T H E AE S T H E T I C S
EDIT PRODUCTS
|
INSIGHTS
|
PROFILES
|
TRENDS
|
FOCUS
|
EVENTS
ISSUE FOUR
SUMMER QUARTER 3
THE AESTHETICS EDIT
WELCOME FROM OUR FOUNDER As we transition back into our new normal we are excited to continue our commitment to create new and inventive ways of supporting you in the changing conditions. During COVID-19 we worked harder than ever to develop infrastructure; additional training access, Online platforms, and tailored support to ensure you could be one step ahead of the storm. This even included moving into a brand new premises, taking full control of our supply chain to guarantee uninterrupted service to our partners. We have launched 7 dynamic initiatives during the lockdown, designed to support your business and our community; the Concierge Ordering Portal, virtual on demand training, Affiliate ECommerce, our NHS gifting campaign, Staff Benefits Online store, HG Give Back programme and most recently, the Consult & Concierge service, all of which have made a fantastic impact on our partners and in most cases will provide incremental benefits beyond COVID-19 to become an integral part of ongoing business. We continue this momentum with offering our Consult & Concierge Service to a wider number of partners as a VIP treatment day or agreed times & days where we can provide a free of charge extension to your business and offer 1-1 video consults, prescriptive regimes and profitable sales to you, where you don’t have the time or resource to provide these. The Online landscape is a changing one, and making this work for our partners is a key focus for us for the rest of the year. We have launched a unique Consumer Back to Clinic campaign for rest of year, leveraging all national Online purchases to further support our partners, and we have an exciting added value activity plan in place to increase our clinic & platform exclusives, ensuring that you always have the very best to offer your clients As always, myself and our team are here to support you in every aspect of your transition and ensure you are well placed to make up for lost time & revenue in the months ahead.
Alana x ALANA MARIE CHALMERS
| 02
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
IN CONVERSATION WITH MELANIE GRANT There was a time when Australian facialist Melanie Grant would sneak off with ingredients from her mother's kitchen—egg whites, lemon, honey—to make DIY face masks for all willing passers-by. Some 25 years later, she’s gone from DIY skin care to luxury skin tech, and her eponymous clinic, Melanie Grant Skin Health, sees a client list that includes Lara Worthington and Jessica Gomes, where she prescribes courses of light therapy treatments with the Déesse Pro LED Mask. This month, we had a catch up with Melanie Grant in her flagship Medispa in Sydney , to discuss the benefits of light therapy. “[Skin care] is all I've ever done," Grant says. "I think we're known for a signature result, not so much a signature treatment," says Grant of her clinic, where they combine different modalities—ultra-fine microdermabrasion with a firm massage, or radio frequency skin tightening with collagen-inducing light therapy—specifically suited to each client's complexion. “There are many factors that can affect our skin, especially as we age. These include diet, lifestyle, stress and hormonal changes,” says Grant. To target these effects on the skin, Melanie Grant is a huge advocate of light therapy. Suitable for most skin types and textures, Grant says that over a course of treatments, light therapy can result in firmer, plumper and smoother skin. “Also, along with the stimulation of increased blood and lymphatic flow, it helps to detox and de-puff your complexion.” But wait—there’s more. “It is also antiinflammatory and promotes healing, so it’s a great treatment option for almost everyone, with no pain or downtime.”
| 03
H A R PA R G R AC E . CO M
HGI AESTHETICS EDIT
CELEBRATING OUR SOLO PARTNERS SUCCESS THIS YEAR HAS DRIVEN UNEXPECTED CHANGE IN THE WAY THAT WE ALL MANAGE OUR BUSINESSES, SHOWING OUR ABILITY TO ADAPT AND TRANSFORM IN AN AGILE MANNER TO SUPPORT OUR CLIENTS AND CONSIDER HOW WE EVOLVE OUR WAY OF WORKING FOR THE FUTURE. For some, large teams are at hand to support one another, spreading resource to be able to engage with patients regularly, whereas for our solo practitioners, clever use of time and resource is critical to the success of their business. To offer insight and inspiration, we’re focusing on 3 of our solo practitioners to showcase their success both in the founding of their business, and how they managed COVID-19 as a solo practitioner.
ALISON - AM SKIN AESTHETICS “As a solo practitioner it was imperative from the start that I made the right decision on which treatments and brands I wanted to offer to my clients as, not only would I be the one giving the treatments, I wanted to have the ability to extend in-clinic treatments to homecare. I discovered iS Clinical quite a few years ago and have not looked back, seeing the brand grow from strength to strength! COVID-19 has presented me with new challenges, and I have had to think quickly to adapt and keep my business ticking over. I contacted my clients to let them know that I could still provide products to enable them to maintain a good skin routine at home. I also offered free of charge Zoom calls for new clients, enabling me to get them started on a good skin care regime at home, before inviting them into clinic at the right time."
NURSE ARLEANA
DR BAWA
"COVID-19 came with the biggest bang and clinic was forced to close with the fear of the unknown kicking in. Not knowing how long we would be in lockdown, or when the clinic would be back open, was daunting.
As many of us know, COVID-19 has changed the way we have
As a solo practitioner, I have worked extremely hard to get my clinic recognised and I didn’t want my patients feeling like they couldn’t contact me for advice, or for them to fall back into bad habits and undo all the work and time we had invested into their skin. In an ever changing world, being adaptable and open to change is essential to success, so when Harpar Grace launched the Concierge Ordering Portal, I was quick to add it to my business plan. This allowed me to focus on getitng expert advice to my patients, whilst Harpar Grace took care of next day delivery - a livesaver!
| 04
managed our business. One of the biggest changes we made to increase sales of iS Clinical skincare, is to devote consultation time to upsell at home regimes. During virtual consultations, we focus on our patients needs and recommend products for them as part of their treatment plan. What really gives them confidence in the products is that I use and love them as well! We were able to continue with orders throughout the lockdown and are now proud to be part of the Harpar Grace Affiliate Programme, providing us with a full online E-Commerce store, which we have just launched. Thank you to all the team at Harpar Grace, who have been fantastic, supporting us from day 1 and continuing to play a big part of our success so far!"
H A R PA R G R AC E . CO M
HGI AESTHETICS EDIT
INGREDIENT INNOVATION VITAMIN C
Vitamin C is one of the most exciting, research-proven ingredients you can apply to the skin. It works as an antioxidant, an important component to achieving healthy skin. When we’re young, vitamin C levels in skin’s outermost two layers (epidermis and dermis) are abundant, but as we age, these levels naturally deplete. Unprotected sun exposure (UV damage) and pollution can accelerate this decline, leading to skin looking and feeling dull, uneven, and less firm than it once was. Luckily, there are topical skin care solutions that can help mitigate this damage, so skin looks and feels healthier and younger longer. There are many forms of vitamin C for skin, and while they all have antioxidant benefits, some types of vitamin C work better in skin care formulas than others. The quality of ingredients will also play a part in how well they work. Pharma grade vitamin C will provide clearer, quicker results than cosmetic grade. Ascorbic acid—also known as L-ascorbic acid—has the most skinrelated research of any form of vitamin C. When properly formulated, this form helps create younger-looking, firmer-feeling skin while
YOUTH INTENSIVE CREME
Features one of the worlds most powerful, new generation Vitamin C's, Tetrahexyldecyl Ascorbate, to firm & tighten
| 05
PRO HEAL ADV+
Helps reduce redness and inflammation associated with cystic acne, rosacea, bug bites and posttreatment
fading signs of uneven skin tone and spots. Ascorbic acid also helps skin’s surface defend itself from free radicals and external stressors, lessening the effects of exposure to the elements. It can also help to reduce the appearance of pre-existing scarring. Other beneficial forms that have notable research demonstrating their efficacy include sodium ascorbyl phosphate, ascorbyl palmitate, 3-O ethyl ascorbic acid, tetrahexyldecyl ascorbate, magnesium ascorbyl phosphate, and ascorbyl glucoside. One thing to remember is that vitamin C is extremely sensitive to air and light and will break down over time if routinely exposed to them. All forms of vitamin C mix well and layer with other skin care ingredients, including exfoliating acids and other vitamins and antioxidants, such as retinol and niacinamide. After cleansing, vitamin C is an essential ingredient for your AM regime, applying the rest of the skin regime may from thinnest to thickest texture (commonly: serum, moisturizer, SPF). During the day, always finish with broad-spectrum SPF 30 or greater.
SERUM NO3 : RADIANCE & ENERGY
SUPER SERUM
Formidable concentrate of active nutrition, this
Helps reduce the appearance of fine lines, wrinkles and
treatment quickly erases traces of skin fatigue and restores vitality to the skin.
hypertrophic scar tissue
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
RE-LAUNCHING YOUR CLINIC AFTER CORONAVIRUS
| 06
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
ON THE 23RD MARCH, THE UNITED KINGDOM ENTERED LOCK DOWN TO PROTECT OUR POPULATION, LOVED ONES, TEAM MEMBERS AND FRIENDS FROM THE GLOBAL PANDEMIC, ENTERING A SERIES OF UNFAMILLIAR CIRCUMSTANCES THAT RESULTED IN OUR CLINCIS AND SPA'S CLOSING THEIR DOORS.
G
103 days later… the re-opening journey has commenced, led by our medical practices, shortly being flowed by our clinics and Spas over the following weeks. Re-opening with NEW policies and procedures protecting clients, patience, and teams as we enter a new phase of Living in a Global Pandemic. Harpar Grace have our top tips to assist you in re-opening.
1
Discover More - Schedule an appointment with our team for our 1-1 Business Strategy & Planning session. - Discover the range of materials & initiatives Harpar Grace has to support you in this changing environment, plan a strategy with your business growth specialist to help build your business and prepare for the upcoming quarter.
| 07
COMMUNICATE
Communicate with your clients, share your NEW policies and procedures, the new equipment and what they can expect from their journey with you. Everybody communicates with different strengths, so having a multi-faceted approach will support client understanding and build confidence bringing your clients back to clinic promptly. Communicate VISUALLY, utilise social media, videos, and images, taking your clients on a tour of their NEW journey with you in Clinic. WRITTEN, provide a simple step by step of your re-launch procedures and highlights what may be different from their expected journey, you could send this with their treatment confirmation and pretreatment consultation form. VERBALLY explain to your clients and guests, this allows for those that may be particularly apprehensive of returning the 1-1 time to ask any questions and confirm that they understand and are happy with the new procedures.
2
VIRTUAL CONSULTATIONS
Virtual consultations are here to stay. Glancing back at how clinics have vastly adapted business models to continue engagement, virtual consultations have been the central pillar, allowing them to maintain communication and service clients’ needs remotely. Virtual consultations have been a huge success throughout the industry, highlighting the efficiency and accessibility that can be provided,
in addition to propelling pre-treatment topical skin regimes which can be delivered straight to your clients door with the Concierge Online Platform. With Clinics Re-opening, time and team resources are stretched, so always lean on your Harpar Grace support as the Consult & Concierge could be your NEW pillar of growth.
3
NEW AND INNOVATIVE
What’s NEW in your Clinic or Spa, incorporating NEW services and integrations onto your treatment menu and homecare offerings will create excitement and positivity for your clients, patience and also your own teams. Elevate facial results, reduce patient downtime, and deliver clinically proven results by incorporating the Déesse LED Professional Mask, with no additional topical application or manual touch. The Déesse Mask will gift you optimised results, the perfect partnership for any facial service or procedure. With summer being firmly at the forefront, body services and treatments are significantly on the rise, so how you can elevate your body services? CODAGE could be your solution, introducing CODAGE’s Nutri element range of spectacular results driven body products and luxury touch point gestures to impact and exceed client expectations, delivering your unique WOW experience to build revenue opportunities launching your clinic as it becomes the total solution for all your clients concerns.
4
BE THE BEST YOU
With time away from Clinics and Spas, teams may have lost confidence and motivation, so how can you re-ignite the passion? … Arrange for detailed training, refresher training will make the biggest impact to revive confidence and passion once again. Motivate your teams with incredible staff incentives to drive performance re-building revenue and maximising every opportunity, if you have not activated your team’s HG staff incentive contacting your Business Growth Specialist. UK & INTERNATIONAL ACCOUNT MANAGER, KIM SAUNDERS
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
PRESCRIPTION CLINIC
THE HARPAR GRACE GUIDE TO SKIN AGEING, THE CAUSES, THE SYMPTONS & THE TREATMENTS
From around the age of 25 the first signs of aging start to become apparent on the surface of the skin. Fine lines appear first and wrinkles, a loss of volume and a loss of elasticity become noticeable over time.
(natural), and extrinsic, or environmental (atmospheric), they both contribute to the visible signs you may see on your skin, such as fine lines, wrinkles, loss of firmness, and discolouration.
Our skin ages for a variety of different reasons. Many of the causes of skin aging are entirely natural and cannot be altered. There are, however, several factors that can cause skin to age prematurely, and these can be influenced. A holistic approach to lifestyle and skincare can help to reduce the visible signs of skin aging and prevent premature skin ageing.
The process of skin ageing is inevitable, but understanding how and why it happens can help you manage the signs of skin ageing more effectively and help you better select an anti-ageing cream or serum and other anti-ageing solutions to improve skin’s overall health and appearance. Intrinsic ageing, also known as chronological or natural ageing, is largely
BUSINESS GROWTH SPECIALIST, REBECCA STREET
| 08
Understanding the way that internal and external factors affect skin’s structure and function can help to inform choices about treatment and care.
driven by genetics. The visible signs appear most commonly as dry skin, wrinkles, loss of firmness, and increased pore size. With age, the skin’s oil glands produce less oil and necessary fats, resulting in dehydration,
Skin ageing is caused by two main processes; intrinsic, or chronological
lines, and more vulnerable skin. Simultaneously, skin naturally loses H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
BEFORE
AFTER
collagen and elastin, causing wrinkles, laxity, and enlarged pores. Furthermore, years of constant facial expressions such as smiling, laughing, frowning, and squinting, also contribute to wrinkles around the mouth, eyes, and forehead. Extrinsic ageing or environmental and atmospheric ageing is due to external factors like UV, pollution, smoking, sleep deprivation, stress, alcohol consumption, and poor nutrition that ultimately cause skin to prematurely age. While there are many external factors that contribute to skin ageing, research has shown UV and pollution to be primary causes. Both atmospheric factors create free radicals that ‘eat away’ at skin’s collagen and elastin, and reduce healthy cell turnover, resulting in skin
Always have antioxidants within your skincareas one of the most potent antioxidants around, vitamin C enriched skincare is an effective way to fight against the signs of aging. Vitamin C also known as L-ascorbic acid has the ability to protect and strengthen the skin like no other. ... And as collagen production is reduced, the skin tends to sag.
roughness, wrinkling, and sagging. Persistent or constant exposure to the sun’s rays also affects skin’s natural production of melanin causing discolouration, most commonly found on the face, neck, chest, arms, and hands. When UV rays reach your skin, they interact with a natural chemical in the skin called melanin. Melanin is your first line of protection and absorbs UV rays in order to shield your skin against sun damage; this chemical reaction is what gives skin a tan. When the amount of UV rays you are exposed to exceeds the protection provided by melanin, however, you get a sunburn. Repeated overexposure to UV rays can lead to various forms of skin damage including: • Fine lines • Wrinkles • Age spots, freckles, and other discolorations • Scaly red patches, called actinic keratoses, thought to be the beginnings of skin cancer • Tough, leathery skin that feels and looks dry and rough
• Extremozymes® are enzymes produced by plants living in extreme environments that assist survival and adaptability. These miracles of adaptation can also be used to protect human skin from damage caused by environmental extremes. • BHAs have benefits to make fine lines and wrinkles less visible and improve firmness, skin tone and texture. • Hyaluronic acid with low molecular weight makes it possible to enter the skin. The additional moisture not only makes the skin more firm and firmer, but also visibly reduces wrinkles. •L-Ascorbic Acid plays a major role in antiaging treatments, skin firmness, overall repair and brightening, it also serves to rejuvenate the skin. • Arbutin is a botanical based compound with skin brightening benefits similar to synthetic hydroquinone - but without the side-effects or risks. • Acetyl Octapeptide-3 reduces expression wrinkles by neuromuscular mediation.
iS CLINICAL GENEXC SERUM Containing 20% L’Ascorbic Acid, Mixed Fruit Acids and Extremozyme Technology, this intelligent Serum- is scientifically proven to turn back on 64 genes associated with skin health and ageing. CODAGE SERUM NO6 ANTI-AGEING SUPREME Contains Low molecular weight Hyaluronic Acid and Viper Venom mimicking peptide to prevent and correct fine lines and wrinkles, dark spots, and loss of firmness TOTALLY DERMA A daily dose of 10,000mg Patented Arthred® bovine hydrolysed collagen. Also containing the highest content of the amino acids; proline (1,535mg) and hydroxyproline (1,090mg) and 210mg of Hyaluronic Acid. This product addresses total body and skin health! iS CLINICAL YOUTH EYE COMPLEX Containing Hyaluronic Acid and Acetyl Octapeptide-3 5.0% rapidly smoothes and hydrates, reducing periorbital fine lines and wrinkles (including crow’s feet) and providing immediate and long-term improvements. It improves skin hydration, firmness and elasticity whilst lightening dark under-eye circles and providing antioxidant protection.
GENEXC SERUM
SERUM NO6 ANTIAGEING SUPREME
TOTALLY DERMA
YOUTH EYE COMPLEX
This revolutionary formula enhances the foundation of healthy skin, whilst supporting
Helps reduce redness and inflammation associated with cystic acne, rosacea, bug bites and post-
Works from the INSIDE to stimulate the body’s
Rapidly smoothes and hydrates, reducing periorbital fine lines and wrinkles
multi-level protection and working to reduce the visible signs of ageing.
| 09
INGREDIENTS TO REDUCE PREMATURE AGEING:
PRODUCTS TO HELP REDUCE INTRINSIC AGEING
treatment
optimum production of collagen, elastin and hyaluronic acid
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
PR IN A POSTPANDEMIC FUTURE 3 WAYS TO UPDATE YOUR STRATEGY
FOUNDER, TIERNEY FOX
COVID-19 IS ACCELERATING THE MODERNISATION OF PR PRACTICE AND SKILLS. THAT’S DAUNTING, BUT IT’S ALSO INCREDIBLY EXCITING FOR CLINICS AND SPAS WILLING TO INVEST IN THE FUTURE. BIG DISASTERS LEAD TO FAST CHANGE. CLINICS AND SPAS HAVE EXPERIENCED A TECTONIC TRANSFORMATION IN 2020 AND THE CRISIS WILL LEAVE BEHIND A LEGACY – NEW METHODS OF WORKING, NEW PATTERNS OF CONSUMPTION, AND NEW WAYS OF ENGAGING WITH THE MEDIA.
The virus has fast-tracked media trends that were already underway. Media relations has been impacted by a decline in advertising and the reduced distribution of newsprint. Newsrooms have been cut back to the bone and journalists furloughed. Events have shifted Online and digital media is booming. Now is the time to realign your PR plans to the three emerging macro trends: 1. PLAN WITH PESO Paid, Earned, Shared and Owned (PESO. It’s a mouthful. The abbreviation is used as a shorthand. Although some purists insist that public relations should remain unpolluted by paid media, they fail to recognise that consumers don’t make a demarcation between the two. Consumers are consumers and media is media. PESO allows you to plan an integrated campaign that mirrors the media consumption pattern of your customers so they have a myriad of way to find and connect with you.
3. INVEST IN YOUR OWN MEDIA The organisations that have invested in their own media have been able to use it throughout the crisis to communicate with staff and stakeholders. This is a big lesson for the future. With everyone stuck at home we’ve seen a boom in big messaging and social networks. The dis-intermediation of media, enabling creators to engage with their communities, is a trend as old as the Internet itself, but it shines a new light on how we can adapt. Now is the time to invest in building your clinic community, using technology to enhance the customer journey and mitigate against the risk of future shut downs. Virtual consultations, guest masterclasses and concierge portals will ensure you can communicate to your community whilst opening new opportunities.
2. SHARE INSIGHTS NOT SELF PROMOTION Receiving an irrelevant pitch is easily the number one complaint from journalists. For the most part, journalists aren't interested in quoting someone in your clinic or spa without any context - nor do they want to write about old treatments or company updates. This is just self-promotion without a real story. Instead, it’s time to redirect efforts in to creating compelling, newsworthy content that will appeal to their readership. Delve in to your data to analyse trends in order to speak out about a common issue within your niche. Or try Google Trends to tap in to popular topics that are capturing the zeitgeist. Your goal: bring something truly interesting to the table.
| 10
H A R PA R G R AC E . CO M
NEXT L E VE L LI G H T T H E R A PY
ANTI-AGEING POST PROCEDURE ACNE PIGMENTATION SKIN OPTIMISATION Di s co v e r t he o r ig in a l ma r ke t l e a d i n g LE D m as k t h at i s tak i n g t h e g l o b e b y s to r m .
HGI AESTHETICS EDIT
THE FUTURE OF VIRTUAL CONSULTATIONS TECHNOLOGY HAS BEEN THE ESSENCE A ND CENTRAL ST RUCTURE FOR T HE NATI ON I N 2020, B OT H PERSONALLY TO C ONNECT WITH FRIENDS A ND FAMILY, AND FOR BU SINESSES TO TRANS FORM PROCESSES IN TO VIRT UAL PLATFORMS. ENABLI NG ENGA GEMENT TO C ONTINU E AND ADAPT WITH NEWLY OPTIMISED PRO CESSES HAS PRO VEN TO BE THE E SSENT IAL REVENUE G ENERATOR, IN TURN ENABLING CLINI CS AND SPA’ S TO RE-OPEN.
| 12
Our Harpar Grace partners continued this progressive approach, adopting transformative business models and methods of
How can we continue to leverage Virtual consultations….
communication to continue to educate, inspire and service the needs of patients.
PROVIDING A PERSONALISED APPROACH As an initial touch point with patients, virtual consultations are the most fantastic tool to
With clinic and spa doors closed, but patients skin concerns and desired results still remaining, clients and practitioners joined together globally through Zoom, Skype, Facetime or Teams. Our partners continued to offer their patients expert education and advice, whilst Harpar Grace leverage their business through the launch of the Concierge Ordering Portal, enabling patients to continue their results focused
support and build topical regimes and treatment plans. Whether your consumer prefers the comfort of their own home, has a busy work schedule, or their location doesn’t allow for them to come into clinic or spa to make their consultation, you have the initiative and resource to always meet the needs of all clients and patient always being one step ahead.
skin journey . Skin conditions continue to change through This new initiative revolutionised virtual consultations, providing patients
the seasons as we are exposed to ever changing free radicals and lifestyle
throughout the nation with clinically proven skincare directly to their home the very next day. Virtual consultations have exceeded expectations of consumers and business owners throughout the industry generating on average £3k in homecare revenue per month.
aggressors. Virtual consultations are the efficient and convenient platform to maintain connection and engagement with all patients throughout all circumstances. Maximise practitioner time with no increased footfall
As we progress closer to clinics & spas reopening, and our partners become busier once again, we extended the platform to the Consult & Concierge Service, allowing you to focus on in-clinic services, whilst our HG Skin Specialists handle virtual consultations as an extension of your business.
If your clinic or spa doesn’t have the resource
into clinic or spa or turnaround time to impact the revenue generating opportunity.
to provide this service, ask your Business Growth Specialist for information on Consult & Concierge as we are on hand to support you with providing the best in class approach for each of your patients.
H A R PA R G R AC E . CO M
HGI AESTHETICS EDIT
INTRODUCING CONSULT & CONCIERGE SERVICE
C•C C O N S U L T AT I O N S E R V I C E
WE'RE HERE TO SUPPORT YOUR BUSINESS EVERY STEP OF THE WAY...
We led the way with business solutions for our aesthetics clinics during COVID-19, offering additional support and services. We unveiled the UK’s first integrated e-commerce solution, along with our Concierge Platform. Now we’re back with our Consult & Concierge service. The Consult & Concierge Service ensures your client gets expert advice and product education, along with the products they need the very next day, with no time, resource or expenditure to your business. Our Harpar Grace Skin Specialists are here to provide you with a remote prescriptive consultation service, prescribing products from the full Harpar Grace portfolio of brands; iS Clinical, CODAGE, Déesse Pro & Totally Derma. HOW DOES IT WORK? STEP 1 - Select the type of basis you wish to offer, VIP Consult Day or Skin Specialist Week. STEP 2 - Confirm and Book your VIP HG Consultation Experience with our Skin Specialist by contacting consult@harpargrace.com STEP 3 - Promote your VIP experience to your clients using our Social Media Asset Bank. They follow links to book directly with us at time that’s suited to them & we will do the rest, confirming your clients appointment directly. STEP 4 - Today’s the day, your client will use the link provided in the booking confirmation to join their 30 minute HG Consultation Experience. STEP 5 - Harpar Grace process the payment and order and take care of fulfillment, & order dispatch (Next day delivery £5.95 or free for purchases over £150) sending confirmation paperwork to your client with delivery note & added value touches, and/or any offers applicable in their order. STEP 6 - Success & Commission reports will be shared with you at the end of the VIP activity week/day & your commission profit will be released into your HG account at the end of the month.
| 13
HOW WILL IT BENEFIT THE PRACTITIONER? • Enables clinics and practitioners the ability to run in clinic treatments will offering virtual consultations. • Allows access to all four of the brands within the Harpar Grace portfolio • The opportunity to benefit from another revenue stream with no set up or ongoing management/fees. Commission is promptly issued based on monthly net revenue and provides clinics an additional service to offer their clients.
WEEKLY PROFIT POTENTIAL X2 PATIENT CONSULTATIONS AVERAGE BASKET VALUE = £300 PROFIT PER CONSULT= £180.00 MONTHLY PROFIT POTENTIAL WEEKLY PROFIT x4 + 1 Mask = £1,680.0 (£414.00 PROFIT) TOTAL MONTHLY INCREMENTAL PROFIT POTENTIAL = £1,134
"HARPAR GRACE WERE ABLE TO FACILITATE VIRTUAL SKIN CONSULTATIONS ON BEHALF OF THE DR PREEMA LONDON CL INIC DURING LOCKDOWN AND I FEL T REASSURED AS THEIR SKIN SPECALISTS HAD INDEPTH KNOWLEDGE AND FAMILIARITY WITH THE IS CLINICAL RANGE:" DR PREEMA V IG , DI RECT OR, DR PREEMA LONDON
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
| 14
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
SEASONAL SKIN AS THE SEASONS START TO CHANGE, WE NOTICE OUR SKIN STARTS TO CHANGE TOO, THE DAYS ARE LONGER, THE SUN HAS GOT HIS HAT ON, AND WE'RE FINDING EVERY EXCUSE TO MAKE THE MOST OF THE SUNSHINE. WE NOTICE THAT THE CLIENT’S SKINS ARE STARTING TO CHANGE TOO, AND WITH MORE SKIN ON SHOW, IT'S EVEN MORE IMPORTANT TO LOOK AFTER THE FULL BODY. BEING ABLE TO TAILOR OUR CLIENT’S SKINCARE MEETS THESE DEMANDS, AND HERE AT HARPAR GRACE, WE HAVE CREATED OUR GO TO TIPS.
PR OTE CT FR OM THE S U N
The sun can cause a lot of problems for the skin from pigmentation, early onset ageing and melanoma. Which is why it's important that a good quality SPF is applied to the skin everyday - but even more so as we find the UV index on the higher end. ECLIPSE SPF 50+ PERFECTTINT BEIGE is the perfect for multitasking. Providing both protect from UV damage, but also providing a wash of colour to the skin to reduce the need for foundation. It's also water resistant - perfect incase you get caught in a summer shower!
B ODY B E AU TIFU L
Everyone wants to look and feel amazing in their own body - but sometimes we all need a boost. SLIMMING & DRAINAGE CONCENTRATED BODY MILK from CODAGE is the perfect boost. Designed to help reduce cellulite & excess water retention - you'll feel ready to strut your stuff in a buzz! Combine with EXFOLIATING BALM, also from CODAGE, and you have the perfect duo for beautiful skin.
G LOW FR OM WITHIN
Glowing skin is always in, but why not start the glow from within? TOTALLY DERMA, is the perfect nutraceutical, as it not only supports joint health, but with added hyaluronic acid, it also supports general health and promoting visible skin health changes. In a nutshell, it works from the inside out, which is invaluable when following a health regime, tackling conditions, from Arthritis, Menopause, joint wear and tear from gym or workout use.
| 15
H A R PA R G R AC E . CO M
HGI AESTHETICS EDIT
BIKINI BODY READY WITH CODAGE CODAGE PARIS, FOUNDED IN 2010 BY JULIEN & AMADINE AZENCOTT, A BROTHER- AND SISTER TEAM WHO WANTED TO BRING A FRESH APPROACHED TO COSMETOLOGY. CODAGE ENSURES EACH UNIQUE SKIN REQUIREMENT IS MET WITH A PERSONALISED PRESCRIPTION OF INNOVATIVE, BEST IN CLASS ACTIVE INGREDIENTS DELIVERED VIA OUR EXPERT
and maritime blue thistle stem cells moisturize and visibly improve skin's firmness and elasticity while also promoting skin repair. The skin is nourished, smooth and visibly firmer. The CONCENTRATED ANTI-SPOTS & LIGHTENER BODY MILK The perfect at home partner for any Laser & Body Peeling Services.
HOME CARE FORMULATIONS.
An emulsion rich in antioxidants and highly regenerative agents
Integration is key to maximise your patient outcomes, build patient
that acts directly on skin's natural pigmentation mechanism by reducing the synthesis of melanin. Dark spots are faded; the skin tone is even.
loyalty and overall, increase your incremental revenue stream. For those patients who are booking courses of treatments, why not gift them a complementary Codage Body Milk to support their results at home...
The CONCENTRATED SKIN RECOVERY BODY MILK The perfect partner immediately post any ablative service, this powerful booster increases skin regeneration specially formulated
CONCENTRATED BODY MILKS Our formula’s are highly concentrated in active ingredients just like a serum with a unique texture of a body milk and serum. A truly easy-toapply formula: non-sticky, it goes on perfectly and is absorbed immediately.
to soothe and repair skin that is irritated and weakened, especially by the cold, sunburn, burns, epilation, or an abrasive aesthetic procedure.
The CONCENTRATED SLIMMING & DRAINAGE BODY MILK The perfect partner to any Anti Fat & Cellulite or Lymphatic Drainage services, a formulation you can instantly feel working! This a gel-cream which burns and prevents the accumulation of subcutaneous fat. Its unique formula, highly concentrated in encapsulated caffeine, acts at the heart of the adipose tissue to effectively combat cellulite and the “orange-peel” effect. Also enriched with macadamia oil and pink pepper extract, this concentrated body milk stimulates lymph drainage and microcirculation to fight water retention and the sensation of “heavy legs” The CONCENTRATED ANTI-AGING & FIRMING BODY MILK The perfect partner to any Skin Tightening or Muscle Stimulation Service. This is a veritable concentrate of anti-aging technologies: a
Its formula is enriched with ultra-soothing and restorative agents, including Madecassoside, arnica and aloe vera, which stimulate skin repair, relieve swelling and soothe irritations. Its purifying agents also prevent the formation of bacteria sometimes caused by cosmetic procedure. Skin is deeply nourished, soothed, and regenerated. PROFESSIONAL PRODUCTS Maximize your current Treatment Portfolio by utilizing our CODAGE Professional Body Range; MASSAGE BALM A formulation rich in Shea Butter combined with 4 luxurious oils, Macadamia & Apricot Oil will Nourish the skin and boost skins radiance. Excellent for toning massage making it possible to focus on areas of deep tension. MASSAGE OIL A formulation designed to maximise sculpting Massage, with 4 rich oils to soothe and restructure the skin with Sweet Almond & Macadamia Oils.
precious blend of peptides, hyaluronic acid, Centella Asiatica
| 16
H A R PA R G R AC E . CO M
HGI AESTHETICS EDIT
L’HUILE
Welcome your Clients back to Clinic/ Spa by starting a new
Blends 8 exceptional oils with 8 synthetic effects to Anti Age,
experience with their topical skincare, maximising outcomes,
Boost Radiance and Nourish, a go to for the Body, Face & Hair
treat concerns, optimise skin health, and aid recovery time by introducing your clients and patients to CODAGE. Optimise
HAND CREAM
profit generating strategies to WOW your clients and exceed
complete with Anti-Aging Actives, to prevent and correct dark
expectations while increasing revenue potential for your
spots and loss of firmness and elasticity, this melting texture
business.
penetrates instantly to leave the hands soft and protected. ANNUAL INCREMENTAL REVENUE POTENTIAL
EXFOLIATING BALM eliminates dead skin cells, smoothing the skin with rice particles and brown sugar. After rinsing it leaves a veil of shea butter and macadamia oil which will intensely nourish leaving the skin soft and comforted.
PreTreatment
Massage
Homecare
On going spend
TOTAL ANNUAL
1x product £50 ave value
3x treatment at £70 ave value
2x products £50 ave value
4x products £50 ave value + 2 other treatments ave £100
X365 = 1 client per day of body sculpting
£50
£210
INTRODUCING LA PETITE BODY RITUAL
£100
£400
Hand Cream 30ml, L’Huile 10ml, Slimming & Drainage 10ml,
TOTAL potential per client £760
= £277,400
Intense Hydration 10ml, Exfoliating Balm 10ml £150 for 10
| 17
BUSINESS GROWTH SPECIALIST, ABIGAIL RAWLE
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
WE'VE MOVED
HAMPSHIRE HEAD OFFICE & FULFILLMENT CENTRE During the month of April and co-inciding with our 7th year Anniversary Harpar Grace International moved into our brand new head office and fulfillment centre.
The new infrastructure will support our progressive growth strategy and enables us to look after our B2B orders and all UK & international distribution with ultimate care and precision and increase our responsiveness as a team to our partners.
Once lockdown is fully lifted we will also be offering in house training in our beautiful training suite located on the second floor.
This is an exciting chapter for Harpar Grace International and we look forward to sharing more news and insight into the ongoing developments we are initiating from our HQ .
| 18
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
BUSINESS BASICS FOR BUSY DIRECTORS MANAGE YOUR MINDSET & TRANSFORM YOUR BUSINESS The mindset you adopt on a professional and personal basis will
accepting and reacting, and ultimately allowing your business to lie in the hands of uncontrollable factors. Taking the above approach will inspire you to evaluate the following to develop your business model;
ultimately have the most impact on your business and indeed your team. The global pandemic we have all experienced this year provides a strong testing bed for your character and offers some great opportunities to improve the health of both your mindset and business. Firstly, having a solid understanding of your business break-even and cash flow, as we have discussed previously, will help you to plan carefully and adapt consciously to enable you to avoid rash decision making, potentially impacting your team and business irrevocably. It will provide an understanding, and essentially the peace of mind to allow you to embrace uncertainty with a smile, and that underlying confidence will undoubtedly be felt by those around you. Regardless of the difficulties and limitations of your previous or existing business model, there is always a new and inventive way to grow in times of challenge and change. The right mindset will support you in unlocking the opportunities that exist, as well as keeping your immunity high. • • • •
Be open minded to new opportunities Take a dynamic approach Innovate in your industry Lead & inspire
Choose to use your time and resources to build stronger foundations, create differentiation and add value alongside demonstrating a directed and progressive approach to the situation, instead of
| 19
• • • • • • • • • •
Digital integration E-Commerce opportunities Virtual extensions of your business far & wide Re-deployment of team, equipment & resource Client journey mapping Enriched client care calls & concierge services New packages to increase individual spend Expert, Education & Engagement experiences New & Existing services to meet their evolving needs Business diversification
Make your moves... Personal, Proactive, Passionate and Positive and stay attuned to your instincts as these will support the alignment of values and direction you take at this time. CHALLENGE YOURSELF TO THRIVE IN TIMES OF CHAOS Never underestimate your ability and the power of a positivity. Your energy and vibrations which are created by your mindset have an incredible power to affect change and manifest for you, attracting the opportunities and abundance you deserve. Inspire your team, your clients and your community with the impact you and your business can make during this turbulent time and enjoy the benefits of facing challenging times head on and coming through the storm a more positive and proactive business owner. C O M P AN Y D I R E C T O R , ALANA MARIE CHAL MERS
H A R PA R G R AC E . CO M
HGI AESTHETICS EDIT
6 SUMMER SKIN COMPLAINTS & HOW TO ADDRESS THEM WITH EVERY SEASON COMES A SELECTION OF SKIN ISSUES, FOR SUMMER WE NOTICE DRY, DEHYDRATED SKIN. ALONG WITH CELLUILTE THAT WHILE COVERED IN WINTER, IS NOW OF FULL DISPLAY. DISCOVER OUR SKIN SAVIOUR HERO FORMULATIONS...
CELLULITE
DRY CREAM CLEANSER
SLIMMING & DRAINAGE CONCENTRATED BODY MILK This gel cream highly
A deeply cleansing and
concentrated in actives to break
moisturising cleanser to nourish
down adipose tissue. A go to for
and repair barrier function.
any problematic areas, to burn fat,
Containing safflower seed oil,
fight cellulite and increase the
which restructures the skin barrier,
microcirculation. A product that
is healing and anti-inflammatory.
you can instantly feel working.
D EH YD RA T I O N
SUNBURN HYDRA-INTENSIVE COOLING MASQUE
COPPER FIRMING MIST
Provides immediate refreshing
Helps treat inflammation
hydration and improves skin
with soothing botanical anti-
elasticity and firmness. Helps
oxidants. Provides powerful
repair damage to the
hydration with a cool,
protective barrier of the skin
refreshing sensation.
and boosts skin brightness and clarity
ROSAC E A
DR Y LE G S
T O TA L LY D E R M A
EXFOLIATING BALM
Our nutraceutical collagen
An oily balm composed of large
supplement drink not only
sugar particles and fine slivers of
contains Arthred Patented bovine
rice grains for optimal exfoliation
collagen but also 7 co-factors
of the skin
including Green Tea, Grape Seed extract and Alpha Lipoic Acid to treat inflammation from the inside out.
| 20
H A R PA R G R AC E . CO M
HGI AESTHETICS EDIT
| 21
H A R PA R G R AC E . CO M
HGI AESTHETICS EDIT
MODE 4
SUPERCHARGE DÉESSE PRO WITH TOPICALS THE DÉESSE PRO IS DEVELOPED BY THE ORIGINAL MARKET LEADERS IN MASK LED TREATMENT AND USES LOW-LEVEL LIGHT THERAPY (LLLT) TO EXPOSE THE SKIN TO 4 CLINICALLY PROVEN WAVELENGTHS OF LIGHT, DELIVERED AT A SAFE THERAPEUTIC DOSE TO STIMULATE A NATURAL CELLULAR RESPONSE ACROSS 6 TREATMENT MODES. As a standalone treatment or integrated with existing treatments this celebrity loved device, rejuvenates, and improves skin conditions as well as bringing dynamic opportunities to your aesthetic business. Mode 4, Post Procedure, improves skin clarity without irritation, supporting the healing process for sensitive, compromised skin.
INJECTABLES
When pairing the Déesse LED pro mask with Injectable treatments, we would recommend partnering with mode 4. This utilises Red and Blue LED light along with Near Infrared, to increase the healing of the inject point, minimise bruising, calm inflammation and overall maximise their results. Why not supercharge this mode by combining 5 minutes of our Express Anti-ageing, utilising double the strength of mode 1 for the ultimate treatment to minimize the signs of aging, hydrate and boost the skin. Youth Eye Complex- Containing Acetyl Octapeptide-3, a neuromuscular mediator, is the perfect product to use post injectables and between treatments.
AB LATIVE SERVICES
BUSINESS GROWTH SPECIALISTS, ABIGAIL RAWLE & REBECCA STREET
| 22
The Déesse LED Pro mask is a perfect pairing alongside any Ablative treatment. We would recommend mode 5, which harnesses the power of Blue & Green Light to minimize any risk of Post Inflammatory Pigmentation, brighten the complexion and immediately reduce any inflammation found within the skin. CODAGE Skin Recovery is the perfect partner immediately post treatment and for 4 days following the service, for a powerful
H A R PA R G R AC E . CO M
HGI AESTHETICS EDIT
SUPERSTAR SASS AT HOME REGIME CLEANSE iS Clinical Cleansing Com p l e x
LED Déesse PRO LED Mask choose your m ode
boost to skin regeneration. Repairing and soothing the skin that has been weakened by an aesthetic procedure.
REPLENISH iS Clinical Hydra Int ensiv e Cooling Masque
EXPRESS TREATMENT OFFERING Add our Express results driven Treatment Menu offerings, utilising Codage Paris & iSClinical Formulations integrated with clinically proven wavelengths of the Déesse PRO LED Light Therapy Mask to safely stimulate natural cellular responses, encouraging skin rejuvenation and improving a full variety of skin conditions.
T R E AT iS Clinical Super Serum Adv a n ce +
With our current situation and having to work with shorter opening hours and staggered appointments, this will allow your patients to get their expected results in a shorter amount of time.
AT HOME TREATMENTS
HYDRATE iS Cl inical Hydra Cool Se r um
The Déesse Pro LED Mask has found its place within the skincare regimes of superstars around the world as they harness the power of LED to create the ultimate glow, we have now enabled you to maximise your clients results at home by giving them the opportunity to purchase the mask via our Concierge & Affiliate Initiatives with the potential earning of up to £600 in profit per mask
| 23
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
TOTALLY DERMA: THE FULL BODY SOLUTION What is a Nutraceutical? A term created in 1987, which combines a nutritional supplement with the purest of Pharmaceutical Grade ingredients backed with scientific evidence following the highest levels of safety and efficiency. Unlike most collagen supplements in the market Totally
Grapeseed Extract can promote improvements for the following: hot flushes, Insomnia, Anxiety, Depression, High blood pressure & Decreased Muscle Mass. A fundamental antioxidant to include for not just menopausal women, but also those who are struggling with day to day stresses.
collagen in the world. Originally used for osteoarthritis patients,
L-Glycine is an essential amino acid, meaning our body needs it however cannot product it on its own. It is an immune system booster as it helps build antibodies and has important antiviral properties.
which found immediate skin and
Zinc, a co-factor needed for Collagen synthesis, is well known for its
Derma®
contains
patented
Arthred® bovine
hydrolysed collagen, the most extensively researched health
benefits.
Arthread
biochemically resemble collagen therefore the body utilises it, directly through the small intestine giving it a guaranteed 95% absorption
rate, also containing our painted Hyaluronic Acid-
Synovaderma, which is required to synthesis collagen. Totally Derma optimises not only the skin but the entire body and its systems at the cellular level, aiming to deliver visible improvements in overall skin, hair, nails, joints, gut health, general well-being and gynaecological menopausal dryness with results reported from 14-90 days. L-Glutamine is an amino acid which can repair and reverse the damaging effects of Leaky Gut Syndrome (when intestinal barriers no longer have tight junctions and holes form in the lining, causing toxins to leak into the blood stream). Consuming Totally Derma® helps form connective tissue and “heals and seals” the protective lining of the gastrointestinal tract. This is linked to inflammation internally in the body & externally on the skin.
| 24
properties in repairing UV damage in the skin and slowing down collagen degradation. Zinc is crucial for superoxide dismutase syntheses (protects against oxidative stress). L’absorbic acid, Totally Derma® uses this instead of calcium ascorbate as it is the most effective and scientifically proven form of vitamin C for the skin (calcium ascorbate is generally only half as effective as ascorbic acid) It is an essential antioxidant component to enhance and promote collagen synthesis, it will prevent & maintain the skin, joints and bones. Totally Derma® is best used in the evening, as this will maximise the regeneration properties. However, it can also be taken in the morning combined in water, fruit juice, smoothies, or yogurt. It is the most versatile nutraceutical on the market with a pleasant vanilla taste. Best shaken, not stirred. BUSINESS GROWTH SPECALIST, ABIGAIL RAWLE
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
IN THE KNOW WE’RE CONSTANTLY TRYING TO MAKE RUNNING AN AESTHETIC BUSINESS AS SMOOTH AS POSSIBLE SO THAT YOU CAN FOCUS ON DELIVERING HIGH QUALITY TREATMENTS.
CLINIC VOUCHERS Encourage new & existing clients back into clinic with our brand new 20% Off Fire & Ice clinic vouchers.
NEW
We have created new vouchers which will be included in all iS Clinical Online orders, in which they can search for their nearest participating clinic. Email kimberley@harpargrace.com to sign up today
NEW SUPPORT IN IRELAND We love to be able to help our partners in person, which
NEW
is why Heather Caulfield has recently joined us as our Business Manager for Ireland. Heather is here to assist in day to day support for our Irish partners and also bringing new business to Ireland
NEW
AFFILIATE PROGRAMME Giving you the opportunity to generate additional income without the costs, time and resource needed to manage your own store. The Affiliate Programme provides you with an e -commerce platform, enabling you to retail a dynamic portfolio of results driven products to your end clients Online. We will take care of the full ordering process including fulfillment, dispatch and payment. You will then b e rewarded with commission based upon the net revenue generated & the margin tier you are on. Contact us now to sign up if you are a Silver + Partner.
| 25
STAFF BENEFITS E-STORE Get access to your favourite results driven skincare with our brand new Staff Benefits Webshop. We are please to offer all our partners and teams a 30% discount when they order through the webshop. Visit www.harpargrace.com/staff-benefits-programme to register.
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
THINGS WE LOVE
THIS SUMMER S I X S E N S E S PA Why not enjoy a post lockdown getaway to one of the beautiful Six Sense spas. Experience the perfect weekend of rest and relaxation, combined with their selection of results driven treatments. You'll leaving with beautiful glowing skin.
CODAG E IN DU B LIN Experience the luxury that is all things CODAGE at the heart of Dublin. Opening in August the Radisson Blu Dublin will be the first CODAGE ledspa in the UK!
M ELA NI E G R ANT S K I N C L I NI C Gorgeous beaches, surfer guys and hot sunny weather there's nothing quite like Australia. Why not pay a visit to the Melanie Grant skin clinic where you can escape the heat and relax with results driven treatments supercharged with the DĂŠesse Pro.
| 26
G E TTIN G AWAY FROM IT AL L Take some time for yourself to re-set your mind this summer. After months spent at home, fresh air, sand between your toes and a gorgeous sunset can do wonders for your soul, whether you're jumping on a plane, or heading to the coast.
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
THE HARPAR GRACE
TRAINING PROGRAMME
AB I G AI L
R E B E CC A
H O LL Y
KIM
MONTHLY WEBINARS CONTENT
TRAINING
TYPE
DURATION
AUG
SEPT
6th, 20th
3rd, 17th
iS CLINICAL EDUCATION
Skin Specific Workshop: Pigmentation Skin
VIRTUAL
40 MINS
EDUCATION
Specific Workshop: Redness
VIRTUAL
40 MINS
4th, 18th
1st, 15th
EDUCATION
Skin Specific Workshop: Acne
VIRTUAL
40 MINS
6th, 20th
3rd, 17th
EDUCATION
Skin Specific Workshop: Skin Ageing
VIRTUAL
40 MINS
4th, 18th
1st, 15th
VIRTUAL
1 HOUR
13th, 27th
10th, 24th
VIRTUAL
1 HOUR
EVERY THURSDAY
EVERY THURSDAY
VIRTUAL
1 HOUR
10th, 24th
7th, 21st
VIRTUAL
1 HOUR
12th, 26th
9th, 23rd
BUSINESS
iS Clinical Device & Treatment Integration
BUSINESS
iS Clinical Consult & Prescriptive Retailing
DÉESSE EDUCATION
Déesse LED & Integration
TOTALLY DERMA EDUCATION
Totally Derma USPs & Core Concepts
CODAGE BUSINESS
CODAGE Consult & Prescriptive Retailling
VIRTUAL
1 HOUR
17th
21st
BUSINESS
Business Growth & Incremental Revenue with CODAGE
VIRTUAL
1 HOUR
EVERY MONDAY
EVERY MONDAY
E-Commerce Brand & Retailing
VIRTUAL
90 MINS
5th, 19th
2nd, 16th, 30th
How to Utilise Social Media to Benefit your Business
VIRTUAL
30 MINS
EVERY FRIDAY
EVERY FRIDAY
HARPAR GRACE BUSINESS BUSINESS
ON DEMAND TRAINING Harpar Grace are dedicated to the growth and success of your business which is why we are offering extended support and a wide selection of virtual training including a range of modules at a date & time of your choice! Use this opportunity to discover more about our portfolio, expand your brand knowledge, deliver effective Online consultations for your clients and much more. Visit www.harpargrace.com to book.
| 27
H A R PA R G R AC E . CO M
THE AESTHETICS EDIT
H AR P AR G R AC E . C O M