a result of their treatment? And how are you encouraging them to make massage a weekly part of their recovery treatment? n

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MEMBER PROFILE

MONT ALBO MASSAGE HUT Bringing Hilot

onto the Global Wellness Stage BY MAE MAÑACAP-JOHNSON

“Offering a different spa concept and focusing on Filipino healing traditions, with familiar services, have helped us grow and flourish. Soon, with the help of ISPA, we will bring Hilot to the world.” — DR. NOL MONTALBO, FOUNDER MONT ALBO MASSAGE HUT • MAKATI CITY, PHILIPPINES

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y all accounts, the story of Dr. Nol Montalbo—the young entrepreneur behind the widely successful franchise spa chain in the Philippines called Mont Albo Massage Hut—is a tale of rags to riches. His journey toward becoming a successful spa owner started with a piece of a watch, a personal item he used as collateral in exchange for a loan worth Php1,500 (roughly US$80) from a friend, which he invested to start his organic soap business. “The family was financially in distress,” he recalled, detailing the hardships after the family business had to deal with an array of challenges.

Through franchising, the Mont Albo Massage Hut team keeps expanding in numbers, giving more job opportunities to Hilot-trained therapists.

After earning his degree in medicine in 2006, he opted not to pursue his specialization in order to help support the family, especially since they were deeply in debt. There were stories of him blending ingredients, packaging soap bars and even walking several miles to personally deliver products to clients when he was still starting to grow his soap business. Despite the struggles, he never thought of quitting. His success in the soap business would later pave the way for him to venture into the spa world and open the first Mont Albo Massage Hut, a humble massage clinic with four massage beds, in Makati, one of the Philippines’ bustling cities.

Specializing in Hilot When Dr. Montalbo opened his first spa in 2007, his vision was clear: Highlight Filipino healing traditions, especially Hilot. This age-old Filipino healing technique is characterized by slow deliberate strokes that employ the use of banana leaves as wrap and virgin coconut oil as massage oil. “Mont Albo Massage Hut was the first to introduce a 100 percent Filipinothemed spa with services consistent with the Filipino brand,” he says. The Philippines has a rich culture of healing traditions which are still being practiced and followed by many communities even up to this day. “By focusing on Hilot and other related services like

Dagdagay (Kolkolis or indigenous foot massage), Suob (herbal steam) and Bentosa (traditional cupping), we have created our unique selling proposition that would separate us from other spa brands. Before, many spas in the country had been carrying European or Asian spa themes and services,” he says.

Staying True to its Roots The Philippines has one of the most competitive markets in day spas. This is primarily due to a deep connection with traditional healing, making treatments offered in spas widely accepted by many. While this may translate to an expansive clientele, it also means a cutthroat

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MEMBER PROFILE

Market-Sensitive Pricing

Hilot, the Filipino traditional massage treatment, employs the use of banana leaves and virgin coconut oil.

landscape for spa owners as day spas tend to sprout at every nook and cranny. To compete, Dr. Montalbo says authenticity is important. “We always make sure that the business is authentic and genuine in all aspects, whether in marketing, operations, training, and in other areas. To promote Hilot is our mission and we stick to that no matter what,” he says. “As the founder, I see to it that the Hilot we offer is always true to its principles. In every province I go to, I look for the oldest practicing manghihilot (local Hilot practitioner) and experience the healing first-hand. I

apply everything I learned and teach them to my staff to improve and develop our services.” When marketing, the spa uses social media. “Social media has played a big role in maintaining the status of our brand name. We have utilized Facebook Ads extensively, from hiring to marketing. We use it to inform our audience with the latest spa industry trends, promos and other important spa matters,” he says. “The metrics and reporting in Facebook Ads has also helped us to gather the much-needed data in fine-tuning succeeding promos.”

Dr. Montalbo knows that, in the day spa business, price points are important, especially in a market where massage treatments can be easily availed at an affordable rate. “The pricing of our services has also helped us in retaining our clients. From our Php55 (about US$1.25) 10-minute massage to our Php380 (roughly US$8.50) one-hour massage, we have always considered our client’s budget,” he says. “We are fully aware that, as a developing country, Filipinos have many other things on their priority lists. By making our price range affordable and market-sensitive, they have no reason not to try or go back to our spa.” In general, the spa’s guests are about 70 percent female and 30 percent male, many of whom are between the ages of 25 to 34 years old. While the spa gets a lot of local business, it also attracts a varied group of tourists depending on its franchise location. Its Lapu-Lapu, Cebu City branch, for instance, tends to have more Korean tourists because the spa has a partnership with local travel agencies. “Around 40 percent of their daily clients are Koreans,” he says. “But in general, Mont Albo Massage Hut branches are visited by 10 to 20 tourists per day, mostly Koreans, Chinese, Japanese and Americans. Most of the tourists who come are looking for the local massage experience.” Aside from Hilot, its Organic Whitening Scrub with one-hour massage treatment package is also popular because the majority of Filipino women want to get fairer complexion. Another in-demand is the spa’s Home/Hotel service, which is popular in urban areas because of the convenience it offers. (CONTINUED ON PAGE 20)

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MEMBER PROFILE (CONTINUED FROM PAGE 18)

Hilot remains the spa's bestseller among male and female spa guests.

Franchising the Brand Franchising the spa was never part of Dr. Montalbo’s original plan, but when he saw the demand, he decided to branch the brand out through franchising. “It was in 2010 when our first franchised branch was launched in Makati City, Metro Manila. This paved the way to various opportunities to expand in the country. Last year, our spa brand has reached the three major group islands in the Philippines—Luzon, Visayas and Mindanao. As of writing, we have opened 56 branches nationwide.” Dr. Montalbo takes pride of the spa’s growth, particularly how Mont Albo Massage Hut was the only spa recognized by the Bank of the Philippine Islands as an Accredited Ka-Negosyo Franchise brand in 2013. “This accreditation measures financial stability and ‘franchiseability’ of a business. In 2014, Mont Albo Massage Hut was officially awarded the Philippine Superbrand Seal as

the only spa in the service category. Through franchising, we are able to reach one of our goals of reintroducing the Filipino traditional massage, Hilot, to our fellow Filipinos,” he says. Because guests have responded well to its menu of services, Dr. Montalbo decided to keep the spa menu unchanged in the last six years. “We just improve our services and create new promo bundles for our clients. Hilot and Bentosa are always the primary offerings of the receptionists to every client. However, when it comes to spa products for retail, we created the Mont Sapo brand which includes two soap variants and a locally known ‘pito-pito’ (which means ‘sevenseven’ when translated in English) tea brand last August.”

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Spa open date: March 11, 2007 Range of square footage of spa branches: 40 square meters to 400 square meters Number of treatment rooms: smallest branch has 4 beds; largest branch has 20 beds Number of full-time spa staff: 5 to 30 Method of staff compensation: Fixed Salary + Commission + Tip Signature treatment: Hilot Product line used: In-house line called Mont Sapo

Now that Dr. Montalbo has successfully expanded the brand throughout the

Address: 1184 High Pointe Building, Chino Roces Ave., Makati City, Philippines

Click here to launch a video of his interview on a local Philippine TV show.

PULSE

ABOUT THE SPA

From the Philippines to the World

WANT TO WATCH Dr. Montalbo share his rags-to-riches story?

Philippines, he feels he’s ready to take the world. “The lack of local research and available data for the Philippine spa industry is one of the challenges that we want to solve. Unlike in neighboring countries such as Thailand and Indonesia, the available information is very scarce, limiting the growth of small and mediumscale spas in the country,” he says. “Also, the local spa association has been dissolved twice. There is no organization to represent the spa industry at the moment. Joining ISPA is like having a professional spa family to belong to.” But the self-made millionaire says all the hard work and sleepless nights to run the business have paid off. “Offering a different spa concept and focusing on Filipino healing traditions, with familiar services, has helped us grow and flourish. Soon, with the help of ISPA, we will bring Hilot to the world,” he says. n

Website: montalbomassage.com Phone number: 011.63.02.403.2075 Facebook: Mont Albo Massage Hut Instagram or Twitter: @montalbospas

MEMBER NEWS B Y TA R A S A L A H E L D I N A N D B R I A N A L E E

THE SPA SHIFT Announcements marking spa industry players on the move. ●

Remington Hotels in Dallas, Texas has named Beverly Fox-Crismond Director of Spas, overseeing all luxury spas in the hotel collection.

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Jaime Piedras was appointed General Manager of the Gran Melia Puerto Rico in Rio Grande, Puerto Rico.

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Topnotch Resort & Spa in Stowe, Vermont has appointed Ryan Krukar as General Manager.

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Matt Turner has been promoted to Senior Spa Director at the Four Seasons Santa Barbara in Santa Barbara, Colorado.

Jaime Piedras

Ryan Krukar

Matt Turner

Tasha Jean Valenti

Mark Wuttke

Tracy Kearney

Colin Cameron

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Following a major renovation, The Oxford Club in Denver, Colorado has named Tasha Jean Valenti as Master Stylist.

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Mark Wuttke has been named President and Chief Operating Officer of BABOR North America and Tracy Kearney as Managing Director of BABOR UK & Ireland.

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Spa Vision Ltd. has appointed Colin Cameron as Director of Sales following the company’s acquisition of Spa Developments Consultancy.

NEW ON THE MENU 1. Two Bunch Palms Resort & Spa in Desert Hot Springs,

California offered a series of four, three-night weekday packages that allowed guests to take part in the experience of its four pillars—Care, Nourish, Mind and Stretch.

2. SiSpa at the Marriott Pompano Beach Resort & Spa in Pompano Beach, Florida has launched the “Admiral Services of the Si” menu which is aimed toward male spa guests. The menu includes treatments such as the Bourbon Body Scrub using FarmHouse Fresh’s Bourbon Bubbler Sugar Scrub, the Sailor’s Healing Facial which uses Skin Authority products and Captain’s Manicure & Pedicure which soothes rough hands and feet using FarmHouse Fresh products.

BRILLIANT IDEA JW Marriott Desert Ridge Resort and Spa in Phoenix, Arizona recently completed an extensive project which will reduce the resort’s energy use and environmental impact by converting much of its lighting to energy-efficient LEDs. Work on the project began in October 2015 and involved the installation of more than 17,900 LED lamps. 22

Beverly Fox-Crismond

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MEMBER UPDATES

1. Dr. Bryan K. Williams recently announced the launch of the B.W. Leadership Academy, a two-day event which focuses on building stronger, more effective leaders. The event will be held on November 3-4 at the Baltimore Marriott Waterfront in Baltimore, Maryland.

2. Williams Island Club & Spa has announced plans to undergo a full

restoration under new Chief Operating Officer, Steve Matlaga. The club will see changes to the physical structure as well as employee development.

3. Renaissance Ross Bridge Golf Resort & Spa in Birmingham, Alabama has launched a Summer at the Castle program which offered Scottishinspired Highland Games for children and dive-in movies at the pool, among other activities.

4. Andaz Peninsula Papagayo Resort is celebrating its level-five certification

5 6

for Sustainable Tourism in Costa Rica after an extensive and rigorous evaluation process. The hotel is being recognized for the efficiency of its internal processes and the use of technologies for saving electricity and water.

5. TouchAmerica has partnered with renowned architect Robert D. Henry to design a signature line of portable spa equipment and furniture. The line features a convertible couch and massage table as well as a zero gravity spa lounger.

6. Burke Williams Spa in Culver City, California has partnered with natural product manufacturer Body Bliss to implement a personalized aromatherapy program in the spa’s new Topanga, California location.

7. Blythin Leggett was awarded the Performance Health Florida State Massage Therapy Association (FSMTA) Humanitarian Award at this year’s Florida State Massage Therapy Association’s Convention and Trade Show.

From left: Jane Hyde Kordish, LMT (2015 award recipient); Lynda Solien-Wolfe, vice president, massage & spa, Performance Health; Blythin Leggett, LMT; Leiah J. Carr, LMT, president, FSMTA. (Photo courtesy by Action Jackson and FSMTA).

GIVING BACK Leigh Weinraub, founder of Mind in Motion, has announced The Unbreakable Project, a charitable initiative to donate the company’s STRENGTH blanket to cancer patients. The blanket is the foundation of the UNBREAKABLE collection, which inspires individuals affected by cancer to have the strength to fight on and the spirit to never give in. A portion of the proceeds for every STRENGTH blanket sold will be used to donate the blankets to hospitals and charities.

OPEN FOR BUSINESS

1. In the first quarter of 2017, Spa Vision, Ltd. will open a 17,000-square-foot spa adjacent to 17th century, family-owned hotel Ye Olde Bell Hotel in Barnby Moor, England. Spa Vision were chosen by the owners to advise on the project from concept and design to supply, recruitment and pre-opening support.

2. After almost a decade of closure, The Watergate Hotel has reopened its doors following a US$125 million renovation to restore its midcentury roots.

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CONVERSATIONS WITH JOHN ONDRASIK

BY MAE MAÑACAP-JOHNSON

Singer-songwriter John Ondrasik—well known by his stage name Five for Fighting— broke into the music scene when his Grammy-nominated single “Superman (It’s Not Easy)” became a global hit in 2001. His mother, a piano teacher, instilled a love for music in him at an early age. “My mother was very wise. She gave me the foundation at the piano as a young child, then allowed me to quit when I was 13 years old. All of a sudden I started writing songs because it was something I wanted to do, not something I had to do. We can support our children and give them the tools but their passion must come from within,” Ondrasik says. Aside from his love of music and sports (he borrowed his stage name from a penalty term used in hockey), this year’s ISPA Alex Szekely Humanitarian Award recipient also has a soft spot for charity. In this Conversations, he shares where he draws his creative sparks from as well as inspires us to make a difference.

PULSE: Where do you draw inspiration from when writing new songs? John Ondrasik: I believe there is a great song in every room and every aspect of life. Observation, listening and questioning will help you tell your story, or the stories of those who move you through words and melody. P: When plagued with writer’s block, how do you recharge your creative energy and spark inspiration? O: Writer’s block is all in your mind. Work ethic and discipline is the key to any craft. Failing is part of the process. One must accept that in the arts, we fail the majority of the time 24

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to hopefully strike gold when we may least expect it. That said, it helps to work on a variety of projects so you can bounce back and forth and keep perspective on your material. I always have more than a few songs going at one time, and various projects and performances to keep things fresh.

P: Among the legends in the music world, who do you consider to be your greatest musical inspiration? O: Depends on the day! Certainly The Beatles, the great piano songwriters like Elton John, Billy Joel, The Who, Joni Mitchell, Stevie Wonder, Tom Waits…and singers Freddie Mercury, Steve Perry, and many, many more.

P: You’ve sold over 2.5 million records and your iconic song “Superman (It’s Not Easy)” became a global hit. How did you manage to stay grounded despite the sudden fame? O: I was fortunate that fame for me came at a relatively late age of 28. Due to struggling for 15 years, I was grateful for the ability to make a living at my passion. I believe I had a perspective that most young artists do not. I realized it was not about me, but a team of people, working hard for a common goal. I also had a wonderful support system within my family.

“Music can be a powerful healer.

drag. Why we adults obsess over sports may seem shallow, but it is a medium that brings all of us together, and in a society that seems to becoming more and more divisive, is a welcome release. Go, Kings, go! P: What’s keeping you busy now and what do you see in the future for Five for Fighting? O: Between touring, writing for film and TV, three musical projects, creating and selling my second serial drama, the family business, and keynote speaking—it’s a busy time! But it is awesome, and with two teenagers at home, I’m treasuring every moment before the wife and I become empty nesters. Life is good! n

If one is fortunate enough to have songs that can help raise money or awareness, what better use of that

PERSONAL SIDE NOTES

blessing than to help others?”

If I can share a cup of coffee with a great innovator, I hope to share it with: Albert Einstein.

P: You have been recognized for your humanitarian initiatives. Why do you feel the need to give back? O: Giving back can be a selfish enterprise as you get so much from it. In my efforts to support various causes, I have met incredibly inspiring mentors and life examples. Music can be a powerful healer. If one is fortunate enough to have songs that can help raise money or awareness, what better use of that blessing than to help others?

My music player is full of songs by: 70’s songwriters and classic rock.

P: You are an ardent fan of sports. How would you use sports as a metaphor to describe your own drive to excel at what you do? O: Like music, sports for many, is an escape from the daily

The book I find most fascinating is: Anything by Haruki Murakami. The app I’m addicted to is: FoxSportsGo—Copa Cup! If I can be “Superman” for a day, I would: Write a song called “John Ondrasik.” The hotel amenity I always look for is: Quiet rooms. I live the spa lifestyle by: Yoga, trying to get massages once a week and treating the wife and myself to long spa days after a tour.

ISPA Conference Keynote Speaker General Session • Wednesday, Sept. 14 9:30 – 11 am

A FAN OF Ondrasik’s “Superman”? Click here and get inspired by his music video.

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ISPA Awards

BY BRIANA LEE

Celebrating Innovation

EXPERIENCES Gwinganna Lifestyle Retreat

As our population faces an increasing life span, awareness and prevention are crucial in order to maintain a positive quality of life. Gwinganna Lifestyle Retreat in Queensland, Australia offers a five-night specialty retreat for guests over the age of 50 which focuses on positive aging and preventative medicine. The retreat consists of key wellness seminars focusing on heart health, nutrition, emotional well-being and functional movement. Gwinganna’s positive aging program has been run three times and was fully booked on each occasion, resulting in a higher percentage of returning guests than any other program offered by the property. The combination of experts, seminars and carefully designed activities creates a unique experience which guides people toward positive aging.

TRACY WILLIS Marketing and Public Relations Director

SpaFinder Wellness 365

JOHN BEVAN Chief Operating Officer

Spa Gregorie’s

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According to a recent report from comScore, mobile represents 65 percent of all digital media time among consumers. In order to align with consumer behavior, SpaFinder Wellness 365 launched the first mobile application to unite the spa industry through a common payment platform. The Wellness App by SpaFinder Wellness 365 allows users to book, review and pay for spa services from their mobile phones as well as earn rewards with their purchases using the cross-brand and cross-location My365Rewards loyalty program. The app can be used at a network of more than 25,000 providers and is available for iOS and Android phones. By developing The Wellness App, SpaFinder Wellness allows its partners to take advantage of the platform without expending its own resources.

Training a confident and knowledgeable spa team is a crucial facet in providing excellent service to guests. To achieve this, the team at Spa Gregorie’s in Newport Beach, California developed an interactive game to improve spa treatment knowledge among staff members. New employees are asked to watch a series of videos created by management and service technicians before playing a game similar to Tic-TacSHANNON LEIGH TAYLOR Toe, answering spa-related questions along the way. This unique Technical Director training model accelerates the learning curve by offering a visual method of learning. The training game also builds the confidence needed for new employees to answer tricky questions from guests.

FOR THE PAST THREE YEARS, the ISPA Innovate Awards have celebrated deserving ISPA members, highlighting their unique innovations in the spa industry. This year, ISPA recognizes innovations in four categories: Experiences, Philanthropic Initiatives, Products and Treatments. Applications were open to all ISPA members and the ISPA community voted to select this year’s 12 deserving winners.

P H I L A N T H R O P I C I N I T I AT I V E S Éminence Organic Skin Care

BOLDIJARRE AND ATTILA KORONCZAY Founders

FarmHouse Fresh DELIA MCLINDEN VP, Sales and Business Development

Global Wellness Day

BELGIN AKSOY Founder

It is estimated by the United Nations Food and Agriculture Organization (FAO) that 18 million acres of forests are lost each year. Through their Forests of the Future program, Éminence Organic Skin Care has partnered with Trees for the Future to plant one tree for every retail product sold. Spas are able to promote their involvement with the program using “tree counts” provided by Éminence to track how many trees have been planted on their behalf. To date, the program has resulted in five million trees planted worldwide, improving the livelihoods of impoverished farmers by providing economic stimulation and food supplies. Éminence believes that by partnering with reputable nonprofits, spas and product companies can make extraordinary charitable impact with little direct overhead or operational challenges. FarmHouse Fresh, based in McKinney, Texas, parlayed its philanthropic animal rescue mission into an 18-page picture book featuring shelter dogs. When purchased, the book donates 70 percent of proceeds directly to the donation of dog beds for a waiting list of shelters and rescues around the U.S. The initiative gives consumers the opportunity to become a certified “Dog Bed Fairy” by submitting a selfie which is transformed to include a halo and wings. The company launched a social media campaign whereby using the hashtag #DogBedFairy and tagging @FarmHouseFresh on Instagram enters them for a chance to receive gifts and goodies from FarmHouse Fresh. In the first two months, proceeds from the book donated over US$20,000 to provide dog beds to shelters from Arizona to Texas, Georgia and Florida. Created in 2012, Global Wellness Day is a nonprofit organization dedicated to living well and increasing the quality of life. On the second Saturday of June each year, Global Wellness Day is celebrated around the world with complimentary exercise and workshops. The celebration originated at the Richmond Nua Wellness Spa in Turkey and has since expanded to 83 countries. The organization has 76 ambassadors who serve as the authority on Global Wellness Day in their respective countries and are tasked with the responsibility of spreading the Global Wellness Day movement. Global Wellness Day promotes a seven-step daily healthy living manifesto which includes walking for an hour, drinking more water, avoiding the use of plastic bottles, eating organic foods, doing good deeds, having family dinners, and going to sleep by 10 pm. September 2016

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PRODUCTS COOLA Suncare

COOLA Suncare believes healthy skin is beautiful skin. With this concept in mind, COOLA created its multitasking Beauty Collection which combines the most efficacious ingredients with Plant Protection active formulas to create makeup products with built-in sun protection. The Beauty Collection can be used as an add-on to existing services and can be applied after treatments without the risk of skin irritation. The collection consists of lip color products, BB creams, setting spray and makeup CHRIS BIRCHBY primer, which all include water-resistant, broad-spectrum SPF. Founder & CEO

Saltability

ANN BROWN Founder

Salt of the Earth

Hot stone massage is a staple on many spa treatment menus, but the environmental footprint of traditional stone warmers, with a high water usage and electric load, does not align with the eco-friendly identity of the spa industry. As a solution, Saltability created their Himalayan salt stone warmers which offer an eco-friendly and health-boosting alternative to traditional methods of heating. Using neither water nor chemicals, the warmers emit negative ions which create a healthier spa environment, promoting higher mental alertness and protection against airborne germs. Saltability’s stone warmers have the ability to save the typical 10-treatment room spa up to 20,000 gallons of water per year in addition to delivering an estimated energy efficiency of 80 to 90 percent by using LED technology.

Salt of the Earth’s Blend Box allows guests to experience custom-blended scrubs, creams and lotions in their preferred scent and with a shot of thermal powder, hyaluronic acid or anti-aging serum depending on their specific skin-care needs. The Blend Box uses individual, pre-portioned product pouches which eliminates problems such as product overuse, crosscontamination and excessive use of plastic packaging. The Blend Box can be utilized by everyone, from the individual massage therapist running a home-based business to high-end destination spas. PAUL HESLOP Owner (CONTINUED ON PAGE 30)

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ISPA Awards continued

T R E ATM E N T S Four Seasons Resort Oahu at Ko Olina

As innovators in the spa industry, the Four Seasons Resort Oahu at Ko Olina in Hawaii seeks to blend traditional concepts with new therapies and technology. As a result, the resort offers a multicultural ritual which blends European halotherapy with Turkish hammam and Hawaiian lomilomi techniques. The ritual, called Ho’okahi, meaning “to make as one,” incorporates halotherapy in a Himalayan salt brick chamber from Pakistan with the traditional bath JAANA ROTH elements of a Turkish hammam. It is followed by a traditional Hawaiian Director of Spa sea salt body scrub and lomilomi massage. Each component of the ritual has been individually successful for centuries.

Jindilli

MORGAN ROY Owner

The Spa at Meadowood Napa Valley

MICHAEL CONTE Director of Spa and Wellness

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With operational costs for spas increasing, many estheticians have begun working from home or in a mobile setting, which means they may not have direct access to water at all times. Jindilli responded to this by creating a Showerless Full-body Scrub Treatment which requires no water. The natural sugar scrub dissolves once Jindilli Body Nourish has been applied, then further excess of product can be removed using Jindilli’s BoomaGlam tool. The ability for estheticians to offer a treatment that does not require water saves time, money and equipment. The treatment also creates operational efficiencies such as lower water usage, less laundering of towels and increased revenue opportunities that result from the treatment’s portability.

In order to provide a personal, tailored experience for spa guests, The Spa at Meadowood Napa Valley in St. Helena, California introduced an allsuite spa concept which provides a private spa suite for every guest. Each suite is equipped with a locker, bathroom and vanity, steam shower and relaxation area. Guests begin their experience by having a wellness dialogue with their therapist in order to curate a treatment based on several facets of personal wellness, including water intake, sleep, diet and stress. This allows the therapist to select the most beneficial aromatherapy, techniques and education to provide for each guest. At the end of the treatment, guests are provided with a fresh-pressed juice elixir to enjoy while their therapist offers insight as to how they can continue their wellness journey at home. n

SEE + BE SEEN At the recent East Coast ISPA Media Event in New York spas and product companies showcased their latest innovations to nearly 150 media attendees. BELLUS ACADEMY showcased the service of applying one lash at a time with NovaLash Eye Lash Extensions.

ASPIRA THE SPA offered their massage The Grandfathers, which pays homage to the stones that are gathered and used in ceremony by native healers.

CHALEUR BEAUTY BY FOREVER YOUNG INTELLECTUAL PROPERTY, LLC offered a Self-Heating Facial Mask. Blake Feeney—vice president, business development for Chaleur Beauty—was on-site to meet with members of the media.

EPICUREN DISCOVERY offered their [eye] Wonder mini treatment which provides stimulating hydration for the eyes. 32

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CLARINS SPA offered eye treatments that focused on their booster line.

KOHLER WATERS SPA offered the healing properties of the Highland waters through the experience of their All Things Scotland Body Treatment.

EASTERN VIBRATION showcased their sound therapy experience.

MASSAGE ENVY delivered an Exfoliating Hand Treatment using a sugar scrub in addition to a hand and forearm massage with body butter.

CLICK HERE to read the Associated Press (AP) feature on the recent ISPA Media Event.

Leigh Weinraub from MIND IN MOTION was on hand to talk about her inspirational clothing and product line.

Members of the media were able to pre-book treatments with the companies through the appointment scheduling software, RESORTSUITE. Founder & CEO Frank Pitsikalis was in attendance, along with Immediate Past ISPA Chairman Michael Tompkins.

The Spas at Mandarin Oriental offered a look at their new Journey to Digital Wellness program, encouraging attendees to disconnect from their tech devices.

SPA & CLUB IDEATIONS offered the SolTec chair technology which included designed layered music, vibration and magnetic therapy.

TECHNOGYM showcased their Cross Personal cross trainer equipment to a journalist.

Coeur d’Alene Casino Resort Spa Ssakwa’q’n offered the Coeur d’Alene tribal wellness bag which allowed guests to fill a takeaway pouch with dried huckleberry, sage and cedar used for treatments.

The 2017 ISPA Media Event sponsorship opportunities will be released soon. Contact ISPA PR Manager Allie Martin at allie.martin@ispastaff.com to be notified once opportunities are available.

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IN THEIR WORDS Get to Know the Expert Speakers Heather Lemere EXPERTISE: Sales SESSION: Maximize Growth Areas in Your Business and Unlock Profit Potential in Your Client Base

Last o Three-P f ar Series t

In the final part of this series, Pulse highlights some of this year’s ISPA Conference & Expo Professional Development Session (PDS) speakers to share their views on today’s gamechanging innovations, disruptive ideas and innovators that inspire them.

1. I define innovation as: Finding a better, more relevant way to reach your end goal. 2. In my view, the greatest innovation in today’s time is: Communication

through instant video. It allows the world to connect in seconds regardless of where two people are. 3. Of all the world’s innovators, I most admire: Henry Ford. He pushed his ideas

and his team to create the impossible unique design of the V8 motor when all others thought he was crazy. 4. In the area I’ll be speaking about at this year’s ISPA Conference, the most disruptive idea I’ve seen so far is: Mobile conception like apps, Short Message

Service (SMS) and Multimedia Messaging Service (MMS). The mobile space has been one of the single biggest reasons that long-term marketing techniques have become extinct. 5. In the health and wellness space, the most inventive solution I’ve come across is: Wearable technology. Fitbit, Garmin, Jawbone, Gear and many others

have empowered the public to be more aware of their daily activities. 6. If I could invent one thing, I would invent a: USB cable that connects the

internet to my brain. 7. The one piece of advice I’d give to help foster a culture of innovation is: Get

rid of the fear that stops you from trying something new. 8. The apps I am hooked on are: Runkeeper and Fitbit (in tandem). 9. If I can only keep one book to read, I’d pick: Think and Grow Rich by Napoleon

Hill. It is a great example of the power of one’s thoughts. CLICK HERE to access the Pulse archives and read the previous parts of this series. For a complete list of this year’s PDS speakers, go to attendISPA.com.

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10. The single most important takeaway attendees can gain from attending my session at ISPA Conference is: There are new ways to reach your target

audience and it is not hard to understand how to harness the power of the new.

Debra Koerner and Eric Stephenson EXPERTISE: Wellness SESSION: Tactical Ideas to Immediately Implement Wellness at Your Property

KOERNER'S INSIGHTS: 1. I define innovation as: The ability to predict the unmet needs in the future and

come up with solutions. That, of course, is not enough. One must also be willing to take risks to create something before the demand exists. 2. In my view, the greatest innovation in today’s time is: The instant access to

information from my smartphone. It doesn’t matter where I am, I can instantly find answers to just about any question. 3. Of all the world’s innovators, I most admire: Amazon. They are not afraid to try

new things and also not afraid to fail. 4. In the area I’ll be speaking about at this year’s ISPA Conference, the most disruptive idea I’ve seen so far is: Streaming fitness classes. Guests can now join

a class and access fitness at the push of a button. 5. In the health and wellness space, the most inventive product I’ve come across is: Magneceutical Health. The owner, Allen Braswell, has been seeking to

bring magnetic therapy to people to improve heart rate variability while reducing pain and stress since 2005. STEPHENSON'S INSIGHTS: 6. If I could invent one thing, I would invent a: Political environment where we could

actually discuss religion and politics with compassion, tolerance and understanding. 7. The one piece of advice I’d give to help foster a culture of innovation is: To

create a “psychologically safe” environment, which was noted in the Google Aristotle project. I would add it also needs to be an “emotionally safe” environment that is free from judgment and unproductive criticism. 8. The app I am hooked on is: Facebook. 9. If I could only keep one book to read, I’d pick: Tao Te Ching by Lao Tzu. 10. The single most important takeaway attendees can gain from attending my session at ISPA Conference is: Optimizing “vagal tone” and improving one’s heart

rate variability (HRV). I am predicting the next big trend in wellness will be targeting the vagus nerve (rest and digest) with technology.

Susan Steward EXPERTISE: Leadership and Management SESSION: Managing the Power of Millennials

1. I define innovation as: The implementation of a new product, service, or idea of

value. 2. In my view, the greatest innovation in today’s time is: The internet. 3. Of all the world’s innovators, I most admire: In this century, Steve Jobs. 4. In the area I’ll be speaking about at this year’s ISPA Conference, the most disruptive idea I’ve seen so far is: Managers who do not adapt to the work style

and reward structure needed to successfully manage and retain a millennial workforce. 5. If I could invent one thing, I would invent a: Software program that predicts a

potential employee’s success in a particular position at an employer. 6. The one piece of advice I’d give to help foster a culture of innovation is:

Recruit, develop, and recognize creative people. 7. The app I am hooked on is: Flipboard. (CONTINUED ON PAGE 36)

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SUSAN STEWARD CONTINUED

9. If I could only keep one book to read, I’d pick: To Kill a Mockingbird by

Harper Lee. 10. The single most important takeaway attendees can gain from attending my session at ISPA Conference is: Managers can learn something of value from

each generation in the workplace, including millennials.

Bill Barczy and Tracie Wertz EXPERTISE: Wellness and Retail SESSION: Promoting Wellness Beyond the Spa

1. We define innovation as: The vision to see a solution to a problem which most

people are not aware it exists. 2. In our view, the greatest innovation in today’s time is: The internet. Never

before did we have easy access to anything we want to know. 3. Of all the world’s innovators, we most admire: Jeffrey C. Grossman, a man

more people should know about. While his work is simple in concept, it can impact our planet immensely. 4. In the area we’ll be speaking about at this year’s ISPA Conference, the most disruptive idea we’ve seen so far is: Mobile apps as real-time marketing

tools and mobile spa services. 5. In the health and wellness space, the most inventive idea we’ve come across with is: The spa as the “micro-influencer” and center of wellness in every

community. This is the central theme of our presentation. 6. If we could invent one thing, we would invent the: Electronic stimulus in

humans which causes salamanders to grow new limbs. 7. The one piece of advice we’d give to help foster a culture of innovation is: Never think about why it will not work! 8. The app we are hooked on is: Bitmoji and the silly pleasure it gives us. 9. If we can only keep one book to read, we’d pick: A short story collection like

This Isn’t the Sort of Thing that Happens to You by Jon McGregor and a home design book from Wertz’s collection. 10. The single most important takeaway attendees can gain from attending our session at ISPA Conference is: A better understanding that

the spa business is uniquely qualified and positioned to foster, embrace and provide wellness to everyone in the community. Learn how to provide wellness for your business, guests and staff by extending wellness beyond the spa. n

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The PERFECTION Detox BY PETRA KOLBER

Dropping the Weight of Perfection So You Can Soar

In an industry where we strive to create the perfect experience for our customers, how can we manage the expectations of our clientele without limiting our own potential for growth and creativity? We live in a world where we are taught that perfection equals success and mistakes are more social proof of our inadequacies. It is no wonder many of us go through our day holding our breath. We tip-toe around, trying not to make waves and our inner critic goes to town if we don’t finish the day with a perfect 10. 38

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“Perfection is not pretty, it is not exciting, and it limits us in every area of our life. It is only in our mistakes that we truly gain glimpses of our potential.” Definition of Perfection There is nothing wrong in wanting to be excellent, to excel in all areas of your life and to put a lot of time and effort into the people and projects that matter to you. But when the idea of having to do everything perfectly, without a mistake and without being able to let your guard down makes you feel as though you have the weight of the world on your shoulders, something needs to change. Question: When you think about trying to be perfect at work, at home or out in the world, does it makes you feel energized or does it suck the energy out of you? If your definition of perfect makes you thrive and soar and you have a sense of joy around the work you do, then do not change a thing. Perfect is only a word and it holds no negative power unless you have made “perfect” your only option. However, for many perfectionists, perfect is the basement level for success, a reflection of their self-worth and when things go wrong, instead of acknowledging they simply made a mistake, they feel as though they are the mistake. If you or your team members have been engineered through a culture of learned behavior that to be of value, you or the work you do has to be perfect, it can lead to a very unhealthy way of being, living and working. Sometimes the very thing you think is helping you excel, perfection, is actually the very thing that is holding you and your team back from stepping into your full potential. Fear of Imperfection When we work in, or have created an environment, internally or externally, where we set the lowest bar for entry as perfect, it can

2016 ISPA Conference & Expo Professional Development Session The Perfection Detox: Dropping the Weight of Perfection So You Can Soar Wednesday, Sept. 14 • 8 – 9 am The Happiness Epidemic— Catch It If You Can Thursday, Sept. 15 • 8 – 9 am

create a culture of high stress, anxiety, fear and procrastination. Everyone is so afraid that their new idea may not be a perfect idea, so they do not share it. Creativity dies in isolation. Everyone thinks the mistake they just made means they are not worthy of their position, and so they try to cover it up. Mistakes are just proof that we are trying. Everyone also thinks they are the only one feeling this way, so they feel shame around their insecurities. In turn, they work way below their potential so as to not make waves or be noticed. In fact, so many people feel this way that there is a name for it, “The Imposter Syndrome.” Types of Perfectionism When it comes to perfectionism, there are three types: 1. SELF-ORIENTED This person can have either a healthy or unhealthy approach to perfection, and it is possible to have a healthy relationship with perfection in one area of your life such as work life, and an unhealthy relationship in another area such as home life. The healthy mindset is when the self-oriented perfectionist works hard with great success, energy and enthusiasm. He or she has high expectations of one’s self and is internally motivated to excel as well as feel energized by doing great work. The unhealthy mindset is when the self-oriented perfectionist becomes obsessed with striving for perfection. He or she becomes highly self-critical and constantly focuses on the things he or she thinks is doing wrong versus all that is going well. 2. OTHER-ORIENTED This is the person who expects others to be perfect. This type of perfectionist feels other’s success, or lack of, is a direct reflection of them. If a manager leads the team from this mindset, it often leads to low morale and a workplace filled with negativity and doubt. A lot of finger-pointing, dodging the blame and a lack of accountability can occur, as no one can match up to the unrealistic expectations of the other-oriented perfectionist. 3. SOCIALLY-ORIENTED This is the person who believes others expect them to be perfect and are driven to maintain high TO GET KOLBER’S free five-part video series on happiness, click here or go to petrakolber.com/ispa2016.

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(perfect) standards at all times to avoid letting others down. This type of perfectionist is motivated by a fear of disappointing others. This person believes he or she will be valued only if he or she can produce nothing less than perfect work. There are simple strategies to help you and your team to thrive in today’s perfection-driven world (read the sidebar “5 Perfection Detox Strategies” for insightful tips). By reframing the rigid and fear-based goals of unhealthy perfectionism, you can also have a new mindset wherein you feel empowered to optimize your

innate strengths, which in turn create a space for creativity, joy and a company that excels with enthusiasm. To check in with yourself and see if perfection is a positive or a negative for you and your team, simply use the metric of joy. For every thought you have around “perfect,” ask yourself one question: Does this thought bring me joy or does it suck the joy out of me? Now that you don’t have to be perfect, you can focus on becoming amazing. n

One of this year’s Professional Development Session speakers, PETRA KOLBER is a writer, speaker, happiness facilitator and recovering perfectionist. She works with individuals and companies to create flourishing lives that elevate joy and productivity in both the workplace and at home. She has spoken at TEDx and presented in 20 countries and at over 300 events. A two-time cancer survivor, Kolber is passionate about teaching individuals and teams to strengthen their courage, kick fear to the curb, jump for joy and stretch their dreams.

Perfection Detox Strategies

Learn to reframe failure. FAIL stands for “First Attempts In Learning.” Perfectionists are mortified when they think they have made a mistake—and will obsess over it for hours. An excellence enthusiast sees mistakes as proof that they are stretching their courage muscle and they use failure as feedback. Even mistakes have data. The mindset of being an excellence enthusiast allows us to play in the white powder of creativity and potential. It is in this space where one gets to develop and execute the next trend or PR-worthy idea.

Strive for progress, not perfection. Perfectionists are constantly looking ahead to see how far they have to go. Excellence enthusiasts are able to look back to see how far they have come. When we can balance the lessons from our past with a sense of optimism for the future, we set the stage for a positive and forward-thinking environment where we can flourish and thrive.

Become a benefit-seeker instead of a fault finder. Perfectionists often focus on everything that is wrong and imperfect. Other-oriented perfectionists excel at this type of behavior. Excellence enthusiasts shift the focus to what is working and create a solid and stable foundation from which to learn and grow. Excellence enthusiasts do not have a Pollyanna approach, described as the tendency to remember pleasant things more accurately than unpleasant ones. Instead, excellence enthusiasts recognize areas that may need to be strengthened and improved, but their journey to excellence is filled with joy and optimism versus doubt and dread.

Live in the land of “And,” instead of “Or.” Perfectionists live in the world of this or that, perfect or imperfect, success or failure. Excellence enthusiasts use the language of and. When we replace the word or with and, it opens up room for learning, growing and excelling. It removes the “black or white” thinking of absolutes and creates room to learn, work and play in the gray of life.

Be here now. Perfectionists are living in a constant state of compare and contrast. They are either comparing their work to what they did in the past or are obsessing about the need to deliver perfect work in the future. They can lose hours, procrastinating out of fear of doing something wrong and can waste days by obsessing over what other people are doing. Excellence enthusiasts live in the present moment. They reflect on the past, their mistakes and what went well, the look forward to the future to create meaningful goals and timelines, but they live and operate in the present moment.

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2016 ISPA VISIONARY AWARD

Life and Legacy of Geraldine Howard BY MAE MAÑACAP-JOHNSON

ome people attain immortality by the legacy they leave. This is true for the late Geraldine Howard, co-founder of Aromatherapy Associates, who helped pave the way in pushing the art of aromatherapy front and center in modern-day spa experiences. Her knowledge and passion for plant extracts and essential oils will forever be part of her lasting legacy. “Geraldine’s passion for Aromatherapy Associates was infectious. She was always extremely consistent with her vision and wanted to spread the word about aromatherapy. Her legacy will live on in the brand,” says Aromatherapy Associates CEO Tracy Woodward. Beyond her success with Aromatherapy Associates, Howard is known for her magnanimous spirit, the kind that inspires others. There are many stories of how she led by example or put her team members’ interest above hers, a true hallmark of a leader. For her contributions to the spa industry, the ISPA community will honor Howard’s memory and legacy at this year’s ISPA Conference & Expo with a 2016 ISPA Visionary Award. Howard’s husband, Peter Redman, will be accepting the award on stage on her behalf. A Love Affair with Aromatherapy Howard’s love affair with aromatherapy started out of necessity. While in her 20s, she suffered from insomnia and anxiety. For a period of time, she had to take Valium to help ease the symptoms. Then, she heard about the healing power of aromatherapy while studying Cosmetic Science at the London College of Fashion under the tutelage of Micheline Arcier, a student of aromatherapy founders Marguerite Maury (Austrian biochemist and skin-care pioneer) and Dr. Jean Valnet (expert in the science of essential oils). It wasn’t long before she “flushed the pills down the loo.” The training gave Howard a new perspective about self-care. “Training under Micheline was a pivotal point in Geraldine’s career. She started to understand how people should be looking 42

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after themselves,” Woodward says. In 1985, Howard and Aromatherapy Associates co-founder Sue Beechey launched the company with the intent of making people feel better as well as share the power of aromatherapy to as many as possible. Contributions to the Industry Throughout her career, Howard made a significant impact to the spa industry through her daily work in educating clients and guests on the benefits of essential oils. “From the moment Geraldine discovered the power of essential oils, she wanted to educate everyone about how to use aromatherapy in their dayto-day lives. This carried into her work with Aromatherapy Associates too,” she says.

According to Woodward, Inner Strength is a blend that was created when Howard was going through a difficult time with her health. “Since it launched in 2013, we frequently hear stories about how much the blend has helped people through hard times,” she says. Perhaps her biggest contribution is making aromatherapy more accessible to everyone. “She never wanted to exclude anyone and always wanted to teach people about the power of essential oils. Improving people’s moods, wellness and wellbeing was so important to her,” she says. A Leader, Not a Boss If there were two qualities that made Howard a true leader, these were “open” and “honest.” In fact, Howard encouraged open communication with all team members. “There was no hierarchy in the team and she always had an open-door policy,” Woodward says. In fact, she never saw herself as a boss, but as a leader who made sure everyone was aligned.” She was part of the team—and she showed it. “This made us all feel comfortable and supported at work and part of a family

Howard with Aromatherapy Associates co-founder Sue Beechey during the early years of the business.

that wanted to encourage people to connect to honesty and build a brand with one vision. We were always encouraged to learn!” she says. Failure and Success To Howard, teamwork was the engine that helped run its business; thus, success is shared by all. “She was always very modest with celebrating success and thrived to work harder with every achievement. Failure is something that always made her stronger. Learning from mistakes was very important to her,” she says. A true testament to Howard’s courage was how she stayed positive despite facing the grim diagnosis of cancer. “Throughout her cancer battle, she was determined and driven to fight back. Every day was another day to make a difference!” Woodward says. Howard had indeed touched the lives of many through her passion and courage. In fact, those who knew her remember her best on her unguarded moments. “Geraldine always loved a square of dark chocolate and her beloved lapsang souchong tea in the afternoon at work!” Woodward shares little-known moments. “She loved walking, in particular in a lavender field close to her house. This really helped her when she fell ill and gave her a boost of inner strength every time she visited it. Meditation was her favorite thing to do.” n

How do you plan to continue Howard’s vision for Aromatherapy Associates? “I am saddened by Geraldine’s passing and, to be honest, if she were still here today, I doubt I would have taken the role as CEO. With her at the helm, the brand was always in safe hands. Everything she did was with intent and purpose. The team and I are rising to the challenge of remaining true to her vision, creating a greater understanding of aromatherapy and its benefits. Spa is the core of our business. We want to drive people into spa to help everyone have a great quality of life and to be with them through their life journeys. The power of touch and connection, underpinned by the potency of aromatherapy is a wonderful experience. We will always be the beauty brand with this intention, providing high-performance products that engage and assist with life balance.” — Tracy Woodward • CEO Aromatherapy Associates • Frisco, Texas

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ESPA Life at Corinthia, London

“Those who know me well say I can sell ice to Eskimos.” — TIFFANY SMALL

RETAILING IN THE

Spa World

BY TERRI SMITH

Ten years ago, I decided to make a career change and leave a job I loved in the cosmetic industry to open a luxury day spa in my hometown of Carmel, Indiana. My previous experience as regional marketing manager for a branch of the Estee Lauder Corporation paved way toward becoming the top retailer in the country, with three spa locations and A Yoga Lounge with over 100 employees.

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for you to increase your bottom line as I have with 25 percent retail-to-service ratio selling US$10,000 minimum in retail sales per week. Let’s get started! Train your team like an athlete. You must provide all the tools they need to succeed. Train your team to sell like an athlete trains to run. Have you ever tried the 5K Runner app? The app is designed to get you off your couch to running a 5K marathon. It’s not going to happen overnight so break it down and coach your team along the way.

LESSON

Selling products in the spa industry presented many obstacles for me to overcome: l How do I get the “buy-in” of the importance of recommending home care for our therapist? l How do I duplicate my selling techniques to all my employees? l Will the vendors negotiate to my terms of doing business? l How can I attract a front staff team who can close the sale? l Which products should I select that will sell in my spa? l How can I effectively present the products to the guests? Sound familiar to you? Hopefully this article will pave the way

2016 ISPA Conference & Expo Professional Development Session Using Analytics to Take Your Day Spa to the Next Level Wednesday, Sept. 14 8 – 9 am

How to present the product to the guest. One day, I was working in the retail area with displays and observed the following: Guest comes to check out and the front desk staff places seven products in front of her and says, “This is what your esthetician left for you. Do you want any of it?” I call this “retail vomiting on the guest.” I have created videos of a retail presentation role-play to prevent this from ever happening again. We present our products in sections, get the commitment and then move to the next section. Here is how we do it: “Ms. Smith, Leah has recommended for you to begin your home care tomorrow morning with three steps: cleanse with the Purifying Cleanser that cleans and tones the skin with antioxidants, follow with the Vitamin C serum to protect your skin and prevent discoloration, and finish with this firming cream that hydrates and firms the skin.” We then set this product aside and present the advance product we would like her to consider. “Ms. Smith, Leah also wanted us to encourage you to add the Advance Radical Night Repair for nights to help brighten and soothe your skin. How does that sound?”

LESSON

Provide the tools for them to win. My product training website gives them all the information about our products so they can’t say, “I don’t know about the product. I’ve never been trained before.” We carry four skin-care lines and can be overwhelming for any team to learn. On my training website (created free through Weebly) the therapist and hospitality team will find: l Skin-care product descriptions and ingredients plus features and benefits. l Contraindications for every product we carry so there is no fear of selling to allergic reactions. l Tips on how to handle objections from the guests. l Selling to the Senses as a proven sales technique. l Tips on how to close the sales with an emphasis on assumptive closes. l A vendor product test which our therapist is required to score 90 percent and above.

The training website has more than 75 visits per week so I know it is working. In addition, take an hour out of your day to spend time in your retail boutique observing the interaction your front staff has with the guests and determine what opportunities you can develop. After I spent an hour with my team in the past, I found out they could not easily speak about features and benefits with the guest nor did they know the ingredients that made the product work. I would hear, “You will love this product.” But why? With the help of my vendor partners, we created regimen cards for all product lines. When you have a guest check out after an anti-aging facial treatment, staff would select the antiaging regimen card to review the home-care products a guest will be taking home with him or her. Each product is listed on the card and includes information such as the product price, what the product does for the skin, when to use it and which ingredients make it work. It’s seamless and it works!

How to close the sale. I teach the “Assumptive Close” style to all my employees. Every product we carry represents brands with high integrity and comes from vendors committed to training our staff. More importantly, our entire team believes the products work! Why wouldn’t you buy them?

LESSON

First, set a tangible goal and break it down daily. Everyone must have buy-in to the goal. Our front desk team is required to sell US$25 per hour, estheticians 50 percent to services and massage and nail therapists 10 percent to services. Now, let’s give them the tools to “run.” One tool I created is a training website for all retail products with “how to” videos on how to recommend product to our guests. Do a daily “check-in” with each therapist prior to the start of their shift in order to discuss their day and their retail goal for the day. We take the service sales booked for the day and assign 50 percent of that number for retail to our estheticians—yes, this is a big number, but guess what? My team can hit this goal. Conduct a daily “check-out” with each team member. Go to your monitor station and review with your staff how they did for that day. A pleasant at-a-boy encouragement is critical to their success and performance. We also encourage competition by posting the team’s performance individually on our huddle board so they are encouraged to be a winner within their department.

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l l l

“Ms. Smith, the products for your home care are…” “When you wake up tomorrow you will start with this cleanser.” “Tonight, when you take your bath, you will use ½ cup of___with ½ cup of____to make the perfect bath cocktail.”

LESSON

Which retail products sell in my spa? Like many of you, I have made numerous buying mistakes over the last 10 years. No exceptions, the vendors I work with must meet the following criteria: l On-site quarterly training program. l Free new hire startup product.

Samples for our guests. Accept 30-day returns. l Exclusivity is helpful but not always possible. l Host one event per year. l Unlimited supply of brochures at no cost. Believe in yourself and the road ahead. As business professionals we must choose to meet each day with the knowledge that our path holds both obstacles and opportunity. The competition will be tough and the conditions unpredictable and unforgiving, but these are what it takes to turn a vision into a reality. So dig deep and unleash what drives you—not for money or fame, but for the pure joy of doing what you do best. n l

Owner of three day spas, TERRI SMITH’s expertise is in product selections, retailing, strategic planning, training, financial goal-setting and determining your business opportunities through analytical measurements. Smith received her BA degree from Butler University and extended studies in New York at The Fashion Institute of Technology. She is a certified Achieve Global Facilitator and attended Vassar College Leadership Training with several top retail executives in the world.

BREAKING

ICE

THE

BY MAE MAÑACAPJOHNSON

Secrets to Effective Networking at Conference

“Networking at the ISPA Conference & Expo, which truly attracts the best-of-the-best in our industry, can open doors to others who may not be as accessible outside the ISPA Conference.” — LYNDA SOLIEN WOLFE, Performance Health

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Networking is a necessary art at Conference to connect with peers and share best practices.

ver heard people say “small talk” is not their cup of tea? The idea of starting a conversation with a total stranger is often challenging, especially when attending a large event like the ISPA Conference & Expo wherein attendees are rushing to check off items on their must-do list in three eventful days. But those who want to make the most out of their Conference experience know there’s no way around it—networking is a necessary art when attending Conference. “Networking at the ISPA Conference & Expo, which truly attracts the best-of-the-best in our industry, can open doors to others who may not be as accessible outside the ISPA Conference,” says Lynda Solien Wolfe, Performance Health’s vice president for massage and spa. “Nothing propels a successful career as quickly as a strong, influential circle of friends.” For Director, Kohler Waters Spas & Development Garrett Mersberger, networking is a way to connect with industry peers not only to share best practices, but also learn from spa leaders. Celluma by BioPhotas President & CEO Patrick Johnson thinks networking is a way to expand one’s knowledge and understanding about the industry. “We generally ‘know what we know’ and ‘know what we don’t know,’ but we often

‘don’t know what we don’t know.’ Talking to others in the industry will help us fill in the blanks, while potentially identifying blanks we didn’t even know we had,” Johnson says. Research Before Connecting Do not make the common mistake of thinking that the networking process starts the moment you extend your hand for a hand shake. In truth, effective networking begins before you even introduce yourself. It pays to research industry

“Be fully disclosed. Don’t be covert in your networking. Let people know who you are, what you are up to and what you are interested in connecting about.” — PATRICK JOHNSON, Celluma by BioPhotas

leaders, peers or potential business partners you’d like to connect on-site. “LinkedIn is a great tool that we utilize to keep up on September 2016

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changes, additions to teams, new hires in the spa, hotel or industry organizations,” says Kym Dianovich, vice president of sales at Kerstin Florian International. Johnson also uses LinkedIn, which he thinks is a powerful research tool and means to make targeted connections. “Doing research on a person of interest might identify points of connection you didn’t know existed, like a shared alma mater, a home town or a hobby. That instantly gives you something to talk about,” he says. Live Love Spa CEO & Founder Lisa Michaelis also relies on social media to find common connections. “I’ve found that spa professionals are very social so many of them are on Facebook and LiveLoveSpa365. I also stay up-to-date on industry movers and shakers through trade publications like Pulse. Day Spa Association is another one of my go-to for industry updates,” she says. Like Michaelis, Wolfe uses Facebook to research connections in advance. “Follow ISPA on Facebook to get familiar with the community and stay up-to-date on Conferencerelated news,” she advises. But while online tools are convenient in researching potential networks, don’t overlook old-school strategies. “I prefer to talk with colleagues or connections to find out more about others within the industry. That’s the great thing about networking, if I have a problem or question, I can ask my network, and if they don’t know, they can refer me to a new connection!” he says.

Quick Tips to Make Networking Easy

Break the Ice The most challenging part of networking is the first few seconds when one attempts to break the ice. It can easily get awkward if you end up fumbling with a topic, or even annoying if you open up with a sales pitch. To break the ice,

“It is best to let the relationship evolve and not overshare. We also find that a hard-sell is always a mistake.” — KYM DIANOVICH, Kerstin Florian International

Michaelis suggests opening up with friendly and open-ended questions like “Is there anything in particular you are looking for at Conference?” or “How did you get started in the spa industry or your company?” Wolfe says an authentic smile goes a long way. “Start with a smile and address them by name, especially if they are wearing name tags. Engage them by asking about a particular presentation they attended or what their impression is of the Conference so far. Or simply ask: ‘How is your day going?’” she says.

(CONTINUED ON PAGE 56)

Stop talking and learn to listen. Johnson says listening is just as important, if not more important than talking. “While you might be looking for some specific information in making a connection, you never know where a conversation might lead if you just stop and really listen.” Don’t stop with one connection. “This is a small industry, and the more you start to network with others, the more you will see how quickly we are all connected. Once the connection is made, continue that relationship into the future. Leverage your network. Cultivate it,” advises Mersberger. Set appointments. “Many people think to themselves that this important person’s schedule must be booked so they never ask. Always ask, the worst that person can do is say no,” says Michaelis. Set a goal. “Set a goal to meet at least three new people at each event. Get out of your comfort zone by not always sitting or dining with the same people. Look for new faces in the crowd and join them,” Wolfe says. Always follow back up. “Follow-up is key. Stay in touch, share company news and things that would be appropriate and interesting. Think about how you like to be approached and informed and pay it forward,” says Dianovich.

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BREAKING THE ICE (CONTINUED FROM PAGE 54)

Networking is about having the courage to put one’s self out in front of strangers, with a mindset of offering something of value to the other, whether that is one’s service, business or, simply, friendship. “There is nothing better, or easier, than walking up to a person, offering your hand, introducing yourself and asking: ‘What brings you to the event?’” says Johnson. For Dianovich, networking is a great way to determine if potential clients are a good match with the brand’s core values. “We like to ask about their clientele, environment and what kind of experiences they offer clients to open the conversations about their properties and projects. This is also a good way to

“Obviously, networking is a great way to accelerate your personal development and seek new career opportunities, but if your sole intention is ‘what can I get out of this relationship,’ then you are missing the mutually beneficial component.” — GARRETT MERSBERGER, Kohler Waters Spa, Kohler Co.

see if we are aligned in our philosophy, and helps in developing the menu concepts we should propose or create and get a feel if there is a real basis for a partnership to be built,” she says. Mistakes to Avoid Authenticity is the cardinal rule of networking. “Be fully disclosed. Don’t be covert in your networking. Let people know who you are, what you are up to and what you are interested in connecting about,” Johnson says. Dianovich says people sometimes make the mistake of being too personal or informal very early on in the networking process. “It is best to let the relationship evolve and not overshare,” she says. “We also find that a hard-sell is always a mistake. Our brand is very textural, very ingredient- and storydriven as well as based on being true to who we are. When we offer our truth and let it unfold with discovery, it is often received best.”

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When networking, talk less and listen more.

Similar to Dianovich, Mersberger thinks self-promotion or forced selling is a big no-no. “Obviously, networking is a great way to accelerate your personal development and seek new career opportunities, but if your sole intention is ‘what can I get out of this relationship,’ then you are missing the mutually beneficial component,” he says. Wolfe, on her part, says nothing turns people off than someone monopolizing the conversation. “Don’t make it all about you or be pushy. Listen more than you talk,” she says. Michaelis, on the one hand, advises respecting each other’s time and making the effort to follow back up to continue the conversation. “Make sure to keep your interaction brief. Invest in the relationship through follow-up meetings and conversations and give them a reason to help you or come to the table with something mutually beneficial,” she says. Practice Makes Perfect When it comes to networking, the only real way to get comfortable doing it is to do it at every opportunity you can. (CONTINUED ON PAGE 58)

BREAKING THE ICE (CONTINUED FROM PAGE 56)

“Make sure to keep your interaction brief. Invest in the relationship through follow-up meetings and conversations and give them a reason to help you or come to the table with something mutually beneficial.” — LISA MICHAELIS, Live Love Spa

“It may be daunting at first but the more you put yourself out there, the easier it gets,” Michaelis says. Ultimately, don’t let your fear of networking sabotage yourself, which could lead to missed business or professional opportunities. “Don’t sell yourself short. Believe that you have a

valuable contribution to make to everyone you connect with, and that you have as much to offer them as they have to offer you,” Johnson says. “If you are uncomfortable, then it is also possible they are uncomfortable. So go ahead and break the ice. Think of networking as an adventure, not a chore.” n

FOR THOSE STARTING in the industry, it can be intimidating to reach out to industry leaders. Click here to get tips on how to reach out to spa industry influencers while at the ISPA Conference.

F E AT U R E D S O U R C E S

PATRICK JOHNSON President & CEO Celluma by BioPhotas TUSTIN, CALIFORNIA

KYM DIANOVICH Vice President of Sales Kerstin Florian International LAKE FOREST, CALIFORNIA

GARRETT MERSBERGER Director, Kohler Waters Spas & Development Kohler Waters Spa, Kohler Co. KOHLER, WISCONSIN

LISA MICHAELIS CEO & Founder Live Love Spa SANTA ANA, CALIFORNIA

LYNDA SOLIEN WOLFE Vice President, Massage and Spa Performance Health AKRON, OHIO

ARE YOU PART OF THE

EXPO BUZZ?

BY NANCY TRENT

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Attendees, including invited media guests, flock to the ISPA Expo to discover the latest spa solutions and technology.

Want to be the “it” brand at the ISPA Conference & Expo? The consensus of successful marketers is to start thinking and talking about your news long before the event begins. IF YOUR BRAND IS NOT BEING TALKED ABOUT before, during and after the show, your job isn’t done. Being well-branded, having a meaningful message, a breakthrough product and creative ideas is great, but it isn’t good enough. You need to get noticed. Ninety percent of the work that goes into a trade show should happen before you set foot on the show floor, it’s a year-round effort. It’s not what you say about your brand that counts, it’s what others are saying, combined with media exposure, that gets people talking. Media relations needs to be a focal point for trade show success. Trade shows are a lot of work for journalists too. At a trade show, every attendee, exhibitor and their marketing person is trying to garner their attention. It can be exhausting!

Before you approach a journalist, you need to make sure you have a story that stands out.

What’s New? Trade shows, especially the ISPA Conference & Expo, are a great opportunity for media to reconnect with old friends and sources, and meet new ones. This is your big chance to get face-time with hard-to-reach journalists. They want what’s new! “Like a six-year-old who wants the latest toy, something bright and shiny and new or newsy always attracts attention. A beautiful booth will pull anyone in, and a concise and compelling pitch about an exciting product, brand, treatment, ingredient, person or protocol will keep me there,” says Rona Berg, editor-in-chief of Organic Spa Magazine.

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Getting a journalist in the booth doesn’t get a story. You need to give them news in a format they can use. Journalists genuinely like breaking news. “Newsworthiness can be hard to quantify—sometimes it’s a gut feeling you get, but my criteria is based on whether something feels fresh and new, if it’s innovative, if there is credence behind it, if it feels authentic, creative, useful to my readers, on trend, and whether there is passion behind it,” she says. An interactive experience can trigger interest and inspire thought. Rose Fernandez, VP/general manager for Jurlique North America, finds the best response when initiating involvement in the brand. “We usually have an activity available to immerse journalists in what we are talking about. It’s not hard to get a journalist to engage when you give them a sensorial experience.”

Finding the Story Katie Anderson, managing editor of Skin Inc. says a good story not only draws journalists in, it also saves them time in researching stories to write about. The key is to draw them into the booth first by having booth staff members who are warm, friendly and welcoming. Booth staffers who are eating, drinking, texting, reading or slumping are not inviting or engaging. “A smiling face is the best tool a brand can have to entice me to stop by. Even if I

don’t know them, if I get a smile and a hello, I’ll almost always walk in and see what’s new. I always look for unique setups or things I’ve never seen before. Whether it’s a new product, new branding or a unique treatment, the ‘new and different’ always grabs us,” she says. Media savvy spas like The Oaks at Ojai get coverage at events they attend, such as the ISPA Media Event because they tell good stories. What works for Cathy S. Cluff, president/CEO of The Oaks at Ojai, is to always be prepared with memorable facts and tips. “Don’t expect a journalist to remember or even take notes at the Media Event. You must make their jobs easier by having good talking points. Our press kit is easy for them to use and always includes a ‘What’s New at The Oaks’ page for a quick snapshot.” Darlene Sullivan, chief product and service officer of Atlantis Casino Resort Spa in Reno, Nevada, knows that to garner attention, you have to speak their language. “We tailor our message to the audience for the publication. Spa is such an exciting and evolving part of wellness and is ever-changing. There is always something new to talk about,” she says.

Angling for Attention Every editor wants to get there first. Be armed with at least three different story ideas before you speak with a reporter. Find out what they are working on or interested in and adapt (CONTINUED ON PAGE 64)

Tips to Get Publicity in Pulse

1. Set an appointment in advance to meet the Pulse editor face-to-face in your booth while at the ISPA Conference & Expo. Media meeting requests often get filled up fast, so getting into the schedule ahead always helps to ensure you don’t miss an opportunity to build valuable media connection. 2. Request for the Pulse 2017 Editorial Calendar available at experienceispa.com to ensure you tailor-fit your pitch based on the upcoming themes and stories. 3. Be brief and concise with your pitch on-site. For any journalist working on a trade show hoping to cover as much ground as possible, time is gold. However, call after the event to continue the conversation. For inquiries about sponsorship opportunities at the ISPA Media Events, email PR Manager Allie Martin at allie.martin@ispastaff.com. For Pulse advertising, email Sales Manager Tara Finn at tara.finn@ispastaff.com.

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EXPO BUZZ (CONTINUED FROM PAGE 62)

Exhibitors showcase their latest products and technology to attendees eager to discover the latest spa trends and solutions.

your idea to support their interests so that it’s always exclusive to each media outlet. Lola Roeh, general manager of Aspira Spa, doesn’t go to a media event without considering who are the journalists attending the event. “Know how your product philosophy and services would be viewed by the various types of media, whether that is TV, magazines or blogs.” Cluff also suggests tweaking your “story” or “news” so it’s slightly different every time you speak with a journalist. Giving them old news bores journalists. “There will always be similarities but making sure you stay on-point for their audience or story line is important.”

Getting Ready Don’t limit your time frame to the week of the trade show. Most trade shows offer year-round marketing. Contact the show organizers to find out how you can get involved in publicity activities. Always take advantage of pre-show marketing opportunities and check if the show has a newsletter, media events or press releases they send out periodically, and see if you can get your product included. 64

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Schedule new product introductions or a corporate announcement in sync with the show and prepare news releases about your activities. Contact trade magazines and daily newspapers with news about what you have planned around the event. If you have a visually stimulating product or demonstrations, consider contacting local TV stations. “I start to come up with a theme for the next year’s event right after I finish the current event,” says Cluff. “I spend months preparing. Once I figure out the creative theme, I start pulling props. For example, The Oaks wanted to showcase hiking in the Ojai valley this year. I start to assemble a pile in my office and as I get closer, say two weeks out, I inventory everything and decide what stays and what goes.” Previous contact with journalists and the media can also spark interest long before the event. “I love when I have a journalist with an opinion on something,” says Fernandez. “Through listening and engaging in an activity while providing more information, they learn something new, and then you have an advocate for life.” (CONTINUED ON PAGE 66)

EXPO BUZZ (CONTINUED FROM PAGE 64)

Tools of the Trade “So often you get a booth and the exhibitor has no press release, no press kit and they refer you to a marketing person who isn’t there,” says Anderson. “Have a press release with your news ready for us. Bonus points if it includes links to a high-resolution image. It also helps for us to see an example. Then we can use our senses to craft a description.” Readers are looking for expert tips, treatments, products, ingredients and breakthroughs. Have this information at your booth and in your press kit.

Don’t Forget to Follow-up It’s important to call or email editors you met at the show. Ask whether they have any questions for you or how you can help with their post-show articles. Send a press kit consisting of press releases, facts and statistics, and bios of key team members. Continue to keep them updated between trade shows about your spa or company, and send them a flow of story ideas to write about. Your goal is to become a resource for articles about the industry. n

NANCY TRENT is a writer and speaker, a lifelong health advocate, a globe-trotting trend watcher and the founder and president of Trent & Company (trentandcompany.com), a New York-based marketing communications firm. A former journalist for New York magazine, she has written seven books on healthy lifestyles, serves on the editorial boards of several magazines and travels around the world speaking at conferences and trade shows on trends in the marketplace.

We think you deserve the spotlight. A DV E RT I S E I N

With top spa industry decision-makers in the audience, the stage is yours. LET’S TALK. I’M HERE TO HELP! Sales Manager Tara Finn

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tara.finn@ispastaff.com

1.859.226.4372

ASK THE EXPERT

SIMON SINEK

BY MAE MAÑACAP-JOHNSON

SIMON SINEK’S morning ritual includes being reminded by a note on his mirror that reads: “Today you will inspire people.” He does this because he thinks it’s important to be reminded daily of the “why” in life. “Being reminded helps set the tone for the rest of my day,” he says. The author of bestsellers like Start With Why and Leaders Eat Last—and his latest Together We Are Better—challenges us with new ways of thinking about our purpose and our definition of leadership. In this chat with Pulse, he gets down to the root of what true leaders should be.

Pulse: How do you define innovation? Simon Sinek: Innovation is the application of technology or engineering to solve a problem. Simply adding a motor to something doesn’t make it innovative. P: You pointed out the need to start with “why” in any endeavor in life. Can you expound on this? S: The thing that keeps us inspired and gives us the ability to inspire those around us is giving people something to belong to, some purpose, cause or belief. Think about the excitement you’ve had when you had your first job out of school. After your fifth job or working in the same company for seven or eight years, it may not be as exciting anymore. The cause of excitement doesn’t have to be gone if the reason why we showed up is bigger than us. The reality is, what actually inspires human beings on a biological level is the feeling being involved on something bigger than ourselves, to contribute and feel valued and valuable, whatever that endeavor is. P: Of all the findings in your research about leadership, what stood out the most to you? S: That we don’t have a standard definition of what leadership is. Some people think leadership means rank or promotion, or being in charge. But there is a real definition of leadership and that

definition is grounded in biology. Leadership is not about being in charge. Leadership is about taking care of those in our charge. It’s like being a parent. Everybody knows that being a parent is not about being the boss or making all the decisions. Being a parent is about being responsible for the growth of another human being. That’s exactly the same thing as leadership. P: It’s quite interesting that you use “family” as a metaphor in defining leadership, especially since “family” seems to be rather overused in today’s work environment. S: Yes, I hear a lot of executives who say their team members are their family. But are you really treating them like family? You don’t give up your child for adoption if he or she gets bad grades, do you? Instead, you get them a tutor. So why is it that when someone has performance issues, our immediate reaction is to lay that person off. Why don’t you get the person some coaching? Everybody has performance issues at work for all sorts of reasons. Maybe they are having struggles at home or maybe someone in the family is sick. So why is it that someone walks into the office and starts yelling, “This is the third time we’ve talked. If you don’t pick up your numbers, there’s not going to be a job for you.” How about saying: “This is the third time we’ve talked. Your numbers are still down. Are you okay?” We talk of big game, but we don’t act the same way. (CONTINUED ON PAGE 70)

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ASK THE EXPERT

SIMON SINEK

P: What are some of the latest innovations you’ve seen in today’s work place that, in your opinion, is changing how we lead teams? S: One of the innovations I’ve seen in today’s work place is in how we give feedback. One of the feedbacks we get is predominantly from our boss. Often, we have an annual review from our boss that determines our overall performance—but that’s nonsense because all the boss is doing is reviewing us based on what he or she can remember in the past month or two. Having more frequent reviews, such as quarterly, means having more time for us to improve. In one of the organizations I’ve visited, I was very impressed by their system of peer review. As it turns out, we are way more inspired if we find out that our peers think we are great, even more so than when our boss thinks we are great.

Ways Leaders Can Inspire Action in Others

Offer a purpose or cause. “Some people call this vision. A vision has to be something specific. It’s not a goal, it’s not a metric. It’s some sort of contribution to the world around them that other people can resonate with.”

Offer a safe environment. “It has to be an environment wherein people think the leadership cares about them. An environment wherein people are given priority over numbers. An environment wherein people can make mistakes and not fear about getting fired.”

Let go. “At some point, a leader cannot do the work, they have to trust their people to do the work. A leader is not responsible of the result, a leader is responsible of the people responsible of the result. Unfortunately, there many of those in top position who don’t make this transition.”

BE AMONG THE FIRST to get Sinek’s latest book, Together is Better. The fully illustrated little book of inspiration is now available on Amazon. Plus, click here to read more of his insights on trust and purpose.

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CONTINUED FROM PAGE 68

P: You’ve stressed the importance of trust in leadership. How can leaders build trust among peers and team members? S: I’ve never heard of great leaders who would say: “Prove to me why I should trust you with more responsibility.” What great leaders do, like a parent, is they assess the skills of those in their team and sometimes offer them more responsibility even before that person thinks he or she is ready for it. That’s one of the risks of leadership—sometimes you get it wrong. When they fail, we sometimes had to go to them and say, “I’m sorry, I put this all on you too soon.” Extending trust means you treat people like human beings. Most people want to do good work, don’t steal and are honest. This is one of the reasons why we call them leaders, because they chose to go first. They chose to take the risk. n

UP CLOSE AND PERSONAL When I look back at my personal journey, my “why” has always been: To inspire the things that inspire people so together we can change the world. The last book I read cover to cover was: Man’s Search for Meaning by Victor E. Frankl. My advice to my 20-year-old self is: You don’t have to know all the answers and if you don’t, you don’t have to pretend like you know it. The one app I can’t live without is: NYT Now. The one thing I’ve crossed off my bucket list was: To visit the Star Wars set while the entire crew was filming.

2016 ISPA Conference Keynote Speaker General Session Thursday, Sept. 15 • 9:30 – 11 am Book Signing with Sinek 11:15 am • Second Stage

SUCCESSSTORIES INSPIRING TALES OF STARTUPS, GROWTH AND OVERCOMING HARDSHIPS

Becoming a Credit-Worthy Franchise Company BY MAE MAÑACAP-JOHNSON

TODD LEFF President and CEO, Hand and Stone Massage and Facial Spa ith a desire to bring the benefits of massage to a broader base of consumers, John Marco, a physical therapist, founded Hand & Stone Massage and Facial Spa in 2004. The first location, which continues to thrive up to this day, opened in Toms River, New Jersey. To further expand the brand, Hand & Stone eventually ventured into franchising. “The company started to franchise in 2008 right before a very severe downturn in the economy. It was hard to find franchisees willing to invest,” says Hand & Stone President and CEO Todd Leff, recalling the early struggles of the business. “There was also hesitation on the part of landlords as the business model had not yet been widely adopted.” But the team behind Hand & Stone knew the economy is bound to turn up soon, so while competitors are pulling back, they opted to push forward. “Despite these challenges, the company set about recruiting great franchisees and corporate staff and setting the foundation for explosive growth from 2010 through 2016,” Leff says. The bold business move paid off. At the end of 2009, there were 25 locations across several states. “Today, just six years later, there are 275 Hand & Stone spas across 28 states and in Canada. The average spa in the system has experienced more than 20 percent comparable sales growth every year for the past four years,” he says.

Innovation First To sustain its growth, the company tries to put innovation at

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September 2016

the center of what they do. “Our single most successful strategic development was to launch into facials and skin care before the rest of the competitors in our industry. Skin care has provided us with a broader consumer base, an opportunity to develop our own products and a way to differentiate ourselves from competitors. After launching in 2010, skin care now represents over 25 percent of our business and is fast growing,” he says. Number of Years as ISPA Member: “Hand & Stone has been an ISPA member for as far back as we can remember. Because Hand & Stone is a day spa brand, there is no better resource than what ISPA has to offer.” Most-Used ISPA Resource: “We follow Pulse very closely—it’s a great resource and directly relates to everything we do.” First heard about ISPA: “When we first started the company, we attended trade shows and read ISPA resources devotedly, as it closely related to our organization and helped us keep up with the industry trends.”

The company’s innovation process includes careful analysis of industry data and testing programs before fully launching. “Several years ago, when we decided to go to a month-to-month membership model, franchisees were very concerned members would cancel if not bound to an agreement,” Leff recalls. “We believed it was more about the experience than the contract and launched a 360-feedback program with Questar to allow consumers to conveniently rate every experience at Hand & Stone.” Through data collected, the company was able to assure franchisees that all employees were creating highly satisfied customers and coach or replace those who were not. “With those insights and ongoing feedback, we were confident in switching to month-to-month agreements—the result was that our member sales skyrocketed and attrition improved,” he says. Credit-Worthy Franchise As proof of its success, Hand & Stone was included in the top 10 list of “Most Credit-Worthy Brands in Franchising” by FRANdata, an organization that develops performance standards in franchising model and set the bar based on those standards. Hand & Stone is the only spa and wellness brand included

in the list. The recognition came on the heels of a year of huge growth for the brand. The franchise company added 60 spas in 2015 with almost 70 due to open this year. “There is nothing more important in franchising than in demonstrating to franchisees and lenders that the business model is solid and proven. This designation comes from a thirdparty review of all franchise brands. We have had a great track record with franchisees and lenders, and it’s nice to have recognition of that from the business community,” Leff says. Learning From Failure Hand & Stone’s biggest failure happened when they partnered with a big box retailer to sell Hand & Stone gift cards. “Consumers did not buy the cards in that environment despite the fact that the retailer sees tens of thousands of customers per week in each location. Our spas sell a tremendous number of gift cards on-site, and we have learned you need to have the right environment for the product to sell,” Leff says. Aside from learning the hard lessons from failure, another lesson Leff keeps in mind and shares to franchise spa owners is to recruit the right personnel. “They have to build their ‘employer brand’ in the community—be the place that therapists, estheticians and associates want to work.” n

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A Day in the Life!

BY MAE MAÑACAP-JOHNSON

The life of a spa professional is a continuous cycle of daily responsibilities that help make the spa world go round. Pulse asks ISPA members to give us a sneak peek into their daily lives to help us understand the roles they play and the difference they make on a daily basis.

ISPA FOUNDATION MARY TABACCHI SCHOLARSHIP CO-RECIPIENT KELSEY MARIE BRINK Florida Gulf Coast University Fort Myers, Florida

elsey Marie Brink, a senior taking up a degree in Resort and Hospitality Management at the Florida Gulf Coast University (FGCU) in Fort Myers, Florida, first heard about the ISPA Foundation Mary Tabacchi Scholarship through Dr. Mary Wisnom, an FGCU professor and active ISPA member. “Dr. Wisnom is incredibly involved with the spa industry and always informs students of ways to become a part of it,” Brink says. She was inspired to apply for the scholarship after attending the 2014 ISPA Conference & Expo, where she personally met the scholarship recipients of that year, Josee-Ann Cloutier and Nicole Meneveau. Last year, Brink applied for the scholarship but was not selected. However, she didn’t allow one setback to derail her dreams—so she

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applied again and, this time, succeeded. “My biggest inspiration for applying for the scholarship was the 2014 ISPA Conference & Expo. I heard about the event and saved up to attend,” she says. “The Conference was such an amazing experience, both professionally and educationally. Seeing the support the two scholarship recipients received from the ISPA community at Conference had a big impact on my impression of the industry as a whole.” Brink will have her chance to experience this inspiring community support as she, along with Margot Mangiarotti (Cornell University in Ithaca, New York), will be recognized on stage as 2016 ISPA Foundation Mary Taccachi

Scholarship co-recipients. So what did her day look like when she first learned she is one of this year’s scholarship recipients? Brink recalls that day: ★ 10 am Worked on finishing up an assignment for one of her summer classes. ★ 2 pm Finished getting the house ready for a Memorial Day cookout she had planned later in the weekend. ★ 4 pm Received the exciting news! “I was in the parking lot headed for work when I received an email from ISPA about my selection as a scholarship recipient. I must have read the email five times—and then called my mom to tell her the news!” ■

Tips to Ace the ISPA Foundation Mary Tabacchi Scholarship Application ● Apply! The worst thing that could happen is you don’t get selected. “I applied previously and was not chosen, so I can’t stress how important it is to put yourself out there again,” Brink says. ● Start early in the application process. This will ensure you are able to complete all requirements, such as submitting university transcripts and letters of recommendation. ● Prior to the panel interview, double-check that your Skype connection is up-to-date and working. ● Learn to calm your nerves prior to the panel interview. “I took the time to think about my previous experiences in the industry and all of the things that I want to accomplish once I graduate. I was nervous but thinking of my different spa and educational experiences helped to calm my nerves and get me in the right mindset for the interview,” she says.

WANT TO READ MORE? Click here and keep an eye out on the post-Conference edition for a feature on this year’s ISPA Foundation Mary Tabacchi Scholarship co-recipient Margot Mangiarotti.

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2016 ISPA CONFERENCE & EXPO SPECIAL PULSE ADVERTISING SUPPLEMENT

NEW pRODUCt LAUNCH GUIDE

LOOKING FOR SOMETHING NEW, FRESH AND INNOVATIVE? With the ISpA Expo serving as a launching pad for many companies, expect several new product launches at this year’s ISpA Expo. What’s worth the second look? Here’s a showcase of companies launching new products as well as a highlight on people to connect (with fun facts to help you break the ice!) when you need to know the nitty-gritty about their exciting new product launch.

Beauty Prophet/Medskin Solutions Dr. Suwelack

What’s the key benefit of this new product? Offers an instant

Collagen One Eye Zone Regeneration Mask

triple-action collagen. It is composed of skin-identical collagen

BOOtH NUMBER n 350 BEAUtypROpHEt.COM

fibers, molecules and peptides, activated with hydro-boosting

1.800.937.4372

result, this eye zone regeneration treatment mask has native

hyaluronic acid. Results you will see after only one 20-minute treatment! Why should attendees visit your booth? Come visit us and receive a free eye treatment. We want to show you the results you will achieve in just one 20-minute treatment! Follow us and share your personal results on our social media pages and you will automatically be eligible for a gift basket of product worth US$500! Also, take advantage of our opening order packages with special discounts!

CONNECT WITH ME!

Michelle GiammarinaroGoyzueta

Favorite Food: Authentic Italian

Educator of Spas

Favorite App: Farm Hero’s Super Saga

Favorite Book: Giada’s Feel Good Food by Giada De Laurentiis

michelle@beautyprophet.com SPECIAL PULSE ADVERTISING SUPPLEMENT

Biofreeze/Performance Health

What’s the key benefit of this new product? Biofreeze pain

Biofreeze professional topical Analgesic

Reliever can be an extremely effective treatment for guests

BOOtH NUMBER n 245 BIOFREEZE.COM/pRO1

with pain or restricted range of motion, or both. New Biofreeze n

1.800.246.3733

professional begins with the original Biofreeze formula and optimizes key ingredients based on scientific research for a longer-lasting experience. It also has a smoother application with faster absorption and is free of parabens and propylene glycol. Available in original green and also colorless gel, roll-on and spray. Why should attendees visit your booth? Celebrating 25 years in the marketplace, we are pleased to announce the launch of Biofreeze professional topical analgesic. Stop by our booth to receive a free Biofreeze professional sample and to indulge in a shopping experience with all of our great brands.

CONNECT WITH ME!

Lynda Solien-Wolfe

Favorite Food: Maine lobster

Vice president, Massage & Spa

Favorite Book: Before Happiness (The 5 Hidden Keys to Achieving

lwolfe@performancehealth.com

Success, Spreading Happiness, and Sustaining Positive Change) by Shawn Achor Favorite App: Facebook

Book4Time Inc.

What’s the key benefit of this new product? We’ve been filling

Guest Intake Form

out intake forms for decades, and we all have the same gripe—it

BOOtH NUMBER 644 BOOK4tIME.COM n 1.905.752.2588

could be better. Guest Intake is the only online platform that makes it simple to bring your paper intake forms into the digital world where it’s easily shared with your customers, securely stored in the cloud and easily synced with your spa management software. Why should attendees visit your booth? We are always looking for opportunities to make new friends. If you’re an innovator ready to modernize your spa with an online intake form solution, you should drop by our booth to meet the founder, Roger Sholanki, and get a demo from the team.

CONNECT WITH ME!

Roger Sholanki

Favorite Food: Napoleon- style pizza and anything hot and spicy

Founder & CEO

Favorite Book: the Lean Startup by Eric Ries

roger@book4time.com

Favorite App: Uber

SPECIAL PULSE ADVERTISING SUPPLEMENT

Chuao Chocolatier

What’s the key benefit of this new product? the Enamored

Enamored Collection

Collection is joyfully crafted with organic, fair trade-certified 72

BOOtH NUMBER n 165 CHUAOCHOCOLAtIER.COM

percent dark chocolate, paired with luscious organic fruit and a n

1.760.602.9484

hint of floral. Each chocolate bar is created with great intention— to celebrate who you are inside and out—and wrapped with an empowering message to spread a little joy your way. A dollar for every seven Enamored bars sold will benefit Girls Inc., helping to inspire girls to be strong, smart and bold. Why should attendees visit your booth? treat yourself to the ultimate chew-WOW experience and taste your way through our line of award-winning gourmet chocolate. plus, enter for your chance to win a year’s supply of decadent chocolate!

CONNECT WITH ME!

Tomas Pineda

Favorite Food: Chocolate, of course!

Director of Sales

Favorite Book: The Untethered Soul by Michael A. Singer

tomas@chuaochocolatier.com

Favorite App: WhatsApp

Color Club

What’s the key benefit of this new product? Color Club’s propri-

Color Club “Harp on It” Nail Lacquer

etary radiant formula features a strong holographic finish that

BOOtH NUMBER 229 COLORCLUB.COM n 1.516.239.4200

shimmers and shines with a rainbow effect in even the slightest glimpse of light. Color Club nail lacquers were initially created for salon and industry professionals, quickly becoming a favorite for nail technicians and nail artists everywhere. Each of the brand’s signature shades are made in Color Club’s New york headquarters, using only the best raw material available. Why should attendees visit your booth? We are excited to share Expo-exclusive discounts with industry professionals. Stop by the Color Club booth for specialty products along with spa-focused tips and tricks.

CONNECT WITH ME!

Marlyn Roquemore

Favorite Food: philly Chicken Cheesesteak

Executive Vice president, Chief Marketing Officer

Favorite App: trivia Crack

Favorite Book: The Art of Makeup by Kevyn Aucoin

marlyn@cosmeticgroup.com

SPECIAL PULSE ADVERTISING SUPPLEMENT

Dazzle Dry

What’s the key benefit of this new product? New Dazzle Dry Mani

Dazzle Dry Mani pedi Line

pedi line of bioorganic products are designed to work in synergy

BOOtH NUMBER n 472 DAZZLEDRy.COM 1.866.398.9357

with the Dazzle Dry Nail Lacquer System to easily transform any manicure or pedicure to true spa experience. Eleven essential oils provide a naturally fresh scent while aiding in advanced performance with optimal hydration. the line includes eight products for hands, feet, cuticles and calluses that are perfectly coordinated to meet your every mani and pedi need. All products are 100 percent vegan and paraben-free. Why should attendees visit your booth? Experience our groundbreaking Dazzle Dry Mobile Mani pedi Cart for poolside, in-room and conference services, new Dazzle Dry Mani pedi product line, Dazzle Dry Nail Lacquer System which air-dries rock-hard in five minutes without UV/LED light, plus our new color collections! All products are 100 percent vegan and free of any harmful or reactive ingredients.

CONNECT WITH ME!

Adar Venyige

Favorite Food: Burger, fries and a diet Coke

Director of Sales

Favorite Book: The 4-Hour Workweek by timothy Ferris

adar@vbcosmetics.com

Favorite App: Words with Friends

Dossage

What’s the key benefit of this new product? Dossage Reserve

Dossage Reserve Candles n

BOOtH NUMBER 566 DOSSAGE.COM n 1.213.437.0503

Candles come in four exquisite scents and are the second generation of Dossage’s luxury candle line made in California. the new collection will feature Ocean Reef, Rose Oud, Jasmine Citrus and Gardenia Magnolia. All our candles are hand-fragranced and hand-poured. the elegant presentation has white and silver packaging with scents that are attuned to create a wonderful atmosphere. Each candle has our signature lid in brushed silver. the Reserve Candles are created to make a lasting impression and add ambience. Why should attendees visit your booth? please visit our booth to sign up for free shipping on ISpA orders and receive a Dossage Beauty Box, featuring our lovely Dossage Reserve Candle.

CONNECT WITH ME!

Tara Durkan

Favorite Food: Chinese

Chief Executive Officer

Favorite Book: You Can Heal Your Life by Louise L. Hay

tara@dossage.com

Favorite App: Instagram

SPECIAL PULSE ADVERTISING SUPPLEMENT

Éminence Organic Skin Care

What’s the key benefit of this new product? Hibiscus Ultra Lift

Hibiscus Ultra Lift Eye Cream

Eye Cream delivers visible results in two minutes by improving

BOOtH NUMBER n 403 EMINENCEORGANICS.COM 1.888.747.6342

the appearance of dark circles, puffy and tired-looking eyes. Designed to visibly smooth out wrinkles and reduce under-eye bags, the eye cream’s natural peptides and caffeine combine forces to de-puff and minimize dark under-eye circles. Layer your favorite Éminence hydrating eye cream to transform tiredlooking eyes in a flash. Why should attendees visit your booth? Want to be a hero to a child? you will definitely want to stop by our booth! In addition to our latest product launch, we’ll be giving away teddy bears for our Éminence Kids Foundation. For every picture posted with an Éminence Kids teddy bear using #eminencekids, we’ll donate an organic meal to a sick child.

CONNECT WITH ME!

Shannon Greene

Favorite Food: pasta

Customer Development team Lead

Favorite Book: A Thousand Splendid Suns by Khaled Hosseini Favorite App: yelp

sgreen@eminenceorganics.com

EuroSpa Aromatics

What’s the key benefit of this new product? EuroSpa’s

Eucalyptus With a twist – Citrus-Infused Eucalyptus

Eucalyptus With a twist Showermist adds the antioxidant

BOOtH NUMBER n 523 EUROSpAAROMAtICS.COM

eucalyptus oil. physically, citrus stimulates the immune system.

1.800.395.6478

properties of citrus oil to the exhilarating properties of Emotionally, anti-depressant citrus invigorates. Citrus is the perfect companion to eucalyptus oil, complementing and enhancing its beneficial effects. Limonene, the active ingredient in citrus, has antiseptic, antibacterial and immune-stimulating properties. Eucalyptus With a twist promises a spa experience, that is exhilarating, therapeutic and stimulating, to your client’s home shower! Why should attendees visit your booth? Show special discounts, Amazon gift cards raffle and new product introductions make a visit to the EuroSpa Aromatics booth a must!

CONNECT WITH ME!

Eric Snyder

Favorite Food: Cobb salad

Owner

Favorite Book: The Lion, the Witch and the Wardrobe by C.S. Lewis

eric@eurospaaromatics.com

Favorite App: Culver’s

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FarmHouse Fresh Organics

What’s the key benefit of this new product? to transport guests

Island Elixr Shea Butter

to their very own private island, of course! the soft white

BOOtH NUMBER n 501 FARMHOUSEFRESHGOODS.COM 1.888.773.9626

coconut scent in our new Island Elixir Shea Butter is rivaled only by its unusually silky, whipped texture that elevates treatment finishes to a new level of organic delight. Why should attendees visit your booth? Our much-anticipated FarmHouse Fresh Organics line is a must-see. Many years in the making, it’s every bit as scrumptious as our natural line. you’ll be in love at first smell and feel!

CONNECT WITH ME!

Delia McLinden

Favorite Food: Key lime pie or Chicago-style pizza (stuffed with spinach

Vp, Sales & Business Development

and mushrooms)

delia@farmhousefreshgoods.com

Favorite App: Believe it or not, I just recently retired my BlackBerry so

Favorite Book: The 4 Agreements by Don Miguel Ruiz I’m fairly new to the world of apps. Much to my eight-year old’s delight (or horror), I’m having fun with Snapchat and Bitmoji!

Foreo, Inc.

What’s the key benefit of this new product? the LUNA 2

Luna 2 professional

professional will bring an exceptional spa-like cleansing and

BOOtH NUMBER 168 FOREO.COM n 1.855.773.6736

anti-aging experience to clients of all skin types at home, thanks to its optimized design and Dual t-Sonic™ Cleansing technology, a two-point transdermal sonic pulse that creates a dynamic wave pattern across the soft, ultra-hygienic silicone brush for professional-level results. the LUNA 2 professional is our most powerful device, yet it’s gentle enough for use twice daily. It’s the perfect device to incorporate into your treatments. Why should attendees visit your booth? Founded in Sweden, FOREO is a fast-growing beauty innovation brand achieving global success with its award-winning LUNA facial cleansing devices and ground-breaking ISSA™ silicone, electric toothbrush range. Check out the newly launched LUNA 2 professional range, specifically designed for spa and beauty salons. We are offering unique Conference-specific product packages.

CONNECT WITH ME!

Winnie Lui

Favorite Food: Italian and Japanese

Head of professional Channel

Favorite Book: The Alchemist by paulo Coelho

winnie.lui@foreo.com

Favorite App: Flipboard

SPECIAL PULSE ADVERTISING SUPPLEMENT

What’s the key benefit of this new product? the Grounded

Grounded Beauty

Relaxation Chair surrounds the body with the earth’s healing

Grounded Relaxation Chair GROUNDEDBEAUtyWHOLESALE.COM 1.855.292.7935

energy. Naturally drain stress, reduce inflammation and improve circulation. Enhance the spa experience by calming the mind and soothing the soul as the amazing benefits of grounding are experienced before services have even begun. How do you keep your brand innovative? Grounded Beauty embraces ancient wisdom with modern lifestyle to promote overall health and wellness through ground therapy. We are constantly researching new ways to bring the grounded connection indoors to help people become the best and most radiant versions of their selves.

CONNECT WITH ME!

Olivia Smith

Favorite Food: Caesar salad

president

Favorite Book: Eat, Pray, Love by Elizabeth Gilbert

oliviasmith@groundedbeauty.com

Favorite App: Gaia

Hydropeptide

What’s the key benefit of this new product? Eye Authority is our

Eye Authority

best-selling product. this four-dimensional eye cream immedin

BOOtH NUMBER 409 HyDROpEptIDE.COM 1.800.932.9873

ately brightens dark circles while diminishing the look of expression lines, wrinkles and puffiness. this year, it’s doing even more. We’ve partnered with charity: water, a nonprofit organization that delivers clean, safe drinking water to people in developing countries. By donating US$3 from the sale of each Eye Authority, Hydropeptide will support the funding of water projects worldwide. Why should attendees visit your booth? We invite you to stop by the booth and learn how your spa can participate in our See the Difference campaign with charity: water. We’d also love to share how Hydropeptide is changing the face of skin care through epigenetics and cellular health.

CONNECT WITH ME!

Neil Kitchen

Favorite Food: Anything my wife makes, especially her ginger chicken dish

Chief Science Officer

Favorite Book: How Not To Die by Dr. Michael Greger

neilk@hydropeptide.com

Favorite App: Audible

SPECIAL PULSE ADVERTISING SUPPLEMENT

Intraceuticals

What’s the key benefit of this new product? Introducing the

Rejuvenate Enzyme Exfoliant

new micro bead free enzyme exfoliating treatment mask.

BOOtH NUMBER n 651 INtRACEUtICALS.COM 1.866.432.0632

bamboo. Reveal your most radiant self.

Gently exfoliates with natural fruit enzymes, lactic acid and

Why should attendees visit your booth? Intraceuticals is not just a product or a treatment, it’s a skin-care solution. We offer effective skin-care technology using Hyaluronic layering to revive, replenish, and protect the skin. Stop by booth 651 or at our Intraceuticals oxygen elixir lounge to discuss our customizable collections or experience results first-hand.

CONNECT WITH ME!

Lisa Lee-Montes

Favorite Food: At the moment Kelp Noodles with coconut bacon.

Spa Channel Manager

Favorite Book: Start With Why by Simon Sinek. Life changing!

lisa.lee@intraceuticals.com

Favorite App: Duolingo

LumaRx

What’s the key benefit of this new product? LumaRx has

LumaRx: pro Device, Full Body Device, Mini Device, Facial Cleansing Brush, Women’s Shaver and Detail trimmer

applied its advanced technology expertise to the beauty

BOOtH NUMBER 754 LUMA-Rx.COM n 1.480.430.8698

industry, creating at-home Intense pulsed Light (IpL) devices that deliver professional-quality results. LumaRx is also made up of Non-IpL (Facial Cleansing Brush, Detail trimmer and Body Shaver) devices that were developed with a focus on the ultimate effectiveness, comfort and safety for your skin cleansing and hair-removal needs. Why should attendees visit your booth? LumaRx offers a chance to utilize professional, high-end devices in your spas back bar and retail areas. Only with LumaRx devices will you see real professional results.

CONNECT WITH ME!

Shane Wolfe

Favorite Food: pizza

National Account Manager

Favorite Book: Gates of Fire by Steven pressfield

swolfe@shaser.com

Favorite App: Bleacher Report

SPECIAL PULSE ADVERTISING SUPPLEMENT

Magneceutical Health, LLC

What’s the key benefit of this new product? Address the stress in

Magnesphere

your guests’ lives, without adding stress to your staff. Our

BOOtH NUMBER n 244 MAGNECEUtICAL.COM

whole-body immersion into bio identical Magnetic Fields allows n

1.727.399.6850

you to reduce pain, inflammation, digestive issues and sleep problems in a 30- to 60-minute “unattended” treatment session. While remaining fully clothed, your guests will enjoy the most relaxing “nap” they have ever experienced and awake feeling energized and ready to go! Why should attendees visit your booth? Stop by our booth to experience the benefits of the Magnesphere with a free treatment session. After walking the Expo Floor for hours, come by and let us help with the aches and pains, and see how this technology can help bring “well” into your “wellness initiative.”

CONNECT WITH ME!

Steve Frischman

Favorite Food: Steak on the grill

Director of Sales

Favorite Book: Cookie Monster and the Cookie Tree by David Korr

sfrischman@magneceutical.com

Favorite App: Uber

Naturopathica

What’s the key benefit of this new product? Unique and

Herbal Remedies by Naturopathica

delectable, Naturopathica’s new collection of herbal

BOOtH NUMBER 471 NAtUROpAtHICA.COM

remedies brings wellness full circle. Discover herbal teas, n

1.800.669.7618

tinctures and fortified honeys that work with the body’s natural processes to promote skin radiance, relieve stress, restore sore muscles and enhance vitality. Why should attendees visit your booth? Visit the Naturopathica booth to sample and learn how you can introduce our Vitality Bar of remedies and recipes in your Relaxation Area. Elevate your post-treatment client experience with link-sell to retail products.

CONNECT WITH ME!

Barbara Close

Favorite Food: Fresh fish with vegetables from a local farm

Founder and CEO

Favorite Book: Crazy is a Compliment: The Power of Zigging When

service@naturopathica.com

Everyone Else Zags by Linda Rotenberg Favorite App: I love listening to music while travelling, working and relaxing. I splurged for the ad-free pandora app, which was a great investment. SPECIAL PULSE ADVERTISING SUPPLEMENT

PHYT’S Certified Organic Skin Care

What’s the key benefit of this new product? Discover pHyt’S

SOIN pHyt’SUBLIM EyES

organic” professional pre-packed back bar treatment kit created

BOOtH NUMBER n 571 pHytS-USA.COM n 1.972.491.2046

specifically for the eye contour area. Each kit contains active ingre-

NAtURO – EStHEtIQUE’S - SOIN pHyt’SUBLIM EyES - a “certified

dients in precisely measured doses, allowing the “natural-esthetician” to deliver effective, noticeable results. pHyt’S protocol is composed of a series of rhythmic draining and decongesting movements, combining treatment and relaxation. Eye contour area is instantly relaxed, decongested and refreshed. Retail products are also available for at-home use. Why should attendees visit your booth? We invite you to experience pHyt’S Certified Organic Skincare. Enter pHyt’S raffle to win a case of pHyt’SUBLIM EyES and bulk support products to provide 13 professional treatments for your spa. Volunteer to experience an eye or facial treatment of your choice. plus, enjoy the 20 percent discount and free shipping on opening orders.

CONNECT WITH ME!

Kathy Angiolet

Favorite Food: potato chips—organic, of course!

president

Favorite Book: All of Dr. Seuss’ books

ka@phyts-usa.com

Favorite App: go90

ResortSuite

What’s the key benefit of this new product? ResortSuite WEB 3.0

ResortSuite WEB 3.0

takes online booking for your spa to greater heights in a new and

BOOtH NUMBER 203 RESORtSUItE.COM n 1.866.4RSUItE

visually engaging way! Guests can enjoy a one-stop online reservation experience and you are worry-free from the hassles of paying commissions on each booking. Among many other options, including rooms and tee times, guests can book spa services, personal training sessions, classes, programs and activities all in real-time. the online Activity Scheduler gives guests a calendar view of available activities so they can plan out their stay anywhere, anytime! Why should attendees visit your booth? Come by and speak with ResortSuite’s guest experience experts about how you can utilize technology to deliver the ultimate spa guest experience. Stop by ResortSuite’s booth and take your Instagram-worthy photos in front of our photo Wall. Also, make sure to ask for some surprise freebies available at the booth!

CONNECT WITH ME!

Frank Pitsikalis

Favorite Food: Greek, of course!

Founder & CEO

Favorite Book: Raving Fans (A Revolutionary Approach to Customer

frankp@resortsuite.com

Service) by Ken Blanchard and Sheldon Bowles Favorite App: Starbucks

SPECIAL PULSE ADVERTISING SUPPLEMENT

Saltability

What’s the key benefit of this new product? Filled with pure

therapeutic table topper

Himalayan salt and 93 percent pure therapeutic quartz, Saltability’s

BOOtH NUMBER n 150 SALtABILIty.COM n 1.888.241.2095

new therapeutic Massage table topper is a first-of-its-kind topper that infuses natural healing benefits into every treatment. Used atop a warmed massage table, this topper gives clients the feeling of lying on the beach. Quartz amplifies the salt’s healing benefits—promoting healthy blood sugar and better sleep, detoxifying, lowering blood pressure, counter-acting negative electricity, and more. Affordable and good for clients and therapists! Why should attendees visit your booth? Stop by Saltability’s booth to see innovative, patent-pending items—including three new products—and learn about green initiatives. Exclusive hands-on demos will be held daily to show you the therapeutic benefits of services and treatment enhancements that increase your revenue potential. Also, check out Saltability items in the ISpA Foundation Live & Silent Auctions!

CONNECT WITH ME!

Ann Brown

Favorite Food: Lobster

Founder

Favorite Book: The Four Agreements by Don Miguel Ruiz

ann@saltability.com

Favorite App: Skype

Youngblood

What’s the key benefit of this new product? Discover the

Illuminate palette

ILLUMINAtE Highlighting palette—the perfect collection of six

BOOtH NUMBER n 341 yBSKIN.COM n 1.800.216.6133

lightweight, oil-free and easy-to-blend cream shades that can be worn alone or on top of your favorite yOUNGBLOOD foundation. your own art of strobing—depending on your own colors and style, the different shades can be used as a blush, accent or pop of pearlescence anywhere. It’s all about the natural play of light on the face. Ideal for a simple, radiant look. Suitable for all skin types, tones and pigments. Why should attendees visit your booth? youngblood is the premier luxury mineral cosmetics line made of natural, finely ground minerals from the earth—without any of the common irritants (including chemicals, dyes and preservatives) found in conventional makeup. Created by former medical aesthetician, pauline youngblood, many of our products contain our signature mineral blend of Malachite, Rhodolite, Hematite and Zincite to help protect cells and tissue.

CONNECT WITH ME!

Savannah Lopez

Favorite Food: Mexican

Key Accounts Sales Manager

Favorite Book: Breakfast of Champions or anything by Kurt Vonnegut

slopez@ybskin.com

Favorite App: Reddit (Alien Blue)

SPECIAL PULSE ADVERTISING SUPPLEMENT

2016 ISPA CONFERENCE & EXPO

ADDITIONAL GOLD SPONSOR Luzern Laboratories Relaxation Area Booth Number: 717 luzernlabs.com | 1.888.591.7800

SEPTEMBER 13-15 • THE VENETIAN, LAS VEGAS, NEVADA

AS OF JULY 19, 2016

What makes your brand unique and innovative? Luzern creates effective, clean skincare products and spa treatments that combine high efficacy ingredients without the use of toxic skin-aging irritants and additives. We craft luxuriously pure, cold-processed formulas using ultra effective actives from the pristine Valais region of Switzerland combined with cosmeceutical-grade ingredients. No expense is spared in formulating with concentrated levels of these ingredients. We are uncompromising in our dedication to the purest processing protocol in the industry. What exciting new product is your company showcasing at the 2016 ISPA Conference & Expo? Luzern’s newest product addresses the specific needs of the neck and décolleté area. Force de Vie Pure O2 Neck & Décolleté Cream packs a triple punch of tightening, smoothing and reducing pigmentation in this delicate area. Plus, Luzern’s proprietary blend of natural BioSuisse and power-packed cosmeceutical-grade actives deliver a boost of energy to the skin and increase oxygen uptake to activate collagen and maximize elasticity for a smoother, even toned, more supple appearance. How does your company create a culture of innovation? Since the beginning, we believe there is a better way to formulate effective skin care that is clean, but not necessarily 100 percent natural. We never accepted “you can’t formulate that way—it’s too difficult or expensive” as the right answer. Today, we still strive to accomplish our goals by challenging the status quo and believing the “accepted” way is not always the right solution for Luzern.

2016 ISPA CONFERENCE & EXPO

ADDITIONAL SILVER SPONSORS

SEPTEMBER 13-15 • THE VENETIAN, LAS VEGAS, NEVADA

AS OF JULY 19, 2016

Éminence Organic Skin Care

Hutchinson Consulting

Kashwére LLC

Daily Pulse, Room Drop Booth Number: 403 eminenceorganics.com | 1.888.747.6342

Personal Brand Center hutchinsonconsulting.com | 1.888.773.9626

Daily Attendee Email Booth Number: 622 kashwere.com | 1.480.551.2680

What makes your brand unique and innovative? Hutchinson Consulting was one of the first recruiting firms to focus on the expanding world of wellness and spa, and has maintained and magnified that focus for over a decade. Company founder Lori Hutchinson provided innovative leadership to ISPA, including a term on the ISPA Board.

What makes your brand unique and innovative? Kashwére is a luxury lifestyle brand renowned for our sumptuous textiles. With our vibrant, yet traditional approach to design, Kashwére has received global recognition from the finest destination resorts and spas, as well as leading retail boutiques. Our signature collections are woven from our soft and enduring Chenilla yarn, offering timeless and sophisticated style, paired with ease of care.

What exciting new product is your company showcasing at the 2016 ISPA Conference & Expo? We believe our deep recruiting team to be the best in the business, especially with the recent addition of Michael Tompkins to the team.

What exciting new product is your company showcasing at the 2016 ISPA Conference & Expo? Kashwére is excited to introduce our new Kashwére Green Collection, which will include bamboo organic cotton, comprised of bamboo rayon spun with Oeko-Tex certified organic cotton. Naturally soft and luxurious, bamboo organic cotton is breathable, hypoallergenic, highly absorbent and antimicrobial. Our collection utilizes sustainable practices such as wind-powered energy, and loomed with organic cotton, with no harmful pesticides or dyes.

What makes your brand unique and innovative? Éminence and Éminence Spa Partners have planted over 5 million trees! Éminence’s Forests for the Future Program, in partnership with nonprofit organization, Trees for the Future, plants a tree for every retail product sold. By providing spa partners with monthly “tree counts,” spas promote their involvement with Forests For The Future, helping them increase customer loyalty while giving back to the environment. What exciting new product is your company showcasing at the 2016 ISPA Conference & Expo? Formulated to instantly lift, firm and tighten, the Age Corrective Ultra Advanced Instant Lift fX collection dramatically improves the appearance of puffy, tired eyes, sagging skin and even the deepest expression lines. Featuring firming and lifting hibiscus, botanical peptides, and a unique ice wine active, these products deliver results in minutes, and show long-lasting improvements over time. How does your company create a culture of innovation? Since our inception in 1958, Éminence has been providing the healthiest and most effective skin care by using sustainable farming and green practices to create natural, organic and Biodynamic® products.

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How does your company create a culture of innovation? We recognize the evolving nature of the spa business and the need for visionary professionals to provide innovation and inspiration. We have been guided since day one by the motto that defines us: Your most important assets are...people.

How does your company create a culture of innovation? As the original creator of Chenilla yarn and having perfected knitting techniques, Kashwére continually explores product innovations that allow for complex patterns and textures, elevating the style and comfort of our collections.

Sponsors, You Make Our World Go Round! Natura Bisse International Daily Attendee Email naturabisse.com | 1.972.791.1500

Thank You for Making the 2016 ISPA Conference & Expo Happen.

Platinum Elemis HydroPeptide Matrix Fitness

What makes your brand unique and innovative? Sophisticated elegance, innovation and efficiency are the trademarks of Natura Bisse. The development of our retail collections follows the same performance expectations of our professional care. Our products are set apart by using high concentrations of active ingredients and ground-breaking scientific advancements. Natura Bisse is committed to providing the highest quality and most effective skin care to our clients.

Nelly De Vuyst ResortSuite Technogym

Gold Aveda

Jurlique

BABOR COOLA Suncare

Kerstin Florian International

Decléor USA Inc

Luzern laboratories

Dr. Dennis Gross Skincare

Sanitas Skincare

Image Skincare

SpaFinder Wellness 365

jane iredale

Urbana by Sobel Westex

Silver AMSkier Agency Inc.

NuFACE

What exciting new product is your company showcasing at the 2016 ISPA Conference & Expo? Our Diamond Extreme Mask (marine DNA overnight treatment with retinol) costs US$110 (2.5oz). Our Diamond Extreme Oil (intensive firming nutrients for the face and neck) is US$160 (1oz).

Eminence Organic Skin Care

OM4 Organic Male

FarmHouse Fresh

PRAI Beauty Group Inc.

Global Skin, INC.

RevitaLash

Grounded Beauty

SolTec Lounge

Hutchinson Consulting Kashwere, LLC

SpaSoft Springer-Miller Systems

Natura Bisse International

Zents Body Care

How does your company create a culture of innovation? Exquisite textures, advanced formulations, a perfect synergy of active ingredients and awardwinning research create a perfect combination for healthy beautiful skin at every age and for every skin-care concern. Natura Bisse consistently innovates to remain a leading skin-care solution for our clients. n

Bronze American Spa Magazine

Soleil Toujours, LLC

Aromatherapy Associates

Sothys USA Inc.

Biofreeze Coastal Salt & Soul

The Cottage Greenhouse – from Margot Elena

Color Club

The Madison Collection

Cyrna

VAST Spa Solutions

Grande Naturals, LLC

VOYA

Intrinsics

Whish Beauty

Noel Asmar Group Inc.

Youngblood Mineral Cosmetics

Patchology Skin Inc. Magazine

AS OF AUGUST 5, 2016

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ISPA FOUNDATION

FOUNDATION

2016

re you ready for this year’s ISPA Conference & Expo? I hope you are. While there are many must-not-bemissed parts of your ISPA Conference experience like this year’s amazing lineup of keynote speakers, I encourage you to join all the excitement at the ISPA Foundation Live & Silent Auctions.

ISPA FOUNDATION BOARD OF DIRECTORS OFFICERS CHAIRMAN Frank Pitsikalis ResortSuite

The ISPA Foundation Auctions allow you to bid

VICE CHAIRMAN Sharilyn Abbajay Abbajay & Associates, LLC

on items generously donated by the ISPA community—from collectibles and coveted beauty products to spa equipment and amazing travel experiences. Not only are the Auctions a great way to discover new brands and experiences, it is also a wonderful way to support the ISPA Foundation. All proceeds from the Auctions directly fund valuable ISPA Foundation research

DIRECTORS Todd Shaw Chairman Michael Tompkins Immediate Past Chairman

and educational initiatives. The Silent Auction will feature a new, retail-inspired look which makes it easier to browse and find the perfect bid-worthy Auction items. With a prime location in the Hub, the Auction

Lynne McNees ISPA President

Area is conveniently located near registration, lunch and Second Stage. This year, attendees will also have the chance to bid on many exciting items such as sports memorabilia including a signed Michael Jordan jersey and a boxing glove signed by five boxing champions, among them the legendary Muhammad Ali. I hope to personally see you at this year’s Auctions so we can together support and continue the many initiatives of the ISPA Foundation. I may even engage you in a friendly bidding war, so get your bidding “mojo” on—and may the best bidder win!

MEDICAL ADVISOR Brent Bauer, M.D. Mayo Clinic HONORARY BOARD MEMBERS Ruth Stricker The Marsh, A Center for Balance and Fitness Deborah Szekely WELLNESS WARRIOR

—FRANK PITSIKALIS, ISPA FOUNDATION CHAIRMAN

To check out all of this year’s exciting donations, grab a copy of the Auction Catalog at the ISPA Resource Center or visit biddingforgood.com to access the online version. Plus, be sure to visit the Auction Area in the Hub throughout the week and join the Live Auction led by Auctions auctioneer Lawrence Biscontini from 5 5 – 6:30 pm 6:30 pm on Wednesday, Sept. 14. Wednesday,

The ISPA Foundation wishes to thank the following supporters for their generous contributions: LUMINARY

Ruth Stricker BENEFACTOR

Dr. Howard Murad PATRON

Massage Envy Franchising, LLC Red Door Spas

Sept. 14 ResortSuite 90

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1. Clayton Shagal’s Collagen Gel Plus is 99 percent pure extracted marine collagen. It supplies the skin with non-hydrolyzed acidosoluble collagen to improve skin hydration and restore skin resilience. CLAYTONSHAGAL.COM | 1.877. 252.9866

PRODUCT SPOTLIGHT 1

2. Part of the Ipanema Premium collection, Pietra features a metal bar riveted firmly to the center T-strap. IPANEMAUSA.COM | 1.800.509.8889

2 3. The newly launched Biofreeze Professional, a product of Performance Health, is based on the original Biofreeze formula and has optimized key ingredients based on scientific research to provide a longer-lasting experience. BIOFREEZE.COM | 1.330.633.8460

4. Pattern By Tiffany Lerman’s Scene Cosmetic Pouches are fun, versatile and lightweight. They can be used on their own to carry your cell phone and wallet or they fit perfectly into you bag to carry all of your essentials for on-the-go and beach travel! PATTERNLA.COM | 1.310.295.1898 5. Chuao Chocolatier’s Enamored Collection, a fair trade organic chocolate bar line, comes in three varieties: Raspberry Rose, Blueberry Lavender and Coconut Hibiscus. The line was created as an ode to women everywhere, with the mission of celebrating who you are inside and out. CHUAOCHOCOLATIER.COM | 1.760.814.6216

6. Mala and Mantra launches Yoga Mala, an affordable, unisex bracelet and necklace line created with semi-precious gemstones and sustainably sourced woods from the Philippines, where products are all hand-crafted by fair-trade cooperative of women artisans.

RETAIL REPORT

It’s no news flash that you need to constantly be on the lookout for products to update your retail area. Here are a few ones that may be worthy of adding to your inventory list: 5

MALAANDMANTRA.COM | 1.760.613.6277

7. Éminence Organic Skin Care’s new Repair & Protect Collection comes with travel sizes of the Stone Crop Gel Wash, Rosehip & Lemongrass Repair Balm, Rosehip & Lemongrass Soothing Hydrator and the Tropical Vanilla Day Cream SPF 32. EMINENCEORGANICS.COM | 1.888.747.6342

8. PurErb Clarity Brightening Bar contains 38 different plant extracts. Its key ingredient is Korean red ginseng, which helps improve microcirculation, skin firmness and elasticity, as well as promotes brighter complexion.

8 7

PURERBSKINCARE.COM | 1.888.327.8188

9. Dr. Dennis Gross Skin Care’s new Hyaluronic Marine Hydrating Modeling Mask is packed with prograde algae and hyaluronic acid to improve the skin’s water-holding capacity and instantly hydrate skin and remove dehydrated surface lines in just one use.

DGSKINCARE.COM | 1.212.752.0777

10. jane iredale’s new Fall Collection consists of a Retractable Brow pencil with ultra-fine 1.7 mm retractable precision tip to create precise hair-like strokes. Smooth Affair for Eyes comes with a versatile cream-to-powder formula that can be worn as an eye shadow or a primer. Cindy Puremoist Lipstick is a classic red with ultramoisturizing Avocado and Sunflower Seed Oils.

JANEIREDALE.COM | 1.800.762.1132

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ISPA NEWS

September is...

ISPA LAUNCHES PEOPLE OF ISPA

●

Healthy Aging Month

●

National Yoga Awareness Month

ISPA has launched a new community-building website— peopleofispa.com. People of ISPA focuses on highlighting the diverse group of amazing individuals within the ISPA

NATIONAL YOGA AWARENESS MONTH

community. It’s a storytelling initiative that captures the unique backgrounds, accomplishments, passions and even the hilarious quirks of ISPA members. It also helps promote the value and excitement of being a part of the spa industry and the ISPA family. If you would like to participate, simply contact us at ispa@ispastaff.com and reference People of ISPA in your email and we will send you a survey to complete. We hope you will join the movement so we can share your amazing story!

Capitalize on Media Opportunities Making the most of media opportunities is a great way to get exposure for your business, to expand your customer base and to generate great low-cost marketing content. If you are interested in creating a higher-profile media presence for your business, let ISPA do some of the work for you. Fill out the Media Leads Survey on experienceispa.com and your business will be added to our list of contacts for our friends in the media, so that whenever they need an expert opinion or a

4 5 8 9 13–15

16 21 21–27

FOLLOW ISPA @ISpaDoYou facebook.com/InternationalSPAAssoc @ISpaDoYou

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Labor Day (U.S. & Canada)

World Physical Therapy Day

Stand Up to Cancer Day

ISPA Conference & Expo at the Venetian Las Vegas September Snapshot Survey opens for participation International Day of Peace (U.N.) World Gratitude Day

source for a story, you’ll be among the first to know and jump on the media opportunity.

National Wildlife Day

23 27 28

World Reflexology Awareness Week

September Snapshot Survey closes

World Tourism Day (U.N.)

National Women’s Health & Fitness Day

ISPA Welcomes New Members to the ISPA Community RESOURCE PARTNER Candle Impressions Cherry Blooms Color Club DAFNI Hair Products Elevate Leadership Envy Medical Extractor Corporation Foreo, Inc Global Wellness Summit HEALTHYLINE Nicole Migeon Architect, PLLC. NovaLash Omorovicza Cosmetics Rad Roller Sounds True Inc Sports Solutions Sundriven UV Skinz, Inc. White Lion Tea YTSARA LIMITED

he June Snapshot Survey asked for information relating to retail sales and trends. The report was full of great data, including an interesting statistic that revealed 38

percent of all spas reported an average of 10 to 15 percent of total annual sales revenue stemming from retail sales. Below you’ll find a snippet of the report giving insight on how spas have promoted retail products sales in 2016.

SPA Bell Tower Salon and Spa British Manor Spa Complexions Exhale at Hamilton Princess Four Seasons Aviara Hotel Jerome - An Auberge Resort Inn by the Sea Spa MGM Macau Modern Male Spas New Lotus Spa Renaissance Orlando Seaworld New Serenity Spa OASIS MEDSPA Pure Beauty Senara Health and Spa Skincare Butik Strathallan Spa The Spa at Saddlebrook Resort The Spa at Shooting Star Urban Nirvana, LLC Villagio Spa Zeel COLLABORATIVE Arizona Spa & Wellness Association, Inc. STUDENT Catherine Pena EDUCATOR Burt Kohler India Robinson EDITOR’S NOTE: This includes new members from June 28-July 27. You can access the online membership directory at experienceispa.com.

Snapshot Surveys are a great way to keep up-to-date on the pulse of the spa industry. Be sure to keep an eye out on your inbox for next month’s survey!

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AD INDEX ISPA would like to thank the following Pulse advertisers for their support of the association:

Biofreeze/ Performance Health 1.330.633.8460 biofreeze.com

GrandeLASH-MD 1.877.835.3010 grandelashmd.com

Matrix Fitness 1.866.693.4863 matrixfitness.com

IBC

Biotone Professional Massage and Spa Products 1.800.445.6457 biotone.com

Grounded Beauty 1.888.223.8454 groundedbeautywholesale.com

Blue Beautifly 1.510.788.7543 bluebeautifly.com

Hutchinson Consulting 1.707.935.9760 hutchinsonconsulting.com

Medskin Solutions Dr. Suwelack 1.800.937.4372 medskin-suwelack.com

Moroccanoil Inc. 1.514.448.8967 moroccanoil.com

Bon Vital’/Performance Health 1.800.253.6466 bonvital.com

Naturopathica 1.800.669.7618 wholesale.naturopathica.com

Book4Time Inc 1.905.752.2588 book4time.com

HydroPeptide 1.800.932.9873 hydropeptide.com

Noel Asmar Group Inc. 1.604.534.9667 Noelasmaruniforms.com

Celluma by BioPhotas 1.714.838.1956 biophotas.com

50, 51

Intraceuticals 1.866.432.0632 Intraceuticals.com

Philip Stein 1.800.237.9477 philipstein.com

Color Club 1.516.239.4200 colorclub.com

jane iredale

Phytomer Group Brands 1.800.227.8051 phytomerusa.com

Ready Care Industries 1.303.341.7171 purefiji.com

ResortSuite 1.866.477.8483 resortsuite.com

Youngblood Mineral Cosmetics 1.800.216.6133 ybskin.com

8, 9

HydraFacial MD – Edge Systems LLC 1.800.603.4996 edgeforlife.com

– THE SKIN CARE MAKEUP

1.844.350.1610 janeiredale.com

Digilock 1.707.766.6000 digilock.com

Jurlique 1.800.854.1110 jurlique.com

Elemental Herbology 1.800.937.4372 elementalherbology.com

IFC 1

Éminence Organic Skin Care 1.888.747.6342 eminenceorganics.com

Kashwere, LLC 1.818.773.8090 kashwere.com

44, 45

ESPA International (US) Ltd. 1.786.350.1192 us.espaskincare.com

Luzern Laboratories, Inc. 1.888.591.7800 luzernlabs.com

EuroSpa Aromatics 1.800.395.6478 eurospaaromatics.com

INSERT

FarmHouse Fresh 1.888.773.9626 farmhousefreshgoods.com

INQUIRE ABOUT Pulse advertising opportunities today! Email Sales Manager Tara Finn at tara.finn@ispastaff.com or call 1.859.226.4372.

Bold indicates year-round Pulse advertisers and 2016 ISPA Conference & Expo sponsors.

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SOCIAL

Like a true community, let's make meaningful connections. On August 7, a remarkable woman turned 80! As the ISPA community’s way to celebrate the 80th birthday of Sheila Cluff, founder and owner of The Oaks at Ojai in

CONNECTIONS

California, Pulse dedicates this page to turn on the spotlight to an inspiring woman who makes aging look effortless.

SHEILA TURNS 80!

1. BEST YEAR OF YOUR LIFE: 1997—the year I decided to open

The Oaks at Ojai. I saw a need in this country for a health spa focusing on overall physical, emotional and spiritual health instead of a fat farm with negative connotations. In 1959 and 1960, I introduced “cardiovascular dance” to my high school gym students by putting ice skating patterns of movement to piano music. This was the very beginning of my company (Fitness, Inc.) which evolved into The Oaks at Ojai. 2. FAVORITE INSPIRATIONAL QUOTE: “Things work out best

for those who make the best of how things work out.” — Legendary Coach John Wooden 3. SECRET TO LONGEVITY: Be active regardless of age.

I learned to oil paint and found that I am actually quite good at it! At age 80, I will be having an art show at The Oaks in November. Next on the bucket list is to learn how to paint with watercolors from my fabulous instructor, Janis Hansen. FAVORITE BIRTHDAY TREAT: Cheesecake is my all-time

favorite! BEST BIRTHDAY GIFT YOU’VE RECEIVED: My husband of 56

years. We were married three weeks before my birthday. MUSIC OR MOVIE THAT BRINGS YOU DOWN MEMORY LANE: The play and movie, Annie Get Your Gun and the song

There’s No Business Like Show Business—I closed Sonja Henie’s Hollywood Ice Revue with that tune. I was 19 years old and was wearing a strapless red, white and blue costume with a calf-length skirt. What a terrific time that was for me! Ahhh, the memories!

Although I am semi-retired, I still lead walks at The Oaks. My other health philosophy that has served me well over the years is to make good food choices 80 percent of the time. The other 20 percent of the time, I just blow it!

CAN’T-LIVE-WITHOUT PIECE OF ACCESSORY: Sneakers!

4. ON TOP OF YOUR BUCKET LIST: I am proud to say that I

FAVORITE CHARITY YOU SUPPORT: Humane Society of

began checking items off my “bucket list” some time ago. At age 71, I returned to figure skating after a 45-year absence. My dream then was to once again become skilled enough to compete internationally and nationally. By the time I was 78, I had achieved that goal. While recuperating from a torn ACL while snow skiing,

Ventura County and Ojai Land Conservancy ONE SUPERPOWER YOU’D LOVE TO HAVE: To see the future! INSPIRATIONAL LEADERS YOU MOST ADMIRE: Deborah

Szekely and Dr. Kenneth Cooper ■

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“One of the most important things you can do on this earth is to let people know they are not alone.” — SHANNON L. ALDER

that happens once a year. Although I think we would all agree, it’s so much more than that! Especially considering the many stories we’ve heard throughout the year about the ISPA Conference & Expo creating lifelong friendships— romantic relationships—and even a few babies. We hope ISPA is more than just an event to you too, but your community 365 days a year. We are eager to help you get to know the people in your community a little bit better by launching People of ISPA. During my 20+ year tenure at ISPA, I have learned so many fun things about our members, including the various life paths that brought people to spa, their passions outside of work and fun facts that make that person unique. It is exciting for our members to experience these stories, learn more about their peers, and growth together as spa professionals and friends. This is our awesome community and these are our people, ISPA! How are you letting people know they are not alone?

—LYNNE McNEES, ISPA PRESIDENT

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STYLING & PHOTO BY ECHOSTARMAKER.COM

Some outside of the ISPA community may think ISPA is just a conference