LNE & Spa - May 2017

LNE & Spa—the magazine for skin care and spa professionals May 2017

$7.50

Stone Crop Oxygenating Fizzofoliant™ Brighten and invigorate with light fizzing action.

Softens skin immediately

Stone Crop Cleansing Oil

Gently removes impurities

Instantly brighter complexion

Promotes natural oxygen flow for a healthy glow

Oxygenating powder-to-foam action

Fizzo-what?

This powder-to-foam exfoliant uses potent microgreens, rice flour and adzuki powder to give skin a gorgeous, youthful glow. The refreshing fizzing action delivers oxygen to the skin, stimulating its natural healing functions while stone crop brightens and rice flour with adzuki powder gently buffs and smoothes the surface. Skin is perfectly cleansed and gently exfoliated leaving it invigorated and softened.

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This non-greasy cleansing oil uses the potency of microgreens to bring balance back to the skin.

To restore moisture and remove impurities, we have paired sunflower and jojoba oil with brightening stone crop – resulting in dewy, soft skin after every use. Use alone, or as step one in a two-step cleansing process.

Lotus Detoxifying Overnight Treatment Lightweight and great for all skin types, this gel cream treatment detoxifies and renews skin with the help of melt-in jojoba oil beads and nutrient-rich microgreens. Layer it after a favorite serum, and follow with a moisturizer if desired. Worn overnight, this treatment supercharges repair and regeneration while helping to prevent water loss for a dewy, radiant complexion. Use in the daytime for added detoxification and protection against environmental stressors.

Detox | Renew | Infuse Fortify Skin with Detoxifying Microgreens Complex

Your Anti-Pollution Solution

If you are interested in partnering with Éminence, an award-winning natural, organic and BiodynamicŽ skin care line, call 1-888-747-6342 or visit www.eminenceorganics.com.

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from the

editor Our eyes are so much more than visual tools — they are the windows to our souls. Our eyes reveal our true emotions. A genuine smile makes the eyes sparkle, and this, in turn, lights up our entire face. Tears fall from our eyes when we are sad.

Since our eyes tell the stories of our lives and hearts, it is absolutely essential to protect and enhance these universal symbols of beauty for your clients. Our It's All in the Eyes! Guide unveils leading insight on this topic — from the causes of eye aging, cutting-edge treatments and technologies to enhance the beauty of the eyes, and savvy strategies for selling eye services…

This issue also provides an abundance of cuttingedge concepts to incorporate into your practice. Learn about the benefits of hyaluronic acid, blue-green algae and skin care for women and their breasts.

Don’t forget about your male clients, though! We highlight how to address men’s needs with a look at pre-wedding services for grooms, and share the most exciting booze-based treatments around to inspire your spa’s plans for Father’s Day! Also, give your business an extra edge with tips on successful event planning and generating true happiness in your spa.

Finally, don’t miss our spring palette photoeditorial, featuring the runway’s hottest color trends in makeup this season.

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This month, you can experience firsthand the beauti-

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ful journey of the eye gazing experience... Join us at the Spa + Wellness Summit in Philadelphia on May 20-22 at The International Congress of Esthetics and Spa to dive into the eyes of other human beings. Eye gazing is a unique opportunity to see the universal energy that connects us all! The Summit is also a chance to connect with yourself and others, and to invite the NEW wellness paradigm into your spa. Discover the keys to combine holistic healing with your traditional spa services!

— Amanda Clinton Winter, amanda@LNEonline.com may2017

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Skin Care for life inside and outÂŽ

sonic

ÂŽ

microsonic cleansing brush

From your spa to their home

bio-therapeutic.com

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may volume 32 number 5

cover

but. i nearly forgot. you must close your eyes. otherwise... you won't see anything.

Fabio Salsa

-

alice.

contents Hyaluronic Acid

68

All About Eyes

16

Spa Services for the Groom

72

Eye Popping Spa Treatments

22

Skin News

76

Aging Eyes

80

How to Sell Without Selling

84

Eye Product Photo Shoot

guide

12

67 It's All in the Eyes! Guide

26

Spa of the Month

90

Aphanizomenon Flos-aquae

32

Breacial

96

Happiness

40

"Mansome" Treatments

46

Spa News

o&w

16 Spa Services for the Groom

102 Organic & Wellness News

32 Breacial

96 Happiness

48

Behind the Spa Door with Linda Marrical

104 Magnifying Confidence

50

Successful Event Planning in the Spa

56

Maximizing Spa Revenue

60

Business News

50 Successful Event Planning in the Spa

image

business

spa

skin

6 From the Editor 114 Advertiser Index

with Sophia Brodsky 106 Color Cue 112 Image News

106 Color Cue

Les Nouvelles Esthétiques & Spa, American Edition, (USPS 003-687) (ISSN 1043-9641) is published monthly, 12 times per year and is sold exclusively by subscription. Publisher’s Name: Jean Jacques Legrand, M.D., 3929 Ponce De Leon Blvd., Coral Gables, FL, 33134. Periodical postage paid at Miami, Florida, with additional mailing offices. Postmaster: Send address changes to: Les Nouvelles Esthétiques & Spa, American Edition, 3929 Ponce De Leon Blvd., Coral Gables, Florida 33134, United States Subscription: Annual Rate $45.00 Canada Subscription: $55.00 (American) 1st Class Postage Overseas Subscription: Two years for $140.00 (U.S.) Air Mail Postage

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I

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LP

HIA

VIS

US AT IT

P H IL A D E

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3929 Ponce De Leon Blvd.

Coral Gables, Florida 33134 USA: 800.471.0229.

Worldwide: 305.443.2322. Fax: 305.443.1664.

LNEonline.com email: tradeshows@LNEonline.com subscriptions@LNEonline.com Publisher Dr. Jean Jacques Legrand Chief Executive Officer Rodolphe Legrand rodolphe@LNEonline.com Vice President Christèle de La Haye christele@LNEonline.com Managing Editor Amanda Clinton Winter amanda@LNEonline.com Editorial Assistant & Social Media Partner Kristina Mazzenga kristina@LNEonline.com Art Director Andres Gutierrez andres@LNEonline.com Designer Alan Araya alan@LNEonline.com Director of Sales AchÊ Saint ache@LNEonline.com Exhibitor Operations Manager Elizabeth Allen liz@LNEonline.com Web Developer webdeveloper@LNEonline.com Conference Coordinator Jacqueline Reyes jackie@LNEonline.com International Editor Michele de Lattre-Pierantoni 7 Avenue Stephane-Mallarme, 75017 Paris, France - 43 80 06 47

ST L E B EA D

C ontributors Rhonda Allison Carrie Borzillo Petra Kolber Erik Lieux Kristina Mazzenga

Michael Q. Pugliese John Renucci, M.D. Bella Schneider Louis Silberman

Dori Soukup Pamela Taylor Daren Thomas Alexis Ufland Amanda Clinton Winter

Printed with 100% soy-based ink.

This magazine is recyclable. Please recycle where facilities exist.

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NEW NUDE

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*Spicy Mauve Shade

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HYALURONIC

ACID what is it?

by Michael Q. Pugliese Hyaluronic acid (HA) is an ingredient that's enjoying a lot of buzz in the skin care industry, and for good reason.

The benefits of HA are impressive, and it is now a key ingredient of many creams, serums, injectables and even supplements. Consider the key benefits and efficacy of hyaluronic acid as a topical ingredient.

CHEMISTRY IN COSMETIC APPLICATION Hyaluronic acid is a substance that occurs naturally in the body that helps hydrate the skin. This natural glycosaminoglycan is distributed widely throughout connective, neural and epithelial tissue. It is one of the chief components of the extracellular matrix, the tissue that provides structural support to cells (and hence to skin). The average individual has a molecular weight of about 15 grams of hyaluronic acid in the body with a turnover of about five grams every day. In humans, it is most abundant in the skin, which accounts for 50 percent of the body’s total hyaluronic acid.

HA synthesis increases during tissue injury and wound healing. It regulates several aspects of tissue repair, including activation of inflammatory cells to enhance immune response and the increased response to injury of fibroblasts and epithelial cells.

Hyaluronic acid is enjoying widespread use in the cosmetic industry for its function as an excellent topical moisturizer and anti-inflammatory agent. It is available in a number of molecular weights for skin care formulators and manufacturers to select the desired level of function and performance of the finished product. This is marketed to estheticians and consumers as low, mid and high molecular weight hyaluronic acid.

High molecular weights help bind moisture at the surface of the skin and act as hydrating humectants. Mid-molecular weights can help “plump” the skin, while low molecular weights can enhance the penetration of other cosmetic ingredients. Smaller molecular weights may also allow deeper penetration into the skin and help restore the aging dermis.

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skin hyaluronic acid

ULTIMATE MOISTURE Youthful skin retains its turgor, resilience and pliability, among other traits, due in large part to its high water content. Over time, loss of moisture occurs as part of the normal process of aging, in addition to daily external injury. HA is a key molecule involved in skin moisture due to its unique capacity in retaining water. It is a strong hydrophilic or “water loving” compound. It binds with a large volume of water, giving solutions high viscosity, even at low concentrations. In fact, HA is capable of holding up to 1,000 times its molecular weight in water, penetrating the skin and binding skin cells to water, infusing all layers of the skin with moisture.

WOUND HEALING Wounded skin must be repaired. HA plays an important role in the various stages of inflammation, and is believed to play a multi-faceted role in the mediation of many cellular matrix pro-

cesses. In the process of inflammation, hyaluronic acid promotes an increase in pro-inflammatory cytokines at very low concentrations. HA is unique in that it not only promotes inflammation, it can also moderate the inflammatory response, in turn contributing to the stabilization of the healing matrix. HA can also function as a free radical scavenger, which further aids in wound healing.

SKIN REPAIR HA has a very important role in the physiology of the normal epidermis and is crucial to the process of skin repair. It is usually found in high concentrations in the basal layer of the epidermis. This area maintains an open, well-hydrated structure that allows the passage of nutrients, one of its main functions. It is also known to increase the presence of retinoic acid. Although not fully understood, it is believed that the mechanism is related to photo damage and the aging process.

FIGHTS WRINKLES Beyond the anti-aging benefits of superior hydration, hyaluronic acid is widely used in the treatment of wrinkles and sagging skin to help restructure the dermis. It is generally used alone or modified to reduce the action acid of hyaluronidase, the enzyme that breaks down hyaluronic acid. There are many HA products on the market used by cosmetic surgeons for skin injections to treat wrinkles.

EFFECTIVENESS Frequently, hyaluronic acid products are combined with vitamin A and/or peptides as an anti-aging formula. Recent studies have shown it to be incompatible with certain forms of vitamin C, as it tends to break down the molecule. The level of relative humidity in the environment can affect the level of efficacy and performance. Dry climates can cause products with high concentrations of HA to accelerate TEWL in the skin.

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The Difference Is In The Delivery

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 Next Month  Learn how you can make the most of hyaluronic acid in your treatment room in our June edition!

DON’T MISS MICHAEL’S LECTURE ON THE SCIENCE AND BENEFITS OF HYALURONIC ACID AT THE MAIN STAGE FOR

THE INTERNATIONAL CONGRESS OF ESTHETICS AND SPA, PHILADELPHIA ON MAY 21-22!

ICES Philadelphia 2017

VISIT US AT BOOTH

1014

Actual unaltered images showing result after subject’s usage of complete Clinical line. Results may vary.

BEFORE

(888) 977-3742 may2017

AFTER

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Michael Q. Pugliese is the CEO of Circadia by Dr. Pugliese and the Circadia Institute of Advanced Esthetics. Pugliese and his grandfather, Peter T. Pugliese, M.D., hold in-depth classes on a variety of subjects, including cosmetic chemistry and histology of the skin. Pugliese is a licensed esthetician in the state of Pennsylvania, and holds a degree in business management and marketing from Kutztown University.

Visit us at: ICES PHILA.

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SPA SERVICES for the

GROOM

BECAUSE HE NEEDS TO BE PAMPERED TOO

The role of the groom in preparing for his wedding used to be quite limited: pick up a tux, pay the officiant and choose chicken or steak. Now, along with a growing list of expectations for their roles in the life-changing event, more and more husbands-to-be are adding spa treatments to their prewedding to do lists! As male clientele has grown steadily in recent years throughout the spa industry, spa owners nationwide are also reporting higher numbers of grooms coming in for prenuptial treatments. The industry

overall is always changing and the general attitude about men and spas is evolving now more than ever.

REEL THEM IN! The best chance a groom has of being introduced to the spa is through the women in his life — namely his fiancée.

A couple’s massage is a great way to familiarize the groom with the spa.

Once he makes that first visit and feels comfortable, he is much more likely to come back for other services.

by John Renucci, M.D.

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skin spa services for the groom

Two key ways that you can make your spa a likely destination for men is by having a separate male focused menu and making sure your website includes photos of men receiving your treatments. Having a section specifically tailored for men and grooms on your treatment menu conveys the message that men are a normal and welcome presence in your spa, which makes it easier for them to give the spa a chance. When they see treatments catered to their specific needs, they know they’re not just visiting a woman’s world and reassures them that your spa is a place for them too.

Most men do not feel comfortable walking around a spa in robes in front of women, so giving them a private, very masculine space of their own helps them feel relaxed and at home. If you do not have a separate room for men, consider creating a seasonal sanctuary for men during the summer wedding season. Additional amenities such as saunas, steam rooms, plunge pools and 18

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a fitness facility help attract the groom who aims to get in tip-top shape for the big day.

S E C T I O N O F F A R OO M W I T H C U R TA I N S O R SCREENS TO HELP MEN F E E L M O R E AT H O M E , AND INCLUDE AMENITIES SUCH AS THE FOLLOWING:  Large robes and slippers  Leather couches  Men’s magazines  Televisions tuned to sports  Complimentary shaving products  Scotch on the menu (if you have an alcohol license)

sending complimentary gifts to businesses nearby, emailing or mailing them promotional material about specials and discounts. Executives are often on board with ideas to de-stress their employees, which is a great way to get their feet in the door. This businessto-business outreach can be done with any place that men work and patronize, including local gyms, country clubs, golf courses, car dealerships, etc.

To reach a wide variety of external guests that you may not normally encounter, also consider partnering with local magazines and attending wedding expos. Setting up a booth and giving out information at industry related events is a great way to increase your spa’s exposure with your targeted clientele.

TAILORED TO HIM Promoting your services directly to businesses and corporations in the area is another way to attract men. Consider

In general, massages are the most popular treatment for grooms — stronger massages, such as sports

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skin spa services for the groom

IT’S ALL IN THE DETAILS… Once your groom has relaxed with a massage, polished up his fingers and toes and received a glowing facial, it is time to recommend a few more treatments to get him fully ready for the big day.

Consider implementing these four additional options into your men’s menu: • Spray Tanning: A little color goes a long way to ensure grooms look vibrant and radiant for their wedding day and for the honeymoon — avoid services that go too dark, which will look unnatural.

• Waxing: Offer a close inspection of grooms to see if they need hair removal for their ears, nostrils, unibrows and/or chests.

• Teeth Whitening: Many spas now team with local cosmetic dentists to offer teeth whitening services for their clients… nothing but pearly whites for the big day!

and deep tissue, are typically the first treatment the groom spa-goer goes for.

Recommend a massage the day before the wedding to ensure they feel truly relaxed for the big day. When grooms come in for these massage services, take the opportunity to suggest other treatments to them.

Point out that a growing number of grooms also visit spas for facials, waxing and even manicures and pedicures. Put their initial doubt and self-consciousness to rest by assuring them that plenty of men today routinely receive these services.

Remind the groom that his hands will

be in wedding photos for sure — and his feet will be in sandals if he’s off to a beach honeymoon.

Just like with manicures and pedicures, the pitch to get the groom into the facial room is the same: “You want to look good for your wedding photos!” Educate them on how a simple facial will give them a glowing, soft and relaxed expression that is visible in photos and also helps with ingrown hairs from shaving. For back treatments, use masculine or gender neutral scents and ingredients such as rice germ, blue lotus, bamboo, tiger grass, lemon and green tea.

C AT E R T O “ M A N - I C U R E S ” B Y CONCENTRATING ON MUSCLE AND JOINT RELIEF, AND USE SCENTS A N D I N G R E D I E N T S T H AT A R E MORE MASCULINE SUCH AS JADE, GINSENG AND MINT.

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• Photo Finish: A great facial helps the groom shine in wedding photos, but you may suggest they use a tinted moisturizer with SPF or a bronzer customized to their particular skin tone for their big day.

While men’s treatments have been on many spa menus for years now, packages for grooms and groomsmen parties are relatively new to the spa-going crowd. Grooms are only starting to come in for mini spa days with their best men, groomsmen, fathers and fathers of the bride. Be a pioneer of this rising trend, as we are now in an age where it is not just accepted, but expected, for the groom to prep himself for his big day.  John Renucci, M.D., is a board-certified plastic surgeon and founder of TURO SKIN. He was inspired to create TURO SKIN by the lack of unisex products designed for active lifestyles. Dr. Renucci is a graduate of the Columbia University College of Physicians and Surgeons. He has authored numerous textbooks and journal articles, and has lectured at conferences around the world.

Visit us at The 2017 International Congress of Esthetics and Spa, Philadelphia PA, May 21 & 22. Pennsylvania Convention Center, Booth: # 509 / 511

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roll away wrinkles

Roll away tired skin to reveal a more youthful glow with Bella Schneider’s “BELLA” Issimo Roller! Sound too good to be true? When rolled in an upward motion along the face and décolleté, this facial massage roller gently stimulates skin’s blood flow, allows oxygen to the surface, revitalizes sagging facial muscles and relaxes fine lines. Skin is then thoroughly prepped and primed for the full absorption of ampoules, serums and moisturizers. Yes, please!

650.321.3915 bellaschneiderbeauty.com

PERFECT RENEWAL

Perfection is at hand. This multi-tasking Perfect Renewal Peel by Le Mieux Cosmetics with skin-perfecting mandelic acid targets congested pores, improves uneven skin tone, and reduces the appearance of lines and wrinkles, while vitamin B, hyaluronic acid and alpha-arbutin leave skin smooth, soft and glowing. Ideal for all skin types, even sensitive skin!

SKIN CARE PRODUCTS AND TREATMENTS

SkinNews

Burst of blackberry Savor the bursting fruit scents of blackberries with Skin Script’s Blackberry Vanilla Bean Facial!

Soothing vanilla bean aromas combined with anti-aging, hydrating and firming properties, the Blackberry Enzyme contains 5% mandelic acid, hibiscus flower, fig and pineapple enzymes.

Skin should then be treated with a Vanilla Bean Hydrating Mask to hydrate, firm and improve skin tone. Can be used for both normal and combination skin conditions.

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aging? not anymore!

Sesha Skin Therapy’s Award Winning Clinical Advanced Antioxidant Cream is a gentle, moisturizing formula with powerful de-aging properties of carnosine, a di-peptide that addresses and prevents the negative effects of oxidative stress and glycation. This cream also incorporates MDI Complex, a natural matrix metalloproteinase (MMP) inhibitor that is essential to the prevention of collagen breakdown. Vitamins A, C, E, B, CoQ10 and alpha-lipoic acid also work synergistically to boost each other’s effectiveness in fighting the aging process and skin damage caused by free radicals.

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BELLA SCHNEIDER BEAUTY THE TRUSTED NAME IN SKINCARE LNE & SPA’S Best Product Award Winner!

Bella”Issimo” massage roller for promotional price of $35.00 (retail value $75.00)

This facial massage roller gently stimulates your skin’s blood flow, allows oxygen to the surface, revitalizes sagging facial muscles and relaxes fine lines.

VISIT US IN MAY IN PHILADELPHIA 811-816 BELLA SCHNEIDER BEAUTY LLC

Toll Free: 888.200.3977

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NEW EVENT

It’s Time for a Wellness Shift in Your Spa. Stand out and start offering unique wellness programs that encompass the BODY, MIND AND SPIRIT.

Open your mind, absorb new skills, reinvent your practice...

This is your conference!

MAY 20 - 22, 2017

PHILADELPHIA, PA

PENNSYLVANIA CONVENTION CENTER Co-hosted by The International Congress of Esthetics and Spa

FO R R EG ISTR ATI O N D ETAILS V IS IT

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spa of the month

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SOJO SPA Club

Edgewater, New Jersey

A unique concept of spa therapies

from around the world

E

dgewater, New Jersey’s recently opened relaxation resort brings rejuvenation to a whole new light. SoJo Spa Club clients escape the stress of daily life with luxurious treatments, tranquil baths, revitalizing saunas and pools to help them relax, unwind and refresh the mind, body and soul. The unique eight-story, 240,000 square foot facility offers stunning views of the breathtaking New York City skyline and features exquisite sights of Manhattan and the Hudson River.

by Amanda Clinton Winter

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spa spa of the month

SIGNATURE TREATMENTS SoJo Spa Club’s most sought after treatment is their Ultimate Lifestyle Facial.

The treatment begins with a hydrating milk cleanse directly followed by a consultation. The consultation ensures that each client fully understands their skin’s challenges and how they can be rectified. Guests are given a mirror to observe as the esthetician explains what different colors of their skin mean, the ultimate color to achieve and the necessary steps that need to be taken.

Melissa Boris, Spa Director of SoJo Spa Club states, “We find that providing this visual education to our clients really resonates and encourages both loyal customers and product sales, universal goals for every spa owner!”

Following the consultation, the esthetician performs a quick two-minute cleanse and exfoliation using a deep cleansing brush, hydrating cleansing milk and refining skin polish. A third cleanse is then implemented using a nourishing cleansing balm that is removed with a steamed towel. The esthetician then applies a mask made of pumpkin, mulberry, bearberry and licorice to instantly brighten the skin,

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stimulate cell renewal, even out skin tone and soften the skin. Seaweed extracts are also used to nourish the skin and absorb sebum.

While the mask is penetrating into the skin, the esthetician performs a 15-minute scalp massage using scalp mud. The facial mask is then removed with a steam towel and the esthetician continues by clearing the client’s lymphatic nodes using acupressure to release toxins and reduce puffiness.

A deep-smoothing muscle lifting and firming facial massage using lupin seed is then executed to different muscle groups of the face and neck to boost skin tonicity and firmness. Following the facial massage, a final mask made of argan oil and larch is applied to the face to stimulate skin, plump collagen to help smooth lines and boost cell regeneration. While the mask is applied, a relaxing 15-minute argan oil foot or shoulder massage is performed by the esthetician. The peel-off mask is then removed and the treatment concludes with the application of a lifting and firming eye serum, facial serum and moisturizer. (90 minutes/$275)

MARKETING SoJo Spa Club has various ongoing promotions and incentives to assure their guests return seasonally, monthly and even daily. Sophisticated spa technology alerts employees to reach out to their guests when they have not returned after some time.

The spa also uses social media platforms Instagram, Facebook and Twitter several times a week to share the latest happenings in the spa, engage with current clients, attract new clients and highlight the club’s current promotions and specials. Boris mentions, “People really don’t have much time, but they do always make time to scroll through their social media channels. If you can capture their attention in a few seconds with an inviting photo, that will certainly help your brand recognition and fuel (a) client’s desire to visit.”

SoJo Spa Club also digitally advertises to daily commuters on the New York Waterway Ferry. The spa has yet to determine how often they will renew these advertisements.

spa spa of the month

TRAINING SoJo sets up a plan of success for each of its team members that begins with a proper orientation. “One thing I’ve learned is that you have to give your team your time no matter how busy you are. You must properly prepare them to succeed,” Boris states.

SoJo Spa Club’s very thorough orientation consists of educating their new employees on the culture of the spa, standards for the staff and a complete tour of the eight-floor club. Each department head then visits the spa area and speaks about their department and how they all work together to enhance each guest’s experience. Once orientation is complete, each employee completes a full training to their specific area of work, which includes guest interaction standards, service standards, treatment knowledge and protocols. At the completion of the training there is a scavenger hunt and quiz for each new employee in which they ultimately receive a collection of the spa’s retail products to try at home.

A new spa therapist is also required to practice each treatment a minimum of three times before they are qualified to “test out” with the Spa Director. The practical test consists of greeting the Spa Director in the lounge, properly escorting them to the treatment room, providing an

explanation of the treatment, performing the specific treatment, providing active retail suggestions and escorting the guest back to the lounge with proper home care recommendations. Once the therapist executes this process up to the standard of the Spa Director they are able to offer the treatment on their schedules.

SoJo also brings in “secret shoppers,” or product brand representatives, several times a month to assess the standards of excellence within the club. This is a three-day process, which includes full reporting on the staff, suggestions and recommendations.

To keep their employees incentivized, SoJo Spa Club consistently gives out three full-sized products each month to one employee who has exceeded expectations. Their Shining Star Program is based on employee votes and is conducted anonymously via email to the Spa Director. Each employee must write whom he or she is nominating and at least one solid example of how that employee displayed excellence in the past month.

SPECIAL EVENTS AND PROMOTIONS The spa hosted their first event this

past March, which was formulated to promote both spa memberships sales and facials. The event was open to the public and guests were offered 25-minute express facials, one-hour use of SoJo Spa Club, light bites, refreshing beverages, giveaway prizes, retail purchase promotions and gift bags.

REVENUE AND RETAIL “We are located right across the river from New York City, so finding products that cannot be purchased around the corner is extremely important to us,” Boris states, “We are a unique, spectacular facility and we are committed to portraying that through every facet of the club, including retail.”

Boris and several of her staff members attend spa conferences and buyers' events on a consistent basis to assure they are staying current with the latest product trends.

To incentivize clients to purchase retail products, the spa offers complimentary gifts with the purchase of retail products. For example, for Valentine’s Day, the spa gave away sample-sized products, chocolates and an array of beverage options included in the holiday promotion packages.

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spa spa of the month

SPA DIRECTOR SPOTLIGHT: Melissa Boris

Melissa Boris began her career in the hospitality industry more than 20 years ago, utilizing her educational background in both massage therapy and business to thrive in spa management.

Over the past decade, her experience has included leadership positions with La Prairie at The Ritz-Carlton Central Park, The Setai Club & Spa Wall Street and First Service Residential. Working at SoJo Spa Club during its creation and watching the team put each piece of this gorgeous puzzle together has been an inspiration and a dream come true for Boris. 

RUNDOWN: SoJo Spa Club 660 River Road Edgewater, New Jersey 07020 sojospaclub.com (201) 313-7200 LAUNCH: January 2017 SPA OWNER: E Rae Jo SPA DIRECTOR: Melissa Boris GENERAL MANAGER: Atif Youssef AMENITIES: 13 treatment rooms Six-chair foot massage room

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Rooftop infinity pool 170-foot-long massage path Hydrotherapy pool Family pool with waterslide Splash pad and spray zone Outdoor baths Far-infrared sauna Red clay sauna White clay sauna

Himalayan salt sauna Charcoal sauna Ice therapy room Halotherapy room Casual dining area (capacity of 230 seats) Full-service restaurant (capacity of 80 seats) Relaxation lounge RETAIL LINES: ESPA products

Amanda Clinton Winter is the Managing Editor of Les Nouvelles Esthétiques & Spa. She has a bachelor’s degree in English literature and psychology from Wheaton College in Norton, Mass., and a master’s degree in public relations from the University of Miami.

Contact her at amanda@LNEONLINE.com.

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Skin care for the breasts

by Bella Schneider

Breast skin care is often overlooked by estheticians due to conservatism or lack of knowledge, yet this symbolically feminine part of the body is so central to a woman's sense of beauty, self-confidence and health. So it is very important for estheticians to familiarize themselves with in-spa treatments and at-home routines to target common breast skin issues among clients. Breast skin is uniquely delicate and gentle, warranting its own specific regimen.

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spa breacial

Beautiful breast skin helps women feel beautiful and intimate as well as bond with their partners and babies. It warrants special care. So don't ignore this area or under-pamper it anymore just because it lives under your clients' clothes. Empower them to create firmer, more youthful, healthier breast skin at any age!

Skin conditions that estheticians can treat in this area include sagging, dryness and lack of tone. Women are particularly vulnerable to breast skin aging due to fluctuating hormones, pregnancy, nursing and weight fluctuations, causing a host of unsightly changes such as breast skin sensitivity, pigmentation, stretch marks and sagging skin.

There are plenty of options for treating the various esthetic breast skin issues, both in the spa and at-home.

Peeling The primary culprit for breast skin peeling is sun exposure. Advise clients to

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apply a non-staining sunscreen on their breasts and full chest even when they are clothed or wearing a bathing suit.

This is especially important because melanoma on the neck is more likely to be fatal than other parts of the body. If chest peeling isn't due to sun exposure, boost the client’s exfoliation routine by using a gentle gommage on the neck, dÊcolletage and breasts to rejuvenate the skin.

ents should use organic and unprocessed cotton fabrics on their breasts and wash them with gentle laundry detergents and soaps. Topical ingredients in their home beauty regimens could be culprits as well. Any harsh exfoliants should be swapped for calming alternatives such as sugar, vitamin C, jojoba esters, chamomile and calendula.

Redness

Each woman has between two and 15 dark straight hair strands growing in their nipple area. Warn clients of the possibility of ingrown hairs, clogged follicles or infection when removing hair by themselves or not removing at all. For this reason, they should opt for trimming at home, tweezing only after a shower, and electrolysis or laser treatments (preferably in spa). If clients decide on waxing, use gentle wax and mindful pulls, similar to eyebrow waxing, in order to preserve gentle skin. Advise clients to perform gentle exfoliation of the area

A red, splotchy chest can be the result of many factors including sensitivity to various skin conditions or environmental and lifestyle elements including sun exposure, spicy foods and even caffeine.

Discuss potential causes with your client to identify the reason. Their redness could be linked to emotions, alcohol or rosacea. Examine your client’s choice of clothing, as certain textures such as polyester, spandex or any non-cotton fabrics can cause irritation. Ideally cli-

Nipple hair

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spa breacial

with a mild gommage in order to prevent ingrown hairs.

tion, apply a salicylic acid or sulfur solution to the problem areas.

Dark spots

Sagging/stretch marks

Bra underwires, harsh fabrics and chemicals can cause skin friction and pigmentation. Clients should avoid topless sun exposure, tanning beds and sunlamps, and provide extra protection to their neck and dÊcolletÊ with broad spectrum SPF 30 because of this area’s heightened sensitivity. Clients over the age of 40 should perform regular mammogram screenings to help catch breast cancer early. Dark spots in this area can be gently removed using a combination of 20 percent lactic acid and antioxidants to even skin tone.

Nipple lightening creams with natural and gentle ingredients such as citrus, vitamin C and lactic acid can help clients lighten darkened nipples.

Acne Breast skin reacts fast to irritants. Breast acne can be due to sweating, bra irritation, hair follicle clogging and dead skin cells. If a client works out a lot, is under a lot of stress or has been eating oily, lactose laden or sugary foods, they are at a higher risk of breaking out in their chest area. Other causes include hormonal changes and thick hair follicles. If a client is suffering from breast area acne, suggest she wear cotton and sports bras, sleep without a bra and use gentle non-irritating laundry detergent that is safe for gentle clothes or even baby skin. Also suggest she go bra free for several hours a day.

If she is removing breast hair on her own, ensure she is doing so in a nonirritating manner. When showing signs of bumpiness or blotchiness, treat the area with deep cleansing and gentle exfoliation directly under the breasts using a delicate loofah and European gommage. Alternatively or in conjunc-

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Clients want to look good in intimate situations, swimsuits and neck baring outfits. They must wear proper fitting bras and maintain a stable weight so ligaments don't get overstretched. Skin in this area is directly affected by the strength of pectoral muscles. Clients must firm and tighten breast sag with a proper workout regimen. Daily pushups, press ups and any other exercises that bolster underlying pectoral muscles will lift and perk up the breasts and strengthen breast skin. Advise clients to sleep on their backs, as sleeping on the breasts causes them to lose their shape. Clients must use UV protection and hydrate the skin and nipples with a daily application of replenishing cream and lanolin or Vaseline.

Aging skin Create smooth and supple breast skin with moisturizing and firming creams that stimulate collagen and elastin production. Use serums with retinol combined with sunscreen protection for powerful anti-aging. Clients should apply a breast firming cream on a regular basis with ingredients like hyaluronic acid, aloe vera, green tea, peptides, cocoa butter and amino acids. Opt for products light in texture for this delicate skin.

Breast massage services provide wonderful results, helping to boost skin strength, elasticity and youthfulness.

Though less common in United States spas, these are popular in Europe and Asia. Breast massage prevents sagging, improves tone and blood flow and reduces wrinkles. Encourage clients to regularly perform breast massage on themselves using balms made with extra virgin olive or coconut oils.

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spa breacial

skin type to be used for 15 minutes once a week. A natural broad spectrum SPF 30 with titanium and zinc should be used daily under clothes. Breast massage should be performed in a circular motion for 10 minutes a day using cream in the form of a coconut or olive oil balm.

Their daily lifting serum and lotion can be applied thereafter at night, and during the day as well if they prefer. The lotion should be anti-aging and lifting with ingredients such as hyaluronic acid, cocoa butter, shea butter, green tea, extra virgin olive and/or coconut oil and coffee extracts. Choose an antioxidizing serum with peptides and retinol for supreme results. Finally, advise clients to keep breasts strong with proper exercise and pectoral training.

By combining in-spa treatments and a full at-home regimen, your clients are sure to have breasts they love again!

In-Spa Treatments The "Breacial," or breast facial is the newest spa trend.

A breast facial should include cleansing, gentle exfoliation, a lymphatic or upward moving galvanic massage treatment, delicate extraction and hair removal, a spritz of sterile oxygen with vitamins, a peel-off lifting mask made from collagen, seaweed or gold and a serum application. End with gold leafing to the chest and upper décolleté for a beautiful shine and shimmer, BB cream and bronzer.

Dermarolling breast treatments are a powerful intense treatment to enhance collagen and elastin formation, rejuvenate skin and fight skin sagging with significant results. Just make sure you are very apt and legally allowed to perform this treatment in your state and that clients understand what the service entails.

At-Home Teach clients a basic at-home breast skin care regimen.

Prescribe a gentle hydrating cleanser, exfoliator, peel-off mask, sunscreen, breast massage cream, lifting lotion and serum. The cleanser should have soothing ingredients such as rose, aloe vera, olive oil and chamomile.

All breast cosmetics should be free of parabens and chemicals. A loofah and gentle gommage should be performed twice a week with natural ingredients such as walnut, sugar, fruit acids or gentle polishes. Choose from a gold, seaweed or clay lifting mask depending on

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Bella Schneider is the founder and CEO of LaBelle Day Spas & Salons and an international product formulator and distributor through Bella Schneider Beauty (BSB). In her 40 years of experience in skin care science, Schneider has been an innovator in ethnic skin care, peels and peer education.

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MANSOME TREATMENTS Father’s Day spa specials

for

dad Men are finally starting to figure out what most women know well: there are few things more relaxing than a trip to the spa. Spas are now offering treatments geared toward men, but what better way to entice them than with a whole menu of services featuring booze? Spice up your spa menu this Father’s Day by adding an extra dose of dad’s favorite drinks with these stress-busting booze treatments designed just for him.

by Kristina Mazzenga

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spa "mansome" treatments

The Wine Lovers Treatment

The award-winning Spa Qualia on Hamilton Island, Australia pampers couples with a three-hour signature package highlighting the power of the vine. Incorporating antioxidant-rich grape extracts and nature-based products, this spa experience starts with a full-body massage using Chardonnay-based oil followed by a vinotherapy body scrub and exfoliation. Next, guests are wrapped in a detoxifying Pinot Noirand-champagne-infused foil body mask and left to enjoy a moisturizing hair and scalp treatment using non-chemical, natural essential oils only made in Australia.

After a rain shower and mini-facial consisting of a quick cleanse, exfoliation and moisturizer, clients soak in a burgundy bath infused with wine grape seed oil and wine polyphenols while sharing a fruit plate and bottle of vino.

180 MINUTES, $1,100 PER COUPLE

Vintage Bourbon Massage The Spa at Four Seasons in Chicago, Ill., created a treatment inspired by mixology that incorporates the hotel’s signature barrel-aged bourbons and bourbon based cocktails. The Vintage Bourbon Massage begins with an invigorating body scrub done with a gingersnappecan scented mix of brown sugar and Kentucky bourbon. After the scrub is wiped off, the treatment continues with a relaxing massage using heated stones and bourbon-scented oils. Following the massage, the client is given a hand and foot treatment infused with bourbonspiked soaks and oils that leave skin glowing and smooth. The treatment concludes with a visit to the spa’s bar for a complimentary glass of smooth, single-barrel bourbon.

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spa "mansome" treatments

Cocoa Cabernet Scrub

Perfect for its wine country setting, The Spa at Auberge du Soleil in Napa Valley, Calif., is a 7,000 square-foot spa that overlooks vineyards and olive groves, offering several services that incorporate local ingredients such as grapes, olives, herbs and wine. Their most popular wine-infused treatment, the Cocoa Cabernet Scrub, is a fully-body scrub that rids the skin of dead, dry cells with an antioxidant-rich mix of freshly ground cocoa nibs, crushed Cabernet grapes and a splash of house-label Cabernet Sauvignon wine. Once the skin is exfoliated, it is moisturized with warm grape seed oil that is scented with chocolate and cardamom. The entire treatment is accompanied by a glass of Napa wine.

45 MINUTES, $135

Wine Grape Wrap The Spa at The Ritz-Carlton in Santiago, Chile savors some of Chile’s liquid gold in this relaxing hydrotherapy treatment.

The treatment begins with a soft and refreshing full body soak in Carménère wine, which opens pores and allows the skin to absorb the antioxidants of the wine. The complex amino acids in the

red wine help to moisturize the skin, leaving it silky smooth after the 15-minute soak. A foil Wine Grape Wrap is then applied, which consists of a combination of crushed grape seeds and French clay. These ingredients are used to pull out toxins and naturally moisturize skin with the penetrating oil from the

grape seeds’ high amount of vitamins E and C. No rinse is necessary afterward.

75 MINUTES, $138

Mile-High MicroBrew Experience Inspired by the brewery boom in Denver, Colo., The Spa at the Ritz-Carlton Denver has created the ultimate treatment for its male clients: The Mile-High MicroBrew Experience. Prior to the treatment, the client receives a Yeti Imperial Stout to enjoy. The treatment itself takes place in a Vichy shower room where the esthetician grinds together real mulch, hops and brown cane sugar to make the treatment’s scrub. Once the scrub is applied to the full front of the client’s body, the horizontal Vichy shower rinses the client with each of its six spinning shower heads; the shower also moves from left to right if necessary. The same process is then applied to the client’s back. Once the client’s body is com-

pletely rinsed, the esthetician continues by applying Yeti Imperial Stout onto the client’s body with a paintbrush. The alcohol seeps down into the skin and works as a stimulant to provide the skin with antioxidants as well as vitamins A and B. While the beer sets onto the skin, the esthetician performs a scalp treatment.

The same beer is poured onto the scalp and massaged into the scalp and hair, which nourishes the hair follicles as well as the scalp because of the antioxidants and vitamins. The client is then completely rinsed a final time with the Vichy shower and the treatment concludes with an application of nourishing body cream and a complimentary Yeti Imperial Stout to drink.

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spa "mansome" treatments

Mendoza Wine Body Glow

Located in the heart of Argentinean wine country, the Kaua Club & Spa at Park Hyatt Mendoza incorporates wine and grapes into several of its services, including their most popular scrub-and-wrap combo: the Mendoza Wine Body Glow. First, skin is exfoliated with a grape-based polish before the client is wrapped in a full body nourishing red wine and grape mask. The mask varies due to the client’s specific needs, but includes aloe vera and sweet almond oil to ultimately soothe the skin, improve tone and elasticity and moisturize dry, chapped skin. The mask is wiped off by the esthetician after 20 to 30 minutes.

60 MINUTES, $80

Mexican Beer & Lime Facial

Just for the gentleman, The Spa at Esperanza in Cabo San Lucas, Mexico features their Mexican Beer & Lime Facial exclusively for Father’s Day. The treatment begins with a full facial cleanse using enzyme and propolis-based skin care products, but can also be modified to fit the specific needs of each individual client’s skin. To create the mask, Mexican beer is combined with egg whites and is applied to the face to help refine pores and to tighten, lift and tone the skin. The yeast from the beer and the protein in the eggs also work together to hydrate the skin and increase elasticity.

While the mask is applied, the specialist performs a 10-minute neck and shoulder massage. The mask is then wiped off, leaving the skin plumped and firmed.

75 MINUTES, $185

Spa Hoppiness

Not only can clients enjoy drinking a local brew, they can soak in one too!

Celebrating the locals’ and visitors’ love of beer, Anjou Spa in Bend, Ore., has teamed up with a local craft brewer aptly named the Goodlife Brewing Company to create their Ale-ing Foot Service. The treatment takes place in the spa’s Vichy room and begins with a foot soak in a copper bowl filled with freshly warmed beer. Next, a custom-created scrub combining hops and fresh barley is used to smooth the feet. The scrub is rinsed off with the Vichy shower after

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about 15 minutes. The finishing touch of the treatment is a foot and lower leg massage using a hops-infused lotion to leave feet feeling refreshed. This service is especially popular with male guests, but many ladies also enjoy the chance to enjoy a little “brew renewal.”

This service is loaded with health benefits. The yeast in beer is a natural antifungal agent, while the hops contribute anti-microbial properties and aid in relaxation. Barley is a natural anti-inflammatory agent that is loaded with zinc, which helps to repair the skin. The bran of the barley is a natural exfoliator. “Most people probably aren’t aware of the therapeutic

benefits of beer; there’s more to it than just great taste,” says Jenna Walden, managing partner of Anjou.

95 MINUTES, $149



Kristina Mazzenga received her bachelor's degree in Social Media Marketing and Broadcasting from Saint Vincent College in Latrobe, Penn. Her computer and cell phone are attached to her hip as she is obsessed with spreading the word! Her passion became her profession. She is now the Editorial Assistant and Social Media Partner for Les Nouvelles Esthétiques & Spa Magazine.

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BEHIND THE SPA DOOR Linda Marrical

with Owner of The Healing Touch Center in Havertown, Penn.

Acquiring and inspiring a strong spa staff

Concept How would you define the concept of your spa?

Our mission is to provide a space for individuals to grow and relax by addressing the needs of the body, mind and soul. Our motto is to provide the absolute luxury of a day spa with hometown prices.

What are your most popular treatments?

We are known for our ability to address pain, stress, post-traumatic stress and trauma with our acupressure treatments and acupressure facials. Our hot stone and relaxation massages are quickly growing in popularity as well.

Facility How many treatment rooms and other amenities do you have?

Three. One room is dedicated to acupressure treatments, one room is completely devoted to massages and our third room is used for our facial treatments, however that room may be used for massages as well.

When clients enter The Healing Touch Center they walk first into the reception area. There is then another door that leads them to our big studio room, which is where I teach classes and where we hold several yoga and dance classes. Our treatment rooms are located on the other side of the studio where we also have a kitchen that clients can visit for small snacks and beverages.

Leadership Role What daily challenges do you encounter in your position?

On a daily basis I find myself not only running the center on my own, but also balancing my own appointments, catering to our clients’ needs and managing my employees.

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How do you manage stress that work brings into your life?

I have a very strong emotional support system. I have great friends and a very supportive family who is always going the extra mile to make sure I am relaxed after a long day. I also find stress relief in taking care of my own body. I practice healthy eating and make sure to get a proper amount of exercise.

What takes most of your time every day?

Catering to my clients. Because I work mainly with clients who are dealing with trauma, it is very important that I make my clients my main priority every single day. I never go into a treatment room where I am not 110 percent focused on the client.

Team Building How many employees do you have and what are their specialties?

I have a total of six employees: three practitioners and three other staff who cater to guests’ needs. I am the only one that performs any acupressure or trauma-related treatments, while my practitioners each have their own specialties. One of my massage therapists specializes in relaxation massages, one specializes in hot stone therapy and massage and I have one esthetician who does a little bit of everything.

How do you find potential new employees?

I have acquired employees over the years through my continuing education classes. I also have employees that I have found through word of mouth and previous employees.

How do you select the people that work with you?

Before I hire an employee they must perform our services on me. They must

have that special touch so I can be certain that our clients will be in safe and caring hands. They also must be able to effectively communicate with our clients in a personal and professional way. Customer service is huge!

How do you evaluate your employees?

I use an anonymous employee feedback form every time we have a new client in the spa. I give them a form before they leave in a self-addressed, stamped envelope for them to send back. I want to know not only what they thought of their experience at The Healing Touch Center, but their feedback on the practitioner. I do this on a consistent basis; my employees are always being evaluated. I discuss both positive and negative feedback with my employees.

How do you train your staff?

I do not require that my employees attend the classes and workshops that I hold at The Healing Touch Center, but I highly suggest it. If they are not interested in furthering their education, especially for free, they are probably not someone I would hire to begin with.

How do you keep your employees incentivized?

I expect my employees to market themselves and actively follow up with their own clients. If they are able to bring in 10 clients per week consistently for an entire month, they receive a $200 bonus.

Marketing & Publicity How do you market your different services?

A percentage of my marketing dollars go to my online digital marketing team. I am willing to pay people who know best how to use online market-

ing and I use that specifically to promote my massage services. They assist me in running Google Ads and they are constantly refining search words to help our SEO. I advertise my acupressure, pain and trauma treatments once or twice a month using a quarter-page advertisement in our local newspaper. Our facials tend to sell really well in a local magazine so I run a monthly half-page ad in the magazine that includes a coupon for 10 to 20 percent off our facial services. I always ask clients where they heard of our services so I know which marketing techniques are most effective for us locally.

Exceptional Client Care What incentives do you offer clients to come back again?

I have a loyalty program. After every $100 spent, a client receives $5 in rewards. Our computer system automatically tracks how much money a client spends. Clients can either use their rewards in the moment or they can accumulate them to use another time.

Tips For Spa Leaders What advice could you give someone who would like to manage a spa?

Have a clear vision of who you want your clients to be. Define a rea listi c targ et ma rke t for yourself based on where you are located and learn to relate to that specific type of client.

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successful

EVENT PLANNING

HOW TO BUILD YOUR DATABASE, ENHANCE YOUR BRAND AND IMPROVE CLIENT LOYALTY

by Alexis Ufland

Y

ou probably invested a great deal of time, effort and smarts into making your spa a wonderful destination. Yet your single greatest marketing asset is not your brick-and-mortar features, but the relationship you have with clients.

In today’s complex world, forging a personal bond is more vital to success than ever. Look at the power of social media, for example. Sites like Facebook, Instagram and Twitter have

introduced a new kind of all-access intimacy, a sense that any individual can “make a connection” with celebrities, luminaries and brands instantaneously.

Attuned to this new reality, your clients are becoming less receptive to corporate-style emails and pre-packaged messaging. Instead, they’re pledging loyalties to brands that humanize themselves, provide valuable content and services and build relationships in a thoughtful, genuine way.

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business successful event planning in the spa

H

appily, local businesses are the best suited to this kind of personalized marketing strategy.

As a spa owner, your proximity to clients is unmatched. And that advantage is unparalleled — because clients build the best relationships with people, not businesses. As a spa owner, you’re uniquely positioned to spearhead and oversee special events — the kind of strategic gatherings that will expand the reach of your brand, highlight all you have to offer and reward current clients while enticing new ones. Spa events and parties are the ideal blend of marketing, branding and fun. Not only do they connect you with current and future clients, but the festive atmosphere puts everyone in a receptive mood, eager to learn more about your products and services — and to buy!

Carefully planned special events can increase your service and product sales, boost traffic, introduce new clients to your spa, build your database, strengthen relationships between your clients and

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staff, enhance your brand and improve client loyalty. That’s quite an impressive list of positive outcomes!

Building your Database

When setting out to plan an event, your spa database is the most logical starting point — in fact, it’s the single most important marketing tool you’ve got.

With that in mind, make sure you’ve taken every step to keep that database in prime working order: • Include an email capture tool/widget right on your homepage.

• Require all marketing initiatives to include an email sign-up.

• Have your front desk continually keep tabs on your database and keep it updated.

• Capture all contact information during telephone intakes. Double check that this information is correct on intake forms.

• Create a system of entering in new client information from business cards, events and other one-to-one interactions.

• Be sure that ALL your events require an “Email Check In.” In other words, attendees provide an email address. Capturing that information is helpful in building a viable working database.

Charity Events There’s a lot of truth in the idea of “doing well by doing good.” Chances are your spa is already solicited regularly for donations to worthy causes. Why not flip the switch and create a charity program yourself? Seek out local organizations whose demographic is similar to your target market, then meet with those charities and brainstorm about ways you might support each other.

One idea is to hold a fundraiser at your spa. You might hold a two-hour evening event, or opt for a longer session on a weekend, where guests can

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Award Winning Professional Skincare Discover how Lira Clinical is Redefining Aesthetics and pioneering professional anti-aging technology with exclusive botanical ingredients and innovative formulations.

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business successful event planning in the spa

Workshops/ Performances/ Speakers

indulge in a variety of spa offerings for a set fee. Create a special gift certificate (with a 30 to 60 day expiration date) to include in “swag” bags either at your own fundraiser or another charitable benefit. Whether you offer an inexpensive service gratis or 25 percent off a spa product, it’s a great way to get people in the door. You might also consider donating one of your pricier services — such as Botox or a deluxe facial — to a charitable silent auction.

You could gain a new client from the winning bidder!

either with or without a rep from the company. Organize a “private event” for specific clients — by appointment only, with limited availability, and targeting those who have previously purchased a specific product (your software should be able to cull these names from your database). Offer attendees a free mini-service and a discount of 10 to 25 percent when they buy $150 to $200 of the featured product. All events at your spa should offer free refreshments and include an opportunity to gather contact info from guests.

Sampling Opportunities

Shopping Parties

High-profile community events such as charitable functions, marathons, bike races, expos and health fairs are great places to see and be seen. Have your staff on-site to provide complimentary services to visitors (offer simple services that are easy to execute), with the goal of “touching” as many people as possible.

Staffers can also speak about your brand while passing out brochures and samples.

These small gestures have a potentially big impact in positioning you as a “good neighbor” in your community.

Vendor Gatherings Vendor events are a wonderfully versatile option, something you can host

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Join forces with a group of small local businesses — and together, sponsor a “shopping party” at your spa, targeting a specific clientele. This could include prom-goers, brides-to-be, bat mitzvah candidates… any and all would savor an event that spotlights hairdos, makeup, nails, skin care, plus dresses, photographers, limo rentals and more specifically for their special occasion.

To invite guests, share databases with your vendor partners. Have each of those vendors present at the event, in a designated area of your spa, to showcase their products and services as party attendees make the rounds.

Everything from the menu to the décor should be festive and memorable — truly fit for a queen!

Think of all the individuals — speakers, healers, experts of all sorts — who have a database of people and a wealth of experience, yet no home base where they can offer their classes and lectures.

You can initiate a win-win scenario for your business simply by teaming up with these pros. Merge your databases and hold a workshop or similar event at your spa. Charge a fee, and split the proceeds 50/50. Not only will you generate an income stream for your spa, you’ll be able to highlight your own services to like-minded individuals who just may become permanent clients.

Promote your Events Across All Platforms Today, many venues can publicize your events and reach new clients: • Posts on Facebook, Twitter, Instagram • Banner on your website home page • E-newsletter, sent multiple times • Printed flyers placed in all retail bags • A sandwich board outside your spa • Ads in local papers Think of special events as unique opportunities to mix, mingle, engage more meaningfully with clients and heighten your profile with your target market. That engenders the kind of positive response that means business!  Alexis Ufland is the owner of the spa consultancy firm Lexi Design. She creates powerful spa, beauty and lifestyle brands. Specializing in concept development, branding and marketing, Lexi Design is at the forefront of trendsetting innovation. Ufland has brought her visionary signature to the development of premier spas across Europe, Asia and the United States. Her roster of satisfied past clients includes Deepak Chopra, The Marriott Hotels, The Westin Hotels, Bliss Spas and Truth + Beauty Medical Spa.

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revenue STEPPING UP YOUR SQUAD

by Dori Soukup

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R

etail sales are a sore subject within the spa industry. Most spa leaders have good intentions and attempt to improve retail sales performance, but still fall well short of their targets.

Leaders fail to achieve retail growth for many reasons, one being that they overlook the most important aspect of their business’ success — their team members. Team members play a vital role in retail sales. As a spa leader, you must truly grasp how important team members are to your success, and implement the following four essential business strategies to improve your retail sales once and for all.

SPAS LOSE PROFITS BY DEFAULT At spas with low performing teams, guests arrive, receive their treatment and leave the spa empty-handed. They aren’t given any home maintenance advice or treatment upgrade recommendations. With each session that ends like this, your spa loses an opportunity to leverage your products and treatments to maximize the guest’s experience AND boost your revenues!

Billions of dollars are spent on beauty and self-care products every year! Unfortunately, most spas are not getting their share of the market, missing out on millions of dollars that can be generated from upgrade opportunities and retail sales.

Spa leaders constantly complain about the lack of retail and upgrade sales in their businesses, knowing that they’re not earning as much as they can.

But when asked what the consequences are for team members who don’t meet sales targets, they don’t have an answer.

How do you expect your team to improve performance and achieve results if they’re not held accountable?

Implement the following four steps to motivate your team to produce the results you desire, and begin tapping into these missed revenue opportunities:

1. Set Performance Expectations and Measures If you don’t know what you’re aiming for, how will you know if you hit your target? Once you know what your expectations are, you will be able to measure them. You must set expectations to improve team performance. Your team must be fully aware of their professional obligations as therapists. Set specific targets for both treatment volume and retail volume per guest. Then, measure results on a regular basis. Don’t wait until the end of the month to find out that your team didn’t hit your targets — by that time it’s too late.

Track daily performance and watch your profits grow!

2. Link Compensation to Performance Compensation plays a huge role in boosting your revenues. A team member who is not recommending products and treatment upgrades does not deserve to earn the same amount of money as one who does. Tying service commission to retail commission is a guaranteed way to motivate the team to make recommendations.

3. Develop a Recommending System It’s much easier for your team to recommend spa products and treatment upgrades if you have a recommending system in place. Systems ensure consistency, accuracy and growth. I recommend a philosophy focused on delivering a complete, satisfying guest experience in the spa and at home. Implement a system in which your team members identify your guests’ needs or concerns, and then recommend the appropriate upgrades.

You can develop your own system customized to your own business’s way of doing things. It must be a system that you can teach your team, and one that allows you to measure effectiveness.

4. Training / Coaching the Team Performance improvement is an endless cycle, so your training and coaching efforts should be a never-ending process.

Training is an essential component to your spa business success. It needs to be conducted often and involve role playing. Someone must be responsible for training and coaching the team.

Your team members must role-play the process of recommending products and treatments. The more they do, the

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business maximizing spa revenue more confident they will be when suggesting in-spa and at-home regimens and treatments to your guests.

Team training should include knowledge of technical information, protocols, and the recommendation process to upgrade treatments and recommend home care options. Set a training schedule and make learning fun in your organization!

Beth Pestotnik, founder and CEO of Skin Essentials in Littleton, Colo., has achieved a Volume Per Guest (VPG) revenue of $189 from retail sales. Pestotnik swears by the VPG performance formula (right). This is a highly effective way of measuring the amount of revenue you generate, on average, for every guest.

SERVICE VOLUME FOR ONE MONTH= VOLUME PER GUEST FOR SERVICE ÷ NUMBER OF GUESTS The SAME FORMULA applies to retail sales:

RETAIL VOLUME FOR THE SAME PERIOD= RETAIL VOLUME PER GUEST ÷ NUMBER OF GUESTS Calculate your own VPG for each team member, set new targets, and apply the four steps. Make sure your team understands this new structure so you can enforce the consequences for non-performance.

CONSEQUENCES FOR NON-PERFORMANCE Performance improvement and consequence setting start during the hiring process. Each new employee needs to leave the interview and orientation informed of the expectations of the position. The position description must outline your recommendation expectations, and your employee orientation manual needs to outline the consequences of not reaching those expectations. Your new hire needs to understand and agree to the performance expectations upon accepting the position. Only then can you can start managing and implementing rewards and recognition for them.

If performance does not improve, consequences should progress accordingly: - For new hires, additional training and coaching - First verbal warning, more training - First written warning, more training - Second written warning, more training - Refer them to your competition Invest in team members who want to develop their skills and grow, not those who don’t understand the importance of home care and fulfilling their professional obligation.

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Most spa leaders train their treatment and reception team on the technical aspects of their job, but drop the ball on business training. Focus first on spa business training, and then invest in team development — teaching them the essential skills for spa success and what that could mean for them — you will be amazed at the total transformation of your team!

Make the commitment to deliver a great guest experience and business excellence today! Focus on these four strategies and maximize your revenue generation.  Dori Soukup is an executive coach, author, professional speaker and the founder of InSPAration Management.

She speaks at conventions all over the world and hosts public and private seminars. Her Spa BizTools and strategies have helped thousands of spa professionals experience exponential growth and profits. She can be reached at info@insparationmanagement.com.

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Location

Date

Location

Miami, Florida

Monday, July 31, 2017 • 8AM-5PM (1 hour lunch break)

Seattle, Washington

Monday, June 19, 2017 • 8AM-5PM (1 hour lunch break)

Chicago, Illinois

Monday, August 7, 2017 • 8AM-5PM (1 hour lunch break)

Hartford, Connecticut

Monday, July 17, 2017 • 8AM-5PM (1 hour lunch break)

Dallas, Texas

Monday, August 14, 2017 • 8AM-5PM (1 hour lunch break)

Los Angeles, California

Monday, July 24, 2017 • 8AM-5PM (1 hour lunch break)

Charlotte, North Carolina

Monday, August 21, 2017 • 8AM-5PM (1 hour lunch break)

Syracuse, New York

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Date Monday, June 12, 2017 • 8AM-5PM (1 hour lunch break)

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Eminence Organic Skin Care Farm Now Open!

Eminence Organic Skin Care has officially opened the Eminence Certified Organic Farm in Hungary for visitors worldwide! Travel to the Hungarian countryside and learn how the beauty of certified organic fruits, herbs and vegetables is passed along to anyone who uses Eminence’s skin care products. Enter to win a trip to visit the Eminence Certified Organic Farm and experience it yourself!

888.747.6342 eminenceorganics.com

COMMERCE, TRADE, INDUSTRY AND PEOPLE

BusinessNews

17th anniversary market visit to europe

30 minutes in heaven

Nature Pure Labs is now offering 30 Minutes in Heaven, an express service for the new generation!

Recently released within the past year, this treatment has achieved remarkable signs of regeneration and stimulation with facial contouring and deep cleansing results. This truly active innovative treatment triggers a consistent skin response followed by a glowing complexion! Victoria Tabak, president of Nature Pure Labs, comments on the treatment since its release, “It is a dream treatment for both professionals and their clients because results are visible with every step.

Truly an amazing treatment, especially for the busy and stressed client!”

may2017

866.436.6462 dpc2000.com

866.640.7546 naturepure.com

worldwide licensing program launched!

The Colore Me Perfect Color Analysis Training and Licensing Program has officially been launched for salons and spa across the world! Jaclyn Peresetsky, master esthetician and makeup artist developed this color analysis system to teach spas and salons two different color analysis services and makeup color coding. Now, YOU can offer your clients the perfect palette of colors within YOUR business. For more info on training/licensing: coloremeperfect.com

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The DPC Skincare team recently celebrated its 17th anniversary with a market visit to Paris and France to get a better understanding of the current European spa and salon market. This market visit was designed to not only celebrate 17 years of success, but also to develop a holistic global strategy for the official launch of DPC’s Silver Foil Mask. The team visited a number of spas and salons in prominent locations with innovative services and décor. In addition to meeting owners, estheticians and customers, the team was able to sample the local cuisine as well.

239.262.5110 coloremeperfect.com

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THE INTERNATIONAL CONGRESS OF ESTHETICS AND SPA

STER BY I G

RE

8 2 L I APR E

A N D S AV

REGISTRATION all inclusive

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2 DAY ADMISSION

1 DAY ADMISSION

SAVE WHEN YOU REGISTER BY APRIL 28 2 Day admission is $90 after April 28 1 Day admission is $55 after April 28

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PHONE:

1.800.471.0229 / 1.305.443.2322

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EMAIL:

Registration@LNEONLINE.com

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MAIL:

Aesthetic Expo 3929 Ponce De Leon Blvd Coral Gables, FL 33134

SHOW HOURS: SUNDAY, MAY 21: 9:30 AM to 6:00 PM

PHILADELPHIA, PA

MONDAY, MAY 22: 9:30 AM to 5:00 PM

MAY 21 & 22, 2017 PENNSYLVANIA CONVENTION CENTER

MAKE YOUR HOTEL RESERVATION

The International Congress of Esthetics and Spa unites top quality educational programs with unique and inspiring Main Stage Presentations, top-notch Conferences, hands-on Product Focused Training classes and a bustling Exhibitor Hall with the latest trends...

Discounted congress hotel rates sell out quickly! Limited discounted space available.

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INCLUDES A 2 DAY TICKET TO THE INTERNATIONAL CONGRESS OF ESTHETICS AND SPA

MAY 20 - 22, 2017

PHILADELPHIA, PA

PENNSYLVANIA CONVENTION CENTER

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MAIN STAGE LECTURES & DEMOS

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CONFERENCES

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PRODUCT FOCUSED TRAINING SUNDAY, MAY 21 RHONDA ALLISON Compromised Barrier Function

2:00 - 3:00 PM STAGE B

BY SHANNON ESAU

EXHIBITOR FLOOR

CIRCADIA BY DR. PUGLIESE STAGE C EXHIBITOR FLOOR Chemical Peel Alternative - Discover the Science Behind Circadia’s SWiCH™ Dermal Rejuvenation System BY BARBARA WILMOT CBI LABORATORIES To Peel or Not to Peel? Choosing the Best Treatment Based on Your Client’s Skin Type PROCELL THERAPIES Advanced Techniques in Microchanneling - Pigment Reduction

BY DOUG MCBURNEY

DERMAWARE® BIO-TARGETED SKIN CARE Quick Fix Peels: Age, Acne & Pigment – Hands On Peel Practice Class!

BY PATRICK JOHNSON

HYDRAFACIAL MD® & PERK™- EDGE SYSTEMS Edge Systems Basic Training (HydraFacial MD ® & Perk™)

BY SALENA DEIHL

CIRCADIA BY DR. PUGLIESE Innovative Ingredient Technology for 2017

M’LIS COMPANY Beauty Nutrition System to Enhance Spa Treatments

LIGHTSTIM LightStim LED: A Holistic Approach to Skin Fitness

120 C

121 B 121 C

BY JOANNE TU

122 A

BY RICHARD MAHER

IMAGE SKINCARE Peel Away the Years – New Solutions, New Protocols, New Look at IMAGE Peels

BY DAWN CLIFFORD

CIRCADIA BY DR. PUGLIESE Advanced Mixology BY GEORGE

123 125

3:30 - 4:30 PM

RHONDA ALLISON Incorporating Acids for Every Skin Condition

BY SHANNON ESAU

GALLEGOS

CBI LABORATORIES What’s in This Bottle? Cosmetic Chemistry for the Skin Care Professional PROCELL THERAPIES Advanced Techniques in Microchanneling - Fine Line Reduction

BY MELANIE TIMMS

BY DOUG MCBURNEY

LIGHTWAVE LED THERAPY/ABI DERMACEUTICALS The Science Behind LED Lightwave Therapy: Why Protocols, Dosage and Wavelengths are Important

HYDRAFACIAL MD® & PERK™- EDGE SYSTEMS Edge Systems Basic Training (HydraFacial MD ® & Perk™) BY SALENA DEIHL SE-BRAZIL WAX/SMOOTH SKIN SUPPLY Se-Brazil Post-Wax Retail Products & Profitable Ingrown Treatments

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STAGE B

EXHIBITOR FLOOR

STAGE C

EXHIBITOR FLOOR

STAGE D

EXHIBITOR FLOOR

STAGE E

EXHIBITOR FLOOR

120 A

BY KARI POLING

BY ANGELA GREEN

SATIN SMOOTH Female Brazilian Waxing Class | Advanced Techniques – Beginners Welcome! may2017

122 B

BY BRIAN GOODWIN

BY DEANNA DERTHICK

SUNDAY, MAY 21

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121 A

BY M'LISA JACKSON

EMINENCE ORGANIC SKIN CARE Treat Acne & Learn the Latest Anti-Pollution Skin Care Trend with Natural Ingredients

DEPILÈVE Brows to Brazilian

EXHIBITOR FLOOR

120 B

BY NATIONAL LASER INSTITUTE

MARTINNI BEAUTY, INC. Learn How to Earn Big $$$ Removing All Types of Skin Imperfections

STAGE E

120 A

BY MICHAEL PUGLIESE

NATIONAL LASER INSTITUTE Jump Your Income by 50% with Cosmetic Lasers! Learn How!

EXHIBITOR FLOOR

119 B

BY GÜL Ç. ZONE

CELLUMA Because You Have Better Things to do with Your Hands!

STAGE D

BY MELANIE TIMMS

BY VERONICA LORELLO

120 B 120 C 121 A

VENUS CONCEPT Grow Your Business with the Latest Technology in Hair Removal and Wrinkle Reduction

BY VENUS CONCEPT

NATURE PURE LABS Reverse Menopause Skin Aging 100% Naturally with Phyto-Hormones – Visible Results!

BY VICTORIA TABAK

EMINENCE ORGANIC SKIN CARE Discover Immediate Anti-Aging Results with All-Natural and Organic Active Ingredients

BY BRIAN GOODWIN

IMAGE SKINCARE Beauty From the Inside Out - A 360° Approach to Skin Health FARMHOUSE FRESH Spice Up Your Spa Menu in 5-Star Style!

DEPILÈVE Anti-Aging Wax

121 B

122 A

122 B 123

BY DAWN CLIFFORD

124

BY BECKY BEALL

125

BY DEANNA DERTHICK

MONDAY, MAY 22

2:00 - 3:00 PM

RHONDA ALLISON Incorporating Acids for Every Skin Condition

BY SHANNON ESAU

CIRCADIA BY DR. PUGLIESE Oxygen RX - Discover the Benefits for All Skin Types

BY KATELYN MACY

CBI LABORATORIES What’s in This Bottle? Cosmetic Chemistry for the Skin Care Professional PROCELL THERAPIES Advanced Techniques in Microchanneling - Skin Rejuvenation

BY MELANIE TIMMS

BY DOUG MCBURNEY

CELLUMA Because You Have Better Things to do with Your Hands!

BY PATRICK JOHNSON

CIRCADIA BY DR. PUGLIESE Skin and Aging: What Every Esthetician Needs to Know

BY MICHAEL PUGLIESE

NATIONAL LASER INSTITUTE Jump Your Income by 50% with Cosmetic Lasers! Learn How!

MONDAY, MAY 22 RHONDA ALLISON Compromised Barrier Function

EXHIBITOR FLOOR

STAGE D

EXHIBITOR FLOOR

STAGE E

EXHIBITOR FLOOR

121 A 121 C

BY JOANNE TU

122 A

BY VICTORIA TABAK

122 B

BY BRIAN GOODWIN

IMAGE SKINCARE Peel Away the Years – New Solutions, New Protocols, New Look at IMAGE Peels

STAGE C

120 C

NATURE PURE LABS Instant Non-Surgical Face & Neck Lift - Age Reversing Organic Bio-Actives & Micro-Needling EMINENCE ORGANIC SKIN CARE Erase Hyperpigmentation with Natural Hydroquinone Alternative

EXHIBITOR FLOOR

120 A

BY NATIONAL LASER INSTITUTE

MARTINNI BEAUTY, INC. Learn How to Earn Big $$$ Removing All Types of Skin Imperfections

STAGE B

BY DAWN CLIFFORD

123

3:30 - 4:30 PM

BY SHANNON ESAU

CIRCADIA BY DR. PUGLIESE Advanced Mixology BY GEORGE

GALLEGOS

CBI LABORATORIES What’s in This Bottle? Cosmetic Chemistry for the Skin Care Professional PROCELL THERAPIES Advanced Techniques in Microchanneling - Skin Volumization

BY MELANIE TIMMS

BY DOUG MCBURNEY

EMINENCE ORGANIC SKIN CARE Experience the Power of Hungarian Massage, Stimulating Actives and Revolutionary Vitamin C Oil IMAGE SKINCARE Delivery Please! – Advanced Penetration Systems and How They Work

STAGE B

EXHIBITOR FLOOR

STAGE C

EXHIBITOR FLOOR

STAGE D

EXHIBITOR FLOOR

STAGE E

EXHIBITOR FLOOR

122 B

BY BRIAN GOODWIN

BY DAWN CLIFFORD

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EXHIBITOR LIST

AS OF April 2017

A La Turca Textiles

Farmhouse Fresh

Nufree®

ABI Dermaceuticals

finipil®

Otto Trading, Inc.

AIA - Aesthetics International

G.M. Collin Skin Care

ProCell Therapies

Germaine De Capuccini

Purpletale Skincare

GR8/SKN Natural Skincare

QL Beauty, Inc.

Association Allegra M. France

for Young Adults

Allied Powers, LLC American Biotech Labs

Grande Lash - MD

B & S Beauty Supply

Grande Naturals

Beau Institute of Permanent

Hale Cosmeceuticals

& Corrective Cosmetics

Health and Beauty Connection HydraFacial MD® &

Beaute Tsuru

Perk™- Edge Systems

Beauty Attica, Inc. Beauty Image

Image Skincare

Bella Schneider Beauty

InSPAration Management

BelleCôte Paris

Jojoba Company

Bello Haus, Inc.

Lady Burd Exclusive

Bio France Lab

Private Label Cosmetics

Blinc, Inc.

Le Mieux Cosmetics

Cailyn Cosmetics distributed

Les Nouvelles Esthétiques

by Essential Med Tools

& Spa Magazine

Caviar of Switzerland

LightStim

CBI Laboratories

Lightwave LED Therapy

Celluma

Lôngmi Lashes

Circadia by Dr. Pugliese

M’Lis Company

Clear FX

Makeup Eraser

Clinical Resolution Lab

Manufacturing Beauty®

Depilève

Martinni Beauty, Inc.

Dermascope

Med/Spa Distributors, Inc.

DermAware® Bio-Targeted Skin Care

Mer D’or Paris

Dermclar & Fajas Diseños D’Prada

MerryLaz Aesthetics USA

Diamond Way Ayurveda

Meticulous Wax distributed

DPC International, Inc.

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INCLUDED WITH ADMISSION

by Essential Med Tools

Recellergy Relax and Wax Rena Levi Skin Care RevítaLash Rhonda Allison Salonwear Satin Smooth Se-Brazil Wax Sesderma, USA Sesha Skin Therapy Shira Shore.com Sisloy, LLC Skin Script Skin Care Smooth Skin Supply, LLC Sothys Spa Equipment Direct Spa Manufacturer Direct Sparenity Spaware Software Supramedical, LLC Teenceuticals The BFF Miracle Body Buffer ThermoClear Tizo by Fallene U.S. Jaclean, Inc.

Dr. Canuso Skincare for Feet

Minkys Eyelash Extensions

Venus Concept

Dr. Jeff Skin Care

My Spa

Vitamix

Elixheal Skincare

MyLash Beautiful Value

Volcanic Origins/

Eminence Organic Skin Care

MyoBuddy

Equipro USA, Inc.

National Laser Institute

Whole Beauty Corp

Fake Bake

Nature Pure Labs

Zero Gravity Skin

may2017

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Aromatherapy

YOUR guide to the best eye care treatments in the spa!

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Giving fine lines the royal skin care treatment

By Rhonda Allison Can you remember the first time you noticed them — those fine lines around the eyes? For women in particular, this is our first area of aging concern. Every year, millions of Americans undergo some sort of rejuvenation treatment for their eyes. And it makes sense — the eyes are the first place on the face that we all notice and zero in on.

From crow’s feet and wrinkles, to puffiness, under-eye bags, dark circles and crepe-like lids, the eyes reveal a lot — fatigue, stress, aging and the list goes on. While the skin around the eye region is more delicate, and certainly comes with its fair share of challenges, it presents an opportunity for esthetic professionals to create the most change.

From the treatment room to home care, how do you give the eyes the royal treatment and help clients restore and preserve a youthful appearance? It starts with a deep understanding of the anatomy of the eye contour along with a blend of the right treatment room techniques and top pro-youth ingredients.

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It's all in the eyes Guide Why the eyes age The skin around the eye is the thinnest (by approximately 10 times) and most delicate on the face. As such, it also tends to be more sensitive and susceptible to the visual signs of aging. The area also experiences a lot of movement throughout the day. From squinting to smiling to blinking, the area is in perpetual motion. As the skin ages and loses elasticity, the delicate eye tissue thins even more and these rote muscle movements begin to leave an impression.

Of course, genetics, how the eyes are cared for and lifestyle choices also impact the aging of the eyes. Smoking, excess sun exposure, chronic stress, lack of sleep, as well as sleeping on unforgiving fabrics, rubbing the eyes, and applying and removing makeup all contribute to premature aging of the eye region. Understanding how this delicate area responds to environmental aggressors, treatments and ingredients help you design customized anti-aging programs to achieve the results your clients want.

Treating the complexities of eyes Invasive surgical procedures are not the only way to restore the eyes’ youthful appearance. In fact, light peels and enzyme treatments that specifically target the eye region reduce the appearance of fine lines, dark circles, wrinkles, puffiness and inflammation.

As with any facial treatment, proper preparation is essential to producing the results you and your client are aiming to achieve. Starting with a good eye cleanser that is designed for eye tissue such as a green tea, chamomile flower extract or a gentle milk base, which removes impurities and prepares the skin for treatment. For makeup removal, soak eye pads with a gentle eye cleanser and allow it to rest on the eyes for a few minutes.

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Next an enzyme may be applied to start the surface exfoliation. Use caution not to get too close to the eyes and always avoid the eyelids. Prior to enzyme application, depending on the treatment, you might apply a peptide serum or lifting formula to the eyes.

The enzyme supports the absorption of those ingredients.

Gel-based papaya and pineapple enzymes are great for the eye area as they support the digestion of the stratum corneum, making the skin more absorbent. L-Lactic acid also provides gentle exfoliation while improving cellular renewal and delivering a potent dose of antioxidants when combined with antioxidant-rich ingredients like pomegranate. For peel treatments, salicylic, glycolic, L-lactic, retinol and flower acids stimulate regeneration while providing hydration and strengthening. Flower acids, considered secondgeneration AHAs, are less irritating and deeply hydrating, making them ideal for sensitive skins.

Following the enzyme, a variety of masks may be used. A milk-based mask

hydrates, nourishes and gives anti-inflammatory support, while a protein and vitamin A-based mask provides intense stimulation, and the muscles around the eye receive a workout to tighten sagging skin. Finish the treatment with a hydrating, omega fatty acid and peptide serum to further nourish and strengthen the skin.

Eye treatments may be incorporated into nearly any facial or as an add-on. For instance, during a facial, you might chill and saturate eye pads with a hydrating toner before placing them over the eyes to provide hydration and nourishment. The cooling sensation also reduces puffiness. Chilled ice globes gently rolled around the eyes delivers a similar effect and clients love the cooling sensation.

Eye massages are another great add-on. Using a hydrating, antioxidant serum with nourishing essential oils, start with double circles on each eye then spider-walk with your fingers around each eye, gently pinch the eyebrows, then do small and large figure eights around the eyes.

It's all in the eyes Guide pro-youth activity. It triggers the circadian genes, activating the skin’s natural defenses against environmental stressors during the day and cell regeneration at night.

• Hyaluronic acid Supports moisture retention, provides nutrients and removes waste from cells, allowing nutrients to move into the cell.

It also promotes keratinocyte proliferation and increases retinoic acid, which preserves the skin’s hydration.

• Tocopherols A natural form of vitamin E, these provide antioxidant support and strengthen the skin.

• Plantago lanceolata leaf extract An organic stem cell, it rebuilds, brightens, improves elastin synthesis and smoothes the skin. It also prevents melanin overproduction, inflammation and oxidative stress.

An eye on powerful ingredients Since the skin around the eye differs quite drastically from the rest of the face, it needs extra hydration, cell regeneration, circulation and collagen support. Today, there are numerous ingredients — some tried and true, some new advancements — that support youthful, radiant eyes: • Retinol and encapsulated retinaldehyde Both of these ingredients work to stimulate cellular regeneration and strengthen skin tissue. Encapsulated retinaldehyde, however, is less irritating to the skin and performs closest to retinoic acid, where it provides powerful wrinkle reduction and prevention.

• Peptides These will stimulate fibroblasts, the building blocks of collagen, and signal the skin to produce more collagen while reversing the effects of free-radical damage. A newer advancement, chrono peptide, encourages 24-hour

• Chrysin A flavonoid, it reduces inflammation, lightens dark circles and provides antioxidant support. It also stimulates enzymes to clear infra-orbital shadows under the eye caused by hemoglobin accumulation.

• L-Lactic acid An AHA with hydrating and regenerating properties, it reduces wrinkles and corrects pigmentation issues.

• Ascorbic acid (L) A vitamin C derivative, this strengthens collagen, brightens and helps reduce wrinkles.

• Spin trap (phenyl t-butylnitrone) This is considered an “intelligent” antioxidant. It works by trapping free radicals and transforming them into oxygen to be transported back through the respiratory cycle.

• Ruscus aculeatus (butcher’s broom) This evergreen plant works to strength-

en blood vessels and promote circulation and blood flow.

There are numerous other ingredients that support healthy, radiant eyes — it truly requires an understanding of your client’s skin to create a customized approach to their treatment plan — in the treatment room and at home.

Luxurious eye treatments at home A daily regimen should aim to correct, strengthen and protect to support the work you’re doing in the treatment room. A morning routine includes a good moisturizer, a skin-building peptide formula, an eye revitalizer and mineral sunscreen in the morning. For an evening regimen, start with a daily cleanser. If the client wears makeup, encourage them to use a gentle makeup remover at night, and their favorite cleanser for the rest of the face. An encapsulated retinaldehyde, organic stem cells and vitamin C stimulates cell regeneration while strengthening collagen, and rebuilding the skin.

For a quick perk-me-up for tired eyes, have clients dab a small amount of a cherry and AHA-based enzyme around the eyes and leave on for five to 10 minutes. Finish with a revitalizing, peptide eye serum to leave the eyes feeling hydrated, bright and taut.

Encourage clients to get a good amount of sleep, proper nutrition and avoid smoking. These healthy habits, in addition to regular spa treatments and at-home care, help clients reverse the signs of aging and maintain youthful eyes. Most importantly, they always keep people guessing on age.

Rhonda Allison, a pioneer in the skin care industry, is the founder and CEO of Rhonda Allison Cosmeceuticals and RA for Men. She is also an author and internationally known speaker with more than 30 years of esthetic experience. For more information, visit RhondaAllison. com and RAmethod.com.

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The ultimate protocols to rejuvenate the eyes

by Carrie Borzillo

It is said that the three biggest giveaways to someone's age are their hands, neck and eyes. While gloves and a turtleneck can cover the latter two, respectively, the eyes are always on display and therefore require special attention — making eye treatments and add-ons a hot commodity for any spa.

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It's all in the eyes Guide

Kile Law, president/founder of Blue Water Spa in Raleigh, N.C., says eye treatments are definitely growing in popularity, and not just with the older demographic. "It's refreshingly skewing a lot younger," she notes. "Women today are starting to care for their skin more than they did in generations past, and are aging so beautifully. And they're realizing that the eyes can really give away your age more than anything."

• Fine Lines & Wrinkles The Ultra Eye Rejuvenation Enhancement (30 minutes, $65) at the Peninsula Spa at the Peninsula Hotel in Beverly Hills, Calif., stimulates the production of collagen, and nourishes and deeply moisturizes the delicate skin around eyes with a full-bodied moisturizing enzyme and rich creams to help diminish the appearance of fine lines.

"A specific manual massage technique is used to drain the fluid built up from fatigue or flying, making the skin around the eyes less puffy using an eye contour cream,” says Amber Loose, director of Peninsula Spa. “Microcurrent technology is then used to lift and tone the tired muscles around your eyes to create a smooth finish diminishing fine lines and wrinkles around this sensitive area of the face."

Loose adds that the treatment is quite popular with men and women over age 30 who need a little pick-meup after traveling. "It helps you look refreshed and awake," she says.

The Spa at the Four Seasons in Denver, Colo., offers two eye enhancements, including Light Therapy (10-15 minutes, $40), which also helps with fine lines and wrinkles. "We use red light therapy, which is safe around the eyes.

It helps increase blood flow, improve collagen production and reduces redness," explains spa director Chrysse Preonas.

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• Puffiness & Dark Circles At the MG Grand Day Spa in Greer, S.C., the most popular eye treatment is their Lift and Glow Eye Contour (30 minutes, $75), featuring sorghum and diacetyl boldine as the key ingredients.

"It's the cream of the crop of eye treatments," says owner Manisay Gabbard. "The sorghum is food for the face. It lifts, minimizes the dark circles, repairs the skin and brightens and lightens. And, it's a plant extract so it's popular with clients who like natural ingredients." The diacetyl boldine is an extract from the bark of the Chilean Boldo tree. "It's the latest technology for the anti-free radical. It blocks out the receptors and it also lightens the pigmentation for the skin," she adds.

The Anti-Aging Eye Treatment enhancement (15 minutes, $45) at Blue Water Day Spa in Raleigh, N.C., reduces fine lines and lessens the appearance of dark circles by using a collagen mask, massage and oxygen.

"The collagen mask is applied to the eye area that helps to smooth fine

lines and wrinkles, calm and soothe irritation, restore skin vitality, and leave the skin feeling supple, softer and younger,” explains Law. “The gentle massage around the eye area helps to penetrate potent antioxidants, which results in immense hydration. And, the oxygen, which is applied over the collagen mask, increases hydration and eliminates puffiness. The eyes look and feel renewed and refreshed."

• Crow's Feet and Moderate to Deep Lines The True Line Corrector Eye Treatment (30 minutes, $55) at Eden Day Spa in New York City targets the modern to deep lines around the eyes, including crow's feet, as well as around the mouth and forehead using a pro-collagen peptide as the secret weapon.

"The collagen helps plump up the skin, and it's also good for fatigued or aging eye,” says owner Yvette Jiang.

“We use three different machines, depending on the condition of their skin — a penetrating machine, ultrasonic or

It's all in the eyes Guide

laser. Laser is good for the deeper lines.

If someone has a lower metabolism, it's very hard to absorb [the products], so we use the ultrasonic. And, the penetrating machine is great for someone with clogged pores."

• Sagging Skin Microcurrent technology is the star of the Eye Lift (10-15 minutes, $40) at the Spa at Four Seasons Denver, which delivers visible results in minutes — perfect for the day of a special event.

"The therapist will use the double prong attachment with Q-tips that have a peptide serum on them. They will then work around the eye holding and lifting the muscles,” explains Preonas.

“While they're doing this, the machine conducts a small electric current into the muscle causing it to flex or 'workout.' After the holding move, the therapist will go back through the muscles with a quick pulsing movement — using the same current to help retain the muscle memory and effectively lifting the muscles around the eye, giving you a natural eye lift."

• Tired Eyes

explains spa and wellness director Caroline Wilmot.

The mask also includes pink peppercorn oil, which helps with draining and promotes circulation and palmaria palmate extract, which also promotes drainage and stimulates microcirculation.

• Dehydration, Dullness and Drooping The Lunchtime Eye Lift (30 minutes, $75) at Skin Apeel Day Spa in Boca Raton, Fla., improves hydration, diminishes the look of fine lines and lifts drooping skin around the eyes using four modalities — ultrasound, microcurrent, red LED light and a remineralizing sea mask.

"This power session begins with ultrasound, which glides around the delicate eye area to hydrate, decongest and soften expression lines,” says owner Kim Knapp. “This high-tech cleansing action sets the stage for a successful microcurrent lift, which helps with reeducation of the orbital eye muscle by precisely addressing the muscle origin and insertion points with small probes

that prompt mini-muscle expansions and contractions."

Next up is the red LED therapy, which stimulates fibroblast cells, which turns on receptors to start producing baby collagen and elastin again.

"Warming and soothing, LED usually puts clients into deep sleep and a secondary perk is the production of happy hormones or endorphins when they leave," she adds.

The icing on the cake, as Knapp says, is the cooling remineralizing sea mask, which deposits sea minerals into the skin to support eye elasticity and refines crepey texture. The best results occur when clients commit to a series of six treatments received two times a week.

Carrie Borzillo is an awardwinning lifestyle and entertainment journalist covering spas, health and wellness, sex and relationships. Her work has appeared in magazines such as Men's Health, SELF, People, Entertainment Weekly and more. She is the author of three pop culture books. Borzillo can be reached at carrie.borzillo@gmail.com.

The Firm and Smooth Eye Zone treatment (15 minutes, $25) at Ocean Spa at Playa Largo Resort & Spa in Key Largo, Fla., is designed to tone the eye area with a special soft brush massage technique.

The treatment contours the eye, reduces crow's feet wrinkles, and, most important, helps the eyes look less tired and more rejuvenated. "We use the brush as a lymphatic technique as it feels feathery and soft and gentle on the skin. After the massage, we use a refreshing eye mask with alginates for its gelling properties, transforming the mask in a resistant and smooth film, which can be removed in one piece,"

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Causes, treatments and technologies

by Louis Silberman Radio personality Garrison Keillor once said, “I believe in looking reality straight in the eye and denying it.” My employees and I often joke about the same thing, saying that when you work at a medical spa as we do, aging is optional. Okay, so getting older isn’t really “optional”. But there are so many treatments now in medical esthetics that can easily make your clients look years younger than their chronological ages, and it all starts with the eyes.

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It's all in the eyes Guide

What Causes Premature Aging Around the Eyes?

The eyes are especially vulnerable to premature aging because surrounding skin is very thin and contains fewer oil glands. It’s also subjected constantly to movement like squinting, laughing and blinking. Clients often complain about how fatigued they look even when they aren’t tired. Dark circles under the eyes (due to poor circulation, paler skin, or just good old genetics) and external stressors such as pollution, UV rays and smoking only add to the problem. Nobody wants to stop laughing or living, so what can be done about aging?

Technologies to Rejuvenate Eyes Radiofrequency Recently, I began noticing that my eyelids were getting crinkly and starting to fold over my eyes. I decided that blepharoplasty (eyelid surgery) was the best option for long-lasting results. But when I researched the downtime, anesthesia and swelling typically associated with blepharoplasty, I changed my mind.

Instead, I received radiofrequency (RF) using special tips focused solely on the eye area. Radiofrequency causes deep heating of the tissue, thereby promoting collagen production and firmer skin.

In just four treatments with no downtime, results are comparable to surgery.

Microneedling Microneedling improves skin’s firmness while reducing the appearance of fine lines and even acne scars with minimal downtime. It uses a minimally invasive pen-shaped device studded with several very fine needles, which is passed over the treatment area(s).

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The needles break down old tissue, causing deliberate minor injury to the skin’s surface and stimulating the healing process. Over time, new collagen is produced and the result is younger, more beautiful looking skin. Considered a non-ablative treatment, microneedling treats deeper levels of the skin without removing the top layer. It can be used very close to the eye, and the technician can even gently pull the skin down to the eye rim (bone area) to treat skin under the lashes.

Microneedling has gained popularity because it gets noticeable results, and also because it’s less expensive than some other resurfacing procedures. It can be used to improve the efficacy of topical agents including anti-aging serums and platelet-rich plasma (PRP), and is suitable for most skin types.

Ablative Lasers If your client wants truly dramatic results and doesn’t mind the downtime or expense associated with ablative lasers, they can be a good option. Aged skin is literally vaporized, reducing the appearance of fine lines and even somewhat deeper wrinkles. Ablatives may be used as a solo treatment, or as a complement to other procedures — including plastic surgery. The downside of ablative lasers is that they entail about 10 days (or more) of serious recovery time, with puffy eyes that may be difficult to open. Also, treatments cost $1,000 to $2,000 or more. When performed by a skilled medical practitioner, side effects are minimal — but advise your clients of the drawbacks for them to consider. Results are noticeable almost immediately, but let clients know that

It's all in the eyes Guide

Early Signs of Aging — and the Hottest Eye Rejuvenation Treatments Crinkly, Sagging Eyelids As mentioned previously, radiofrequency works very well for this condition.

However, four to five treatments are typically needed, spaced one month apart. Advise your clients that they can typically go back to work the next day following this procedure.

Ablative lasers, on the other hand, require the longer downtime, however the procedure is finished after a onetime treatment — at least until further aging occurs.

Hollowness Under the Eyes

As we age, we lose volume in several key areas of our faces. they may be difficult to discern at first because of redness and swelling, and texture of the skin continues improving for several months to a year following treatment.

Carbon dioxide lasers can be even more effective in treating deep wrinkles, however it is important for clients to understand that recovery time tends to be longer and there’s a greater risk for adverse reactions. Erbium:YAG lasers work well for fine lines and more superficial wrinkles, and some practitioners believe that a combination of the two types of lasers yields optimal results.

As we age, we lose volume in several key areas of our faces, and the undereye area is very noticeable. While many clients love the quick results they get with dermal filler injections into the periorbital area, there are some risks associated with this procedure. As opposed to dermal filler injections into other areas of the face (say, to correct marionette lines), if an injector isn’t highly skilled and the product blocks blood flow to the eye area, the client can lose their eyesight.

Platelet-rich plasma (PRP) injections into the eye area are a relatively new treatment in medical esthetics and since it uses the client’s own blood, it is considered much safer than many other products. PRP may be used alone or with microneedling in the eye area, and with a high client satisfaction rate.

Lines and Crow’s Feet While lines can appear on several areas of the face, those that form around the eyes are usually the first to come.

Without a doubt, Botox remains the

Lines that form around the eyes are usually the first to come. number one treatment for lines and crow’s feet, and with good reason — it works. Botox is the brand name of a toxin produced by the bacterium Clostridium botulinum, and when injected into the muscle, temporarily restricts its movement. Full results take anywhere from a few days up to two weeks and typically last three to six months.

However, not everyone is comfortable with the idea of Botox. There are several other treatments that can achieve comparable results including chemical peels, lasers, radiofrequency and intense pulsed light (IPL). Multiple treatments are typically required for optimal results.

While wanting to look younger is hardly a new phenomenon, today’s technology has given us many new ways to look as young as we feel, and I, for one, am excited to learn about how these options will continue advancing.

Louis Silberman is president and founder of National Laser Institute, the largest cosmetic laser and medical esthetic training center in North America.

He is an expert in medical esthetics, medical spa owner, nationally recognized author, marketing speaker and business consultant. Silberman created the sixth most visited pharmacy website with 500,000 visitors per month, and was a semi-finalist for the Ernst and Young Entrepreneur of the Year Award 2014.

He can be contacted at 800.982.6817 or louis@nlionline.com.

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HOW TO SELL The secrets to enhancing your client’s experience while increasing revenue

by Carrie Borzillo

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A

s hockey great Wayne Gretzky once said, "You miss 100 percent of the shots you don't take." This key to his success makes sense for spa owners as well: You miss 100 percent of the sales you don't ask for. But, when it comes to upselling your client on your latest add-on — or the more client-friendly term, "enhancement" — sometimes simply asking isn't enough. Here is what some spa professionals suggest...

Educate Your Clients The key is to take an "educate and inform" approach over "sell, sell, sell."

"Our philosophy is that it's our responsibility to educate our clients, provided they want to be educated,” says Kile Law, president and founder of Blue Water Spa in Raleigh, N.C. “It's important to ask people what their concerns are first and be prepared to educate them on all of their options."

Law says sometimes you need to let the client take baby steps not just in the

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level of treatments they are comfortable with, but in the amount of money they are willing to spend. "I would rather have somebody leave with information, a good experience and the desire to come back and get more than somebody who leaves feeling like, 'Gosh, I see a difference but I wasn't really prepared to spend that much money.'

Or someone who feels like they were being oversold — or who felt insulted by a hard sell," he adds.

Gain Their Trust You'll lose the trust of the client if you oversell them every time they come in or suggest a treatment they don't really need.

"There are definitely times that we're going to lose money on the short term, because there's somebody who's 82

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willing to pay us for a treatment, but if it's not going to give them the results they're hoping for, we're just going to say no,� says Law. “And in the long run you can say no sometimes to people and they trust you forever; and then they'll come back and be your client later."

Master the Soft Sell Amber Loose, director of the Peninsula Spa at the Peninsula Hotel in Beverly Hills, Calif., believes that taking a softsell approach with gentle wording is one key to selling in the treatment room.

"We say something like, 'It looks like your skin may be a bit dehydrated.

We can reverse the signs of dehydration by applying our hydro enzyme mask that has high levels of hyaluronic acid

which will add a supple, glowing effect to the appearance of your skin,'" says Loose.

Manisay Gabbard, owner of MG's Grand Day Spa in Greer, S.C., says that getting the client to reveal their biggest flaws first is a great segue to upselling.

"Letting them point out their problem area first is always easier than you having to tell them. I always ask, 'What's the most important thing on your face?'

The eyes. 'What is the biggest concern that you have?' Looking older. I tell them that what reveals their age the most is the eyes and lips. They have a problem? Here are my solutions. I give them the options, realistic expectations, and let them know they need to feed their skin regularly and might have to come in more to get their desired results," says Gabbard.

It's all in the eyes Guide

Show, Don't Tell Some services sell themselves with "before and after" photos, which you can have handy in the treatment rooms, lounge and front desk, or video testimonials on TV screens on the walls.

Chrysse Preonas, director of The Spa at Four Seasons Denver, has had success selling their Eye Lift, which uses microcurrent to lift the skin around the eyes, (see related article, page 76) at a spa party.

"We hosted an event and were doing lifts on people. We had a guest come in and did half of the face but not the other half right away,” she explains. “Guests could immediately tell a difference between the two sides of her face. My mother even came in for

the Eye Lift just once and two weeks after, her friends wanted to know what her beauty secret was."

Market and Advertise While a lot of marketing and advertising goes to your full-length services, the add-on menu is often overlooked when it comes time to promote. Treat your smaller services the same as you treat your bigger money makers.

"We created a separate Enhancement Menu for add-ons, which is on the website and displayed in a frame throughout the spa — from the front desk to the relaxation lounge and even in treatment rooms. And, when they check-in, we ask them if they'd like an additional benefit to their service and show them the menu," says Caroline Wilmot, spa &

wellness director of Ocean Spa at Playa Largo Resort & Spa in Key Largo, Fla. Ocean Spa has one more trick up their sleeve for selling enhancements — an email confirmation option. "The confirmation email after they book a treatment includes a line that says: 'Choose to enhance your massage or facial' and we list all of the options,’" Wilmot adds.

Carrie Borzillo is an awardwinning lifestyle and entertainment journalist covering spas, health and wellness, sex and relationships. Her work has appeared in magazines such as Men's Health, SELF, People, Entertainment Weekly and more. She is the author of three pop culture books. Borzillo can be reached at carrie.borzillo@gmail.com.

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APHANIZOMENON

FLOS – AQUAE SKIN CARE BENEFITS of BLUE-GREEN ALGAE

by Erik Lieux

W

hen people think of algae in their environment, most will shudder and hastily move toward their trusty cleaning products. However there is a beneficial type of algae that actually cleans the body and skin!

Out of the many single-celled organisms existing on the planet, there was one that came before all the rest — blue green algae. Some 3.9 billion years ago, these creatures somehow miraculously got the engine of life revving by way of the world’s first great pollution — pollution by oxygen. Every breath we take is thanks to this primordial food. In addition to making our planet rich with oxygen, over millions of years they were also busy harnessing the sun’s abundant energy via chlorophyll

and phycocyanin, transforming the entire spectrum of light into nutrients upon which all of life was born!

This mind blowing background is important to consider, as the non-toxic, human friendly varieties of edible algae are referred to as a primordial or “foundational food.” Scientific research points to a correlation between ingesting such foundational foods and corrections of chromosome damage, cellular rejuvenation and reduction of free radicals — all of which relate to longevity, youth and ultimately younger looking skin. Although there are a handful of different algaes that provide such benefits, this article specifically addresses those of Aphanizomenon flos-aquae (AFA), and the many way it supports radiance in both the body and mind.

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o&w aphanizomenon flos-aquae

Aphanizomenon flos-aquae is one of the most nutrient dense foods on the planet. Known as the “invisible living flower of the water,” this beneficial superfood is the only edible freshwater algae in the world that grows abundantly in the wild. The most notable region of natural AFA growth can be found in the clear fresh waters of Klamath Lake in Southern Oregon. Fed by mineral-rich waters from nearby dormant volcanoes and natural springs, the pristine river valley of Klamath Lake along with the region’s abundance of sunshine makes it the perfect geographical climate for growth of AFA. The wild microalgae are an excellent source of phytonutrients, plant-based proteins, minerals, essential fatty acids and a wide spectrum of micronutrients, making it a profoundly nourishing food with a plethora of benefits.

BODY According to Brian Clement, Ph.D., founder of the Hippocrates Health Institute, aquatic blue-green algae is one of the top food sources to consume for a number of reasons. AFA is used as a

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source of dietary protein, B vitamins, beta-carotene and iron, as well as biologically active enzymes, chlorophyll, fatty acids and neuropeptides. It’s also a good source of arginine, known to build muscle tone, and contains all eight essential amino acids, as well as some copper, magnesium, zinc and potassium. All of these compounds play a key role in keeping overall body functioning in check.

Additionally, AFA contains blue photosynthetic pigments called phycocyanin, which contain potent antioxidant and anti-inflammatory properties to promote a strong, healthy immune system.

SKIN SENSATION Certain types of algae are actually a common add-in to various topical skin products due to their lifting and toning properties. Whether it’s in the form of single celled organisms or sea kelp, this slimy green miracle substance is really great for the skin. The high concentrations of AFA’s fatty acids and proteins help the skin in several major ways.

First, it helps strengthen the fibers in the skin, which tones and lifts its ap-

pearance. The fatty acids also help improve the skin's structure, making it firmer and more elastic.

Second, the proteins help the body make new tissue and skin cells. It can also repair damaged cells and replace dead or worn out cells. When dead skin cells are sloughed off, the body requires protein to make new cells. Consider that these tiny creatures have spent millions of years on the planet’s watery surface, evolving mechanisms to protect their DNA from UV damage. These mechanisms are conserved cross species, meaning they work in human skin, too!

As it is water-based by nature, AFA also provides purifying hydration, helping to minimize the appearance of fine lines and wrinkles. Research has also found that AFA has great properties for sensitive skin. To top it all off, AFA is easily absorbed, enabling it to deliver maximum benefits to the skin.

BRAINPOWER When referring to AFA, Dr. Gabriel Cousins, Director of Tree of Life Rejuvenation Center and author of

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o&w aphanizomenon flos-aquae

“Conscious Eating and Rainbow Green Live-Food Cuisine,” states, “This is probably the best single food for the brain that exists.” With a host of scientific evidence suggesting that it promotes greater mental clarity, focus, concentration and mental well-being, the properties of AFA that enhance the central nervous system are a big bonus.

AFA contains Phenylethylamine (PEA), which is also known as the “love molecule.” This substance is found to occur naturally in several other foods, including chocolate. PEA has been known to induce a natural high or euphoria, which may contribute to the noted feelings of well-being some AFA users report when describing cognitive benefits.

dose is approximately one tablespoon, and can be increased from there.

Whichever form is taken, advise your client to hold the AFA in their mouth for a few seconds before swallowing, and to drink plenty of water during the day, as it may have a detoxifying affect.

*These statements have not been evaluated by

IN SPA TREATMENT

SUPER FOR YOUR SKIN,

Create your own mask in the spa for noticeable skin enhancement with the following recipe:

any disease. Women who are pregnant or nursing should consult with their physicians prior to taking nutritional supplements or super herbs of any kind.

DON’T MISS ERIK’S WORKSHOP SUPERFOODS & SUPER HERBS: WHY THEY’RE AT THE SPA + WELLNESS SUMMIT,

PENNSYLVANIA CONVENTION CENTER. Erik Lieux has a Masters Degree in Mental Health

 Mix ½ teaspoon dry AFA along with a few drops of thawed liquid AFA or water to form a smooth paste. Apply generously to a clean face, avoiding eyes. Allow it to sit for 15 minutes or until completely dry. Rinse with lukewarm water and pat face dry. Follow with toner and moisturizer. This mask can be applied once or twice per week for optimal results. 

AFA can be taken in capsule, powder or frozen liquid form. When taken in frozen form, a recommended starting

Fathi G Fam, MD, MS

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is not intended to diagnose, treat, cure or prevent

HELD ON MAY 20-22 AT THE

ORAL USE

94

the Food and Drug Administration. This product

Counseling and an intense passion for health and wellness that allows him to continue to expand the vision of a new paradigm in healthy living.

This is most acutely reflected in his beverage line Shamanic Tonic, which infuses many of the superfoods and super herbs he is so passionate about. To learn more or to keep in touch, visit shamanictonic.com.

855-238-8333

Medical Aesthetics Certification

Laser Certification Program

www.medicalaestheticscertification.com

www.biomanilasercertificationinstitute.com

Our program integrates aesthetics with para-medical knowledge and prepares aestheticians and nurses to perform advanced and up-to-date skin care techniques. The classes are small and the hands-on is on live models. The program is carried out on scientific, no non-sense advanced and up-to-date aesthetics knowledge

and techniques.

The program teaches Laser science in depth to certify aestheticians and nurses to practice laser skin techniques safely and precisely. Our classes are small to make sure eash student is capturing the knowledge he/she needs to perform laser procedures and allowing them to achieve their goal in their new career. Our program certifies you as LSO as well.

As of May,2015 you earn free 4 hrs of CE for renewal of your cosmetology license (TX only) by attending the class.

Biomani Scientific SkinCare www.biomaniskincare.com Biomani SkinCare products are the vital difference that brings your skin to life. They provide the latest, most therapeutic ingredients skin protection against the effects of time and environment. Biomani advanced bio-formulation smoothes fine lines and rejuvenates with a touch that stays deep in the skin. The results are impressive, younger-looking skin . Try Biomani today and you will receive compliments galore.

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The key to your success as a leader in the spa

by Petra Kolber

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o&w happiness

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Lashes In Bloom RapidLash for youthful-looking, natural lashes.

Safe, effective and affordable for your clients.

For More Information: 877.760.6677 • orders@rocasuba.com • rapidlash.com rapid Visit us at these shows: Premiere in Orlando, June 4-5 Booth #2042 and IECSC in Las Vegas, June 24-26 Booth #1263 LNEonline.com Say you saw it in LNE & Spa and circle #224 on reader service card

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o&w happiness

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Face Inks Pigments Fastest growing pigment line in the U.S.

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Petra Kolber is a happiness expert, keynote speaker and movement motivator.

She has spoken at TEDx and presented at more than 300 conferences in 20 countries. Petra is the guest host for the wellness show Daily Burn and has consulted for many companies including Reebok, California Walnuts and Health Magazine. As a two-time cancer survivor, she is passionate about waking people up to the precious gift of time. Her mission is to inspire people to move more and fear less so that they can stretch their dreams, strengthen their courage muscle and build an inspired life, full of joy and gratitude.

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ECOFRIENDLY THERAPIES, SKIN AND SPA PRODUCTS

Organic & Wellness News

a flawless facial

Create an unforgettable facial with this Bulgarian Rose Toner from PurErb! This luscious mist showcases resilient Edelweiss stem cells, age-defying Frankincense, and plant-derived Tripeptide-29 to quench thirsty, environmentally-challenged skin, while sensuous aromas of Bulgarian rose and sandalwood create a sense of tranquility. Perfect for hydrating stressed skin and promoting luxurious relaxation at the beginning and end of a facial.

888.327.8188 purerbskincare.com

cell energizer

Launched in February of 2017, this Triple Stem Cell Mask from BelleCôte Paris combines the powers of Swiss apple, grape and acai berry stem cells, bilberry extract and marine collagen with elastin complex. Stem cells have tremendous ability to rejuvenate aging skin and replace damaged cells; they give a significant and effective result by nourishing the skin from the inner level and maintaining its moisture balance. This mask rejuvenates and activates body cells that in turn raise skin’s energy and improve vitality. In addition, its precious natural actives develop a calming and anti-inflammatory effect.

radiant perfection Peachy perfection and mango magnificence marry together in this delectably delicious product

by M'lis. Radiance Beauty Drink + Collagen is blended with enough hydrolyzed collagen, biotin and hyaluronic acid to create a whirlwind of skin and body-loving benefits. Measure, mix and gulp down this beauty-boosting beverage everyday to prevent premature aging, support collagen formation and keep your skin feeling as plump and fresh as ripely picked fruit.

800.548.0569 mlis.com

Scrumptious satisfaction Attention coconut fans! Chapped lips are in for a restorative and hydrating treat with this NEW decadent Coconut Beach Lip Balm from FarmHouse Fresh! Ridiculously rich and scrumptiously creamy — this long-wear formula lasts and lasts with just one application. Made with jojoba oil and shea butters to promote healing and hydration, this product is 96 percent natural, and like all FarmHouse Fresh Products, Coconut Beach Lip Balm is paraben and sulfate free.

888.773.9626 farmhousefreshgoods.com

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Secrets to enhancing natural beauty in the spa

with Sophia Brodsky, owner of LeRêve Rittenhouse Spa in Philadelphia, Penn.

SERVICE & RETAIL Why do you feel it is important to have makeup services in your spa?

Makeup allows you to enhance the natural beauty of your clients in a unique, personalized way while giving them a new level of confidence.

Sophia Brodsky owner of LeRêve Rittenhouse Spa

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What approaches did you take to implement makeup into your spa?

I’ve had makeup in my spa for a long time and I am very familiar with how to integrate it into my other services. I first had to decide what makeup services I wanted to offer. Then it came down to finding the right team of makeup artists and testing out a variety of products to choose what I felt was the best fit for my facility.

The most successful way I have added makeup services to my spa is including a makeup application with

all of my spa packages. This way, clients who come in prior to an event that day or evening have the option of an included makeup application with the package of their choosing.

What is the most difficult part about offering makeup services in your facility?

Competition is always difficult. It is hard to push and promote our makeup products with the very prices that ecommerce websites and local makeup stores offer. People shop for low prices and not everyone is willing to pay for better quality products. We occasionally offer complimentary gifts to help with this, but I have found that including makeup services in our spa packages has been the most successful way to promote our products.

Which of your individual makeup services is the most profitable?

Our makeup lessons are very popular.

A lot of people do not know how to properly apply makeup, so we do a great number of makeup lessons for bridal parties, nights on the town and for those just looking for an overall new look.

What kind of special makeup treatments and specials do you offer?

Other than our traditional makeup lessons and applications, we offer foundation match consultations, eyebrow shaping, individual and full strip eyelash applications and enhancements, tattoo coverage and organic mineral makeup skin treatments.

MAKEUP AREA Describe your makeup area.

We have two big, open makeup stations located near a huge window in the spa. Each station has a hydronic chair, aprons, clean brushes and a large mirror.

What prompted you to choose the design for your makeup area?

I chose this specific area for our makeup services because of the natural light that comes in from the windows during the day. Our makeup artists are able to control how much light is coming in. For our nighttime clients we use artificial lights.

TEAM MEMBERS How do you select your makeup artists?

We have two makeup artists, but some of our estheticians do makeup as well.

When selecting makeup artists, I specifically look for employees that can provide to our clients all the different makeup services that we offer. All of my makeup artists have an extensive port-

folio that I review before adding them to my staff. I require my makeup artists to also have a great knowledge of skin care. Makeup and skin care are one in the same so I believe that a good, quality employee understands the aspects and importance of both.

How do you keep your staff incentivized?

If my employees sell over $150 of products they receive 25 percent commission; if they sell over $500 they receive 30 percent commission. Once a year I also send the employee with the best client and sales record to New York to take makeup classes and further their training in the industry.

MARKETING How do you promote your makeup services?

We use social media including Facebook, Twitter and Instagram on a daily basis. We post a variety of content including information about new products, liners, foundations, lipsticks, client reviews and photos of those who have purchased our packages, and before and after photos of clients to showcase the work that we do. This type of marketing has helped us maintain our clients as well as attract new ones.

We are always sure to ask our clients' permission before posting their photos on our social media pages as well.

In addition to social media marketing, I occasionally post advertisements in local magazines.

Are your estheticians trained to promote your makeup services?

We have a monthly staff meeting consisting of how we as a team plan to promote our products and services to our clients on social media as well as to the local community. In our monthly training, I train my employees on any new products, treatments or packages that we have acquired.

Do you hold any events or promotions to help boost your services?

We occasionally hold a wine and cheese event. It costs $20, anyone is invited and we have complimentary makeup lessons, nail services and mini facials. Usually about 40 to 50 people attend.

INSIDER TIPS How do you perform consultations?

Our consultations consist of sitting down with the client and talking to them about what they are looking for and how they are hoping to enhance their look. We compare this to what kind of clothes they wear on a normal basis and the overall gist of their lifestyle.

Do you have rituals or

methods for creating positive energy for your spa?

This is very important to me! LeRĂŞve Rittenhouse Spa has a smell. We create our own aromas using grapes and lemons together to create a sweet and relaxing smell for our guests. We also only use relaxing non-lyrical spa music to help our clients feel tranquil and calm.

What advice would you pass

along to spa owners who are just starting to offer makeup services in their spa?

Work with each client differently and do not try to make your clients movie stars.

Work with and focus on enhancing the client’s natural features only. Makeup and proper skin care should complement each other. To understand how to properly use makeup, we as leaders in the industry must first understand how to properly take care of the skin. Most importantly, be sure to love what you do. It is a privilege to provide your clients with a new level of confidence.

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Hair : Sergio Estrada On Location: Highlight Studio NY 106

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Taking a cue from the latest runway trends and Pantone fashion shades, makeup artist Pamela Taylor paints a new spring palette...

Photographed by Daren Thomas

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Faded

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A hue of lapis blue is faded from deep to sheer blue.

Custom blended base adds luminous sheen to the complexion — lips are glossed with a sheer shade of blueberry, finished with a nude shine.

Highlight Mineral color adds sheer coverage and shine to the face.

Lids are adorned with a side by side application of rose quartz and greenery.

Lips shine with a buff pink gloss.

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Trending Skin is highlighted with a luminous sheer mineral base; lower lids and lips are tinted in magenta. Flesh liner brightens the eye, following the mascarafree trend of the season..

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Harness the Power of Liquid Gold Ancient Greeks called Olive Oil “liquid gold” for its restorative and moisturizing powers. This is why Bon Vital’® has coupled the strength of Olive Oil with the soothing and calming effects of Arnica Extract to bring you the Therapeutic Touch™ line of creme, lotion, oil and gel. Harness the power of liquid gold to create the ultimate massage experience with our award-winning Therapeutic Touch.

bonvital.com

Bon Vital’® and Therapeutic Touch™ trademarks are property of Performance Health® and/or its subsidiaries and may be registered in the United States and other countries. Unauthorized use is strictly prohibited. ©2017 — Performance Health. All rights reserved. P08870

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simply flawless

I-Conceal Flawless Foundation by Image Skincare is a paraben free, flawless daily foundation and concealer that can be used on ANY skin type! Its simple, yet extravagant formula is all-in-one illuminating, lightweight and water-resistant… leaving any skin tone with a healthier and more glowing complexion!

800.796.7546 imageskincare.com

sheer coverage

MAKEUP, NAILS, TOOLS AND TRENDS

Image News

CBI Laboratories’ Skin Perfecting Tinted Moisturizer SPF 20 offers sheer tinted coverage providing an even, natural skin tone while hydrating the skin. The oil-free daily moisturizer provides broad-spectrum protection from harmful UVA/UVB rays. The paraben-free, weightless finish formula is suitable for most skin types. Available in three blendable skin tones: Light, Medium and Dark.

glamour overload

Drape lips in glamour with Lady Burd’s LL Cream — Shimmer Mattes! These highly pigmented, beautiful, bold shades have a lustrous metallic shimmer and dry for a long-wearing matte finish. Use one color alone, or layer with a different shimmer matte to create a flawless twodimensional ombre look!

800.345.3448 ladyburd.com

bronzing hybrid

Fake Bake has developed what is set to be another tanning phenomenon!

This beauty “bronzing hybrid” works to deliver a luxurious golden glow.

Flawless Coconut Tanning Serum contains hyaluronic acid, coconut oil, lightweight serum, glycerin and silk amino acids. Hyaluronic acid is celebrated as the “fountain of youth” because of its ability to plump, moisturize and cushion skin.

888.244.4826 fakebake.com

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116............. Altair Instruments.................................................... altairinstruments.com...................................................... 243 101............. Athena Beauty........................................................ athenabeauty.com........................................................... 162 100............. Beau Institute of Permanent Cosmetics................. beauinstitute.com............................................................ 167 23............... Bella Schneider Beauty........................................... bellaschneiderbeauty.com............................................... 180 6,7.............. Bio-Therapeutic...................................................... bio-therapeutic.com........................................................ 139 94............... Biomani Scientific Skincare.................................... biomaniskincare.com....................................................... 276 111............. Bon Vital'................................................................. bonvital.com................................................................... 265 47............... Celluma................................................................... biophotas.com................................................................ 295 59............... Depilève.................................................................. depileve.com................................................................... 241 31............... Dermaware.............................................................. dermaware.com.............................................................. 256 45............... Dr. Jeff / Beaute Attica, Inc..................................... dr-jeff.com....................................................................... 248 2,3.............. Eminence Organic Skin Care.................................. eminenceorganics.com.................................................... 157 115............. Equipro USA........................................................... equipro-bty.com.............................................................. 242 95............... Glymed Plus............................................................ glymedplus.com.............................................................. 303 11............... Grandelash MD....................................................... grandelashmd.com........................................................ 286 52............... Hale Cosmeceuticals.............................................. halecosmeceuticals.com............................................... 133 4,5.............. Hydrafacial.............................................................. edgeforlife.com............................................................... 201 88,89.......... Int’l Congress of Esthetics and Spa: Long Beach.......... longbeach.skincareshows.com 61-66......... Int’l Congress of Esthetics and Spa: Philadelphia.......... philadelphia.skincareshows.com 9................. Lady Burd Exclusive Private Label Cosmetics........... ladyburd.com.................................................................. 119 53............... Lira Clinical.............................................................. liraclinical.com................................................................. 203 37............... Lucrèce Physician’s Aesthetic Research................... lucrece.com.................................................................... 263 35............... MySpa..................................................................... myspausa.com................................................................ 153 103............. Premiere Shows....................................................... premiereorlandoshow.biz................................................. 194 99............... Rapidlash................................................................. rapidlash.com................................................................. 224 113............. Rejuvi Laboratory.................................................... rejuvilab.com................................................................... 149 55............... Repêchage.............................................................. repechage.com............................................................... 196 19............... RevitaLash.............................................................. revitalash.com................................................................. 346 58............... Select Spa Source / Hairaway................................ selectspa.com................................................................. 253 21............... Sesderma USA....................................................... sesdermausa.com........................................................... 319 14............... Sesha Skin Therapy................................................ seshaskin.com................................................................ 271 15............... Shira Cosmetics...................................................... shiraesthetics.com.......................................................... 249 39............... Skinade® Bottled Science Inc................................. skinade.com.................................................................... 325 93............... Skin Blends............................................................. skinblends.com............................................................... 283 24,25.......... Spa + Wellness Summit.......................................... lneonline.com *Les Nouvelles Esthétiques & Spa/American Edition has all publishing rights reserved. Reproduction in part or in whole without written permission by the publisher is prohibited. *Les Nouvelles Esthétiques & Spa/American Edition is protected through Trademark registration in the United States and in foreign countries where Les Nouvelles Esthétiques & Spa/American Edition circulates. The publishers cannot accept responsibility for unsolicited manuscripts. Articles appearing in this journal may not previously have been published elsewhere either inside or outside the United States of America. Exceptions to this rule will be made only by agreement in writing between the author and the editors. The editors reserve the right to edit letters and other submitted materials or omit letters that are considered outside the laws of libel, slander and good taste. 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UP YOUR SKIN GAME with

Changing the Face of Skin Beautiful skin doesn't stop at the neck and neither should your services.

DiamondTome body wands is an universal solution to treat an array of neglected areas including backs, buttocks, thighs, knees, heels, elbows, feet and under arms. #upyourskingame with DiamondTome. | www.altairinstruments.com

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