esprit issue 53 July 2017 by esprit Magazine Australia

YOUR RESOURCE FOR EVERYTHING YOU NEED TO KNOW IN RETAIL BEAUTY RIGHT NOW

ISSUE 53 JULY 2017

Beauty Assistants ARE THE TRUE INFLUENCERS!

Trend

Active Beauty - the new fountain of youth inside and out

Marketing

THE NEW ERA OF COSMECEUTICALS

Hot Button Issue

How brands appeal to all demographics

Rejuvenate your skinâ&#x20AC;&#x2122;s youthful glow HERBAL RECOVERY

ESPRIT AUSTRALIA APRIL/MAY/JUNE 2017 |1

LIANNA PERDIS

BUST THROUGH IMPERFECTIONS

#FOUNDATIONNATION

11 FOUNDATIONS, OVER 50 SHADES PROUDLY AUSTRALIAN MADE AND OWNED FAMILY BUSINESS. DESIGNED FOR AUSTRALIA.

AVALIABLE TO ORDER NOW! matt.verrocchi@bondiperfume.com.au www.bondiperfume.com.au

THE NEW FRAGRANCE

B Y D E LT A G O O D R E M

EDITOR’S LETTER Photo: Esteban La Tessa My son was kindly driving me to an appointment the other day on his day off. As we wended our way through Sydney city I checked in on his next ‘duty’…trimming the bushes in our back garden! I can’t crow that I have him well trained but he’s willing, WHEN he’s willing. Anyway. He said he was going to Bunnings next to buy the hedge trimmers. “Oh good, it’s Friday, they’ve got a sausage sizzle!” he whooped. This thought, along with the anticipated taste of the two dollar sausage on his mind, gave rise to a grin on his face. All this conspired to set off a cascade of musings in MY mind, all starting with: WHY? Why was this a super-appealing idea for a boy who can happily cook his own breakfast and self-cater? What was the draw to Bunnings’ sausage sizzle? A few days later, tickled with the whole idea, I asked him. It turns out quite simply that it’s the bustling activity, heaps of people taking part, it’s cheap and tasty and, as he succinctly put it: “no-one’s going to be p***ed off”. Theatre, personal interaction, value for money and a fun atmosphere. That’s why he didn’t order his hedge trimmers online. There are heaps of convenient ways we can buy but going shopping, trading amongst fellow human beings, has been going on for millennia for the very good reason, that we enjoy it. From the barista knowing you by your preferred beverage to the yoga classes you can do at your active wear shop, to the fun you can have getting your sizzling sausage and the personalised skincare prescription YOU can give to YOUR customers, it’s all about the personal experience. In real time.

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Sausage sizzle How motivating to be in an industry where we… you…are a key cog in the success of its future. As a community, Beauty Advisors – department store brand BAs to pharmacy beauty assistants – can feel bolstered by their position in the beauty business as the True Influencers. I honestly felt humbled in the company of little Maria Bravo – Priceline, Wetherill Park, as she chatted with Elisabeth King as part of an interview that included her ‘boss’, Liz Webster – GM Merchandise, Priceline. While many browsers come in with their phone in their hand, researching on-the-go, we enter into a conversation with them, says Maria. “Sometimes they’re not reading the information right. It’s important for us to talk them through their concerns, lifestyle and desires. For example, if they ask for a nail hardened, I will delve deeper and find out what’s going on with their health. Maybe they actually need a nail supplement”, explains Maria. (See the full interview on pages 34 and 35.) This anecdotal example has a snowball effect proving its power. Research backs it up: such as Women’s Marketing’s ‘How Women Buy Beauty’ webinar shows (Dec 21, 2016). The key message: “people sell brands”. According to the report, women make their beauty choices after seeking advice from three groups: peers, advocates and corporate sources like brands and retailers. Beauty Professionals are most trusted with 57% of women taking their advice. Consumer magazine articles are trusted by 38% of women. 52% of women trust online reviews.

Looking at why this is the case, Women’s Marketing researched ‘what are the brands that get bought, doing’. And it’s no surprise really. People buy brands that build buzz in the education phase; stand out on shelf; and provide an ‘experience’ in the shop. With BAs being widely acknowledged as goto beauty influencers they are now sharing their advice and experience through an online presence. Clinique has dubbed its Beauty Assistant bloggers, Cloggers (Clinique Bloggers). Jane Lauder – Global Vice President, Clinique says: “Consultants are our best advocates.” Each human being is unique. One size does not fit all. Our lifestyle, foibles, quirks, concerns, budget and preferences drive us in different directions when we need to buy something. But most of us like a bit of a ‘do’, some action and something happy ‘going on’. That’s why the person on a mission to buy their hedge trimmers chooses Bunnings, preferably on sausage sizzle day, rather than clicking the cart and filling in their visa details on line, and where you come in as the entertainments officer in your business. I don’t suggest you light up the barbie on counter but think about your interactions with your customers that will make you the irresistible destination for all their beauty needs. May the sauce be with you!

ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |7

YOUR RESOURCE FOR EVERYTHING YOU NEED TO KNOW IN RETAIL BEAUTY RIGHT NOW

ISSUE 53 JULY 2017

ISSUE Beauty Assistants

53 Contents

Snapshot

ARE THE TRUE INFLUENCERS!

Trend

Active Beauty - the new fountain of youth inside and out

Marketing

THE NEW ERA OF COSMECEUTICALS

Button Issue

How brands appeal to all demographics

TREND – GET MOVING! - 14 Active Beauty - the new fountain of youth inside and out

YOUR RESOURCE FOR EVERYTHING YOU NEED TO KNOW IN RETAIL BEAUTY RIGHT NOW

52 APRIL/MAY/JUNE 2017

Rejuvenate your skin’s youthful glow

Jurlique’s Herbal Recovery Power Trio delivers what today’s younger women want

HERBAL RECOVERY

INDUSTRY NEWS - 24

Trend

Why more brands are opening standalone boutiques

…with our ear to the ground

INTERVIEW – PRICELINE - 34 Return on Relationship - fuels Priceline Pharmacy’s success

Front Cover Details Jurlique continues to evolve its Herbal Recovery range through scientific innovation. Herbal Recovery Advanced Day Cream launches at the end of July 2017 - a luxuriously textured moisturiser that targets the first signs of ageing. It contains many of the same plants and pure botanicals of the original formula, but the cornerstone ingredient is Japanese Cedar Bud Extract. “Harvested on the French island of Reunion, the powerful extract reduces the appearance of fine lines and wrinkles and reinforces the skin’s barrier function”, says Danielle Williams, Education Specialist for Jurlique ANZ. “The buds are crucial to the tree’s regeneration and the extract is nothing short of an anti-ageing powerhouse that makes the skin look visibly younger, healthier and more radiant”. The key visual of the new launch sends a strong message to younger women. Beauty today is all about diversity, says Williams, and women of all ethnicities can fast-track results with what we are calling the Herbal Recovery Power Trio - the new Advanced Day Cream, partnered with Herbal Recovery Advanced Serum and Eye Serum. Read the full story on pages 12 and 13. esprit Magazine Australia Managing Director Andrea Ferrari M: 0410 067 966 E: andrea@esprit-magazine.com.au General Manager Nicci Herrera M: 0426 826 977 E: nicci@esprit-magazine.com.au Digital and Social Media Manager Yasmin Border E: info@esprit-magazine.com.au Mailing address 25 Cove Street, Birchgrove, NSW 2041, Australia Design Lane Creative M: 0416 351 244 E: jordan@lanecreative.com.au SUBSCRIPTION RATES $132.00 per annum (Aus) $167.70 per annum (NZ) $205.20 per annum (Int) All rates are inclusive and AUS$. Articles that appear in esprit Magazine Australia may not be reproduced without permission of the publishers. The opinions expressed in esprit are not necessarily those of the publishers.

Celebrity Talk

DELTA GOODREM, LIANNA PERDIS AND A PEEK INTO HOLLYWOOD

KNOW YOUR OWN BUSINESS

ESPRIT AUSTRALIA APRIL/MAY/JUNE 2017 |1

MARKETING – THE NEW ERA OF COSMECEUTICALS - 38

Hot Button Issue

Not just skincare anymore

Unlocking the key to brand loyalty

5 MINUTES WITH…MIRANDA KERR - 44

Interview

REVLON ON THE ACQUISITION OF ARDEN – THE FUTURE

The dream, the juggling, the strategy…that’s business, says Miranda

Previous issues

OUT & ABOUT - 48

YOUR RESOURCE FOR EVERYTHING YOU NEED TO KNOW IN RETAIL BEAUTY RIGHT NOW

ISSUE 51 JANUARY 2017

Product debuts - the media get the lowdown

HOT BUTTON ISSUE – CLOSING THE AGE GAPS - 62 How brands reach out to different demographics

THE APP EDITION SUSTAINABILITY FOR THE GREATER GOOD CUSTOMISED BEAUTY THE PEOPLE & PRODUCTS OF RETAIL BEAUTY

BUSINESS - 68 Making the most of beauty

BEAUTY ADVISORS - 79 You are the True Influencers Something for the shelves!

Andrea Ferrari Pty Ltd ACN 602410784 Issue 53: ISSN 1449-8018 Printed by Rawson Print Co Unit 1. 119 Wicks Road, Macquarie Park, Sydney, NSW 2113, Australia. Saurabh Arora, Business Development Manager M: +61 (0) 433 839043 P: +61 (0) 2 8873 2515 E: sarora@rpco.com.au

NEW Burt’s Bees®

SKIN NOURISHMENT RANGE

WITH ROYAL JELLY — Superfood for Your Skin —

BRAND NEWS - 91

Subscribe to esprit Magazine Australia’s online newsletter for insights, competitions, sales tips. Go to: espritmagazineaustralia.com.au

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ISSUE 52 APRIL 2017

ESPRIT MAGAZINE AUSTRALIA

Hot

COVER STORY – JURLIQUE - 12

esprit Magazine promotion

Rosewater Hydration The multiple benefits of Pure Rosewater & Natural Plant Nutrients for balanced and lasting hydration Rosewater is nature’s remarkably versatile skincare elixir, used for centuries to remedy almost all skincare concerns. In upset skin it works to reduce redness and restore pH balance. It helps control excess oil and promote scar healing in acne prone skin. While in ageing complexions, it helps to strengthen and regenerate cells to keep fine lines and wrinkles at bay.

An effective new collection Harnessing the unique balancing power of naturally potent Rosewater, Natio’s new Rosewater Hydration collection features six luxurious products to cleanse, moisturise and comfort skin. The efficient edit features two comforting cleansers, an ultra-hydrating day cream-gel, hardworking night moisturiser, targeted serum, and refreshing micro-fine spray face mist to keep skin deeply hydrated every moment of every day.

Innovative Formulations Deep hydration doesn’t need to feel heavy. Infused with Rosewater, Sesame, Almond and Shea the light and luxurious Moisture Boost Day Cream-Gel absorbs quickly to quench thirsty skin. A unique, deeply hydrating emulsion, the Moisture Recharge Night Cream-Gel smooths on effortlessly to help recharge, regenerate and ward off the first signs of ageing. Designed specifically to boost moisture levels, a selection of treatment products awaken tired complexions. The Rosewater Drench Mineral Face Mist, is a graceful, micro-fine mist that dispenses Rosewater, Vitamin C and Hyaluronate gently and evenly for a dose of lasting hydration. Suitable for use over makeup, refresh skin in a spritz - anywhere, anytime.

Experience the quality Regardless of skin type or age, Rosewater can transform the quality of your complexion. Offering premium products at a price anyone can enjoy, this naturally hydrating range delivers intense moisture for a smooth, refreshed complexion. For young customers, it provides a perfect introduction to quality skincare with a simple routine to hydrate their skin and slow the need for anti-ageing products. Also suitable for more mature skin types and anyone who wants an added moisture boost, Rosewater Hydration offers effective treatment products to help rejuvenate skin in times of dryness and dehydration. Encourage customers to experience the intense moisture and light, silky feel, using the ‘try me’ free testers in store. On counter 18 September 2017.

Associate Editor

Business Features

ELISABETH KING

Winner of the beautydirectory Star Award for Outstanding Contribution to Beauty Journalism 2012, Elisabeth is one of Australia’s leading lifestyle and business journalists and contributes regularly to leading newspapers and magazines in Australia and the UK. She has an economics honours degree from University College London and is a three-time winner of the CTFA (Cosmetics, Toiletries and Fragrance Association) annual beauty writing award on ‘The Business of Beauty’, and has also won a CTFA award for writing about men’s grooming. In November 2001, Elisabeth co-wrote the best-selling book - Secrets and Lies - All You Ever Wanted to Know About Beauty. In May 2003, she was the inaugural Australian winner of the Jasmine Award 2003, an international award for excellence in fragrance journalism. She is the grooming editor of Men’s Style and won a second Jasmine award for the magazine in 2010. She is also the beauty editor of House & Garden magazine and a weekly columnist for beautydirectory.com.au.

MARY ZAVAGLIA

MICHAEL BROWN

The name Mary Zavaglia is recognised by women all over Australia as one woman they can trust to make them look and feel good. An authority in all facets of beauty reporting, commentary and direction, Mary is both an award winning beauty journalist and hair stylist. During her career she has interviewed some of the most elegant stars including Australia’s Nicole Kidman, Naomi Watts, Miranda Kerr and Kylie Minogue as well as Hollywood stars such as Julia Roberts, Courtney Cox, Andie MacDowell and pop princess Fergie. Mary has built up a reputation as the beauty expert who will try anything once for the good of her readers. She investigates, questions, trials, travels and then reveals all.

Growing up as a dancer in Perth, Michael Brown was quick to learn the ‘Art’ of Make-up Artistry and in 2001 he landed his first role in retail cosmetics as an event make-up artist. Michael’s career as a travelling make-up artist for some of the industry’s biggest brands saw him leave Perth for Sydney in 2006 where he became a National Makeup Artist and Makeup Trainer for AUS/NZ. His creative flair and great communication skills gave him wide exposure within the Australian celebrity and media scene, that when he went freelance in 2012, his journey was only at the beginning… Michael is now not only a Celebrity Makeup Artist, but also presenter, educator and brand ambassador with regular appearances on Channel 9’s Today Extra as well as beauty voice at rescu.com.au.

AINSLIE WALKER Ainslie has worked with brands such as Selfridges, Harrods, Harvey Nichols, The Refinery and Gentlemen’s Tonic in the UK. In April 2014, she was recognised in Australia for her contribution to Fragrance Journalism, receiving a Jasmine Award for Best Blog 2014. Ainslie is available for spa, fragrance and retail consultancy, product development and fragrance journalism. www.ainsliewalker.com.

KATE MORRIS ACCORD AUSTRALASIA LIMITED Accord is the national industry association for the Australasian hygiene, cosmetic and specialty products industry representing the full range of products from luxury cosmetics and fragrances to industrial specialties. In keeping with the strong scientific basis of this industry, Accord also adopts a principled, evidence-based approach to policy inputs and representation with governments.

adorebeauty.com.au Beauty junkie and e-commerce veteran Kate Morris, founder and CEO of adorebeauty. com.au, had her inspiration to start an online beauty store in 1999 at the age of 21. Today adorebeauty.com.au attracts more than 2 million visitors per year and has over 4000 products. Kate was awarded the Telstra Business Women’s Award for Innovation (VIC) in 2014, and was also Telstra’s Young Businesswoman of the Year (VIC) in 2010.

Expert Contributers 10|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

Calling Beauty Assistants WANT TO WRITE FOR ESPRIT MAGAZINE AUSTRALIA? You’re our readers but why not write for us too. Send in a few lines on your suggestions. We want to hear about your life on the shop floor – events, challenges, your successes – whether it’s a sparkly department store or a busy community pharmacy – so long as its beauty focussed. Contact Andrea andrea@esprit-magazine.com.au

EXPERIENCE RADIANCE

Smooth fine lines. Revitalise dull skin. HERBAL RECOVERY

ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |11

Natural Selection

Jurlique’s Herbal Recovery power trio delivers what today’s younger women want

by Elisabeth King Since its debut in 1993, Jurlique Herbal Recovery Gel has been a cult go-to skincare solution for generations of young women. A rich concentration of pure botanicals, antioxidants and vitamins, the consistent bestseller provides instant hydration for all skin types. Celebrity fans have included Nicole Kidman, Michelle Pfeiffer, Kate Moss and Donna Air, partner of the Duchess of Cambridge’s brother, James Middleton. When Jurlique celebrated its 25th anniversary in 2010, Australia’s number one prestige skincare brand created a limited edition 100ml version of Herbal Recovery Gel with packaging inspired by the pristine setting of the its biodynamic farm in Australia to mark the important milestone. Herbal Recovery Gel has been truly iconic for Jurlique, says Danielle Williams, Education Specialist for Jurlique ANZ. When skin needs an instant glow, it’s difficult to go past this transparent botanical gel which soothes, protects and hydrates the skin, she adds. “It’s almost like an emergency product which gives the complexion a boost, so that skin feels more taut and looks lifted. Most women today are looking for radiance and skin health, the two key attributes Herbal Recovery Gel has provided right from the beginning”.

NEXT GENERATION OF RADIANCE/ GREATER EFFICACY In 2013, Jurlique released the ‘next generation of radiance’ in the form of Herbal Recovery Advanced Serum. The formula was re-worked from the original Herbal Recovery Gel and contains Naturadiance PB18+, a potent antioxidant complex that protects, revitalises and enhances the skin’s recovery cycle. Containing 15 bio-intrinsic botanicals, including calendula, licorice and daisy, the souped-up serum also showcased three breakthrough ingredients.

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Jurlique now does a lot more claims testing, so we can really talk scientifically about the efficacy of our products, says Williams. “Herbal Recovery Advanced Serum contains Persian silk extract, which helps to strengthen the skin cells against outside stress. Wu zhu yu extract boosts micro-circulation and peach leaf extract helps to promote cellular regeneration. Eighty seven per cent of women surveyed experienced a significant improvement in skin dullness within seven days”. Jurlique has become a true global beauty brand, enjoying high growth worldwide, particularly in Asia. We have learned a lot from the Asian approach to skincare, says Williams. “Asian skins are so fine and delicate. But they can be easily irritated and become dehydrated, so they need gentle, hydrating and effective skincare”. Deep insights that have led to Herbal Recovery’s expansion to a round-the-clock skincare routine for all ethnicities and age groups. Women who are genuinely committed to boosting skin radiance and health know that basic cleanser and moisturiser won’t deliver the hoped-for results, says Williams. “The Herbal Recovery ritual rests on four main pillars. To gently and thoroughly cleanse and prep the skin, there’s Herbal Recovery Antioxidant Cleansing Mousse, Mist and Activating Water Essence. In the serum category, customers can select Herbal Recovery Advanced Serum, Neck Serum and Antioxidant Gel Mask. Herbal Recovery Night Cream and Antioxidant Face Oil both work on the appearance of fine lines and deeply moisturise the skin. For the delicate eye area, we offer Herbal Recovery Advanced Eye Serum and Eye Cream”.

NEW LAUNCH OFFERS MILLENNIALS ANTI-AGEING POWERHOUSE Williams is quick to point out that consumers don’t have to use every product in the Herbal Recovery range to achieve enviably radiant skin. “We always try to give customers a clearly mapped-out skincare routine that suits the individual needs of their skin. Jurlique has never been a brand to stop at good enough and we have made massive jumps in formulations of many of our adored originals, not only Herbal Recovery Gel. So it’s time to reach out in a more targeted way to another generation of young women who don’t require serious anti-aging solutions, but who need preventative, in-depth care”. Jurlique has been driving strong growth in Australia, Asia, notably China, and other key markets by launching fuller product lines and major anti-ageing franchises like the globally successful Nutri-Define lineup. Millennials have become game-changers in the skincare category. Many of them don’t want to mask flaws, they want to invest in proper skincare so they can wear minimal makeup. Given the choice, over 50 per cent are looking to buy natural/ organic products. Millennials have taken the skincare category to a whole new level, says Williams, so it was time for us to re-focus on younger consumers because they really want to be part of the conversation long advocated by Jurlique. “The texture of Herbal Recovery Gel has always appealed to women in their 20s and 30s, especially those who live in humid climates. They get the results they are looking for without the heaviness. Also, now more than ever before, younger women are looking for skincare with pure and potent natural and organic ingredients. There’s a lot of awareness among consumers about Jurlique’s expertise in natural skincare, but not so much about the advances we have made in results-driven products”. To reinforce Jurlique’s continued progress in scientific innovation within the Herbal Recovery range in the past few years, the company is launching Herbal Recovery Advanced Day Cream in late July, a luxuriously textured moisturiser that targets the first signs of ageing. It contains many of the same plants and pure botanicals of the original formula, but the cornerstone ingredient is Japanese Cedar Bud Extract. “Harvested on the French island of Reunion, the powerful extract reduces the appearance of fine lines and wrinkles and reinforces the skin’s barrier function”, says Williams. “The buds are crucial to the tree’s regeneration and the extract is nothing short of an anti-ageing powerhouse that makes the skin look visibly younger, healthier and more radiant”.

CLINICAL RESULTS ATTRACT NEW CUSTOMERS The key visual of the new launch sends a strong message to younger women. Beauty today is all about diversity, says Williams, and women of all ethnicities can fasttrack results with what we are calling the Herbal RecoveryPower Trio - the new Advanced Day Cream, partnered with Herbal Recovery Advanced Serum and Eye Serum. All three performed amazingly well in clinical trials. Ninety per cent of women reported an increase in radiance around the eye area after regular use of the eye serum. While 87 per cent experienced visibly healthier skin following regular use of the Advanced Day Cream and a noticeable improvement in skin dullness after using the Advanced Serum for only one week”. Founded in 1985 Jurlique enjoys high brand recognition in Australia, but we are attracting many new customers who approach us with an air of curiosity, says Williams. “They’ve heard about us from the media, family and friends. But they want to know more about how our skincare can produce the same superior results as synthetic products. They are sceptical about ingredients they find hard to pronounce and claims that don’t match reality. The Herbal Recover Power Trio, centred on the new Advanced Day Cream, delivers real answers through immediate and longterm results”.

by Elisabeth King

The new fountain of youth inside and out The athleisure boom in fashion isn’t restricted to women wearing leggings, runners and sports tops on trips to shopping malls.Yoga is Australia’s fastest-growing exercise with nearly two million Aussies rolling out the mat on a regular basis, says Roy Morgan Research. Over 20 per cent of Australian women are regular joggers, 22 per cent are committed gym-goers and 16 per cent are cycling enthusiasts.

14|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

The national passion for exercise sees nearly 80 per cent of Australian women opting for walking to keep fit and swimming is right up there with 40 per cent of Aussie females taking to the water. Teens and Millennials aren’t the only keep-moving enthusiasts, today’s more youthful over-50s are embracing physical activity with a vengeance, notably cycling, golf and hiking, reveals Roy Morgan Research. Importantly for the beauty industry, Australian women, like their counterparts in the US, Europe and Asia, want to look good during and after a workout. International market research company Mintel prompted global headlines earlier this year by nominating Active Beauty as one of the key trends set to impact the worldwide cosmetics and personal care market in 2017.

Customised and existing beauty products fuel growth // The trend started to gain real steam early last year. Sweat Cosmetics, fronted by elite US athletes such as Olympian Natasha Hastings, partnered with Sephora to spread the word about beauty products that “bridge the gap between fitness and beauty”. Designed for women who love to break a sweat, the two hero products are a 40-minute sweatresistant universal powder and an 80-minute sweat-resistant foundation, both containing SPF30. Later in the year, Tarte Cosmetics released the Athleisure skincare and makeup line, dubbing it the “yoga pants of skincare”. Taking aim at the estimated 100 million runners around the world, Shiseido launched a jogger/runner-friendly beauty portal. The Japanese giant offers active consumers advice on anti-UV and post-exercise skincare and beauty tips for joggers. But products don’t have to have obvious names to produce booming sales among active women, says the NPD Group. The renewed emphasis on wellness and increased participation in exercise has boosted sales of long-lasting and waterproof products. According to Karen Grant, global industry analyst, the NPD Group – “In today’s image-driven society, the bar has been raised to maintain a perfected ‘natural’ appearance virtually around the clock. With the heightened focus on appearance, the door opens for manufacturers and retailers to fill the need for consumers seeking increased usage of beauty products that can hold up to the rigours of our active lives to look good before, during and after working out”. The athbeauty trend in the US alone, says NPD, is behind much of the increase in prestige and mass beauty sales. In the year to February 2017, sales of eyebrow colour jumped 31 per cent, lip primers by 23 per cent, lip colours by 18 per cent and face primers by 16 per cent. There was a 66 per cent increase in the use of dry shampoos, a 16 per cent sales spike in waterproof mascara and 13 per cent in long-wear foundations.

Millennials and global momentum Millennials worldwide are a major force in the growth of Acrive Beauty, reveals GlobalData. Over a third - 34 per cent - exercise several times a week and 56 per cent believe that beauty and grooming products help them to achieve a natural appearance by accentuating features, not masking them. A huge 89 per cent of this age group also believe that eating healthily is important for wellness. There are localised preferences, though. US women are most vocal about colour cosmetics that go the distance - 39 per cent say they are frustrated by beauty products that don’t last, notes Mintel. In Asia, active beauty has a strong protection bent, especially against pollution and sun damage. South Americans favour products that protect their hair before and after exercise. While over 30 per cent of British gym-goers use the venue’s spa and wellness facilities. The needs of active consumers have crossed over to packaging, leading to an increase in the use of tubes, easy-to-carry sizes and tougher plastic or rubberised containers. Enhanced performance clothing that provides data on skin temperature and hydration levels has also raised expectations about what women want from active beauty products, says Mintel. Over a third of French consumers say they are interested in sportswear that releases fragrance or moisturisers in response to changes in body temperature. Nearly half of sporty German women are interested in bodycare products such as muscle soaks and topical creams formulated to help them recover after exercise. Global attitudes that will prompt innovative brands to create products that cool the skin as it heats up, add a hydrating barrier or other benefits activated by sweat to enhance the exercise experience, says Mintel.

TREND

New twist on beauty from within

Even though expressions like - You are what you eat and garbage in equals garbage out - have been around for decades, today’s wellness revolution has changed lip service to real action. Beauty-from-within products also have a long track record - think Imedeen and Blackmores Nails, Hair & Skin to name two long-popular ingestibles. But sales of nutriceuticals are surging strongly as more consumers become aware of ingesting the right ingredients to improve their skin, hair and energy levels. More than 56 per cent of consumers today are concerned about the impact of diet on their health and appearance, says GlobalData. Functional beverages such as Elle McPherson’s Super Elixir are on a roll, says Mintel. New research reveals 49 per cent of people surveyed are interested in drinks packed with vitamins and minerals that will help them meet the demands of their fast-paced lifestyle. The skin is the body’s largest organ and is the first to reflect bad lifestyle and food choices. Consumers are understandably sceptical about supplements that sound to be too good to be true. But many of the most popular ones have scientific proof and backing. Researchers compiling the National Health and Nutrition survey in the US, for example, tracked 4000 women aged 40 to 74 and discovered that a higher intake of Vitamin C and linoleic acid was linked to less wrinkles and more hydrated skin. Collagen supplements are very popular in Asia and rightly so. In a 2015 study published in the Journal of Cosmetic Dermatology, oral supplements containing collagen peptides were shown to improve skin structure and health by increasing hydration and the formation of natural collagen. Biotin has long been a mainstay of nail supplements. Studies have shown that oral supplements containing the water-soluble vitamin can produce a 25 per cent increase in the thickness of the nail plate.

Power of social media and personal responsibility Social media has been enormously powerful in joining the dots to position well-being and beauty as a total lifestyle commitment from food through exercise, fashion and cosmetic choices. The complete box and dice approach is aimed at improving digestion, detoxification, skin, hair, nails sleep pattern and energy. As more and more people take responsibility for their own health, the global well-being industry is already valued at US$711 billion a year, says Euromonitor International, and will continue to grow as consumers increasingly use more grain-based foods, pills, powders and liquid supplements based on antioxidants, anti-inflammatories and probiotics. More skincare brands such as Kora Organics with Noni Glow Skinfood Dietary Supplement and MitoQ’s Antioxidant Supplement are developing ingestibles that boost the results of their topical products. Gut health has also become crucial to a healthy, glowing appearance. Nearly 50 per cent of Australians complain of some type of digestive problem over a year, says Debbie Dickson, Founder and Formulator of the recently launched Regul8 brand. Six years in development, the three products - Cleanse, Restore and Maintain - are based on Chinese herbs and probiotics and deliver targeted results. Carla Oats of The Beauty Chef has long promoted the benefits of gut health and skin quality. Hero Glow Inner Beauty Powder was upgraded late last year to Glow Advanced, a new and improved bio-fermented superfood beauty blend with more antioxidants, minerals, vitamins and probiotics, designed to improve gut health and enhance the skin from the inside out. According to Parminder Sandhu, supplement expert for Beauty Beneath, a division of Boots UK and sold in Walgreens in the US – “An ageing population, with the desire to live longer and look better, will increasingly rely on the converging category of nutricosmetics, where pills treat problems. Over the next decade, ingestible supplements will be seen as the linchpin of every woman’s beauty regime because they will be capable of driving immediate and dramatic transformations in how they look and feel”. ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |15

DELTA GOODREM’S DEBUT FRAGRANCE BREAKS $1 MILLION IN SALES IN UNDER 8 WEEKS May 2017: Australian icon Delta Goodrem has broken fragrance records since releasing her first fragrance, Delta by Delta Goodrem in conjunction with Bondi Perfume Co in March, 2017. Since launching only eight short weeks ago, Delta by Delta Goodrem, has sold nearly 30,000 bottles nationwide through exclusive retail partner Chemist Warehouse Group. Describing it as ‘a dream come true’ Delta said it’s incredible to be able to empower women with her breakthrough inaugural scent. “Launching my own signature perfume is the realisation of a dream come true. These last few years have been such a creative time for me, personally and professionally and it has given me a sense of empowerment as a woman”, Delta says. Goodrem’s spectacular success is owed in large part to her loyal fan base, whom continue to support her creative vision, and are now supporting her fragrance journey. Scent is such a personal component of any beauty regime and Delta by Delta Goodrem evokes femininity and boho elegance, a perfect reflection of the singing star’s charm and character.

Due to popular demand, Delta’s debut fragrance is now available in 29 countries throughout Europe. Director of Bondi Perfume Co., Matt Verrocchi said the launch in mid-May was the first global fragrance launch for the distributor. “As a fast-paced business we are always learning, and growing – and with the help of our much-loved Australian pop icon we have had the opportunity of branching out of Australia, and offering Delta by Delta Goodrem to every Delta fan throughout Europe,” Mr Verrocchi said. “The demand for Delta Goodrem’s fragrance across Australia and world-wide has been astonishing. We’re fortunate our Australian retail partner Chemist Warehouse continues to provide accessibility of the product to our local market, however we also knew it was important to Delta that we provide a platform for her international fans to share and experience her amazing new scent.” Contact us today, to explore how Bondi Perfume Company can help you. Contact Matt Verrocchi matt.verrocchi@bondiperfume.com.au www.bondiperfume.com.au

THE NEW FRAGRANCE

B Y D E LT A G O O D R E M Delta by Delta Goodrem now available in 29 countries throughout Europe

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T H E N E W E S S E N C E O F L U X U RY F O R M A N

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THE NEW FRAGRANCE BY SARAH JESSICA PARKER

ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |17 Mercedes Benz & Perry Ellis Lightboxes 2016.indd 1

20/07/2016 12:01 pm

CMY

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Napoleon Perdis

MBFWA trends Napoleon Perdis Artistry Squad painted, powdered and perfected behind the scenes as the Official Makeup Partner of Mercedes Benz Fashion Week Australia. The brand’s makeup artists took their skills backstage and delivered the looks for the catwalk shows for key Australian designers. NEXT GEN

STANDOUT SKIN

Fresh, luminous skin was a major trend this year. The key to nailing the look? It’s all about hydration infusion! The hydrating and revitalising Anti-Pollution Refining Skin-Fusion Milk Toning Essence was used both under and over makeup for an effortless, dewy and radiant finish.

Christopher Esber CHRISTOPHER ESBER

ALICE MCCALL

Inspo: The makeup to complement Christopher Esber’s design is fresh, artistic and textural. And what do we mean by texture? We mean that it’s layered colour, layered skin, layered diversity, layered across the board as we really celebrate that as a brand. The makeup is 80s retro inspired with a modern, dynamic twist.

Next Gen

Inspo: Radiant, bronzed, warm and wearable. A look that is totally achievable for the makeup savvy or those just dabbling.

Active Collective

Inspo: Sun-kissed, sculpted, hyper-real perfection with luminous accents. This look was more bronzed and dewy, with models being spritzed with Auto Pilot Moisture Mist right before going on stage for a chic “just worked out” look. ACTIVE COLLECTIVE

Swim

Inspo: Healthy, dreamy and dewy with creamy accents: a soft, smokey look accentuated with a pop of shimmer in the inner corners of the eyes. Cheeks were flushed and lips glossy for a natural glow.

Alice McCall – Weekend Edition

SWIM

Inspo: Soft, glowing and whimsical, this romantic makeup look is inspired by fantasy and femininity with a hint of 60s flair. V MAJOR

V Major

Inspo: The makeup here is all about complementing the boho, sporty-glam collection. Minimal, fresh skins with a glossy highlight on cheek bones, a touch of white sparkle on the inner corners of eyes and hydrated lips. 22|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

LIANNA PERDIS

MAKEUPYOURCAREER 1300 MAKEUP

PROUDLY AUSTRALIAN MADE AND OWNED FAMILY BUSINESS. DESIGNED FOR AUSTRALIA.

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INDUSTRY NEWS

Doing things differently The Abnormal Beauty Company is the descriptor preceding the company name Deciem. And that sets the scene for this beauty company, which does things differently. Founded in 2013, the Torontoheadquartered, Canadian company develops brands with a true function and design ethic, driven by the values of the founder, Brandon Truaxe. Retail partners in Australia are Priceline and TVSN and now rolling out to 29 Myer stores. Concept stores have opened in South Yarra, Melbourne and The Rocks, Sydney. These stores provide total immersion and education in the world of the company and its brands. Here, Nicola Kilner – CEO tells esprit the whys and wherefores of the concept stores. Tell us about the staff who work there - what is their role? Our team are exceptionally passionate about everything we do, and are there to educate and serve to the level our customers wish. If they come in knowing what they want and just want a quick check out — we are there for them. If they know very little about skincare and want a full consultation and recommendations— we are there for them. Some of our customers are in and out within a few minutes, others can spend a full hour learning about the company and everything we have to offer. We love all of our customers equally. How are you working with the community in the store’s neighbourhoods? We offer an ongoing discount to all our local customers who work and/ or live in the area around our stores. It’s about building a sense of community and spreading news of the stores and our products via word of mouth. Once people have an incredible experience at a local store or cafe, it’s only a matter of time until they tell their friends, family and work colleagues who will want to share that same experience.

Bad skin day?

Génifique has a cure A true innovation in skincare, that’s how Lucy Bradshaw – Marketing Manager, Lancôme describes the next chapter in Advanced Génifique’s saga, with the introduction of Sensitive. The new ‘cure’ product is a 30-day treatment for bad skin days, a circumstance that speaks to every age. Whether we know what’s triggered the breakout, the dryness, burning/red patches, the itchiness, or not, with appearancerelated challenges it’s tough getting through the days without having a helper on hand. In keeping with the brand’s Love Your Age message, Advanced Génifique Sensitive takes care of ageing by strengthening and soothing distressed skin. Bad skin days come and go and when they do pop up they cause weakening, oxidation and inflammation which can lead to skin ageing. Lancôme calls this ‘chrono-sensitivity’ – temporary outbreaks that affect many women. The new serum includes antioxidant active ingredients that treat both chronosensitivity and ageing. Key to the treatment is the anti-oxidant complex consisting of ferulic acid and vitamin E. They can target a wide range of oxidative stress. However, ferulic acid is extremely unstable and thus very difficult to incorporate into a formula. Lancôme has developed packaging to allow the delivery of freshly activated ferulic acid. The product comes in a box that houses the bottle, topped with an ampoule that needs a twisting action to release the ‘super power’ into the Advanced Génifique Youth Activator base enriched with lactobacillus. The bottle is then topped with a fresh pipette with measured dose mechanism. So the customer activates her skincare whenever she has the first signs of a bad skin day and uses the 30-day course to arrest the challenge and return her to her regular state and usual skincare. Taylor Hill has been signed as the face of Advanced Génifique Sensitive. On counter August 6th 2017, RRP $109.00, 20ml.

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Which city next for 3rd Australian store? As a young business we are still very entrepreneurial and opportunistic by nature. We haven’t planned where our 3rd Australian store will be, and it will most likely be chosen as and when the perfect opportunity is presented - it could be the cutest store in a hip street we just couldn’t turn down - whichever city that may be!

Bow to the Brow “Since the launch of the Benefit Brow Collection in July 2016, with the inclusion of services, brows have consistently made up over half of Benefit Australia’s Share Of Business in Myer stores,” Beth Glancy, GM Benefit Cosmetics, tells esprit. “In 2017 brow services have averaged approximately one third SOB. Since launching the new styling offering - the natural brow style has been the standout choice for Aussie women. See below % of choice from 5 weeks since launch.” Style

Week 9

Week 10

Week 11

Week 12

Week 13

Bold & Angular

16%

17%

18%

Feathered

Natural

70%

66%

65%

Straight

*Based on estimated total global prestige brow product retail sales from July to December 2016

Natural Brows - The natural style flatters everybody, everybrow. The Benefit BrowBar Expert creates a soft, subtle shaping that the customer can maintain at home with Goof Proof Brow Pencil. Bold & Angular Brows - Boldly arched brows add instant drama and sophistication. Get the look at Benefit BrowBar then reproduce it at home with Brow Zings taming & shaping kit. Feathered Brows - Feathery, brushed-up brows are in. Recreate the style at home with Precisely, My Brow Pencil’s ultra-fine tip. Straight Brows - Soft, straight-across brows create a youthful look. Get an expert shape & style at Benefit BrowBar then recreate “the straight” at home with Ka-Brow! cream-gel colour.

Carla Oates wins beauty award The Beauty Chef CEO and founder, Carla Oates, received top honours in the Beauty category at Australia’s InStyle & Audi Women of Style Awards in Sydney. InStyle Editor, Emily Taylor says of Carla’s award: “Shifting the paradigm of the beauty industry is no small feat, yet it is exactly what Carla Oates set out to do – offering a holistic alternative to the beauty industry standard. She is a force to be reckoned with and she is incredibly deserving of this InStyle & Audi Women of Style award win.” When Carla started The Beauty Chef in 2012, there was still little understanding around healing the skin from within, especially with lactofermented, probiotic foods via the digestive system, so she focused on offering a holistic alternative to the beauty industry standard.

INDUSTRY NEWS

Women winning beauty awards

Pat McGrath Pat McGrath MBE, the fashion industry legend received the coveted Founder’s Award at the Council of Fashion Designers of America (CFDA) gala in New York earlier in June. “With an Instagram following of over 1.3M, Pat McGrath is one of the world’s most influential and in-demand makeup artist”.

Chanel boutique in WA Chanel continues the national expansion of its beauty boutique network, unveiling the first stand-alone footprint in Western Australia. The 89 square meter boutique, located in the newly renovated Claremont Quarter is the fourteenth beauty boutique to open its doors in Australia and New Zealand collectively. The boutique’s façade plays with texture, rhythm and colour to deliver a completely renovated interior concept for Chanel, used to enhance the client experience by inviting them to discover a new, sleek and inspiring Chanel beauty space. The environment sets the tone for storytelling and encourages interaction and freedom of discovery. Customers are invited to discover the latest Chanel makeup creations as well as a skincare bar which showcases tailored offerings for every complexion. The fragrances area stocks all of Chanel’s olfactory creations, including the reimagined, modern interpretation of the iconic Chanel scent, N°5 L’EAU. This is also the second beauty boutique in Australia to feature a dedicated Eyewear salon.

Microbiome skincare One way multinationals are managing their ability to move with the times is to set up a division within their company that supports and funds start-ups to develop. As reported in the April issue of esprit, the big boys are helping the little boys and there’s something in it for both sides of course. The big boys - Rich Daddy - get to see the newest developments as they evolve - thanks to the new kids - Mad Scientist - on the block. It’s a win win. In this case Johnson & Johnson’s JLINX programme has partnered with four companies currently and one is S-Biomedic, a company that excited J&J enough to also bring in additional funding and support from Johnson & Johnson Innovation. The excitement is all about working together on one of the newest hot topics in skincare: microbiomebased solutions for skincare. S-Biomedic has developed a method to directly modulate the skin microbiome with applications in dermatology and the cosmetic industry which is in line with R&D being conducted by J&J. The end products will be able to offer customers products that treat an array of skin issues, says the company. Specifically the research aims to develop products that treat inflammation and help the conditions of acne, psoriasis, dermatitis and eczema. We need to get our heads around probiotics in skincare as all indications are that this is a significant discovery that will advance the powers of skincare with important results. Hop on to the S-Biomedic website – it explains it well – www.sbiomedic.com: “We design our products using the latest advances in microbiology and dermatology. Using our technology, beneficial bacteria are selected and combined to generate products that accelerate the rebalancing of a disease microbiome. In this way, we are able to restore a healthy state back to your skin.” Mintel reports of South Korea No surprise but just sayin’: Mintel research reveals that South Korea is among the top 10 global beauty markets, estimated at just over US$13 billion in 2017. Facial skincare accounts for more than half (51%) of the total market share with US$6.5 billion in retail sales and a projected 5.8% CAGR over the next five years to reach US$7.2 billion by 2020. The success of the facial skincare category is in part due to the abundance of new product development and the fact that more than two thirds (68%) of total skincare product launches in South Korea 2015-2016 were facial skincare products, according to Mintel Global New Products Database (GNPD). Colour cosmetics makes up the second largest beauty category in the South Korean market, valued at $2.3 billion in 2017. Mintel research indicates that the market is supported by an active and engaged consumer base with per capita spend on colour cosmetics in South Korea at US$45 in 2017, compared to US$43 in the UK and US$37 in the US, and more than double the global average per capita spend of US$21. With a projected CAGR of 8.1% over the next five years, the market is estimated to reach US$2.8 billion by 2020.

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INDUSTRY NEWS

Daisy’s Decade! Daisy Marc Jacobs is a fragrance phenomenon, celebrating 10 years in 2017. The Perfume society (www.perfumesociety.org) describes Marc Jacobs’ contribution to the fragrance industry as “inspired”, starting out with a signature fragrance that became an instant classic and now encompasses an exciting collection of scents filled with sophistication, charm, and personality. “Marc’s playful yet sophisticated attitude is reflected in his love of fragrance and the wildly successful Daisy Marc Jacobs. Daisy is the absolute essence of a youthful spirit. Sunny. Happy. Free. The classic bottle topped with an oversized daisy cap has become iconic, echoing the spirit of the scent inside: positively fresh and charmingly simple. Daisy Marc Jacobs has won numerous international awards including a FiFi in the US, UK, and Italy. Each new ‘spin’ on Daisy delights us, all over again – most recently, Daisy Kiss Marc Jacobs, with surely some of the prettiest bottles and uplifting ads.” – The Perfume Society. Marking the 10-year milestone, Daisy Marc Jacobs EdT limited edition recaptures the purity of the beginning with a new global advertising campaign featuring Kaia Gerber (daughter of supermodel Cindy Crawford) seen, centre.

Masterclass on sustainability – NY Don’t twiddle your thumbs in New York (…as if ?!) if you’re there in September, take a day out to do the one-day Masterclass on “The Science and Sustainability of Beauty” hosted by the National Beauty Science Institute. It will be held at the New York Academy of Medicine on September 13, 2017 from 9am-5pm with complimentary lunch. The companies contributing are Johnson & Johnson, Estée Lauder, L’Oréal, Coty, Symrise and LVMH. For more information contact: Meri Horn mhorn@nationalbeautyscienceinstitute.org. 26|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

Hutwoods Hutwoods has launched a contemporary collection of wood wick soy candles. Established in Sydney, Australia in 2013 by husband and wife team Becky and Tom Hutley, Hutwoods evoke the senses of sight, smell and sound. “Wood wicks provide a gentle crackling sound when they burn, reminiscent of a log fire, as well as offering a longer and cleaner burn,” explains Becky Hutley. “This is something we’re now renowned for and will always shine brightly through our name. We love that in addition to sight and smell, our candles provide an added sensory experience of sound and make any environment feel cosy and relaxed.” The Hutwoods fragrance and homewares collection is available in a choice of stunning ivory glass tumblers with solid wood lids, lightweight travel tins, reed diffusers, wooden candleholders and luxury copper and stainless steel vessels. Their flagship store: Hutwoods is at Shop 3/156 The Boulevarde, Caringbah NSW 2229.

Pokémon in the eye Love it or hate it, Pokémon has a ginormous following. Now it’s the inspiration behind a cosmetics line. Featuring the iconic character, Pikachu, the range is made by Japanese fashion and lifestyle brand, Its’Demon. Products include face makeup, nail varnish and skincare as well as mirror compacts. Premium beauty drives growth in global beauty industry At a joint press briefing at in-cosmetics Global, Euromonitor International revealed the latest insights in the beauty industry. According to Euromonitor’s data, premium beauty will generate an additional US$20bn of revenue by 2021, as it continues to be the driving force behind the global beauty industry. Driven by the US and Chinese markets, which are expected to account for 54% of the market by 2021, growth in premium products in the main segments exceeded that of mass-produced products last year. In colour cosmetics, premium products achieved a CAGR of 8.6%, while mass products reached 6.5%. Premium skincare and hair products also performed well with CAGR of 5.2% and 5.3% respectively, ahead of mass market competitors on 4.6% and 3.5%. The global market intelligence company also unveiled the fastest-growing beauty brands globally, with Smashbox (19.9%), Bulldog (19.2%) and KanS (18.3%) topping the charts from 2016. Euromonitor also highlighted the growing consumer trend for ‘less is more’, stressing that beauty is being reinvented, with healthy living, premiumisation, experience, green living and connectivity at its heart. Euromonitor’s latest beauty trends also showed a slowing down in the use of cosmetics for aesthetic reasons, with lifestyle now a key purchasing factor. New York pro makeup show The recent Makeup Show NYC attracted 7,000 professional makeup artists gathering together to share innovations and trends and all things artistic in the cosmetics world. A clear trend is liquid lipstick. Additionally: mixing products which can be added to foundation to bring light, radiance and blurring veils to the finish on the face.

esprit Magazine promotion

Natio’s home happiness

100% Pure, Natural Essential Oils All Natural Aromas When it comes to health and wellness, essential oils provide many benefits. Using only the finest quality flower and plant extracts, Natio’s Home Happiness collection harnesses the life force and healing power of nature to help rebalance the mind, body and soul. Featuring Essential Oils, Essential Oil Blends, Carrier Oils, Massage Oils and Home Scent Spray Mists, the extensive range captures the purity of nature - offering the most exquisite, complex and authentic aromas that synthetic fragrance cannot capture. There is an offering of crisp evergreen aromas, fragrant blossoming blends or the refreshing scent of Australia’s beautiful hinterland...ahhh…

Home & Beauty Applications Ideal for blending in all natural beauty treatments or easing away tension with massage, essential oils transmit the true beauty of the botanical world to help restore wellbeing in our busy, modern lives. With affordable, high quality Ultrasonic Essential Oil Diffusers and Ceramic Essential Oil Burners, essential oils can also be diffused in the air to uplift the atmosphere of any room, inviting serenity into the home.

New Range Additions Complementing the existing range, Natio is now introducing five new Home Happiness additions. Experience 100% pure and natural Eucalyptus or Geranium single origin oils, carefully curated Australia or Harmony blends, and the antioxidant rich, cold pressed Sesame Carrier Oil. One of the most favoured oils in Ayurveda, the silky elixir glides on effortlessly to deeply nourish skin without a sticky after-feel.

Instore experience Customers can explore the entire Home Happiness range using the ‘try me’ free testers in-store. New Home Happiness stockists also receive a bonus Ultrasonic Essential Oil Diffuser with their opening order to captivate customers as the beautiful, natural aromas drift through their store.

Essential Oils made easier for the Pharmacy Presented on a space efficient floor-stand or elegant shelf unit, Natio Essential Oils are available in generous sizes at price points everyone can enjoy. Designed for beauty and home applications, the products are not TGA registered and do not require expiry dates. The Home Happiness range is supported by Natio’s comprehensive marketing, including gift giving campaigns.

An Ideal Gift Discover blissful aromatherapy and the calming practice of meditation with Natio’s comprehensive new Gift & Starter Sets. Containing an ambient burner or diffuser, a quality essential oil blend, and the soothing soundtrack of the Australian rainforest, the Ceramic Essential Oil Burner and Ultrasonic Essential Oil Diffuser Gift & Starter Sets make a serene gift for someone special or a one-step kit to get started at home. With something to suit every mood, space and occasion, this luxurious collection will ground customers in nature’s beauty, offering a peaceful escape. New additions on counter now.

Ultrasonic Essential Oil Diffuser Gift Set

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Organic beauty matters

L’Artisan Parfumeur News With the inspirational force of nature in mind, original niche fragrance house L’Artisan Parfumeur has begun a new olfactory chapter with the Natura Fabularis collection. To create the collection, renowned perfumer Daphné Bugey was offered the opportunity to free her imagination to ‘explore the vast idyllic garden that is nature’. Unlike fragrances that emulate the scents of plants as they appear in nature, the Natura Fabularis collection deliberately invents a fantasy, immersing each scent into a world of whimsy, with leaves becoming blurred in shape and flowers imaginatively recoloured. The collection showcases six olfactory dreams. Like the intrepid gardener who orchestrates flowers with wild herbs, Bugey plays alchemist bringing the unexpected to the heart of each formula, finding the unusual alongside the familiar. Christened with Latin botanical names, each fragrance has a name followed by a digit. Each digit corresponds to the number of trials that were required before settling on the final fragrance. A departure from the distinctive heptagonal bottles of L’Artisan Parfumeur, the Natura Fabularis collection debuts a new aesthetic. Bringing to mind the allure of an apothecary den, the new flacon is in dark, smoky glass. Each bottle carries the brand’s stamped emblem, a silent insignia of the brand’s dedicated craftsmanship and genuine authenticity. At the neck of the bottle, a bee in gold metal seems ready to take flight, not only adding a finishing touch but also symbolic of the abundance of nature found in each bottle. Each is 75ml, RRP $299.00. Available at Libertine Parfumerie, Myer’s Galerie de Parfum and select niche perfumeries in Australia and New Zealand.

SEPHORA Macarthur Square store opening SEPHORA Australia opened at Macarthur Square in June. Libby Amelia, Country Manager of SEPHORA Australia, says SEPHORA is thrilled to be a part of Macarthur Square’s redevelopment plans. “Launching our fifth store in NSW is such an exciting venture for SEPHORA Australia. After such a great reception for our four Sydney stores (Pitt St, Broadway, Macquarie and Warringah), it is clear that there is huge demand for SEPHORA’s exclusive brand offering in NSW”. Following its recent $240 million redevelopment, Macarthur Square is the largest shopping destination in south west Sydney. Puig partners Clarins Puig is strengthening the distribution of its Premium and Prestige brands in Australia and New Zealand under Trimex, Pty Ltd, a Groupe Clarins company, through a partnership agreement. As of April 2017, Trimex Pty Ltd is providing back office, logistics and commercial services to Puig in Australia and will distribute the company’s products in New Zealand, while Puig will manage all brand marketing-related activities and supervise the management of key accounts. Puig success stories include owned brands such as Carolina Herrera, Nina Ricci, Paco Rabanne, Jean Paul Gaultier, Penhaligon’s and L’Artisan Parfumeur; licenses such as Prada, Valentino and Comme des Garçons; and celebrity fragrances. Puig products are sold in more than 150 countries.

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Cosmetic Executive Women UK and The Soil Association recently joined forces to discuss the importance of organic beauty with CEW members. The Soil Association is the UK’s leading certifier of organic food, farming, beauty and wellbeing products as well as fashion and textiles. The recent rise in demand for certification across beauty products has been incredible, with certified health and beauty currently experiencing its fifth year of growth. The Soil Association revealed that £62.2 million was spent on certified organic and natural beauty in the UK in 2016 and it has experienced 34.6% growth in the past two years. There is currently no legal standard in place for organic cosmetics. This means that some products on the market can contain little to no organic ingredients and yet are falsely labelled and sold as being ‘organic’. To help rectify this, the Soil Association launched the #comecleanaboutbeauty campaign in April 2017. The campaign produced a league table of products which are not certified as organic but yet are using this term on their labels. It is to encourage consumers to ‘look for the logo’ when shopping for organic beauty and wellbeing products to ensure that they can trust the quality and integrity of all purchases.

NATRUE celebrates further milestone during it’s 10th anniversary year 2017 is a significant moment for the international non-profit association NATRUE, as it celebrates its 10th anniversary. Celebrating its birthday comes the news that the international NATRUE Standard has reached over 5,000 products worldwide now bearing the NATRUE seal! The NATRUE label is global – around the world recognised as the mark of true quality and authenticity. Consumers can see at a glance whether a product is truly natural, and know that the product will be top quality and free from mineral oils, silicones, GMO ingredients and artificial colours, fragrances or preservatives such as parabens. See: www.natrue.org for more information.

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INDUSTRY NEWS

Klorane sizes up the market We all love a kitten or a puppy. Size does matter here. Cute comes in small packages. And that’s true in beauty too as has been seen over the years with cyclical interest in sample sizes. Today’s passion for petite puts the focus on Travel Sizes – we are so much more mobile today than ever before with sleepovers and vacays, that demisizes simply make sense. Travel Sizes are the umbrella term for a taster, buying into a new brand and trying it out, having a bit of a fancy brand in your handbag while the big basic brand sits comfortably on the shelf back home in the bathroom. For Travel Sizes read – a myriad of terms that cover convenience, sampling, mobility, gifting (three cuties look more of a gift than one big one). Here’s a classic example. It’s common practice to change your haircare range because your hair ‘gets used to’ a set routine. Whether that’s true or not, consumers believe their hair benefits from moving around haircare routines. Tapping in to the ‘taster’ mindset, here’s Klorane’s new travel size shampoo and conditioner range. It’s billed as a travel essential range and features Klorane’s most popular shampoos and conditioners – Pomegranate, Mango Butter, Flax Fiber and Quinine and B Vitamins.The on-the-go sizes are: 100ml shampoo, $7.95 and 50ml conditioner, $7.95. On counter now.

When the Boffs get sharing Look deeper to where beauty innovations come from and believe anything is possible. That’s the spirit! Increasingly R&D is spanning way beyond beauty across other industries. The scientists and thought leaders are happily getting stuck in to sharing results. With the innovator’s mind, something from the car industry or a by-product of the food industry can make its way into the cosmetics industry. Just look at nail varnish finishes – they’ve taken formulation inspiration from the car paint industry. Likewise the popular coffee scrubs that are flooding the market are made from coffee grounds that were previously dumped in the bin, at best used on the garden as a plant food. Now The Almond Board of California is in R&D to find new uses for by products from almond processing and the first industry they’re targeting is cosmetics and personal care industries. Specifically they are looking into using hulls, making a fibrous material that can be added to skincare. Cannabis (medical grade) is also making its way into skincare for its anti-ageing benefits. Coty lands Burberry as it exits Shiseido Shiseido and Burberry are no longer under the same roof they shared for 18 months. Coty lands the Burberry brand as Shiseido drives towards it Vision 2020 management strategy. Shiseido states that the focus is on “the selection and concentration of its business operations” where it will “place emphasis on nurturing the existing fragrance brands including Dolce & Gabbana and Narciso Rodriguez”. That’s not to say there will be no more new brands in the stable; as the statement goes on to say that Shiseido intends to further expand its fragrance business through focusing on longterm licensing or brand acquisition.

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The Body Shop’s new parent The Body Shop will have a new home with Brazil’s No. Cosmetics manufacturer, Natura Cosmeticos, if the current deal on the table goes through. It’s a happy marriage since Natura was founded in 1969 on similar ethical principles as The Body Shop. Natura is thoroughly environmentally and socially conscious while Body Shop founder Anita Roddick’s original drive was activism for fair trade and animal rights. The proposed 1 billion euros ($1.1 billion) deal would bring The Body Shop into a fold that will support and build the business for a modernday Body-Shopper. And it’s stable mate is renowned in the ethical beauty category – Natura owns our home-grown, Australian Aesop brand.

MURAD – THE CLINICAL CHOICE Eponymous clinical skincare brand Murad, founded by dermatologist, Doctor Howard Murad, has launched with an edited range for the Australian consumer. An exclusive retail partnership with Sephora means the brand is ranged in the environment of discovery beauty brands, an area the retailer excels in. The team responsible for debuting Unilever-owned Murad in Australia is headed by two seasoned industry professionals, who over the past 14 years have both worked for the leading names in retail beauty. Emma Hindmarsh – Marketing Manager and David Whyte – AsiaPac Global Educator, know retail and skincare inside out. In line with today’s conscious consumer’s thinking, Dr Murad’s founding principle in 1989 was the philosophy that everything is connected. What he refers to as Connected Beauty: the whole-person approach to beauty that inspires them to nourish their skin with efficacious products, eat their water by consuming water-rich fruits and vegetables, awaken their body through physical activity and be kind to their mind by taking time out from devices, social media and ‘cultural stress’. “I believe there is a powerful – but often overlooked – connection between mind, body and health,” says Dr Murad. The ranges cover off a wide spectrum of well-known skincare concerns with colour-coded collections to ease customer navigation. “Murad is a true clinical brand that gives clinical results. There are seven collections – customers can mix and match based on what their needs are,” David tells esprit Magazine.

SKIN FACTORS INTRODUCE TWO NEW RANGES TO THE BEAUTY RETAIL CHANNEL Progressive Solutions. Better Skin. Better Business.

A H AVA Elemental Beauty from the Dead Sea Science and nature should work in balance. Through decades of research in our laboratories on the Dead Sea shores, our scientists have harnessed the life-giving properties of Dead Sea minerals – the highest concentration of minerals in the world - to create The OsmoterTM, our patented complex found in every AHAVA product. Mineral experts and skin specialists, AHAVA is now the world’s definitive brand, with one AHAVA product sold every five seconds across the globe. CRUELTY–FREE • VEGAN • ENVIRONMENTALLY CONSCIOUS • ECOCERTIFIED ALLERGY TESTED • CLINICALLY VALIDATED

C L IN E RAL Clinical + Minerals = Clineral For troubled skin Introducing a new approach to relieving the symptoms of skin disorders: Clineral by AHAVA. Developed with dermatologists and pharmacologists, Clineral offers a steroid-free solution by harnessing the natural remedial properties of Dead Sea minerals and soothing plant extracts, to effectively alleviate the irritation and discomfort caused by a wide variety of common acute and chronic skin disorders: Psoriasis, Atopic Dermatitis, Eczema, Seborrhea, Diabetic Foot, and Intolerant & Sensitive Skin. Clineral embodies the essence of Dermo-Cosmetic products, clinically tested on patients with a variety of skin conditions, but developed with a cosmetic elegance. STEROID-FREE • CRUELTY–FREE • VEGAN • ENVIRONMENTALLY CONSCIOUS ALLERGY TESTED • CLINICALLY VALIDATED

S K I N FACTO R S ’ M IS S IO N With more than 20 years of experience in the beauty industry, SKIN FACTORS has the knowledge, the brands and the progressive solutions to help grow your business. We are dedicated to providing quality products and services to skin clinics, spas, pharmacies, retailers and dermatologists across Australia. Our expertise and exclusive product ranges cater for all your clients’ skin, body, spa and dermocosmetic care needs. We work with industry professionals to stay at the leading edge of aesthetics – and our brands are so good, they sell themselves.

CO N TACT US Find out how SKIN FACTORS can support you to gain valuable new customers, increase sales easily and generate better profits. Join our vision, Call us on 1800 824 282 or email info@skinfactors.com.au today.

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ROR

Return On Relationships - Fuels Priceline Pharmacy’s Success

by Elisabeth King

In beauty care and cosmetics, the customer experience is crucial, where brands come to life and where the seeds of loyalty are nurtured. Priceline Pharmacy, Australia’s leading health and beauty retailer, has led the way in enhancing beauty shopping in pharmacies. Over the past 10 years, reports Roy Morgan Research, pharmacies have become the number one power player in Australian beauty retailing, increasing market share from 15.1 per cent to 19.1 per cent. Priceline Pharmacy’s strategy of ‘going big’ in beauty through free personalised consultations with resident beauty advisors, a beauty-focused Instagram feed and the Beauty School section on its website has yielded impressive results. According to Roy Morgan, over 840,000 women make a beauty purchase in a Priceline or Priceline Pharmacy store somewhere in Australia in an average six month period. Every beauty retailer is chasing Millennials, who have a disproportionately high level of purchasing in the makeup category. Young women in the cashed-up, socially active Metrotech community are more likely to buy cosmetics from Priceline Pharmacy than any other demographic, reveals Roy Morgan, because of its fun-filled beauty experience and personalisation in an open-sell environment.

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Beauty Advisors Among Greatest Assets Priceline Pharmacy is unique, says Liz Webster, General Manager - Merchandise for Priceline. Formerly Group General Manager, Cosmetics, Concessions, Footwear and Accessories for Myer, few executives know better that the dynamics of the beauty marketplace have changed dramatically in recent years, with the steady erosion of hard-and-fast distinctions between class and mass from product formulas to retail merchandising. Our 600 BAs are among our greatest assets, says Webster. “They are brand neutral and have a real commitment to service. They have a high level of engagement with our customers because they are all fully trained and use their skills to connect, understand and assist with all customers. We continuously give them the education, training and the resources they need to give meaningful advice and make authentic recommendations”. Newness drives everything in the beauty category, says Webster. “But our BAs have the equity of pharmacy behind them as trusted advisors and education specialists. Especially for younger customers, pharmacies incorporate an on-trend attitude in an accessible environment with an emphasis on wellness. Younger customers are very educated and they are looking for holistic beauty solutions across the board from their skin to their hair and nails. They are ‘research before you buy’ shoppers, often using their smartphones in-store”.

Loyalty is Paramount Australians love loyalty programs and 71 per cent of the population are members of at least one loyalty program, says Roy Morgan Research. Priceline Pharmacy’s Sister Club is one of the most successful loyalty programs in the country – and the biggest health and beauty loyalty program. Nearly one in four Australians

- 18 per cent - belong to the Priceline Sister Club and 55.9 per cent of Priceline customers are members, reveals the researcher. We have 6.7 million members, says Webster. “Earlier this year, we introduced greater benefits, savings and rewards. There are now three levels of membership - Sister, Diamond Member and Pink Diamond Member. There are Secret Sister sales, birthday rewards and members can earn points in-store or online. Success with loyalty programs like the Sister Club encourage return visits and nurture a long term relationship with customers”.

Delivering A Better Beauty Experience I have a passion for beauty, says Maria Bravo, a Beauty Advisor who works at the Priceline Pharmacy store in Wetherill Park in Sydney. She has played a key role in helping customers to really improve their look and was one of only 25 Priceline BAs from around the country chosen to work at this year’s Virgin Australia Melbourne Fashion Festival (VAMFF) in March. She reveals how her role is inextricably linked to the wider team: “People open up to pharmacists about the effects of chemotherapy or medications on their skin”, says Bravo. “They are then introduced to a relevant beauty advisor. We are trained to use a proper line of questioning. We ask about symptoms, what products the customer is currently using and guide them towards effective solutions. If someone asks for a nail hardener, for example, we don’t just reach for a product. We take the time to discover whether the condition of their nails is caused by a health or diet issue”.

01 Bravo has a strong connection with customers. “The beauty and healthcare market is constantly changing, so we have some sort of training session every second week. But I do a lot of research myself, checking out the latest products and medical advances. Priceline Pharmacy really encourages you to expand your parameters”. Pharmacies have always been a go-to for skincare solutions to treat conditions such as eczema and acne, but people also come to Priceline for effective anti-ageing and radiance/brightening products, says Bravo. “For example, I recently helped a customer in her 50s. She had been using a Vitamin C-based product and a chemical exfoliant, but wanted to know if she should be trying something else. I told her about the anti-ageing and firming actions of retinol and peptides and their benefits on the skin. Helping customers to navigate a wide range of health, wellness and skincare products to meet their needs is one of the most important aspects of my job”. Priceline Pharmacy has also built up a formidable track record in offering the latest beauty trends and products, making sure that beauty sections really pop for customers when they walk in. Trend-savvy customers really love the fact that Priceline Pharmacy was the official hair and beauty partner for the 2017 VAMFF fashion festival, says Bravo.

02 “It’s a great event for spreading the word that Priceline Pharmacy is a major beauty destination for everything fresh and exciting. There were VIP tickets for Priceline Pharmacy customers, makeovers and they could meet Rae Morris, Priceline’s Makeup Director, who is widely thought of as the most influential makeup artist in Australia.” The last word goes to Liz Webster. “Success for me means that when a customer thinks of beauty, her first thought is Priceline Pharmacy”.

01 BEAUTY ADVISORS KELLIE TEIS & SHUANA FAYAZ GIVE YOUTUBE SENSATION CHLOE MORELLO A HAIR AND MAKEUP TOUCH UP AT VAMFF

02 BEAUTY ADVISORS AT 2017 VAMFF 03 BEAUTY ADVISOR ELISE VINCENT GIVES PRICELINE PHARMACY SISTER SAMANTHA HARRIS A MAKEUP TOUCH UP AT VAMFF

04 MARIA BRAVO – BEAUTY EXPERT ADVISOR, PRICELINE, WETHERILL PARK, SHARES SHOPFLOOR EXPERIENCES WITH LIZ WEBSTER, GM MERCHANDISE PRICELINE AND ELISABETH KING, FOR THIS INTERVIEW

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A I N S L I E WA L K E R TA L K S

NICHE FRAGRANCE NEWS Perfume Making and Olfactory Training Workshops

discontinued fragrances will now only be available exclusively in bell jars from the Paris boutique. Two fragrances from the bell jar collection join the core range, La Vierge de Fer and Vetiver Oriental, both worth a sniff as have previously not been available in Australia.

Mecca Cosmetica

Fragrance is not the easiest subject to get one’s head around. Whether you’re selling perfumes, writing about them or just enjoy wearing fragrances, experience of and exposure to raw materials is fundamental to your success. Scentsmith now provides bespoke olfactive training sessions to expand your olfactory palette and memory and help you to evaluate and understand fragrances more confidently. Perfume making workshops are held regularly in The Strand Arcade in Sydney, The Cornerstore Gallery in Orange NSW and additional locations Australia-wide. Each session introduces you and your nose to more than 40 individual raw materials as you create your own perfumers’ organ. Following this you design and create your very own perfume from up to 100 raw materials which you can take home to enjoy. Both workshops are available to individuals, companies and groups. Please email for further information. ainslie@scentsmith.com.

Serge Lutens In June Serge Lutens unveiled its new-look packaging and a cull of core offerings down to a range of 17 from 25. In addition 100ml sizes were added to this core collection. The 36|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

Movers and shakers in niche perfumery, Mecca Cosmetica celebrated niche fragrance in May with customers receiving branded porcelain discs to sample fragrances instore. The discs hold fragrance for at least two weeks and also make a lovely keepsake. As part of the celebrations a press launch overlooking Coogee Beach in Sydney showcased new releases with representitives from brands; Serge Lutens, Frederic Malle, Comme Des Garcons, Fornasetti and IIUVO. More than seven new niche fragrances were released by existing brands in May, with many more to follow later in the year including the launch of a new brand for Mecca: beautifully packaged Diana Vreeland. New releases included Comme des Garcons’ urban concept fragrance, Gosha, depicting urban youth on a hot day – skateboard wheels burning on a hot bitumen sidewalk. A collaboration with of-the-moment Russian fashion designer, Gosha Rubchinskiy, the fragrance is fresh and unisex, featuring notes of angelica root, buchu, mandarin seed, blue chamomile, vetiver, syrax and patchouli. May also saw the exclusive launch of Frederic

Malle‘s Superstitious, a collaboration with famous Lanvin designer Alber Elbaz. The fragrance contains classic floral and aldehydic notes constructed in part like one of his couture dresses, timeless and modern. Individual notes are difficult to pinpoint as the floral aldehyde composition is so well structured by master perfumer Dominique Ropion. Complex and deeply seductive. The trend within niche fragrance for expansion into body products and innovative methods for application of scent continues. Frederic Malle released best-selling fragrances, Portrait of a Lady and Musc Ravageur, into luxurious body products. Byredo launched three Kabuki Perfumes, Blanche, Bal d’Afrique and Gypsy Water. Designer Ben Gorham designed the fine powders to diffuse the fragrances from retractable brushes akin to traditional brushes utilised by Japanese actors to apply their makeup.

ELD’O

Big for niche at the moment are collaborations. Etat Libre d’Orange is one of the first brands to do this with Tilda Swinton and Tom of Finland. You or Someone Like You is a collaboration with New York Times scent critic Chandler Burr and named after his book of the same title. Available in June in Australia the fragrance is fresh, aquatic, cool and effervescent. The book and fragrance are set in LA and thus well suited to Australian climes. Chandler is not in favour of people breaking down individual components of fragrance and believes “If you need to know the notes, then You is not for you.”

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Nourish with Royally Natural Ingredients Fit for a ‘Queen’ Bee, Burt’s Bees Skin Nourishment collection transforms dull skin into a radiant complexion thanks to beauty boosting hero ingredient, Royal Jelly. There’s superfood for the skin, and then there’s royal superfood. Known as one of nature’s most nutrient-rich substances, Royal Jelly is the jewel in the crown of the latest collection from Burt’s Bees. Infusing each formula with all three macronutrients as well as antioxidants, vitamins B1, B2, B6, minerals, and essential amino acids, Burt’s Bees Skin Nourishment collection cleanses, hydrates, smooths and softens, to keep skin beautifully balanced.

SOFTLY SWEET Enhancing skin radiance with Royal Jelly, this luxurious foaming cleanser gently removes all traces of dirt, oil, and makeup without over-drying skin. Free of parabens, phthalates, petrolatum & SLS, the non-comedogenic, non-irritating formula leaves skin feeling healthy, smooth and soft. RRP $24.95

Fed to the Queen Bee, and the reason she lives 40 times longer than worker bees, Royal Jelly contains all three macronutrients as well as antioxidants, vitamins and minerals.

ROYAL GUARD Providing all-day hydration and broad-spectrum SPF 15, this day lotion provides skin protection with the royal seal of approval. Nutrient-rich Royal Jelly enhances daily radiance as part of a lightweight, noncomedogenic formula that leaves skin naturally balanced. RRP $39.95 POWER PLAY Reducing puffiness and clinically shown to reduce the appearance of fine lines and wrinkles, this eye cream is the ultimate skin regime power play. Its lightweight formula intensely moisturises the delicate area around the eye leaving skin nourished and smooth. RRP $39.95

WHAT CUSTOMERS WILL LOVE 98.9% natural ingredients Dermatologist tested range

BEAUTY SLEEP Made just for a sleeping beauty, this night cream works its Royal Jelly magic all night long. Instantly moisturising, its lightweight formula is clinically shown to reduce the appearance of fine lines and wrinkles revealing smooth, soft, and royally radiant skin upon waking. RRP $39.95 Burt’s Bees Skin Nourishment Collection is making a royal buzz in David Jones, Myer, Priceline and selected pharmacies. Discover more about Burt’s Bees: @Burtsbeesaus www.burtsbees.com.au

Formulated for normal-tocombination complexions Skin-nourishing vitamins, amino acids, antioxidants, and minerals Hero ingredient Royal Jelly ...

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MARKETING

THE

NEW ERA OF COSMECEUTICALS Not Just Skincare Anymore BY ELISABETH KING

The word cosmeceutical a hybrid of cosmetic and pharmaceutical - was first coined in 1984 by Dr Albert Kligman, the co-inventor of Retin-A. The often-controversial US dermatologist maintained that he came up with the term to acknowledge “the biological fact that anything you put onto your skin has a physiological effect”

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In the early days, the fast-growing market, heavily slanted towards anti-ageing, was carved out by niche brands, frequently backed by dermatologists such as Nicholas Perricone and Howard Murad in the US and Geoffrey Heber of Ultraceuticals in Australia. But by the early Noughties, mainstream brands were falling over themselves to mine medical and bio-tech breakthroughs for potent ingredients. Elizabeth Arden, for example, partnered with Allergan, the maker of Botox to co-develop Prevage, its best-selling anti-ageing serum. By 2011 the global cosmeceutical market was worth US$30.9 billion, up from US$24.1 billion in 2004. Six years ago, the obsession with maintaining a youthful appearance powered by the superior anti-ageing results of cosmeceuticals was concentrated in Western Europe, the US and Japan. With the huge upsurge of demand in the Asia/Pacific region, a new report from Research and Markets, the world’s largest market research source, estimates that from 2017 to 2021, the value of the global cosmeceutical market will reach US$61 billion.

Five Main Categories Fuel Growth It’s not just the size of the market that has changed dramatically, the term has vastly out-grown Dr Kligman’s original meaning. Skincare cosmeceuticals still dominate the global market, as more consumers swap basic skincare for more potent cosmeceutical antiagers. But the global haircare space is also very much a cosmeceutical market. Hair-fall control and anti-dandruff products dominate the worldwide market as increasing levels of stress and pollution contribute to both problems on a massive scale. L’Oréal, Unilever and Procter & Gamble are the major multinationals providing relief for hair loss, itchy scalp and dandruff through power brands such as Head & Shoulders. Consumers really have to search for toothpastes that simply offer to clean their teeth these days. More than two-thirds of the global oral care market is now classified as cosmeceutical because of added benefits such as teeth whitening, gum care, plaque removal and the growing trend of charcoal-based pastes for extra scouring power. Again, a trio of multinationals are the major players - ColgatePalmolive, Unilever and P&G.

Workhorses Rule If the descriptions sound familiar, it’s because they are. Many cosmeceutical brands rely on key workhorse ingredients and there’s been a strong revival in tried-and-true actives. Niacinamide, long a major backbone of Olay ranges, is enjoying a wider popularity from professional treatments to serums and creams because it improves hydration, decreases inflammation and maintains a healthy skin structure. Vitamin C is also gaining new traction in recent launches such as Clinique’s Fresh Pressed System with Pure Vitamin C and Derma E’s new Vitamin C collection because it brightens and evens skin tone, boosts collagen health and reduces the appearance of lines and wrinkles. As is retinol, the only ingredient clinically proven to reduce fine lines. Irritation can be a side effect of retinol use but Dermalogica’s new Overnight Retinol Repair 1% comes with a buffer cream, so women with sensitive skin can control the concentration. AHAs and peptides are very much to the fore again because performance is critical in the cosmeceutical market. After more than 20 years of trying many products which have turned out to merit the ‘hopeless in a jar’ label, women today expect serums and moisturisers to do what they promise to do.

Democratisation/ Exclusive Ingredients

According to Research and Markets, the major product categories driving the global cosmeceutical market are: skincare, haircare, anti-ageing, anti-acne and sun protection. Another leading international researcher, Technavio, also says the increasing interest in natural/organic products will also fuel continued growth in the cosmeceutical market.

High Innovation/ Speciality Ingredients The total global skincare market is poised to reach sales of US$130 billion by 2019, says the Kline Group. Even though consumers are increasingly pursuing skin health, rather than anti-ageing as a single goal, the skincare category accounts for a huge 41 per cent of the global value of ingredients, says the researcher, and remains a high-innovation segment. A flood of new high-benefit facial products have rejuvenated sales. The search for unique claims and efficacy has led to a boom in speciality ingredients, says Kline, with a total market value of US$9.2 billion. The major segments for actives-driven cosmeceuticals are anti-ageing, haircare, anti-inflammatory, skin brightening, sun protection and anti-acne. According to a report by Nica Lewis, global skincare analyst, in-cosmetics group - on the future of the anti-ageing market - new and innovative antiageing trends are set to focus on ingredients and formulations that reduce stress, protect from pollution, provide non-invasive skincare solutions and contain plant-based actives. In fact, the leading active sources in the cosmeceutical market today are botanicals, followed by biotechnology, proteins, peptides, synthetics, marine ingredients such as algae, enzymes and co-enzymes.

Cosmeceutical products were once confined to the prestige end of the market, but today basic and pharmacy skincare ranges incorporate broader claims and deliver similarly superior results. A shift that has created greater expectations from consumers at all price levels. La Roche-Posay has launched its first-to-market prebiotic collection, for example, that double repairs the skin’s moisture barrier and microbiome. Four products, including Toleriane Double Repair Moisturiser, restore the skin’s two barriers for heathier, more luminous skin. Aveeno’s Absolutely Ageless range incorporates Active Naturals Blackberry Complex. Charcoal isn’t the only basic to make a strong comeback. Biore’s baking soda cleansers claim to leave the skin 2.5 times cleaner. Exclusive ingredients remain very much a part of the cosmeceutical scene, even though consumers have a strong preference for ones they know well. Absolue L’Extrait contains stem cell technology from Lancôme’s signature rose. Estée Lauder’s Revitalizing Supreme and Global Anti-Aging Collection includes proprietary moringa extract which helps to “turn on” several anti-ageing benefits in the skin. MitoQ is a new cosmeceutical range from New Zealand and its proprietary ingredient shares the same name. Claiming to be the world’s first mitochondria-targeted antioxidant, MitoQ is more powerful than co-enzyme Q10 and Idebenone in recharging the skin’s ‘cellular batteries’. Natural/scientifically-oriented cosmeceuticals dominate prestige sales and account for the majority of category growth. Other major trends include intensifying the efficacy of all actives - traditional and new - and staving off pollution and other environmental aggressors. Protection, health and fast-acting results, not trying to look 10 years younger, is what today’s women are looking for in cosmeceuticals across all categories - whatever their age.

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facing the future Education, personalisation and integrity fuel Ultraceuticals growth by Elisabeth King Cosmeceuticals are the fastest-growing segment of the global prestige skincare market. But one of the major changes over the past few years has seen market-leading brands such as Ultraceuticals reach across multiple generations, including Boomers, Gen-Xers and Millennials.Younger generations are far more appearance-oriented and aware of the importance of preventative skincare, says Karen Wilkin-Donachie, CEO of Ultraceuticals. “Efficacy is paramount for us and today’s consumers are looking for performance. We offer proven solutions for major skincare concerns such as anti-ageing, acne and hyper-pigmentation, but we also make good skin look great”. G LO B A L E X PA N S I O N Ultraceuticals’ business has trebled over the past five years, says Wilkin-Donachie. “We will continue to build on the strength of our founding principles, which includes a major focus on advanced delivery systems and a strong track record of innovation. More and more women are seeking to correct problems beyond the skin’s surface and we are looking at further global expansion. Ultraceuticals is already available in Russia, Hong Kong, Greece and New Zealand and the US is a key target market”. Consumers today have a lower tolerance for skincare products that don’t deliver what they say they will do, says Wilkin-Donachie. “They are also far more knowledgeable. Our products deliver on their promises and we are constantly looking at emerging ingredients. Repeat purchases are a large part of our business. An increased emphasis on education for both our skin technicians and customers are also key enablers for growing our global and local business”.

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A H E A D O F T H E C U RV E / P R O F E S S I O N A L G R A D E Dr Geoffrey Heber, Founder of Ultraceuticals, was ahead of his time. According to Roy Morgan Research, 46 per cent of Australian women now want cruelty-free products. Over a third are also looking for proven benefits and the past decade has seen a shift in priorities with one in four Australian women seeking to buy Australian-made skincare products. Ultraceuticals ticks all three boxes, says Dr Heber. “I founded Ultraceuticals in the late 1990s, not only to make skincare products to suit the Australian climate and conditions but also to improve on imported products, says Dr Heber. “Formulation expertise and the use of high levels of active ingredients and cutting-edge delivery systems set Ultraceuticals apart. We are available in 400 clinics nationwide and offer the most effective skincare products without the need for a dermatologist’s prescription. You can’t solve all skin issues with one magic bullet and we have created products that can be used synergistically”. Ultraceuticals’ clinical and field testing are also fundamental development components, says Dr Heber. “Many of our skin technicians have been with us for 15 years or more. They have a deep connection to the brand and its ability to deliver real visible results. Consumers now want dramatic proof and our skin technicians trust the safety and effectiveness of products based on potent, proven anti-ageing actives such as Vitamin A, Vitamin C and AHAs”.

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P E R S O N A L I S AT I O N A N D D I A G N O S I S

C H A N G I N G L I V E S W I T H U LT R A C E U T I C A L S

Skin health and radiance is a part of everyone’s individual journey and successful brands now have to appeal to a personalisation-driven audience - from the social media savvy younger end of the age spectrum to older customers looking for tailored correction products. In-depth diagnosis is integral to everything we do and all of our technicians are trained beauty therapists, says Tracey Beeby, Global Education Ambassador for Ultraceuticals. A medical-style consultation has long been the first step, but over the past couple of years we have introduced visual tools to educate clients and build rapport and trust, says Beeby. “Prevention is a big deal with younger customers immersed in social media and older customers are looking for exceptional performance. An initial 30 minute consultation allows our skin technicians to ask questions to improve the look of the skin and retard the ageing process. Based on training techniques created by our ULTRA Academy, the process takes clients through the structure of the skin, explanations of why certain products are recommended and the importance of after care”. The RVR 90 (Real Visible Results in 90 days) program has been a huge success, creating a stronger, more emotional bond between customers and skin technicians, says Beeby. “We ask clients to commit to a regimen for 90 days to transform their skin through a personalised treatment strategy. We plot their progress through before and after photos, whether the problem is congested skin or reducing the appearance of lines and wrinkles. It’s very exciting for customers and skin technicians to see what can be achieved”.

Ultraceuticals is available in 24 David Jones stores nationwide, which account for 15 to 20 per cent of the brand’s business. Every day I go to work, I rediscover why I do what I do, says Louise Turner, Counter Manager of Ultraceuticals at David Jones Kotara store in Newcastle. “I have worked for the brand for six-and-a-half years and used to work for other major cosmetic brands. Ultraceuticals has not only changed my professional life and my own skin, the real visible results of the products have also given me an incredible platform to change the lives of others”. Using Ultraceuticals is a skin journey, not a quick fix, says Turner. “One of my biggest successes involved a makeup artist, whose skin had become congested and acne-prone. It was also dehydrated because she had been using the wrong products. I told her that commitment and education was crucial to resolving the issue. We started with a signature treatment, adding a new product each month. Even after four weeks, the results were phenomenal. When Ultraceuticals started the RVR 90 program, they asked if she would take part. I felt like a proud mum”. There’s a huge difference between a salesperson and a trained skin technician, says Turner. “I treat everyone as an individual. Mums bring in their daughters when they hit puberty and increasingly women are introducing the men in their lives to the brand. Compassion and a love of people are vital to doing this job and Ultraceuticals gives me the confidence to make a real difference”.

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KORA ORGANICS GOES GLOBAL WITH POWER EXECUTIVE TEAM

GLOWING GLOBAL with

KORA by Elisabeth King

The beauty world is rapidly becoming one marketplace. Age-old boundaries have been smashed and the cosmetic and skincare companies with the highest growth rates achieve them because of increases in their international business. But to properly implement a global strategy, a brand needs the right human resources, the right products that connect with consumers worldwide and that crucial intangible dubbed ‘passion’. KORA Organics has all three pillars in spades.

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It also helps when the founder of the brand is literally ‘everywhere’. Miranda Kerr - supermodel, mother and beauty mogul - has millions of Twitter and Instagram followers and is one of the few faces who can represent brands as diverse as Louis Vuitton, Swarovski and Victoria’s Secret. She has been strutting the catwalks since she was 13, but Kerr’s eye was always focused on long-term success. In 2009, she launched KORA Organics, her hugely popular skincare range currently available in 300 stores across Australia. Centred on Kerr’s belief in the connectivity between the mind, body and spirit to the ‘core’ self, KORA Organics also embodies her strong convictions about the benefits of organic products and sustainably-sourced ingredients.

Sephora Debut in US Miranda really practices what she preaches and she is a product genius, says Richard Pietz, Director of Product and Sourcing for KORA Organics since January 2017. Formerly the Global Director of Product Development for Jurlique and based in Los Angeles, Pietz is regarded as a cosmetics industry visionary and is widely quoted in international mastheads such as Marie Claire and Vogue. With over 20 years’ experience across product development, ingredient research and brand marketing, he also has in-depth expertise in natural and organic technologies that sit within speciality and niche brands. My main job is to work with Miranda to re-imagine the KORA Organics brand, says Pietz. “After reaching out to contacts, Miranda approached me to help with the global expansion of the brand. Phase One of the project saw the launch of a four SKU range in 360 Sephora stores across the US in May (2017), with fourteen products to follow in September. A key point of difference for KORA Organics is the use of Rose extract, a powerful antioxidant fruit from the South Pacific which has been part of Miranda’s lifestyle since her early teens”. The edited range which debuted in Sephora was manufactured in the US and three of the products will be launched in Australia in July. We have revised some of the formulas and used superior delivery systems, says Pietz. “The range is very focused on wellness - inside and out - and emphasises KORA Organics as a true body and soul brand from Noni Glow Face Oil through Noni Glow Body Oil, Heart Chakra Aromatherapy Oil and Noni Glow Skinfood Dietary Supplement Powder”.

Gold Standard Organic Credentials Pushing the dial is a default position for Pietz. “In the four years I worked with Jurlique, natural ingredient technology began to evolve dramatically. There’s a lot of greenwashing in the cosmetic industry, but KORA Organics formulas are certified organic. Up until last year, there were a number of certification bodies in Europe, including the Soil Association in the UK and Ecocert in France. Five of them collaborated to create a new Cosmetics Organic Standard known as COSMOS. Whether consumers live in Singapore, Australia or the US, the standard remains the same”. To obtain COSMOS certification, products have to be at least 95 percent plant-based in origin, notes Pietz. “KORA Organics uses this new benchmark. The entire supply chain is assessed and all ingredients must meet strict criteria involving green chemistry technology. Consumers can rest assured that they are buying truly natural and organic products”. Significant leaps in formulation technology have pushed efficacy to the next level. Increasingly, consumers are also seeking out sustainable, environmentally-friendly packaging that’s also attractive and visually appealing, adds Pietz. “KORA Organics formerly used all-blue

packaging, but we are re-packaging the 27 product lineup in a broader range of eye catching colours. As a prestige organic brand, we have also incorporated rose gold accents onto each product including the glass bottles. Miranda’s approach to beauty involves her total lifestyle, so we will soon be releasing a hybrid lip treatment/tint and a noni glow luminizer. Her social media following will love the idea”. KORA Organics products such as Rosehip Body Oil and Daily Hand Cream have won major beauty awards from Marie Claire and InStyle magazines. The brand sells locally and internationally through a dedicated website and the luxury e-tailer Net-A-Porter. But when you’re preparing to take on the world, a brand needs senior management who understand the implications of global strategy and have a helicopter view of distribution networks.

Expansion Strategy Gears Up Brett Riddington took up the position of General Manager in March and needs no introduction to the local and international cosmetic industry. As Group Executive Marketing for David Jones, he led a team of 50 marketers across mass media, catalogues, promotions, publicity and ambassadors. From 2007 to 2011, Riddington filled the powerful role of General Manager Cosmetics for David Jones, heading a merchandise team of 17 buyers and planners in the department store chain’s largest profit contributing merchandising category. Other stellar executive positions have included General Manager Estée Lauder and Designer Fragrances and General Manager Clinique. The benefits of Miranda’s vast social media following is an incredible advantage, says Riddington. “We will be strongly leveraging digital and social media to drive the global positioning of KORA Organics. Forty per cent of our current business is online and we have now re-designed the website in line with the new procust and imagery. Our first major account in 2009 was David Jones and the brand is renewing our department store exclusivity across all the prestige retailer’s doors nationwide”. The David Jones team have keenly embraced the new generation of KORA Organics products and will be strengthening their in store and marketing support. We need to review the balance of our distribution in Australia to ensure that we are in the right stores with the right merchandising and customer service, to strengthen our presence as a premium organic skincare brand. The Asian market is a prime focus for expansion due to Miranda’s high profile and success in the region says Riddington. “We are will be working with Tmall in China and sourcing store distribution in Hong Kong in the short term. KORA Organics also has gained interest from distributors in the UK, Europe and Scandinavia. “Travel retail will be very important, especially for Chinese travelers, and we aim to have a strong presence in the channel. We also believe this will strengthen our brand awareness, presence and sales in the Australian market.” Sephora and Mecca Cosmetica have both done amazing jobs with premium beauty and we are very interested in working with them to further strengthen their premium organic skincare offering”. When creating a global brand, it’s critical to focus strongly on who you are and what you are selling. KORA Organics’ greatest strengths are Miranda’s commitment to making people more aware about the highest level of organic products, the importance of a superior sustainability profile and the best advantage of all - the products themselves, says Pietz. “Isn’t that wonderful. We love it”.

ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |43

MIRANDA KERR

5 minutes with…

Nicci Herrera chats with newlywed, mumpreneur and organic brand developer Miranda Kerr Super model to brand developer. Why start a skincare range?

What drives you to stay so hands on with KORA?

Initially because I found a niche in the market, I was looking for skincare products for my personal use that were certified organic and natural, and that delivered results, but I wasn’t able to find anything that was non toxic and really worked, so that’s when I decided to create my own range.

Passion, a belief in what we do, the results our products achieve and offering customers a safe and effective alternative to skincare.

How did you start to take your dream and make it a reality? With baby steps! It was a long process but I wanted to be diligent with every decision made; from the formulations to the packaging – for me, it’s so important for the brand to have integrity, so I took the time needed to make the right, educated decisions. I worked for two years on the formulations (before we went into production) with a team of researchers and consultants in microbiology, aromatherapy and organic chemistry who specialised in organic and natural ingredients. We identified ingredients based on their natural healing and protective powers, such as Noni Extract, Rosehip Oil, Sea Buckthorn Oil and Green Tea, so our products naturally restore and maintain the skin’s optimum health. In late 2009 KORA Organics launched exclusively through David Jones. Today, we are now stocked in over 300 retailers across Australia, sell worldwide through our own e-commerce site (www.koraorganics.com) and luxury global e-retailer Net-A-Porter.com, and proudly in May we launched across 360 Sephora stores in North America and also online with them.

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The road to sustaining a successful retail skincare range is often not an easy one, can you share any challenges and how you overcame them? Looking back one of the biggest challenges was running the business whilst also working fulltime with my modeling career and being a mother. It was and still is a constant juggle. I’m now at a place in my life where I am consciously focused on being more involved in the day to day running of the business. I now have a KORA Organics team and office set up here in Los Angeles that is close to Flynn’s school.

What are your Top 3 tips for creating a skincare range? 1. Have a point of difference and know your niche. 2. Build a loyal team who are inspired and share in your vision – we often say “team work, makes the dream work”. 3. Don’t be afraid to ask questions – there’s always so much to learn.

KORA’s cracking the US and going international…what are the key milestones already achieved and some biggies on the forward plans? Launching with David Jones in 2009 was our first major milestone. They have been a wonderful retail partner for our company’s growth in the Australian market. Then securing Net-a-Porter and more recently, launching with Sephora in the US

was a huge milestone and dream come true. My vision for KORA Organics is for it to become a household name, so this was one step closer to that dream. I’m really excited about our new packaging too. We have new packaging that will start to roll out from July. I worked on the new look for well over 12 months going back and forth with our manufactures and suppliers on all the little details until it was 100% what I wanted… I really feel we’ve captured a new sophistication and elevation for the brand, and I’m excited to see what our customers think. In terms of new product development, I’ve been working closely with my team on some beautiful, innovative products that incorporate my love of Rose Quartz and Noni Extract. We’re expanding our Noni Glow collection to include a Noni Glow Skinfood Supplement, Noni Glow Body and Face Balm, Noni Lip Tint and a beautiful soft Luminiser made with crushed Rose Quartz.

Lastly what is your favourite KORA product and why? That’s a tough one because I use all of the products, but my absolute ‘must have’ if I had to choose one is the new Noni Glow Face Oil (available in Australia mid July)… it’s the new generation of its predecessor (Luxurious Rosehip Oil), but contains even higher levels of antioxidants, essential fatty acids and vitamins and minerals to smooth, nourish and brighten the skin. It’s transformative, anti-ageing, super hydrating and also reparative - helping turn back the clock!

INTERVIEW ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |45

esprit Magazine promotion

BLUR

REVLON’S YOUTH FX DELIVERS ON ITS PROMISE…TO

Age is an attitude. For the majority of women surveyed by Revlon, 80% said they feel younger and believe themselves to look younger than their age number suggests. A lively and appealing market to be targeting. They’re up for products that fit with their ‘looking younger’ mindset. It’s very simple really – they don’t want lines, wrinkles, pigmentation or dark circles. “Flawless?” yes, that’ll do me! And with makeup it’s instant. In Youth FX, Revlon has formulated a 4-product makeup range that works best when used as a regime but can be used as single products. The pay-off is in pairing them up, infact there are three products which when used together prove themselves to be the dream team: Primer, Concealer and Foundation. There’s also a fourth, the Wrinkle Filler for deep forehead wrinkles that need that extra fill-in before the Primer. BEAUTY ASSISTANT TRAINING – NATIONALLY

Eager Beauty Assistants around the country are receiving multi levels of training. Here’s the best person to explain it all. Christina Fairhurst - Australasian Training Manager. “We have a solid training programme in place across Australia. It starts with the BA Training Kits summarising the products’ features and benefits. “The BA Kits we have produced have product knowledge, Q&As, flow charts and selling skills that will benefit all channels of our business. “Training is a key element to the success of this range – as we are asking our customers for a minimum three product purchase – so our BAs need to be well versed in not only product knowledge, but also have the selling skills to introduce and demonstrate the range.

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LOOK

YOUNGER IN SECONDS

FILL

SEEING IS BELIEVING THE TECHNOLOGY The range is powered by innovative micro-spheres and optical diffusers, these work to fill in and blur lines and wrinkles for immediate results. The range also contains vitamin B3 and vitamin E as well as other powerful ingredients which will leave the skin feeling plump and hydrated. • The primers work to smooth the appearance of fine lines • The concealers fill in and blur lines and wrinkles around the eye, whilst also using colour-correcting pigments to erase the appearance of dark circles • The foundation contains a hydrating formula to plump the wrinkles and provide high coverage to erase the appearance of uneven tone, age spots & hyperpigmentation Overall the effect is one that looks freshly applied all day, and doesn’t settle (important for ageing skin)

The face-to-face Youth FX training will provide the BAs with the skill of ‘consultation’ with our customers. We need to get across to the customer that although the products can all be used in isolation (with other foundations) – the best result will be achieved by using the whole range”.

“Demonstration is another element in the ‘mix’ to educating our customers. ‘Seeing is believing’. We recommend BAs actively demonstrate the Face & Neck Fill + Blur primer along with the foundation using the following steps:

01 Apply the Face & Neck Fill + Blur product onto the back of your customer’s hand.

02 Ask the customer to take note of the difference between the hand with no primer and one with the primer which will dramatically reduce the appearance of fine lines and wrinkles.

03 Next apply the foundation on top of the primer. Your customer will not only see, but feel a dramatic difference in the look and finish of their skin.

KEY SELLING TIPS

In training we will discuss and provide BAs with key statements that will give them the tools to use when talking about the range to their customers. Some key selling sentences include:

01 Want to look years younger in seconds? Let me show you how.

02 You can dramatically reduce the appearance of fine lines and wrinkles with this new product range from Revlon. Let me show you.

Turn over to page 46 for Youth FX beauty media launch

ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |47

OUT & ABOUT 01.

BEAUTY MEDIA SEE THE DIFFERENCE, INSTANTLY: REVLON YOUTH FX A room of enthusiastic beauty media is always a good sign when a new product is unveiled to them. Such was the case when Revlon Australia revealed and demonstrated its Youth FX collection. Why? It covers lines and wrinkles in a repertoire that’s quick, easy and effective. Using the products as a team, step by step, skin will look years younger in seconds. It’s makeup after all – topically applied with immediate, visible results. Revlon Youth FX is a synergistic group of make-up products that disguise the classic signs of ageing skin “to help make you look as young as you feel by dramatically transforming the look of lines and wrinkles instantly,” says Marisa Laria - Senior Brand Manager. Revlon has designed targeted products, for best results to be used in combination or can be used alone, to target every concern area from the forehead to the neck. Put simply, the science uses micro-spheres to fill lines and wrinkles and optical diffusers to blur shadows. There are four targeted products which the Beauty Assistants are being trained to demonstrate together to customers so they can see the difference it makes when they are layered one after the other. Step 1 is the Wrinkle Filler for Forehead (RRP $29.95). A precision brush delivers the gel/serum texture deep into the crevices. If the customer does not have deep wrinkles this is the one product that she can put to one side. The Primer (RRP $29.95) works for everyone. It fills and blurs fine lines on the face and neck. Next up: Concealer ($29.95), in three shades. It has a soft cushion applicator designed for easy blending. Conceals under-eye circles and brightens dull skin. Fill +Blur Foundation ($39.95) is a lightweight, full coverage foundation that dramatically evens out skin tone, covering age

spots and hyperpigmentation. There are nine shades from Ivory to Natural Tan. So you see its 2-layered prep steps that form a smooth base for the foundation to blossom. Youth FX formulas are created to: • Instantly make skin look younger. • Work in harmony with one another to create the optimal look. • Move with skin for a comfortable feel all day. • Stay looking freshly applied all day and don’t settle into lines. Revlon launched the Youth FX range to Beauty Media, over the 5-course dessert degustation at 12-Micron, Barangaroo curated by Darren Purchese. Held by Coote Connex PR. 01 RENAE LEITH MANOS – BONDI BEAUTY AND ANDREA FERRARI – ESPRIT MAGAZINE

02 MARISA LARIA – REVLON 03 SARAH NEPSON – REVLON AND TRUDI BREWER – BEAUTY EQ

04 CASSIDY LOANE – COSMO, KELSEY FERENCAK – WOMAN’S DAY AND DELANEY LOANE – NWOK! REVLON

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01. 05. 48|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

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05 KAITLIN RADY, MARISA LARIA & SIMONE HARMS –

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OUT & ABOUT 01.

DELTA’S ON THE SCENT Australian pop icon Delta Goodrem’s debut scent, Delta by Delta Goodrem was launched to her fans at a party in Sydney. Created in conjunction with leading Australian fragrance manufacturer and distributor Bondi Perfume Co, Delta by Delta Goodrem embodies the style, charisma and spirit of Delta herself. The fragrance exudes femininity and boho elegance, a perfect reflection of Delta’s charm and character. “Launching my very own signature perfume is the realisation of a dream come true. These last few years have been such a creative time for me, personally and professionally and it has given me a sense of empowerment as a woman,” says Delta. “For me, this fragrance embodies the spirit of all this special time. It’s fun, feminine and fresh. I want the perfume to represent the girls and women who wear it. Perfume is such a dynamic addition to anyone’s life and beauty routine. It’s the finishing touch to any outfit, performance and sets us on the adventure in our day”. Opening with notes of juicy mandarin, velvety nectarine and bright green apple, the scent’s top notes are infused with vivacious energy and sparkle. The heart of the fragrance shares Delta’s joyous style with a hint of sweet honeysuckle that mingles harmoniously with jasmine pearls and wild orchid. Rooted in the background are ingredients that lay close to skin with the softest touch including creamy sandalwood and warm vanilla wrapped in a white musk to embody pure luxury. The bottle showcases the simple elegance and style that Delta is known for, featuring weighted glass and decorated with luxe gold filigree feathers. Director of Bondi Perfume Company Matt Verrocchi adds: “Bondi Perfume Company is excited to be working alongside Delta Goodrem. We wanted our next project to be exceptional and of the finest quality, and with someone of Delta’s calibre we knew we would be creating something very special and timeless. From

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initial concepts to fragrance notes and bottle design, Delta’s involvement and enthusiasm for the project has been unwavering. It was crucial that we captured every nuance and detail of Delta’s alluring personality and exuberant style that translates into a unique fragrance that will resonate with her global fan base. “In conjunction with our exclusive retail partner Chemist Warehouse, this launch will undoubtedly set a new benchmark in the celebrity fragrance market in Australia”, Matt says. Delta by Delta Goodrem will be available in 30ml, 50ml and 100ml sizes and priced at $29.99 (30ml), $39.99 (50ml) and $49.99 (100ml). Delta by Delta Goodrem will be sold exclusively at Chemist Warehouse, My Chemist and My Beauty.

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01 MARIO TASCONE AND DELTA 02 DELTA BY DELTA GOODREM FRAGRANCE 03 GUESTS AT THE EXCLUSIVE DELTA BY DELTA GOODREM FRAGRANCE LAUNCH AT BETA BAR IN SYDNEY

04 DELTA WITH GUESTS 05 MICHAEL BROWN – MICHAELBROWNBEAUTY WITH DELTA AND DAVID WILLEY – GROWTH TANK

06 DELTA GOODREM FRAGRANCE HOSTS 07 CHRISTIAN WILKINS (RICHARD’S SON) DELTA AND RICHARD WILKINS

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08 GUESTS ON THE MEDIA WALL 09 MATT VERROCCHI AND DELTA

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07. ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |49

OUT & ABOUT 01.

MALOUF PHARMACIES AWARDS ITS PEOPLE IN STYLE It was a head-turning theme but one that Malouf Pharmacies’ staff embraced with fun and creativity. Inspired by the traditional Mexican celebration of ‘El Dia de Los Muertos’ (Day of the Dead), Malouf Pharmacies hosted an unforgettable awards evening to honour their hardworking and dedicated staff across Queensland. Some 250 attendees came dressed in red, black and a flurry of flowers and veils, to the Sofitel Brisbane in May. Attendees included partners and staff from all of the Malouf Pharmacies stores along with representatives from the Pharmacy Health and Beauty industry, including sponsors: Revlon, Coty, Clarins, Cosmax, Natio, McPherson’s, Christian Dior, esprit Magazine, Stanton & Treby Sales, Elizabeth Arden, Burt’s Bees, Nude by Nature and more. Angela Shepherd, Cosmetic and Fragrance buyer commented: “To all of our cosmetic and fragrance staff, you inspire us to do better for you every day and we thank you for all of your hard work and continual devotion to our business” The winner of the Elizabeth Arden Award this year was Cindy Liddell from Rockhampton. “All Elizabeth Arden consultants are fantastic performers and are all dedicated to the brand and business and it was very hard to choose a winner. Cindy achieved an impressive +27% growth on last year and has dazzled everyone with her commitment to her position as well as her performance”. Caitlin Broderick from Wyalla in Toowoomba took out the winning award for Revlon. “I am impressed with her commitment to her role and her knowledge of the C&F business,” said Angela. Clarins continues to be the number 1 prestige skincare brand in the world with much growth in Malouf Pharmacies, including an amazing +52% increase from Award winner 50|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

Leanne Robson from Gympie Southside. The winner of the Natio Award went to Alley Mitchell from Gympie Southside. “This award is so well deserved for Alley. Not only has she grown the business by a huge +42% on last year, but has also jumped from #14 ranking up to #10 in 1 year,” said Angela. Emma Randall from Palmdale stood out with her win of the Skincare Award for the year. Angela commented: “Emma continues to deliver great results through to displays and has completely turned the skincare category around in store”. Malouf Pharmacies continue to be a destination for prestige fragrances in Queensland and pride themselves on everything from their selections, staff training through to beautiful displays. Such stunning displays along with her knowledgeable service, the winner of the Fragrance Award this year went to Tracie Collins from Forest Lake. The North Bundaberg store was also on the winners’ radar with Tracy McLain being the well-deserved winner of the Rising Star Award. This was for her tremendous and ongoing efforts in the Cosmetics and Fragrance department, particularly in Fragrances in which she excels. The huge and sought after award of Cosmetic and Fragrance Store of the year was won by Rockhampton this year. “They have a wonderful team in store of highly professional and engaged cosmetic consultants and have two amazing leaders who not only lead by example, but are also so supportive of the Cosmetic and Fragrance business,” Angela commented. The Supreme Award for Pharmacist Manager of the year for 2017 was won by Andrew Lord from Seven Springs who has done a tremendous job in this local community in Toowoomba. Jackie Green from Southside Gympie was the proud winner of the Supreme Award for Retail Manager of the year. Her dedication

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Cosmetics & Fragrance Winners - Sarah Malouf and Angela Shepherd presented these awards: 01 CLARINS AWARDS WINNER – LEANNE ROBSON (GYMPIE SOUTHSIDE) WITH SARAH MALOUF ON THE LEFT AND ANGELA SHEPHERD ON THE RIGHT

02 ELIZABETH ARDEN AWARD WINNER – CINDY LIDDELL (ROCKHAMPTON) – COLLECTED BY TONI COWAN AND ADAM CARTWRIGHT

03 SKINCARE AWARD WINNER – EMMA RANDALL (PALMDALE)

04 RISING STAR AWARD WINNER – TRACY MCLAIN (NORTH BUNDABERG)

05 REVLON AWARD WINNER – CAITLIN BRODERICK (WYALLA)

06 COSMETIC AND FRAGRANCE STORE OF THE YEAR WINNER – ROCKHAMPTON

07 NATIO AWARD WINNER – ALLEY MITCHELL (GYMPIE SOUTHSIDE)

08 FRAGRANCE AWARD WINNER – TRACIE COLLINS (FOREST LAKE)

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OUT & ABOUT

and commitment to her team and her store was second to none and someone who is greatly valued in the organisation. The hardworking and impressive Gympie store has proven to be top of the stakes by taking out the Malouf Pharmacies ‘Store of the Year’ Supreme Awards for Excellence for 2017. Malouf Pharmacies’ Director, Richard Malouf said the Gympie team does an exceptional job, day after day to deliver service to the high standards that we, and more importantly customers expect: “Our criteria to pick the Store of the Year is meticulous, we look at sales, growth and outstanding dedication to customer service. As a family business we have serviced the Queensland Community for over fifty five years and set a high standard for our Pharmacies. With this supreme award we wish to acknowledge their commitment to providing exceptional customer care, expert advice and superb service every day to their valued customers,” Richard Malouf said.

BEAUTY MEDIA BED DOWN AT TARONGA ZOO The Beauty Media’s invitation schedule sees us in some awesome venues, all in the name of familiarising ourselves with the brand’s latest activities. Burt’s Bees’ collaboration with Taronga Zoo in Sydney provided a privileged opportunity for us to sleep with the animals at this world leading conservation facility. Burt’s Bees’ wilderness sleepover experience gave an insight into brand heritage, values, natural beauty and global support of bee conservation. The overnight getaway was held at Taronga Zoo’s Roar & Snore, an experience recognised for its ‘safari in the city’ style glamping. During the after dark event, media experienced Burt’s Bees Skin Nourishment facials and a briefing on the launch of the Burt’s Bees Beehive which aims to raise awareness about global bee conservation. As part of the three year partnership with Taronga Zoo, the Bee Exhibit works to educate guests about bee conservation and the importance of bees to the environment. Taronga Zoo Precinct Manager, Visitor Education and Animal Experience Manager, Elle Bombonato: “Bees are vital to nature and a healthy ecosystem. Taronga acknowledges that bee populations face many challenges including pesticides, removal of habitat and pests like Verroa mite. Australia needs to invest in more research before we can fully understand the overall condition of bees in Australia but we do know that global populations are declining. In just one year, the USA lost about 44 per cent of their honey bee colonies. The good news is that people at home can be part of the solution to help bees. One way to make a significant impact is to plant flowering plants which attract bees to the garden. Avoiding use of chemical insecticides can also help,”

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01 RACHAEL BROOKS WITH BURT’S BEES’ LEIA BERRYMAN

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02 YOUTUBER/BLOGGERS – STEPHANIE BAILEY, RACHAEL BROOKS AND MICHELLE CROSSAN ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |51

OUT & ABOUT

now.

01 BRAND AMBASSADOR - NIKKI PHILLIPS 02 MEDIA PERSONALITIES - LISA CLARK, AISHA JADE, RENAE AYRIS

03 CAROLINE GROTH – LIFESTYLE COMMENTATOR 04 RODERICK CHIENG – EIG/CLINELLE, NIKKI PHILLIPS AND DAN RAGUZ - FROSTBLAND

05 MICHAEL BROWN - MICHAELBROWNBEAUTY, BAHAR ETMINAN – RESCU

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NIKKI PHILLIPS CHOOSES NEW CLINELLE The launch of Clinelle skincare brings a new player to the market in Australia. Introduced to us through veteran marketing and distribution company, Frostbland, Clinelle is owned by Esthetics International Group. EIG has 30 years’ experience in the skincare industry placing it today as one of the leaders in the beauty and wellness industry in ASEAN countries and Hong Kong with public listing on the Main Market of Bursa Malaysia since 2004. It was this year that Clinelle launched in Malaysia. Since then the brand’s distribution network has expanded through chain pharmacies and independent pharmacies in Malaysia and Hong Kong. Clinelle skincare is dedicated to developing products based on the needs of their customers’ skin. Made with the finest clinically-tested ingredients that promise optimal and radiant skin health, all Clinelle products are formulated with natural hyaluronic acid which keeps skin hydrated for up to 72 hours. The brand’s Pure Swiss HydraCalm range has launched exclusively into Priceline stores in association with signing the national face of the brand, Nikki Phillips. Nikki is a social influencer, TV presenter and healthy skincare advocate who is expecting her first child in the Spring. Nikki attended the media launch where she told guests that now more than ever before, she will be aware of what products she will use on her skin, making sure to keep her regime as simple and natural as possible. Clinelle aims to protect all layers of our skin, and is free from parabens, artificial colourings and fragrances, lanolin, mineral oil, SD-alcohol and comedogenic ingredients, making it safe and effective to use on all skin types. The Pure Swiss HydraCalm range promises fast yet effective results and continuously cares for, and protects all layers of our skin. Available exclusively to all Priceline stores nationwide 52|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

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KIEHL’S RECYCLING PROGRAM Kiehl’s and NGO, I-Manifest, teamed up to host an intimate media lunch and photo exhibition celebrating ‘The School of Sustainable Beauty’; a special collaborative project brought to life under the Creative Direction of Yan Yan Chan. The collaboration honoured the relaunch of Kiehl’s ‘Recycle and be Rewarded’ program while supporting the next generation of creative youth. Working with a carefully curated community of Sydney creatives, The School of Sustainable Beauty celebrates a deep belief in an inherent connection between beauty and nature. The lunch, which was hosted by Kiehl’s, I-Manifest and Yan Yan Chan, was a longtable feast of gorgeous plant based cuisine from Alfie’s kitchen; bio-dynamic, organic French wines by French Vine; custom scent and candles via Gascoigne & King; live acoustic music by Bonnie Grace; and a viewing of a heavenly and sustainable installation by renowned Cool Eddies duo Lucy Tweed and Jane Frost.

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01 JO PRETYMAN – I-MANIFEST, MAI-LINH DOA FERGUSON AND CHRISTINE BURKE – L’ORÉAL

02 ICY LING – INDULGENCE AND KATE PECK – I-MANIFEST

03 MIMI ELASHIRY AND YAN YAN CHAN 05.

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IT’S TREATMENT TIME Ella Baché invited beauty media to experience the latest in the brand’s skincare and noninvasive cosmetic technology. Pippa Hallas, CEO opened the event, telling guests that Ella Baché will hold on to its heritage while moving with the times. “Treatment is important to the business. Technology drives the growth of the business; but part of the market is telling me they’re scared to go in to salons. We, at Ella Baché, can handle this. Our Ella Baché therapists are educated to provide serious skincare with an approachable personal authority”. Meredith Schaerf – Dermal Therapies Coordinator, who sits over product innovation as well as the development and education for emerging technologies across the retail and academy staff, wrote an IPL certificate to arm the Beauty Assistants/ Therapists with the skills to support Ella Baché going to the next level where products and technology combine. The team looked around the world for the best machinery and the result is a device that provides a treatment that is customised to each skin type. “We are seeing amazing results,” says Pippa. Beauty media had small group sessions with Meredith where she demonstrated the device as a non-invasive way of (importantly) stimulating collagen. Results can be seen after six treatments (no more than two weeks apart). Skin looks retexturised. Service price is $220.00 with no down time. Available at Ella Bache, David Jones.

01 PIPPA HALLAS TALKS BEAUTY MEDIA THROUGH ELLA BACHÉ’S DEVELOPMENTS

02 MEREDITH SCHAERF AND THE IPL DEVICE 03 KEY ELLA BACHÉ’ AMBASSADORS AND EDUCATORS WITH PIPPA (CENTRE): EMILY BLACK, MEREDITH SCHAERF, JODIE KEYS-JONES AND HAYLEY FAHD

MEREDITH SCHAERF GOES DEEPER… What does the device provide the customer with that she’s not already getting from the Ella Baché therapist? “The device enhances the effects of the treatment by using Intense Pulsed Light (IPL) technology. This, combined with advance ingredient technology delivers extreme cell regeneration to firm and re-texture the skin, over a series of treatments. This protocol means the therapist is able to achieve enhanced results and stimulate skin function to a degree that is not able to be reached by manual methods. The IPL light works by introducing a controlled heat into the skin, which will cause an increase in fibroblast activity, producing more collagen, elastin and glycosaminoglycans. This leads to

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OUT & ABOUT

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textural changes including reduction in pore size and fine lines, firming and lifting, and overall improvement to the appearance of the skin. The IPL treatment works synergistically with the Ella Baché ingredient technology, to further boost the effects of the treatment.” How are you introducing the device to customers? “Introducing IPL to customers is easy as most who want to boost their skin will love the treatment combined with IPL. It leaves the skin feeling firm, toned and hydrated. Over a series of 3-4 treatments there will be a noticeable improvement to skin condition, and it is particularly effective for targeting fine lines and general laxity. All clients undergo a thorough consultation to assess suitability. The 1 hour collagen stimulating facial involves cleansing, light exfoliation, intense pulsed light treatment of the skin, followed by the application of luxurious collagen boosting masks and serums. The IPL works by using targeted light energy to stimulate collagen synthesis. Specialised skin cells called fibroblast will be stimulated, and produce more collagen, elastin and glycosaminoglycans. The treatment is very relaxing and includes a neck, shoulder and décolletage massage during the mask. During the IPL, the client’s eyes will be covered with goggles to protect from the bright light, and they will experience a comfortable heat during each flash.”

ELIZABETH ARDEN WHITE TEA Complimentary White Tea Indulgent Hand Treatments are being offered to customers who visit an Elizabeth Arden counter for the launch of the brand’s new fragrance, White Tea. Customers can sit back and be treated with a complimentary relaxing and pampering hand treatment. Using the new Elizabeth Arden White Tea Hand Cream they’ll sit and relax for 10 minutes while a trained BA massages the customers’ hands leaving them feeling relaxed, pampered and moisturised. White Tea is described as capturing the purity and simplicity of tea. Sunlit skin, crisp sheets, a good book, the first sip of tea… all simple pleasures, all intimately familiar. Perfumers and co-creators Rodrigo FloresRoux, Guillaume Flavigny and Caroline Sabas, describe the inspiration for White Tea: “For this fragrance creation, we wanted to capture that refreshing moment of blissful solace experienced at the first sip of tea. White Tea Vapours and Sea Breeze Accord develop into the sweet smell of White Iris before finishing with the warm wood scent of Madras Wood, Tonka Bean and a delicately blended trio of musks.” A tall, refined bottle with clean lines and a white-to-clear ombré design conveys the purity and simplicity of White Tea. RRP Eau de Toilette Spray $69.00, 100ml, $50.00, 50ml; Pure Indulgence Body Cream $29.00, 400ml; Pure Indulgence Bath and Shower Gel $29.00, 400ml; Pure Indulgence Hand Cream $19.00, 30ml. Available now.

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OUT & ABOUT

HAIR’S THE NEWS L’ORÉAL BOTANICALS L’Oréal Paris is working with actress, model and mother-of-three Elsa Pataky as the Australian ambassador for the launch of its new haircare range, Botanicals Fresh Care. The Spanish star and adopted Australian as the wife of Chris Hemsworth, who splits her time between Byron Bay and LA, appeared at the product launch for the premium new haircare brand in Sydney. “I love using this range of products – everything from the scent to how it makes my hair feel and the beautiful packaging”, Elsa said. “We are thrilled to have Elsa on board as the Botanicals ambassador to bring this beautiful new brand to Australia. She is natural, fresh, down to earth and perfectly embodies the Botanicals ethos”, L’Oréal Paris Marketing Director, Lauren Crawley says. Launched into stores, beginning in May, the range of products is made from natural botanical ingredients sourced from around the world. James Ho Group Brand Manager – L’Oréal Hair talked guests through the sustainability story for the brand. Using the finest potent, raw botanicals sourced from around the world, Botanicals Fresh Care formulas contain no parabens, no silicones and no colorants ensuring a safe and clean formulation. The ecoconscious packaging of the shampoos is made from 100% recycled PET to reduce impact on the environment, and is 100% recyclable after use to reduce waste. There are four pillars, each containing a shampoo, conditioner, mask and treatment. The ingredients are sustainably grown, extracted and concentrated by expert botanists and created to target a different hair type: • Geranium oil provides lustre and restores vibrancy to dull or coloured hair • Lipid-rich Safflower nourishes dry hair • Revalitising Coriander invigorates the senses and strengthens fragile hair • Camelina oil disciplines and smooths unruly hair 54|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

L’Oréal Paris Spokesmodels Doutzen Kroes, Karlie Kloss and Luma Grothe are the faces of the range globally. Shampoo 400ml RRP $17.95, Conditioner 200m RRP $12.95, Mask 200ml RRP $17.95 and Radiance Spray RRP $ 17.95. Other products in the range include Shine vinegar 150ml, Anti-frizz antidote 100ml and Strength cure potion 125ml. L’Oréal Paris Botanicals Fresh Care was presented to media in Sydney with special guest and Australian launch ambassador, Elsa Pataky. Held in the verdant surrounds of Centennial Park at the light-filled Centennial Homestead, Elsa joined host Magdalena Roze and a list of celebrities, beauty media and other special guests to explore the new range and its key ingredients. Guests heard first-hand from Pataky as she explained what attracted her to the Botanicals range, including its focus on sustainability and eco-conscious ethos, and how her children delight in the smell of the botanical-scented products. The hero ingredients of coriander, safflower, geranium and camelina were brought to life in the menu, which featured beetroot crisps with geranium flower, chicken with a camelina salsa verde and safflower slaw, and coriander panna cotta with coriander crumb. While renowned florist Sophia Kaplan filled the space with bursts of floral colour and scent, and guests potted their own plants to continue their Botanical journey at home. Other key guests included: Sally Obermeder – The Daily Edition, Olympia Valance Neighbours, Samantha Harris, model with mum Myrna, Brooke Lockett - The Australian Ballet, Fiona Falkiner – host of The Biggest Loser, athlete and model Amy Pejkovic, Eleanor Pendleton, and The Bachelor runner up Lana Jeavons-Fellows.

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01 JAMES HO - GROUP BRAND MANAGER - L’ORÉAL PARIS HAIRCARE, HAIRCOLOUR, STYLING

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FIONA FALKINER – HOST OF THE BIGGEST LOSER AMY PEJKOVIC – ATHLETE AND MODEL MAGDALENA ROZE – TV PERSONALITY SALLY OBERMEDER AND SAMANTHA HARRIS LANA JEAVONS-FELLOWS, DANIELLE AND NICOLE BENTON AND ALEX CUTHILL

07 MAGDALENA ROZE, OLYMPIA VALANCE, ELSA PATAKY, SALLY OBERMEDER AND MELANIE LIU

LA TESSA PHOTOGRAPHY

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01 CAROL MACKIE @CAROL_MACKIE DEMONSTRATES

02 NICOLE THOMPSON @PINKIIIEEE CHOOSES A 01.

PRESCRIPTION OF PRODUCTS FOR JUST THE RIGHT FOUNDATION

M.A.C MAKES FOUNDATION EVEN EASIER The foundation of makeup is about getting that base right. With today’s choice the customer could go reeling to the café next door for a coffee rather than face the array of foundations she’s got to work her way through in store. M.A.C encourages the consumer to take heart, and take a seat. Yes there’s a choice across texture, finish, coverage and shade but that means her perfect shade can be found. And if there’s not exactly what a customer fancies, then the artists will mix two foundations or add in a bit of a brightener to get it just right. The two PRO M.A.C Global Senior Artists in Australia, Nicole Thompson and Carol Mackie demonstrated to the beauty media how the M.A.C Artists are helping customers find their face. As we always say at esprit Magazine, makeup is fun. Customers are being encouraged to forget things that haven’t worked for them in the past and get stuck in to mixing a bit of this and a bit of that to create THE shade. In celebration of the launch of M.A.C’s newest foundation Next To Nothing and the breadth of foundations M.A.C has to offer, the brand showed beauty editors how to achieve a flawless finish. Next To Nothing is a barely-there makeup. Combining nourishing ingredients with opalescent microspheres the skin appear luminous. There are nine shades from pretty light to choclately dark. Says Nicole: “At M.A.C we know that not one size fits all and with 19 foundation franchises, more than 250 colours in our ranges and over 19 formulas, we are the experts in finding the perfect foundation match for any occasion. Whether you want that glowy ‘no makeup, make-up’ look or prefer a super flawless ‘Instagram style’ coverage or even something in between, we have your foundation wardrobe covered.”

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Compound, which has been No.1 for the brand year on year since its launch in 1980. The brand also recently opened La Maison Sisley in the heart of Paris, including our first Beauté Salon, that not only offers the best of the best in terms of treatment protocols, but also has a wellness café and the decor itself is a sensory feast with its French sensibilty and design.” In 2014 the Black Rose added Precious Face Oil, a silky, satiny oil with nourishing and anti-ageing properties. In 2017, the sensory voyage continues: new Black Rose Skin Infusion Cream - Plumping & Radiance 50ml $230.00. As comfortable and rich as a cream, yet fresh and light like water, with a ‘water drop’ texture, this water-in-oil emulsion transforms upon application, changing into micro-water droplets that infuse the epidermis deep down, transporting the full power of the active ingredients. The result: seriously plump, smooth, soft skin. Available from 23 July, 2017 exclusively from selected David Jones stores nationally.

OUT & ABOUT

Subscribe to esprit Magazine’s newsletter on our website to get access to M.A.C’s short videos showing four easy-to-wear foundation looks, created by Nicole Thompson. These videos feature four stunning unique women that really represent the depth, breadth and incredible range of foundations that M.A.C has to offer.

01 SISLEY TEAM: IRENE ROBINSON, ZEENIA DASTUR, JOEY CHANG, ELLA HAYWARD, TONIA CASSWELL

02 LISA GREEN – EDITOR IN CHIEF, HOUSE &

SISLEY’S BLACK ROSE EVOLVES Amongst serious skincare lovers Sisley’s Black Rose masque is legendary. Today there is an addition to this skincare line that’s totally logical as well as super luxurious: Skin Infusion Cream for plumping and radiance. Irene Robinson – General Manager, Sisley hosted a demonstration for the beauty media to experience the product first hand. Irene referred to the launch as another iconic chapter in the Sisley Black Rose success story - which began in 2011 with the launch of the Black Rose Mask. “The Black Rose range is now synonymous with the brand and very often when you mention Sisley, one of the first things people say is ‘oh you have that amazing Rose Mask’.” No surprise since there have been over one million Sisley Black Rose Masques sold since the product was launched and more than one Black Rose Mask sold every three minutes around the world. “That’s a lot of plumping and smoothing action,” says Irene. “Speaking of roses, it’s been a rose themed year at Sisley with the recent launch of our beautiful IZIA fragrance, which has broken all records for the brand. Latest news from our President is that IZIA could well be the No.1 product for Sisley globally in 2017! This would put IZIA ahead of our long term best selling product in volume, Ecological

GARDEN AND ZEENIA DASTUR

03 HANNAH GAY – JONES MAGAZINE AND KATE PHILLIPS – QANTAS MAG

04 JOEY CHANG WITH QUIN SHEN QUIN – @LILYNOTLOUISE

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OUT & ABOUT 01.

DOUBLE FABULOUS Ultraceuticals held a lunch briefing at 12 Micron Barangaroo for select media and beauty VIPs, hosted by Founder, Dr Geoffrey Heber, CEO, Karen Wilkin-Donachie and PR Manager, Adrian De Brock to launch the new Ultra Dual Microfoliant, on counter now. Geoffrey Heber and Tracey Beeby, head of education discussed the brand in a presentation MC-ed by Michael Brown (michaelbrownbeauty.com.au). Tracey Beeby, Head of Education at Ultraceuticals gives us the product low-down: “Ultra Dual Microfoliant gets its name from the fact that it has the following dual function: it microfoliates the surface of the skin with the use of Bromelain as well as the mild buffing action of Biodegradable Cellulose Biospheres and the self-dissolving Vitamin C molecules. It uses the power of Vitamin C to help brighten the skin and provide antioxidant protection. “Dual Exfoliation and Antioxidant Protection - topically applied antioxidants are one of the key ingredients used to counteract the damaging effects of environmental pollutants, free radical damage, and subsequent ‘inflammageing’ which is a skin response to these free radicals. The Ultra Dual Action Microfoliant contains Ascorbic Acid Microparticles to help to mechanically exfoliate the skin surface delivering a brighter, more luminous, refined skin surface. During the application process the Microparticles gradually dissolve to release absorbable micro-fine Pure Ascorbic Acid, an effective antioxidant that helps to defend the skin from environmental pollutants.

“Enzymatic Exfoliation - Bromelain, obtained from the stem of the pineapple plant, is highly effective to exfoliate and remove superficial dead skin cells. And Spherical Biodegradable Cellulose Biospheres gently buff away pollutants trapped in the superficial dead skin cells without causing any superficial micro-abrasions while also being safe for the environment. “The Cellulose Biospheres work together with the Bromelain and Ascorbic Acid Microbeads to reveal a smoother, brighter, more hydrated skin surface.” RRP $79.00, 75ml - on counter now. 01 ADRIAN DE BROCK - PR MANAGER WITH TRACEY BEEBY - HEAD OF EDUCATION, ULTRACEUTICALS

02 ANDREA FERRARI - ESPRIT MAGAZINE AUSTRALIA AND XUAN HENDERSON - MARKETING DIRECTOR, ULTRACEUTICALS

03 JANINE PHILIPSON - GOLDILOCKSBEAUTY. COM WITH KAREN WILKIN-DONACHIE - CEO ULTRACEUTICALS

04 LILY SHEN - LILY NOT LOUISE, LEAH PUK TEMPORARY PRINCESS AND MICHELLE WONG - LAB MUFFIN

05 IANTHA YU - BEAUTY CREW, BONNIE GILLES - OZ BEAUTY EXPERT

06 KATE PECK - MODEL/TV PRESENTER WITH DR GEOFFREY HEBER - FOUNDER, ULTRACEUTICALS

07 SIGOURNEY CANTELO - BEAUTICATE, MICHAEL BROWN - MICHAEL BROWN BEAUTY

Beth Glancy, GM Benefit Cosmetics updates us on what her Benefit team has been up to recently.

NATIONAL SALES CONFERENCES Benefit Cosmetics Store Business Managers, Head Office and Field teams gathered in Brisbane, Sydney, Perth and Melbourne to celebrate the year that was and the year ahead. “Our Benebaes spent the day immersing themselves in the brand DNA, while being introduced to our new Upskill and Development training programs, and getting excited to “wax to give back”, as part of our global philanthropy program Bold is Beautiful, which kicked off at the start of May. “Following a day of learning and laughter, our Benebaes dressed glamorous, girly and ohso-gorgeous and gathered to drink champagne, compare brows and celebrate their success with staff awards. There was no shortage of selfies or smiles, as our Benebaes danced the night away, and left feeling inspired and ready to make waves and raise eyebrows.”

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BUSY BUSY AT BENEFIT

Hot off the press… Benefit has revealed the top 22 performing Benebaes in Australia, who have been nominated to participate in the annual Glambassador Program. The global program recognises and rewards outstanding team members who have consistently dazzled and delighted, by showing great leadership, making some serious sales and ultimately living and breathing Benefit DNA. “Our Glammies were flown to Sydney from across Australia for a day of pampering, laughter and bubbles, before arriving at

OUT & ABOUT

Highlight updates include: • Redesigned makeup brushes, featuring tapered light-weight brush handles still made from renewable bamboo, for improved comfort and performance, in a brighter wood colour, with contemporary gunmetal ferrules and beautiful ombre bristles. • On-package education. Each product directly links to a recommended colour cosmetic pairing, showcases the end benefit, features a face chart for application and identifies the level of coverage to help simplify her beauty routine.

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01 ERICA GALEA - MARKETING MANAGER OF CHEMCORP AND EMMILY BANKS, DEPTHS OF BEAUTY

02 KEIRA RUMBLE - KRUMBLE AND BONNIE GILLIES OZ BEAUTY EXPERT

03 CHLOE MORELLO HOLDS THE NEW ECOTOOLS FULL POWDER BRUSH

04 EMMILY DEMONSTRATES THE NEW ECOTOOLS MAKEUP BRUSHES

Darlo Country Club for a glamourous Gala Night, where one lucky winner was chosen to fly to San Francisco for a 4-day pink-carpet conference to celebrate their contribution and inspire their development.” More will be revealed in the next issue of esprit Magazine Australia. In other BROW-tastic news, Benefit announced that they achieved their target of being the #1 Brow Brand Worldwide. It was also announced that Myer Sydney City was awarded #1 Department Store Door in Benefit Worldwide, for the fourth year in a row. “We are just tickled PINK and so proud of all Benefit’s achievements!”

ECOTOOLS BRUSHES UP FOR 10TH EcoTools, a leader in authentic beauty, celebrates its 10th anniversary milestone with the unveiling of the New Modern Eco Collection, featuring gorgeous rebranding and new product innovation. With a bold, fresh and contemporary look, the brand advances its makeup brush collection, including pioneering the first-ever makeup sponge made from plant based materials. Erica Galea, Marketing Manager of Chemcorp International (Australian distributor of EcoTools) hosted a media briefing which included a product demonstration by ethical makeup artist, Emmily Banks - Depths of Beauty. Erica explained that as part of the 10 year milestone, the entire collection has evolved based on the wants and needs of today’s women and features a refreshed logo and packaging with clean colours and modern metallic accents.

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SAMANTHA JADE’S 2ND WITH PRICELINE With a successful first collaboration under their belts, Samantha Jade has created a second collection for Models Prefer by Priceline. Loved by her Australian audience ARIA Awardwinning Australian singer, songwriter, actress, Sammy delivers a neat collection of palettes, pots, wands and brushes that help create ontrend makeup looks that fit into the fast-acting Models Prefer line. Sammy’s inspiration was the catwalk, driving her to curate a colourful array of versatile textures and products in the accessible price bracket: $14.99 for the Gold Leaf Lipstick through $17.99 for Lipstick and Liner Duo, Eye Shadow Palettes; $19.99 for the Sparkle Dust Trios and the Strobing Palette and $59.99 for the Essential Brush Kit. Sammy presented the collection to a media briefing hosted by her Sony team and Priceline. She chatted on stage with Priceline Pharmacy’s Gabby Tully – National Manager PR & Events, Liz Webster – General Manager, Merchandise and Emma Hogan - Cosmetics Buyer. On counter now the collection is a limited edition, delivering all-important newness in the fashion makeup category. Models Prefer is a private label brand, by Priceline, ranking No.7 Cosmetics Brand on the heels of the leaders: Maybelline (No.1), L’Oréal (No.2) and Rimmel (No.3). “Not bad for a brand that is exclusively available in 450 Priceline Pharmacies,” says Liz Webster. 01 GABBY WITH SAMMY JADE 02 SAMANTHA JADE FOR MODELS PREFER

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OUT & ABOUT 01.

POMMADE DIVINE ARRIVES

GET GLAM-MED UP BY MANICARE

Pommade Divine is one of ‘those’ products that everyone has in their medical drawer at home in the UK. As a ‘do-all’ it has quietly served generations of families since 1800. Now it is available in Australia, through BOD. Media were briefed by Jo Patterson, CEO. Jo opened her presentation telling media that after using the balm her 7-year-old daughter said: “Mum, I think you’re onto a winner.” Jo continues: “Pommade Divine is a multi-purpose beauty balm, formulated to treat: dry skin, burns, insect bites, scars, stretch marks, cuticles, rough heels, chapped lips, grazes, bruises, rashes, itching, cracked nipples, blisters, sunburn, chickenpox and spots. It’s a rich moisturising protectant that will help soothe, protect and repair, dry, sensitive skin and reduce the likelihood of scarring. It is made from 97% natural ingredients and can be used on adults, children, babies and even animals - it will treat a sore paw on a dog and grazes on horses.” Pommade Divine contains a unique combination of essential oils, spices and resins, tried and tested across the centuries, and blended into a skin-softening, nourishing base of shea butter, jojoba and lanolin. The result is efficacious, versatile and restorative. The 50ml pot is RRP $39.95. Available at David Jones and selected pharmacies ranged in the Naturals space.

Fingers are fine for dipping and dabbing on makeup but once you’re initiated in using brushes for sweeping, stippling, drawing a fine line and dusting you won’t go back. GLAM by Manicare has branched into brushes and debuts a neat collection of essentials and specials. Facing up the campaign is out & about social commentator, Pia Muehlenbeck. Beauty media met her at the launch, describing her as GLAMbassador for the brush collection. Juliette Toolin - Marketing Manager Essential Beauty at McPherson’s says: “Pia will play an important role in engaging the Australian customer. The campaign’s line is ‘any time is GLAM time’. A McPherson’s own brand, the brushes are Australian made: “designed by women in this room”, says Juliette. “It’s a premium and distinctive range. It had to be wow. A truly distinctive range”. Jennie Kim, Assistant Brand Manager at McPherson’s says: “In the collection there are six beautiful unique brushes – three essentials and three specialist brushes…handcrafted with unique shapes and ergonomically-designed handles”.

01 SIMONE CUNICO – HEAD OF BRANDS &

01 PIA MUEHLENBECK FOR GLAM BY MANICARE AND MAX MAY, MAKEUP ARTIST

02 MCPHERSON’S TEAM: CANDY WONG, JULIETTE TOOLIN, JENNIE KIM, DONNA CHAN, ASHNA FERNANDEZ AND TEGAN HODDER

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COMMUNICATIONS AND JO PATTERSON – CEO

02 JOHN GILDER – HEAD OF SALES WITH JO 03 CRAIG WELLER – COO, LAUREN VICKERS –

Pia addressed media guests: “I have played with the GLAM lashes…it’s an iconic Aussie brand that I’ve used for years. It’s surreal to see my face alongside the logo. I love everything about the brushes – the bristles have been cut to be more fluid and soft. And are cruelty free.” Pia looked flutteringly fab wearing GLAM Hazel Mink Effect lashes. See the full story on GLAM by Manicare brush launch on pages 20 and 21, by Elisabeth King.

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MODEL AND ERIN HOLLAND – PRESENTER

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esprit Magazine promotion

Natralus

- the one you can trust, naturally! Our tagline ‘The natural touch’ reflects our belief in the benefits of nature as well as touching your life in a positive, caring way with effective and proven natural products, says John Rowe, Managing Director of Natralus. “I never look at cost when formulating a product; I focus on how well that product is going to work. If it doesn’t achieve the desired results, we don’t use it,” John assures. “Our mission is to enhance the lives of our customers by supplying them with effective Australian made high-quality products that are full of natural and organic ingredients, and actually work. When our customers come to us saying that our products have really helped them, it makes everything we do worthwhile”. John Rowe has been developing and producing natural skincare products for over 25 years. John’s passion for creating all natural skincare comes from a long family history in the pharmaceutical industry. John’s grandfather, William Rowe, was a respected Adelaide Pharmacist and would often create natural herbal mixtures to help cure his clients’ ailments. William practised for over 50 years, creating and dispensing successful healthcare products. This passion and knowledge were passed on to his son and then down to grandson John. Keeping alive his grandfather’s passion and commitment to creating naturally effective products John’s objective is to touch as many lives in a positive, caring way using Natralus products. In 1991 John created what became Australia’s Number 1 active, NS-8 Natural Heel Balm, which he later sold with his first pharmaceutical business in 2005 to a Sydney based company.

Our mission is to enhance the lives of our customers

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C LAI MS YO UR C US TO M E RS AR E D EMAN D I NG All products in the Natralus range have specific claims - claims your customers are seeking out - such as: • All natural ingredients • Australia Certified Toxic Free • Clinically tested in an independent laboratory • Dermatologically Tested • Dermatologist Approved/Recommended • Clinically tested and proven suitable for Sensitive Skin • Clinically proven and substantiated to be, Kind to Skin, Mild for Skin and Safe for Skin • 100% Satisfaction Guarantee • Certified Organic by OFC

S O URCI NG AND FO R M U L AT I O N – HIGHEST Q UA LI T Y CONTROL At Natralus they source the most pure and natural ingredients, including those from organic farming in Australia. “We believe very strongly against using ingredients such as petrolatum, parabens, mineral oils or sulphates. Ingredients like petrolatum can also interfere with the body’s natural moisturising mechanism and could therefore lead to dryness and chapping over time. We want to alleviate these symptoms not enhance them”. With their own research and development department, formulation lab and ISO GMP and Organic Certified manufacturing facility, Natralus have complete control of their products at every stage of the production process. “Every Natralus product is a unique result of the inspiration and dedication of our in-house team. Our experts give you innovative natural formulas that feel better, perform better and are better for you, with proven results. Natralus products are sent out for independent laboratory testing to substantiate claims such as dermatologist tested and suitable for sensitive skin. You will find that every product will deliver on every promise leaving you and your customers satisfied and coming back for repeat purchases”.

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CERTI F I CATI O N O F PR OVEN R ESULTS “One of Natralus’ loved and trusted products is our Soothing Skin Relief hydrating gel. It contains 99% Pure Aloe Vera and is Certified Organic, making it a unique product on the market. Our other Certified Organic products are the Ultra Skin Repair hydrating gel and our Intensive Skin Therapy moisturiser. Natralus don’t just throw around words like pure and natural and organic; we have the official certification to back it up”. Natralus created the My Little One range with a specific focus in mind, to provide safe, effective skincare products designed for the most sensitive skin. Each product in the range has been created with the gentlest natural and organic ingredients we can source, including paw paw, shea butter, oatmeal extract, calendula, aloe vera, rosehip and jojoba oils and of course contains no nasties like petrolatum, parabens, lanolin, artificial fragrances or colours. The range is also Paediatrician Approved/Recommended and proven to be suitable for newborns.

Natralus don’t just throw around words like pure and natural and organic; we have the official certification to back it up.

esprit Magazine promotion

TE ST I MO NI AL Natralus recently had a woman contact them after using their Nourishing Lotion from the My Little One range on her young daughter. “At the age of 2 years old, my daughter Jazmine was diagnosed with eczema. Like any first-time mother, I was crushed as her skin was flaky, dry, and had open wounds from all the scratching. I spent a lot of money trialing different creams and lotions, but nothing seemed to work on her sensitive skin. I was recommended by a mother I met at childcare to try Natralus My Little One Nourishing Lotion. I was hesitant at first due to my past experiences, but after hearing her positive result, I had nothing to lose. To my surprise, Jazmine did not experience any reaction or irritation. Her skin started to heal as she gradually stopped scratching. The lotion helped minimise the flaring up and itching, giving her a soft and smooth skin texture. I now religiously apply the Natralus Nourishing Lotion morning and night.” – Valentina, VIC

You can rest assured that our range of Paw Paw ointments and lip balms contains no nasties and has double the paw paw content of other leading brands JOHN ROWE, MANAGING DIRECTOR, NATRALUS

SUPPO RTI N G PHAR MAC Y “Natralus love to support Pharmacy and by having samples and testers, a customer loyalty program and various Point of Sale options we help to drive sales. Natralus has formed a sales partnership with Pharmabroker Sales in late 2016 to represent Pharmacy nationally and already we are seeing massive support from Pharmacies coming on board which is really exciting to see the brand potential being realised”, says John. Being known as a brand that customers can trust is a core value. For example, the paw paw issue. “With such an extensive range of paw paw ointments on the market, it’s often tricky to know what to look out for. Many paw paw products advertise natural ingredients or come in clever packaging that gives off the feeling of being free of any nasties. It can take a while to realise you’ve been using something that is doing more harm than good. Paw paw varieties, are seen as being safe to use repeatedly despite being filled with ingredients that often irritate the fragile skin on and around the lips, causing a loss of hydration when you’re expecting them to have the opposite effect! You can rest assured that our range of Paw Paw ointments and lip balms contains no nasties and has double the paw paw content of other leading brands. Paw paw is really a multi-purpose skin aid and is a great way to supply the skin and lips with a range of vitamins, minerals and enzymes which hydrate and protect. Its naturally high sugar content means that it easily attracts, absorbs and retains moisture - making it perfect for maintaining the skin’s optimum hydration level. The reason products like Natralus Essential Paw Paw Ointment and Nourishing Paw Paw Lip Butters feel so good has a lot to do with the aforementioned moisture renewal properties, making it a soothing solution to dry and chapped lips and irritable skin conditions.

TO TALK B USI N E S S Bev McGrice Senior Sales Consultant bev.mcgrice@natralus.com.au Or John Rowe Managing Director john.rowe@natralus.com.au Natralus Australia Pty Ltd +61 8 8382 3000 www.natralus.com.au

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HOT BUTTON ISSUE

CLOSING

THE AGE GAPS HOW BRANDS REACH OUT TO DIFFERENT DEMOGRAPHICS

by Elisabeth King

Many marketers and beauty execs have always been negative about stressing age groups when selling beauty and skincare products. They are right. Today’s mantra is to grab them young and then stay mum as more and more women embrace the ageless era. Brands have listened as many women look better than ever as the years roll by and it’s become tough to tell a woman’s true age. Nearly all brands focus less on categorising generations in favour of appealing to so-called “flat agers”. The way to reach women of all ages from Millennials to Seniors is through being empathetic and focusing on individual needs. You have to start listening to customers first, says Monique Smith, Marketing Manager, Coty Consumer Beauty ANZ. “Luckily, young

MONIQUE SMITH Marketing Manager, Coty Consumer Beauty ANZ

women today are pretty vocal and transparent on social media. Google search insights and trends also enable brands to see what young consumers are asking for and what issues they have. With these insights, you can tailor your communication to talk directly to these concerns in their language, then deliver a solution that drives them to seek out your brand’s products to address and prevent their problems”. BAs are trained not to ask a woman’s age, says Smith, but to talk about skin issues such as oiliness and dullness and what sort of look they are after - a high coverage foundation or a sheer one. At Coty, we are fortunate to have a portfolio of cosmetic brands that talk to all demographics. Consumer attitudes are very important, too. A 20 year old beauty junkie 62|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

who buys multiple products across multiple brands is very different to a 20 year old who may only buy three products, has never heard of influencers like Lauren Curtis but is highly loyal. Both are valuable customers, but they need to be spoken to very differently through different products and even brands”. The sophistication of digital and social media enables us to be highly targeted according to age when attracting new consumers, says Smith. “It’s vital, though, that a brand’s message is relevant to a consumer. There is no point spending media dollars trying to talk to a 20 year old girl who has never engaged with makeup brands online and shown no online interest in music, pop culture or fashion”. Makeup innovations and trends tend to engage a younger audience who enjoy experimenting with colour, says Kelly Li, Marketing Manager, Giorgio Armani Beauty. “” This is especially evident in our lip and eye launches, such as the successful Lip Magnet. But we also have a loyal following of complexion customers, ranging in age from the late teens to the 50s and early 60s, who love Giorgio Armani for the range of colours and finishes we offer”.

K E L LY L I Marketing Manager, Giorgio Armani Beauty

Younger consumers respond well to online content and influencers, says Li, but a comprehensive consultation is key for recruiting face customers and helping existing ones find alternative products as their beauty needs change. “We see high conversion rates once a customer has experienced the foundations themselves. Giorgio Armani Face Designers are trained to have an understanding of each customer’s concerns and needs, providing comprehensive consultations for skincare and

makeup to find a bespoke skincare regime that suits the client’s lifestyle and concerns, especially as the skin ages”.

Adapting To All Demographics YSL Beauté prides itself on being able to adapt products to a wide range of ages, says Marie-Laure Claisse, Marketing Manager YSL Beauté Australia. “For example, the iconic

MARIE-LAURE CLAISSE Marketing Manager YSL Beauté Australia

Touche Eclat luminising pen can be used by younger demographics who follow the strobing trends, while more mature clients can use it as a highlighter or to add radiance. Our YSL Beauté Beauty Advisors work hard to nurture relationships with each customer, understanding their past purchases through the VIP guestlist and then making recommendations for present and future needs”. Makeup and newness really drive the YSL Beauté brand within the younger demographic, says Claisse. “Women in their 20s and 30s are more inclined to experiment with new colours, looks and ranges. However, as customers mature, they are more certain about the look they want to achieve and the products that work well for them. While complexion products are relevant to women across all age brackets, foundation and highlighters are a great way to attract customers in their late 30s-50+. We engage women with makeup and fragrances that are relevant to their age right now”. Younger women are definitely more aware that prevention is the key to anti-ageing and have a strong knowledge about products and ingredients, says Lucy Bradshaw, Marketing Manager for Lancôme. “But we avoid profiling

customers based on age and focus on specific skin concerns. Our BAs are trained to identify and communicate their specific skin concerns to our guests. We start every consultation with our Expert Consultation Guide to ensure a tailored recommendation of the right products and benefits”. Women will be loyal to a brand if a product works and they receive good service, whether

LU CY B R A D S H AW Marketing Manager, Lancôme

they are 20 or 60, says Bradshaw. “Attracting new customers according to their age group is more complex today and is achieved in two major ways. Firstly, identifying the right channels per guest demographic is more about attitudes and behaviours rather than age. Communicating product benefits is the other leading pathway. For example, skincare and foundation are more involved purchase decisions and rely on trust and expertise between the guest and the brand. We focus on trial teams and reviews from real women speaking about the product. Lipstick is very different. It’s more of a fun, impulse buy, so our recruitment strategy is more digitally-led”.

Education Remains Key Education is key for younger customers to understand the need for and benefits of preventative products, says Melissa Lyme, Marketing and Communications Manager for Elizabeth Arden. “We use all channels of communication and touchpoints, including editorial, advertising, in-store promotion and sampling. Our trained Beauty Consultants provide personal skin analysis and counter literature which continues the in-store conversation as a take-home reference. The use of trial teams as a form of influence and referral also provides a more authentic voice to address skincare concerns and recommend the right products”.

M E L I S SA LY M E Marketing and Communications Manager, Elizabeth Arden

Elizabeth Arden’s core demographic is 35-plus, says Lyme, but we deploy different marketing strategies for each age group. “We use a traditional communication approach to reach the older demographic. For the younger, “demand” generation, we use social media such as Facebook and Instagram. That’s not to say an older customer is not on social media but they consume and use it differently.

Consumption of information among younger consumers occurs in micro-moments through the day, so marketers need to engage, retain and convert them in a matter of seconds. That’s why we have seen the rise of video content on social channels instead of static displays. Video enables movement and adds personalisation to the content, which leads to greater engagement, stronger emotion, connection and sentiment towards our brand”. A mobile first approach is also important, says Lyme, because consumers are researching brands and products on their smartphones even before engaging with a brand. “Positioning of products remains key. For example, in our skincare ranges Prevage targets customers aged 40-plus and our Eight Hour range is aimed at women in their twenties. Other products which have universal benefits such as Superstart, Prevage City Smart and Instant Perfecting Primer appeal to a broader target group”. An exceptional counter experience also keeps customers loyal, says Lyme. “This can be something as simple as a friendly and helpful beauty consultant or additional counter services such as The Red Door Experience. Colour also plays an important part in recruiting new customers. Our colour category helps the Arden brand to grow, retain, attract and build. Colour launches appeal to different age groups, depending on claims, technology and benefits”.

Make It Fun Benefit attracts younger customers through a sense of fun and approachability, says Beth Glancey, General Manager, Benefit Australia. “We’re not in the business of preventative products. Our mantra is - makeup doesn’t have to be serious to look good - which lets our customers know they can express themselves and their outlook through makeup. Benefit is not about life stages, it’s for everyone. Our branding, creative packaging and irreverent names attract customers who are young at heart and like to have fun with makeup. As the number one brow brand in the world, our brow category enjoys double-digit growth and we leverage this as an opportunity to speak with authority to women

BETH GLANCEY General Manager, Benefit Australia

of all ages to transform their looks”. Luxury French prestige brand Guerlain has achieved global success over the past few years by appealing to Millennials, says Nashi Blair - Marketing, Digital & PR Consultant at Guerlain. “The La Petite Robe Noire franchise is specifically targeted at this age group. The La Petite Robe Noire makeup range, launched

NASHI BLAIR Marketing, Digital & PR Consultant

in 2016, keeps innovating and recruiting. Colourful, cute and stylish, the lip, cheek and new mascara SKUs are viewed as hot musthave items with accessible price points and have been heavily supported by key influencers and beauty bloggers. The July launch of a new fragrance - Black Perfecto - is firmly targeted at Millennials with a new juice, a gift and an impactful 360 activation communication based program based on digital and social media through mini videos and more”. Targeting Millennials requires a complete understanding of who they are and where they access their beauty advice, says Blair. “The first point of contact is their “tribe”- or close friends - who are key drivers of “what’s hot” products. At counter, the BAs have been trained to understand cues based on the questions they ask and make recommendations based on lifestyle choices. The new Guerlain skincare range, launching in the 2nd half of 2017, is exclusively formulated for Millennials. The price positioning will be more in line with a younger demographic and consist of four SKUS - moisturiser, toner, serum and mask”.

Cult Appeal Estée Lauder is very fortunate to have cult preventative products such as Advanced Night Repair, says Shannon Edwards, National Marketing Manager, Estée Lauder and AERIN Beauty. “Consumers express so much love for these products on social media and we find that younger customers become naturally curious about them because they have heard so many good things. Celebrity ambassadors such as Victoria Beckham and Kendall Jenner also share images of themselves using cult products such as Advanced Night Repair Power Foil Masks and that also piques the interest of younger consumers”. Traditionally, the Estée Lauder brand has resonated with the “ageless”consumer, says Edwards. “But S H A N N O N E DWA R D S National Marketing Manager, Estée Lauder and AERIN Beauty

18 to 34 years olds are currently our fastestgrowing demographic. They are excited about the constant newness in our makeup category and intrigued by the effectiveness of our cult skincare products. We retain and recruit consumers through these cult products because many of our customers have been using them ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |63

for years and pass on recommendations to their daughters and granddaughters. But our Beauty Advisors are trained to recommend products that are more about results than suggesting ones according to age brackets”. The question of age is something I am regularly asked about, says Rosi Fernandez, Managing Director, La Prairie ANZ. “If you had asked me 10 years ago, I would have said that La Prairie has a solution for most skin concerns across all age groups. But also pointed out that Australian women tend to invest in skincare later in life, when they have the income to do so and when they start to notice the signs of ageing”. The situation has changed dramatically. “The awareness of the benefits of investing in the future of their skin with high-tech, resultsdriven skincare has soared among Australian consumers. We cater for all age groups, of course,

ROSI FERNANDEZ Managing Director, La Prairie ANZ

but the highest increase we are experiencing is coming from customers aged 30 to forty. In addition, the increase in the number of local and visiting Asian customers, predominantly Chinese, who have always looked after their skin from a younger age, has also led to an upsurge in investing in skincare earlier”. The condition of the skin, not a person’s biological age, is our starting point, says Fernandez. “Our consultants often find that 50 year old women who have looked after their skin may be prescribed the same creams and serums as someone in their 30s who hasn’t treated their skin as well. Our education program for consultants goes beyond products and also includes understanding body language, building rapport and providing bespoke service. Diversity is of the utmost importance when it comes to selecting new consultants, particularly in stores with a higher concentration of tourists”. In many cases, the customer will raise what they would like to improve about their skin, says Irene Robinson, General Manager of Sisley. “This gives us an opening with younger customers to speak about the importance of preventative products such as Sisley Youth Protector. You can have two customers of the same age, but their skin priorities are very different and prone to change, so we reassess a customer’s needs each time we see them. The clientele from Asian countries, especially China, are a growing and important part of everyone’s business mix these days. They are very focused on brightening/whitening products, as well as high-end anti-ageing products. If a brand doesn’t have suitable 64|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

IRENE ROBINSON General Manager, Sisley

products, customers will find them elsewhere”. Online reviews and social media play an increasingly large part in determining “shopping shortlists” for younger customers, says Robinson, so brands need to have an online presence through influencers, bloggers, vloggers and Instagrammers. “SEM is also very important. Most of us use Google as our default search engine. We find that our more established customers are still influenced by print media, word-of-mouth and results”.

“Because our products have ingredients that provide multiple benefits, we can introduce the same products to customers who have different concerns. By constantly investing in research and with a frequent launch schedule, we not only keep our loyal customers engaged but also attract customers who have never shopped with us before”. Customer education is a really important aspect of the service Jurlique provides, says Anya Badu, National Training & Education Manager. “ Group masterclasses, 1:1 tutorials, and introductory facials are all excellent ways

JILLIAN REBEIRA L&D Manager for L’Occitane

Effortless Ageing Effortless ageing is the main goal at Clarins, says Charlotte Turner, Head of Training, Clarins Australia. “Our customer base is

C H A R LOT T E T U R N E R Head of Training, Clarins Australia

traditionally 45-plus. We have progressively launched targeted products to keep this customer engaged in managing their skin with treatment options and service experiences to intensify their loyalty. But we have recently diversified our e-commerce and social media strategy to more closely target the lifestyle needs of the 25-plus customer, together with a range of products that appeals to their skin concerns and expectations for results. Whatever their age, the focus is to connect with each customer at least once every six months and review the achievement of their skincare goals via their Client Profile”. We work hard to attract a diverse range of customers and we have something for every age and budget, says Julie Chan, Retail Marketing Manager, L’Occitane. “We launch something new every six weeks. Sometimes it’s a top antiageing skincare product for the over-40s; other times a limited edition hand cream which suits everyone from teenagers up”. But we train our BAs not to introduce

JULIE CHAN Retail Marketing Manager, L’Occitane

products based on a customer’s age, but speak to a personalised skincare routine that will target their specific skin issues, says Jillian Rebeira, L&D Manager for L’Occitane.

to educate customers about the benefits of preventative products. Some of our younger customers begin by seeking purifying or hydrating products, while others are very aware of the need to incorporate preventative serums eyecare and sun protection into their daily skin care ritual”. At Jurlique we offer three different antiageing ranges that have been formulated to address the first signs, visible signs and advanced signs of ageing, says Badu. “In addition, we have four ranges that address specific skin concerns. Our main focus is how the skin looks and feels , rather than age. Training and coaching focuses on open-ended and customised questioning as well as visual diagnosis skills”. The introduction of the Nutri-Define range to address advanced signs of ageing ensured that we continued to meet the expectations of our longest existing loyal customers, as well as attracting new customers, says Badu. “There has also been continuous innovation around both our first signs of ageing range, Herbal Recovery, and the Purely Age-Defying range which tackles the visible signs of ageing. Our digital media activity targets a broad audience aged from 28 to 45 years. The most important focus is attracting the sophisticated premium skincare customer across all age groups”.

A Good Start Pays Off Our approach is simple, says Xuan Henderson, Marketing Director for Ultraceuticals. “A good skincare routine from the start will pay off a thousand times in later years. Young consumers should invest in essential basics - cleanser, moisturiser, protection. Ultraceuticals’ skincare promise is to provide visible results in 90 days ( RVR90), a three-month product and treatment plan aimed at treating a client’s key skincare concern developed by our founder Dr Geoffrey Heber. Modeled on his “medical style” of

X UA N H E N D E R S O N Marketing Director for Ultraceuticals

skin diagnosis and consultation with before and after pictures to clearly demonstrate the power of cosmeceutical products, even though we know that certain skin issues are prevalent at certain ages the aim is to treat individual problems. Nowadays, clients don’t want to look unrealistically youthful, they want their skin to look healthy and good for their age”. Women across a number of demographics are looking to social media, particularly Instagram, to shape and define their skincare purchasing behaviour, says Elisha Mair, Dermalogica Marketing Manager. “These channels are strategically important to Dermalogica’s growth because they provide the perfect platform to educate and engage with new users. In addition, our influencer marketing strategy is targeting new consumers by creating buzz around our new launches, with Instagram being the lead platform. We measure the success of our influencer partnerships on engagement, reach and views and our strategy is to build longterm relationships with them.” We are seeing a shift in behaviours amongst Millennials, says Mair, with heightened demand for preventative products. “At Dermalogica, we believe that it is never too late to start taking care of the skin. But our communication goals for younger consumers is to persuade them to develop correct habits and the importance of customisation and personalisation for the individual needs of their skin”. Many young customers are interested in preventative skincare products because the other skin benefits in anti-ageing skincare are also compelling - smoothing, hydration and plumping, says Hayley Bishop, Marketing

H AY L E Y B I S H O P Marketing Manager, Palmer’s

Manager, Palmer’s. “ Our products’ credentials are strategically communicated in places habituated by younger consumers. We have recently moved to a true “digital first” approach for all marketing communications. We use educational videos, messages and ad placements across social media channels and key sites, in addition to a large suite of social influencers. Our Palmer’s Brand Ambassador, Georgia Love, also has a broad cross-section of followers aged 18 to 34 and she is a big advocate of our anti-ageing products for visible skin benefits she can see ‘now’”. Palmer’s caters for women of all ages with

products such as Palmer’s Cocoa Butter Lotion and our Stretch Mark Lotion, says Bishop. “The Palmer’s core target market is women aged 18 to 45. They are well-informed about cosmetic ingredients and are searching for effective formulas that also include natural ingredients and no nasties. We also maintain a high standard in terms of ethical, social and environmental sustainability. Through digital targeting we factor in age/life stage, together with interests, behaviours, purchase history to best deliver relevant messages to core target groups”.

Natural Appeal As a natural skincare brand, Trilogy invites younger consumers into the brand, says Louise Clayton, Trilogy Brand General Manager.

LO U I S E C L AY TO N Trilogy Brand General Manager.

“There’s a whole generation of Millennials who, more than any other generation before them, genuinely care about the planet, so it’s natural they’re demanding more accountability and transparency from brands and making purchasing decisions accordingly. A simple skincare regime doesn’t have to be expensive and choosing a quality certified natural brand that delivers high concentrations of ingredients is a great way to look after the skin”. We have a wide demographic of customers - Trilogy Fans - says Clayton, who come to us for innovative ranges that treat a broad range of concerns from sensitivity through dry and ageing skin. “We are consistently breaking new ground in natural product development. We also constantly monitor industry trends and specifically tailor campaigns around brand values, sustainability and the power of nature. For example, we decided to introduce a new body care range to attract consumers who haven’t tried our facial care range. In 2016, we launched our reformulated Age-Proof range, which brought a whole new audience to the brand. The “talkability”of the campaign was huge. Our #whatiknownow video has over 100,000 views on Facebook and 340,000 on YouTube. It struck a real chord with women of all ages”. Weleda’s philosophy is that growing older is natural - we don’t want to stop it and we don’t want to make anyone look younger, says Eugenia Wolstein, Weleda Marketing Project Manager. “We don’t market our products as anti-ageing. Instead, radiance from the inside out is the key difference for us. Nevetheless, we engage the preferred social media communications channels for Millenials. Younger customers are the least frequent instore shoppers and most responsive to online shopping, so we target them through relevant

content and collaborations with influencers and bloggers”. As a natural brand, Weleda cues in with the cycle of nature with appropriate skincare for all stages of life, says Wolstein. “The Iris range is for younger customers in their 20s, the Wild Rose range targets customers in their 30s, the Pomegranate range is for those in their 40s and the Evening Primrose range for 50-plus

E U G E N I A WO L S T E I N Weleda Marketing Project Manager

customers. We accompany our customers on a journey of constant adjustment, not only in their skin conditions but also their life situation. For example, in our 40s we become aware of the future and also look back at the past. The pomegranate, our lead plant in facial care for customers in their 40s, is the plant that mirrors this state of balance perfectly”.

For Male Eyes Only Generally younger customers come to Lab Series Skincare for Men looking for easy-to-use products for an uncomplicated skincare routine, says Edith Magerstein, Brand General Manager for Aramis & Designer Fragrances. “They are either “stepping up” into prestige skincare after using entry/mass brands as their

EDITH MAGERSTEIN Brand General Manager for Aramis & Designer Fragrances

first grooming experience. Or, they are looking to expand their regime with more targeted and effective formulas with specific benefits and proven results, such as our latest launch - PRO LS with its hero product All-In-One Face Treatment”. But preventing the early signs of ageing at a younger age is a key concern for younger males, too, says Magerstein. “Younger men are now seeking out the benefits of hightech formulas to improve their skin’s appearance sooner. It is not uncommon for a guy in his 30s to be using our MAX LS AgeLess Power V Lifting cream”. As a leader in the prestige men’s grooming category globally, we sample key products and new launches, says Magerstein. “This allows our consumers to experience the products for the first time or expand their regime for even better results. Many new customers hear about our products through recommendations and role models. Today, word-of-mouth is more powerful than ever”.

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Leaders in natural skincare Sasy n Savy is an Australian owned manufacturer of Natural Australian Skincare and Wellbeing products; founded in October 2003. All of our products contain ingredients that are derived from 100% Natural Australian sources, says Samea Maakrun, Founder and Managing Director, Sasy n Savy. “All products are made with ingredients directly sourced from Australian-grown plants, herbs and flower extracts, and we take great pride in being able to trace every ingredient back to the source, as well as through every stage of production to ensure that customers are presented with the best, most carefully made products. Each formulation is high in vitamins, antioxidants and nutrients including Kakadu Plum Extract, the richest form of vitamin C in the world, Bearberry Leaf Extract which acts as a strong antioxidant and Wild Rosella Flower Extract, high in natural protein and nutrients. Our products work together to promote firm skin, plumped up with healthy collagen production, so you look and feel younger”. The extensive product range is vegan friendly, and every one is free from harmful chemicals, colours and synthetic ingredients. “We create products that are safe, effective and gentle, that care for you, your skin and your environment”, says Samea.

THE SASY N SAVY POINT OF DIFFERENCE The Sasy n Savy product range boasts a total of 47 active ingredients with over 41 associated skin and health benefits.

KEY EXTRACTS AND THEIR BENEFITS Arctostaphylos uva ursi (Bearberry) Leaf Extract • Astringent properties • Acts as a strong antioxidant Vaccinium Myrtillus (Bilberry) Leaf Extract • Releases toxins • Brightens and provides nutrients to skin Terminalia Ferdinandiana (Kakadu Plum) Fruit Extract • Highest source of vitamin C in the world • Rich antioxidant to prevent damage to the skin cell structure • Helps stimulate production of elastin and collagen to help maintain skin’s suppleness. Wild Rosella Flower Extract • High in natural protein and nutrients to revive skin. Australian Essential Oils • A wide range of therapeutic benefits

66|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

esprit Magazine promotion

OUR COMMITMENT “We are committed to providing high quality products that are results driven at a price and standard that is beyond expectations. Our commitment at Sasy n Savy is to ensure each and every valued customer, benefits from our extensive range of products”. – Samea Maakrun

WHY CHOOSE US? • 100% Australian made and owned. • Natural skincare and wellbeing range enriched with Vitamins, antioxidants and nutrients to stimulate collagen and skin cell growth. • Chemical free/Vegan. • Winner of over 18 business and beauty awards both nationally and internationally • Experienced exporter to Asia, Middle East, UK, EU, US, Pacific and Aegean Region. • Generous profit margins. • Training, marketing and promotional support. • 360 packaging & merchandising: all product displays, bar coding, batch numbers, expiry date and Australianmade logo. • Committed to research and development.

Our team at Sasy n Savy are passionate and devoted to purity and quality of Australian Natural plants, herbs and flower extracts. We guarantee the purity of our products. We trace our ingredients through all stages of supply, accurately recording the quality and use of every ingredient. – SAMEA MAAKRUN –

OUR PHILOSOPHY

ENJOY LIFE WITH SASY N SAVY Live life to the fullest Inspire for greatness Feel good Be empowered For more information or to become a stockist contact Sasy n Savy: Head Office and Apothecary Showroom Tel : +61 (0)2 9522 9967 Toll Free: 1300 660 499 Email: marketing@sasynsavy.com.au

www.sasynsavy.com

ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |67

Business. espritâ&#x20AC;&#x2122;s collection of industry experts and leaders share their thoughts on proven tactics and strategies to build your business.

68|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

You don’t say can’t, you say HOW! John Rowe, Managing Director of Natralus shares his 25 years of experience on where to get started when creating an organic skincare product. WITH 25 YEARS OF DEVELOPING NATURAL

FIVE TIPS ON HOW TO TAKE AN IDEA TO

PRODUCTS, WHAT DRIVES YOU TO CONTINUE

A PACKAGED PRODUCT

TO CREATE AND DEVELOP?

1. It has to have a real point of difference: that goes for the business philosophy, the product, the packaging and the marketing.

HOW HARD WAS IT TO GET YOUR FIRST PRODUCT TO MARKET?

In my last business, the first product we started manufacturing in 1994 was a Chem-Care Sorbolene cream. Chemplus was prepared to give us a go and the first order was for a pallet of stock. The challenge was we were only able to fill one bottle at a time so to meet the delivery deadline we had to work through the whole night without sleep to get it finished. It was hard work but we never looked back from there. HAS IT BECOME EASIER OVER THE YEARS?

Yes, to a certain extent it has become easier because you know what is required in product specifications, packaging and point of sale materials etc. Although you still have to do your due diligence when researching your brand vs your competition. Look for a niche and work out how to exploit it to maximum benefit creating a winwin for all parties involved.

2. Do your homework on the market: the needs and wants and pricing, and retailers to sell to. 3. Select a manufacturer that you can trust and work with them and build your relationship. It should be like a true partnership, but be flexible where it doesn’t compromise your ethos. 4. Have the necessary capital and secure the funding you need (and more than you need ahead of the time) to sustain growth in sales as the distribution increases and you need to secure larger stock holdings of your products. 5. Do a business plan detailing where you want to be in 1, 3 and 5 years and be prepared to review your plan if you don’t achieve the initial milestone. If you really want it, don’t give up – success breeds success! Don’t be afraid to get expert advice as it will save you time and money in the long run and if possible always get multiple quotations for your marketing, branding, packaging etc, as this will keep it competitive. Carefully review your sales and distribution channels so you can confirm it’s right in your own mind. Be prepared to give it a go without risking everything and losing your house. ANY CHALLENGES…AND HOW DID YOU OVERCOME THEM?

SEE MORE ON NATRALUS ON PAGES 59-61

Developing a brand is not for everyone that would like to make their own product, it requires a financial commitment with healthy capital and industry knowledge and certain fortitude to build a sustainable business. It’s not a get rich quick option. In developing Natralus Australia we were really starting all over again. There was no substitute for investing time and hard work with a long term commitment which is what’s required if you’re going to be a real success.

Aussie made

The drive comes from seeing very average to inferior products being sold in the market. This gives me the opportunity to create a natural but really effective product. I get satisfaction from touching lives in a caring way and the positive feedback from truly satisfied customers helps me to look for new challenges.

ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |69

How can your company attract, and retain, great talent? As recruitment specialists in the Beauty Industry, we talk to many job seekers every day. What’s the difference between an employee that’s happy and engaged, and one that’s preparing to make a change? Here are some of the tangible things Beauty Industry employees are looking for, besides salary and title. C A R E E R D E V E LO P M E N T

Some job seekers tell us they don’t have further opportunities for development in their current organisation. Often in our industry, a solid employee is kept in their role because they’re good at it – but this can be to the detriment of the employee’s growth, and ultimately to the organisation. If your company offers development opportunities such as crossfunctional projects, special assignments, mentoring programs, internal or overseas promotions & transfers, you can create a win-win situation for both employee and employer. For example: a Marketer working on an account-specific project can learn about retailer strategy and activation, building their commercial acumen. Or, a Beauty Advisor may want to expand their selling skills by making the jump into Field Sales. If it’s right for the business, it’s important to make these opportunities happen; when there’s no perceived path for development, employees may instead look outside of their own organisation. FLEXIBILITY

The Beauty Industry is a terrific, femaleoriented industry where women are both the primary target audience, and a large part of the workforce. Yet, opportunities still remain for Beauty companies to tap into the substantial experience of Beauty Industry executives who are looking for work flexibility. Whether it is mothers returning to the workforce, employees looking for work life balance, or facing long commutes, offering options like flexible hours, working from home days, part-time and/or job sharing roles can widen the talent pool, opening your company up to experienced job-seekers that bring organisational skills, executive maturity & valuable industry experience.

B E AU T Y I N D U S T RY R E C R U I T M E N T I N S I G H T S

ATTRACTING & KEEPING GREAT TALENT By Michelle Heaps and Erica Oroszlany, Managing Partners, BeautyConnections Australia MANAGING CHANGE

The Beauty Industry is an ever-expanding sector, full of new brands, acquisitions, mergers, new team members – and the changes that go along with them can sometimes be uncomfortable for employees. Keeping an open, honest dialogue between management and employees can mean the difference between a successful transition, or a brain drain. Employees will often stay through change for a while, to understand if the change will impact them for better or worse. Making sure they can see themselves, and the role they play, in the new structure is key to keeping them a part of your team. BALANCE

In our industry, most of us are not afraid of “putting in the hard yards”, and working overtime when the crunch is on: budgets, retailer presentations, strategies, sales conferences etc. But when it becomes the norm rather than the exception, we hear candidates start to question the company’s values or whether it’s resourced adequately. Be the organisation that is perceived to give as well as take: consider bringing in additional temporary help for your

www.beauty-connections.com.au

team when the pressure’s on. This can take the form of trusted former employees, short-term reallocation of internal resources, external contractors, and/or having a steady internship program in place for when that extra pair of hands is needed. The benefits that attract and keep employees are different for each of us and will change over time. However these 4 key areas continue to be important reasons why people join, stay or leave. How does your organisation measure up?

SYDNEY Michelle Heaps Managing Partner BeautyConnections Australia (02) 9432 7826

MELBOURNE Erica Oroszlany Managing Partner BeautyConnections Australia (03) 9607 1391

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Napoleon Perdis Partner Workshop

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This year – 2017 – marks the 25-year milestone for Napoleon Perdis Cosmetics. And it is a year that Napoleon Perdis is celebrating the Consciousness of Intimacy. This was the opening topic at Napoleon Perdis’ recent Partner Workshop masterclass attended by some 60 independent partner stockists in NSW.

The eponymous makeup and skincare brand is made available across Australia through a range of retail relationships. One such channel is the independent retailer – a beauty specialist or an independent pharmacy – who partners with Napoleon Perdis Cosmetics as a stockist. Together they build customer loyalty through a strategic business plan which is supported by Napoleon Perdis Business Education Executives. Stockists receive visits every four to six weeks from the BEEs and during these visits they go through a three-point service model in which they discuss how the stockist’s sales are tracking, provide training with staff members and help in recruiting customers and clients introducing them to the Napoleon Perdis brand. The BEEs also work with partners and strategise how to make their business have a point of difference in their environment. Napoleon opened the company’s recent Partner Workshop at Park Royal hotel in Parramatta confirming the importance of a consciousness of intimacy. The independent retail market is challenged today, with competition all around, says Napoleon. “With social media telling more than the truth we have to look at authenticity. The greater level of engagement comes with greater authenticity,” he says. Being able to interact with a customer in real time brings us back to realness. Napoleon Perdis Cosmetics has always established itself both in cities and smaller towns to reach ‘everyone’. “We want to go to places where we can work closely with the Partners. Places where we can be intimate. Where the people are family focussed.” Driving this communication message home, Napoleon told the Partner delegates they could contact him at any time and he gave them his own business email address. “We’re in it together” he said. Peter Sintras – Head of PR and Communication – reinforced the role Napoleon

01 NAPOLEON DEMONSTRATES 02 NAPOLEON PERDIS PARTNERS

01. 02.

himself plays in the company’s marketing, saying “Napoleon is a master of PR and networking.” Today there are three distinct voices of the brand: Napoleon Perdis – the makeup artist in the media; Global Makeup Artists – the leading makeup artists with their own voice across consumer and trade media; and Lianna Perdis – Napoleon and SoulaMarie’s eldest daughter who is leading the succession planning, becoming a spokesperson, brand developer and model. “Building the voice of the brand helps customers understand who Napoleon is when they come into your shops,” says Peter. Napoleon presented a makeup workshop on two models assisted by Kate Squires - Vice President of Creative, and Rebecca Prior – Vice President of Education. Makeup is not just a visual thing, says Napoleon: “Makeup affects the way we feel. It is a tool that affects our humanity. It is about asking questions. The focus with every client whether they are a celebrity or a customer in our shop is to listen to what they are saying about themselves. I love living and breathing what the next customer wants,” he says. “We are service providers and it’s important to remember that.” Napoleon stressed the importance of the consultation conversation and not labelling

yourself as a particular kind of makeup artist. Lend your hand to a flexible range of offers – the 90-minute special occasion make-up right through to the quickie day-to-night touch-up, “Otherwise someone else will take the opportunity and you’ll lose your role as the Napoleon Perdis Influencer.” Wise words. “Allow your customer to do her little things with you, because then she’ll do her big things with you.” You don’t need to have thousands of followers, it’s engagement you want, says Napoleon. “Give your customer an authentic, real, engaged experience and she’ll be loyal to you and your store.” Napoleon concluded by talking through the introduction of Lianna Perdis, his eldest daughter, to the business. At 17 years of age, Lianna is a model, recently appearing on the front cover of Harper’s Bazaar; she has created a sub brand, Total Bae to appeal to a younger customer; she is a conscientious student and girl about Athens. Look out for Part II of the Napoleon Perdis Partner Workshop in the October issue of esprit Magazine with business tips from Emanuel Perdis and Tracy Schembri. ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |71

Understanding the Millennial Workforce David Willey – Founder & Director, GrowthTank

Millennials – born between the early ‘80s to mid ‘90s (roughly 18 - 32 year olds) – constitute one of the largest and most over analysed generations ever. By 2025, they will make up 75 percent of the global workforce. Keeping millennials happy and retaining them in the workplace should be an essential objective for every manager. Millennials are here to stay and they are crucial to the longevity and success of your brand. Despite general opinion amongst employers, recent research has shown that millennials might not be the work-shy bunch they get berated for in the media, rather the most misunderstood generation ever. So how can employers stem the flow of millennial employees and better understand them? David Willey, millennial specialist from Growth Tank shares his top five tips that will make managing this challenging demographic easier, while also encouraging their engagement in your company.

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BUSINESS

Essential Tips For Keeping Millennial Staff

SHOW THAT YOU VALUE GREAT WORK & PROVIDE FEEDBACK

Employees tend to stay at jobs where they feel valued and part of a team. A perceived lack of appreciation for work undertaken is often cited as a key reason people leave jobs. Millennials, more than other generations, crave affirmation and positive reinforcement in order to feel like they are doing a good job. They need to know they are getting noticed and are valued. Feedback may be as simple as showing a keen interest in their projects or mentioning that you appreciate their input or liked their thinking. This doesn’t need to be overwhelming but like any relationship between humans it’s a matter of mutual respect and treating each other like human beings. Regular small steps will always help improve workplace morale.

TRY DIFFERENT MANAGEMENT STYLES

One key mistake that businesses often make is to implement a ‘one size fits all’ style of management. Millennials are not one homogenous group. A management style that works for some, may not work for others. For example, one may prefer constant direction while another prefers to work autonomously. As a rule of thumb, millennials want to know that you understand them and are willing to try different methods of management that suit all parties.

TRUST & FLEXIBLE WORKING

How often have you been asked by a team member if they can swap shifts in order to fit in a life event or accommodate a family commitment? And how often have you said yes? It’s important to understand that flexibility is key for millennials, as it allows them to edge closer to their desired work/life balance. One question I often encourage managers to think about is: do you trust your staff? Millennials want to be seen as responsible and trustworthy, and the majority will repay your trust with hard work so why not give them a shot. If they don’t repay your generosity, then you may not have the right member of staff!

PROMOTE PROGRESSION WHERE POSSIBLE

The average millennial rates opportunities for growth and development as one of their top professional priorities, often more important than salary. This is not to say that you should promote people for the sake of it, or because they ask you for it (and they will ask), or even that a promotion is the answer. I’m simply suggesting where possible that you provide opportunities for team members to experience new areas of the business and accrue greater responsibility and knowledge. Millennials respond incredibly positively to personal growth so look at ways you can map out these development opportunities together.

MAKE A POSITIVE IMPACT ON YOUR COMMUNITY

Millennials prefer workplaces that help them feel they are contributing to the greater good. They are more interested in working for companies that make a difference in the world rather than for companies that are merely there for the big financial gains. Whether it’s working together on a company-wide charitable initiative or simply providing time off to run in charity marathons, your encouragement helps them feel good about where they work.

As stated, marketing professionals must adopt multiple strategies to reach millennials – there is not a ‘one size fits all’ solution. Learn and experiment with what they respond to best to ensure you understand what matters to them to achieve the most cut through. In order to be an effective manager you must adopt multiple strategies to attract, engage and retain your millennial workforce. There isn’t a ‘one size fits all’ solution. Learn and experiment with what works for your team. For more details on how to engage and retain the best millennial staff get in touch with us via dave@growthtank.com.au.

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HOLLYWOOD’S MOST SUCCESSFUL SKIN CARE BRAND

OLE HENRIKSEN GETS A REVAMP By Mary Zavaglia in LA

After four decades, celebrity skin specialist, Ole Henriksen, is still achieving worldwide success with his eponymous skincare brand. His celebrity following is grand, working with everyone from Charlize Theron to Halle Berry. He’s the one who spent hours with them leading up to their Oscar wins and the reason they glowed up on that Oscar stage. He has even been sought out by royalty; Ole has been flown out to his home country of Denmark, numerous times, to work on Princess Mary in the comfort of her own palace. Ole began his career as a beauty therapist and soon after created his own product line in 1984 and in 2011 Kendo a brand incubator for LMVH acquired his line and it is now exclusively sold at Sephora stores worldwide. His product line was birthed in his own kitchen where his concoctions included the finest ingredients for skin radiance. From the start his products flew off the shelves at such rapid speed that beauty conglomerates started circling the brand. And although the skincare brand was acquired, Ole’s services were retained and he is across all the research and development of new products. Ole additionally travels to the countries where he sells his products giving inspirational seminars on skin health. I fell in love with this brand myself when I had the pleasure of meeting Ole years ago when he originally launched his brand in Australia and I still use it to this day. I recently spoke to Ole about the upcoming re-launch and re-branding of his line. Normally

OLE HENRIKSEN & MARY ZAVAGLIA 74|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

companies choose to relaunch when a product line isn’t doing well. Ole’s brand however, is extremely successful. So, I asked, why a relaunch? Ole explained to me that he often heard from clients that they love his products but can’t always figure out what to add or not when it comes to their routine. So with this in mind, Ole ultimately wanted to make the products easier to navigate. To do this, and at the same time address all the common skin concerns that he knows people shop for, Ole and his team came up with four distinct franchises that address every skin concern. The first of the four is the Truth Franchise, which has always been the flagship of the Ole Henrikson brand. With high concentrations of Vitamin C, it was created specifically to brighten and even skin tone, to provide continued deep hydration all day long, address lines and wrinkles and to strengthen collagen. Ole says: “The thing I love the most about the name is that it is about being true to the person that you’re born to be and to be the best at it.” Which is all part of the Ole “essence”. The next franchise is Transform. Ole explains: “I’ve always been about healthy exfoliation with the purpose of getting rid of dull, lifeless skin cells to reveal the smoother more refined skin.”. The Power Peel is the hero product of this line, which is a three-step process that incorporates a micro-dermabrasion followed by an acid peel and finally a mask. Then in the purple packaging comes Nurture, with the main goal of calming and reducing redness for sensitive skin and Rosacea. Ole loves the word Nurture. He says: ”It’s about nurturing the best in yourself. It’s about nurturing your skin to that healthy beautiful glow. Nurture is calming, soothing and comforting.” The newest addition is Balance, inspired by Ole’s own experiences at the beginning of his journey in skincare. He struggled with acne early on which made him look for solutions.

When he was living in Indonesia his esthetician, Lagita helped him elevate his skin and clear it. This was the beginning of his fascination with skincare and he was so inspired he enrolled in beauty school in London. When he first opened his state-of-the-art spa in Los Angeles his focus was on erupted and acne skin. He learned that living a healthy life, eating a balanced diet, having self-confidence, exercise and of course doing the right things topically could eliminate acne. He quickly became the go-to acne expert among celebrities. This is what led him to create the balance line. “The Balance range symbolises balancing life and balancing your skin,” adds Ole. Ole’s relaunch has taken the guess work out of which skincare to shop for. His colour coded installations make it easier for women to, touch, feel and try all the products to help them choose the right one. It allows women to feel empowered and confident in their choices. Ole’s Australian launch is themed the “Ole Glow Camp” and it’s all about bringing out the “Olé Glow” which he says comes from the inner and the outer self. Ole will focus on fitness, nutrition, skincare and wellness. My last question to Ole was: “How do you want your customers to think, feel and react to the rebranding?” And in true Ole style he replies: “I want every woman to experience not only the “Ole Glow” but their own glow as well - A merry glow, to feel incredibly good about themselves, to be confident, loving life and being able to be wild, crazy and free.” This collection is already empowering his following and leaving them with a glow like never before. It is clear Ole Henrikson has turned 40 years of experience into one of the most invigorating and effective product lines on the market today.

INTO A COSMETIC RANGE, RETAIL READY!

BUSINESS

H OW TO TU R N YO U R CR E ATIVE D R E AM …

When you want your hair cut and styled you go to an accredited salon. When you want to build an extension to your home, you go to a licensed builder. When you want to borrow funds for ‘whatever’ you go to a trusted financial institution. If you’ve found a gap in the skincare market and created a range in your head, and got it down on paper, you now need to go to a manufacturer. But beware manufacturing can be quite a daunting process, if you have no idea…. Here we find out from Sasy n Savy, a tried and trusted Australian source.

Sasy n Savy are based in Sydney and manufacture Australian Natural Skincare and Wellbeing products. Founder and Managing Director, Samea Maakrun tells esprit: “We can formulate and manufacture face, body, hair, feet, eyes, lips and overall wellbeing products. We are known on a global scale for manufacturing high quality luxury brands, with great service at a reasonable price. “Sasy n Savy is recognised as a dynamic company for our innovation, creativity and excellence. We currently export throughout Asia, EU , Middle East, US, Aegan Region and the Pacific.”

SO HOW DOES IT WORK?

STEP 1 CLIENT BRIEFING

A detailed briefing process is completed by Sasy n Savy with the client to fully understand the expectations, time frames and budgets.

STEP 2 PRODUCT RESEARCH & DEVELOPMENT

Sasy n Savy research and development team is dedicated to providing clients with high level technical support. The skilled and experienced scientists formulate modern and desirable preparations using the latest techniques and materials. They ensure all requirements of compatibility, stability, regulatory standards and client expectations are met.

STEP 3 PACKAGING AND DESIGN

This is where your product comes to life. Sasy n Savy work closely with you to maximise the potential of your products within your budget and timeline. They provide the latest marketing information, formulation packaging technologies and design trends. You will also benefit from: • Graphic design • Quality assurance • An extensive archive of local and overseas packaging and ingredient components • A library of international industry publications to monitor trends • Product samples - tested for stability & efficacy trialing and microbiological examination

STEP 4 PRODUCTION AND MANUFACTURING

The experienced staff take pride in delivering products that meet the highest expectations of their clients. Continual evaluation and freighting expertise delivers product to the consumer safely and economically.

STEP 5 MARKETING

The Sasy n Savy team travel extensively visiting overseas markets and undergoing both national and international exhibitions which your brand can feature in.

FOR MORE INFORMATION ON HOW TO BECOME THE NEXT SKINCARE ENTREPRENEUR CONTACT SASY N SAVY:

Head Office & Apothecary Showroom Sasy n Savy Pty Ltd 30/205 Port Hacking Road Miranda Miranda NSW 2228 Australia Tel : +61 (0)2 9522 9967 Toll Free: 1300 660 499 Email: marketing@sasynsavy.com.au

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Introducing Shping Powered by Authenticateit Influence customer decisions at the point of purchase. The Shping app will allow consumers to scan a product’s EAN GS1 barcode to check product information such as ingredients and nutritional information, certifications and reviews - while also being rewarded for doing so.

Brand owners will be able to tap into this engaged consumer base by accessing Shping Marketing module. This enables brands to: • Activate Shping Bots that act as your AI product specialist. Bots can select relevant content tailored for a specific customer throughout the lifetime of your relationship. • Ensure ongoing consumer engagement by tapping into Shping’s unique loyalty program to reward customers for taking photos, leaving reviews or engaging with content about your product. • Access analytics on customer buying habits - when and where products are scanned and other brands that your customers scan.

Protecting your brand integrity Brands will still also be able to tap into Authenticateit’s existing, powerful track and trace solutions which now will be offered as part of the Shping platform.

Influence your customer brand interaction, contact: Maria McInally | info@shping.com | +61399244420

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CONTENT AND THE CONSUMER JOURNEY

BUSINESS

ONLINE SHOPPING TRENDS

By Kate Morris founder adorebeauty.com.au

Digital disruption, content marketing and social media in particular are having a profound and growing impact on what we read, when we read it and what is referred to as the ‘customer journey’. Whereas once upon a time a consumer would read an article or see an advertisement in a magazine or on TV, now those traditional channels are jostling for attention with disclosed and undisclosed commercial messages across multiple devices and channels.

More interestingly, we are seeing a shortening of that customer journey and a growing impatience from the consumer. Traditionally there was always a clear separation of desire creation (media) and desire fulfilment (retail) but that separation is being challenged by online and offline retailers creating their own content. Retailers such as Net-a-Porter and David Jones create their own magazines, Porter and Jones respectively. Online, we and many other retailers are investing in content and storytelling to engage, educate and entertain readers (and also to sell product!). Customers now expect to be able to fulfil their desires immediately, so it makes sense to close the loop and have content and retail linked together. Many brands and retailers are investing in developing the capability to create digital content in-house, and the quality of that content in some cases outstrips that of traditional consumer media.

What kind of content do online customers respond to? We see two main types working well: Top-of-funnel content needs to be built to attract consumers who aren’t necessarily planning a purchase. Think of this like a honeypot: it needs to draw people in. Clickbait titles like “This Liquid Lipstick Literally Looks Good On Everyone” will entice new users to visit - though it’s also important that the content is immediately engaging once they arrive, otherwise expect a high “bounce rate” (users who immediately leave without clicking on anything else). Content in the purchase path is created to help customers make their final purchase decision. For example: “Which cleanser is right for my skin?” or “Selecting your Dermalogica skincare routine” assist customers in product selection and offer the opportunity to upsell.

the customer’s experience and thereby lift sales. Once content is created, it then needs to be pushed out to readers. We’ve had great success replacing traditional email advertising with blog-style content; Facebook and other social channels can also work well with this approach. The key to successful content marketing for both brands and retailers is authenticity. It’s long been known that editorial is more influential than advertising, and this principle extends to content marketing too. If you want your content to convert to sales, it’s best that it doesn’t read like a media release or sales pitch; instead, best results come from content that genuinely attempts to inform and help the reader.

Purchase path content can also come in the form of diagnostic tools, such as digital skincare selectors. These tools also present an opportunity for the retailer to collect customer data, which can be used for additional personalisation to improve

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and competing to meet consumer and customer needs” Chris Pedersen Chairman, Accord Australasia

Accord Annual Report

Annual Report 2016/17

Advocacy for innovation and contemporary regulation

Accord’s member companies are creating employment, innovating and competing to meet consumer needs At the Industry’s mid-year briefing, Accord launched its Annual Report. Promoting key messages of advocacy for innovation and contemporary regulation, the publication is a handy snapshot of the full breadth of the industry which Accord represents and our key achievements over the last year. The message from Accord’s Chairman Chris Pedersen spoke of the industry’s significant contribution to employment and innovation in Australia and calls for considered policy and proportionate regulation that will provide the business and consumer confidence needed for continued economic success. The Annual Report highlights that while Accord member companies directly employ around 15,000 full-time people in Australia, they indirectly support over 250,000 positions. Australia’s $300 billion turnover retail industry contributes around 4 percent of the nation’s GDP. The sectors dependent on Accord’s member companies’ products such as supermarkets, mass market chains, pharmacies and department stores, support the employment of an estimated 60,000 people based on our industry’s share of sales turnover. These retail environments feature the industry’s cleaning and hygiene, health and beauty and luxury cosmetic and fragrance products. “The hair care and beauty salon sector, comprises 21,000 businesses, and employs 85,000 people. The sector uses our products in salon treatments and retails products for use at home,” Mr Pedersen notes. Accord’s membership is a healthy commercial ecosystem of small-to-medium businesses and large global companies, creating employment, innovating and competing to provide safe, 78|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

quality products that meet consumer and customer needs. “As an industry that wishes to innovate and play our part in the national economy, we need two key things from the regulatory framework governing our industry products and ingredients – certainty and proportionality,” Mr Pedersen concludes. In her message to industry, Accord Executive Director Bronwyn Capanna spoke of the Association’s positive achievements being a testament to both strong core values and member company commitment around unifying goals and principles. “Accord’s mission has always been clear cut. We exist to serve our membership. And as our strategic framework states, this means providing indispensable membership services to facilitate growth and productivity for a globally competitive industry”. “Our strategic plan also states our values to be respected, credible, honest, influential, science and evidence-based. Arguably, amid a time in public discourse where unfortunately it appears cynicism, short-termism and ‘alternative facts’ are the order of the day for some, maintaining strong values and a principled approach is paramount,” Ms Capanna said. Over the past year, Accord has advanced a positive agenda for the industry consistent with these values. Always seeking to be collaborative and constructive, Accord has strengthened relationships on innovation agenda with key government agencies, academic institutions like Monash University and relevant professional bodies like the Australian Society of Cosmetic Chemists (ASCC). On other key matters such as regulatory reform advocacy, Accord continued to collaborate

effectively with other peak industry bodies and, as policy considerations have moved to implementation, they have strengthened their evidence-based engagement in particular with the federal Health Department on the issue of animal testing of cosmetics and how this relates to reforms of the industrial chemical regulator. As a mature and responsive industry, companies have also responded to calls by Australia’s environment ministers for a voluntary phase out of solid plastic microbeads by 1 July 2018, a goal facilitated via the BeadRecede initiative. Media reports highlighting the need for renewed public education on effective sunscreen application and more realistic expectations about sun protection strategies, also saw Accord launch the new www. sunsible. org.au website in February this year. Further successes include resolution of problematic transport labelling rules and successful reconsideration of poorly designed scheduling decisions which would have had major negative ramifications for the market. The coming year will see Accord busy with the implementation of new chemicals legislation and the subsequent regulations for making the scheme work efficiently, more proportionate regulation of priority product categories such as sunscreens, the animal test ban for cosmetics and the proposed National Standard for environmental risk management of chemicals. “Engagement on these critical policies will continue to be guided by our values in an evidence-based manner, looking strategically to the long term needs of our industry,” Ms Capanna concluded. Want to know more about Accord? See www.accord.asn.au

Beauty Influencers. espritâ&#x20AC;&#x2122;s collection of industry friends share their strategies on networking, selling, product knowledge and job-related health to build your career.

Educator Vs. Seller The way we sell cosmetics has changed immensely over the years, especially when it comes to makeup…The days of the beauty advisor standing behind the intimidating, glass counters, making it seem very elite to even shop for a product, to now being open sell and much more inviting to all types of customers – these small things make such a difference to your confidence in your approach in such an environment. In today’s world, we have tutorials galore, from social media and digital sites with only a few experts really giving correct information… sites like YouTube also share tips, but these come from other consumers with a passion for beauty and are not always as educational, and certainly not as personalised, as beauty advisors can show on the retail floor.

ENVIRONMENT

It’s important not to ‘sell’ to your clients by talking at them, but conversing with them… exactly like you would explain an exciting new product to friends. You would be passionate, giving tips and making the experience a comfortable, yet informative one. No doubt, your friend would look into the product further and in most cases, purchase the discussed product. Word of mouth by a trusted source works much better than a sterile environment. Personalisation is now a big trend in retail… from monogramming your initials on items like phone cases and travel accessories, to your local barista knowing your name and order every morning. We all love feeling a bit special, especially when it is done in a very natural way. Never forget how you like to feel in a situation such as a retail environment, sell how you would like to be sold to. TOOLS

There are so many tools and ways to educate your client…as a makeup artist, one thing I detest in the retail world of beauty is the word ‘makeover’! Why only look good for one moment, when you can look and feel great every day? Women come to us as experts who can guide them through trying something new and give advice so they feel like they are wearing ontrend looks that will then make them feel great, empowered and more confident.

By Michael Brown @mbrown_beauty www.michaelbrownbeauty.com.au

If you perform a makeover, how will that woman know how to use her new product suggestions tomorrow or the next day? She won’t, so will unlikely purchase, and feel let down by a lack of service. Help her by showing her how to use the products. Focus on your clients’ concerns first; use the mirror to show the difference from one side applied/corrected with the other as per normal…this gains excitement, showing the efficacy of your beauty prescription especially chosen for your client. Keep products to a minimum for each section of the face when prescribing products - this allows your client to visualise how she’ll incorporate the new routine into her busy lifestyle. And lastly, use face charts supplied by your brand to re-apply the makeup look designed for your client, educating her and confirming why you prescribed these products for her concerns.

What would you rather hear: “What would you like to purchase today?” Or “So, let’s see what’s missing from your makeup bag”? Be little educators + make everyone comfortable + start conversations = $$$

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BOTANICALS FRESH CARE L’ORÉAL PARIS 2 minute training

We know you are busy, so here is what you need to know... Paraben free, silicone free, colourant free – L’Oréal Paris’ beautiful new hair care range is turning heads.

Claire Tapp, National Training and Education Manager, L’Oréal Paris

We know that your customers are more discerning than ever, and for many, having a choice of more natural products is imperative. Our mission in creating Botanicals Fresh Care was to harness the power of the world’s richest and most effective natural botanical ingredients. We placed great emphases on gaining maximum efficacy from botanical science and removing anything that wasn’t absolutely essential – this means no colourants, no silicone, no parabens. We have also been eco conscious in everything from our recycled packaging, to our choice of sustainable farming partners and respectful essential oils extraction techniques.

THE RANGES // GERANIUM RADIANCE REMEDY For dull or coloured hair Restores vitality and shine, whilst hydrating and reviving radiance.

CORIANDER STRENGTH SOURCE for fragile hair Helps strengthen, revitalise and invigorate damaged hair.

SAFFLOWER RICH INFUSION

THE TREATMENTS // Geranium Radiance Remedy Shine Vinegar Spray – this is a daily treatment for dull or coloured hair, simply spray on dry hair for instant shine. Hair will be left radiant and perfumed. Reapply throughout the day as needed. Coriander Seed Strengthening Potion (in luxurious dropper bottle) – This antioxidant rich, milky lotion should be applied to the lengths of towel dried hair, providing a natural barrier from daily aggressions. It is super light and readily absorbed so can also be applied to dry hair if preferred. Safflower Rich Infusion Softening Ointment – Apply a small amount of this leave in treatment on towel dried hair for a deeply nourishing effect, style as usual. It is super nourishing whilst being very easily absorbed, it will not weigh down hair. Camelina Smooth Ritual Frizz Antidote – Apply this leave-in treatment to smooth frizzy hair at any time of day. It disciplines frizzy hair, without any residue.

THE BOTANICALS //

For dry hair Nourishes, replenishes and softens without weighing hair down.

CAMELINA SMOOTH RITUAL For unruly hair Provides great frizz control and smooths without any residue.

Geranium essential oil is high in anti oxidants and is superbly radiance enhancing. Coriander oil is high in omega 6 offering great strengthening, revitalization and fortification benefits. Safflower oil contains beneficial fatty acids that nourish and soften dry hair without weighing it down. Camelina oil contains omega 6 & 9 and has superior smoothing properties. It restores hair manageability and gives a frizz-free finish.

CUSTOMER QUESTION // “What is the difference between a conditioner and a hair mask?” A conditioner is a blend of nourishing and conditioning agents that have an immediate effect on the hair, making hair easier to comb and adding suppleness. A mask is more concentrated – it is an intensive treatment designed to give your hair a specific boost and should be used 1-2 times a week or as needed. Hair should be washed and conditioned before applying a walnut size amount (or more if you have long hair) onto the lengths of damp hair. Leave on hair for 3-5minutes before rinsing. The Shampoo’s, Masks and Treatments have an RRP of $17.95, the conditioners have an RRP of $12.95. Learn more at botanicalsfreshcare.com.au and follow us @botanicals_freshcare

HELD AT THE INTERNATIONAL CONVENTION CENTRE IN SYDNEY, DREAM BALL IS AN OPPORTUNITY FOR SUPPORTERS WITHIN THE AUSTRALIAN COSMETIC, RETAIL AND PUBLISHING INDUSTRIES TO RAISE VITAL FUNDS FOR LOOK GOOD FEEL BETTER. For over 27 years, community service program Look Good Feel Better has been helping to improve the well-being and confidence of Australians undergoing treatment for any sort of cancer. The program offers two-hour workshops to assist patients with the appearance-related side-effects of treatment. For Annie, 49, the Look Good Feel Better workshop offered a much-needed boost amidst a breast cancer diagnosis; “I’d been feeling pretty worn down by my treatment and wanting to hide until it was all over, but the Look Good Feel Better session gave me the desire to be out about in public again,” said Annie. “I am so grateful to everyone involved in making it happen. Learning how to draw my eyebrows on has given me so much confidence. Then, to receive the gift of all the products to take home was just amazing. The session gave me a real boost of confidence and has really put a bounce back in my step!”

Your support of Dream Ball will ensure that patients like Annie are provided with the tangible tools and resources to manage the visible side-effects of their treatment. For information about sponsorship opportunities, please contact fundraising@lgfb.org.au

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CLAY MASKS

L’ORÉAL PARIS

2 minute training

We know you are busy, so here is what you need to know... Transform your skin in just 10 minutes! Our Clay Masks are the ultimate deep cleanse for your skin. Claire Tapp, National Training and Education Manager, L’Oréal Paris

1. Apply a thin layer over the entire face, avoiding the eyes and lips. 2. Leave for 10 minutes, then rinse with warm water or a wet towel. 3. Use 1 to 2 times a week (or as needed) to maintain perfectly cleansed and radiant skin. ~ For the Red Algae Mask, massage in circular motions for additional exfoliation.

THE MASKS // PURIFY + MATTIFY [WITH EUCALYPTUS] Skin concerns addressed: Oily or shiny skin What it does: Enriched with eucalyptus extract, known for its purifying properties, the creamy texture works deep into the pores, leaving skin visibly purified and mattified.

DETOXIFY + BRIGHTEN [WITH CHARCOAL] Skin concerns addressed: Dull skin What it does: Enriched with black charcoal, the creamy texture refreshes the skin’s surface and works deep into the pores, leaving the skin visibly detoxified and brightened.

EXFOLIATE + SMOOTH [WITH RED ALGAE] Skin concerns addressed: Rough or uneven skin What it does: The formula combines red algae extract with finely milled apricot seeds to gently exfoliate dull and uneven skin leaving skin smooth, even and refined.

THE HERO INGREDIENTS // Eucalyptus benefits: Anti-inflammatory, decongestant, antiseptic, antibacterial and stimulating. Charcoal benefits: Activated charcoal draws bacteria, sebum (oil), dirt and other micro-particles to the surface of skin, helping you to achieve a flawless complexion and fight acne. Red algae benefits: Enhance skin’s barrier function, replenishes the skin’s natural water reservoir, and increase its moisture-retention capabilities.

WHAT IS MULTI-MASKING? Multi-masking involves applying more than one type of mask, usually simultaneously and on different parts of your face, to target one’s specific skin concerns.

Coming soon – Pure Clay daily cleansers! RRP $19.99. Find out more lorealparis.com.au

MY JOURNEY

EVOLUTION - A STRATEGY FOR SUCCESS Melissa Elvin-Jensen, National Education Manager for Clinique by Elisabeth King

Melissa Elvin-Jensen likes a high-paced life when it comes to work. As National Education Manager for Clinique, thriving in a role in which she can innovate is crucial to her job satisfaction. “Making training and education fun, giving our teams the opportunity to fulfill their potential and putting everything in terms that our consumers, Consultants, and retail partners can understand are the major aspects of my role I enjoy the most”. Elvin-Jensen originally signed up for a degree in public relations at university. “It sounded glam but I figured out very quickly that I didn’t want to be a PR. I took a year off to think things through, working in retail, before deciding to switch courses to a Bachelor of Primary Education. There is a connection, both PR and education are about selling ideas. I loved the theatre of the classroom, opening minds and triggering lightbulb moments”. It was my first professional experience of tough love, too, she notes. “They didn’t want people who decided to take up teaching because they couldn’t think of anything else. We were told from the get-go that probably only 10 per cent of us would graduate. I am so grateful in hindsight because the major takeaway was that you have to know what you want to achieve”. Like many students, Elvin-Jensen worked in a department store during her studies. “I started helping out cosmetics brands in Myer and then was aligned with Revlon. A friend was working at Aramis and asked me to come to a training session. It was the late 90s and they were launching Tommy Hilfiger. The national education manager for Aramis and Prescriptives at the time was fantastic - fun, inspirational and informative. The experience made me think about how I could combine my twin loves - education and beauty”. Even though she was still studying, ElvinJensen also realised something else. She wanted to work for the Estée Lauder group of companies. A job opportunity in Sydney came up as counter manager for Clinique in David 84|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

Jones’ Chatswood store. “I was attending uni in Canberra and had one semester to go, but I accepted the position. For 12 months, I travelled to Canberra once a week to fulfill the course requirements to complete my degree”. Chatswood was a great starting point, she adds. “It was one of Clinique’s top suburban doors and I learned so much. We had great relationships with other brands and I also discovered the importance of positive reinforcement, how to bring out individual strengths in a team and deal effectively with retail partners”. To finish off her university degree, ElvinJensen had to complete a prac period to qualify as a teacher. “It didn’t have to be in a school, you could choose a range of industries. I opted for Taronga Zoo. I asked Clinique for the time off and they agreed, provided I would definitely commit to coming back. I believe in being open and honest and I told them I couldn’t guarantee that I would return”. The experience was so outside my comfort zone, but I loved working with the animals and I had to bone up on evolution, species classification, zoology, you name it, she says. “Six weeks became six months. The groups we took around the zoo were so diverse - from primary school children to corporates. Staying overnight at the zoo for Roar & Snore camping became very popular. I loved going to work every day with the snakes, wombats and the silverback gorilla. In the end, though, the fact that I only met people for oneoff, 45-minute periods was the deciding factor in wanting to return to Clinique”. Re-starting with Clinique at David Jones Elizabeth Street store we built a cohesive and productive team, says Elvin-Jensen. “Working as a counter manager in such a key location also confirmed my belief that happy people are productive people. I also partnered with the state education manager in training sessions. At Clinique, they encourage you to extend beyond your job parameters. I also worked with the PR and comms team on new launches and media events”.

The next major career move involved a shift to Myer Sydney City store, the retailer’s NSW flagship. “The counter had double the volume and double the staff. I had to adapt my leadership style to a much faster pace and create ownership among the team. The critical lesson from this period was – it’s all about the team and developing their skills”. In 2005, the position of State Education Manager became available. Any hesitancy to apply I felt was about making the transition from being a peer to an executive. I had been a counter manager and felt it was important to establish credibility quickly while adding value to our team. I wanted to build stronger relationships with retail partners and develop a hands-on style which encouraged teams to be informative, service-oriented and build lasting connections to customers”. For the past six years, Elvin-Jensen has been the National Education Manager for Clinique. “So much has changed since I began working for the brand. Clinique has always been the entry point to prestige, but it’s now so much more than the lab coats and the 3-Step system. Departments are much more integrated today - from the counters through sales, education, marketing, and communications. Many of the products are more sophisticated but the importance of how we reach out to consumers remains at the heart of who we are. The real game changer has been social media”. The most frequently asked question ElvinJensen has to deal with is - Why have you worked for Clinique for so long? Maybe her days at Taronga Zoo and learning about evolution help to supply the best answer. “Experience and longevity are very important to anyone’s career. It’s far better to work for a global brand that’s constantly changing, updating and adapting to meet the challenges of a very competitive beauty environment. We have one standard - the best service you can get outside a derm’s office - great training programs and a long track record of bonding with our customers”.

COLORISTA

L’ORÉAL PARIS

2 minute training

We know you are busy, so here is what you need to know... Claire Tapp, National Training and Education Manager, L’Oréal Paris

L’Oréal Paris have a new mission: to inspire a generation of millennials to play with hair colour the way they do with makeup. Introducing the new Colorista range.

1 DAY COLOUR SPRAYS // RRP $14.95 ● ● ● ● ● For no commitment high impact colour. Simply spray and wash out! 5 great shades - Hot Pink, Pastel Blue, Mint, Pastel Pink and Lavender colours can be applied on their own or together for a mermaid effect.

WASH OUTS // RRP $16.95 ● ● ● ● ● ● ● ● ● ● ● Premixed semi-permanent colour in a tube, no fuss, washes out in 2-15 shampoos. Available in 11 high fashion shades. For Platinum – Dark Blonde: Peach, Pink, Dirty Pink, Lilac, Purple, Blue, Aqua, Indigo. For Light – Dark Brown: Turquoise, Red and Orange. Use the Coloritsa Fader Shampoo to gently fade the Wash Out range if desired.

PERMANENT PAINTS // RRP $18.95 ● ● ● 3 ultra modern permanent shades (Rose Gold, Violet, and Blue Black) for those not afraid to commit.

EFFECTS // RRP $16.95 ● ● 2 lightening products to be used alone, or before using Colorista temporary colours, for a more dramatic effect.

HINTS & TIPS FOR YOUR CUSTOMERS // 1 Day Colour Sprays: Sprays are best applied to the lengths of clean, dry, brushed hair. After spraying on desired colour/s, allow to dry before lightly spraying with Elnett hairspray to help lock in the colour. Best results will be seen on blonde to light brown hair. (Extra tip: The hot pink will be visible on dark hair). Don’t worry if colour gets on your t-shirt or pillow case, it will all come right out in the wash!. Wash Outs: It’s very important to assist your customer to pick the right shade. Platinum – Dark Blonde: use any of the 8 main shades (as detailed above in “Wash Outs”), do not use the vivid shades, as these will not easily fade from blonde hair. Light Brown – Dark Brown: use the 3 vivid shades (Turquoise, Red & Orange), other shades will not be visible, unless you pre-lighten. Black Brown – Black: not recommended. Extra tips: always apply to clean, dry hair. If your customer has very long or thick hair, recommend they purchase 2 tubes.

Get involved and get inspired, by following our colorista influencer squad. Check out #colouryourway and tag your own pics to share inspiration with others.

Standing all day? Beauty Advisors standing all day require a strategy to stay strong from doors opening to the end of their shift. Bright eyed and bursting with vigour, Anjalika Bose-Weber, based in Goa, India shares some yoga poses especially chosen for esprit Magazine’s all-standing BA readership! Neither sitting nor standing for long hours does anything good to the health of the physical body. Standing for long hours compresses the lower back, injures the knees over time, blocks up the energy lines along the spinal column and is very bad for circulation in the legs. The worst affected parts of the body are the legs and the lower back and this in turn wreaks havoc with the posture of the upper body, and therefore to the entire endocrine system. Over time, this creates several imbalances in the body which manifest initially as fatigue, nervousness, anxiety and mild depression. However a daily practice of Sun Salutations A & B in the morning, a 15 minute ritual of meditation, combined with a few simple evening poses will make a difference to how you feel. Remember two important things: 1. Morning Poses that strengthen your gluteals (buttock muscles) and quadraceps (front of thigh muscles), will ensure the safety of your spine and back when you’re standing for long hours 2. Evening Poses must be chosen in a way that they reenergise the mind and release tensions from the neck and back, since the lower back lumbers are most affected in standing jobs.

HANGING RAG DOLL

Why: This pose is especially useful to awaken the lower back in the morning, as it opens up the space between the lower vertebral discs. It also awakens the brain, directing circulation from the heart to the head.

Morning poses

• • • •

Stand tall with your feet about hip width apart Inhale to reach your hands over your head Exhale to forward fold and cup your hands underneath your elbows Hang low, softly sway from side to side, or tip backwards and forwards along the base of your feet. Knees can be kept soft • Stay in the pose for about 60 seconds / 12 breaths

TWISTED SIDE-ANGLE POSE

Why: This is an excellent pose for massaging the inner abdominal organs, and for creating balance in the body. A fantastic pose for releasing pains, knots and blocks in the back and for strengthening the knees. • From Downward Facing Dog, step the right foot forward between your hands • The left hand stays on the floor either inside or outside of the right foot • Sweep the right arm up to the sky and reach as far back as possible gently twisting the upper body open to the sky • You may draw big circles with your right arm from the sky to the ground and back up to the sky, inhaling to circle up, exhaling to circle down • Repeat on the left side

CLOSED BRIDGE POSE

Why: one of the best poses for working on and strengthening the gluteal muscles as well as releasing tensions from the back of the neck. A great stretch for expanding the heart centre through activation of the thymus gland. • • • •

Lie down on your mat for a few moments to gain awareness of the body on the ground Bend your knees, and walk your heels back towards the hips until your hands can wrap around the ankles Engage your glutes and gently lift the lower back off the earth As you lift the lower back away from the ground, slowly walk your shoulders and elbows towards each other, until your spine begins to arch forwards/upwards • A good variation is the gentle bridge, with hands facing down on the ground, the spine not so arched The important thing is to keep the glutes engaged • Hold the pose for at least ten inhales and exhales, keeping the glutes engaged

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BIG TOE POSE

TRIKONASANA

Evening poses

Why: calms the brain, relieves anxiety and curbs depression, this pose is a deeper and more mindful version of the morning rag-doll and is an ideal end-of-day pose. • Stand tall with your hands on the waist and inhale to sweep them up. Exhale to forward fold and hinge forward from the waist • If you cannot reach the toes, bend your knees • Point your elbows out • With every exhale draw the navel in towards the spine, deepen the hollow in the lower back and draw your upper body closer to the lower body • Soften the neck, dangle the head and gently move it from side to side • Hold the pose for at least 12 rounds of inhales and exhales

Why: induces blood circulation in the entire body, ideal after a long day on your feet, reduces blood pressure, stress and anxiety, cures indigestion (a potential by-product of standing up all day as there is less circulation in the digestive organs, since all the blood is directed towards the legs). • Start in a simple standing posture or Tadasana. Bring hands to the waist and step the right leg back pointing the foot at an angle • Check the heels: they can be in a straight line or slightly apart • Make sure the hips are squared to the side of the mat • Try to keep the upper and lower body in the same plane • Swing the right hip out and reach forward with the left hand • Hinge from the waist, lifting up through the sternum and heart centre • Use the left hand to lift away the toes or simply place the left hand on the outside of the leg. Turn your gaze towards the right hand • Hold the pose for at least 12 breaths. Repeat on the other side. Follow up with a child’s pose/balasana

LEGS UP THE WALL POSE

Why: A MUST-DO, and amazing end-of-the day pose to revert blood circulation from the legs back through the heart. Prevents spider veins, a dreaded result of standing or sitting jobs. Calms the mind, controls blood pressure, stretches the whole back, torso and relaxes tired legs. • Lie down on the ground with your hips facing a wall, and wiggle your way all the way to the wall until the sit-bones are in full contact with the wall • Feet can be up to hip width apart • Spread your arms open beside you or over your head. Tuck the chin down to point towards the sternum • You may place a bolster or a mat beneath your back for additional support • Close your eyes, focusing on the breath, holding the pose for at least five minutes

SPHINX POSE

Why: Excellent for the whole back and releasing stresses that a standing job brings to the spinal column. • Lie down on the ground face down • Place your arms in a way that your elbows are right beside your chest, palms down • Inhale as you slowly lift your face and chest away from the ground giving your back a gentle arch, keeping the navel in contact with the floor • Internally rotate your legs and draw the elbows back • Hold the pose for 12 breaths and release • You may also bend your knees in a more relaxed version and use this pose while reading a book or working on your laptop

Anjalika is the creative force behind the Yoga and Detox programs at The Mandala Resort in Goa, India. Born in India, she has swung extensively between India and Europe from the age of 3, for travel, studies and work. Her first contact with Yoga was at the age of 7 as part of compulsory education in Indian schools. Indian by birth, Earth citizen by Spirit. ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |87

BEAUTY & THE BEST

I know because I research!

Here we ask the Beauty Advisors how they educate themselves to upskill on all things beauty for the consultation process and ability to deliver on customer demands.

2017 sees ever-increasing enthusiasm in customers’ seeking out one-on-one consultations where they get personal advice totally geared to their concerns. Armed with ideas from the plethora of on-line beauty talk, they want someone to make it personal for them in real time. You as a BA are the link between online advice and the beauty browser coming in to your store. As the Consulting Beauty Advisor your skills at converting the genned up browser into a committed customer are priceless. Today’s smart BAs are knowledgeable across the wider area of beauty and multiple brands.

B i a n c a H at t o n

Shona Miller

Deanna Hall

Company: Priceline Store: Priceline Tea Tree Plaza Modbury, SA

Company: Clinique Store: Terry White Chemist Rockingham, WA

Company: Estée Lauder Store: Myer Brisbane City Brisbane, QLD

To maintain the high standard of professionalism that customers expect in beauty consultations, it’s increasingly important for us Beauty Advisors to stay up to date with the latest beauty products and trends. How do we do it? Research - and lots of it. Priceline Pharmacy is fantastic at organising training events and exhibitions for Beauty Advisors which give us opportunities to ask suppliers about current and upcoming trends in the market. We can also talk to brand representatives about new products when they come into store and we will often receive samples to test. Trying the product ourselves helps us feel confident in selling it to customers. Outside of this face-time with brands, a great way to keep up with new products hitting the market is by following beauty brands on social media. This allows us to quickly learn credible information about the brand that we can pass on to customers, e.g. do they test on animals? Following beauty bloggers on social media is another useful way to educate ourselves on products from a range of brands and price brackets and gives us an indication of products that are going to be popular with customers, especially in the younger demographic.

There has been a shift in the beauty industry among the millennials. Evolved, they come prepared. They no longer need advice, knowledgeable and incited through social media, facebook tutorials, twitter, instagram and snapchat, they are armed with product knowledge and know exactly what they want. They come in with their phones and have step by step makeup looks that they want us to apply for them. We are here to guide them through the colour matching process and offer our advice. They are an important part of our business and the future, therefore we must understand their needs and wants. The same is true for us; in order to stay relevant we also must keep up with social media, tutorials, makeup, skincare bloggers and what’s current. We have to stay one step ahead of the millennials through continued education. On the other hand we have the mothers who have been busy rearing their children and have no time for themselves. They are the clients I find that are in need of our expertise on how to apply the latest makeup and colour looks. Continued education through our company training with the latest trends and ever changing products and techniques also keeps us informed.

As both a Beauty Assistant and Makeup Artist, it is important for me to stay up to date with current trends in the makeup world. I find social media to be an endless source of inspiration from following our own brand ambassadors to self-taught artists. Our customers are very on the pulse, too. When I am consulting with our customers I also like to ask them for their own tips; what are their current routines? Do they have their own beauty secrets? I also find practicing and using the latest products on myself and fellow team members to be a wonderful way of learning new techniques. Playing on counter will not only allow you and the other consultants to experience the latest looks first hand but it creates theatre, attracting the interest of customers.

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in our beauty needs and concerns; what works for one person may not be right for another. In this industry, the expertise in the wider area of beauty will allow a Beauty Advisor to provide their customers with exceptional advice.

J e n n y Fa l l o n Company: Clarins Store: Myer Perth, WA “I have noticed over the last two years in Australia that we are seeing more of our clients are educated about how their skin is behaving and what their skincare needs are, before they visit a store. This is why it’s important for me to keep myself educated on anything new or exciting in the skincare industry, so I can really work with each client to give them the best results and meet their expectations. I am constantly on the lookout for what’s happening in the industry on a local, national and international level. I find researching and reading blogs from beauty influencers as well as competitor cosmetic brands, YouTube tutorials, beauty magazines, Instagram, Online Reviews, subscribing online to receive newsletters from magazines such as Marie Claire, are all ways I am able to access information easily that will expand my knowledge. As a Clarins Beauty Advisor it is so important for me to have that passion behind what I do and enjoy what I do every day. I get to meet and inspire so many people and help educate and make a difference to their skincare journeys through our one-on-one consultations.

L i s a G aw l e y Store: Barr St Discount Drugstore Cairns, QLD

Learning about beauty is one of my strongest passions in life. I have had a few mentors along the way during my time in the beauty industry who have shown me not only how to apply makeup, but also how important it is to take care of your skin. I usually experiment with different products by trying them on either myself or friends and family asking them for feedback. By attending skincare and makeup training evenings, I learn more about the products and applications which is very helpful when advising customers. It can be difficult to keep up to date with new trends, but I think if you are confident and happy to experiment on your own or with others you can always learn more. I follow some of the more quirky makeup brands on Instagram/YouTube, watching their videos for any great tips and then bringing them back into our pharmacy when serving our customers.

Caitlin Broderick Company: Malouf Pharmacies Store: Wyalla Toomwoomba, QLD I find myself sitting and watching tutorials from famous YouTube makeup artists who do reviews, swatches and first impressions on every brand imaginable. I also find Instagram to be both inspirational and very informative with regards to new makeup trends and insight into the wider area of beauty. It’s amazing what you can find online! From here, I purchase bits and pieces (beauty products) to try for myself to see how they compare to our own brands. I think it’s important to be able provide customers with genuine advice. We are all very different

It connects me with peers who have the same passion and personal ingenuity. There are so many creative artists, pictures and makeup tutorials I see daily on Instagram, YouTube and Facebook. I watch a lot of makeup videos as I love to know what my favourite beauty influencers are currently recommending and using to achieve a certain makeup look. Social media provides me with the platform to get ideas and inspiration on how I can recreate a makeup look, and it also helps me to update my skills by learning about new tips and tricks to pass on to other women who hold the same passion as me.

Monica Hall Company: Benefit Store: Myer Brisbane City Brisbane, QLD As a Makeup Artist and Beauty Advisor for Benefit it is imperative that I continuously acquire knowledge about the latest makeup trends, beauty products and different tips and techniques on how to apply makeup. It is important that I stay well-informed in this ever changing industry so I can guide my clients and help them grow in their own evolution of beauty. The primary method of educating myself about beauty is through social media.

L a u r e n S ta lta r i Company: La Prairie Store: TerryWhite Chemmart Belmont,WA There has never been an easier time to learn about beauty. New product launches, ‘how to’ videos, reviews and sponsored posts are splashed across the Internet. As a Beauty Advisor I come face-to-face with this content every day. Social media is becoming a mainstream ‘go to’ information source for consumers and much of my knowledge also comes from online sources. In order to keep up to date with the latest beauty trends, I watch ‘beauty guru’ YouTuber’s tutorials and look up reviews for their recommendations. In addition to this I follow many ‘Instagrammers’, bloggers and brands on Snapchat and other social media forums. Combined with my skills gained from various trainings, this understanding provides my clients with the most up-to-date beauty advice available. Like me, customers also like to educate themselves before purchasing a new product. However, this can often be confusing for customers as a product that a reviewer may perceive as their ‘holy grail’ may not actually suit the client and this is where I, as the Beauty Advisor, step in to make sure that the product is meeting the customer’s concerns. With beauty and makeup trends continually evolving, it is essential to keep up-to-date with ALL products, not just those that I sell.

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TAKE CONTROL OF YOUR CAREER

4 Tips For Boosting Your Industry Profile by Melanie Burnicle

EARN INDUSTRY RECOGNITION AND BOOST YOUR CAREER

Earning industry recognition and growing your brand’s profile will ensure that business keeps coming through the door. It’s important to have a clear vision and understand your personal brand before you get started on marketing your business. Implementing one or more of the tips below will help with your overall business plan.

One

THREE

SOCIAL MED I A PLAN

Hiring a PR can boost your brand’s profile in the media. If you can’t afford a PR look at the different ways you can align yourself and pitch yourself to different medias and associated brands.

A social media strategy needs to represent your brand in the best possible way across the various social media platforms and talk to the different mediums in a way that’s most powerful. This is a great way to promote your brand without spending a fortune. Using an online platform to plan your social media for a week will ensure that you’re reaching your target audience.

TWO M A R KE T I NG Have a marketing strategy in place. There are plenty of options to download on the internet if you are not familiar with writing one yourself. Doing something as easy as a regular EDM to clients will help keep you in the forefront of their mind. Putting a strategy together will ensure you are sending out relevant emails to your clients and not overwhelming them. Every successful brand does a form of marketing. What does your website look like? Do you update it regularly? Get a clear strategy in place and it will work and not be overwhelming.

Four AWAR D S Industry awards on a business or a creative level are a fantastic way to gain recognition for your craft. Owning the title of an award and/or being a finalist is a great feather in your cap. Boosting your profile and adding an amazing credential to your name will get you noticed by industry peers and clients. Be smart and leverage the PR of your brand with the win or nomination by piggybacking on the PR that is already being done for you.

What is the Makeup Artist Guild Asia Pacific (MAGAP)? When no one else will, the Makeup Artist Guild Asia Pacific (MAGAP) will unite, nurture and empower makeup artists. It’s the trusted voice for the makeup community; aiming to unite all genres of makeup artists in the Asia Pacific region. So whether you work on film, TV, magazines, on counter or bridal makeup, the Makeup Artist Guild Asia Pacific has your back. It will strive to nurture and grow the makeup artistry community through education, communication and networking. And to empower makeup artists, MAGAP will celebrate their achievements through the Makeup Artist Guild Asia Pacific awards program, launching in 2017. Join our community of makeup artists to learn more about how to make your makeup artistry business thrive. Head to www.themagap.com and sign up to receive up to date information on your industry.

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UNITING D N A G N I R NURTU RING EMPOWE S ARTIST The Awards on offer for Makeup Artists are currently running across various industries such as hair, actors, beauty and bridal and many business industry awards throughout the region.

Brand

NEWS

Miu Miu cuties Mini versions of the best-selling miu miu fragrances are available singly in EdP 20ml, $65.00; and Miu Miu Duo Set, $120.00. On counter 24th September.

Cire Trudon Les Belles Matières collection Cire Trudon, the world’s oldest and most revered candle manufacturer, has unveiled the Les Belles Matières collection. It’s a trio of unique candles made of vegetal composition which naturally orchestrate fruity, woody and floral fragrances. Each is inspired by a journey: Reggio is infused with mandarin from Calabria, Tadine flirts with sandalwood from New Caledonia, while Maduraï blooms with Indian Jasmine. Crafted by Emilie Bouge, from renowned perfume-house Robertet, the first edition of scents speak up in a contemporary manner with each candle revealing a single, pure and bodied note. Hand-poured in the classic Cire Trudon vessel with gold emblem, in distinctive night blue tinted glass. RRP $135.00, 270g. Available at Libertine Parfumerie and selected niche boutiques perfumeries in Australia and New Zealand.

BLACK PHANTOM – “MEMENTO MORI” BY KILIAN Internationally acclaimed French fragrance house by Kilian has released Black Phantom – “Memento Mori”, a gourmand oriental scent. The ancient concept of the Memento Mori – the death that sits unseen beside us in this life – inspired Kilian Hennessy’s latest scent. It is a sensual and surprising twist on an Irish coffee, replacing the traditional whiskey with a pirate’s liquor of choice, rum, created for those who live for pleasure. Perfumer Sidonie Lancesseur has crafted a luminous fragrance which blends the intoxicating sweetness of rum with the aromatic bitterness of coffee. Creating a new object of desire, by Kilian has housed his latest fragrance in a black lacquered coffret from which a smiling skull rises like a monument on a grimly magnificent Jacobean tomb. It is also available in the iconic limited edition cognac-inspired carafe, created using the most ancient tradition of glassmaking. Kilian is a ‘storein-store’ concept exclusively at Harrolds womenswear department store in Sydney and at Libertine Parfumerie. The 50ml Refillable Spray is RRP $531.00 - Limited edition Carafe is RRP $1,104.00.

Eye Eye Chanel Approaching eyeshadow from the notion of the ‘second skin’, Lucia Pica - Global Creative Designer for Makeup and Colour at Chanel brings her extensive experience in providing makeup for photographic shoots to deliver a new kind of mono eyeshadow collection. Here, interesting and glamorous looks can be achieved easily while appearing natural. The stratified application of colour and texture utilises the contrast of matte and shine, satin and metal, to give a more three dimensional view of eye shadow. The introduction of the new stand-alone ‘eye brush’ – following the principle of the retractable lip brush – enables the wearer to easily, quickly and intuitively achieve professional results; the double ended applicator guiding the customer towards application and blending. All together, the Ombre Première collection encourages freedom, strength and intuition in the customer.

The Ordinary launches colour The Ordinary launches an evolving collection of affordable yet technically advanced colour formulations with a very ordinary name: Colours. The Ordinary welcomes two Foundations to its ever-expanding offering. Both are available in a comprehensive collection of 21 shades: Serum Foundation, $12.70 - 30ml. Natural-looking medium coverage foundation with a very lightweight serum texture. Low-viscosity, dispensed with a pump. Coverage Foundation, $12.90 - 30ml. Rich in pigment, this non-oily cream textured foundation offers a natural finish that never appears heavy on the skin. The formula is also dispensed with a pump. Pigments used within each formula are suspended in a unique spreadability system, allowing for even coverage and ultimate skin naturalness. With a semi-matte, breathable finish both foundations promise long-lasting, durable wear and avoid collecting in fine lines. The Ordinary’s unique suspension system allows shades to look so natural that three colours or more will suit most skin tones. The Ordinary Colours Foundations are available to purchase online at www.theordinary.com and in DECIEM stores in Sydney and Melbourne. ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |91

BRAND NEWS

ESTÉE LAUDER PURE COLOR ENVY SCULPTING MATTES Pure Color Envy Sculpting Mattes is an Estée Lauder collection of three lip-sculpting finishes in matte. The choices: bold metallic matte finish infused with luminous colour; subtle mattes; velvet mattes. In application they are soft and luxuriously comfortable. The formula is infused with Hyaluronic Acid and a Moisture Complex. Lips are sealed in non-drying, high performance colour for a multi-dimensional mattified bold finish. The shades range from amped-up nudes to vamped up violets. Available at Myer and David Jones Stores, Sephora and selected pharmacies, 16th July, 2017, RRP $36.00.

Night lippie Dermalogica’s Nightly Lip Treatment is an anti-ageing lip and perioral treatment. Ageing in the mouth region, including marionette lines and nasolabial folds, can be caused from collagen breakdown from damaging UV rays, trans-epidermal water loss (TEWL), smoking, drinking through a straw, and even whistling. Lip lines can be caused literally by using your lips! To address the signs of ageing unique to the perioral region, experts at Dermalogica have created Nightly Lip Treatment to firm, hydrate and restore skin. Nightly Lip Treatment features an airless pump and cooling metal applicator. Apply generously and massage into skin on and around the lip area. RRP $75.00, 10ml, available now at authorised Dermalogica skin centres nationwide, David Jones and Mecca Maxima.

L’Insoumis by Lalique Lalique has released L’Insoumis, described as a charismatic, elegant and authentic men’s fragrance. Inspired by nature and wide open spaces, L’Insoumis is a blend of aromatic freshness with the subtle potency of ambery woods. Perfumer Fabrice Pellegrin, has selected pure, expressive essences of the masculine perfume palette to create this scent. Top Notes: Basil – Rum – Bergamot. Middle Notes: Sage – Lavender – Black Pepper. Base Notes: Patchouli Heart – Haiti Vetyver – Moss. A stylised unfurling fern adorns the bottle to express a free spirit, a recurring theme in the work of René Lalique. The bottle plays on the contrast between streamlined modernism and the opulent luxuriance of its motif. 100ml EdP RRP $175.00. Available at Libertine Parfumerie and exclusively through other niche boutiques and perfumeries in Australia and New Zealand.

Clinique’s quencher Moisture Surge Hydrating Supercharged Concentrate joins Clinique’s Moisture Surge line-up delivering a boost of hydration to help increase skin’s moisture reservoir with an immediate 179% moisture boost that is retained for 24 hours at 65%. The ultra-light water-gel texture helps to leave skin looking instantly plumper, smoother, and more supple. Waterbinding agents lock in hydration and strengthen skin’s moisture barrier to better resist environmental aggressors, delaying the signs of ageing. Apply after the 3-Step Skin Care System to lock in hydration and keep skin looking fresh and natural. Available now at Clinique counters nationwide, RRP $59.00. 50ml.

We all love Jelly Nutritious Vitality8 Radiant Eye Jelly is Estée Lauder’s pot for the peepers, joining the Nutritious collection this August. Created for the needs of Asian skin inspired by K-beauty the cooling jelly freshens the eye area and opens the eyes. Key to the formula is the Pomegranate8 Complex, giving moisture, energy, nutrients and hydration to strengthen skin’s moisture barrier and diminish fine dry lines. Applied morning and night to clean skin. RRP$65.00.

BELLA HADID FOR NEW GOLDEA Introducing Bella Hadid as the face of Bulgari’s new fragrance, Goldea: The Roman Night. At midnight, the Eternal City is an enchanting sight, inspiring Bulgari to create Goldea, The Roman Night, a fragrance for the nocturnal Roman goddess. The perfumer, Albert Morillas, created a powerfully intense chypre floral musk scent as a seductive new addition to the Goldea collection. Embodying the queen of the night, Bella Hadid is chosen as the Goldea, The Roman Night muse, capturing glamour itself in that supermodel gaze. RRP 75ml 177.00. Available September 3rd David Jones and Myer.

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Face it!

Sydney-based, aromatherapy brand Hanako Therapies introduces what they refer to as a world first: I AM…Brave Courage Mist, to its existing collection of herbal remedies, essential oil elixirs and flower essences. It is a blend for the young and young at heart when feeling fear, self-doubt or anxiety. The multipurpose aromatherapy elixir helps boost healthy self-esteem and encourages us to trust in our innate strength and courage and live by our lion hearts, awakening the fire within. Rachel Holm, founder of Hanako Therapies says: “I wanted to create something for the younger ones and introduce them to power of affirmation, positive intention and encourage healthy self-esteem. With a lot of heart and soul, I began at my blending alter, choosing pure essential oils that alleviate nervous tension, fear and stress and encourage feelings of fullness, contentment and wholeness. I feel it is my heartfelt mission to inspire as many parents as possible to help their children reach their greatest potential. All we need to do to achieve this, is to remind them of their greatness, remind them how powerful they are and keep them connected to the core that we are all born connected to.” RRP $19.95, 50mls. See: www.hanakotherapies.com

BRAND NEWS

Hanako Courage Mist

philosophy microdelivery 2-step detoxifying oxygen peel combines the purifying benefits of a detoxifying mask, with the brightening benefits of an oxygen facial. Step 1 - the Detox phase. Activated charcoal draws out pore-clogging dirt, impurities and toxins. The exclusive barley leaf extract activates and delivers the first shot of oxygen to the skin. Step 2 - the oxygen foam booster is activated when directly placed onto the charcoal gel. A refreshing, airy foaming soufflé is formed to infuse skin with a 2nd shot of fresh oxygen – then removed with a derma-blade, (included). Skin is visibly transformed to radiant and revitalised. RRP $85.00. Two week exclusive launch from 13th August 2017, other doors from 27th August.

CALVIN KLEIN CK GOES FOR GOLD CK One Gold is a limited edition unisex fragrance. The bottle is dripping in gold, to appeal to the youth culture, The juicy top note of fig evokes an energetic freshness. The bright heart of neroli sparkles while the sundrenched base of vetiver gives depth, leaving a vibrant, sensual warmth on the skin. RRP, $69.00, 100ml on counter 9th July.

Dr. Hauschka Regenerating Hand Cream Regenerating Hand Cream joins the Dr. Hauschka range of Regenerating skin care products, created to support maturing skin. Key benefits are: intensively soothing hand care, supporting maturing skin, with an active moisturising effect. Formulated using medicinal plant extracts of highly regenerative red clover, which is rich in isoflavones, aiding skin prone to premature ageing and field horsetail providing silica in support of connective tissue; Bryophyllum and quince seeds stimulate skin’s moisture-activating ability, olive and avocado oils and cocoa butter support the skin’s strength and elasticity. Pump dispenser, 50ml RRP $49.00.

DOUBLE WEAR Estée Lauder Double Wear Radiant Bronze Cushion Stick creates a defined contour or sun-kissed glow. In a single stroke, skin looks transformed, adding luminosity or naturallooking radiance to the face in all the right places. Sheer, buildable formulas provide 8 hours of healthy-looking colour without touchups. In Rose Glow (cool undertones), Peach Glow (warm undertones) and Champagne Glow (neutral undertones) RRP $58.00. Layer on top of Double Wear Nude Cushion Stick Radiant Makeup to seamlessly buff and blend for a contoured, “lit from within” skin. Naturally derived plant and fruit extracts help the formulas to hydrate and give skin a dewy luminosity. Available in Light Medium and Medium Deep, RRP $58.00. On counter July 16th.

Jurlique’s Ltd edition Each year, fans of Jurlique’s iconic Rosewater Balancing Mist get a fix with the launch of the limited edition version of this very special product. The 2017 Rosewater Balancing Mist Intense Deluxe Edition 2017 will be available from 3rd July 2017. Specially formulated with an exclusive blend of pure Rose extracts, Rosewater Balancing Mist Intense Deluxe Edition hydrates, restores and refreshes the skin as it indulges the senses. Thanks to Jurlique’s special collaboration with acclaimed Australian artist Belynda Henry, the packaging reflects her interpretation of the South Australian setting of the Jurlique farm. RRP $79.00, 200mls. ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |93

BRAND NEWS

RÊVE D’INFINI BY LALIQUE Lalique Rêve d’Infini is a sparkling, sensuous and colourful fragrance that celebrates women, an endless source of inspiration for René Lalique. The scent draws inspiration from his designs, combining modernity with beautiful techniques of noble craftsmanship and with the symbol of infinity, the sign under which the fragrance is placed. Rêve d’Infini is infinitely sensuous and radiant. Perfumer Richard Ibanez showcases a refined palette of delicate natural ingredients. The Art Deco-inspired jewel bottle in sleek, elegant modern design is an ode to female beauty. The bottle features soft curves adorned with a graduated satin finish that evokes both crystal and velvety softness. Filled with a powder pink fragrance, the neck of the bottle bears a rose gold ring engraved with the ‘Ardente’ motif. RRP $199.00, 100ml EdP. Available at Libertine Parfumerie, niche boutiques and perfumeries in Australia and New Zealand.

The Goat Skincare Eczema Cream

Secret Garden second Luxury international fragrance house Amouage launches its second fragrance in The Secret Garden collection. Blossom Love captures the sassy nature and loyal heart of the vivacious modern woman as she defies conventions and unabashedly lives for love, romance and new adventure. Creative Director, Christopher Chong’s Secret Garden range comprises intricate feminine fragrances, where feelings, thoughts and experiences are freely explored without the complications of the contemporary world. Blossom Love evokes the romance of a perfumed secret garden where the light, sweet and delicate nature of cherry blossom nectar marries with rose liquor to reveal an inner boldness and a memorable heart, caressed by the exotic sophistication of ylang ylang. The seductive allure of amaretto, tonka bean and vanilla melts into sandalwood and cashmeran to create an intense and enduring fragrant bouquet of memories. Amouage’s iconic crystal bottle is shaded in a delicate rose hue with silver and white detailing, accentuated by a sparkling light rose Swarovski crystal on the lid. EdP 100ml, RRP $449.00. Available at Libertine Parfumerie, selected David Jones department stores and other niche perfumeries in Australia and New Zealand.

The Goat Skincare launches new Eczema Cream. Enriched with Australian goats’ milk, aloe vera, calendula extract, liquorice root, Vitamin E and gotu kola for the symptomatic relief of eczema, dermatitis, itchy and dry skin. This non-greasy formula is enriched with natural ingredients, is easily absorbed and suitable for the whole family providing 24-hour hydration to help calm, soothe, repair and heal dry, cracked and irritated skin. The 100ml tube is RRP $17.95.

Good night philosophy take a deep breath oil-free oxygenating gel balm is designed to detoxify the skin during the sleeping hours. It features an adapted version of the brand’s exclusive clean-air technology to help energise the skin and help it resist signs of ageing night after night, and fight damage from daily aggressors with a breathe-easy texture. The promise: to impart a look as refreshing as a good night’s sleep, making skin feel hydrated first thing in the morning. RRP $60.00. On counter 23rd July.

Kat Von D’s lippies Kat Von D’s new collection focusses on high pigmentation for boldness. Everlasting Lip Liner ($27.00) has a long-wear, matte and waterproof formula available in a versatile, bold shade range of thirty hues from classic nudes and reds to bolds. Kat Von D Everlasting Liquid Lipstick ($30.00) comes is nine new shades that drench lips in creamy colour that stays put. Available at Sephora July 20th.

TRESEMMÉ PUTS HAIR WASHING ON ITS HEAD TRESemmé - Beauty-Full Volume Reverse Wash System is a reverse wash haircare system that results in touchably soft, everyday volume. It is the first mass-market line specifically designed for reverse washing, rewriting the rules for voluminous hair by reversing the traditional wash and care routine. Inspired by early trend-setters, TRESemmé spoke to hundreds of women and developed ground-breaking technology specifically designed for volume-seekers. First the moisturising pre-wash conditioner ($10.99, 450ml) formulated with Fiber Polishing technology softens the hair, followed by the shampoo ($10.99, 750ml) to wash away weight. Hair is left with bounce whilst controlling static, leaving full-bodied, touchable locks and a salon-quality finish. Carry on the good work with the Beauty-Full Volume styling range, including the TRESemmé Beauty-Full Volume Blow-Dry Crème ($6.99, 70ml) and Volume Mousse ($7.99,192g). Each is formulated with Fleximax Volumizers and uses cutting-edge expertise to lock in lasting amplified volume.

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Not available in retail yet but seeking stockists, Antheia tan remover brand is gaining traction for its efficacy. Discovering a gap in the market, Co-Founder, Brie Stevenson worked with models who suffered the effects of a patchy tan they struggled to remove, telling Brie that they had no choice but to resort to harsh household products: “It got to the point where models were telling me they had used cleaners like Jif to get their tan off which rang alarm bells in my head on how bad this was for their skin and health,” Brie says. “It is Antheia’s philosophy and commitment to provide consumers with the essential products and support them with a new way.” This is a two-step regime. Cleanse with Antheia Express Fake Tan Remover, RRP $29.95, which dissolves off the pigment and is gently wiped away. Step 2 is Tone and Moisturise with Antheia Liquid Micro Peel, $29.95. This gentle, lightweight peel removes dead skin cells instantly with potent amino acids and soothing botanicals giving you the perfect canvas for your next tan application. Available from selected stockists and online at www.shopantheia.com.

BRAND NEWS

Antheia removes tans

Prevage City Smart supa mask Prevage City Smart Double Action Detox Peel Off Mask peels to reveal your most perfect skin. Formulated with the power of Idebenone, this skin resurfacing mask instantly lifts and removes impurities and promotes skin’s natural detoxification system for a brighter, smoother, virtually poreless-looking complexion. Pollution’s dirty little secret is that it can enter every pore, every day. Using powerful ingredients including antioxidants, a smart polymer and a botanical blend, Prevage City Smart Double Action Detox Peel Off Mask helps to perfect the complexion by removing accumulated surface toxins, peeling away dirt, oil and pollutants from the skin – supporting skin’s natural detoxification system by gentle exfoliation. This smooth, gel formula delivers both immediate and long term detoxifying results. After just one use, 95% of women tested agreed skin looked clearer and 91% agreed pores were visibly reduced; after one month of use, skin looks virtually poreless. RRP $99.00, 75mls. On counter July.

AND IT’S SILVER FOR ROBERTO CAVALLI UOMO Roberto Cavalli Uomo Silver Essence is a modern and luminous take on the Roberto Cavalli Uomo universe. The fragrance opens with a duo of cardamom and ginger. Highlighted by a vibrant note of green violet leaves, this prelude instantly captures the attention. Gradually, it fades into a generous heart of precious orris notes. Luxurious and seductive, the scent of orris is punctuated by a bright aromatic counterpoint of lavender and geranium. The fragrance closes on sensual notes of tonka bean and vetiver that bring male strength and potency to this sophisticated perfume. Subtly oriental, highlighted by undertones of patchouli and oakmoss. RRP $80.00, EdT 60ml, on counter. 10th September.

The beauty of the zzzzz Seven to nine hours of good quality sleep is like the fountain of youth. Go without it for a while and you’ll look the worse for weariness. All kinds of repair goes on in our bodies after bedtime. To assist in getting a good night’s sleep Carla Oates, founder of The Beauty Chef has formulated Sleep Inner Beauty Powder. The powder is a blend of bio-fermented turmeric root and paw paw leaf, enriched with lemon balm and passion flower, combined with a blend of more than 10 nourishing herbs and spices. Mixed in to warm milk one hour before bed for a beautifying zzzzz.

Prada Candy Gloss Blended by Daniela Andrier under the creative direction of Miuccia Prada, Prada Candy Gloss fragrance represents the idea of a multilayered coating of olfactory notes, each one rendering the overall experience shinier and more feminine. The starting point and core of the perfume is the sweet base note, where enticing vanilla-like almond is infused with the sensual tenderness of musk, then encased in another sweet lustrous texture, to create an olfactory sensation akin to a pastel pink, sugared almond dragée. In turn, this accord is further cocooned within a bright cherry top note, its zest and sweetness interacting like a fresh sorbet, and given further lightness with the presence of the orange blossom’s uplifting nuances within the fragrance’s heart. RRP $172.00, 80ml. On counter 3rd July at David Jones.

BATISTE ROSE GOLD The rose gold trend started with watches and jewellery as a fresh alternative to traditional yellow gold and silver, but now the hue has taken over almost every style category, from housewares to clothing. Even rose gold hair is giving other hues some major competition. Always on trend, Batiste Dry Shampoo introduces NEW Batiste Rose Gold dry shampoo. This pretty and delicate fragrance instantly refreshes hair and leaves it smelling great. The Dry Shampoo banishes oil and hair is left with a little bit of added texture. Available from Priceline RRP $9.95 ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |95

BRAND NEWS

Napoleon’s newbies Mesmer-eyes Mascara in Brown Affair - RRP $38.00. Triple treat, double-duty and offering exceptional volume and superb length. The natural and eye-opening rich brown formula is enriched with Vitamin E, D, Bamboo Extract and is paraben free. Color Discs in Mafioso, Timeless and Snob Mob - RRP $29.00. Luxuriously soft and velvet smooth in texture, the metallic and matte pigmented shades are all you’ll need to create bold eye looks. Paraben free with mini compact mirror, new shades: Timeless Bronze Metallic, Snob Mob brown, and Mafioso (Turquoise/Burgundy Metallic).

Bioderma launches

Bioderma Sensibio Gel Moussant - 250ml, $29.99 is on counter early July 2017. A gentle cleansing gel for sensitive to intolerant skin, it gently cleanses and removes makeup. Enriched with Coco Glucoside/Glycéryl Oléate; an active ingredient that mimics the skin structure, Sensibio Gel Moussant has lipid-restoring and moisturising properties. Bioderma Sensibio H20 Wipes - 25pcs, $20.99 is on counter early July 2017. Cleansing and makeup removing dermatological wipes which respect the fragility of sensitive skin, they are enriched with an active micellar solution perfectly compatible with the skin. Bioderma Atoderm Lip Balm - 15ml, $16.99 is on counter August 2017. A daily repairing, nourishing and soothing treatment for the lips, it contains highly nourishing active ingredients such as avocado oil and shea butter which biologically repair and regenerate weakened lips. Bioderma Atoderm Intensive Gel Moussant - 500ml, $34.99 is on counter August 2017. A daily soothing, purifying and lipidreplenishing cleansing gel, it soothes sensations of discomfort and irritation and helps biologically strengthen the skin barrier. Bioderma Atoderm Intensive Balm - 500ml, $48.99 is on counter August 2017. A 2-in-1 soothing and dermo-strengthening treatment to restore healthy, comfortable skin, it is enriched with soothing and purifying agents to instantly soothe irritation. It restores the skin barrier for a lasting effect thanks to its exclusive Lipigenium™ complex made up of biolipids that are naturally present in the epidermis.

Revlon Youth FX Makeup is there to enhance and what better enhancement than blurring out signs of ageing? Revlon tackles the look of lines and wrinkles with a multi-faceted approach to meet the needs of nearly 80% of women who say they feel younger and believe themselves to look younger than their true age. Revlon Youth FX™ is a four product repertoire that transforms the look of lines and wrinkles instantly. Since all wrinkles are different, Revlon has designed targeted products, to be used in combination or alone, to target every concern area from the forehead to the neck. The product formulas are developed with Fill + Blur technology designed to not only blur, but fill in wrinkles and instantly correct the visible signs of ageing. Upon application, formulas fill in the visible wrinkles and create a smooth, even skin surface that moves and bends with the skin. Soft focus powders scatter light, “blurring” the wrinkle and making it less visible. The result is skin that looks younger in seconds. Price range $29.95 - $39.95.

L’INSOMNUIT BY ROBERT PIGUET Celebrated perfume house Robert Piguet launches L’Insomnuit, described thus: “A mysterious olfactive symphony that alludes to insomnia, singing its siren song from dusk until dawn as the liturgy of the night flows from distinctive clarity to the depths of a dream”. Top notes - bergamot oil, encens SFE, fir balsam; heart notes - iris absolu, iris concrete, oud: base notes - cedar, cypriol, tonka absolu, santal wood. Hand poured, labelled and individually sealed in the house’s signature ebony bottle, L’Insomnuit EdP 100ml is RRP $299.00. Available in Libertine Parfumerie, exclusively at selected David Jones stores and other niche perfumeries in Australia and New Zealand. Eau de Parfum (100ml) - $299.00.

New makeup range for Dr Hauschka’s 50th Dr Hauschka launches its completely revised range of make-up, which coincides with the brand’s 50th Anniversary this year. The new range consists of 82 products and at the heart of these are medicinal herbs, plant waxes and oils, silk and minerals. The range was developed together with professional makeup artists and is to be supplemented with limited editions in the future. The new deep violet packaging with its unique design reflects the premium contents. What’s unique about Dr. Hauschka Make-up is that it restores natural balance to the skin and adds colour without concealing natural radiance and vitality, and the fine textures make application easy. The raw materials are sourced almost exclusively from certified organic cultivation and meet Demeter and fair-trade standards whenever possible. All Dr. Hauschka make-up products are certified in accordance with NATRUE, the international standard for natural and organic skincare and makeup.

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Soleo Organics All-Natural Sunscreen offers broad spectrum 30+ protection, is perfect for the most sensitive of skins and is super lightweight for a barely perceptible feel. This triple-award-winning organic and natural sunscreen has many strings to its bow. It’s perfect for bubs and kids, offers UVA + UVB protection, has three hours water resistance, is free of synthetic preservatives, artificial colours, chemical UV absorbers, nano particles, titanium dioxide, SLS and petroleum by-products and is packed with skin loving anti-oxidants and natural and organic moisturising botanicals. This all-Australian sunscreen is environmentally friendly from the inside out. The tube and outer packaging are made from 100% recyclable material and the formula is 100% all natural and biodegradable. Suitable for face and body and all skin types, including sensitive and oily, all year long. Packaged in 40g RRP $14.95, 80g RRP $24.95 and 150g RRP $35.95. From health stores, selected pharmacies, resorts and sporting stores.

BRAND NEWS

Going Soleo in the sun

ALGAE-INFUSED SKINCARE BY LAUDER Nutritious Micro-Algae from Estée Lauder is formulated with specially cultivated, cold-processed nutrient-dense algae. The collection helps free skin of impurities and pollution caused by urban life. Instantly, skin has a natural healthy-looking glow with more refined pores. Overall it is designed to purify and balance skin so it looks and feels more poreless, shine-free, fresh and hydrated. New Nutritious Micro-Algae products are developed with innovative textures inspired by Korean beauty, and perfectly mix and match with the existing Nutritious pomegranate products to detox and infuse skin, restoring a fresh, radiant glow. The signature scent is a garden-fresh interpretation of leafy green vitality. The collection: Pore Purifying Cleansing Jelly, 125ml, RRP $38.00. Pore Purifying Cleansing Bar 100g, RRP $38.00. Pore Minimizing Shake Tonic, 150ml, RRP $40.00. Pore Minimizing Hydra Lotion 100ml, RRP $70.00. Available at Sephora beginning July 16th, 2017.

Clarisonic Introduces Smart Profile Uplift

Embalm Skincare Embalm Skincare is an Australian natural skincare company, based in Tasmania, with a nourishing and elegant product range. 100% natural and with no hidden nasties or ﬁllers. Founder, Mel Driver is passionate about empowering women to make conscious choices when it comes to looking after their skin. Her purpose is to raise awareness about toxins in beauty products so every Australian woman can make an educated decision regarding personal care purchases. Each of the products include the gentle aromas of carefully selected essential oils hand-picked to promote good health and emotional well-being from the inside out. Lemongrass, cocoa butter, rosehip oil, jojoba oil, lavender - the best of nature perfectly blended to craft beautiful products for radiant skin. To formulate the range Mel sources the best quality ingredients locally and from around the globe. With extensive research on the properties of each ingredient, and a bit of fine tuning, Mel determines the best combination of active ingredients for a balanced and efficacious product. Available in retail in Tasmania now.

Clarisonic Smart Profile Uplift is an advanced skincare system delivering 2-in- 1 cleansing and firming massage to uplift 15 signs of ageing on the face, neck and décolleté. At RRP $499.00 it’s a considered purchase and spending that amount will drive diligence which is key to a successful outcome. It combines the power of Clarisonic’s iconic cleansing, which cleanses skin 6x better than hands alone, with a new firming massage experience that visibly improves 15 signs of ageing on the face, neck and décolleté. Based on ground breaking new L’Oréal skincare research, Clarisonic has discovered a unique sonic frequency that delivers new skin firming benefits. Coupled with the specially designed silicon Firming Massage Head, visible improvement of ageing is seen, especially with wrinkles, firmness and radiance on the face, neck and décolleté. Smart Profile Uplift also boosts the absorption of daily skincare. On counter now.

Benefit’s Boi-ing family Benefit Cosmetics is extending its concealer family with the addition of Boi-ing Airbrush Concealer as well as revamping all concealers and bringing them under one family, Boi-ing. The newbie concealer will give the airbrush effect: blur, smooth, conceal and re-touch unevenness, fine lines and under eyes. All concealers in Boi-ing are $34.00 on counter July.

Roll-On Weleda Weleda certified natural 24-hour Roll-On Deodorants offer reliable protection and natural freshness. Formulated without aluminium salts, to allow the skin to function healthily, the deodorants are naturally fragranced with pure essential oils. Certified by NATRUE, they contain over 78% organic ingredients and are suitable for vegans. The skin-friendly ingredients include witch hazel distillate which is a natural astringent, and liquorice root extract which has soothing, antimicrobial properties. Dermatologically proven for suitability on sensitive skin and quickly absorbed, leaving no sticky feeling on the skin. RRP $16.95, available in Men and Citrus. Available from August at David Jones, selected health stores and pharmacies. ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017 |97

WHO IS THE BIO-OIL

CUSTOMER? When someone finds themselves with a scar, the ‘help’ product that comes to mind for many Australians is ‘that little bottle of orange-coloured oil…Bio-Oil’. But there are additional concerns that are effectively salved by this bright star on the pharmacy shelf. For the Beauty Assistant in pharmacy, it’s your role to identify that customer and direct them to the multi-talented orange oil. Here we help you to identify “Who else can I recommend Bio-Oil to?” Use: Post pregnancy stretch marks The Customer: Mothers with Newborns New mums have plenty to do to keep them occupied but it’s important for you to gently help them keep looking after their skin post pregnancy. Stretch marks can still form after giving birth as the skin on the body is retracting.

Use: Acne Scarring and discolouration The Customer: Adults with acne, Teenagers with acne or perhaps Mothers/Fathers shopping on behalf of their teenagers Bio-Oil may be useful in reducing the appearance of acne scarring and colour. The best result of a study conducted by Bio-Oil in 2012 was in “Bio-Oil’s ability to reduce the erythema or redness of macular (flat) acne scars, with the overall skin becoming brighter”. Check out the full study www.bio-oil.com.

Use: Massage after injury The Customer: Male, Female, Adolescents Bio-Oil can be used to assist with sport massage therapy after injury.

Use: Teen growth spurts and stretch marks The Customer: Teenagers or perhaps Mothers/Fathers shopping on behalf of their teenagers Teenage bodies are a force to be reckoned with as development literally goes in fits and starts. Teenagers experiencing rapid growth spurts are vulnerable to stretch marks. You can help them by explaining the role Bio-Oil can play in prevention, but if it’s too late, then treatment is the next best step. 98|ESPRIT AUSTRALIA JULY/AUGUST/SEPTEMBER 2017

Bio-OilÂŽ is Australiaâ&#x20AC;&#x2122;s No.1 selling scar and stretch mark product. Aztec Segment and item list as defined by Aspen Pharmacare, based on the AU Grocery & Pharmacy Scan Combined Data within the Hand & Body Skin Care Database. This is based on 12 months of AU Grocery & Pharmacy Scan Combined Data, AU Grocery & AU Pharmacy Data to 23rd October 2016

EXPERIENCE RADIANCE

Rejuvenate your skinâ&#x20AC;&#x2122;s youthful glow Smooth fine lines. Revitalise dull skin. Our groundbreaking Herbal Recovery range targets the appearance of the first signs of ageing, leaving you with smooth and revitalised skin that visibly glows.