esprit issue 63 January 2020 by esprit Magazine Australia

PHARMACY & DEPARTMENT STORE RETAIL BEAUTY TRADE JOURNAL

ISSUE 63 JAN 2020

Talking Point

New Strategies to Engage More Meaningfully with Consumers

New Build

– esprit Catches Up with… Henkel’s Peter Rigby

Interview Henry Lee DIRECTOR AT NAPOLEON PERDIS COSMETICS 2020 AND BEYOND

DAVID JONES FLAGSHIP OPENS… COSMOPROF ASIA WRAP…RETAILER FORUMS…MARKET TRENDS…PEOPLE AND PRODUCTS…IT’S ALL INSIDE!

EDITOR’S LETTER

N ICE Work

How are you showing up? It’s a question that is posed in most self-development programs. How do you show up for life…for your friends…for work?

So it’s here…my last issue as Editor of esprit Magazine Australia, as I segue into my At Large* role and hand over the dayto-day reins to the very lovely and capable, Michelle Ruzzene (more from her over the page). What a ride it’s been thanks to every single one of you who gave me a go when I tipped up from England with a few copies of Esprit** UK under my arm and a plan to “bring it here”. You met with me. You guided me. You booked pages. You bought issues. You contributed. You supported me. You did the what the Aussies are famous for around the world…you gave me a go. I just shivered as I wrote that. THANK YOU. Deeply from my head and my heart.

I am fascinated by the achievement of living happily and healthily to age 120, so I read up on The Blue Zones (areas with high numbers of healthy centenarians). I am inspired by accomplishments in endurance, so I listen to interviews with ultramarathon-ers like Rich Roll. And I am convinced by, and super interested in, the power of the mind. Mind over matter. So I follow Wim Hof, known as The Ice Man. Through the Wim Hof Method combining breathing techniques, cold exposure and mindset, it has been independently scientifically proven that we/humans can actively influence the innate immune system and autonomic nervous system.

With my now-adult children empty nesting my home, and me moving the responsibilities of my work role, I have the opportunity to explore me/Andrea. Who am I today and how do I want to spend the next chapter of my life? How do I want to show up?

You can imagine my response when I saw the advert for the Wim Hof workshop in Sydney, recently. It was matter over mind. My credit card chose its course, delivered the $297 to secure my place and I turned up along with a reported 1,000+ other nutters keen to sit in a bath of ice cubes. Is keen the right word? Curious, but dead set on doing it. The 6-hour program saw us whooping through Wim’s personal journey of achieving 26 world records in physical feats including running a marathon under the Polar Circle in nothing but shorts and mind-over-mattering his way safely through various clinical tests involving being injected with bacteria to prove he can consciously control his immune system and thereby not succumb to the sickness.

After a gung-ho approach BEFORE I announced my intentions to go At Large, I then experienced a massive wobble. I realised this feeling was vulnerability. Tackling the massive emotional shift FROM being a capable single mother of two and entrepreneurial business founder, in a hemisphere I had never visited before TO living alone (with the ancient cat) and being so-called part time, challenged my breezy nature. I set about having an honest, exploratory talk with myself. I read and listen to podcasts that grow my comfort zone: ultra athletes, people who set out to achieve extraordinary physical feats such as swimming around the UK, winning the Boston marathon, year-long selfimposed silence to actively draw awareness to animal cruelty and eat plant-based; and alternative health, body & mind science. 4| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

Next up were the breathing exercises – specific cycles of deep breathing, holding the breath and recovery. Likened to meditation I can say my experience was a psychedelic journey that produced an uplifted mental state and invigorated physical state. And then came the ice bath PREP. Cozzies on, the 1,000+ of us began building the heat within our bodies. To a man we sat

into our thigh-burning Horse Stance and began hoo-ing to the left and haa-ing to the right, guided by an instructor. Somewhat tribal (if the Martians could see us now!) our individual heats were generating a massive positivity and group determination. OK, it’s time. Group by group we went in. I fixed my eyes on Wim himself, stepped in and sank shoulder deep in ice cubes and water. His eye caught mine and we did a 10-15 second “go girl you got it” personal exchange; over the next 10 seconds a wobble thought it might play tricks with me. I won that battle. Far out it was cold. Then it was 10, 9, 8…and boom, we’d done it, 75 seconds submerged in ice and now standing up and throbbing with sensation, both physical and mental. I would NEVER not have done that. Almost 24 hours later and I am still up there, so pumped I am seeing the world with different eyes. I cannot tell you how much I am grateful for this life, MY life. I will go out there, go At Large and bring you back my personal perspectives and pickings that just might pique your interest. I will see you on the traps and please let me know what you like and what you want less of and I’ll tweak my offerings to hopefully please. Bless you, namaste and thank you.

* A t Large – out & about, discovering and dipping in and out **Uppercase E for the UK editions FOLLOW US: @ESPRITMAGAZINE FACEBOOK.COM/ESPRITMAGAZINEAUSTRALIA

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EDITOR’S LETTER A lot happened in 1987 - Kylie Minogue released her inaugural single, ‘I Should Be So Lucky’, the first mobile phone call was made in Australia and Andrea Ferrari founded a magazine called Esprit in the UK. It was the year I turned six and was completely obsessed with Barbie and the Rockers, Pound Puppies and Cabbage Patch Dolls. Little did I know that Andrea’s path would eventually cross with mine, and that 33 years later, the effervescent, fabulous and inspiring woman (with incredible skin and the figure of a 21-year-old) that we all know and love today, would be handing over the reins of the must-read magazine for all of those working in the retail beauty industry to Yours Truly. Under Andrea’s leadership, for the past three decades the magazine has flourished, transcending continents to become the go-to publication for those working in the retail beauty sphere since its launch in Australia in 2004. Thankfully, Andrea will remain Editor At Large – a mentor to bounce ideas off and turn to for advice when she’s not dipping in and out of ice baths, completing her yoga teacher training, hula-hooping or hoo-ing and haa-ing to the left and the right in her quest to live to 120 (there is no doubt in my mind she will surpass that milestone with ease). Today, esprit is much more than a magazine. The esprit website, recently relaunched, is a thriving hub that showcases a great mix of news, company profiles, people and products as well as providing job searches, book launches and the latest video content. Our social media engagement on Instagram and Facebook is growing by the day. If you haven’t yet subscribed to our weekly e-newsletter via our website, please do so. 6| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

Hello from your new editor Thank goodness that as I step into these huge shoes to fill (luckily, I have giant feet) there is an amazing team to collaborate with daily, including the equally effervescent, commercially minded, blonde bombshell Nicci Herrera. Nicci, a former state development manager for Benefit Cosmetics, who launched THE first subscription beauty box, Lust Have It, in Australia, joined the magazine four years ago and has been killing it ever since - in killer heels no less - and was recently appointed the welldeserved title of Publisher. The magazine has a fantastic designer, Leanne, who lays out all these pages you’re about to read, in a fresh and fun format. There is the support of a dedicated development team, responsible for maintaining our website and keeping any ‘bugs’ at bay, so you, the reader, have a seamless experience. Without these people, the magazine would not be what it is today. I have spent the last two and a half years as Beauty Editor on esprit’s sister trade publications, Professional Beauty and INSTYLE, which have been around for 25 and 34 years respectively. These magazines are two of many under the direction of Simon Grover, owner of The Intermedia Group, officially formed in 1989, but originally founded in 1968 as Grover Frost Pty Ltd. Funnily enough, my own career started in retail. Not in beauty but AT LOWES! Here I learned the importance of communication, education, presentation and respect when it came to ‘selling’. Retail, like most other industries, always has and always will be not so much about ‘selling’, but about building and maintaining relationships - about how you make the customer feel when they walk out the door - a memorable feeling I hope I

can pass on to you and every other valued reader in this role. As the magazine enters its 63rd issue, I’m determined to give esprit as much enthusiasm and dedication as Andrea and tackle the changing beauty landscape that’s being influenced daily by technology, sustainability, transparency, luxury and credibility, with as much gusto as my predecessor. I am excited beyond belief to be at the helm of a magazine with history that has earned credibility and trust within the industry and remained strong and stable over the years, in a world that can be tainted with false claims, fake followers and empty promises. Whether it’s suggestions, news, or just to say hello, I’d love to hear from you at michelle@esprit-magazine.com.au. Here’s to a great 2020.

THE ESPRIT TEAM FROM LEFT EDITOR MICHELLE RUZZENE, PUBLISHER NICCI HERRERA AND EDITOR AT LARGE ANDREA FERRARI.

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issue

63 Contents

COVERSTORY – BURT’S BEES – 12 Burt’s Bees Re-Ignites Bring Back the Bees Campaign

TREND – SUPPLEMENTED BEAUTY – 14 What’s fuelling the Beauty From Within market

TALKING POINT – AT YOUR SERVICE – 22

Burt’s Bees #BringBackTheBees Few brands have become such a poster child for growth as Burt’s Bees while remaining true to its eco-friendly founding principles. Over the past 10 years, Burt’s Bees’ iconic lip balm has become the number one lip product in the US - up from number 5 - performing strongly against both natural and mainstream competitors. The lip balm is the driver of the brand’s philanthropic work. “Our new Bring Back the Bees 2020 campaign is centred around spreading awareness of bee health, specifically when it comes to creating bee-friendly environments to encourage pollination and population growth”, says Nicola Quinn, Senior Brand Manager, Burt’s Bees Australia. Read on…see pages 12 and 13.

Contact details esprit Magazine Australia Editor At Large and Magazine Founder Andrea Ferrari M: +61 (0)410 067 966 E: andrea@esprit-magazine.com.au Publisher and Commercial Manager Nicci Herrera M: +61 (0)426 826 977 E: nicci@esprit-magazine.com.au

New strategies, innovation, training programs and initiatives to engage more meaningfully with beauty shoppers

5 MINUTES WITH… LOTTIE TOMLINSON – 28 How her tanning obsession turned into a brand

COMMUNITY PHARMACY – 38 Brianne Lowe, winner of the PATY 2019, shares: Winning Customer Service

INDUSTRY NEWS – 42 From Maxinstitute School of Sephora, NPD at incosmetics Asia to Covergirl’s Leaping Bunny cert and Lauder’s new GM Oceania

BUSINESS – 55 Experts and leaders share their proven tactics and strategies to build your business

MY JOURNEY – HEATHER WARNKE – 66 The GM of KAO Australia says a clear vision drove her career path

OUT & ABOUT – 70 The beauty industry on stage, on the shopfloor, on show – here’s a snapshot

COSMOPROF ASIA – 79 Reporting from the event and sharing thoughts on expos in general

BEAUTY & THE BEST – 92

Art Director Leanne Hogbin E: leanne@intermedia.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 Magazine Australia are not necessarily those of the publishers. Published by Percolate Media Pty Ltd – a division of Intermedia Group 41 Bridge Rd, Glebe NSW 2037 P: 02 9660 2113 F: 02 9660 4419 ACN: 629 613 583 Issue 63: ISSN 1449-8018

INFLUENCER – 82 Content created to inspire your journey as BAs

Editor Michelle Ruzzene M: +61 (0)402 277 286 E: michelle@esprit-magazine.com.au

NEW MAILING ADDRESS esprit Magazine Australia P.O. Box 55, Glebe, NSW 2037 Australia

Previous issues

Beauty Advisors share their techniques on putting the customer first

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

ESPRITMAGAZINEAUSTRALIA @ESPRITMAGAZINE

BRAND NEWS – 96 The latest lines to arrive this season

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Expert

Contributors ELISABETH KING ICY LING AINSLIE WALKER

MICHAEL BROWN VANESSA MEGAN ACCORD

Associate Editor

Business Features

VANESSA MEGAN

MICHAEL BROWN

As one of Australia’s beauty pioneers and award-winning natural skincare formulators, Vanessa Megan loves to be in the lab. Vanessa believes that we can find everything we need in nature to help us achieve our best skin and is always actively seeking new, natural ingredients with efficacy as good as – or better - than synthetic ingredients. When Vanessa’s research turned up the ingredient ‘Hipeptide®’, she was instantly inspired by this anti-ageing oligopeptide from nature, which is clinically proven to relax facial muscles and reduce wrinkle depth. In this issue, Vanessa writes on how one ingredient can inspire the development of a whole range.

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 makeup 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 Marc Jacobs Beauty Ambassador.

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. As the grooming editor of Men’s Style she 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.

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.

Just do it…

ICY LING Ni Hao (which means ‘Hello’ in Chinese). My name is Icy Ling, known as icybutterfly. Some people think I am an Australian Chinese influencer. Actually, I work for an East Coast, well recognised high fashion, lifestyle and beauty magazine (to local Chinese), called ‘Indulgence’. After working in retail, evolving to become a blogger and freelance editor, I have now become a senior fashion and beauty editor, also leading the magazine’s digital team – busy, but I am truly grateful for being able to work for my passion.

esprit CARE ERS ONLINE

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. 10| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

Hop on the esprit website and sign up for our weekly newsletter. It’s written for YOU. Retail beauty news, people and insights. You HAVE to keep in the know… and here’s how www.espritmagazineaustralia.com.au and SIGN UP for the newsletter

Log on to www.espritmagazineaustralia.com.au/ careers for all the latest jobs in beauty

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Bee Proactive Burt’s Bees Re-Ignites Bring Back the Bees Campaign

Sustainability has become one of the strongest macro-trends in the global beauty and personal care industry. Environmentally conscious consumers are looking for ways to decrease waste in all aspects of their lives and over 64 per cent of Australians say they would be willing to pay more for sustainably sourced products, reveals global data tracker Mintel.

by Elisabeth King

Few brands have become such a poster child for growth as Burt’s Bees while remaining true to its eco-friendly founding principles. Over the past 10 years, Burt’s Bees’ iconic lip balm has become the number one lip product in the US - up from number 5 - performing strongly against both natural and mainstream competitors. The hives of co-founder Burt Shavitz produced the wax in the first Burt’s Bees products over 30 years ago. According to Paula Alexander, Burt’s Bees Director of Sustainable Business: “Bees are the reason Burt’s Bees exists and bees continue to inspire our culture, our products and our vision for a more sustainable world. A world without bees is simply unimaginable. We won’t let this happen”. AT THE FOREFRONT OF THE BEE HEALTH FIGHTBACK

Increased urbanisation, climate change and a reduction in the number of plants and flowers that produce pollen and nectar which makes up the diet of bees worldwide has led to the so-called bee apocalypse. A crisis which affects the global food chain 12| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

as bees pollinate more than 30 per cent of all food on earth. Burt’s Bees is at the forefront of a fightback having first launched its Bring Back the Bees campaign in the US in 2016, spearheaded by three special editions of its best-selling lip balm. The initiative was a spectacular success and consumers and organisations planted more than one billion seeds to help reestablish bee habitats. The cause-focused campaign was also launched in the UK, Germany, South Korea and Australia, garnering equally enthusiastic consumer support. Our new Bring Back the Bees 2020 campaign is also centred around spreading awareness of bee health, specifically when it comes to creating bee-friendly environments to encourage pollination and population growth, says Nicola Quinn, Senior Brand Manager, Burt’s Bees Australia.

Research consultancy, Brand Keys, produces an annual Customer Loyalty Engagement Index, naming the top brands engaging with customers and engendering trust. Burt’s Bees was one of the highest rated brands in the 2019 list and dubs its customer base - the Bee Hive. CALL TO ACTION - GETTING CONSUMERS INVOLVED

We will be reaching out to new and existing consumers in two ways, says Quinn. “Firstly, they can purchase a limited edition Bring Back the Bees Pomegranate Lip Balm, where for every product sold, a donation will be made to the Wheen Bee Foundation for bee health, awareness and research in Australia. Secondly, in each pack there will be a plantable

GLOBAL VILLAGE APPROACH/ NATURAL BEAUTY RESEARCH LEADER

Quinn underlines the fact that bees are the cornerstone of Burt’s Bees’ success, providing natural beauty products to consumers worldwide. The company is also at the forefront of research and is committed to proving the effectiveness of nature-based skincare. A commitment which is well to the fore in the choice of pomegranate for the Bring Back the Bees 2020 campaign. Pomegranate lip balm has long been a cult favourite with Burt’s Bees customers. Hailed as a superfood, the pomegranate is packed with Vitamin C, a major antioxidant and repair active. It also has anti-microbial, anti-inflammatory and antiageing benefits and contains sun protective compounds. Our campaign not only drives education on the role that bees play in our food supply, it allows people to get involved by seeing the “fruits of their labour” through the plantable seed paper and support Bee Research with the additional donation from every pack of the Bring Back the Bees Pomegranate Lip Balm sold, says Quinn. “The seed paper has been designed to make growing a bee-friendly plant as easy

The Bring Back the Bees 2020 campaign launches in early February and the limited edition Pomegranate Lip Balm will be available in Chemist Warehouse, Big W, Coles and Woolworths nationwide.

COVER STORY

paper containing over 20 seeds of the easy-growing flower, Swan River Daisy. This Australian native can live year-round, all over the country, and can be grown in a pot or in the garden. Bees love it. The Bring Back the Bees 2020 campaign launches in early February and the limited edition Pomegranate Lip Balm will be available in Chemist Warehouse, Big W, Coles and Woolworths nationwide. We feel it’s important to empower our consumers Bee Hive to think about bee health, and now they can get involved and take more action in a small, yet significant way, adds Quinn. “Bees are responsible for the pollination of the global ecosystem which creates the rich diversity of all life on earth. Without bees there would be no flowers, vegetables, seeds, nuts and important textile crops such as cotton and flax. Without the important role bees play in maintaining the natural balance of the planet’s eco-system, there could be a domino effect that could affect the world’s biodiversity”.

as possible; by placing the paper in soil either a pot or outside - and simply soaking the paper in water. Within a week the seeds start to germinate and within a short time produce 20 Swan River Daisies with white or purple flowers. A great incentive to encourage a more bee-friendly space close to home”. Bee health is relatively stable in Australia but is in drastic decline in other parts of the world, including the US. Burt’s Bees believes that taking a “global village” approach is critical. “We need to use examples like the US to highlight the reality that if we don’t do something about the crisis now, we might encounter more difficulty trying to save the bees in the future”, notes Quinn. SUSTAINABILITY AND GIVING BACK NON-NEGOTIABLE/EXCEEDING CUSTOMER EXPECTATIONS

Burt’s Bees first teamed with the Wheen Bee Foundation in Australia for its Bring Back the Bees 2019 campaign. Now in its 10th year, the not-for-profit organisation has raised over $3 million for further research and protection of the honeybee. Founder Gretchen Wheen was one of Australia’s most renowned beekeepers and had strong links with researchers in Europe and the US. “Proceeds from the Bring Back the Bees 2019 campaign helped to fund research and awareness within the bee expert community in Australia, including the ‘Trees for Bees’ and Bee Ambassador program, which we are continuing to supplement this year”, says Quinn. Sustainability and giving back are non-negotiables for beauty brands today, especially when it comes to younger consumers. In addition to the Bring Back the Bees campaign, Burt’s Bees won the Champion for Sustainability gong at the 2018 Vogue Beauty Awards in the UK. Another major initiative has been the strengthening of 10 global supplier communities in areas such as clean water, women’s and children’s empowerment, health and safety, and biodiversity by 2020. In Tanzania and Vietnam, Burt’s Bees have provided protective equipment to 500 beekeepers. In Burkina Faso, the brand supported 3000 women to build more fuelefficient stoves to roast shea butter kernels. Burt’s Bees’ mission tagline is - The Greater Good - a goal which covers its employees, customers and their families and the environment. This is the connective tissue which builds loyalty, yet Burt’s Bees’ success is due to its ability to meet or exceed the expectations of customers for their favourite and ideal products. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |13

TREND

Supplemented Beauty

Celebrity Endorsements, Social Media and Market Re-Positioning Fuel The ‘Beauty From Within’ Market By Elisabeth King

Many trends are revived for each generation, especially if they meet a deep-seated need or want. Think of the explosive return of flat shoes after years of towering heels. The idea of beauty from within has thousands of years of history behind it across continents. Ten years ago, Japan accounted for 43 per cent of global beauty supplements sales, followed by China owing to age-old beliefs in Asian medicine.

14| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

Many career pharmacists remember Imedeen, the Swedish nutraceutical developed in the 1980s and spruiked by Kerri-Anne Kennerly, which is still the world’s number one anti-ageing skincare supplement. Health food stores have offered products with hair, skin and nail benefits for decades and many similar formulas lead the current supplement wave. With analysts predicting that the global beauty supplement market is on track to reach US$7.64 billion in the next five years, even mass retailers and supermarkets such as Aldi and Woolworths in Australia and Walmart and Target in the US have hitched their star to the new gold rush. RISE OF ASIAN-INSPIRED BEAUTY/ SPECTACULAR GROWTH OF WELLNESS INDUSTRY

So, what’s changed over the past five to 10 years to elevate ingestible beauty supplements to a staple rather than a

trend? The rise of Asian-influenced beauty and skincare products from Japan and South Korea has pulled beauty supplements along in its wake in Western markets. The Asia/Pacific market still accounts for the highest share of global revenues, led by Japan, China and South Korea. Online and in-store sales to customers of Asian heritage in Australia and the US have also fuelled beauty supplement sales in both countries. Europe ranks second with 25 per cent of global sales, with the three major markets of Germany, France and the UK representing 20 per cent of total revenues. The US is catching up rapidly and experienced a 61 per cent rise in beauty supplement sales in 2018. According to Mintel, products with hair, skin and nails benefits accounted for 12 per cent of new beauty supplement launches last year, anti-ageing claims made up 4 per cent of launches and 3 per cent included both claims.

INSTAGRAM-WORTHY/MARKET RE-POSITIONING/ONLINE SALES

The Internet, particularly Instagram, has also been instrumental in boosting beauty supplement sales. There has been an explosion of information, celebrity endorsements and positive consumer reviews online and through social media. Gwyneth Paltrow has launched a supplement called Goopgenes through her lifestyle website Goop, for example, and SugarBearHair gummies are promoted by the KardashianJenner clan. Australian supermodel Elle Macpherson has also enjoyed success in Australia and the US with her WelleCo Super Elixir. In 2017, Mintel reported that 47 per cent of young American women aged 18 to 34 had used an oral supplement with appearance-enhancing claims. Online sales have dramatically boosted vitamin and beauty supplement sales from Alibaba’s Singles’ Day, the world’s biggest shopping event, to everyday e-commerce. According to Nielsen’s 2018 trend report on health and wellness, 24 per cent of US vitamin and supplement sales occur online. A development that has produced more eye-catching packaging, designs and names, which are also Instagram-worthy to further boost sales.

GEN XERS AND BABY BOOMERS KEY TO BEAUTY SUPPLEMENT SALES/ BRIGHT FUTURE FOR THE CATEGORY

Millennials aren’t the only demographic boosting sales. Way back in the early Noughties when Japan accounted for nearly half the world’s sales of beauty supplements, Baby Boomers were deemed to be key to their future in Western markets. L’Oréal and Nestle launched Inneov in 2002, a supplement designed to make beauty from within a mainstream routine. But it failed to fire and the two multinationals shuttered the brand in 2014. The acquisition of Olly isn’t the first time Unilever has tried to enter the supplements market through weight loss products and energy drinks. This time round, though, the over-50s represent more than 40 per cent of the population in Australia and close to half a billion Chinese people are also aged 50-plus. The 36 year one-child policy in China led to huge improvements in health care and, just like their Western counterparts, Chinese people now live longer and want to age well. Gen Xers and Baby Boomers have become some of the biggest users of beauty supplements in major markets for obvious reasons. They are most in need of a boost to skin radiance and hydration and solutions for thinning hair and brittle nails. The standardbearer for over-40s beauty, Bobbi Brown, has stepped away from her eponymous makeup brand owned by Estée Lauder Companies, launching her own wellness line in the US -

TREND

The spectacular growth of the US$4 trillion wellness industry has also been a major driver of growth. The US, the UK and Australia have long boasted major sales in alternative health supplements, with more than 8.3 million Australians buying vitamins and supplements reports Roy Morgan Research. More than 65 per cent purchase products from leading pharmacies such as Chemist Warehouse, Priceline and My Chemist and 27 per cent buy them from supermarkets. A market dominance that has carried over into beauty supplements. Overseas and in Australia, specialist chains like Sephora and department stores have also led to a new market positioning alongside skincare and makeup. The allpervasive wellness trend has made more people health-conscious, and increasing stress levels, especially among young Australians, have spurred consumers to look for products that will not only help their bodies to cope, but also to enhance their appearance. This more holistic attitude to beauty combines skincare products with a well-balanced diet, injectables like fillers and Botox and supplements for an allround beauty routine.

According to Eric Ryan, co-founder of Olly Nutrition, which was recently bought by Unilever, the design and storytelling around beauty supplements is much more approachable today. The brand has bright packaging with a smiley face, designed to be displayed not hidden away in a drawer or cabinet, and is clearly aimed at Millennials and Gen Zers. “We created something that was full of optimism because that’s why you bought these products - to feel better about yourself ”. Olly sells a product called Restful Sleep, instead of relying on its main ingredient - the hormone melatonin - to make its pitch. An approach that has become a major trend in beauty supplements to tout benefits rather than rely on ingredients that consumers might not be aware of. Many Australian and American companies such as The Beauty Chef and Vida Glow have products such as Body Inner Beauty Powder and Beauty Protein Chocolate. Sephora stocks a brand called Hum which offers digestion-focused products such as Flatter Me and a skin and hair supplement named Red Carpet.

Evolution_18. “I have always been a health nut and I truly believe that so much of beauty is how healthy you are”. She is not alone in her belief. Ageing well now means more than staying out of the sun and following a good diet, which has led to a wide array of gummies, powders, liquids, drinks and more in the supplement category that are quick and easy-to-take. The fortification of hair, skin and nails remains a cornerstone of the category as benefits, which are just as appealing to young mothers in their 20s and 30s as they are to the over-60s. The major reason why the hottest category in beauty supplements is collagen. Originating in Japan, where collagen powder is offered in restaurants to sprinkle over noodles, and collagen creamers for coffee are commonplace, the link is easy to understand. Collagen is the main structural protein in the skin that keeps it plump and line-free, but it diminishes with age. So, taking collagen in powder, liquid, pill or capsule form is meant to replenish the body’s natural supply to fortify hair, skin and nails. There are two main types on the market - marine collagen from fish and animal collagen. Anecdotal evidence and many consumer reviews are very positive about the value of taking collagen, but overall doctors remain cautious about endorsing its benefits. That hasn’t stopped US celebrity dermatologists such as Dr Nicholas Perricone and skincare ranges like Unilever-owned Dr Murad from releasing their own brand supplements. Although supplements aren’t regulated like medicines, there is some scientific proof that they are beneficial. Antioxidants support heart health and improve the skin, for example, Omega-3 fatty acids increase cell renewal and may help to protect the skin against sun exposure. Chemists, drugstores and pharmacies are expected to remain major contributors to the revenues of the beauty supplement market worldwide, which benefits consumers because of access to one-on-one advice. Consumers are unlikely to get into trouble taking one supplement, but too many can open them up to risks. The future of the beauty supplement market looks bright because of the wellness link and as research and technology improve, the most successful brands will offer sophistication and increased therapeutic benefits in more convenient formulas. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |15

INTERVIEW

NAPOLEON’S RESTORATION

HENRY LEE DIRECTOR NAPOLEON PERDIS

ESPRIT TALKS WITH HENRY LEE, DIRECTOR OF NAPOLEON PERDIS by Elisabeth King

The beauty industry and media were saddened early last year when Napoleon Perdis called in the administrators. Fortunately, KUBA Investments, helmed by Livia Wang and Henry Lee, stepped in with a rescue plan to revive one of Australia’s most renowned makeup brands. Napoleon Perdis was the company’s first beauty acquisition. Livia is the CEO of Access Corporate Group, which has a strong track record in facilitating cross-border retailing for Australian businesses.

16| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

Henry Lee has over 20 years’ experience in senior management. As the former CEO of PPGL, part of the Pepkor Group, which operated 332 stores across the company’s retail portfolio in Australia, including Harris Scarfe, Debenhams and Best & Less. He was also the COO of the Witchery Group, one of Australia’s largest specialist fashion retailers and has worked across key retail segments, including fashion, kitchenware and luggage. Lee’s business expertise also extends to involvement in complex mergers and acquisitions, notably leading a turnaround acquisition back to profitability.

The strategy to re-develop and expand the Napoleon Perdis brand is well underway, says Lee. “We are over-investing in the brand and marketing initiatives. Over the next three years, we have budgeted to invest more than $21 million in brand development and marketing alone. The goal is to re-connect with our loyalists and engage with new customers while doing what we do best - making women look and feel beautiful in their own personal way. Although we are the number one Australian cosmetic brand in the prestige beauty sector, we need to re-establish our position within the market as the leading beauty authority”. Personal connection with customers has always been key to the success of Napoleon Perdis. “We are building more personal and authentic relationships with all our customers, especially in the way we communicate and service them”, says Lee. “Our new retail store concepts will launch in the first quarter, starting with four flagship stores in key states around the country, and will offer customers the opportunity to interact with the brand in a fun and experimental environment. The spaces will be more premium yet relaxed and less transactional, concentrating on education and our highly personalised makeover services”. The brand’s famed Makeup Academy has been crucial to its success. “More than 25,000 students have graduated from our Makeup Academy”, says Lee. “Training and education is at the core of our business and we will maintain a strong focus. In the last quarter of 2019, we reviewed all our courses and updated all training modules. In March, we are also launching four new educational academies nationwide”. PRODUCT RE-FOCUS / ENTREPRENEURIAL EXPERTISE

Trusted and loved by the MUA community, the Napoleon Perdis product range has long been renowned for its relevance, performance and innovation. “Since the acquisition of the business, we have made great strides in filling gaps within our product range and upgrading formulations”, says Lee. “Our teams are currently scouring leading factories in Italy and other parts of Europe and the US seeking the latest trends and technology.

INTERNATIONAL EXPANSION / THE NEW BEAUTY LANDSCAPE / COMMUNICATION UPDATES

Overseas expansion has always been a strong focus for the Napoleon Perdis brand and is also very much a goal of the rejuvenated company. “Since the acquisition, we have launched into overseas markets with great initial success”, says Lee. “In 2020, we will continue to expand into New Zealand and Asia. Our global ambitions will see international sales exceed domestic sales by the end of this year”. The beauty landscape and consumer attitudes have changed enormously since the Napoleon Perdis brand was launched, says Lee. “Consumers are incredibly well informed, spoiled for choice and

INTERVIEW

MULTI-MILLION DOLLAR INVESTMENT / NEW STORES AND MAKEUP ACADEMIES

Through 2020, we will be launching new lines and product extensions to complement our existing range. We also need to be market leaders in packaging, performance and sustainability, working with our suppliers to bring products to market more quickly”. Napoleon Perdis has been the leading Australian cosmetic brand for more than 27 years. At its peak, there were over 100 stores worldwide and 900 stockists and many of our loyalists have grown up with the brand, says Lee. “They love and support the business, especially our iconic products. We sell a Primer every 90 seconds somewhere around the world. We have decades of experience in knowing what women want and need and several of our key product development team members have been with the company for more than 17 years”. Guiding Napoleon Perdis into the future required specific mindsets as well, says Lee. “Acquiring the leading Australian cosmetic brand was an easy decision. But finding the right partner with common goals, complementary skills and resources proved far more difficult. It was clear from the outset that the business needed stakeholders, who not only understood brand building but also had strategic foresight and patience”. The business needed a significant operational restructure and stakeholders had to have a proven entrepreneurial record, adds Lee. “Livia Wang has an enviable record in growing and nurturing brands, domestically and internationally, and through her company, Access Corporate Group. She has been nicknamed the Brand Queen, but I don’t think that quite encapsulates her entrepreneurial spirit and determination to turn around businesses and drive growth”.

are demanding fast and easy access to brands and products. They can no longer be dictated to and are driving changes in the market to match their personalities, styles and interpretations of beauty. Changing values, especially among younger consumers, means they are far more likely to be excited by corporate responsibility, authenticity and transparency - from supply chain practices through sustainability to marketing and retail executions”. The heritage brands and retailers have historically been slow to adapt and continue to espouse traditional retail strategies and opaque supply chain processes, says Lee. “This has resulted in the rise of niche beauty brands that are not only fast and nimble, they also cater to specific needs and targeted audiences. In addition, they have been able to leverage social and digital platforms to reach consumers directly and build social communities in a relatively cost-efficient manner”. The Napoleon Perdis brand has a lot of catching up to do, but we have triggered significant change already, says Lee. “We have literally turned the business model upside-down and made the consumer the centre of our business. We are listening and are determined to find and set the trends that consumers want and need. We are on a continual quest to improve speedto-market and our lead times on our core lines have already been cut in half. We are promoting greater transparency at all levels of the business - flaws and all - from ingredient listings to supply chain processes, sustainability practices and corporate responsibility”. Not only is the brand changing the way it communicates with customers through being more transparent and authentic, says Lee. “We must be equally consistent in content delivery. And it is also clear that this is a conversation that needs to start with internal teams and suppliers before it permeates to new and existing customers and consumers”. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |17

Turn your creative dreams into a reality and join the 25,000 students who have studied with the Napoleon Perdis Makeup Academy, the original pioneer of Makeup Education in Australia. Kick start your beauty career and learn practical, hands-on techniques from renowned industry professional educators. Conducted face-to-face at our state-of-the-art campuses, our courses focus on product knowledge, lasting application techniques, social media skills and how to launch and build your business within the ever-changing digital landscape.

SUBMIT YOUR ENQUIRY FOR 2020 COURSES

SUBMIT YOUR ENQUIRY FOR 2020 COURSES ACADEMY@NAPOLEONPERDIS.COM WWW.NAPOLEONPERDIS.COM

PROUD STOCKIST OF

Become an authorised Napoleon Perdis stockist! We’re now taking applications to stock our prestige cosmetics range. With flexible opening options, dedicated support and 27 years of brand heritage, let Napoleon Perdis Cosmetics be the point of difference in your business.

“As a proud stockist of Napoleon Perdis for over 15 years, I feel fortunate to have found such a quality Australian product. The behind the scenes support for myself and my clients has been overwhelmingly positive.” Vicky - Essere Bella VIC

“The Napoleon Perdis brand is iconic and has legions of faithful devotees worldwide. It is a pleasure to present and use the products on our customers. I’m very grateful for the in-store support and constant communication and training in all areas.” Linda - TerryWhite Chemmart Mawson Central SA

SUBMIT YOUR INTEREST TODAY! SOPHIE KALOFONOS | GENERAL MANAGER SALES & EDUCATION SOPHIE.KALOFONOS@NAPOLEONPERDIS.COM

YEARS OF

TRAILBLAZING THE BRONZER BY NAME, THE PERFECT BRONZE BY REPUTATION, MEET THE QUIET ACHIEVING TANNER WITH AUSTRALIA’S MOST LOYAL FANBASE.

ou might have seen it on the shelves of your local pharmacy, sitting quietly amongst the other, flashier tanners. You may have picked it up, intrigued, and noticed that it is natural, vegan and Australian made. Or, if you are like the thousands of other Australian women who have been buying The Bronzer for the last 20 years, you’re already part of the club. You already know. Because The Bronzer isn’t like the other newcomers to the market. It doesn’t have big billboards, or influencer campaigns. What it has is a loyal fanbase of thousands

Tan

of Australian women – real women – who discovered its magic years ago and have never looked back.

pantyhose. And so, it was in trying to find a solution for this problem that the idea for The Bronzer was born.

The “realness” of The Bronzer is part of its charm. Even from its inception it was unassuming… it was there to offer a simple solution to a real woman’s problem. That woman was Sally Desancic. An industry icon in her own right, Sally spent years working for some cosmetic giants in management, and as a buyer. At the time, the unofficial uniform of the corporate world was a skirt suit and pantyhose… but Sally hated wearing

It was the ‘90s and the self-tan movement was beginning to make its first rumblings, though at the time they were still much of a smelly, sticky novelty. But what Sally wanted to create was something different – and totally in its own class. She wanted to mimic the sheen and the colour of pantyhose, but also be able to take it off (or, wash it off as the case may be) at the end of the day. And so she created the first Australian instant tanner, and it was an instant success.

Launched from her family rumpus room, the palettes of orders soon filled up her front yard… which was about the time she knew she was really onto something. And the rest of Australia knew too, as it quickly gained the support of major retailers, and the cabinet space of both men and women across the country. The idea may have been a simple one, but the formulation was anything but. A meticulously considered mix of high-quality ingredients enriched with many natural ingredients so as to optimise skin hydration, which is the key to flawless, streak-free application. Paraben free, fragrance free, crueltyfree and vegan, it was developed over two years because, simply, Sally wanted to get it right. And she did.

“ “

The idea may have been a simple one, but the formulation was anything but. This year marks 20 years since The Bronzer was created, and in that time the formulation has remained unchanged, because Sally got it right from the beginning. With each year its fan club grows including everyone from professional dancers and actors, to everyday men and women who just want to look tanned, without ruining their skin (or their white sheets). It is the everyman, the everywoman tan, a simple, high quality, effective product that just works. This is why The Bronzer was made, and why to this day it remains Australia’s favourite way to tan.

Interested in stocking The Bronzer and working with Core Metrics? Contact Core Metrics on ph: 03 94844485 | e: info@core-metrics.com.au

TALKING POINT

At Your Service

New Strategies, Innovation, Training Programs and Initiatives to Engage More Meaningfully with Consumers from Prestige to Self-Select by Elisabeth King With the increasing use of tech tools, online and at-counter, and the necessity to be present in a wider number of distribution channels, retaining brand loyalty is as difficult as ever. Consumers have an overwhelming number of choices and many are no longer attracted by labels, brand image and even price in some cases. The experience with the brand has returned to the spotlight, especially in prestige beauty. But even among mass and self-select brands, how consumers interact with a brand is again one of the major reasons of whether they will return. Many beauty brands are modernising their approach to customer service by providing more personalised experiences. But the human touch is as important as ever because many consumers still prefer to engage with a knowledgeable expert they can discuss their needs with. A big discovery leading brands are now talking about is that growing online sales can have another effect. As more people buy replenishment products only online, they are not being introduced to more suitable or new products in-store. The beauty advisor has made a strong comeback in Asia, notably in skincare, with the proviso that they provide relevant advice. Prestige beauty brands have re-focused their energies on delivering the best possible outcomes for their clients through the latest technological innovations coupled with highly trained beauty advisors. SKIN DIAGNOSIS/SHADE FINDERS/ REWARDING IN-STORE CUSTOMERS

Today, more than ever in its 80-year history, Lancôme is at the forefront of beauty

Maria Avis NATIONAL TRAINER, LANCÔME

22| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

innovations, says Maria Avis, National Trainer. “One of our most popular oncounter services using unique technology is the Lancôme Radiance Boost Service, incorporating our global best-selling serum, Advanced Genifique Youth Activator. “Our BAs use the Youth Activating Device which delivers high frequency micromassage technology to infuse the serum into the skin, giving instant radiance boosting results. Not only does the skin feel softer, smoother and more radiant, the benefits of the key actives such as the pre and probiotic fractions in Genifique are amplified to strengthen the skin’s barrier. The service has longer term results and makeup application is easier and looks more flawless because of the increased hydration levels of the skin.” Lancôme also introduced two new beauty tech tools to the market over the past year, adds Avis. “The Lancôme at-counter diagnosis tool, Youth Finder, scans the skin by taking four photos in different areas of the face to evaluate 6 clinical parameters that define the youth of the skin. The device assesses the skin’s real needs, including texture refinement, hydration levels, firmness, wrinkle status, spot control and redness, so the BA is able to personalise the most appropriate Lancôme beauty routine. Youth Finder not only provides education for our customers, it also gives BAs important data to link-sell”.

Our second exciting debut was the Lancôme Shade Finder, says Avis. “It is designed to upgrade the colour-matching experience of Lancôme’s iconic Teint Idole Ultra Wear Foundation. The foundation category is very competitive, and our BAs are now equipped to advise on colour shading for individual customers with service expertise and a dedicated tool. The Shade Finder Scanner measures skin tone on three parts of the face. Following communication with an iPad that holds up to 45 Teint Idole shades, the three best foundation matches are selected. Its use has created more confidence for our customers and strengthened relationship-building with our BAs”. The retail landscape has drastically changed over the past few years, with customers choosing to shop in multiple channels, notably online, says Gemma Rogers, Retail Education Manager NSW for Estée Lauder. “While the Estée

Gemma Rogers RETAIL EDUCATION MANAGER NSW, ESTÉE LAUDER

Lauder brand is well-represented in different distribution channels, we have evolved our service strategy in department stores for the in-store shopper. We know that these

consumers have made a considered choice and effort to visit stores, so we need to engage and reward them at counter”. Education is vital to the on-going success of the Estée Lauder brand, says Rogers. “We ensure best-in-class education for our BAs, starting with a learning platform which has an engaging editorial feel and covers a library of products such as interesting articles, social media training and quizzes. BAs can access the platform via an app or on a desktop browser and we build upon this e-learning through practical skill-building workshops and on-counter coaching activity, with plenty of time built in for creating content for social media. We also engage our teams through social media channels to create BA communities, where best practices and celebrations are shared. In addition, we have a technology to livestream interactive training tutorials for quick, topical product launches and our BAs can comment, ask questions or make suggestions in real time”. In-store experiences cannot be replicated online, so Estée Lauder has a toolbox of everyday events that our on-counter teams have the autonomy to create according to the specific needs of their customers and business, says Rogers. “Our eventing strategy has been a huge success over the past year. These easy-to-run events have quickly become the norm for our BAs and the consumer feedback has been incredibly positive. To enhance the experience and expertise of our BAs, we have a digital tool that offers consumers their perfect foundation, lip and cheek pairing suggestions in just three clicks. Our city doors also have iPads which allow customers to virtually try on any of our lipsticks. Both tools are fun, interactive and great conversation starters, but will never take away from the expert advice and personalisation that our BAs offer to new and existing customers”. BLENDING TRADITIONAL AND ONLINE EDUCATION/NEXT GENERATION TOOLS

At Coty the education and training of our fragrance and beauty teams has always been an important function fully supported by global and local management says Mary Hayward, National Training Manager. “In the current rapidly shifting

Mary Hayward NATIONAL TRAINING MANAGER, COTY

marketplace, where we see consumers viewing and seeking the newest and latest

products and trends online, our research shows that the in-store experience is still and will continue to be very important to the final purchase”. But consumer expectations when they are in-store have also evolved, especially in the luxury category, says Hayward. “The customer’s product knowledge and insights have matured, and the role of BAs has also changed to keep pace. At Coty, we have provided constant classroom training and education tools for our teams each year. Face-to-face training remains important as it encourages personal interaction and engagement. Working with peers in real life, supported by a live presenter, offers instant feedback and a richer learning experience overall”. But an important link to today’s learning styles has been achieved with the recent introduction of WeLiveBeauty. Coty’s first global learning app is recognised as one of the most advanced and interactive learning apps available, says Hayward. “WeLiveBeauty engagement provides accessible and flexible learning across our luxury fragrances, skincare and makeup portfolios. BAs are encouraged to engage, pay attention and apply what they have learned during the reviews or quizzes, which leads to positive retention. “Using their own device, mobile, tablet or computer, BAs have control over time, place, journey and pace. A unique feature of the new app is the communication platform that links every learner to Coty and allows us to keep them updated on the latest information. The addition of WeLiveBeauty delivers a blended learning solution, combining both traditional and online interactive training experiences”. At Clinique, we have recently introduced new technology in skin diagnostics called Clinical Reality, says Rene Benkenstein, National Education Manager. “Powered by 50

Our BAs can guide customers through the diagnostic and have further conversations and demonstrate the appropriate products, their features, ingredients and benefits”. Jo Malone and La Mer are two of the Estée Lauder Companies’ key luxury brands in the fragrance and skincare sectors. “Through our iPad on counter, Jo Malone stylists use SMS messaging to communicate with their clients, sending them customised brand news and details of events that relate to their individual preferences, says Fiona Pereira, National Education Manager.

Fiona Pereira NATIONAL EDUCATION MANAGER, JO MALONE AND LA MER

“A Discovery moment is also offered to customers, allowing them to experience the texture of our body creams, layered with a fragrance, so they have a sensorial experience at their first touchpoint with the brand”. On-counter iPads are also used by La Mer BAs to contact clients through SMS messaging, says Pereira. “All customers are also offered the Lip Spa service, using the Lip Volumiser and Lip Balm, as a final touch to a consultation”. LUXURY ACTIVATIONS/QUALITY SERVICE/HEIGHTENING THE CUSTOMER EXPERIENCE

La Prairie is renowned for its benchmark luxury services and one of the major introductions in the Australian market was a six-month activation in our number one travel retail door, Heinemann Sydney International Airport, says Lauren Goodrich, Digital Marketing and E-Commerce Manager. “Called The

Lauren Goodrich DIGITAL MARKETING AND E-COMMERCE MANAGER, LA PRAIRIE

Rene Benkenstein NATIONAL EDUCATION MANAGER, CLINIQUE

years of dermatologist-driven expertise, Clinical Reality is the next generation of skin diagnostic. It incorporates technology and lifestyle questions to understand individual skin needs. Using biometric facial recognition to calculate 17 analysis points on the face, it highlights main concerns and other issues in order of severity. The customer can then select the concerns they would like to address and choose from a selection of products to target the problems.

Art of Luxury, it was a world-first activation, providing travelling clients with an indulgent moment of tranquility through five treatments prior to boarding a flight. With extended opening hours, seven days a week, La Prairie’s team of 22 BAs underwent a three-day workshop and on-counter training, focusing on product knowledge, services and the new online booking platform”. The booking platform was an integral component of the activation, allowing clients to pre-plan their experience, edit or cancel the booking if required to provide a seamless online-to-offline journey, says Goodrich. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |23

TALKING POINT

“The Art of Luxury not only provided existing clients with a luxury service, it also recruited new clients to the brand. In addition to being accessible to clients, the platform was also available to BAs, enabling them to book in clients passing through the airport and have live visibility of upcoming bookings”. Returning clients are critical to the success of any brand and more so for luxury brands because of high expectations of quality service, says Tonia Casswell, National Sales and Training Manager ANZ for Sisley. “Our Sisley Team is proud

Tonia Casswell NATIONAL SALES AND TRAINING MANAGER ANZ, SISLEY

to deliver service beyond expectations. For example, Novita Rahayu, 2IC at our David Jones Elizabeth Street counter in Sydney, believes that the importance of high service standards is to take customers into the journey of luxury skincare through pampering and instant results. Mina Thamsongaeang, our counter manager in David Jones QueensPlaza in Brisbane, says that taking a genuine interest is essential in providing her customers with the best products and services. Loyal longterm customers are created by beautiful and effective products and superior care”. There has been a global shift toward heightening the customer experience for some time, says Filis Gattuso, Director - Department Stores Channel for Ultraceuticals. “The brands that are

Filis Gattuso DIRECTOR - DEPARTMENT STORES CHANNEL, ULTRACEUTICALS

succeeding not only leverage off their brand differentiators, but also engage the customer on a sensory level and place customer satisfaction front and centre of all they do. Offering product and service customisation, customer interaction and fostering client loyalty are all key in making a transactional customer feel like a valued client. The new Ultraceuticals counter design in David Jones Elizabeth Street in Sydney takes the client experience to a new level. All senses are engaged through customers being able to take a seat and enjoy a cup of tea, to product testers, hot towels on counter and targeted sampling”. 24| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

The use of the latest technology also elevates the Ultraceuticals client experience, says Gattuso. “The Observ skin diagnostic camera features state-ofthe-art analysis that assists our therapists in providing customers with in-depth understanding and information on their skin’s current condition and which areas to address to achieve visible results. The Ultra Sonophoresis equipment allows for deep cleansing and the intense infusion of active treatment products into the skin to fast-track results from Ultraceuticals’ suite of signature facials. While a tailored CRM program allows efficient capture of customer details at point-of-sale, recording individual skin requirements and purchase history for customer care follow-up”. TRAINING PHARMACY STAFF A KEY PRIORITY/IMPROVING RELATIONSHIPS WITH RETAILERS

Offering training to pharmacy staff has been a key priority at Natio from the beginning as it empowers beauty advisors to confidently help customers find the best products for their needs, says Christina Schroder, National Training and Educational Manager. “Over the

Christina Schroder NATIONAL TRAINING AND EDUCATIONAL MANAGER, NATIO

past few decades, tens of thousands of pharmacy assistants have completed Natio training and over the past year we entered an exciting new chapter with the launch of our next-generation training platform”. As the home of all Natio training, the new Online Training Hub hosts all information in one convenient place and the mobile-friendly format is designed to give staff the flexibility to train when and where it suits them, says Schroder. “We have put a lot of effort into making new video-driven and interactive content in order to make training as engaging, educational and entertaining as possible. We have also implemented a rewards program to motivate on-going training and ensure that pharmacy assistants feel that investing their time is worth their while”. John Frieda’s objectives and strategic priorities over the past year have very much been focused on truly understanding the brand, its purpose and its value, in order to improve brand health and relevance with consumers, says Heather Warnke, General Manager of Kao Australia. “It has been essential to convey this targeted communications message

Heather Warnke GENERAL MANAGER, KAO AUSTRALIA

at every consumer touchpoint - online, across social media platforms, in-store through catalogues and fixtures and outdoor panels - that John Frieda has 30 years of specialising in and mastering one skill - helping women express their unique identity through transformational results”. This approach has also been pivotal in improving our existing relationship with our retailers by further understanding the needs of their consumers, says Warnke. “We have driven tailored retail activations and successful path-to-purchase strategies. To attract new customers, continue talking to brand loyalists and to tie in with seasonality, we launched a competition with Woolworths. Customers who bought any two John Frieda products entered the chance to win their own Spring Transformation - a $5,000 style makeover (hair, makeup, wardrobe) at a Westfield shopping centre. An additional 40 consumers won a daily prize of a year’s supply of John Frieda products valued at $357. “The competition had a strong presence on every platform, featuring through targeted digital advertising, across social media, in Woolworths catalogues, outdoor panels and more and the entire John Frieda range carried WIN stickers. We saw an impressive uplift in purchases and a clear spike in website traffic at the launch of the competition, showing us a return to driving discovery and re-igniting customer engagement”. SMART TECH AND DESIGN/NUMBER 1 E-LEARNING PHARMACY PLATFORM/ ENGAGING CUSTOMERS IN REAL TIME

Visibility and education are standard category pillars that frequently need to evolve and maintain their relevancy to consumers and retailers, says Juliette Toolin, Marketing Manager, Essential Beauty for McPherson’s Consumer Products.

Juliette Toolin MARKETING MANAGER, ESSENTIAL BEAUTY, MCPHERSON’S CONSUMER PRODUCTS

“We are always looking to improve via smart technology and smart design to build category solutions to leverage the equity of our market-leading brands. Key examples are the interactive product tactile units to

educate on premium range offers to drive trial such as the smart tech Manicare and premium Glam cosmetic brushes”. Dynamic video content customised for retailers to educate at point-of-purchase via in-built screen displays and LED lighting to illuminate and create a brand destination and ease of shopability are major areas of investment, says Toolin. “The Manicare, Glam and Lady Jayne Chemist Warehouse merchandising displays received two gold awards in the Shop! 2019 Marketing & Retail Industry Awards - winning in both the Health and Beauty Permanent Display and Retail Industry Design categories”. La Roche-Posay’s ITherapeutics is independently rated as the No.1 pharmacy e-learning platform by pharmacists and pharmacy assistants, says Nikita Papas, Communications Manager, L’Oréal Active Cosmetics Division.

Nikita Papas COMMUNICATIONS MANAGER, L’ORÉAL ACTIVE COSMETICS DIVISION

“It offers 50-plus education modules and has an impressive membership of 48,000. Developed by a team of experts to provide pharmacists and pharmacy assistants with an innovative and effective way to update product knowledge, iTherapeutics currently showcases 70 engaging product modules. With most modules taking 15 to 20 minutes to complete, the destination online platform provides a simple and more effective learning experience”. Last year, La Roche-Posay launched a competition for members, which required completing three education modules to enter a draw to win a trip to Paris for two, says Papas. “We received 5,100 entries with most participants completing the Anthelios sun protection, Toleriane sensitive skin and Effaclar anti-acne modules. The delighted winner was Elsa Chiang, Pharmacist, Market City Pharmacy, Haymarket in Sydney”. In the mass, self-selected beauty environment it’s important we offer our customers tools to assist them during the purchasing journey, so they feel empowered and ready to purchase once they’re in store, says Leanne Parodi, Head of Marketing for Nude by Nature. “In the past year, we introduced our online

Leanne Parodi HEAD OF MARKETING, NUDE BY NATURE

foundation and lipstick finder tools. Both tools allow customers to explore the full range of foundations and lip products to narrow down the best product and shade based on their skin type, tone and finish they are seeking. We can see from our results online that the finder tools work incredibly well. Our conversion rate increased by 12 per cent and dwell time by 108 per cent”. We are introducing ZenDesk this year (2020) as a way to ensure our customers have a single touchpoint for the brand, whether they call us, email or comment through social media, says Vicki Engsall, Co-Founder & Product Development Manager for The Jojoba Company.

Vicki Engsall CO-FOUNDER & PRODUCT DEVELOPMENT MANAGER, THE JOJOBA COMPANY

“Following up with customers and tracking feedback, online orders and more will be easily done because everything will be in one place. In store we have started to create value boxes. This gives new and existing customers a chance to try smaller sizes of our products across ranges they may not have tried before. We have also updated our packaging to make “way-finding” of each range easier and more customer-friendly”. SOCIAL MEDIA FILTERS, 1-ON-1 LINKS/CROSS-PROMOTION

As more of the brand enquiries from our customers filter through social channels, we’ve added additional resources to the team to ensure we engage with comments in real, or as close to real time as possible, says Erica Galea, Marketing Director, Chemcorp International. “Whether

Erica Galea MARKETING DIRECTOR, CHEMCORP INTERNATIONAL

that’s finding their closest store or learning about a product’s ingredient list. The positive response to quick replies is overwhelming and we know this flows on to the brands we look after”. With a heritage dating back 60 years, consumer service engagement is an integral part of Mavala’s offering, says Remi Bouchenez, Managing Director of Cosimer. “This approach benefits our business partners, enhancing their overall experience with the brand. Value-adding through service is offered as part of the

Remi Bouchenez MANAGING DIRECTOR OF COSIMER, MAVALA

nail, skin and makeup categories for Mavala nationwide with our retail partners. Consumers are given the opportunity for one-to-one personalised consultations and treatment time to understand and experience the brand in a more holistic way. Mavala’s team of service staff are expertly trained, drawing upon our long history of excellence in the beauty industry”. The Mavala e-commerce platform is user-friendly and offers a wide range of information from blog posts to indepth Q&A and targeted nail solutions, says Bouchenez. “We also have expert consultation available at head office level for anything not covered online. Customer service is key to our digital experience and we offer a number of standard inclusions with all transactions, including free giftwrapping, free shipping for purchases over $50 and free trial size products over $100”. Core Metrics has made many attempts to offer GWPs or further discounts to consumers over and above standard catalogue promotions via our retail partners, says Tijana Desancic, Marketing Director. “But,

Tijana Desancic MARKETING DIRECTOR, CORE METRICS

unfortunately, logistics, POS systems, rebate and margin expectations can make our good intentions to offer value for money to our customers completely pointless. This is not only disappointing for us, but also for the retail buyers as they have to contend with in-house systems that make certain offerings hard to set up”. The only way to directly service our customers with discounts, GWPs and rewards for their continued support is through our online store, adds Desancic. “This platform allows us to reward customers and also accurately measure individual sales and the success of promotions, helping us to determine our next strategies with great confidence as sales reports are 100 per cent correct and completely private. With the range of brands in our portfolio, we are also able to cross-promote brands and can gift a fullsize product if a certain value of another brand is purchased”. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |25

Introducing the NEW

jojoba water toning mist from The Jojoba Company

Australian jojoba The Jojoba Company grows jojoba on the family farm in Yenda, South Western NSW where it is harvested, cold pressed, filtered and bottled. Jojoba is not an oil but a liquid wax ester that is the closest botanical match to our skin’s natural oil. It is able to restore, nourish and maintain healthy skin. Jojoba is able to carry the active natural ingredients within each product deeper into the skin for faster and more effective results which is why jojoba is at the heart of The Jojoba Company’s skincare range.

Building the clean category The Jojoba Company products are based on clean, sustainable and ethically sourced ingredients. The Jojoba Company’s jojoba water toning mist is part of the nourishing range. It is specifically formulated for all skin types to keep skin hydrated, vibrant and to maintain overall skin health.

For stockist enquiries, or to become a stockist www.thejojobacompany.com.au

5 minutes with...

LOTTIE TOMLINSON Lottie Tomlinson, the English-girl who loves a bikini and a fake tan, coined the expression ‘tanologist’ as she sprayed and smoothed and lathered herself with every self-tan under the …well… NOT under the sun. Through her own trial and many errors, she became a bronzing aficionado. This, combined with being an unstoppably curious beauty junkie, evolved into a healthy debate on her ever-growing Instagram account. Some 3.4 million followers later and bolstered by their feedback, Lottie has developed a self-tan range that meets all her ethical and beautifying criteria. London, the US, a global roll-out and now Australia – enter Tanologist. Nicci Herrera gets the lowdown on what mattered to the super influential Gen Z beauty brand founder as she built this arm of her business. WHY START A TANNING RANGE?

I’ve always been obsessed with self-tan but could never find a product that worked for me – I always found that the colour was too orange, the products had that horrible ‘fake tan’ smell or they would stain my clothes and sheets. I also found that because of my sensitive skin, most tans would break me out and I couldn’t use them on my face. When I realised there was this gap in the market for the perfect self-tan I decided that I would make my own. It was so important to me to create products that wouldn’t transfer, wouldn’t smell and would offer a range of products and shades to suit all application preferences and skin tones. It was also hugely important that the products wouldn’t clog my pores and offered great skincare benefits, too. 28| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

5 MINUTES WITH...

HOW DID YOU START TO TAKE YOUR DREAM AND MAKE IT A REALITY?

It’s been such a whirlwind journey for me. We only launched in summer 2018 so it’s amazing to see that we’ve already grown so much and are getting the opportunity to launch in places as amazing as Australia. I think a lot of it comes down to being passionate about your dream and putting in the work to make sure it’s absolutely perfect. The success definitely comes down to the work we put in, making sure the formulas and products were meeting all the requirements I had for my dream self-tanner. THE TRIALS AND ERRORS OF FORMULATING… CAN YOU SHARE YOUR JOURNEY WITH US?

So many other self-tan brands were using similar formulations and ingredients, so it took us a while to find a manufacturer that could really deliver what we wanted – skincare and tanning combined. It was a long time and a lot of back-and-forth to create products that would give you a perfect, customisable tan as well as having amazing skincare benefits while also, importantly for me, being vegan and cruelty free. I think the most important lesson is to be strong on what you want, and not to settle – I wasn’t going to release Tanologist until it ticked all the boxes. THE ROAD TO SUSTAINING A SUCCESSFUL INFLUENCER FOLLOWING IS NOT AN EASY ONE. CAN YOU SHARE ANY CHALLENGES AND HOW YOU OVERCAME THEM?

I haven’t had many challenges as, luckily, Instagram has been a really positive place for me and everything has happened quite organically. I think this is because I try to engage with my followers as much as possible, replying to comments and liking photos. I listen to what they want and do my best to deliver that. I also love that my platform gives followers the chance to give me their direct feedback on Tanologist – we definitely take into consideration what they’re saying and what products they want to see from us when we’re developing the brand and formulating new products. WHAT ARE YOUR TOP 5 TIPS FOR CREATING A BRAND? BOTH YOU AND YOUR PRODUCT?

1. Know what you want – be very clear about your goals from the beginning but also be open to feedback. It’s so important to listen to what your followers and customers want.

2. Don’t give up. It can be a very challenging process but is so rewarding in the end. 3. Take your time, be patient with the process to ensure you get it 100% perfect before you launch. 4. Find a gap in the market that you can fill. There’s no point in doing something a million other people are doing unless you know you can do it better. 5. Work hard and always overdeliver. WHAT ARE THE KEY MILESTONES ALREADY ACHIEVED AND SOME BIGGIES ON THE FORWARD PLANS?

Launching into Target in the U.S. less than a year after initial launch was huge for us. Now to launch in Priceline feels like such a milestone. Australia was always one of our favourite places to come when we were touring with One Direction and we used to go into Priceline for products for our kit all the time, so I was so excited to see Tanologist on the shelves there. They’re the perfect retail partner for us. It’s really surreal knowing that the Tanologist products that we worked so hard developing are now being loved by people globally – I’m just excited to keep on growing… ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |29

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Liar

W R I N K L E C H E AT E R

WANT T O KNOW MORE? Contact : vanessa@liarwrinklecheater.com

INTERVIEW COURTESY: SCHWARZKOPF

NEW BUILD

ESPRIT CATCHES UP WITH HENKEL’S PETER RIGBY by Elisabeth King

One of Peter Rigby’s defining characteristics is that he likes to build things. The General Manager, Beauty Care Retail ANZ, at Henkel enrolled in an architecture and technical design degree when he left school, switching to engineering and then visual arts. A background that he believes gives him a unique approach to the FMCG and beauty categories. “I am quick with numbers and have an analytical turn of mind, in addition to my creative side, and this combination certainly helps in such a fast-paced and dynamic industry”.

36| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

PETER RIGBY GENERAL MANAGER HENKEL BEAUTY CARE RETAIL ANZ

Before joining Henkel in July 2019, Rigby worked at Kimberly-Clark Australia in key positions including Head of Category Development and National Business Manager, Woolworths. He joined Coty in 2011 as Sales Director - Consumer Products before becoming General Manager, Consumer Beauty in 2016. “During the seven years I worked for Coty there was a lot of change and it was a very defining period for me”, he says. “In mature markets and categories, it can be challenging to grow, finding balance between the complexity of integration and staying focused on the customer and consumer is challenging but equally very rewarding”

Henkel is at a very dynamic stage at the moment, says Rigby. “The success of any business is based on strong, fundamental management. The company has three business units globally – Adhesive Technologies, Laundry and Home Care and Beauty Care - including major brands such as Dynamo, Cold Power and Schwarzkopf, which is regularly voted as one of Australia’s most trusted haircare brands. Around 70 percent of the Beauty Care and Laundry Home Care products we sell are Australian-made, which gives us lots of opportunities to be closer to local consumers and meet their specific needs”. Henkel invests heavily, both globally and locally, in beauty and laundry and home care, says Rigby. “ANZ is seen as a strong and stable market and a gateway to Asia. China is a very sophisticated market and there is a huge opportunity for quality products with heritage backed by strong research and development from companies like Henkel”. Many Australian suppliers and retailers are achieving fantastic results on the back of local ingredients and being Australian made. HUGE GROWTH OPPORTUNITIES IN HAIRCARE AND COLOURING

Schwarzkopf comes with a considerable amount of heritage. “The Extra Care range is renowned for quality and performance and is a mainstay of the ANZ haircare market, but there are still huge opportunities for growth”, says Rigby. “Many other brands have stepped up in terms of quality, yet Extra Care retains a consistent market-leading position with cutting-edge technology”. Every second more than 20 hair colourants from Henkel are sold worldwide. “We enjoy a consistently solid performance with the Brilliance, Colour Specialist, Live and Root Retoucher ranges. Consumers are not willing to compromise on quality in the Home Hair Colour Category. The unisex got2b styling lineup is youth-oriented for more individual and edgy looks and Fresh It Up dry shampoo is a prime competitor in the fast-growing dry shampoo market”.

PREMIUMISATION / SUSTAINABILITY LEADER

The ANZ retail and FMCG markets are tough with a strong focus on price and discounting and Rigby does not see conditions changing. “But we are seeing a strong trend to premiumisation and more consumers are looking for quality over quantity. In the overall beauty market, luxury and prestige will continue to drive much of the growth. While pharmacy and supermarket will also continue to offer more premium products, notably in haircare”. Henkel has set ambitious sustainability goals. The company is acknowledged as a global leader in the area, publishing its first Environment Report in 1992 and is a founding member of the World Business Council for Sustainable Development. By 2030, the multinational’s target is to triple the value created for the footprint made by its operations, products and services. By 2025, Henkel also aims to make its packaging 100 per cent recyclable, reusable or compostable. Globally and in Australia, Henkel is firmly focused on being more sustainable, says Rigby. “That’s a plus for the local market as Australia and New Zealand are leaders in sustainability and naturallyderived ingredients. The ball is rolling faster than ever and over the next five years huge strides will be made”. GIVING BACK / STRONG LOCAL TEAM

Henkel operates in almost 80 countries worldwide and for decades has been deeply involved in corporate social responsibility efforts in the communities it is present in. In Australia, the company has been involved with the Cerebral Palsy Alliance, Schwarzkopf Million Chances award, Pink Ribbon Day and Shaping Futures, a program that involves ANZ employees from partner salons travelling to developing countries to teach young people basic hairdressing skills that will help them to create a livelihood. “Like sustainability, giving back has become a non-negotiable for today’s society”, says Rigby. “Large, companies have a responsibility and are in the position to make the biggest difference environmentally and socially”.

INTERVIEW

70 PERCENT OF PRODUCTS AUSTRALIAN-MADE / GATEWAY TO ASIA

One of the biggest growth areas in haircare is root cover, says Rigby. “Hair is the one thing that doesn’t stop growing with age and roots show through very quickly between colour applications. Schwarzkopf Root Retoucher has a strong fan base, but we are always looking for ways to improve our offer as the root touchup market continues to accelerate”.

In a world of increasing complexity and clutter of communication it is even more important to stay focused on how we can make a difference and genuinely connect with consumers, says Rigby. Fortunately, I have a great team who are passionate about the business, what we do and what we are striving to achieve. At the end of the day success will be measured by the love consumers have for our brands and how quickly we can deliver on their changing needs. At Henkel we have a global perspective and support but a local focus and stake in the future.

Henkel Fast Facts • Founded in 1876, Germany-based Henkel is celebrating 144 years of innovation and growth this year. More than 80 percent of the company’s 50,000-plus employees work outside Germany. • The multinational enjoyed corporate sales of US$21.92 billion in 2018; US$4.35 billion in beauty and haircare sales. • Henkel has been acquiring strong international haircare brands over the past five years, starting with the 2014 acquisition of SexyHair, Alterna and Kenra, three US professional haircare brands, for US$297.5 million. • Emerging markets were the targets in 2016 and 2017. Firstly with the acquisition of the Pert, Shamtu and Blendex haircare brands from P&G. A year later, the company acquired the Mexican hair group, Nattura Laboratorios, to reinforce its global number three ranking in the professional hair colourants category. • In 2017, Henkel bought Zotos International, Shiseido’s professional haircare unit, for US$485 million, including the Joico brand. • November 2019, Henkel purchased DevaCurl, a US brand which specialises in wavy/curly hair and vegan and free-from formulas.

ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |37

COMMUNITY PHARMACY

, Pharmacy Assistants

Winning Customer Service Brianne Lowe from HealthSAVE Pharmacy Charlestown in New South Wales has been announced as the 2019 Pharmacy Guild of Australia / Maxigesic Pharmacy Assistant of the Year (PATY). Kane Forbes from Casterton Pharmacy, VIC was awarded the title: PATY National Runner Up Winner and Victoria State Winner. 01. EMILIE DALWOOD, PATY SOUTH AUSTRALIA STATE WINNER; CATHERINE BRANDIS, PATY WESTERN AUSTRALIA STATE WINNER; BRADLEY MILLER, PATY TASMANIA STATE WINNER; BRIANNE LOWE, PATY NATIONAL WINNER AND NEW SOUTH WALES STATE WINNER; KANE FORBES, PATY NATIONAL RUNNER UP WINNER AND VICTORIA STATE WINNER; SUZANNA CALDER, PATY NORTHERN TERRITORY WINNER; BRIDGETTE ATKINSON, PATY QUEENSLAND WINNER; AND JACK WALES, PATY AUSTRALIAN CAPITAL TERRITORY WINNER

02. KATIE GODWIN FROM AMCAL PHARMACY CABOOLTURE, QLD NATIONAL WINNER OF THE GLUCOJEL SUPER STAR AWARD

03. THE 2020 PHARMACY ASSISTANT NATIONAL CONFERENCE OPENS

04. ALICE VANDERPOL – 2018 PATY AWARD WINNER SPEAKS AT THE CONFERENCE AND ENCOURAGES PHARMACY ASSISTANTS TO READ ESPRIT MAGAZINE AUSTRALIA FOR ALL THEIR BEAUTY NEWS AND INDUSTRY EDUCATION

01.

Brianne Lowe was chosen from over 700 nominations across Australia and was awarded the title at the annual Pharmacy Assistant National Conference in Brisbane on Saturday (Oct 12th, 2019). “To be awarded the 2019 Pharmacy Assistant of the Year Award is so empowering. I can’t wait to get out there and meet everyone. It’s also really overwhelming because I met so many pharmacy assistants who definitely deserve to be at the top of the ladder as well”, says Brianne. “I love dealing with customers and helping them reach a positive outcome. That’s what we’re there for; selling them whole healthcare solutions. Every day I feel really good going home and knowing that I helped somebody out. 38| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

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“If you’re a pharmacy assistant and you want to get involved with PATY, just do it. We’re waiting to meet you and hear from you. I’m looking forward to working with everyone over the next year as the 2019 Pharmacy Assistant of the Year!” The PATY final assessment day led into the Pharmacy Guild’s Conference & Expo where esprit had a stand - our hub for networking across hundreds of retail pharmacy assistants and brands over the 4-day event. “We couldn’t have wished for a more engaged outcome from setting ourselves up at the PATY event. Thanks also go to the beauty brands who sponsored the eight Finalist prizes.* They were bowled over with the generosity of these beauty brands,” writes esprit’s Andrea Ferrari. Thanks also go to the brands providing products for the 500 attendee goody bags.**

Around 400 delegates across Australia gathered in Brisbane for the 20th annual Pharmacy Assistant National Conference (PA2019). The conference is the peak educational and networking event for pharmacy assistants across Australia and included a two-day educational program, pre- and post-conference workshops, an exciting networking and social agenda, and a 30+ stand Trade Exhibition which allowed delegates to sample new products. Over the conference, delegates were treated to nearly 30 sessions covering: pharmacy knowledge, management & operations, and motivational techniques. Key sessions included the Industry Update by The Pharmacy Guild of Australia’s QLD Vice President, Kos Sclavos who shared that the beauty and health departments are two key pharmacy categories driving performance. Eight out of ten beauty categories are experiencing growth with the overall category totalling $3.3 billion. These eight categories are skincare self select, fragrances, babycare, haircare, personal care, suncare, skincare prestige and make-up prestige. The conference also covered the importance of hydration when treating common skincare conditions such as eczema and acne and what to consider when recommending appropriate skincare. It also examined how inadequate diets take their toll on how people look and feel, and the importance of feeding bodies the right nutrients for longer lasting health and beauty. Customer service and community engagement was another key topic, delving into how selling to customers is actually caring for customers and why pharmacies should go beyond their walls and create meaningful relationships with the community. Alice Vanderpol - PATY 2018 Winner was a guest speaker at the conference. She delights in her new role at The Pharmacy Guild of Australia working as Workplace Trainer/Assessor and was a judge at this year’s finals. Thanks go to Alice for being an advocate of reading esprit Magazine Australia and driving so many of the pharmacy assistants to visit our stand and sign up for our weekly newsletter! Alice has worked in community pharmacy for six years and has a passion for sharing and upskilling PAs to polish their hard work, dedication and commitment to the industry.

03.

The Pharmacy Guild of Australia’s National President, George Tambassis said the PATY Award reinforces and celebrates the important role pharmacy assistants play in community pharmacies across Australia. As esprit always refers to these key members, whose work includes retail beauty products, they are The True Influencers. “With over 453 million patient visits every year – that’s real people, in real time coming into the pharmacy pharmacy assistants are one of the biggest contributing factors to why pharmacies enjoy such high levels of community support and customer satisfaction. “PATY recognises and celebrates the passion and commitment of pharmacy assistants in the success of community pharmacies across Australia. Brianne has displayed a strong commitment to her work and the pharmacy industry, and her continued motivation to improve the customer experience was outstanding,” says Mr Tambassis.

*Prize Winner Baskets included generous gifts from M.A.C cosmetics, Clinique skincare, Aveda haircare, Rimmel, CoverGirl, Max Factor, Sally Hansen, Trilogy skincare, Glass House candles, Paco Rabanne men’s fragrances and bubbles donated by National Liquor News magazine. **500 goody bags generously supplied by: Liar, Burt’s Bees, C.Lab & Co, The Goat Skincare, Nip & Fab and Clean Skin.

THE PHARMACY GUILD OF AUSTRALIA

THE CONFERENCE

THE GLUCOJEL WINNER

The National Winner of the Glucojel Super Star Award was also announced: Katie Godwin from Amcal Pharmacy Caboolture in Queensland was awarded the 2019 National Glucojel Super Star Award.

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PATY 2020

The 2020 Pharmacy Assistant National Conference (PA2020) will be held from 23-24 October 2020 at Sofitel Brisbane Central. Stay tuned for more information at www.pharmacyassistants.com.

CONTACT DETAILS THE PHARMACY GUILD OF AUSTRALIA (NATIONAL) LEVEL 2, 15 NATIONAL CIRCUIT, BARTON ACT 2600 PO BOX 310, FYSHWICK, ACT 2609, P: +61 2 6270 1888 F: +61 2 6270 1800 WWW.GUILD.ORG.AU

ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |39

For stocklist enquires please email mal.mcneilly@potterandmoore.com or call Mal McNeilly 0409934980.

INDUSTRY NEWS 01.

It ’ s a wrap!

MAXINSTITUTE School of Sephora in its second year wows the crowds again! By Nicci Herrera

Max Media Labs (MML) is a solution to your PR needs…and so much more. Representing some of prestige’s international brands, loved and trusted local brands and indie brands from home and overseas. MaxInstitute, created by MML, is a consumer activation collaboration with Sephora offering a sensory overload and masterclass exclusives that any beauty junkie would kill for a ticket to attend. I attended this event not with consumer eyes but from a brand perspective. I believe there is no better feedback than face to face interaction with your 42| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

02.

customer. It can be equally as confronting whether yours is a new brand entering the Australian Market or an established longterm stayer. And it’s priceless ‘data’. There is no better way to grow or improve your offering than F2F with customers sharing their authentic feedback. The consumer these days knows all about your latest products and ingredients and what’s about to hit the shelves. But they can’t read and feel the DNA or culture of a brand. This is what MAXINSTITUTE events ouze and of course the freebies that pale the Boxing Day sales type of hysteria. Throughout my day of listening to international guests, masterclasses on howto with makeup, to top tips for influencers, there was one consistent: Lynette Phillips, the owner of Max Media Labs was there, hands on! Phone in hand making this happen. Her team was faultless, and the brands excelled in delivering the consumer experience under their stewardship.

INDUSTRY NEWS 03.

I chatted with Lynette to hear what it takes to pull off such an event together. TELL US ABOUT THE TIMEFRAME TO CREATE MAXINSTITUTE FROM CONCEPT CREATION TO DOORS OPEN?

We’ve been running our MAXINSTITUTE events for three years now and every year they keep getting bigger and better! Since last year, we’ve partnered with Sephora to bring the world’s best beauty brands and the country’s most influential beauty bloggers, social media stars & makeup artists together. After the success of last year’s event, we knew we wanted to partner with Sephora again and came up with the MAXINSTITUTE School of Sephora concept at the start of 2019. From there, we’d been in conversations with Sephora all year, planning the biggest MAXINSTITUTE to date! Already, we’re working on 2020 and I can’t wait to take it to new heights! HOW DO YOU STAY AHEAD OF THE TRENDS WHEN PLANNING SO FAR IN ADVANCE?

MAXMEDIALAB & MAXCONNECTORS own the beauty space. MAXCONNECTORS is the leading beauty influencer agency and we have the biggest beauty influencers as part of our family. Similarly at MAXMEDIALAB we look after some of the biggest beauty brands, with an evergrowing portfolio. MAXMEDIALAB is at the forefront of the digital and media landscape. My team ensures that we stay up to date with developments and trends across every platform. We create innovative, evolving content as the platforms develop. We also have an in-depth understanding of our audiences and their behaviours.

04.

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amplified when it’s something you’ve been working so incredibly hard on all year! Seeing the amount of people lined up outside before we opened the doors, and watching the crowd pile in was the absolute best feeling because I knew all the hard work had paid off. We even received a beautiful message on our Instagram from one of the attendees saying it was one of the best events she’s ever been to!

Brown and international celebrity makeup artist Tobi Henney come together and school our highly engaged audience on all things beauty!

WHAT ARE YOU MOST PROUD OF WITH THIS EVENT?

Definitely my team! It’s no secret that the staff I’ve put together at MAXMEDIALAB & MAXCONNECTORS are some of the brightest, dedicated and hard-working individuals I’ve ever had the pleasure of meeting. I owe it to them all, from the Production team for organising the event, the PR team for getting the word out, the Media team for promoting on social media, to the Content team for creating the best campaign assets – I’m so proud of each and every one of them for pulling off my dream event! I’m also incredibly proud of all the influencers involved in the main stage masterclasses. It was so amazing to see the country’s leading makeup authorities like Penny Antuar, Emma Chen, Michael

WHAT’S IN STORE FOR THIS YEAR? CAN YOU SHARE SOME OF THE HIGHLIGHTS WE CAN EXPECT?

I don’t want to give too much away as I love a good surprise! But I can promise it’s going to be a huge event, doubling the attendance, and a new location. MAXINSTITUTE SCHOOL OF SEPHORA 2020, we’re coming for you! In addition to the main event, we’ll also be launching MAXINSTITUTE VIP – a series of exclusive, more intimate workshops, because our consumers don’t want to have to wait a whole year before they can attend their next masterclass! 01. WELCOME TO MAXINSTITUTE 02. CLINIQUE’S SKIN SCHOOL Q&A 03. EMMA CHEN – MAKEUP ARTIST AND AUBRI IBRAG – MODEL-CUM-INFLUENCER WITH BECCA

04. BRII WRIGHT – MAKEUP ARTIST AND INFLUENCER PLAYS WITH KOREAN SKINCARE AT LANEIGE

05. DYSON DEMO STAGE 06. STEPHANIE BAILEY AND HEIDI MOUSTAFA GET POWERED UP WITH THE DYSON SUPERSONIC HAIRDRYER WITH ALPHIE SADSAD - NATIONAL ARTISTRY LEAD FOR SEPHORA AUSTRALIA.

SHARE WITH US YOUR MOST FAVOURITE PART(S) OF THE DAY, AND WHY?

My favourite moment at every event is watching all the people arrive – but this feeling of pure excitement and joy is

06.

ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |43

INDUSTRY NEWS 01.

02.

COVERGIRL one-year Cruelty Free – globally! Michelle Thew, CEO of Cruelty Free International was in Australia recently leading conversations with the government and its biggest beauty partner here, COVERGIRL. Coty-owned COVERGIRL celebrates its first-year anniversary as a global Leaping Bunny approved brand. Monique Smith, Marketing Director – COTY opened a beauty media event saying: “As the world’s biggest beauty brand to meet the Leaping Bunny criteria, COVERGIRL is showing all other beauty brands that certified cruelty free cosmetics can be a mainstream reality”. COVERGIRL AU hosted Michelle in Sydney to share the encouraging journey of Cruelty Free International within Australia and globally. Joining Cruelty Free International in 1999, Michelle has overseen the implementation of the organisation’s most ambitious and ground-breaking strategies for creating positive change for animals in laboratories. She fronted the organisation’s historic decade-long campaign to successfully end cosmetics testing on animals in Europe. With the Industrial Chemicals Act 2019 banning the use of new animal test data for ingredients used solely in cosmetics, Australia is on the front foot to affect global change. “It is really great news that Australia has just passed legislation, so in July there will actually be legislation around animal testing for cosmetics. And what that will mean is that Australia can join the growing number of nations now putting this practice behind them. We hope this is a global effort to finally bring this to an end”, she states. 44| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

“There is a plethora of claims out there, and that is why we developed the program. The difference between the Leaping Bunny and anything else you might see, is that the program is incredibly rigorous. We require auditing externally and we make sure the brands go right through their supply chain and track every ingredient, so it’s not just a finished product claim, it’s the whole process. And the company must have to have a monitoring system in place themselves, as that is a requirement of how we do business”. 03. 01. MONIQUE SMITH, MARKETING DIRECTOR – COTY (RIGHT) OPENS THE COVERGIRL LEAPING BUNNY CONVERSATION, WITH MICHELLE THEW CEO OF CRUELTY FREE INTERNATIONAL

02. MONIQUE AND MICHELLE 03. COVERGIRL EXHIBITIONIST UNCENSORED MASCARA

Tackling the issue of consumer confusion, Michelle says: “People think because a product is vegan, automatically means that it is not tested on animals, but they are quite different things. A vegan claim is about the nature of the ingredient(s), so there shouldn’t be animal derived ingredients in the product. Yet the animal testing claim, is making sure that there was no animal used for testing in the production process.

COVERGIRL UP-COMING LAUNCH 2020

February – Exhibitionist Uncensored Mascara Following the success of the Exhibitionist Mascara earlier this year, COVERGIRL continues to expand on vegan formulas that deliver full, fluttery eyelashes. Exhibitionist Uncensored Mascara is an ultra-volumising mascara creating full, defined lashes in just one coat. In Extreme Black. RRP $23.95.

For more information visit these websites: https://www.crueltyfreeinternational.org/ https://www.covergirl.com.au/en_au/crueltyfree-makeup.html www1.health.gov.au

INDUSTRY NEWS

01.

02.

évolis enters Priceline Cellmid subsidiary Advangen, the makers of évolis® Professional anti-ageing haircare products, has signed a trading agreement with API Services Australia… that’s Priceline Pharmacy. The range is in shipment at point of writing and will be entering stores at time of reading! This agreement underpins an important component in the Australian operations: signing the agreement is in line with Cellmid’s strategic plan released in February 2019 targeting an Australian national retail partnership to maximise the market potential for the company’s antiageing haircare products. Cellmid confirms guidance that it is on track to reach operational profitability in the consumer health business in FY2020. This is a national trading agreement to range évolis Professional anti-ageing haircare products in approximately 400 Priceline Pharmacy stores around Australia.

offers and unique hair health advisory services at Priceline Pharmacies. In-store sales of évolis will be supported by the company through an extensive education program about hair-ageing, the hair cycle and anti-ageing haircare. évolis brings a highly credible education piece with its products; the result of the company’s biotechnology origins and ongoing scientific research into hair biology. Priceline Pharmacy is the leading health & beauty retailer in Australia, with a national footprint of over 480 stores (Priceline and Priceline Pharmacy) and a large and loyal community of beauty enthusiasts in its Sister Club. With its focus on providing customers with beauty advice, trends and service, Priceline is a perfect partner for évolis. Supporting the retail partnership with Priceline Pharmacy, the national team of évolis educators, as well as traditional promotional and digital marketing campaigns, are expected to underpin the long-term growth of consumer health sales in Australia in line with Cellmid’s strategic plan.

WHAT WILL THIS LOOK LIKE IN RETAIL TERMS?

Customers will have access to exclusive

Cellmid CEO, Maria Halasz and her team are thrilled to partner with Priceline where they know their customers and are dedicated to providing outstanding retail value and unique service to them. She says: “We are of course delighted to be partnering with the amazing team at Priceline Pharmacy, including the talented National Head of Beauty, Susie Bearzi. This has been a long road, as new brands, like évolis, have a lot of competition. To stand out, we had to demonstrate unique selling points, such as évolis being plant based, clean from harsh chemicals and, most importantly, published clinical studies to prove that it works. “Cutting through the noise required a multi-platform approach, where we connected with key retail contacts on several touch points. We asked Andrea Ferrari, editor of Esprit, early on to test our products. Her experience with évolis was an important validation; she is a sought-after sounding board on beauty. Luckily, she loved our Reverse Activator and saw real results, which prompted her to write an independent editorial in the magazine, esprit instagram and Facebook. This was an important turning point for us in getting the attention of the leaders in retail”. National Head of Beauty at Priceline Pharmacy, Susie Bearzi says: “Scalp and hair health is essential to helping our customers look and feel great as part of their beauty routine. We are excited about expanding our range with the évolis Professional brand to provide our customers with a results-driven regimen to promote healthy hair throughout their various life stages.” 01. EVOLIS PROMOTE RANGE 02. SUSIE BEARZI - NATIONAL HEAD OF BEAUTY AT PRICELINE PHARMACY

Australia’s Natio is now #1 cosmetic brand in community pharmacy* 01.

02. 01. FOUNDER OF NATIO, MAX ROSS (RIGHT) WITH HIS SON MAHESH ROSS, MANAGING DIRECTOR OF NATIO

02. ICONIC NATIO

Australian, family owned Natio has become the market leader in the cosmetics category as of October 2019 in the community pharmacy space, ahead of many large international cosmetics brands.* In what was a pioneering move at the time – and now a much more familiar brand beginning - founder Max Ross began Natio in 1993 as a plant-based skincare start-up operated out of his home garage. In 1996, Natio expanded into colour cosmetics, with the goal to deliver consumers a cosmetics range with natural colours, inspired by nature. The Natio colour range was designed to suit the everyday Australian woman and enhance, not hide, her natural beauty – providing an alternative to bright and bold makeup looks in the market. This ahead-of-the-trend approach to natural beauty has seen Natio’s cosmetics range flourish, with a core range and annual colour collections to delight customers with innovative new products. “At Natio, we believe that everyone should have access to quality beauty-care formulations, and we continue to support community pharmacies as they share the values of Natio – providing premium products and exceptional service”, says Natio founder Max Ross. *Value sales MAT to 30 September 2019. Data sourced from IRI MarketEdge based on data definitions provided by Natio Pty Ltd.

46| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

THE PAPER BOTTLE IS BORN

THE PAPER BOTTLE COMING TO PLAY IN THE ECO-BEAUTY BUSINESS

While the newspaper has been the best plate for fish ‘n’ chips for decades, paper is now the material holding the salt ‘n’ vinegar, too. A collaboration between paper packaging material developer BillerudKorsnäs and plastic bottles manufacturing specialist Alpla, brings paper bottle production to market. The two companies are launching the Paper Bottle Community, through their joint venture Paboco and they will be supplying the cosmetics industry. Consumer goods manufacturers such as Carlsberg, The Absolut Company (Pernod-Ricard), L’Oréal and Coca-Cola Europe have already joined the initiative. Premium Beauty News journalist, Vincent Gallon writes: “Driven by Paboco, a joint venture between BillerudKorsnäs and Alpla, the project is designed to create and industrially produce 100% recyclable bottles made of wood cellulose with a bio-material based barrier capable of resisting liquids, CO2 and oxygen, and suitable for liquid goods such as carbonated and still drinks, beauty products and more. “To explore further development and commercial opportunities of such paper bottles and bring sustainable progress to the bottling industry, Paboco wants to bring together leading experts in material, design and technology, and world-leading consumer brands. “Each of the brands pioneering the Paper Bottle project will develop and design their own paper bottle to meet the needs of their category”. This report appeared in Premium Beauty News 22.10.2019.

EMMERENTIA WILDING

named General Manager, Oceania, Estée Lauder Companies Emmerentia Wilding has been named General Manager, Oceania, Estée Lauder Companies effective now (January 2020). Emmerentia will be based in Sydney; she will report to Christopher K. Wood, Senior Vice President, Asia-Pacific and will be part of the APAC Leadership Team. Emmerentia is warmly welcomed back by the Australian retail beauty business where her local reputation was forged in her role as Brand General Manager for Estée Lauder, AERIN and TOM FORD BEAUTY from 2008 – 2017. This move has been activated by the retirement of Terry Little on December 31st, 2019. Terry Little who, as previously announced, had an outstanding 31year career with the Estée Lauder Companies across the two different hemispheres in the UK and Australia. A joint statement by Mark Loomis President, Asia-Pacific and Christopher K. Wood, Senior Vice-President, AsiaPacific, tells us: In her new role, Emmerentia will leverage her in-depth knowledge of the beauty industry and consumers in Australia and New Zealand to define business goals and deliver a robust plan to win in both markets. Working closely with New Zealand General Manager, Marie-Ann Billens, she will ensure both Affiliates share insights, innovation and resources to seize opportunities and drive business growth through locally relevant strategies. In her 23-year career at ELC, Emmerentia has built a reputation as an enthusiastic brand builder, a great people manager and collaborative business partner. Since 2017 she has served as Vice President, General Manager, Estée Lauder and AERIN, UK & Ireland, where she built strategic partnerships and new capabilities to win in a very competitive market. Emmerentia has led her team to deliver successive years of doubledigit growth as well as major market share and market ranking gains with the Estée Lauder brand jumping from the number four to the number one

EMMERENTIA WILDING – NEWLY APPOINTED AS GENERAL MANAGER, OCEANIA, ESTÉE LAUDER COMPANIES BASED IN AUSTRALIA

ranking in UK prestige cosmetics within two years. Emmerentia achieved these results through initiating a granular sub-category strategy, transforming the brand’s resource allocation to strengthen the skincare business as well as introducing numerous first-to-market initiatives in on-line trading, digital marketing and social media. In addition, Emmerentia has assumed additional responsibilities, such as co-leading strategic transformation initiatives and supporting fundraising for the Breast Cancer Campaign. After joining ELC in 1996 in South Africa and spending 10 years in roles of increasing responsibility there, Emmerentia was appointed Brand Manager for Estée Lauder, AERIN and TOM FORD BEAUTY in Australia, where she led multi-channel retail operations and successfully drove the brands’ business strategies. Emmerentia’s consumer-centric approach, ability to embrace transformation and lead through change make her the perfect choice to spearhead the Oceania business. Esprit’s team personally, warmly congratulates Emmerentia on her new role and we wish her continued success. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |47

INDUSTRY NEWS

01. BEAUTEX MAKEUP ARTIST/ HAIRSTYLIST WORKWEAR

Stylist style

– an eco workwear option

Fashion workwear is in a world of its own. Not only do we - people - come in all shapes and sizes but we also have a myriad of preferences and ‘never-be-seendead-in’ styles. Into this melee arrives a niche fashion workwear creator geared to the fashion and beauty industry where you’re on your feet all day and can wear flats and a street-style fashion…so luxe,

01.

couture brands look the other way. This is makeup artists and hairstylists… without ruling anyone out! The key to all of this is the creations are all made from 100% recycled materials. That’s MADE from, not that they ARE recyclable… which they are, but the fabrics are made from plastic bottles. BeauTex Designs has launched as

an Australian designed and owned, sustainable and ethical workwear manufacturer. Taking a step in the right direction with a circular business model, BeauTex is driven by a commitment to play a part in creating a more sustainable future, with waste minimisation, transparency, reuse and ethical trade practices at the forefront of all operations. Targeting the hair and beauty industry initially, BeauTex has created fashion and footwear for a trade that is always on its feet. Created by entrepreneur and designer Brooke Jones, who after successfully launching Sonder Place, a Brisbane-based boutique that purely supports Australian labels and sustainable fashions with the goal of harnessing a circular economy, realised her environmental design philosophy could extend beyond the retail walls. BeauTex was born; an intelligent, versatile, unisex and environmentally sustainable workwear brand suitable for a variety of occupations and trades, made from 100% recycled materials. For more information visit https://beautexdesigns.com/

Sephora stocks clean beauty pioneer, Biossance Clean, performance ingredients only are allowed in the Biossance laboratory. It is this standard along with its layered eco, ethical and sustainable, no-compromise standards that has won the Amyris-owned brand a coveted place on Sephora’s shelves. It has launched in Australia and New Zealand, after debuting on the retailer’s online store. Amyris, Inc. is a leader in the development and production of sustainable ingredients for the Health & Wellness, Clean Beauty and Flavours & Fragrances markets. Its Biossance brand is setting a new standard in the beauty industry’s commitment to sustainable solutions. Known for pioneering the first renewably sourced, 100% plant-based squalane, mega-moisture molecule that keeps skin healthy and hydrated, Biossance first launched in 2015. Then followed with its No Compromise® campaign in 2016, underpinning the core of the brand, which bans in excess of 2,000 ingredients deemed to have safety and environmental concerns. 48| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

Biossance is one of the top selling brands within Sephora stores, in the international markets it’s stocked in. The early success of the brand has led to rapid expansion beyond the US, into other geographic markets such as Canada, Brazil and Mexico. The strong international expansion and subsequent entry into Sephora Australia and New Zealand speaks to the change happening with local consumers and their thirst for brands which deliver great performance combined with being environmentally friendly. In June 2019, Biossance announced television personality, podcaster, comedian and beauty expert to the stars Jonathan Van Ness as its first celebrity ambassador. Jonathan plays an important role in the Biossance education initiative. All Biossance packaging is eco-friendly, with each outer box made from renewable and sustainable sugarcane fibre. In addition, each product is now available

A BIOSSANCE HERO ON SHELF AT SEPHORA SQUALANE + VITAMIN C ROSE OIL

in elegant, clean green bottles with pure petal labels and copper detailing to evoke the luxe, yet earth-friendly vibe of the formulations within. Select Biossance hero products, including Squalane + Vitamin C Rose Oil, Squalane + Peptide Eye Gel and Squalane + Omega Repair Cream, are currently available in Sephora stores across Australia and New Zealand.

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*IRI MarketEdge Pharmacy, Value sales, MAT To 26/05/19. 1. Results obtained by expert clinician’s assessment. Twice daily use on 10 women over 12 weeks. 2. Results obtained by measured study and expert clinicians assessment. Twice daily use on 20 women over 8 weeks.

For more information and to get Trilogy Certified Organic Rosehip Oil in your store, contact Rocket: Email sales@rocketbrands.com.au | Phone (03) 5976 3737 | Fax (03) 5975 9562

INDUSTRY NEWS 01.

Change, lovingly powered by

BUSH MEDIJINA In the ultimate Grandmother’s Advice story, the Warningakalina women living on Groote Eylandt, Northern Territory, are making empowering health & wellness, and societal, changes to their community by doing what their Grandparents showed them to do. When I met with Muriel Jaragua and Dianne Lalara on their visit from their home in the far tip of the Northern Territory, to Sydney’s New Directions, the natural skincare manufacturer and wholesaler, they told me how they learned from their elders which plants cure which ailments. “When I have a headache or a skin problem, I go out to the bush and get the plant and heal myself. I never use Western medicine”, says Muriel. She doesn’t need to. These remedies work, as they have since…well who knows when, but it’s millennia. That is the truest ‘tried and tested…and trusted’ endorsement. Using the heritage of ancient recipes, the Collective, run by Anindilyakwa Services Aboriginal Corporation, aka The Board, has in recent years created a business to employ women only who create, market and sell skincare and wellness balms, creams, soaps and haircare. The Board make all the big decisions which might be about teenage pregnancies, domestic violence or alcohol abuse, but it might also be about new product development. Bush Medijina HQ is ‘the shed’ – a small shed-based business that was fuelled by a big dream to grow. 50| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

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Creating the products is a pleasure and something the women are deeply, quietly proud of. In telling me about how they work and talk as they make the products, both women look down at their hands and smile. They are humble and steadfast about the power of what they have created. The underlying benefit of the Bush Medijina business is a life-changer: it is a womenonly cooperative because they choose to keep this as a safe place in a community that can be harsh on them. Britt Hollingworth and Frances Hartley, two Australian women whose lives brought them to Groote Island 10-15 years ago, are two of the 20% of non-indigenous women working at the Collective on the business side. Frances explains part of their role: “We work out how it’s going to happen and how we might grow the business… whatever the Board has decided”. They do the deals with potential retail stockists and wholesalers, and also joined the delegation to Sydney, with Dianne and Muriel. They describe the morning routine at Bush Medijina HQ…the shed…“We start the day with dancing and exercises, a morning meeting to sort out the day’s work and cook a healthy lunch together. During the day the women are hand harvesting, hand making and hand packaging the products”, says Britt. In the ‘lab’, as part of the shed is referred to, the ingredients are collected. Here the younger girls in the community are shown how to prepare them for use in the

products and importantly explained the specific benefits of each plant…the WHY. The first, and hero, product is the Skin Sanity Miracle Cream…it earned its name through its ability to cure so many ailments and soothe skin issues and reactions. Its key bush ingredient is Merrika (broad leaved wattle). Dianne explains that while this is a skin soothing ingredient, it has significant other historical uses: “Merrika is used by our elders as a ‘botanical clock’… we know that when this tree flowers, that the terns are laying their eggs. Traditionally, men used the wood to make the sharp tips of their fishing spears, and women used the wood for digging sticks. As well as using Merrika in our balms and soaps, we use the seasonal flowers in our body butter”. Another interesting ingredient is Mamaburra (wild peach tree) bark. Dianne explains the process of harvesting the goodness: “We peel off the bark and just scrape out the insides. We also use the fruit. Both soothe the skin”. All ingredients are sourced sustainably: the Mamaburra trees grow abundantly on Groote Eylandt. The rich red colour of the bark gives many of the products their ruddy colour, reflecting the palette of the land. “The dried bark is also used as an exfoliant in our scrubs”, she says. 01. ESPRIT’S ANDREA WITH BUSH MEDIJINA’S DIANNE LALARA, BRITT HOLLINGWORTH, MURIEL JARAGUA AND FRANCES HARTLEY

02. BUSH INGREDIENTS ARE AT THE HEART OF THESE NATURAL AUSTRALIAN/ GROOTE EYLANDT-MADE BALMS

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INDUSTRY NEWS 01.

L’Oréal’s

Tech Talk

With 35 global brands and 30 available in Australia, L’Oréal continues to be a world leader in beauty, with a mission of beauty for all. L’Oréal Australia presented its first beauty tech experience recently in Melbourne, themed: Beauty For All. Majoring on the company’s driving research and development into tech and how it can build customer engagement and enhance the Beauty Advisors’ service capabilities on the shop floor, the Global Vice President of L’Oréal’s Global Technology Incubator, Guive Balooch, headed up the presentations.

52| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

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L’Oréal Australia is a beauty powerhouse of 30 distinct brands, spanning makeup, haircare, skincare, suncare and fragrance. L’Oréal’s core mission is Beauty for All, which speaks to the company’s initiatives around technology, diversity and sustainability. L’Oréal believes that the way for everybody, no matter where they are in the world, to have the right product is made possible through technology. Since the launch of its Tech Incubator, seven years ago, the L’Oréal group has brought to market multiple products led by tech, including the L’Oréal Paris Makeup Genius, Lancôme’s personalised foundation and La Roche Posay’s UV Patch and Sense. The latest innovation from L’Oréal to hit Australia is La Roche Posay’s My Skin Track UV the world’s first battery free ‘wearable’ that measures personalised UV exposure; and SkinCeutical’s Custom D.O.S.E, a professional service that combines high

INDUSTRY NEWS

04.

05.

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potency ingredients with professional expertise to create a personalised corrective serum developed, measured, and dispensed in only 10 minutes. Guive and his Tech Incubator are positioned by the company as bridging cutting edge technology with the beauty and digital health industry. Leading a global team in San Francisco, New York, Paris and Singapore, his role is to uncover disruptive innovations through strategic partnerships, investments and acquisitions for the group. The Beauty For All event educated media through immersive experiences and a thought leadership master class by Guive.

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My Skin Track UV by La Roche-Posay is the first battery-free wearable electronic sensor to monitor personal UV exposure. The personalised technology provides updates in real-time, stores up to three months of data and shows exposure trends over time. My Skin Track UV and its accompanying app make personal UV data easily accessible, allowing users to track their UV exposure—as well as humidity, pollen and pollution levels—and get customised skincare recommendation based on their skin concerns.

ABOUT GUIVE BALOOCH

VP and Head of L’Oréal’s Global Tech Incubator, Guive has an extensive background in Bioengineering and Biomedical Engineering. After working for a number of years as a respected scientist, 12 years ago Guive joined the L’Oréal Group, overseeing both the Global Technology Incubator (and California Research Center (CRC). Having built the first Incubator at L’Oréal, focused on innovation and technology, Guive’s work spans multiple functions (from Research to UX/UI to Product Development and Engineering and Marketing/Business). The scope of Guive’s tech group includes Personalisation and precision, Sensors/Flexible Electronics, Augmented Reality, Smart Objects, and 3D Bioprinting. These areas of research and design are transforming the way the world consumes beauty. At the Beauty Tech event, Guive launched his two latest pieces of tech: Custom Dose and My Skin Track UV. 01. GUIVE BALOOCH - GLOBAL VICE PRESIDENT OF L’ORÉAL’S GLOBAL TECHNOLOGY INCUBATOR PRESENTS TO THE PRESS

02. GIORGIO ARMANI MAKEUP 03. BEAUTY FOR ALL – A DISCOVERY PLAYGROUND FOR MEDIA 04. IT’S ALL ABOUT THE TECH IN HAND 05. YSL BEAUTYMATIC 06. SKINCEUTICALS 07. ICY LING – EDITOR OF INDULGENCE MAGAZINE … AND ESPRIT MAGAZINE CONTRIBUTOR

09.

08. @NAWALSARI – INSTAGRAM INFLUENCER 09. LANCÔME’S NEXA ON-COUNTER DIAGNOSTIC TOOL ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |53

INDUSTRY NEWS

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Marketers and chemists get stuck in to NPD and evolving trends at in-cosmetics North America in-cosmetics North America returned to New York late last year, with the region’s major beauty brands joining their indie counterparts in sourcing the latest personal care ingredients and learning about the trends that are set to shape the future of the sector. Among the visitors from leading cosmetic brands attending this year’s event was Chaz Hudak, Manager of Origins Research and Development at The Estée Lauder Companies Inc. He comments: “What I like most about the show is being able to connect with my suppliers and learn about new technologies. In just a few hours I’d met a handful of new contacts, while the free educational program was extremely beneficial.” INNOVATION GALORE ON THE EXHIBITION FLOOR

Dozens of new innovations were on show to inspire the next wave of cosmetic creations. From novel colour cosmetics and sensory enhancers to the most advanced active and functional ingredients now available. Designed to help visitors to discover the latest launches and map out their time at the show, the Innovation Zone brought together a variety of ingredients that had been launched in the last eight months including Mibelle Biochemistry’s Black BeeOme, which picked up a top prize at the event’s Award ceremony. Additionally, the Sensory Bar and Make-Up Bar areas presented attendees with an easy way to locate formulations that showcase trendsetting colour cosmetics and textures. Moving from behind closed doors, this 54| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

year’s exclusive Speed Networking session took place on the show floor, giving suppliers a five-minute window to pitch their beauty innovations to some of the fastest growing indie brands as well as leading R&D teams from major cosmetic businesses. Diane Dabkowski, Manager at AVON Products, was one of those taking part: “in-cosmetics North America is the only event I’ve been to that has a speed networking event. It’s an energetic and dynamic session that presents both brands and suppliers with a tremendous opportunity.” This year also saw the launch of a brand new Indie Tour, complementing the show’s popular Fast Track Marketing Technology Tour. The new, free-to-attend indie program – introduced following feedback from Indies who wanted to easily access relevant suppliers – was well received by all those that attended. CURIOUS CHEMISTS GET TO PLAY

Another major draw was the Marketing Trends theatre, which featured exclusive presentations from international experts, including representatives from Mintel, Euromonitor International, GlobalData and Seymourpowell. Kayla Villena, Senior Analyst at Euromonitor International, kicked off with insights into how consumers are shopping for beauty products. She identified which channels are coming to the fore and explained how brands can capitalise on those that are growing the fastest. Another part of the free education

01. MARKETING TRENDS THEATRE FEATURED INTERNATIONAL, EXPERT ANALYSTS

02. KAYLA VILLENA, SENIOR ANALYST AT EUROMONITOR INTERNATIONAL, SHARED CONSUMER SHOPPING INSIGHTS

03. ROLL UP YOUR SLEEVES AND GET THE LATEX GLOVES ON… WE’RE GOING IN TO THE FORMULATION LAB

program was the Formulation Lab, curated by Mark Chandler from ACT Solutions Corp – the show’s new Official Technical Advisor. The interactive training sessions gave R&D professionals a chance to don white lab coats and work/play with Univar Solutions’ team to develop a cold process primer to achieve a premium look. In another session, EMD Performance Materials helped the curious chemists create a serum that infuses skin with powerhouse moisture, while providing impactful, skin enhancing aesthetics, too. STEP UP FOR THE AWARDS

The 2019 show also saw the best in the industry recognised for their achievements. In addition to Mibelle Biochemistry’s Innovation Zone Award, SEPPIC’s Sunshine & Pixie Dust SPF30 – an easyto-apply suncare emulsion - picked up the Sensory Bar award whilst Natura-tec’s DIY Super Glow frosted metallic eye shadow took home the coveted Make-Up Bar award. But it was Swiss American – one of the US’s leading contract manufacturers – that stole the headlines by fighting off stiff competition from Johnson & Johnson and previous winners Colgate-Palmolive and Shiseido to win the Formulation Challenge – a competition to create a novel beauty product for a specific target audience in just 90 minutes. At the in-cosmetics North America Awards Ceremony, the judges remarked that Swiss American’s Wise Beyond The Years serum for the face, neck and hands was perfect for its mature male target audience.

BUSINESS esprit’s collection of industry experts and leaders share their thoughts on proven tactics and strategies to build your business and career. A U S S I E M A D E – Y e l e n a Fa i r f a x , f o u n d e r o f H u s s k i e BUYERS LISTS – Sam Frost, Beauty Buyer at openshop ( A u s t r a l i a n S h o p p i n g N e t wo r k ) W H AT ’ S H O T I N T H E L A B – Va n e s s a M e g a n , f o u n d e r o f The Australian Natural Beauty Company N I C H E F R AG R A N C E N E W S – b y A i n s l i e Wa l k e r O N L I N E N E W S – b y S a r a h M u l l e n , G M a d o r e b e a u t y. c o m M Y J O U R N E Y – H e a t h e r Wa r n k e , G M K AO B e a u t y AC C O R D A U S T R A L A S I A ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |55

BUSINESS

Yelena Fairfax HUSSKIE Beauty editor to business owner, Yelena Fairfax shares a little on the journey to her creating a totally new brand concept, online – Husskie.

HUSSKIE IS A UNIQUE APPROACH TO THE INFLUENCER PLATFORM – TELL US ABOUT HUSSKIE?

Husskie is an online lifestyle publication that gives readers insight into the behind-the-feed lives of influencers - what they get up to when they put the phone down. When I launched Husskie, there were basically no other publications running features, news or interviews with influencers - the only thing you could find out about an influencer was what you got from their own personal IG account. And while I love Instagram, sometimes I just want to know more about a person’s story than what I can get from a little caption. Husskie was definitely a pioneer in extending influencers’ voices beyond social media platforms. WHEN YOU ARE PIONEERING A CATEGORY, DISTRACTIONS AND SECOND GUESSING THE UNKNOWN CAN BE CHALLENGING. HOW DID YOU STAY TRUE TO YOUR VISION?

When it comes to overcoming fears of the unknown, I definitely can put this down to three people - I think of them as my personal cheerleaders: my husband - who always supports all of my crazy ideas, Carly Taber - a friend and now incredible business coach, and Janet Hayward - an inspiring small business entrepreneur herself. Whenever I’ve had any concerns or hesitations, these three have believed in me, supported me, and basically talked me into looking beyond my doubts (in which there have been many). I honestly think that without them, I would not have had the courage to launch Husskie.

I do have a lot of self-drive, a strong will to succeed, and I’m also very stubborn! What I lack in confidence, I make up for with these three qualities.

56| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

In terms of staying true to my vision, I do have a lot of self-drive, a strong will to succeed, and I’m also very stubborn! What I lack in confidence, I make up for with these three qualities. I’ve worked long and hard to get Husskie to where it is, and I continue to look to evolve the site and ensure that it remains relevant and on brand. If something isn’t the right fit (even if I know it would be good for numbers - either page views or dollars in the bank), I am happy to walk away rather than devalue the Husskie brand. CAN YOU SHARE SOME HIGHLIGHTS AND CHALLENGES YOU HAVE ENCOUNTERED ALONG THE WAY?

Highlights: Honestly, there have been so many highlights, so many achievements in which I can’t quite believe my little site has reached. From random people on the street telling me they know Husskie, to gaining advertisements from major international brands, to having over a million visits to the site last calendar year, to interviewing content creators that I thought would be way beyond our league, to having support from unexpected corners. It’s been a rollercoaster of a ride, but the highs are intense. Challenges: Challenges, challenges, challenges! Where do I begin with this?! I guess the biggest challenge for me personally is having to navigate commercial conversations and ensuring Husskie is valued correctly. Before launching Husskie, I always had a sales team that handled the commercial side of the business - now, these conversations are up to me. Navigating this has definitely been my biggest learning curve. Another big challenge is time. My mind is constantly whirring with ideas for the site, but unfortunately there are only so many hours in a day. WHAT WOULD YOU SAY HAS BEEN THE BIGGEST CAREER MILESTONE?

Definitely launching Husskie has 100 per cent been my biggest career milestone. Taking a leap of faith into the unknown and launching a new concept - and then watching it grow and flourish is a career milestone I will never be able to top. In terms of Husskie’s biggest milestone, I’m not sure if you would call it the biggest - but it is the most memorable. They say you always remember your first, and Husskie’s first commercial campaign was signed off with M.A.C Cosmetics - which was obviously a bit of a pinch-me moment.

BUSINESS DO YOU HAVE A MENTOR?

I don’t have one mentor, but I like to think I have thousands. I love chatting business with anybody who is willing. Small business owners, people in publishing, people working in a corporate job that has absolutely nothing to do with what I’m doing… I value everyone’s opinions when it comes to business. I take and leave what I want - but I listen to it all. I love these conversations and would put them all under the hat of “mentorship”. THREE TOP TIPS TO STAYING FOCUSED AND WORKING FROM HOME

I like to compartmentalise my days in order to stay focused. For example, Monday might be a computer day - but I will divide it up into specific time slots. Emails might be the first hour, then writing and doing Husskie main jobs might be for the next two hours. The afternoon might be dedicated to Husskie Creative - which is organising shoots, as I do a lot of shooting for both brands and influencers. I then try to stay true to each “block” as much as possible.

WHAT’S NEXT FOR YELENA F?

Aussie made

Definitely launching Husskie has 100 per cent been my biggest career milestone. Taking a leap of faith into the unknown and launching a new concept – and then watching it grow and flourish is a career milestone I will never be able to top.

I keep my working day consistent each day. I will always do the 9am-5.30pm that I got used to doing while working in publishing - although, you will find me working beyond these hours on most days! If a friend wants to catch up with me, even though I could technically see them any time - I let them know that I’ll see them after “working hours”. I work in an office half the week and in my home office half the week - and I find that this variety definitely helps in keeping me focused. I have a different set agenda for the days at home and days in the office - so I know I can’t get distracted or it’s going to eat into my next day’s agenda (which might not work for that space). For me, having different workspaces helps me stay focused to that space’s set agenda.

I am very excited to say that I’ve just launched Husskie The Label (shop.husskie.com) – an accessories brand I’ve been working on throughout most of 2019. It will definitely be a key ongoing project for me in 2020, alongside continuing to build the Husskie publication and Husskie Creative. It’s an exciting new chapter, and I’m looking forward to seeing where it goes…

I work in an office half the week and in my home office half the week – and I find that this variety definitely helps in keeping me focused. I have a different set agenda for the days at home and days in the office...

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Welcome to openshop openshop is the new fun way to shop on Channel 75, a 24/7 shopping experience that broadcasts through the Seven Network. Within our first 3 months of broadcasting we have exceeded many expectations. Currently broadcasting to over 5.5 million households in Sydney, Melbourne, Brisbane, Perth, Adelaide and Regional Queensland with plans to expand in 2020. openshop is a subsidiary of one of Korea’s biggest shopping networks the ‘Hyundai Department Store Group’ who currently operates 15 stores and 4 premium outlets across South Korea, China, Vietnam and Thailand with a combined Revenue of $4.8 billion (USD) With world class studios in the heart of the media hub in Sydney which also homes our head office of 130 staff and the 24/7 customer care center.

“We are committed to the Australian Market after signing a 5-year deal to broadcast through the Seven Network.”

Why consumers love home shopping Home shopping is a multi-million-dollar industry. When home shopping first launched it was a popular choice because it gave consumers another option for shopping if they couldn’t get to the department stores as online shopping didn’t exist, fast forward 20 years and home shopping is more popular than

ever for convenience and connection. openshop is open 24/7 so customers can shop whenever and wherever they want to. From their loungeroom, online at www.openshop.com.au or through our app. No one wants to be dictated as to when they must shop especially in retail stores between 9.00am and 5.00pm. Why would you rush to a busy shopping center when you can shop from the comfort of your loungeroom? A large portion of our customers tune into home shopping for the connection, they build relationships with our presenters. At openshop remaining honest and real is a core value of who we are, we don’t believe in doing a hard sell.

Selling on openshop Selling on openshop is a very unique way for brands to sell their products. openshop enables our customers to make a very considered purchase. More often than not, the experience of shopping in retail stores these days lacks the detail needed to really make a purchase, and self education about new products has become the norm. At openshop, we bring the experts to our customers. We let you tell them about your products, what is the newest and greatest serum, night cream, fragrance, weight loss product and the list goes on. Our beauty buying team are constantly on the lookout for those brands that we feel would really resonate with our customers, whether that be a multinational beauty brand, or that small homegrown Australian brand, that has a heart and soul that the team here at openshop feel we need to bring to our customers. This year we are partnering with the Show Sydney as a way to make it easier for those brands to find us.

Supporting Australian Businesses “Whether a product is from Selling the biggest and best brands on openshop is only one Korea, the US, Europe or part of our business structure. Supporting small and local a small Australian country businesses is a huge priority for openshop. A boutique brand with premium products might not have the same stock levels town, we will continue to as a bigger brand. We are uniquely set up with the ability to launch smaller ranges as a way of entering the broader market source and sell the best.” with daily deals, and new daily product launches. Our customers love the diversity in our products. Finding those unique and exclusive products makes the experience special. Our buying team have a wealth of knowledge, experience and proven success with buying the right products and negotiating the best deals. A huge advantage of being a part of the ‘Hyundai Home Shopping Network Group’ in Korea, are the importing and exporting opportunities between Korea and Australia. We assist in putting Australian Brands on the International Radar.

Our Presenters We are proud of our presenting team; the group quickly grew to over 10 and we boast a handful of the best home shopping TV presenters in the country some of whom have been presenting for over 20-years. We are also training the next generation of presenters who are choosing the home shopping industry as their career preference, they can see the longevity of the industry. One of those presenters is Jarron Andy who is Australia’s First Indigenous home shopping TV presenter and he’s incredibly proud of his heritage and wants to celebrate that acknowledgement. The presenters are such an important part of home shopping, building trust with the customers is paramount.

Get in Touch If you’d like to learn more about openshop and selling on our channel please contact us at sales@openshop.com.au or pop down to the www.theshowsydney.com.au where we will have a stall set up on February 8th and 9th 2020.

What’s hot in

the Lab As one of Australia’s beauty pioneers and award-winning natural skincare formulators, Vanessa Megan loves to be in the lab. Here, Vanessa shares how one ingredient can inspire the development of a whole range.

How one thing leads to another…naturally! Vanessa believes that we can find everything we need in nature to help us achieve our best skin and is always actively seeking new, natural ingredients with efficacy as good as, or better than, synthetic ingredients. When Vanessa’s research turned up the ingredient ‘Hipeptide®’, she was instantly inspired by this anti-ageing oligopeptide from nature, which is clinically proven to relax facial muscles by mimicking the action of Botox® and reducing wrinkle depth by 22% over the course of three weeks when applied twice daily.

nvestigating Hipeptide®, Vanessa realised that this ingredient had the data and efficacy to enter the market as a natural alternative to injectables. She knew there was an opportunity for a truly 100% natural, cruelty free formula that was clinically proven, so she went to work in the lab to develop a product to fill this gap in the market.

Hyaluronic Acid occurs naturally in the body and generally decreases with age. In the skin, it exists in the epidermis and keeps the skin hydrated and supple due to its high water-retention ability. Water is an essential component required for collagen production, which is one of the critical building blocks of the skin lost during the ageing process.

Peptides are short chains of amino acids that are linked together – basically, they are small proteins. These chains are able to penetrate the top layer of our skin and send signals to our cells, telling them how to function. This particular peptide, Hipeptide®, is an oligopeptide, meaning it is a sequence of up to twenty peptides, derived from the hibiscus esculents plant. It penetrates the epidermal layer and tells the cells to stop contracting and relax. So, while this peptide is active the skin relaxes and smooths out - naturally! It has been clinically proven to reduce wrinkle depth by 22% when used twice daily for three weeks. Hipeptide® also boosts cell renewal and inhibits the formation of new wrinkles, so the longer you use it, the better your skin will look and feel.

Hydrated skin looks plumper than dry or dehydrated skin and skin ageing is associated with loss of moisture. The key molecule involved in skin moisture is Hyaluronic Acid, which has the unique capacity to bind and retain water molecules. Hyaluronic Acid is also able to penetrate the skin’s upper layers to improve the skin when applied topically.

Building the formula Vanessa took this active, natural skin superhero and added two of her favourite natural ingredients: Hyaluronic Acid and Colloidal Copper.

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Colloidal Copper complements Hyaluronic Acid perfectly as it is an integral part of collagen, a protein responsible for the integrity of the skin. Copper is also an essential component of elastin, a connective tissue that gives elasticity to the skin allowing it to move and stretch with changes in pressure or movement. By supporting these two parts of the skin, Copper helps to provide firmness, strength and elasticity to the skin.

BUSINESS These ingredients work with Hipeptide® to heal, protect and plump the skin while gradually reducing the look of fine lines and wrinkles. When used twice a day, this potent combination can produce noticeably effective results. As a trio, the ingredients work to restore density to skin that might be weakening with age. This helps to simultaneously soften older wrinkles and prevent new wrinkles from forming. The ingredients are gentle enough for all skin types and each of them is a great addition to any beauty routine for those looking for effective ingredients that come directly from nature. Getting active One of the most important aspects of these ingredients is that they are biologically ‘active’. This means that they will change the biology of things they come into contact with. Active ingredients work to change what they touch. In natural skincare, these are ingredients that occur naturally, but which are powerful enough to change the chemistry of the skin. Combine a few of these powerful actives and you have an even more potent product - something with the power to make a significant difference to the skin.

Liar! When Vanessa asked participants to trial this combination of ingredients in a serum, they consistently reported that they were called “liars” by friends and family who refused to believe such noticeable results could come from a purely plant-based formula. Thus, the name Liar Wrinkle Cheater™ was born. Vanessa decided to use a cooling metal eyeroller to deliver this serum as a gentle massage to the eye area, exactly where wrinkles most commonly occur. Liar is just the latest in a long line of innovative natural formulations for Vanessa and she has no plans to stop researching, trialling and creating skincare that works, but is also 100% natural, cruelty-free and good enough to eat.

Vanessa Megan Director & Formulator, Australian Natural Beauty Co. In 2001, Vanessa Megan Gray Lyndon, founder and formulator of Vanessa Megan™, was inspired by a comment from her best friend that “you should never put anything on your skin you wouldn’t eat”. This simple concept motivated extensive research into biochemistry and led Vanessa to the discovery of the multitude of synthetic materials found in everyday skincare products. Studying the power of natural extracts and oils, she began creating skincare and perfume from natural, wild harvested and bio-available ingredients. Thus, the Vanessa Megan™ brand was born with the goal of getting natural skincare onto every body and into every home. Today, Vanessa is known for her uncompromising commitment to clean, synthetic-free skincare. Vanessa Megan™ is considered an Australian pioneer and leader in certified organic skincare trading in premium department stores internationally boasting the same efficacy results as iconic skincare brands.

Retailers interested in working with Vanessa Megan please email global account manager and educator Ashley Elizabeth ash@a-nbc.com www.australiannatural beautyco.com

As Founder and CEO of The Australian Natural Beauty Co, the parent company of Vanessa Megan™, Liar™, Clean Skin Organics™ and the 4th Layer™ private label brand, Vanessa has all the parameters and price levels covered as she takes the portfolio to the next level.

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BUSINESS

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

NICHE FRAGRANCE NEWS

NICHE FRAGRANCE MEETS THE CONSCIOUS CONSUMER Is there such a thing as “natural” niche fragrances? Why yes, there appears to be, and they are hitting our perfumeries with gusto, shaking up the Niche Fragrance Market. ‘Greener’ fragrances are trending internationally, however transparency is in fact the hot topic across the board. We have already been seeing this in the form of molecular fragrances – brands that broadcast about being entirely synthetic and focus on the amazing and magical aroma chemicals within their fragrances e.g. Nomenclature and Escentric Molecules (both Mecca). Consumers want to know what is in their fragrances and where these ingredients come from.

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Now, before choosing brands for your counters, I suggest you stand back and take care – sadly not all you read is entirely true! In Australia we have no current regulations on the word “natural” in the personal care sector, unlike America which in November 2019 saw the Natural Cosmetics Act introduced, officially defining and legislating use of the words “naturally derived” and “natural” in personal care products. Certainly, Australia will follow suit eventually. Suppliers and brands are becoming more accountable through marketing, ingredients listings and claims. Consumers should gain a higher level of safety by proper legal labeling. However please note, “natural” in this act is defined as “containing 70% natural ingredients excluding water.” From a perfumery ingredients perspective, NICNAS (National Industrial Chemicals Notification and Assessment Scheme) protects Australian people and the environment by assessing risks of industrial

In Australia we have no current regulations on the word “natural” in the personal care sector, unlike America...

chemicals and providing information to promote their safe use. NICNAS classifies all essential oils as “chemicals” in Australia, meaning much of our beloved “natural” products are in fact not “natural.” Hence, we move on to descriptions such as ‘naturally derived’, ‘green’ and so on. Adding to this tricky area is, the solvent in perfumes are ordinarily alcohol, which is naturally derived and can even be organic. There are plenty of consumers who do not like to put it on their skin saying it is unnatural/synthetic…and yet they probably drink it. Go figure! Best to protect yourself by ensuring products you are stocking have a full International Nomenclature Cosmetic Ingredient (INCI) listing and the people behind the brand know exactly what they are making, especially artisanal brands and smaller labels. I am not here to name and shame, however I know at least two Australian made fragrance brands using chemicals (and I do not mean essential oils or natural isolates) in their skincare, perfumes and scented candles whose marketing claims them to be “natural” – I have even sold one of them “chemical/synthetic” raw materials they’ve used, and are now on the market. Increasingly we are seeing transparency... so customers can make a more informed choice. NATURAL TRANSPARENCY

Here are four of my favourite transparent overseas brands, now available in Australia, that I have been enjoying, including what they are saying about their ingredients.

BUSINESS 01.

Hermetica From the founders of Memo Paris, distributed in Australia by Agence de Parfum, Hermetica fragrances are authentically transparently ‘green’. The brand is marketed as “clean, green, alcohol free, molecular fragrances” and inspired by alchemy. Promoted as using both natural and synthetic molecules in a moisturising alcohol-free base. This patented alcohol-free formula reveals immediately the heart of the fragrance. (Usually we are hit first with top notes). The cruelty free fragrances are also refillable. The website has an innovative feature for perfume enthusiasts and lovers of transparency – for a list of all their raw materials you can click on each one to learn more about what they do. Trés bon! Hiram Green All fragrances in Hiram Green’s artisanal niche collection are 100% natural, vegan, (with the exception of beeswax absolute in Slowdive) and free of GMO, and are available exclusively in Peony Melbourne. In 2019 Hiram Green won an Art & Olfaction Award for its leather-themed fragrance Hyde. This international award celebrates excellence in independent, artisan and experimental perfumery i.e. it won against brands using synthetics. Hiram Green perfumes challenge the often-heard criticism that natural perfumery is boring, fast fleeing and has less silage than traditional perfumery. In Milan at Exssence, founder Hiram himself informed me he uses natural isolates,

02.

Best to protect yourself by ensuring products you are stocking have a full International Nomenclature Cosmetic Ingredient (INCI) listing and the people behind the brand know exactly what they are making, especially artisanal brands and smaller labels.

essential oils, concretes and absolutes. Nothing is tested on animals. Everything is developed and produced in small batches in Hiram’s studio in Gouda, The Netherlands, where he lives. Heretic Available exclusively in Lore Perfumery in Melbourne, Heretic is a small-batch, natural artisan fragrance company, aside from one which contains synthetic musks… oops broke a rule there, although for no less than Dita Von Teese, Queen of Burlesque’s collaboration (Scandalwood) - at least they are transparent about it, and that’s all we are asking for. The company promotes “radical transparency” with fragrances delving into homeopathy, Ayurveda and herbal

03.

medicine. Douglas Little chose to work with entirely natural materials - essential oils, concretes and absolutes, blended in non-GMO, organic grape and sugarcane alcohol. He states: “Natural fragrances are much like wine in that you can detect nuances of the plant, the soil, and its surroundings. They have characters that cannot be achieved with synthetic copies.” I would take a guess he also utilises natural isolates. Buly The fascinating historic French brand Buly is available exclusively through Mecca in Australia. Its perfumes are water- and vegetable oil-based perfumes, which means they are alcohol-free and also moisturising. Non-obtrusive, these fragrances are designed to be gentle, yet long lasting. A quote from the brand so eloquently put - its scents “neither precede nor follow its wearer too intrusively”.

01. HERMETICA 02. HIRAM GREEN 03. BULY

GET IN TOUCH If you are looking for independent advice on brands to stock, do get in touch – happy to talk niche fragrance any time! Email me at: ainslie@ainsliewalker.com

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BUSINESS

SUSTAINABILITY ON LINE BY S A R A H M U L L E N , G E N E R A L M A N AG E R – A D O R E B E A U T Y

Keeping up in the ecommerce space is a tough gig. The nature of the game is that it moves at a pace dominated and decided on, by the consumer. That pace is fast and the consumer is ever changing. Sustainability Six months ago, I was banging on about sustainability. How “it’s not sexy but it sure is trendy”, and how “it’s crucial that retailers understand how important sustainability is to their customers”. As I open my clothing order that arrived yesterday, delivered and covered in plastic, I want to go there again. Study after study highlights that the majority of Gen Z, the largest consumer market in 2020, would pay more for an eco-friendly, sustainable product and experience. They’d also boycott a brand they didn’t believe was sustainable. It’s so important that brands take a moment to comprehend all the study results, and after they’ve comprehended it, set a Strategy Day with your team to map out how you’re going to positively contribute to the environment. Let’s also take a moment to consider the incredible impact our habits are having on our environment, daily. Be bold and make the first step to change for the better. Adore Beauty takes sustainability with all seriousness. We’re proud to be paperless in our warehouse picking process; use only recycled (and recyclable) void fill; and recycled boxes to pack and deliver customer orders. We’re even using a super smart WMS, paired with a new smaller box, to reduce waste. We predict that by the end of this FY we’ll have saved north of 26,093KL of cardboard, just from this one initiative. We’re also introducing soft plastics recycling, which will see approx 70% of our plastics recycled, and will reduce bubble wrap in the next FY. And we’ve done all of this, and more, while saving money. In this FY we’ll save north of $170,000. I’m so proud that Adore Beauty contributes in this way and has plans to contribute even more. Don’t let old fable stop you from trying. We are proof that you can be sustainable, and cost effective, at the same time.

Innovation

Adore Beauty launches a podcast – Beauty IQ Uncensored Hosted by Beauty Editor Joanna Flemming and beauty newbie Hannah Furst, the pair get real about every aspect of beauty. “no 64| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

topic is off-limit – from retinol to bum hair – with a healthy dose of education and laughs”. Our creative team at Adore Beauty is known for their pioneering work, after all Adore was founded in 2000 when the internet was dial-up. I can hear the tone in my head, as I write this. Many generations will never understand the struggles of being on the internet when your mum picks up the phone. Urgh! As the leading pure play ecommerce retailer, we’re required to innovate. We should always be striving to do so, and we are forever encouraging the team to do so. It’s in our DNA. We’ve been combining retail and content for a while now. We inform and educate our customers through Beauty IQ articles and Guides. Brand, product, or concern-based guides are all created inhouse. They’re the type of thing you read late at night while trying to figure out which hair dryer is best to reduce damage for your fine hair or which product works best to reduce acne scarring. They’re detailed, honest and informative. Our customers are thirsty for content and education, so we were posed with this. How do we continue to give our customers content, education, and innovate even more? Well easy, right, we’ll create a podcast! So, we did, and it’s awesome! At time of writing we’re 14 episodes deep. It’s like listening to your best mates, having a cringy convo at the dinner table with a wine, then throw in interviews with beauty professionals and serious questions (of course). It’s highly informative and absolutely addictive. It’s also innovative. It’s the first of its kind and it spent weeks at #1. Give yourself a treat and listen, at the very worst you’ll be shocked.

ABOUT SARAH

With a strong fashion and cosmetics background, and passionate about product and brand, Sarah Mullen joined Adore Beauty in 2013. Sarah is now the General Manager overseeing Brands, Customer Service and Operational departments.

SALES BUILDING

YOUR SALES-FORCE SOLUTION

WE COMPLETE YOU

BRAND EDUCATION

DRIVING SELL-THRU

EVENTING

Interview with

Margo Woolcott Founder of Agencie+

One thing about the competitive beauty industry that never changes is brands come, and brands go… there is a constant tidal flow of new thoughts, new concepts, and new solutions. Whilst brand owners need to focus on brand marketing and continuous development, sometimes, they overlook what is important to the beauty retailer - a knowledgeable, results-oriented sales team.

WHY DID YOU START AGENCIE+? When growing up my father was a senior executive with both Revlon & Helena Rubinstein, and the highlight of my week was dad coming home with new products for my sister and I to put to the test. At the age of 14 I fibbed to the local pharmacist that I was 15 to get a job as their make-up consultant on Thursday nights, Saturday’s or whenever I could work. And, so my long-life passion for sales and the cosmetic industry grew from here. Despite having had various roles in Marketing, Training and General Management, I was always drawn back to sales… and as much as I believed there were other paths to take, sales was my strongest asset to any business. In 2015, I accepted a consultancy role from a prestige cosmetic distributor to help them accelerate their growth. But, the fact that they didn’t have a ‘sales force’ was obviously holding them back from realising their full potential. And, as they did not want the ‘fixed cost’ of an inhouse sales team, I seized the opportunity to start a sales agency that functions as an integrated extension of a brand strategy. So, Agencie+ started in August 2015, dedicated and exclusive to this one distributor with one agent, and within 12 months we had agents in every state of Australia and New Zealand. WITH TODAY’S TECHNOLOGY, WHY DO BRANDS NEED A SALES FORCE? The short answer is the ‘human touch’

- with it your brand will be noticed and given priority, largely because of the personal service and support you give to your retail partner. Without it your brand is simply another in a long list of brand hopefuls. So critical to your brands success are direct retail trade relationships. WHAT MAKES AGENCIE + STAND OUT FROM OTHER SALES AGENTS? The simple fact is the excellence of our service agency is only as good as its people… our team come from a diverse background of senior positions in major beauty companies and have now chosen to control their own destiny.Their skills and experience cover make-up, skincare, haircare and fragrances, and they have been instrumental in not only turning around underwhelming, underperforming brands into strong and profitable ones, but also launching and bringing to market new product concepts. WHEN YOU SAY “YOU COMPLETE US”, WHAT DO YOU MEAN? We are an extension of your team and you are apart of ours, so together we deliver and set high expectations… If you prioritise great work, exceptional service, new ideas and a long-term relationship, then Agencie + is the team for you. HOW DO PEOPLE CONTACT YOU? I would love to talk to anyone who wants more information on Agencie+. They can email me at margo@agencieplus.com.au.

MY JOURNEY

Heather Warnke General Manager of Kao Australia

Clear Vision by Elisabeth King

Heather Warnke General Manager of Kao Australia – journeys us through her career, sharing how Leadership, Career Opportunities and Corporate Culture have influenced her navigation. With its cult products, including Bioré Pore Strips, Jergens Natural Glow and John Frieda Frizz Ease and Sheer Blonde, Kao has gained the loyalty of customers worldwide through insights into specific consumer needs, unique technologies and identifying real, not transitory, trends. Heather Warnke, General Manager of Kao Australia, joined the Japanese multinational in the US 16 years ago and took on her present role in early 2019. “We offer firstto-market innovation and develop premium beauty and personal care franchises to deliver the best performing products for all age groups, particularly Millennials”. No one knows this better than Warnke, whose career has given her a deep knowledge in both R&D and product development and marketing. “I wanted to be a teacher when I was growing up because I loved sharing knowledge and working with children. I was good at science and maths, too. One of my cousins was a chemical engineer and I enrolled at Worcester Polytechnic Institute (WPI) in Massachusetts. Men outnumbered women five to one in the engineering faculty and, although I enjoyed studying with the 66| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

guys, I joined a sorority. It was a great networking platform, not only as a support group but also introduced me to guides and mentors. I also played field hockey at uni, which helped to develop leadership and teamwork skills”. WPI, like UTS in Sydney and RMIT in Melbourne, works closely with industry recruiters to help graduates secure their first jobs. I met my lifelong mentor at one of the consultations, says Warnke. “He was the Director of R&D at Clairol and remains a family friend 20 years later. I joined the company, then owned by pharma giant Bristol-Myers Squibb, as a product development specialist. I also worked on the Matrix haircare brand, now owned by L’Oréal. Five years later P&G bought Clairol”. Warnke had become used to a punishing schedule during her engineering studies. “Suddenly, I could leave the office at 5pm. While working for Clairol, I began a Master of Business degree and completed it in two-and-a-half years while working fulltime. I moved into product research and helped formulate insights and data”. Kao famously missed out on acquiring Clairol in 2001 when it was outbid by P&G. A year later, the company bought John Frieda for US$450 million to escalate its presence in the lucrative US haircare market and globally. Warnke met a senior executive who had left Kao and then returned after the buyout. “He hired me because he knew I was experienced in haircare and marketing. I always feel

I was destined to work for Kao. Nearly every position in my career wasn’t advertised or posted. In my new role in global marketing, I worked closely with the product development team. I spoke their language, but always allowed them to be the experts because I had been in their position, too. Mutual respect is key to good management”. Warnke became Director of global haircare marketing for Kao. From a person who had only been on a plane once before I got my first job, I started travelling regularly to London, Frankfurt and Tokyo and major cities in the US such as San Francisco and LA, she says. “I formed close relationships with people in the Japanese head office, which was very maledominated at the time like my engineering course. But because of my uni experience I felt very comfortable”. From working in a global position, Warnke wanted to move to a more USfocused role with Kao. “I wanted to expand my skillset in the local market. One of my mentors, Karen Frank, now President Kao USA and VP, Mass Sector - Americas and Europe, told me – ‘Once you go local, you will never go back’. I became Director of marketing for Kao’s hand and body lotion category, including the Jergens brand. Most

MY JOURNEY

of my positions have covered five- or sixyear chunks, but seven months into the role, the head of haircare in the US resigned. I was appointed director of John Frieda in the US”. The role was complex and helped to hone Warnke’s management skills. “Because of my engineering background, I always look at problems logically and drill down to the root causes. But I believe that one of my gifts is to consider the human side as well. I learned a lot about retailers and the sales team, in particular. I went to customer meetings to really understand what consumers were looking for. How much of an emphasis they placed on sustainability, solutions to their personal needs and how they respond to innovation”. During the four years Warnke was the director of John Frieda in the US, she also gained access to senior leadership in the Tokyo office and vice-presidents of sales and marketing. “I also decided to do a lot of work on my personal development. I had hit a point in my career where I was ready for my next assignment, but I couldn’t move forward unless someone resigned or retired. I started working with an executive coach”. A strategy that prepared Warnke for her next unexpected move. “I always believe in being open to everything in life. But I was surprised when my president called me into the office. He said – ‘Heather, I’ve been losing sleep. I have an assignment and I want you to be the general manager of our Australian Consumer business’. My son was only seven and we had been waiting two years to get him into the school

of our choice. I called my husband and he said we should go for it. I spent the next few months planning the move, coming to Melbourne in January before re-locating in March”. The three-month period between accepting the job and taking up her position gave Warnke time to reflect on her approach. “I really admire Dr Brene Brown, the author of five New York Times bestsellers including Dare to Lead, because of her emphasis on authentic leadership. I also crafted a two-day workshop for the new Australian Leadership team in Melbourne to kick off the start of our working relationship together and build trust amongst our team. I brought in Christy Kennedy, the founder of Culture Conscious, who has worked with some of the world’s largest brands and Fortune 500 companies, to create high-performing workplaces through harnessing the power of humanity”. When Warnke arrived in Australia, she saw the need to re-assess the company culture and stem staff turnover. “Christy Kennedy uses the Enneagram tool which identifies nine interconnecting personality types. Once you identify the true personalities of your teams, they bring more resources, insight and power to their workplace. That’s my vision and it’s one which is very aligned to the new marketplace and expectations for the modern workplace”.

Because of my engineering background, I always look at problems logically and drill down to the root causes. But I believe that one of my gifts is to consider the human side as well. I learned a lot about retailers and the sales team, in particular.

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BUSINESS

r e v o e k a m gets a

Accord’s most popular website

By Dr Jennifer Semple

‘No one wants to have a “bad hair day”. Hair has strong links to self-image, personal expression and emotional wellbeing.’ This is core to the messaging of the Hygiene for Health website (www.hygieneforhealth.org.au), which promotes the vital role of the hygiene and beauty industry in promoting wellbeing - both physical and emotional.

Hygiene for Health was first launched in 2011 and gains thousands of visitors a year. And not just from Australia - the site is popular with visitors from New Zealand, the USA, UK, India, Philippines and Canada, to name a few. But time moves fast in the online world, and this year it was time to give Hygiene for Health a make-over. Accord launched the new-look site on Thursday 23rd October 2019 at our biennial Cleaning & Hygiene Conference. DESIGNED TO APPEAL TO NEW GENERATIONS

The updated and improved site has been designed with new generations in mind. It features eye-catching visuals and modernised site navigation, as well as better viewing compatibility for smart phones and other devices. One section relating to the beauty industry is ‘About you’. It details how and why it is important to care for your body. Good personal hygiene is a key focus, but the importance of caring for your skin and hair - for example, using moisturisers and sunscreen - is also emphasised: ‘Your face needs some special attention as it has thinner, more delicate skin than most other parts of your body. And its appearance can be intimately connected to self-esteem and social interactions.’

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BUSINESS 9:41 AM

SMART TO BE SAFE

ACCORD’S SUITE OF WEBSITES

The updated site also features a new section on product safety to emphasise its paramount importance to our industry. Key messages in this section relate to product design and regulation for safety, and the concept of ‘chemical-free’. The site also provides a quirky but fascinating “Hygiene throughout history” section, providing glimpses at hygiene products and practices throughout the ages. For example, some ancient skincare treatments and sun protection methods from around the world; developments in sunscreens over the last century; and some of the more bizarre beauty trends, such as during the reign of Queen Elizabeth I when people set their hair with lard and slept with a cage or nightcap over their hair to protect it from rats! Although not specifically relating to the beauty industry, Hygiene for Health also includes an interactive quiz on your own hygiene habits as part of a new section on ‘Top hygiene tips’. Hygiene for Health also covers other key aspects of hygiene in households, public spaces, hospitality, healthcare, industry and agriculture - all part of Accord’s efforts in promoting the benefits of our industry to the public.

Hygiene for Health is part of Accord’s suite of public information websites, which include Furphies - addressing common myths and misconceptions around our industry’s products and ingredients (www.furphies.org.au); Sunsible - promoting the essential role of sunscreens in human health protection and encouraging the proper use of sunscreen (www.sunsible.org.au); and WipeSmart - on wet wipes with a focus on their correct disposal (www.wipesmart.org.au).

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ABOUT DR JENNIFER SEMPLE

Dr Jennifer Semple is the Innovation & Education Manager at Accord Australasia Limited

ABOUT ACCORD

Accord Australasia is the peak body representing companies operating in the cosmetic, fragrance, personal care and toiletries sector – from multinationals to small Australian-owned businesses, importers to local manufacturers. www.accord.asn.au

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OUT & ABOUT

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…A SNAPSHOT OF THE STORIES FROM ESPRIT SOCIALS

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01. LUCINDA SABO - MARKETING MANAGER, BEAUTY CONNECTIONS/NIP+FAB

02. AT THE GARNIER MEDIA EVENT, INFLUENCERS: LAURA WELLS, SOPHIE CACHIA AND BROOKE BLURTON.

NIP + FAB

Lucinda Sabo - Marketing Manager, Beauty Connections/Nip+Fab hosts media for a bright and zesty start to the day. It’s Nip + Fab’s latest product reveal: Illuminate Vitamin C Concentrate at an Extreme 3%. Formulated to detoxify, brighten and illuminate for a youthful and refreshed complexion... bring it on! GARNIER

Garnier returns to the Australian Open in 2020 as the official skin and haircare partner. Announcing this the brand revealed its new Coast to Court campaign which creatively tells the story of Garnier’s commitment to being an increasingly more responsible and sustainable brand. By bringing to life an idea that marries tennis with the brand’s pledge for a world with more beauty and less plastic, Garnier introduces the first prototype “green net” – a competition grade tennis net, tested on court at Melbourne Park, made from recycled marine netting offcuts that were destined to hit landfill. With two disruptive activation sites at the Australian Open, including an interactive giant misting wave positioned at Federation Square, Garnier looks to not only entertain but educate consumers and tennis fans. “Garnier is committed to sustainable sourcing and reducing our environmental

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@ESPRITMAGAZINE 04.

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footprint to support our future generations,” says Alex Shadbolt, Garnier AU Marketing Manager. “If we can engage in a conversation and offer a fun and interactive activation that truly resonates with Australians, then it’s the first step in creating a more sustainable future”. Coast to Court will live on beyond the Australian Open 2020 as Garnier has a long-term goal to continue to create more nets and build a program that can supply them to grassroots clubs and schools around Australia. Garnier Organics is a new skincare range made with vegan formulas, selected organic ingredients and recycled and recyclable packaging.

@ESPRITMAGAZINE

OUT & ABOUT

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JULIETTE HAS A GUN 03. GARNIER ORGANICS VEGAN FORMULA FACIAL OILS

04. PHOTOGRAPHER ESTEBAN LA TESSA AND WMSSL BLOGGER, CLAYTON ILOLAHIA SNAP MICHAEL MARZANO, MARGARET KHOURY – FRAGRANCES OF THE WORLD AND AINSLIE WALKER – NICHE PERFUME AUTHORITY AT JULIETTE HAS A GUN

05. THANK YOU DANETTE ELLIOT HEAD OF L&D AND CUSTOMER EXPERIENCE AT L’OCCITANE (SEEN HERE WITH ME)

06. ABBIE BLAKE - MANAGER OF L’OCCITANE’S NORTH SYDNEY BOUTIQUE ON THE LAVENDER AND ALMOND STATION

07. EAU DE JUICE – INTRODUCED TO MEDIA BY THE MOMENTUM PROMOTIONS TEAM

From plant selection, sourcing and formulas to production and packaging, this range reinforces Garnier’s commitment to making products that are not only respectful to the skin, but also respectful to the environment. A Chemist Warehouse exclusive, launching 13th January 2020 online and in store late January. RRP from $12.95-19.95.

Niche fragrance brand, Juliette Has A Gun by Romano Ricci builds its Not A Perfume formula with Superdose EdP. Ricci’s passion for the ambroxan ingredient sees an intoxicating boost of 20% ambroxan, leaving a powerful trail while remaining fresh and clean. And... Not A Collection launches as a line of body treats: Hair & Body Mist, Shower Gel and Hand Cream. All formulas are ‘nasties-free’. Michael Marzano, Education Manager at Agence de Parfum entertained guests with a discovery session L’OCCITANE EN PROVENCE

Had great festive fun in the Sydney sun at L’Occitane en Provence Outdoor Christmas Market - a setting inspired by the brand’s heritage in the South of France. Media discovered the brand’s classics and how they’re dressing up for the gift giving season. Shea Butter, Almond and Lavender in festive limited editions and pretty packaging. All staying true to Founder, Olivier Bussan’s ethic of Fair Trade which supports the producers and their communities. EAU DE JUICE

A sure-fire fragrance hit for summer - Eau de Juice by Cosmopolitan, is brought to Australia by essentials brands. There’s four fun scents in Pop Art-inspired packaging: Pure Sugar, Extra Concentrated, 100%Chill and Love, Unfiltered - 50ml $69. Media sampled the scents through spritzing promo girls from Momentum Promotions agency. Priceline exclusive.

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BEAUTY RETAIL DELIVERS FAR-FLUNG AND WIDE-BASED

NATIO CENTRES IN ON AUSTRALIA’S HEARTLAND

TVSN’s Beauty Bazaar, showcased some of the super successes selling on Australia’s leading TV shopping channel. The annual display of the headline hitters included new big-name collaborators; from all-Australian The Jojoba Company as well as funky beauty fashion international indies, including Doll 10 makeup. Also joining the line-up was established partner, global beauty & home brand, L’Occitane en Provence; and Beverly Hills celebrity hairdresser brand, Nick Chavez. The fabulous and awesome Judy Deuchar - GM TVSN introduced guest speakers: Vicki Engsall, co-founder of The Jojoba Company, Jourdan Walker from Doll 10; Gail Pace from L’Occitane, Paula Nagel from Rageism and Robby LaRiviere, Beauty Ambassador vising us from Beverly Hills salon and haircare brand, Nick Chavez. In celebratory mood, Judy revealed TVSN’s revamp, rejuvenation and refreshed focus on pillars of product, customer and the in-house team. “Going into our 25th year we are proudly building on what works. It’s all about how the customer interacts with the product”. That means upping the ante on user education and live demonstrations, answering concerns and questions by simply showing them ‘how they should use the product to get the best results’. “We’re amping up our customer interaction and taking them to where the magic happens … we took a group to LA to visit Nick Chavez’s salon in Beverly Hills. We did live broadcasts from Palm Springs. And as a homegrown experience with Alpha-H we took customers to (founder) Michelle’s Brisbane salon”, the epicentre where the Alpha-H beauty treatments happen. Supporting customer care, TVSN’s call centre operates 24 hours a day. Celebrating all things Australian during 2019, the team went out and about to eight

With inspiration for Natio’s Autumn cosmetics collection sourced from Australia’s heartland, the team took to the dirt tracks… and headed in to the Red Centre to shoot the launch campaign, using the iconic desert landscapes as a setting to highlight the rich and versatile colours of the range. Natio’s National Education Manager Christina Schroder says: “The collection embraces the rich colours of the Australian desert and delivers high quality products with incredible pigment.” To convey these qualities, Caitriona Fogarty, Natio Photographer and Videographer worked with nature and the natural beauty, Erin Bristowe. She tells esprit: “I wanted to capture the contrasting beauty of the Red Centre, from the soft pink hues to the vibrant intensity of Rainbow Valley at golden hour. It was definitely a challenge shooting amongst the flies, sand and in 42-degree heat, but Eden and the whole team rallied to capture something special.” Desert Dreaming delivers a palette of rich, earthy shades of warm and wearable eye, lip and cheek colours, and finishing tools. See Brand News.

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cites in eight days with live broadcasts in each location; from cities as diverse as Adelaide to Cairns to Broome. TVSN gets in to 8 million homes and with a large percentage in remote areas, the purpose of the shows is to help customers get a true feel for the products that they can’t get to touch and feel, with zero to little beauty shops near them. “We also love inviting customers to our Masterclasses – it gets people into trying new products and helps them with application tips and techniques, and even WHY they should try it. They’re very interactive. Our customers love that we (TVSN) are Australian owned and that the presenters are so knowledgeable and interactive”. In 2019 TVSN has partnerships with 82 beauty brands, 19 of which are new this year and exclusive to the channel. Following the presentations, media guests browsed a range of Beauty Bars chatting with brand representatives, sampling treatments and products to discover more! QUICK FACTS

• over 2 million targeted emails are sent out every month to customers with 17% open rate • on average customers buy 1.98 beauty products in any one transaction • TVSN sells over 23 beauty products in any one minute of live airtime • TVSN Today’s Special Offer – exceeded 2,000 units sold in 42 minutes this past winter (42 minutes in one day)

01. NATALIE LAIOS-PATRIKIOS - NATIO ASSISTANT MARKETING MANAGER, CATHRINE WAHL - NATIO MARKETING COMMUNICATIONS MANAGER, EDEN BRISTOWE - MODEL, CAITRIONA FOGARTY NATIO PHOTOGRAPHER/VIDEOGRAPHER AND CHRISTINA SCHRODER - NATIO NATIONAL RETAIL SALES AND EDUCATION MANAGER

02. EDEN AND CHRISTINA 03. THE LOOK

01. JUDY DEUCHAR, GM TVSN AND HER BEAUTY TEAM

02. SNAPSHOT OF THE BEAUTY BARS BY BEAUTY-JUNKIE INSTA QUEEN, @RIVETLICKER

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OUT & ABOUT

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HELLO FLORIS LONDON NEROLI VOYAGE AND VERT FOUGÈRE British Family Perfumers Floris London, renowned for their timeless quality and exquisite craftmanship, celebrated the Australian launch of two new additions to their Private Collection, Neroli Voyage and Vert Fougère, with an exclusive media lunch at Sydney CBD’s Bopp & Tone. Co-hosted by Floris London’s Australian distributor Agence de Parfum, the guest of honour was International Head of Export and Wholesale, Sandra Godec, who shared a letter written by perfumery director Edward Bodenham, before presenting an olfactory showcase of the inspiration and complexities behind the latest launches. Both EdPs are $249.00, 100mls. Available in Australia at Agence de Parfum’s retail perfumery, Libertine Parfumerie, at selected David Jones and Myer Galerie de Parfum boutiques, and select niche perfumeries in Australia and New Zealand.

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NEROLI VOYAGE

Neroli Voyage is a vibrant citrus marine fragrance reflecting a journey of discovery across the Ligurian Sea. A voyage of ancestry and scent, it draws inspiration from the beautifully scented orange blossom trees that grow along the Ligurian coastline of France and Italy. The unisex fragrance opens with a citrus burst of neroli and lemon, complemented by marine notes for an added sea breeze freshness. The dominant neroli accord continues into the heart where it is wrapped in intimate jasmine flower and enlivened by spicy notes of ginger and aromatic fennel seed. Depth and complexity come from the base which invokes the scent of oak wood, indigenous to the fragrant marquis shrubland of Corsica and is supported by warm, sensual notes of musk and amber. VERT FOUGÈRE

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Vert Fougère is a tenacious, multi-faceted fragrance reflecting a journey embarked upon by the Floris perfumers in pursuit of re-imagining the iconic Fougère; the archetype of bold perfumery. Conveying the delicate line between being understated and individuality, the scent envelopes the wearer with its complex and distinctive character, defined by a juxtaposition between dark green notes and smoky, velvety woody accords. A bittersweet blend of grapefruit, bergamot and neroli entwine with ginger and lavender for added freshness, while earthy patchouli, cedarwood and smooth cashmere ensure endurance and a lasting legacy.

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01. SANDRA GODEC – INTERNATIONAL HEAD OF EXPORT AND WHOLESALE, FLORIS LONDON WITH NICK SMART – CEO/FOUNDER, AGENCE DE PARFUM

02. GAVIN KIRK – BELLE, ELIZA O’HARE – INSIDE OUT, STEPHEN CLARK – THE AUSTRALIA FINANCIAL REVIEW LIFE & LEISURE AND BEN JUDD – EXECUTIVE STYLE

03. THE FLORIS COLLECTION: PRIVATE COLLECTION, NEROLI VOYAGE AND VERT FOUGÈRE

04. IANTHA YU – BEAUTYCREW, RICKY ALLEN – VOGUE AND EMILY ALGAR – GRAZIA

05. ANDREA FERRARI – ESPRIT MAGAZINE AUSTRALIA AND GEORGIE HAIGH – BEAUTY DIRECTORY

06. ELISABETH KING – JOURNALIST, NICK SMART CEO/FOUNDER, AGENCE DE PARFUM AND MARGARET KHOURY – FRAGRANCES OF THE WORLD

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NEW GUARD AT JURLIQUE

TERRYWHITE CHEMMART SHINES THE SPOTLIGHT ON SKINCARE IN 2020 TerryWhite Chemmart announced to 300 supplier partners the progress that the brand has made on differentiating its customer and Network Partner offer. The TWC presentation included a focus on stronger execution, and a compelling, customer-centric brand campaign with That’s Real Chemistry which has led to strong transaction and sales growth since inception in March 2019. TerryWhite Chemmart CEO Duncan Phillips said the work on developing this point of difference has been thanks to the entire TWC teamwork. A super high point being the announcement of an exclusive partnership with Qantas Frequent Flyer, which is yielding results for key stakeholders. “Having recently held our network partner conference on the Gold Coast, it was important that we connected with our supplier partners. There is a critical collaboration that we foster across our business with our Supplier and Network Partners. To support our growing network of pharmacies (now numbering some 450 and growing) we have expanded our category team, bringing new capability to complement the talent and experience that we already have to drive our business even further in 2020,” says Duncan. CORE FOCUS ON BEAUTY BUSINESS

A core focus is to review and reposition the Beauty Business says Rowan Howarth, GM Merchandise. “The Beauty Business is an important part of the business – we want to do a lot of work and create and build opportunities to make TWC different in the market”. TWC’s ask to suppliers is to bring on game-changing and differentiated

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01. MELISSA ANTONICH – CLINIQUE; LISA DOWLING – COSMAX; SOPHIE KALOFONOS AND HENRY LEE – NAPOLEON PERDIS; WITH TERRYWHITE CHEMMART’S ALI THAO AND DEBBY WHITE

02. NEVILLE KAPADIA – ASPEN

Retail beauty industry legend, Jodie Matthews, as the new Head of Retail Sales & Marketing at Jurlique held her first press briefing for the company. Well known for her long-term role at Estée Lauder Companies, as M·A·C GM and before that at New Zealand department store group, Farmers, Jodie is revelling in her role spearheading growth for Jurlique. Speaking with beauty media, Jodie provided a history of the brand: from the creation of the Farm in the Adelaide Hills by Founders Ulrike and Jurgen Klein and their advanced BioDynamic and organic farming techniques and including the trademarked Bio-Intrinsic Process which is unique to Jurlique. Jodie whetted our appetites by promising: “As we move into 2020 Jurlique will celebrate its 35th anniversary, so stay tuned as there will be lots of announcements coming from the brand very soon”. Sydney’s Beauty and Lifestyle Editors joined the Jurlique team for luncheon at The Botanica in Vaucluse. Here they were introduced to the newly appointed in-house Marketing Team before hearing insights on the brand and the vision for Jurlique into 2020 and beyond.

AND DUNCAN PHILLIPS – CEO OF TERRYWHITE CHEMMART

offers that will engage customers, over and above price discounting and propositions that are seen in every other chemist retailer. Rowan adds: “Our focus will continue to be on delighting our Beauty shoppers with an exceptional in-store experience and by utilising all the assets we have at our disposal - such as the Qantas Frequent Flyer partnership (exclusive to TerryWhite Chemmart) - and sets our business apart from our competitors by giving our customers a unique advantage”.

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01. SOPHIE TEDMANSON – QANTAS MAGAZINE WITH JURLIQUE’S JODIE MATTHEWS – HEAD OF RETAIL SALES & MARKETING AND SIOBHAN FILDES, MARKETING DIRECTOR, JURLIQUE

02. GEORGIE MCCOURT ABAY – FOUNDER, THE GRACE TALES, BROOKE LE POER TRENCH BEAUTY & WELLNESS DIRECTOR, HARPER’S BAZAAR/ ELLE AND SIGOURNEY CANTELO BEAUTECATE

03. LISA BUCCHERI – PUBLIC RELATIONS AND MARKETING EXECUTIVE, JURLIQUE

OUT & ABOUT

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L’ORÉAL-UNESCO SUPPORTS FOR WOMEN IN SCIENCE With barely over a quarter of scientific researchers being women – some 28% globally – and a dismal 3% of scientific Nobel Prizes going to the girls, L’Oréal and UNESCO continue their partnership to increase the number of women working in scientific research. The For Women In Science 2019 winners were announced by L’Oréal at a celebration at Café Sydney, attended by media and program supporters. In 1998, L’Oréal and UNESCO founded the For Women in Science (FWIS) program to promote and highlight the critical importance of ensuring greater participation of women in science. The FWIS program recognises the achievements of exceptional female scientists at the early stages of their careers and awards them with a Fellowship to help further their research. To date more than 3,100 women in over 117 countries have been recognised for their research and received funding to support their research and careers. Forty Four outstanding local scientists have been recognised, supporting them to continue their research and help them rise to leadership positions in their field of expertise. Each Fellow is awarded $25,000 for a one-year project. This is intended to provide practical help for the winners to undertake research in their chosen fields and the recipients have flexibility in how they spend their fellowship, for example, buying scientific equipment, employing a research assistance, conference and travel costs or paying for childcare costs. THE FELLOWS 2019

Dr Ashleigh Hood (The University of Melbourne) is a Geoscientist and reef hunter,

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of focus for Dr Valerie Sung (Murdoch Children’s Research Institute). What started as a project about obesity in children for Dr Yvonne Anderson (Liggins Institute, University of Auckland), transformed into a larger project to address the inequities faced by individuals and families across New Zealand, for which the Maori, Pacific and most deprived households are currently overrepresented.

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searching the globe for ancient reefs, which she believes host our earliest life forms. Dr Alisa Glukhova (Monash University) is a structural biologist, interested in understanding how the individual molecules that make up our cells work to help cells function in health; and what/how molecular behaviour is responsible for causing disease, such as cancer. Dr Samantha Solon-Biet (University of Sydney) is a nutritional biologist investigating maternal nutrition, in specific protein intake and how it can influence obesity in the child. Despite its incidence, hearing loss remains relatively unknown – this is the key area

01. THE 2019 L’ORÉAL UNESCO FWIS FELLOWS: DR. VALERIE SUNG – PAEDIATRICIAN, MURDOCH CHILDREN’S RESEARCH INSTITUTE; DR. ASHLEIGH HOOD – GEOSCIENTIST, THE UNIVERSITY OF MELBOURNE; DR. ALISA GLUKHOVA – STRUCTURAL BIOLOGIST, MONASH UNIVERSITY; DR. YVONNE ANDERSON – PAEDIATRICIAN, UNIVERSITY OF AUCKLAND; AND DR. SAMANTHA SOLON-BIET – NUTRITIONAL BIOLOGIST, THE UNIVERSITY OF SYDNEY

02. FWIS MANAGEMENT TEAM: JACOB BONK, CHRISTINE BURKE, MATTHIJS VAN DER PUTTEN, DAVID HIGGINS, KENT WEISS, EFFIE GORRINGE, MARNIE CARROLL AND YANN KERHERVE

03. KATE MORRIS – FOUNDER, ADORE BEAUTY WITH RODRIGO PIZARRO, MANAGING DIRECTOR L’ORÉAL AUSTRALIA AND NEW ZEALAND

04. RODRIGO PIZARRO, MANAGING DIRECTOR L’ORÉAL AUSTRALIA AND NEW ZEALAND

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OUT & ABOUT

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DAVID JONES ELIZABETH STREET COMBINES FORMER GLORY WITH STATE OF THE ART CUSTOMER CENTRICITY A beautiful new home for luxury beauty opened in December in Sydney. Looking every bit a world-class destination, David Jones Elizabeth Street’s ground floor Designer Accessories & Luxury Beauty hall blends super chic modernity with classic opulence. The aesthetics work to inspire the customer while the experiential atmosphere is to truly serve the customer. And that’s where the BAs bring their magic to the mix – their human touch connecting the customer with the products through bespoke consultations and tailored services.

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Customer centricity is core to the store. Across the beauty offering, the ethic manifests in tempting interaction with products through human touch and hightech tools. The $200 million, multi-level refurbishment of DJ’s flagship store reinvents the 90-year-old building and offer a contemporary, inspiring retail experience that fosters community. From the champagne bar to the childrens’ department it’s all about destinations and experiences. Drawing people in on the ground floor, luxury beauty, along with designer accessories, sits like a treasure trove ripe for discovery and entertainment. There’s huge goodwill for DJs to pull off this ambitious promise. The traditional customer base is loyal but are there enough of them? Young brands are in the mix to attract a new, youthful customer. The tourist population will be critical to the equation, but by nature it ebbs and flows. Displaying

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an alluring product mix, the house is built for serving, surprising, cosseting and engaging its customer, while it’s the people working within who will bring the magic alive. The store experience counters the online offering, focusing on enriching people’s lives. Nic Criticos, David Jones’ Head of Store Design was tasked with working to develop not just a new look for the store’s future, but to create immersive and experiential shopping experiences. The eponymous store was founded in 1838 by David Jones, a Welsh merchant and future politician after he emigrated to Australia. It is the oldest continuously operating department store in the world still trading under its original name. HERE’S WHAT THEY SAID ON OPENING NIGHT

Peter Playford - Country Manager, Puig Oceania: “We have been anticipating this for a while, but it was certainly worth the wait; the new David Jones Ground Floor is truly amazing. From the detail of the old lift doors above the new modern lifts, to the amazing brands that circle the perimeter of the hall work together to make this truly the flagship department store in Australia. The big challenge will be how the consumer shops this floor; will they be bamboozled by the flagship brands and spend all their money there or will they like the experience of the more open beauty counters so they can pass from brand to brand quite easily.

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OUT & ABOUT

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07. 11. 01. IAN MOIR – CEO DAVID JONES 02. ROSI FERNANDEZ AND BELINDA BESANT – LA PRAIRIE

03. ALI SHORAKA – FOREO WITH DAVID JONES DESIGNERS – DIMI KAPOTAS AND NIC CRITICOS

04. SARAH PERKINS AND MAUREEN MENESES –

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ESTÉE LAUDER COMPANIES

05. PETER PLAYFORD – PUIG OCEANIA AND ANNA MAYAKOVA – COSMAX/GUERLAIN

I saw some very excited Beauty Advisors at the event last night and I think they will provide the renewed energy that this store has been needing for a while. Only time will tell but I have a feeling this David Jones Flagship will have a very big Christmas and that momentum should continue in to 2020 and beyond. Well done David Jones”. Ali Shoraka - General Manager FOREO Oceania: “It is so refreshing to see the Australian department store landscape evolving and progressing led by this spectacular project! David Jones has managed to balance the high service/high luxe environment with such beautiful ease of navigation along with a truly consumer centric design! I believe this unique project establishes David Jones Sydney city as a ‘must see’ destination for tourists as well as the locals seeking that extra bit of retailtainment”. Dimi Kapotas - Brand Design Manager - David Jones: “It has been a thrilling, challenging and rewarding project! We worked hard ensuring a timeless design where the architecture works in harmony with the merchandise which is a unique balance given in most cases the two tend to fight against each other. We have achieved a beautiful balance between David

Jones’ identity, Brands’ expression and ‘starification’ of products. I am delighted to see it coming to life and how we continue to surprise and delight our customers visiting this iconic store”. Fiona Giovenco - Education Executive, La Mer and Jo Malone: “I love that the floor is self-navigational for the customer, and more interactive. Customers can grab spatulas and dip into pots and play at all the units. They can choose between a traditional consultation or a more selfimmersive experience”. Irene Robinson - GM Sisley: “I like that there are no canopies and that each brand has signage high up and easily visible, and consistent – it allows customers to find the brand they’re looking for, as well as explore, and it doesn’t feel closed in. Here we have Sisley’s first Hair Rituel Studio in Australia. The Hair Analyser is a very important part of the consultation – it’s a high-tech device and gives feedback on the health of the scalp and the hair, meaning our BAs can prescribe a regime and track progress with their customer”. Belinda Besant - Training & Events Manager, La Prairie: “Luxury brands have to go beyond offering luxury products, it must be a luxury experience. On counter

06. CLARINS’/HERMES’ LIAM WITH JEROME BELLONY

07. LUXASIA’S PAM WILSON AND NICHOLAS GORICK WITH KATE GILDEA – ESTÉE LAUDER COMPANIES

08. EDITH MAGERSTEIN, ESTÉE LAUDER COMPANIES AND DAVID BLAKELEY – CHANEL WITH LA PRAIRIE’S ROSI FERNANDEZ AND AI SAN BEAUMONT

09. TERRY LITTLE – MD ESTÉE LAUDER COMPANIES WITH LINDA MILLER FROM DJ’S STORE DESIGN

10. LA MER EXUDES CUSTOMER-CENTRICITY 11. JING WITH IRENE ROBINSON – SISLEY GM 12. ‘RED CARPET’ ARRIVALS 13. JASON FERGUSON AND CLINT PIPER - AVEDA 14. LISHENG, CLARE, FIONA AND DOUG – FROM ESTÉE LAUDER COMPANIES’ BRANDS

it’s all about pampering: we’re offering our Art of Perfection services, eye treatments, massage techniques, bespoke beauty consultations and we have deeper services in our suite (treatment rooms), with a dedicated beauty therapist”. Bianca Costa - Store Manager, David Jones: “It’s so nice to have customers back in store and bring back some of David Jones’ history – our 70-year-old tradition of the choir started back at Christmas. We have the feature of the original lift doors, above the new ones and other historical details. The store is customer obsessed. I’m really excited to see Rationale here to draw in a more youthful customer”.

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OUT & ABOUT

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CHEMIST WAREHOUSE PRESENTS ‘TO INFINITY AND BEYOND’ Chemist Warehouse Group held its annual Supplier Function with a “to infinity and beyond” theme, educating guests on the company’s humble origins and their growth over the years in the pharmacy industry. Around 900 guests from Chemist Warehouse Group partners and pharmacist owners were treated to a three course sit-down lunch at the Melbourne Convention and Exhibition Centre while CWG COO Mario Tascone provided the crowd with insights and opportunities available to all suppliers in 2020 to further elevate their brand positioning, and celebrated the success of 2019. Guests were also wowed with a performance by the talented and superfriendly Delta Goodrem. Special media and celebrity guests included: Michael Clarke, Jo Silvagni, Silvana Philippoussis, Josh Gibson, Bianca Chatfield, Alex Pendlebury, Luke Hines, Rachael Finch, Luke Darcy, Eddie Maguire and Brodie Harper to name a few. HIGH POINTS OF 2019 AND WHAT IS COMING IN BEAUTY FOR 2020

Mario Tascone tells esprit: “Skincare, haircare and cosmetics are a major focus

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for 2020 as we move into a ‘Better for You’ era of clean beauty. Customers today are more aware of ingredients that are in their beauty products and are seeking alternatives that are paraben free and synthetic free, so are moving to more natural no-nasties formulas. This will see Chemist Warehouse expand into exciting new natural and organic skincare and haircare. These brands have amazing natural ingredients as well as proven claims with real results for our beauty consumers. “Masks will continue to be a focus expanding into new innovative masks for face and neck and other areas…that will complement all beauty regimens as we move into a D.I.Y beauty era and really

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01. DELTA GOODREM – CHEMIST WAREHOUSE FRAGRANCE PARTNER, LAUNCHING HER NEW FRAGRANCE, DESTINY

02. VERROCCHI FAMILY: ELISHA, MARIO, VICTORIA AND MATT VERROCCHI

03. CHEMIST WAREHOUSE RETAIL GROUP’S DIRECTOR, MARIO TASCONE AND ALBINA REALE, NATIONAL BUYER FRAGRANCE & BEAUTY

04. JUSTINE SCHOFIELD, TV COOK AND MICHAEL CLARKE, CRICKET CHAMPION – BOTH CHEMIST WAREHOUSE MEDIA PARTNERS

05. MEDIA PARTNERS: JO STANLEY, BIANCA CHATFIELD, RACHAEL FINCH AND LUKE HINES

challenge beauty salon procedures, in the comfort of your own home. “Many new fragrance brands are coming to Chemist Warehouse exclusively next year. Cool, fun, young lifestyle brands, to the more prestige niche brands, that will complement our existing large portfolio of fragrance. “Cosmetics is such an amazing category and the introduction of Flower Beauty (Drew Barrymore) cosmetics has brought incremental sales into the category. We will launch new products in the New Year in brow, lip and liquid foundation. Great quality makeup at affordable prices. “We will also expand our vegan cosmetics space as there are growing concerns around animal ingredients, so our customers will have a wider selection of makeup to play with! “Exciting times ahead in Chemist Warehouse Beauty!” promises Tascone.

COSMOPROF ASIA

Cosmoprof Asia - IT’S A WRAP The 24th edition of Cosmoprof Asia, Asia Hong Kong – Asia’s leading international beauty trade event – reaffirmed its role as the world’s most important gateway to the Asia market. Cosmoprof and Cosmopack Asia’s “One Fair, Two Venues” formula pulled off the offer of brand-new updates, avantgarde industrial solutions and innovative content to 2,955 highly qualified exhibitors coming from 48 countries and regions, who showcased their new products and services across the two venues’ 118,900 sqm of exhibition area. Twenty Four Country, Region and Group Pavilions presented new projects from across the globe, with small and medium-sized companies. Korea was the Country of Honour for the 2019 edition, featuring around 600 companies across all sectors and presenting seminars and live demonstrations of what is new in K-Beauty. Antonio Bruzzone, General Manager, BolognaFiere Group, the joint venture partner of Cosmoprof Asia Ltd, comments: “Thanks to all specific services provided on the show floor and to the special initiatives organised during the exhibition, Cosmoprof Asia offered an exclusive preview of the main trends and news from the significant markets in the area, facilitating business opportunities and networking. The show remains the

most important appointment for all international companies and operators focusing on Asia, and the participation of key professional figures in the cosmetic industry confirmed it is the best of the best who attend Cosmoprof Asia”. David Bondi, Senior Vice President - Asia of Informa Markets and Director of Cosmoprof Asia Ltd, added: “We received positive compliments from exhibitors and highquality visitors who engaged in serious trading at the show. This year, we had made unprecedented investments in visitor promotions and logistics arrangements showing our commitment to delivering a world-class trade show experience to our customers. As a result, the fair attracted buyers from more than 120 countries and regions with satisfactory growth in buyer attendance from emerging markets such as Bulgaria, Brazil, Colombia, New Zealand, Russia and Turkey, despite a reduced overall visitor turnout, especially from among those from Mainland China.” SOURCING PLATFORM

The breadth and depth of products and services available at Cosmoprof Asia left professional buyers genuinely impressed.

MEANINGFUL CONVERSATIONS

The 2019 edition of the fair drew the attendance of more serious buyers, and remains the most robust marketplace in Asia, according to exhibitors. In addition to its wide range of exhibits, the B2B marketplace featured an exclusive program that aimed to inspire, educate and drive innovation. COSMOTRENDS Gallery showcased the most interesting products and the upcoming trends of the beauty community. The Cosmoprof and Cosmopack Asia Awards Ceremony on 13 November celebrated the most outstanding products and industrial solutions. CosmoTalks sessions across both venues provided market updates and insights dedicated to specific beauty segments. SAVE THE DATES FOR 2020 EDITION

• Cosmopack Asia (AsiaWorld-Expo) – 10 to 12 November 2020 • Cosmoprof Asia (Hong Kong Convention & Exhibition Centre) – 11 to 13 November 2020 For the full article see esprit’s website: www.espritmagazineaustralia.com.au Turn the page to see esprit’s take on Cosmoprof Asia and trade show thoughts, in general. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |79

Do trade shows work? Returning from Cosmoprof Asia in Hong Kong, esprit’s Nicci Herrera shares her thoughts on what works…and what prospective brands can consider when weighing up if and where to exhibit. Trade shows do work, writes Nicci: “if you know what you want from them”. Cost vs ROI - a healthy discussion/debate for any brand.

I have been in the beauty industry 25 years and I have worked on expo stands for many years with a salon wholesaler and attended more shows than I can count. I can tell you, our salon wholesale stand was the largest, busiest and easily had 50 staff on deck. This was pre online shopping where visitors attended the show to ‘find and try’ and of course grab a deal. My on-stand days were about 10 years ago and year after year since then we have seen a shift in the exhibitors. The trusty long-stayers with brand heritage who diligently ‘do’ the shows are now joined by the newest to the market – the ‘disruptive-by-nature’ indie brands. Year after year I wander the aisles with a growing feeling of dread – observing the brands that I can plainly see are not taking full advantage of the opportunities. They have a person standing there not smiling, waiting for people to stop to engage with them…eeek! That’s a major first fail. No-one sells your brand better that those who are passionate about it. Get your sales team involved. Rotate them to keep them fresh. This is where deals are done, and networking opportunities abound. Shows also give you a chance to see your competition in action. I have just attended Cosmoprof Asia and returned with mixed business-emotions: for anyone who invests in a stand it’s up to you to make it happen. I saw some do it so 80| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

well…and others who let opportunity after opportunity ‘walk on by’.

the end-product audience could focus on their fix, too.

WHICH TRADE SHOW TO INVEST IN?

BOTANY ESSENTIALS’ CELESTINE HADE REPORTS BACK FROM COSMOPROF

The amount of times I see exhibitors that should not be at a certain show. It’s an irrelevant fit. Therefore, it’s dead money and leads to disappointment. On my recent trip to Cosmoprof Asia it had been a little while since my last visit. I was impressed with the scale and the layout. You can clearly see why Cosmoprof is a global event leader. I loved how organised the categories were and the segregated areas were easy to navigate. This is where I would put my expo dollars when looking for the OS buyers. Despite all the turmoil going on with protests in HK, Cosmoprof was still a perfectly executed show that had success. There are two different venues in different locations in Hong Kong: Cosmopack at the AsiaWorld Expo facility and Cosmoprof itself at the Hong Kong Convention Centre in Wanchai. Cosmopack houses cosmetics packaging, printing, labelling, manufacturing equipment and ingredients while Cosmoprof has five floors of beauty products and salon equipment. I love how this split was managed for Cosmoprof and Cosmopack allowing those who were solely focussed on machinery and packaging to be in their element while

Celestine Hade - director of Botany Essentials, a Melbourne-based natural skincare manufacturing company has been participating annually at Cosmoprof Asia, in Hong Kong, within the Australian Pavilion, for the past 16 years. Here she tells esprit: “International exhibitions are key to our company’s growth into global markets from Russia, Europe, Asia and the Americas. Cosmoprof facilitates access to over 100,000 buyers and industry decision makers as well as global brands seeking our manufacturing capabilities in the

VANESSA MEGAN GREY SHARES HER COSMOPROF EXPERIENCE

won’t forget the beautiful and hospitable host city of Hong Kong”. BELINDA AND FELECIA FROM LONG LASHES GIVE US THEIR COSMOPROF FEEDBACK

Belinda Robinson and Felecia Tappenden from CanGrow (Long Lashes, Bold Brow, etc) say: “We find trade shows are a way for us to showcase our products to a wider audience than just Australia. Being an Australian made product gives us great credibility, with buyers from other countries knowing they can trust our formulas – we find this is one of our best selling points at these trade shows. “Cosmoprof 2019 was our 2nd year exhibiting in Hong Kong and we have found that to grow as a brand and a company we need to continue marketing our range internationally and trade shows are the best way to do this. “With the help of Austrade and the Export Market Development Grants, these

shows are made financially viable with a percentage of every dollar spend on promoting your products internationally claimable. “Over the last two years we have managed to secure distributors in the USA, UK, Scandinavia, New Zealand, Thailand and are in negotiations with many more that we have just met at the recent Cosmoprof Hong Kong”.

COSMOPROF ASIA

private label product procurement sector. “Today it is not good enough to sell products based on Australia’s clean, green image – international buyers hear this from every Australian brand. We have a unique selling point in that all of our products contain native and indigenous plant extracts unique to Australia with the addition of our organic processor certification and international standards accreditation. With over 400 private label clients we actively promote them all looking beyond our borders and to actively seek international exposure as a growth strategy. Today we export over 80% of everything we manufacture – a fact which we are very proud of ”.

So, you’re about to invest in an expo – what are the dos and don’ts?

Vanessa Megan Grey, founder of the Australian Natural Beauty Company attended the show and boy did she shop – see above, her new buy! Vanessa tells esprit: “It is hard to describe the scale of Cosmoprof Asia if you haven’t actually seen it, although this year had an unusual atmosphere. Hong Kong is in crisis and the roads of Wanchai had seen protest action only days before. However, inside the halls were lined with an eye-watering amount of skincare brands and products. Some beautiful, many baffling. As a natural beauty manufacturer, I spent most of my time on the third floor which was dedicated to all things green, eco-friendly, clean, organic and Halal. “There was a surprising number of other Australians there, both as exhibitors and visitors and Australia is a clearly a leader in natural beauty. I’ve watched the size of the natural beauty part of the exhibition grow over the years and it is exciting to see the shift in interest towards natural, sustainable and clean skincare. There are noticeable trends in 2019 towards internal beauty supplementation, more sustainable packaging solutions and sheet masks are certainly having a moment. I’ve come back with new product and packaging ideas, with new equipment for manufacturing and a bag full of skin goodies to try and I certainly

Do your research Make sure you find the right show attracting the relevant audience for your brand. If yours is a salon brand don’t be at the gift fair. If you want your brand to be in FMCG don’t be at a professional expo. If you have global plans for your brand, then look at Cosmoprof; they have all types of shows all over the world. We have amazing brands in Australia and the world wants us! Choose how you exhibit yours carefully. Be prepared Before your expo go to a few others, even in different industries. See what they are doing well to get your attention and look at how you can inject that into your business. Look at the stand sizes and see how easy it is to see their offering and enter their space. These are things that matter when volumes of people come through. Research how to build stands and transport them. Nothing for nothing If someone want a sample, give them one, and in exchange, take their details! It’s that simple. At esprit’s latest expo stand we had iPads at the ready with a dedicated landing page to collect audience details. A goody bag in exchange for a mini-survey.

Don’t be stingy – if you are going to sample, make it worth it. Or not at all. Offer exclusives. Have Fun – activity breeds activity. Know what you want to achieve What outcome are you wanting from exhibiting or attending an expo? Match expo to expectations. • New accounts – potential new accounts have made the effort to be there, give them something to jump at. • Data base – if you want to connect via email with people you meet, take their contact details – make it easy and quick. • Distribution – know who you want to target. Prep your staff to read badges and have a plan of who to direct to whom; ie Buyer chat to Head of Sales, students chat to another staff member etc etc • Brand awareness. Make sure your message is clearly received. Give out goodie bags and branding that people can take away with them. When people come to your stand because they have seen someone else carrying your branded bag, that’s a score for you. Capitalise on that opportunity. • Follow up - there is no point attending a show if you don’t make contact afterwards. Strike while the iron is hot. Make sure they remember you.

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INFLUENCER

INFLUENCER esprit’s collection of industry friends share their strategies on networking, selling, product knowledge and job-related growth to build your career as a beauty assistant, beauty influencer. M E G A N C L A R K – E G O P H A R M AC E U T I C A L S R E S C U M E AC A D E M Y DA N I W H I T E - M • A • C C O S M E T I C S ICY LING MICHAEL BROWN OLIVIA FERRARI 82| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

MEGAN CLARK By Nicci Herrera

Cutting your teeth in retail on the shop floor…as a Night Fill Team Member at Big W during afterschool hours, fed into the young Megan’s passion for products. Packing those shelves, she got to touch and feel and read the packaging of well-known consumer favourites…night in and night out! Moving on to an early career in pharmacy, she was recommended to apply for a position at Ego Pharmaceuticals. She joined Ego in 2009 where she came into her current role as a sales representative. “I was working in pharmacy at the time when the position became available and it was suggested I apply. Over the past 10 years I have worked across two territories in the Brisbane region”.

INFLUENCER

Have you met... Nicci chats with Megan – Sales Representative – Ego Pharmaceuticals

WHAT WAS YOUR FIRST JOB?

My very first job was working at Big W afterschool as part of the night fill team. After that my first full time job was working in a community pharmacy in Brisbane. I loved furthering my knowledge of products so as to help customers with their needs. This is where I developed my passion for product awareness and customer service. HOW MANY ACCOUNTS DO YOU SEE? HOW LARGE IS YOUR TERRITORY?

I have around 200 accounts that I would call on in a territory that is spread between The Brisbane CBD to the Sunshine Coast and a regional trip up to Mackay and the Whitsunday region. WHAT IS THE MOST REWARDING PART OF YOUR ROLE?

The most rewarding part of my role is the relationships I develop with the pharmacies and customers where I can provide advice and products that I know are making a difference to people’s skin health. FAVOURITE TOWN WHEN TRAVELLING ON THE ROAD…AND WHY?

My favourite town while travelling for work would have to be Airlie Beach. The weather is beautiful all year round and my customers are always welcoming and wonderful. WHAT IS YOUR LIFE MOTTO?

Never give up because tomorrow is a new day. WHAT IS THE BEST PIECE OF ADVICE THAT HAS BEEN SHARED WITH YOU?

When I started working in the pharmacy industry, I found out very early that there was so much to learn as the nature of the business is ever evolving. Therefore, the best piece of advice I was given is: We are constantly learning so don’t be afraid to ask questions. WHAT’S YOUR FAVOURITE PLAYLIST OR PODCAST WHILE DRIVING?

I have a few different playlists on Spotify that I listen to but mainly it’s just the radio. I have heard The Rich Roll Podcast is excellent so it’s on my ‘to do’ list.

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RESCUME ACADEMY’S RESIDENT MAKEUP ARTIST EXPERT, NIGEL STANISLAUS

Nigel Stanislas’

Skin Preparation Basics RescuMe Academy’s Nigel Stanislas believes beautiful makeup starts with flawless skin. Continuing the RescuMe tutorials, in this lesson Nigel shares his experience in skin prep and skincare with his favourite steps, creams, lotions and potions.

01.

1. Let’s get started • Always cleanse the skin. Even if time is limited, a little micellar water will help greatly. This is the first step to clean the face before putting on any moisturisers or serums. • Scrubbing is great to exfoliate the face. I use a scrub every week, sometimes, 84| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

maybe twice a week. Depending if I wear a lot of makeup for work, I like to use a deep cleanse. I use a scrub and I go for it. Take a moment and massage it into your face and rinse with warm water. •T one. If it’s your thing to tone, I would

say use a toner. You could use it in a spray or on a pad and you could just wipe it across your face and let it sit for a little bit before you apply any kind of eye mask, essence or moisturiser.

Book & Save: Save $50 as an esprit Magazine Australia reader. Sign up for your course using this code ESPRITCOURSE to save $50 off the full price! 02.

03.

INFLUENCER

YOU CAN LEARN EVERYTHING YOU NEED TO KNOW ABOUT BEAUTY AND MAKEUP FROM NIGEL VIA HIS COURSE AT WWW.RESCUMEACADEMY.COM AND CHECK OUT HIS ONLINE BE YOUR OWN MAKEUP ARTIST COURSE.

04.

2. Serums 101

3. Dry Skin

4. Masks

Now, other than moisturisers that every girl should have, let’s go another step. Let’s take a look serums. At night before I sleep, I love to use Estée Lauder’s Advanced Night Repair Serum. The great thing about a serum like this is the viscosity of it is just so nice. It’s not too thick and all you need is just a little bit. Rub it on your face, and down your neck. Sometimes, I even put it on the back of my hands just to make sure that my hands look young as well. It just absorbs in and it’s not oily or greasy. Hyaluronic acid: I’ve only just discovered this in the last four years. When you put something like the hyaluronic ingredient on your face it actually actively absorbs moisture from its surroundings to keep your face plump and moist throughout the day. The next serum I want to talk about is Vitamin C. This has got to be one of the major players in my skincare routine. I use this every night. What it does is, it lightens the freckles or skin pigmentation and creates a brighter, more even and healthier skin tone. Now, remember you should only apply your Vitamin C serum at night. Pretty much 12 hours before you hit the sunlight, because Vitamin C when applied to the surface of your skin is actually photo toxic. So, what that means is that it’s not great when it comes to the sun context and your skin could burn faster.

If your skin is on the dry side, it’s probably going to benefit from an oil instead of a serum. So, look out for rosehip oil and make sure it’s pure, good quality rosehip oil. You don’t need too much; it just needs a little drop spread between your hands and pressed onto your face. You can actually feel a film on top of your face, but leave it like that because what it means is that it sort of creates a barrier between the environment and your face and everything else is locked in securely. If you have really dry eyes, please invest in a good moisturiser. However, if your mascara smudges through the day and you have the problem of panda eyes, skip the eye cream in the morning and apply a good layer at night. Ever wondered why those beautiful Asian girls have that glassy, luminous skin? A Piterra Essence is great. Put it in the palm of your hands, just a few drops, smack your hands together and then pat onto your face, just lightly. No rubbing, no tapping, no massage. Just tap it in and you’ll find that after the time it takes to use half a bottle that your skin is beautiful, luminous and crystal clear. • Every Skin, Everyday. If you do not care at all about moisturising skincare, the one product you must use is sun protection. Sun protection is the most effective way for anti-ageing. The ones I like for myself are those with the new rating of an SPF 50 plus P.A. ++++.

I love to try new masks because they do different things and serve different purposes. I use a clay mask once a week – it’s pore refining. A clay mask extracts all the toxins from underneath the skin, through the pores and when you wash it off, it just gives you a beautiful, clear, sort of velvety finish. On those days you feel like you had too much to drink or a late night out, I would use an eye mask. Estée Lauder Advanced Repair Eye Mask is great; these gel patches go on and stay put for 10-15 minutes. They help eyes recover faster to de-puff. These are great to take on the plane to keep the eye area hydrated. Every brand has a sheet mask now - they’re not messy, but require 15-20 minutes. A sheet mask is drenched with serum. What it does is the concentration in all that ‘syrup’ absorbs into the skin, delivering super hydration. When you touch the surface of your mouth and it gets a bit dry, that’s when you should take it off. If you don’t, the sheet mask will actually re-absorb the moisture from the skin back into itself, leaving the skin more dehydrated than ever. Leave it on for what it says on the pack and then take it off when the time is up.

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INFLUENCER

My Milestone Moments

One thing long service recognition highlights is that this girl or guy LOVES their job. With 20, 30 and more years on the shop floor in beauty, there’s proven passion for what they do. esprit is joining in on your Long Service celebrations and in each issue we’ll be featuring Supreme Beauty Advisors. We launch this spotlight feature with the “incredible” Dani White M•A•C makeup artist.

Dani White – M∙A∙C makeup artist Dani White is celebrating her 25-year anniversary with M∙A∙C this year! She has worked across a number of countries and stores for the brand and is described by her colleagues in M∙A∙C HQ, Sydney as “an incredible member of our team and highly regarded”. Here she tells us about her memorable moments, what’s changed and what still lights up her eyes in our wonderful world of retail beauty.

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HOW DID YOU GET STARTED IN YOUR CAREER AS A MAKEUP ARTIST?

I don’t recall the exact timeline that I became a makeup artist, it just happened in the mid-80s when I was living in London. It was such a great era in makeup due to the different trends, from punk to new wave to new romantic, neon colours, and the emergence of MTV. Trust me, I tried it all! Friends of mine were always impressed with my ever-changing looks and wanted me to try my skills on them. From that point onwards, makeup was always my passion.

I officially started as a beauty consultant with Christian Dior, and over four years developed my basic makeup knowledge and understanding of skin theory, and most importantly the retail business. M∙A∙C opened its first UK store in Harvey Nichols where I was situated with Dior, and all I wanted was to work with M∙A∙C. I’m not sure people realise what a big deal it was to work for M∙A∙C 25 years ago due to the status that the brand held*, and to this day I still feel the same. There’s nothing like it. YOU HAVE BEEN WORKING AS A MAKEUP ARTIST WITH M∙A∙C FOR 25 YEARS – THAT’S A QUARTER OF A CENTURY! HOW WOULD YOU SAY THE MAKEUP INDUSTRY HAS CHANGED THROUGHOUT YOUR CAREER?

I think the biggest change and impact over the years has been the emergence of social media. I remember buying Vogue, Elle and all the glossy magazines for inspiration and new trends. Social media is a great way to connect with other people with mutual interests or other artists within the industry, and my own M∙A∙C family around the world. Another major change is the volume of other makeup brands within the industry, which has created intense competition. WHAT ARE SOME OF YOUR WORKING-LIFE HIGHLIGHTS, AND WHAT IMPACT HAVE THEY HAD ON YOUR CAREER?

My first opportunity with M∙A∙C was working at the free-standing store on the King’s Road in London. I worked there as a retail artist with virtually the same working ethos that we stand for and adopt today. In that time M∙A∙C was still owned by Frank Toskan and Frank Angelo. The working environment that they created helped me bloom into the person that I am today ‑ shaping and encouraging creativity, learning and collaborating with other artists and clients, and my confidence went through the roof. M∙A∙C’s DNA was instilled in me forever.

WHAT ARE SOME OF THE OPPORTUNITIES YOU HAVE BEEN GIVEN BY M∙A∙C THAT HAVE HELPED TO SHAPE YOU INTO THE MAKEUP ARTIST YOU ARE TODAY?

My first highlight was probably London Fashion Week in the ‘90s, which I will never forget ‑ I was so nervous. Since then I’ve been lucky enough to have experienced Fashion Week in Melbourne, Sydney and New Zealand. Also, the opening of M∙A∙C in Myer, I looked after (singer/songwriter) K.D Lang for Viva Glam, and I’ve been involved in photo shoots, videos and tours for numerous bands and artists including Missy Elliot and Christina Aguilera. I’ve also created makeup and looks for Collette Dinnigan, Sigrid Thornton and Gene Simmons, who dragged me on stage for makeup touch-ups and spoke to me in German, as he knew my origin. I was lucky enough to work on a Lisa Ho show, directed by (international makeup artist guru) Val Garland which was a definite highlight as she has been my industry idol. I’m also very proud to have been involved in the M∙A∙C World AIDS Day events, which we have only recently celebrated 25 years. I’ve met some extraordinary inspiring people that have had a lasting effect on me as a person. These experiences with M∙A∙C have taught me to never expect or demand; always listen and stay humble, be professional and helpful, and always be kind.

WHAT’S YOUR NUMBER ONE, FOOLPROOF MAKEUP TIP?

INFLUENCER

YOU HAVE WORKED BOTH LOCALLY AND INTERNATIONALLY AS A MAKEUP ARTIST. TALK US THROUGH YOUR CAREER PATH THAT GOT YOU TO WHERE YOU ARE TODAY?

Arriving in Melbourne over 20 years ago I continued to work with the M∙A∙C family, which now included Estée Lauder, with the opening of M∙A∙C in Myer. In 2004 we opened the M∙A∙C Pro store on Chapel Street in South Yarra, which to this day is still my home base and I love it. M∙A∙C provides the best education and ongoing ways to improve and to keep my skills updated, including basic training, counter and fashion certification, master classes, update training and Stay and Play**.

M∙A∙C Strobe Cream is one of my favourite products ‑ I call it Berocca for your skin. It transforms it from drab to fab! Available in various shades to suit all skin tones. It’s a luminous moisturiser that’s packed with multivitamins and antioxidants. You can use it on its own or under foundation, or on top as a highlighter. It’s also stunning on legs and arms for a luxurious glow. Try it, you won’t regret it. * In 1984, beauty salon owner Frank Angelo and photographer Frank Toskan created M.A.C cosmetics in their kitchens to fulfil their professional makeup needs. They decided to package their products in black pots instead of compacts, and that quickly became the company’s signature. ** A ‘Stay and Play’ is essentially an evening in-store where the artists can stay after hours and play with makeup. It’s an opportunity for them to get really creative, try new looks or techniques they’d like to try and have their colleagues, M.A.C Trainers and sometimes even our Senior Artists there to assist them and teach them.

I looked after (singer/ songwriter) K.D Lang for Viva Glam, and I’ve been involved in photo shoots, videos and tours for numerous bands and artists including Missy Elliot and Christina Aguilera. I’ve also created makeup and looks for Collette Dinnigan, Sigrid Thornton and Gene Simmons, who dragged me on stage for makeup touch-ups and spoke to me in German, as he knew my origin. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |87

INFLUENCER

Brands! Brands?

Brands..

By Icy Ling INSTAGRAM | @icybutterfly

Take some time to hear the stories behind each product you buy, the design, the innovation, the craftsmanship. Spend money on things you will appreciate.

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I am neither super well paid nor born rich! I just happen to know what to shop for and how to shop. But again, I wasn’t born with this… I learned a lot of it from my job. I write fashion and beauty for magazines. I have to be able to gather the best list of reasons behind each of my purchase decisions (specifically on expensive stuff!). LUXURY-SHOPPING PHILOSOPHIES, HERE ARE SOME OF MINE:

There is nothing wrong with being sophisticated. But don’t overemphasise the brand names. It’s not necessary to own a big logo to prove its quality. The prices we have paid do include the brand’s reputation. Others don’t have to know that, don’t show-off. Invest in those pieces you need the most and use more often! I admire those who spend on luxurious lingerie and dish-ware, because these items are daily essentials. Just because we need to renew our mascaras all the time, doesn’t mean we should buy cheaper ones. At least, I don’t shop in this way. Take some time to hear the stories behind each product you buy, the design, the innovation, the craftsmanship. Spend money on things you will appreciate.

Don’t be the slave of what you bought. If I have to get a new brush while buying a new foundation, I will possibly give up that foundation. Trust me, most designer brands won’t make us shop like this. We don’t have to buy a matching lipstick in order for a blush to look good on us.

INFLUENCER

After checking on my Instagram style, I heard one of my clients/followers comment – ‘icybutterfly… she is either super well paid, or she is born rich…’

ICYBUTTERFLY AT BVLGARI EVENT

Not all designer products are expensive. Not all market products are inferior. While shopping, we are paying for the positives of each product while ignoring their disadvantages. To me, luxury shopping means we are paying a higher price to minimise the disadvantages of an item. Try, feel, touch, enjoy, create memory… have an ownership of the product, it means a lot to you and you have an emotional connection… don’t you think these considerations and attachments are far more important to us than having something bought purely on price? I do - enjoy!

LET’S CHAT

I am writing this column each issue in esprit Magazine Australia for 2020. If you would like to share your success, you know where to find me. @icybutterfly

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INFLUENCER M I C H A E L’ S T O P T I P S O N

n io t a c u d E . s v r e v o e k Ma As the new year starts and we say goodbye to the Xmas retail rush, it’s a great time to focus on summer themed mini makeups…

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January can be a quiet time on the cosmetics floor. Everyone has usually over-spent during the festive season and the consumers who are shopping, most probably want to be in and out to enjoy the summer days ahead…so ‘express touches’ at counter are encouraged and appreciated by all, during this time of year.

In the years that I was in the education team at L’Oréal Luxe, one thing that really used to frustrate me in retail was the word Makeover… Yes I get it for TV shows and the wow factor of the before and after, but I always used to think to myself, ‘I wonder if that woman in the experience can actually recreate the look given to her…?’ Did anyone actually explain how to style her new hair cut, or apply that beautiful makeup? Answer, generally no!

INFLUENCER

DO YOU REALLY MEAN MAKEOVER?

If you go through each product with your customer, and show one side or area of the face applied and the opposite un-made-up to compare, this creates wow for each product, not just the end look.

THE VALUE OF EDUCATION

In the retail space, it is vital to educate, and not just ‘makeover’, your customers. The idea to not show a makeup application in steps or stages is such a missed opportunity in sales, because if your customer cannot see product results as applied, how will they know and visually see product efficacy? Some used to say, the ‘wow’ comes from the full end result, so don’t show your client the mirror until the very end…the reveal. In my experience, sometimes doing so can be a bit much to take in, especially if the person isn’t used to much makeup. This way, seeing everything at once, at the end of the makeup session, they don’t have key product memory. As it wasn’t shown in stages, they might only focus on a couple of things they like. If you go through each product with your customer, and show one side or area of the face applied and the opposite un-made-up to compare, this creates wow for each product, not just the end look. It shows them the importance of a product system, not just a few prominent products that they may already have.

The power of the tutorial is bigger than ever, today – across all industries, but in beauty it can make anyone feel like a makeup artist. Learning the application techniques upskills them. YouTube’rs have nailed this. Makeup artists are now presenters and beauty advisors have the advantage of being at the forefront of brands and core products. So now you know…never ‘makeover’ someone. Educate with application techniques and before you know it, you will be conducting a mini tutorial which your customer can feel empowered from, resulting in higher sales. If someone feels they can do something, they are more likely to actually do it. The power of self-belief ! Now, back to mini summer makeups, you don’t always need to start from scratch if the person already has makeup on. Honestly, who really enjoys having their makeup removed in a retail environment? Sometimes the best way to educate someone is to refresh and upgrade a makeup look they have already applied.

Whether it’s all or 1-2 products, updating and educating can make quick, summer retail sales - a light face serum or hydrating lotion-style moisturiser pressed into the face to refresh skin; a little re-conceal where needed to brighten; a pop of blush; a metallic eyeshadow on mobile eyelid; a smokey liner; and a central add of highlighter or lip gloss to lift. “Which ones, madame?”

BY MICHAEL BROWN @MBROWN_BEAUTY WWW.MICHAELBROWNBEAUTY.COM.AU MICHAEL BROWN IS THE MARC JACOBS BEAUTY, SOUTHEAST ASIA REGIONAL ARTISTRY AMBASSADOR ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |91

It’s all about

ME YOU

esprit asked the BAs: “What do you do to make sure your customer feel he/ she is central to the consultation?”

How lucky are we to have the opportunity each and every day, as part of our jobs, to talk to real live customers! There they are before us, giving us eye contact and asking “how?” “what?” “where?” and “why?” And YOU have the knowledge, expertise and products to answer them. It’s your opportunity to get really real and personal. They don’t want what’s best for your sales this week…they want you to work with them to find out and prescribe what’s perfect for them. Here we hear from BAs around the country who love putting their customers first and foremost in a genuine one-on-one consultation that makes them feel they are special to you and you are hearing them.

James Prasad PRICELINE PHARMACY STORE: MENAI CITY: SYDNEY, NSW With serving hundreds of customers a day in our busy Priceline retail world comes the challenge of dealing genuinely with customer concerns, both in Beauty and the Health industry. After being in pharmacy for four years, I know our customers are all different, therefore it’s so important to provide an array of products and knowledgeable services in our pharmacy. I must ensure daily my customers feel so special with every consult. To do so, I need to be a good listener to pick up on all key points that could relate to their Health and Beauty concerns. This is very important. With a whole new year ahead, sometimes the business can be overwhelming. That sentimental one-onone customer experience can be lost, but we must remember those best practices we offer with the personal touch, will have that customer coming back to you. This can be from the simple things of remembering your customer’s 92| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

name, asking, how the products we had recommended are working for them, inviting them back into your store for a follow-up and just acknowledging them as a loyal customer, is key! Each customer consultation you offer, can be life-changing with the product knowledge you provide them with. Remember listening and gathering the vital information during your initial consultation, is vital and that’s honesty! If your customer sees that you are recommending products and providing in-store services that relate to their needs, they will be so happy! Use your amazing listening skills and combine that with your product knowledge and that’s how your customer is going to feel so special.

Nice Zhang MARC EDWARD AGENCY STORE: T GALLERIA BY DFS, THE ROCKS CITY: SYDNEY, NSW Making a customer feel central to the consultation is imperative to not just make a sale, but to make them feel like they are special/important. By just listening to a

customer, their needs and their worries, gives me the opportunity to engage with them in a way I may not have been able to do before speaking with them. One of the many things I love about this job is seeing a customer HAPPY. A customer may say “let me think about it” and then come back an hour later because they felt cared for and truly did love the product(s) we spoke about. Consultations should always be vibrant, exciting and warm; by doing this it ensures repeat customers and only leaves them wanting more!

Katey Wilson CLINIQUE STORE: MYER, KARRINYUP CITY: PERTH, WA Making sure the customer feels central to the consultation is so important to me. As a consultant I want to make sure she/he feels respected and valued when they come to the counter. I also want them to feel confident and connected with the brand. I show them respect by listening to their needs and their concerns for their

I like to think of it as me helping someone to get the healthiest skin possible rather than just recommending a product for a quick sale.

This can sometimes be the only chance our customers get to relax throughout their day. It also gives me the chance to feel the texture of their skin and to examine their concerns. I then give a step-by-step explanation, ensuring I am sharing my knowledge appropriately and guiding the client throughout the consultation. I hope by this stage the client has opened up and we have been able to build a connection. Lastly, it is important to make the decisions together while offering my professional opinion.

Kiannah Bourn YVES SAINT LAURENT STORE: MYER, CITY CITY: MELBOURNE, VIC I believe being genuinely kind, creating a connection and sharing your professional opinion is the key to making your client feel amazing. It is important for me to make my customers feel at ease. I like to do this by firstly introducing myself and being on a first name basis with my client. I always prefer to make the client feel central to the consultation by inviting them to “take a seat”. This is the perfect time for me to deepen my knowledge of the client, their lifestyle and their concerns. It is my main priority to ensure I fully understand the client’s expectations of the journey to the end result. For example, a customer who is after a new foundation, we firstly need to diagnose their skin type. To let my client fully relax, I like to massage the skin for roughly 2-3 minutes.

Natalia Moraes MARC EDWARD AGENCY STORE: MYER, CITY CITY: SYDNEY, NSW What I do to make sure my customer feels central to the consultation is to connect with them in terms that they understand. It’s important for me to know the product inside out while I am speaking to them to help them understand what they may be buying. Of course, the most important thing is being friendly and smiling.

This is most important as well as listening to them about their needs and being responsive. There are even times when a customer may not know what they are looking for. Therefore, a consultation with them is so important to ensure you find the right product, for the right person.

INFLUENCER – BEAUTY & THE BEST

skin. This is very important to me so I can recommend the right product considering all the information given by the client. I also offer to try products on the client so they can feel it on their skin. I ensure they feel confident and comfortable talking to me about their skin. It is important to make sure they trust me while I recommend products. I like to think of it as me helping someone to get the healthiest skin possible rather than just recommending a product for a quick sale. At the end of the day we are there for the customer, to advise them and educate them on their skin. To give them the best consultation possible and to help them, not just to sell.

Novita Rahayu SISLEY STORE: DAVID JONES, ELIZABETH ST CITY: SYDNEY, NSW Discovering what your customers need is the key to a successful consultation. Often we forget how important it is to make a connection with your customers. The first impression is very important, and always determines how open you are to their skincare concerns and needs. With a warm welcome, I offer them a seat, and make them feel comfortable to have a conversation about their skincare priorities. I encounter many customers who want to be listened to. Understanding with empathy and letting them know we understand their frustrations about not achieving what they expected in the products they may have used previously. I let my customers talk about what they really need without judgment and I make them the priority. When I do this my customers trust the products I recommend. A good consultant knows how to create a skincare recommendation that will fit their customers’ daily routine without overwhelming them. Creating a skincare routine with easy steps to follow builds my customers’ confidence to start their routine at home, and then they will see a great result for their skin in the long term. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |93

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MYSELF

INFLUENCER

AN ODE TO Olivia Ferrari joins esprit’s columnists for 2020 as someone who knows the beauty business from a unique angle – as the founder’s daughter. Since day dot she’s had her own mind and has navigated growing up in two different hemispheres observing the filament fancies that are thoughts, ideas, plans or demons. Through travel, experiences and study she has evolved her own brand of wellness. Sharing with you here, and with a firsthand understanding of the BA role. Hello there. I am writing to you, the closest person to me, but the one I so often ignore. You have always been there, since the day I was born and have my best intentions at heart, but I don’t feel like I really know you, and so I want to try. I often feel like you are working against me but now I know that it is because I don’t understand you. I take responsibility for not doing this sooner but it’s time, time to get to know you, understand you and ultimately move forward in harmony together, as a team: Team Me.

Here are the biggest lessons you have taught me. 1. Intuition is always right: if something doesn’t feel right, it’s not. You do not have to wait until you have visual evidence to prove your feelings are true; your gut knows. Do not listen to your Logic Mind which tries to reason you away from your intuition. It is as simple as: Listen, Feel and Act. 2. Take responsibility for everything in my life. The good and the bad. If yoga feels better than having a late dinner with friends, then do that. Learn the Power of saying No (thank you). You cannot blame someone else for your weight, condition, mood, etc. 3. Don’t be afraid to be wrong and make mistakes, as long as you learn. Mistakes then become positive building blocks. 4. Avoid comparison. There is no other person on this earth the same as you, nor will there ever be. You are entirely unique. Be empowered by your uniqueness and decisions in your truth.

Wellness

5. “Your biography makes up your biology” so leave gossip and drama behind. Spend time with people who increase your vibration and support you on your path. Don’t be afraid to say no to plans that do not support your goal(s). 6. Trust that the universe has your back and time heals all wounds. This was partially challenging for me as sometimes I could not see past the hour, but as time went by I could plan a little more and then a little more each day. 7. Reaching out to a friend may make you feel vulnerable but often pays off and shares the load of your worries. Thank you to my close friends who have dropped everything and held my hand when I needed it. Your love doesn’t go unnoticed. 8. Drugs, alcohol and caffeine have long term effects on your decision-making process. It is important to clean your body regularly and use the above three to a minimum.

Olivia is an English-born qualified masseuse, meditation and yoga teacher. She currently resides in Byron Bay running Olivia Ferrari Wellness. For more information visit: oliviaferrariwellness.com

ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |95

BRAND NEWS

BURBERRY HER INTENSE Burberry introduces Her Intense Eau de Parfum, a bold yet elegant interpretation of the original EdP. Blackberry and cherry notes contrast with the lighter jasmine and violet accord, capturing the energy of London and its diversity. “Her Intense evokes a unique atmosphere: the boldness of leather and woods, softly revealed through a delicious blend of vanilla flower, sugar cane, red marshmallow and cotton candy,” says Perfumer, Francis Kurkdjian. Cara Delevingne continues to embody the spirit of the Londoner girl. This time she’s sophisticated in a daring and dapper suit, captured by Juergen Teller in a series of images on the River Thames and throughout London, where climbing wild flowers meet imposing and striking skyscrapers. The bottle is inspired by an archival Burberry fragrance design and has been sublimated in this darker look. Made from smooth, curved glass, it can be personalised with engraved initials on a gold charm around its neck. RRP 100ml, $195 and 50ml, $150. Available from 2nd February 2020 from leading department stores nationally.

Gucci Rouge à lèvres mat lippie Gucci Makeup began its new story under Creative Director, Alessandro Michele’s imaginative vision of breaking industry traditions. For him the new set of beauty ideals embrace self-expression and diversity - both are at the core of each product. Entrenched in his design oeuvre is a fluid concept of time, where the past flourishes in, and nurtures the present. The lipstick collections Rouge à Lèvres Satin, Rouge à Lèvres Voile, Baume à Lèvres and Rouge à Lèvres Lunaison limited edition take inspiration from the makeup of Hollywood actresses from the golden era of cinema and the makeup worn by women who he admired for their tenacious and independent spirits. The formulas for Gucci lipsticks are: satin finish in Rouge à Lèvres Satin, sheer finish in Rouge à Lèvres Voile, lip balm in Baume à Lèvres, and glitter finish in Rouge à Lèvres Lunaison. Rouge à Lèvres Mat’s gold metal hued tube has evenly spaced narrow ribbed grooves etched vertically into its length. Precise and elegant, the packaging nods to the era when lipstick tubes were an execution in art and decoration. Considered technological objects, they were beautified with design, transforming them into little pieces of allure for a vanity table, a powder room, a silk purse. All 28 shades are created with a formula dense in pure pigments, resulting in brilliant colour, from nudes to oranges and pinks, reds, purples and a shade of majestic green. RRP $57.00 at David Jones Elizabeth Street Sydney now.

Lunar New Year 2020 Ecological Compound 125ml Set January 25th 2020 marks Chinese New Year and the beginning of the Year of the Rat. Luxury French skincare and cosmetics house Sisley Paris marks the occasion with the release of a limited edition Lunar New Year 2020 Ecological Compound Gift Set. Ecological Compound is an award-winning essential revitalising, rebalancing and moisturising skincare product for all skin types. Since its launch in 1980, Ecological Compound has achieved a cult following amongst both men and women globally with one Ecological Compound sold every 45 seconds worldwide. A formula that restores skin functions whilst supplying the right dosage of elements needed for skin to regain its natural balance, Ecological Compound contains a synergistic compound of plant extracts selected for their stimulating and revitalising actions. The gift set includes value-add deluxe samples of the Sisleÿa L’Intégral Anti-Âge collection. RRP $295.00, available 5th January 2020, at David Jones.

NUDE BY NATURE’S 100% NATURAL COMPLEXION Luminous Sheer Liquid Foundation and Perfecting Concealer have been formulated to work as a complete complexion solution for an even, radiant finish. Vegan friendly ingredients work to improve the skin as they work their beautifying, naturally. Both are enriched with moisturising ingredients like Hyaluronic Acid and Vitamin E, along with potent antioxidants including native Australian Kakadu Plum and Lilly Pilly. The sheer liquid foundation delivers light to medium coverage with a dewy radiant finish. Available in 10 shades: from Ivory, through Natural to Brunette. RRP $39.95. The Perfecting Concealer covers dark circles, disguises puffiness, hyper-pigmentation and blemishes. Available in eight shades from Ivory to Café. RRP $19.95. On counter from 25 January 2020 at Priceline, Chemist Warehouse, Big W, Myer and selected independent chemists.

Marc Jacobs Daisy Daze limited editions The four Daisy Daze fragrances have warm, vibrant scents which are literally inspired by that moment you find yourself in a daze, drifting off and getting lost in the moment. An escape from the everyday. They are a fresh & fruity twist on the classic Daisy fragrances. Perfumer is Alberto Morillas at Firmenich. Daisy Marc Jacobs Daze is characterised by its inviting bursts of mandarin and sweet mirabelle which sparkle against the smooth, creamy musks resulting in a crisp, sumptuous scent – 50ml, $89.00. Daisy Marc Jacobs Eau So Fresh Daze is a scent of luscious white peach and orchard blossom mingling to create a sense of comforting freshness, complemented by the sparkling freshness of peach – 75ml, $99.00. Daisy Dream Marc Jacobs Daze has the sweet floralcy of silky wisteria and juicy longan berries which together exude a dewy freshness that blends with clean musk for a delicate warm finish – 50ml, $89.00. Daisy Love Marc Jacobs Daze sees bright Osmanthus wrapped in the golden softness of amber and immersed in the juiciness of apricot radiating a sweet and sparkling sensuality – 50ml, $109.00. The iconic Daisy caps are adorned with golden accents and a unique combination of opaque and transluscent petals that bend to the touch. The cantaloupe-coloured cartons are produced in a soft-matte material and are adorned with shiny daisy chains and gold foil accents for an elevated finish to complement the bottle. Available from Myer and David Jones from February 23rd, 2020.

96| ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020

Eylure ProMagnetic eyeliner allows the user to adhere their magnetic lashes with a kind of ‘latchon’ technique. Two to three coats of the eyeliner is applied, in the same way as an eyeliner is drawn on to the eyelid. Once it is dry the magnetic lash is applied directly onto the magnetising liner. It is a long lasting, smudge proof formula that’s easy to use and safe for daily wears. There are three Faux Mink lash styles. Pro Magnetic Accent Lashes - a ¾ lash that will lift the outer corners of the eye, for a bright eyed and beautiful effect; Pro Magnetic Wispy Lashes - a tapered lash designed for elongating the eye and achieving the elusive cat eye effect; and Pro Magnetic Volume Lashes - a crisscrossed lash with a soft fluffy finish. On counter now exclusive to Priceline online store.

Now…Not A Collection Fashion-forward fragrance house Juliette Has a Gun extends its Not A Perfume line with Not A Collection. The clean, pure and minimalist scent of Not A Perfume is now available in a hand cream, a water-based hair and body spray as well as in an overdosed perfume version. Created by Romano Ricci, great-grandson of the great haute couturier Nina Ricci, Not A Collection contains none of the common nasties. Not A Perfume Superdose – a fragrance that is still a clean, fresh and elegant aroma leaving an even more powerful trail. 100ml RRP $219.00. Not A Hair & Body Mist – after over two years of development, the hair mist is water-based (alcohol free), and sprayed with a continuous atomizer. Created with no gas (to respect the environment), this hair and body mist can be used as a perfume booster, as it will intensify the trail of any fragrance you mix it with. 75ml RRP $82.00. Not A Hand Cream – softening and nourishing yet not sticky, this hand cream helps skin remain matte and hydrated, with a long-lasting scent and silky touch. 30ml RRP $35.00. Available at Libertine Parfumerie, selected David Jones and Myer department stores as well as through other niche perfumeries in Australia and New Zealand.

BRAND NEWS

Eylure Magnetic Lashes

SISLEY’S RADIANT EYES A velvety, creamy and lightweight eyeshadow collection with ultra-pure pigments for radiant looking eyes – that’s the new Les Phyto Ombre collection with light reflecting mother-of-pearl and ultra-pure pigments for luminous, sheer and long-lasting colour. Half-powder, half-cream, the formula blends seamlessly with the skin. The velvety texture can be reworked as much as needed thanks to natural Mica powders and Silica spheres that form a smooth, even, imperceptible film. Enriched with exceptional skincare benefits including Camellia Seed and Rosehip oils, Green Tea extract and White Lily extract, Les Phyto Ombres provide softness and comfort without creating any dryness. It’s a range of 20 luminous shades in four colour families with five different finishes: matt, satin, metallic, luminous, iridescent. All the shades complement and echo each other, so they can be worn alone or in combination with each another. THE NUDES - six natural shades perfect for a no make-up effect. THE SMOKY - six muted eyeshadows packed with pigments for smoky looks and intense eyes, by day or by night. THE ARTY - five colourful, fun, trendy shades that look striking and can be used for a colour block effect. THE GLOWS - three metallic shades for a play of light and to give the eyes a captivating touch. RRP $65.oo, on counter at David Jones now.

BAR NONE – THE ZERO WASTE HAIRCARE Bar None is a brand with a simple ethos – creating products customers will love without harming the environment. Bar None decided it was time to reinvent the wheel and took haircare - a bathroom staple - and reimagined it with the environment in mind. Bar None believes everyone should be given the chance to be part of the war on waste movement. Purchasing consciously should be accessible to all. Bar None has made it easy to ditch the plastic packaging and care for hair and the earth. Core products of the Bar None range include the solid hydrating shampoo and conditioner bars, biodegradable hair ties and biodegradable scrunchies. The solid bar range is zero waste, plastic free, PETA certified, 100% vegan and has 100% recyclable packing. Hydrating Shampoo Bar and Hydrating Conditioner Bar both RRP $16.00; Biodegradable Hair Ties and Biodegradable Scrunchie both RRP $5.00. Available nationwide at Woolworths.

Hask Tea Tree HASK is an innovative European haircare brand innovating with high performance formulas created to treat and repair all hair types. HASK Tea Tree Oil & Rosemary Invigorating Collection is formulated with purifying Tea Tree Oil to unblock hair follicles and Rosemary to reset the scalp and restore strands. The collection – Invigorating Shampoo, Invigorating Conditioner (both 355ml) and Invigorating 5-in-1 Leave-In Spray (175ml) are all $14.99 removes impurities while nourishing and hydrating for refreshed, healthy looking locks. This unique ingredient combination provides a cooling, tingling sensation while soothing, calming and invigorating the scalp and hair. Infused with a citrus green scent. Available at Priceline and Coles now. ESPRIT AUSTRALIA JANUARY/FEBRUARY/MARCH 2020 |97

BRAND NEWS

DERMALOGICA’S BIOLUMIN-C EYE SERUM The skin around our eyes is both hard working, blinking away all day, and delicate. It is the first place premature signs of skin ageing appear. Dermalogica BioLumin-C Eye Serum builds on the success of Dermalogica’s original BioLumin-C Serum, delivering the same brightening and firming power of the original serum. The new lightweight supercharged formula is optimised to help fortify the delicate eye area while also delivering Dermalogica’s ultrastable Vitamin C complex where skin needs it most, brightening and firming to address fine lines and wrinkles at their source. In a clinical study, BioLumin-C Eye Serum delivers: visibly brighter skin after just one application and increased firmness around the eye area after eight weeks of use. RRP $115.00, 15ml. Available in David Jones and selected stockists from January 17, 2020.

Ardell Lashes go salon style Ardell expert lash brand brings a salon-style lash to retail: Extension FX Range. These ready to wear strip lashes resemble a fresh application of salon applied lash extensions. Lashes will have the same characteristics of lash extensions: curl type, thickness, length and design. Each style has been designed to complement a different, and common eye shape, therefore consumers are able to find the perfect look to suit their unique eye shape. The Extension FX Range is accessibly priced at $12.99 per pack. On Counter February.

CK EVERYONE One of the world’s most iconic fragrance brands, launching in 1981 with Calvin, an eponymous men’s fragrance from the American designer Calvin Klein, the brand enters a new chapter in the CK ONE story. CK EVERYONE bursts with endless possibility – a tribute to individuality and the freedom of self-expression. Portraying this, the CK EVERYONE campaign is fronted by an inspirational collective of multi-hyphenate models, artists, musicians and creatives who illustrate the many sides of themselves and redefine boundaries to proclaim: I am one, I am many. I love everyone of me. Master perfumer and creator of the iconic CK ONE fragrance, Alberto Morillas crafted a gender-neutral fragrance exuding clean freshness using 79% of naturally sourced ingredients. CK EVERYONE is the perfect combination of clean freshness, sweet sensuality and provocative edge. A citrus fragrance that uplifts with zesty organic orange oil is paired with a blue tea accord and a vibrant cedarwood base. EdT Spray 100ml, $79.00 and 50ml, $59.00. Available from MYER and David Jones stores nationally from 16 February 2020.

Natio Desert Dreaming Natio’s limited edition Desert Dreaming collection comprises nine make-up essentials. Bronze Glow Perfecting Primer (RRP AUS $17.95) - a barely-there, beautifully glowing base. Desert Sunset Cream Blush & Highlighter Palette (RRP $21.95) - two richly pigmented cream blushers and one cream highlighter in a convenient compact for dewy and illuminated skin. Lip Colour Balm (RRP $16.95) for a natural shine with a kiss of glowing sheer colour on the lips. Extreme Volume Mascara - Black (RRP $16.95) for longer, thicker, silky-looking lashes. Desert Riches Mineral Eyeshadow Palette (RRP $21.95) - features twelve blendable mineral eyeshadows. From earthy browns and glistening golds to rich bronzes and russet reds, the palette features a mix of matte, shimmering and metallic shades to create endless looks. Makeup Setting Spray (RRP AUS $17.95). Desert Sands Semi-Matte Bronzer (RRP $21.95) - a super fine powder bronzer with a semi-matte finish to add glowing warmth to the face. Blend & Define Eyeshadow Brush (RRP $14.95). Bronze & Highlight Brush (RRP $18.95). Available from Myer, David Jones and selected Pharmacies from 20 February 2020.

GUCCI GUILTY LOVE EDITION The celebration of liberty and freedom continues as another chapter of the Gucci Guilty story unfolds. Marking the first anniversary of #ForeverGuilty, two limited edition scents are born: the Gucci Guilty Love Edition. Dedicated to eccentric lovers, the new Gucci Guilty fragrances debut at a time that celebrates contemporary love, by those who express their connections in unconventional and authentic ways. Exploring both the male and female gaze, the new and diverse scents are encapsulated in the refreshed bottle designs; opaque pastel green Pour Homme, and a retro muted pink Pour Femme. Gucci Guilty Love Edition Pour Homme is a new modern Aromatic Fougère Spicy Green scent. Its striking spirit is characterised in vibrant cold spices, citrus and enigmatic masculine aromatic woods. Gucci Guilty Love Edition Pour Femme’s surprising combination of notes shine bold and bright, instinctively melding together. A refreshed Oriental Floral Fruity Chypre scent, the new creation is a tribute to the vintage character of the Narcissus flower. The Campaign portrays the unique connection of reunited protagonists, Jared Leto and Lana Del Rey, in a quintessential American setting of the laundromat. Captured by photographer Glen Luchford, the uninhibited free spirits pay homage to their liberation from society’s confines, with the scents duly juxtaposed within this peculiar environment. RRP Eau de Parfum 50ml $140.00 and 90ml, $185.00; Eau de Toilette 50ml $110 and 90ml $145.00.

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