Beauty Biz Year 15 Issue 6

GLOBAL LEADERS IN MICRONEEDLING

CLINICALLY PROVEN TO

Visibly reduce wrinkles and acne scarring to improve overall skin structure.

THE EXCEED DIFFERENCE

• Adjustable needle speed and depth

• Low vibration and quiet running

• Engineered and manufactured in Germany

• Tilting needle plate for minimal epidermal trauma, increasing client comfort

• 2 year warranty (optional extension)

GLOBAL CERTIFICATIONS

• Patented safety membrane to prevent back flow of liquid and ensure no risk of contamination

• Medical device certification (CEO123) according to MDD and DIN EN ICO 13485 standard

• TGA listed (ARTG: 315425)

• FDA approved

• Medsafe listed

ARTG 315425, ARTG 338345

Change the way you treat skin. Customisable solutions for your client’s skincare needs using groundbreaking technology alongside the purest of ingredients to treat all skin types and conditions.

Visit dermaviduals.com.au/for-clinics by derma aesthetics

PUBLISHER

Linda Woodhead linda@mochagroup.com.au

GENERAL MANAGER

Jarred Stedman jarred@mochagroup.com.au

EDITOR

Louise May louise@mochagroup.com.au

ADVERTISING MANAGER

Nina Barbara nina@mochagroup.com.au

ART DIRECTOR

Kellie Woodhead kellie@mochagroup.com.au

ADMINISTRATION

Jess Richmond jess@mochagroup.com.au

CONTRIBUTORS

Louise May

Nicola Le Lievre

Lisa Conway

Gay Wardle

Robyn McAlpine

Nancy Abdou

Mala McAlpin

Joy Crossingham

Charlotte Ravet

Julie Cross

Elle Wilson

Paul Frasca

Angeli Marie Shaw

Gry Tomte

Rebecca Miller

Chrissy Alger

Jay Chapman

Kara Lehman

Alanna Douglas

Jasmine Scarr

Ryan Maddocks

Angela Sanchez Hayley Mears

Kayla Zigic

OFFICE

PO BOX 252 Helensvale Plaza Qld 4212 P: 07 5580 5155

mail@mochagroup.com.au www.mochagroup.com.au

DISTRIBUTION

Australia Post - Print Post 100005498

PRINTING

Printcraft

PUBLISHED BY mochagroup

Editor’s Note

Editor’s Note

Welcome to our last issue of 2022 - a year that has seriously flown by!

It is a year that has had its ups and downs, coming off the back end of 2 very difficult years, we were blessed with our world opening back up and being able to organise and attend events, travel to see our loved ones and get back to living life on our terms again.

We had a wonderful year here at mocha, with our Art Director Kellie Woodhead and her family welcoming the arrival of their little bundle of joy “Navy Lune” into the world, welcoming our new General Manager Jarred Stedman into his role here at mocha, being able to see everyone at Beauty Expo and being able to mingle and catch up in person after what felt like forever!

Let’s not forget being able to celebrate the success of so many wonderful business owners and their teams, at our annual ABIA’s, which was an absolutely amazing gala event, and putting together 6 fabulous issues of Beauty Biz for our readers!

We are busy planning for our Beauty Squad event which is being held in January on the Gold Coast. Our 2022 winners Marie Cammaroto, Mala McAlpin, Madison Christer-Brooks, and Natalie Herschell, get to enjoy a host of prizes as well as a stay in the Beauty Squad House on the Gold Coast where industry icons and mentors visit to get up close and personal with the team.

As the year is drawing to an end, I hope that no matter where you are, you get to have some wind down time, some time to stop and recharge, and to enjoy some time with your people of choice.

In this issue of Beauty Biz, we Feature the stunning clinic in Ballarat, Skin Nation, and chat with owner Amanda Aleem. We feature ABIA 2022 Dermal Therapist of the Year, Danielle Renee and discuss all things leadership, education and what it takes to build a successful brand.

We also meet skin expert and founder of Elixir Skin Fitness, Rose Bonasera, and we take a look at the beautiful new Chuan Spa that has just opened on the Gold Coast.

Our business writers, bloggers, and industry experts, bring a plethora of great advice, and tips & tricks for you and your teams, to help guide you through our new year 2023. Plus, much more!

Before I sign off for the year, I must not forget to remind you that the doors are open for ABIA and Beauty Squad entries on the 16th of January 2023!!

PUBLISHERS

OF HAIR BIZ, Beauty Biz & Barber Shop

Beauty Biz is published six times a year by mocha publishing ABN 65 091 846 189

No Part of the publication may be reproduced in any manner or form without written permission. Beauty Biz does not accept responsibility for unsolicited manuscripts, transparencies, original artwork or other material. The views expressed in Beauty Biz are not necessarily those of the publisher.

No responsibility will be accepted if the publication is delayed or prevented by factors beyong the control of the publisher. No responsibility will be accepted for errors in copy, or for any loss arising from the failure of an advertisement or any part thereof to appear.

Entry forms and info kits are on our website, along with the rules, new updates & Categories! https://mochagroup.com.au/abia/ We can’t wait to see what magic you create in 2023.

Wishing you all a safe and wonderful Christmas,

Lou x

Louise May, BEAUTY BIZ EDITOR

BUILDING THE BOBBIE CHARLES BRAND

The Bobbie Charles brand and this industry are her purpose and passion. Day-to-day, you’ll find her working in or on the business, whether it be nurturing clients, developing her knowledge, coaching and mentoring her team, or working on the operations of the business and planning for expansion.

Danielle’s sole mission is making Bobbie Charles the best environment for her team and clients, which she ensures by researching the latest industry developments, sharing her knowledge, and empowering everyone that walks through her door.

When planning the total customer journey, Danielle hasn’t missed a beat. Danielle and her team have built a brand that is now nationally recognised as an industry leader and has raving fans voting Bobbie Charles as one of the top 10 clinics in Brisbane, and with all this being said, is the very reason why Danielle recently took out Dermal Therapist of the year at the 2022 Australian Beauty Industry Awards, and the Bobby Charles Team taking out the Best Customer Care Award.

We chat with Danielle Renee and get an insight into her journey, her leadership qualities and building a strong successful brand.

After adding on lash lifts, I recognised the importance of brow treatments to complete my services, so I went and studied through a trainer where I learnt what ‘not’ to do, which is also important in the industry. I believe the universe gave me that lesson and educator, so I could truly appreciate what INCREDIBLE trainers felt like. It taught me to always be ethical on my business journey, show up professionally and treat all my staff with courtesy.

Getting the right education is key to a successful career in the industry. Confidence comes from having the right knowledge, using the right tools, and having great mentors.

I bought my first commercial property to fit out as a lash and brow studio. My life dream was to just have a small studio with 5 staff – How things have changed!

I then went on to study something I am SO passionate about, being Advanced Dermal Science so I could treat skin concerns and give people confidence. This is where the rebrand came into Bobbie Charles, to represent my mother Bobbie, and my father Charles. Something I could never outgrow and that meant so much to me.

Our Flagship clinic at West Village Brisbane was launched in 2021 which was the step forward the brand needed for exposure and alignment.

What are you doing in the industry today?

My beauty career started back in 2015 where I worked out of my home studio for the first two years.

I traded under Wink Lash Studio.

I studied lash extensions through Joy Crossingham at Brisbane Lashes and will be forever grateful for that head start in the industry.

I then decided to get training in lash lift treatments, which I studied through the ‘ever so talented’ Otto Mitter at Elleebana.

Today my focus is launching the Beauty and Business Academy. I’m so passionate about giving other humans the right pathway in the industry and to be able to share all my insights, mistakes, challenges, and tools is just such an honour and something I wish I had.

Through the academy we will be teaching lash, brow & skin techniques but also sales psychology, leadership, and mindset work to funnel into a successful business with good health and balance.

Can you share with us how your journey in the beauty industry began?

Danielle Renee is the Founder and Managing Director of Bobbie Charles Skin & Cosmetic Clinics. She is a qualified Dermal Clinician, a Lash and Brow Expert and a Life and Business Coach.

Danielle Renee

Describe your clinics look and feel. The brief to the designer was that I wanted the clients and employees to feel like they are a holiday as soon as they walk through the door. Going for a European feel to go with my heritage using the likes of olive trees and plants & soft neutral colours. I wanted a minimalistic feel to quiet the outside world and busy minds of people today. Just an escape! Bobbie Charles is big on a safe place with soft voices and inner calm.

What would you say are the core values or philosophies which define your brand?

Our Philosophy is being truly committed to empowering people to feel confident in their skin. We believe our personal and professional relationships will last a lifetime. We are truly client and employee focused before profits and believe that really shows in our success today with both the cliental and the culture.

One of our core values are: Always come from heart. Being humble and understanding is something we look for in potential employees –that empathy.

Another value that I think makes us who we are is: Be an expert. With a student’s mindset. We want the clients and industry to know where we stand with our knowledge, but we also want to ensure they also feel that we’re welcome to feedback. We really encourage it and it’s everything to us to continue to learn. That’s where the power lies.

What’s your Leadership style?

I’m a leader that hasn’t and won’t always get it right and I’m the first person to admit that. It creates that openness within the brand to know that it’s okay to give something a go but not get

it right. That’s how we learn, take accountability, and grow to be masters.

I’m a very nurturing and giving leader that likes to celebrate the wins and challenge anything that is holding people back both professionally and personally. If you asked my team this question, they would say I’m a strong and inspiring leader, and that I challenge them a lot.

My purpose in my leadership is to leave have all employees 10x better than when they came into the brand through the right tools, care, and foundations.

What specific qualities or characteristics do you look for when selecting potential staff for your salons?

We let our brand values guide us because they’re our hiring, firing and performance guidelines. It really depends on the job role as we are looking for different personality traits and styles for our Leaders in comparison to Marketing department or Therapists.

All staff must have a love for the industry, be selfmotivated, and value growth and contribution.

How do you find, keep, and grow high performing staff?

Our culture success comes down to asking the opinions of the current staff when we trial new member, so they know first and foremost that we are looking after their health, wellbeing, and happiness of our current staff.

We find it’s easier to find the right human with the personal qualities we look for and then train them with our techniques. I always live by the rule that it’s harder to train personality than skill. We keep our staff members by making sure the culture

feels nice to work in, that we dedicate personal one on one time to them all individually and lead them all uniquely to what we know works.

With performance we do 360 performance reviews where we shine a light on the growth, coach the working areas and give career growth pathways. Bottom line is they know how much they are valued, and the business wouldn’t be what it is without each one of them pulling together as a team.

What has been your greatest lesson or piece of advice along your business journey?

Always put yourself first. I still fall back into this trap because when you’re busy building an empire we can often put ourselves last. Without our health, none of this success matters anyway.

What advice would you give others who dream of building an impactful brand?

Never lose sight of your purpose and the ‘why’. It’s easy to get busy in the doing! Take intentional time to be in your visionary state so you can build the dream life you’re after.

Can we have a fun fact?

Fun fact is I attempted to study makeup, which I was terrible at, so I decided to stick to my strengths. Sticking to your strengths is something I’m so passionate about leading people to do today.

What’s on the agenda for the future?

You will find me slaying dragons like Spyro and making the world a little better day by day. That’s all I can share with you for now – Watch this space!

STATE OF THE

SKIN NATION

By Louise May

Amanda Aleem, is the proud owner of Skin Nation, Ballarat. She has been in the beauty industry almost 20 years, and started with a spa background.

Amanda first started her beauty business out of the spare bedroom of her house, and it grew from there. After 2 children, 2 shop fronts and just under 10 years later, here she is, owning her own business and the building. Working alongside her team, and doing what she loves each and every day.

Beauty Biz Editor Louise May, saw the stunning new fit-out of Skin Nation on Insta, and just had to find out more about this gorgeous clinic, and the owner Amanda!

How did you each get started in your careers in the skin & aesthetics industry?

I always had a passion for beauty growing up. I started out spray tanning high school friends in the shower at home and that developed into me expanding into further studies to complete by diploma of beauty therapy at Vic Uni straight after high school.

Are there any must haves that you love to start your day with?

I love to start my mornings with a 5.30am workout class to get me up and about and feeling energised to start my day. Always take DMK Essential Fatty acids every morning without fail. I also never miss my morning skincare routine of course!! I like to have a pre and probiotic with is usually from the Beauty Chef range.

Tell us about your business and what makes your business unique?

We are your home away from home! Somewhere that you can come to escape the world and do something for YOU, in our beautiful fresh purpose-built space! We specialise is various skin treatments with results driven skincare ranges that blend results and relaxation together beautifully. We were the first clinic to bring sugaring hair removal to Ballarat and we have positioned ourselves as the experts in sugaring in our area. Each therapist is extremely passionate about sugaring and the results from our technique that we use are just incredible!

Explain your client experience of your clinic?

We pride ourselves on welcome each guest as though they are a part of our family. Each person to walk through the door is warmly welcomed and taken care of until the moment they leave. Each touch point with the client is calming and relaxed all the way through from our tone of voice through to the textures and colours used in our space.

Describe the clinics look and feel?

I designed the whole space myself. Right from a sketch of a floor plan, down to putting the cabinetry myself with my husband. I was inspired by my Italian heritage and travels through the Mediterranean. I wanted to create and escape for our clients.

Our space is fresh and minimal. We have touches of soft textures to bring in warmth create an inviting feel.

Each room is different but similar. For example, we have terrazzo in different colours in each room.

Do you have a motto or signature life philosophy?

If you are not growing, you are dying. I also do not have any personal or business credit cards. My philosophy is, if I can’t afford it, I don’t need it. This has really helped to grow my business and help with budgeting and product usage etc.

What’s the best piece of business

you’ve ever been given?

advice

To be priced for profit. When I started my first shop front, I had no idea about business. I based my prices on what I thought things were worth. I had no idea about a breakeven or the cost of goods of each treatment. Now I have all of my costing factored into making profit per minute on treatments.

What is your favourite treatment and why?

I do love skin treatments and taking client on a journey. By changing a client’s skin, it can completely change their life.

What’s on the agenda for you for the future?

I have spent the last 12 months working on doing what we do, and doing it really well whilst settling into our new space. The next 12 months we will be having a strong focus education.

I have been trying to create work life balance for my team so we are trialling a few different hours and business structures which will hopefully pay off and create this for the future. Living through covid has taught me not to plan too far into the future.

What are the brands you have partnered with to compliment your treatment processes? And why have you chosen those brands?

DMK and Ultraceuticals. The two brands work really well for my business and clients as we have a solution for any type of concern and client budget and time to spend on their skin.

LUXURY WELLNESS Step Inside

The Langham’s highly anticipated holistic wellness concept, Chuan Spa, is now open on the Gold Coast. The signature feature of Langham hotels globally presents an oasis of peaceful ambience guided by the principles of traditional Chinese medicine – now being brought to life with coastal flare inside The Langham, Gold Coast.

The new Gold Coast Chuan Spa offers a range of treatments including facials, massages, scrubs and wraps, hand and foot therapies, and beauty treatments, with each customised to nurture, balance and restore, guided by the Five Elements of wood, fire, earth, metal, and water.

Amy Chan, Global Assistant Group Director of Spa and Wellness said guests will experience tailored, holistic wellness to help them find customised balance, taken on a journey of self-discovery with their team of experienced therapists.

“We’re so excited to finally welcome guests into the Chuan experience here on the Gold Coast. The Langham’s ocean and hinterland surroundings provide a natural fit for guests to immerse themselves in Chuan treatments based on the principles of Traditional Chinese Medicine; a spa retreat based on philosophy as old as time itself,” Amy said.

“Our unique process of customised, five elements-based treatment means our therapists spend time understanding imbalances and specific needs to tailor a treatment for each individual guest, bringing them balance across the five elements of wood, fire, earth, metal and water.

“Chuan will provide a haven of Oriental Serenity to slow down amid the fast pace of life and focus on recentring oneself and leave feeling revitalised, nurtured, balanced and restored.”

Guests will be welcomed inside by the subtle scent of Chuan signature elements oils amongst the spa’s stunning fitout of soft, neutral, calming hues, and bespoke contemporary design with marble accents comprising eight treatment rooms including two couple rooms.

Chuan’s treatments will feature a range of serums, oils and masks from results-driven luxury skincare brand, AMRA Skincare – with Chuan becoming the first partner in Australia to feature the high-quality ingredients and formulas for their guests.

John O’Shea, General Manager of The Langham, Gold Coast added that Chuan Spa is the final addition to the hotel’s five-star line-up of hospitality on offer.

A COMPLIMENTARY BRAND FOR LILLY!

By Louise May

Lilly Cosmetic Clinic is a clinic who focuses primarily on Cosmetic Injectables and skin improvement which is located in the heart of the growing and busy Penrith, in Sydney’s west.

They are an award-winning clinic with a team of Registered Nurses, and Skin Therapists who have received the highest levels of education and training to perform the latest and most improved therapies and treatments for their clients. They are a team who are dedicated to providing the most therapeutic, honest, valued, and holistic care to their clients at the highest possible standard.

Lilly Cosmetic Clinic’s vision is to provide only the safest, newest, and most improved Cosmetic Procedures and Dermal Therapy to their clients. Their well trained and skilled staff are dedicated to providing only the best quality care and therapies to achieve optimal results.

Lauren Moore, owner of Lilly Cosmetic Clinic is a Registered Nurse, with over 12 years of experience within the nursing field. Her nursing background includes Aged Care nursing and Mental Health nursing, in which she worked as a Mental Health nurse for five years, before leaving her job at the hospital to focus on Lilly Cosmetic Clinic full-time.

Lauren holds a Bachelor in Nursing, and a Graduate Diploma in Cosmetic Nursing (AACDS) which puts her above other Cosmetic Injectors due to the more advanced trainings, as well as her many years’ experience as a Cosmetic Injector. Incorporated in her Graduate Diploma included all Dermal Therapy and Laser trainings, as well as advanced Cosmetic procedures.

Lauren has an aesthetic eye for detail, proportion, and natural beauty. Always remaining on the top of her game, truthful and honest, you can be sure that you will receive quality treatments with her. She also enjoys continuing her skills and training, always keeping on top of the newest advances, techniques, and research in the Cosmetic and Beauty world.

Editor Louise May chats with Lauren about her favourite Brand to use in the clinic and why she chooses Mayerling over all else.

Why did you choose Mayerling?

I chose Mayerling to be our most recommended skin care brand within our clinic due to it’s

amazing results. When deciding on choosing Mayerling, I dived deep into the scientific background. This included how it is made and what evidence-based research has been performed on the brand.

What do you love about the Mayerling brand?

I love the results that Mayerling can give to my clients. I regularly get clients who are looking for a skincare brand that gives great results but also doesn’t include too many steps. I have found that if new clients are given too many steps, then they are likely to give up early. This can lead to them being disheartened, which then means they don’t see the full potential of the skincare and stop altogether. But with Mayerling you see results very quickly, even within 2 weeks! And you can start the client’s with minimal steps to begin until they get the hang of their new routine, and add more steps when they are ready which then continues their improvements as they go.

What are the types of support you get from the Brand?

Mayerling supports my clinic and my staff by providing training when anyone in our team feels necessary along with regular training to keep us updated and refreshed. We are able to contact our reps whenever via text or phone call and they are always so helpful.

What does Mayerling offer you that other brands don’t?

Mayerling offers FAST and EASY results. Other brands out there that gives false results quickly which are too harsh and can damage the skin, which is horrifying for us dermal therapists! However, Mayerling supports the skin and its functions deep down where it counts without the harsh chemicals. It is designed to continue to support the skin, continue improving the skin and also to maintain results which is super important.

Other brands will usually get to a certain point of improvement and go no further, or not maintain these improvements. This results in the clients getting frustrated when told to add certain steps which they might not be ready to add to their routine. I much prefer Mayerling and my clients who change over to the brand LOVE it!

TIMELY BUSINESS MANAGEMENT SOFTWARE ANNOUNCES NEW BRAND AMBASSADOR, DAISY FOXGLOVE.

MESOTERIC CELEBRATES NEW LAUNCH

An expert in beauty therapy and cosmetic tattooing, Daisy is the owner of Lovesick Studios in Brisbane, known for her electric tattooed rainbow freckles and heart shaped nipples.

Timely has been Daisys go-to business management software since 2020 and allows her to deliver an exceptional client experience through silent appointments, online payments and cardless checkout.

“Being named a Timely ambassador is surreal; I started my business with the goal of providing a beauty, self-care & body modification space for people who may not feel comfortable in other studios, as this has been the case for me & my peers throughout our lives looking ‘alternative’. This quickly morphed into a huge, thriving community of beautiful humans who feel their best when their individuality is celebrated. To be recognised by Timely & becoming an ambassador is an absolute dream come true & I couldn’t be more excited!.”

“This is a really exciting time for the Timely community. We’ve been admiring Daisys inclusive client experience and creative cosmetic tattooing for a while now and this next step in the relationship will help provide us with a further understanding of a new generation of skin and beauty specialists, by enhancing the level of service and excellence they provide in clinic through their Timely offering. With Daisy on our side guiding us through the ever changing beauty landscape, we’re excited to continually learn, grow and develop as a company, for our industry!” Timely’s Global Head of Strategic Partnerships, Tamara Reid concludes.

BEAUTYDIRECTORY FAREWELLS DIGITAL EDITOR

Following eight years at Are Media, BEAUTYDIRECTORY digital editor, Aja Walter is heading off on maternity leave.

“After eight years at BEAUTYDIRECTORY, beautyheaven and BEAUTYcrew, it feels very surreal to be signing off,” she said. “But I’m excited for this next chapter and to welcome our baby girl in December.”

“I want to thank the amazing brands and media members I work with on a daily basis – it really is one of my favourite parts of the job, working alongside such a supportive and collaborative industry.”

Moving into the digital editor role is Basmah Qazi, who was previously the entertainment producer at POPSUGAR Australia.

mesoestetic® recently celebrated the launch of its new age element® range, hosting lunch for media and influencers at Sails on Lavender Bay

Guests learnt all about the exciting new range of anti-ageing solutions based on the science of epigenetics, with a live stream presentation by Arantza Azparren, training manager of mesoestetic Pharma Group.

age element® includes three product lines, all of which have an anti-ageing epigenetic and wide-spectrum antioxidant action that helps protect skin from the negative effects of external aggressors.

Based on epigenetic science, the age element brightening solutions, firming solutions and anti-wrinkle solutions helps counteract the signs of ageing in the skin resulting from the activation of epigenetic markers responsible for skin ageing.

Its effectiveness is backed by science, with in vitro and in vivo studies that show its capacity to help target the main ageing markers: loss of brightness and irregular tone, flaccidity and loss of definition of facial contours, as well as wrinkles and loss of skin density.

NEW BRAND FOR ADORE BEAUTY

Adore Beauty has recently revealed its private label, AB LAB, and released its first line of cosmeceutical-focused SPFs.

AB LAB taps into Adore Beauty’s 20+ years at the forefront of Australian beauty, drawing on insights from the beauty retailer’s community to develop a curated and ever-evolving product offering, priced with accessibility in mind.

Adore Beauty’s co-founder and Chief of Innovation Kate Morris says AB LAB is the result of more than two decades of curating the best in beauty for Australian consumers.

“Every day for more than 20 years, we’ve had wonderful conversations with our customers about what they need, what they love, and what they’re still looking for. It’s with this deep knowledge that we’ve developed AB LAB, which aims to deliver the absolute essentials for our customers, starting with SPF – our one and only absolute beauty ‘rule’ and non-negotiable skincare step,” says Morris.

Dermalogica, launches its new brand campaign with a focus on its trusted products, advanced services, and expert Professional Skin Therapists. The campaign is shot entirely through the eyes of a Dermalogica Professional Skin Therapist showing a range of Dermalogica products and services being used to address a variety of skin concerns.

Dermalogica Australia General Manager, Kristie Millgate said: “When it comes to skin health, Dermalogica has seen it all. Our skin therapists have quite literally touched, squeezed, lasered, blasted, plucked, massaged, or buffed the skin of millions of people. We want consumers to see, hear and feel what it is like to be a Dermalogica Professional Skin Therapist through this campaign.”

“This campaign displays real people, with real skin concerns receiving advanced treatments by Professional Skin Therapists using result driven professional products. These elements are at the core of our brand.”

Dermalogica Australia Head of Marketing, Michiel Tops said: “The goal of this campaign is to strengthen Dermalogica’s position as the world’s #1 choice of skin care professionals worldwide and establish our brand credentials in the minds of consumers and our industry partners”.

“Professional Skin Therapists are the foundations of our brand. Dermalogica supports them with award winning education, state-of-the art modalities, products, and treatments so they can provide their clients with their healthiest skin ever. That is what we are bringing to life with this campaign.”

Sarah Gange, Brand and Channel Manager added Sarah Gange, Brand and Channel Manager added “Within our industry, Dermalogica is the leading expertise skin care brand. To be an expertise brand means that we take skin care seriously - and we want to help.

When people use our products or receive a Dermalogica skin treatment they are experiencing the cumulative benefits of our clinical knowledge, education, and skin care expertise.

“Dermalogica’s large network of independent salons are a key part of the campaign, with campaign materials provided to the Professional Skin Therapists that work with the brand. Dermalogica is also running an exclusive offer on www.dermalogica.com.au for consumers to experience a Dermalogica treatment at their local Dermalogica treatment centre/salon.”

THE PREVENTION ANNUAL BEAUTY AWARDS

Medik8 Crystal Retinal 6 is a Prevention Best of Beauty Award Winner 2022 taking the title of Best Resurfacing Retinol Serum. mesoestetic® mesoprotech® melan 130 pigment control has been selected a Prevention Best of Beauty Award Winner 2022, having been voted Best Pigmentation Buster.

The Prevention annual Beauty Awards are a trusted guide to beauty for Australian women 40+. The expert panel of judges included Dr Eleni Yiasemides, Consultant dermatologist and Mohs micrographic surgeon; Cecily-Anna Bennett Prevention’s Beauty Editor; and Amanda Ramsay, award-winning makeup artist. The highly respected and experienced panel of judges spent months testing and narrowing down the entries to ensure that Australian women can purchase the winning products with confidence.

DERMALOGICA RELEASES BRAND CAMPAIGN WITH A NOD TO ITS ROOTS IN PROFESSIONAL SKIN SERVICES

COSMEDICON 2023

The ASCD Symposium 2023 will take place at Crown Conference Centre on March 24-26, 2023.

The Australasian Society of Cosmetic Dermatologists (ASCD) are delighted to invite you to the ASCD Symposium. Highlights include:

• Challenging Beliefs

• The Challenge of Intravascular Filler Complications

• The Challenge of Extravascular Complications

• Challenge Yourself: Level 2 regions of high risk

• Challenging Aspects of our best Practice

• Challenges in moving away from the everyday with Neuromdulator delivery

• Challenging the HA Fillers

• Challenges on a day to day basis

• General Patient Emergencies and management

• Surface Active Devices and Injectable emergencies and their treatment: Case Presentation and management strategies

• The Challenges of beginning a practice with Energy Based Devices

• Challenging the epidermis: My favourite device / technology for superficial sun damage

• The Challenges of Safety: Update in Energy Based and Tissue active

• The Challenge posed by the patient

• Challenging the dermis: Transepidermal drug delivery

• Challenges in Practice management

• The Challenges of increased Regulation Register now! www.ascd.org.au/2023-ascd-symposium

ABIC EDUCATION CONFERENCE 2023

The Aesthetic Beauty Industry Council (ABIC) Australia’s leading beauty & aesthetic industry body is excited to host the in-augural ABIC educational conference on Sun 12th Feb 2023, 9:00 am - 7:30 pm AEDT.

ABIC will be welcoming beauty therapists, dermal therapists, dermal clinicians, cosmetic nurses, cosmetic practitioners, cosmetic surgeons, specialist surgeons and clinic managers to a full day of education and inspiration at the Melbourne Convention Centre. Specialist Speakers and Experts from every sector of our industry are coming together to promote collaboration, the sharing of ideas and information to take your treatment journey’s, results, careers, and businesses to the next level. www.theabic.org.au

Following the success of the fifth COSMEDICON 2022 conference, the 2023 event is shaping up to be the pinnacle of boutique aesthetic conferences in Australia.

This must-attend aesthetic medical conference will be held on 2 – 5 March 2023 at the exclusive InterContinental Hotel in Sydney’s Double Bay. The trade show will be held over two days, Friday 3rd and Saturday 4th March 2023.

The two-day scientific program is the jewel in the COSMEDICON crown and will feature prominent international and local experts delivering their insights and practice tips on the most relevant and cutting-edge techniques and products in minimally invasive cosmetic practice, including facial rejuvenation, body sculpting, skincare, and laser.

The conference will encourage excellence in all aspects of aesthetic medicine – not only in clinical practice but also through business strategies on how to effectively set up, manage and eventually on-sell an aesthetic medical practice, as well as expert advice from some of today’s leading social media influencers. www.cosmedicon.com.au

MINTEL ANNOUNCES BEAUTY AND PERSONAL CARE TRENDS FOR 2023

As the hunger for more efficient and potent products and treatments grows, consumers will look further to find proof that their money is being well-spent. Potential developments from beauty brands could come from the emergence of genetic sequencing and advances in diagnostics and wearable devices. Expect to see major opportunities stemming from hormones, health risk and diagnosis, 3D printing, personalised vitamins and supplements, and gene editing. Meanwhile, synthetic biology technologies are finally maturing, offering a way for almost anything to be manufactured competitively and sustainably. The beauty industry must learn to use this technology to develop new products and processes, improve existing ones and reduce costs to remain competitive in the future.

While the amount of time consumers have to spend on wellness routines is contracting, when faced with stress and upheaval, they will look for ways to uplift themselves and beauty is the perfect category to support that. But no matter the approach brands and retailers take, it’s critical to ensure that all consumers feel seen and spoken to. Looking ahead, the importance of community will continue to grow post-pandemic as people look to reconnect and feel a part of the collective. No longer will a singular approach to wellness be acceptable. The concept of community self-care will gain popularity as people recognise the importance of helping one another as a way to help everyone live better and feel better. In the future, expect to see global beauty companies focus on holistic habits and products that support everything from sleep to blood circulation and their connection to beauty.

Experimentation drives engagement and technology will usher in the next generation of experience, whether in the store or the home. As online and offline formats continue to merge, technology will allow for the replication of experiences across channels with simple approaches, from RFID (radiofrequency identification) to digital avatars and the metaverse. Looking ahead, the development of VR (virtual reality) technology, hardware and content will become convenient and practical enough for consumers to use every day. This will enable brands to use these technologies strategically to create ‘phygital’ (physical and digital) experiences that will dominate the way consumers discover, shop and connect with brands.

NEW NATURAL LOOK SKINCARE RANGE

Being an Australian Made Company for over 65 years Natural Look Australia have a recognised reputation to uphold, they are continually striving to exceed all expectation and do justice to their proudly Australian Made and Owned ethos.

The release of the Natural Look Skincare Range see’s their intentions reflected in not only the careful consideration and planning of the products themselves but also their attention to sustainable production and packaging.

Natural Look are firm believers in utilising natural and organic, locally sourced and ecologically sound ingredients, so their new Skincare range is a true expression of clean, conscious, effective skincare, that is gentle on the skin and gentle on the planet too.

Vegan Friendly, Cruelty Free & Australian Made, Natural Look Skincare uses nature’s most restorative, nourishing ingredients, showcasing natural, plantbased formulas, developed through cutting-edge science and technology with the philosophy based on honest beauty, simple routines and quality formulas, for youthful, radiant skin.

The absolute heroes of the launch are the concentrated Bioactive Hydrating Serum; formulated to include a combination of Vitamins, Bio-derived Hyaluronic Acid, Anti-Ageing Centella and super hydrating, Chrondus Crispus extracts, for sustained instant hydration, to combat ageing. In addition to the Bioactive

Hydrating Serum, the super-powered Biodefense & Biovitality Day Creams and Biorenew Night Cream, have also received a make-over and now contain Hyaluronic Acid, Vitamins A, C, E and Retinol, combined with natural plant extracts and essential oils, to smooth fine lines, brighten skin tone and fight the signs of premature ageing.

Established in 1954 in Adelaide South Australia, by founder Arturo Taverna; Artav Australia has become one of the largest manufacturers of professional beauty and hair care products in Australia and continues to honour Arturo’s legacy by remaining passionate and prevalent product developers for the Hair & Beauty sector, committed to consistently delivering quality products, without compromise.

Meet the Marie Cammaroto

Marie Cammaroto completed her diploma of Beauty Therapy in 2011 at Cosmetician Studio Melbourne Victoria. She remembers it like it was yesterday; Marie graduated and by the next day had lined Herself up a job. It was there in a little but prestige day spa in Sunbury that Marie found her passion for skin. A few years later and Marie felt like she needed more. Marie needed and wanted to be working more with skin and other modalities, treatment wise. She was hungry for more skin knowledge and in 2015 that’s where she found her mentor Rennae at Natspa Health & Clinical Skin.

During her time at Natspa, Marie was able to extend her knowledge and skills that then had her venture out in 2016 on her own, as a small little salon in Toorak Victoria. A year passed and Marie realised that it just wasn’t working with her business partner, so she decided to return back to her much-loved clinic Natspa Health & Clinical Skin. This is where you can still find her to date, doing what she loves best. Having my business not work out according to plan wasn’t a bad thing for me or my career, says Marie…. I tried something different, and it didn’t work out and that’s ok. I have become more resilient from this experience, a positive attitude and willing to always give things a go. When I am not researching or upskilling my skills you will find me cuddling up to my real-life teddy bear Fabio (German Shepherd) or chasing the European sun.

Our Beauty Biz Editor Louise May chats to Marie about her journey, her passion, and her future plans.

What made you want to be a Beauty Therapist?

From an early age of 12 I loved anything skin & beauty related. My mum would take me to get facials, manicures, pedicures and waxing that I thoroughly enjoyed besides the waxing part but being Italian that hair had to go (haha). I had my whole skin care routine sorted out by age 13. As I got older, I started purchasing items that I could then do treatments on myself and friends, I had my own little salon in my bathroom that consisted of facials and waxing treatments.

Positano, Itlay

Marie Cammaroto

Worst Fashion Moment

What kind of treatment is your favourite and why?

Do I really need to choose??.... There is so many modalities I love to do in one treatment, but I must say I do love IPL skin rejuvenation because of how it leaves the skin feeling plump and flawless. Even my clients are hooked.

How do you manage life and work balance?

Who said I work.... isn’t it if you love what you do, you’ll never work a day in your life; well, yes that’s me. Work for me is my time out, my adopted family I go to. I am very grateful to have an employer who lets me be flexible with my roster, so I am able to have me time and enjoy life.

Who inspires you in the beauty industry and why?

My boss/mentor Rennae, I love that even after 25 years plus in the beauty industry she still finds way to better herself as a therapist in many ways. Rennae is a great example during covid that when things don’t go to plan you need to think smart and find ways to do your job in other ways to keep a small business a float and job for your employees. Rennae always supportively pushes me to be a better therapist, she takes me out of my comfort zone just like she did when encouraging me to apply for the beauty squad. When I think I can’t she’s there being my cheerleader. If I can be half the therapist, she is by the time I reach 25 years plus in the industry I know I’ve done something right.

If you could spend a day with anyone from a business or lifestyle mentorship perspective, who would it be and why?

Maria Enna-Cocciolone!

What an inspiration! Is there anything this powerhouse cannot do? I have watched and admired how her business has grown over the last few years and really admire that she encouraged body and skin positivity to all women.

How important is training and education for you?

EXTREMLY important! In our industry products, treatments, technology etc are always changing and I believe to be a good therapist you need to keep up with the times and always find ways to stay up to date or else you get left behind, but most importantly not be able to achieve the ultimate results for your clients who put their trust in you as a professional.

Can you tell us a little about what you are most looking forward to being a member of the Beauty Squad team?

I am most looking forward to meeting all the other inspirational women in this industry as well as seeing what being a part of the beauty squad group may bring to my career.

Where do you see yourself in 10 years’ time?

Hopefully still hands on doing what I love but also mentoring/giving back to the future generation in the beauty industry.

FUN SNAPSHOT

Worst fashion moment. Had a beautiful dress on to walk the streets of Sicily and it started bucketing down with rain in the peak of summer

Worst hair day. Mum putting ugly headbands on me as a toddler when I had no hair

Fave Destination. Positano, Italy

Fave Drink. Charlie Chaplin....please!

If you weren’t a beauty therapist, what would you be? Possibly a hairdresser, I love making people feel great about themselves.

My fiancé, Joseph

My teddy bear Fabio

Natspa Team (can you tell whose the joker in the group) My parents who let me follow my dreams to become a beauty therapist instead of a lawyer

THE IMPACT OF AWARDS AND RECOGNITION

By Nicola Le Lievre

Success begins at the end of your comfort zone. Making the conscious decision to enter an award is an excellent step for your business; becoming a finalist is a giant leap, and winning is fantastic!

An awards application process is a valuable way to reflect on your business. It reflects what you are doing well, where you can improve, and a reminder of how far you have come. Becoming a finalist is such validation that you are on the right track, and recognition from your peers and community is a fantastic feeling. I love the excitement it brings to my team, knowing they are part of the success and how customers perceive being a finalist or winning an award.

Feeling afraid of failure is normal; however, many do not try because they let this feeling paralyse them. My advice is to go for it and enjoy the process.

You cannot always receive the shiny award, and this is ok. My first year entering the ABIA was in 2016, and it was the first award I have ever applied for. I remember how disappointing it was when my salon did not win; I felt gutted. I dusted myself off, applied again in 2017 and was a finalist but did not win. I continued to incorporate the ABIA as part of my marketing plan every year and an opportunity to reflect; seeing how much we had grown as a business made me feel great and the time spent writing the application worthwhile regardless.

My business won Best Beauty Salon/Spa Qld 5 rooms and more in 2018 and 2019. The ABIA was an incredible stepping stone to give me the confidence to enter other Australian awards and then go on Global.

It is more than just winning; I love the comradery of awards events and the sense of community they bring. Being in a room with so many of your peers and mentors clapping for you gives you that validation of ‘Yes, I did it.’ Holding that bright, shiny award and giving an acceptance speech (although nerve-racking) is an accomplishment. Children have a rewards chart and receive a gold star or sticker to show them how well they track towards their goals. This is how we are conditioned to receive recognition when we

doing well. Receiving an award is the same concept on a larger scale.

I believe that with that recognition comes responsibility. Your peers will look up to you and watch what you are doing. You need to shine in their light positively. It is an incredible compliment if you win awards and your peers ask how you compiled your award or what you did to make it a standout. You see, you are uniquely you and your business, so even if they did what you did, it would never be the same. I encourage other beauty salon owners to enter awards because of the great validation it brings. I encouraged another salon owner to enter the Australian Beauty Industry Awards a few years ago. We were both announced finalists in the same category. So what? She is a beautiful person and kick-ass salon owner; it makes being next to her in the same award category much more powerful.

It is nice to clap for someone else and let them experience the excitement. Part of winning is sharing your knowledge and positive energy; for me, this is part of the awards circle.

Over the past 7 years, I have been a finalist, won over 20 Australian and Global awards, judged various national and international awards, and written awards for brands such as Issada. I am now available to support you and your business.

WORKING ONE ON ONE

Find Your Courage

As a qualified NLP practitioner, I can also support you by breaking down any limiting beliefs and feelings of imposter syndrome

that may have prevented you from entering awards programs.

Goal Setting

We’ll start by getting crystal clear on your personal and business goals so we can focus on the awards and events that are going to be most impactful for your business.

Awards Submission

I specialise in writing awards submissions for the beauty industry combined with business consulting to help identify previously missed opportunities to ensure your next entry stands out to the judges giving you the best chance of becoming a finalist.

Speaking Support

I can also provide support, strategies and copy for your subsequent award acceptance speech and press releases to help spread the news of your achievements.

“As one woman, we are strong, but collectively we are unstoppable” – Nicola Le Lievre

Group Coaching

Register for more information on my upcoming 4-week group course in January 2023.

www.nicolalelievre.com

New to the awards process or experienced and need tweaking. Register for a free 30min discovery call via my website, and together we can work on what suits you and your business best.

THE SWEET ELIXIR OF EDUCATION!

By Louise May

Skin expert and Founder of Elixir Skin Fitness, Rose Bonasera, is an innovator in the beauty industry who combines over 20 years of training, knowledge, and experience to deliver a holistic approach to skin therapy. This knowledge is also practiced through Elixir Education Events, which are Rose’s educational events for the public, discussing different topics around skin health and feature industry guest speakers.

With an Advanced Diploma in Dermal Therapies, Certification in Integrated Health Studies and Anti-Ageing Medicine, as well as an Advanced Diploma in Beauty Therapies, Rose has established herself and Elixir Skin Fitness as a trusted leader in South Australia, by providing education around skin health and taking a 360-degree approach to healthy ageing.

Rose believes in and follows a whole body and lifestyle approach to her client’s skin treatments. Renowned for the detailed and individual

planning that goes into every consult, Rose ensures long term change on a client at a cellular level while also having a positive impact on their self-confidence and well-being.

Rose understands that successful skin treatments are results-driven, so it’s no wonder that she has created a cult following that is growing and evolving as more people flock to Elixir Skin Fitness to learn and experience it firsthand.

Being a ‘personal trainer’ for the skin is Rose’s

unofficial title, one that she relishes on her continual journey of education and growth that enables her to make long term changes with the skin and provide solutions that suit all client individual needs so they can look and feel their best, always.

Rose’s strengths lie in expressing her creativity in finding solutions for a diverse range of skin conditions, such as Acne, Acne Scarring and Scar Revision, Ageing, Pigmentation, Sun Damage, Skin Rejuvenation, Wrinkle Reduction, Skin Resurfacing and Collagen remodelling.

It gives me great pleasure to educate my clients on the best way to create long term change with their skin on a cellular level, have a positive impact on their self-confidence and well-being, bring out the best in them and have a lot of fun at the same time, says Rose

Beauty Biz Editor, Louise May chats with Rose about her holistic approach to skin health to enable clients to understand how to stay looking and feeling younger for longer.

Tell us about Elixir Skin Fitness.

At Elixir Skin Fitness the goal is to provide the client with sophisticated, state of the art medical grade treatment modalities and skin care products/nutrition. My creativity and understanding of the perfect combination of skin treatments and ingredients, means I am able to look after my clients on a very individual and personalised level – no two skins are alike – and create individualised programmes to suit.

What is the Clinics Philosophy?

The clinic’s philosophy is to remain results driven – there is nothing fluffy about it! Give the client personalised customer service which enables me to get to know your skin, provide you with the best possible solution to retrain your cells, with fast results and in the safest and most affordable way possible. The goal is to keep my clients looking younger as they get older.

Your number one Skin Recommendation?

The one condition with Skin that I can honestly say is on the increase, it’ hyperpigmentation, the main driver being hormones and the main trigger is sun exposure. And I am on a mission to make sure my clients manage it in the best

way possible so they can have the clearest complexion for their skin.

Two absolutely mandatory products I always recommend is firstly a tyrosinase inhibitor, a serum-based product, that interrupts the hormonal stimulation and transfer of melanin (pigment) in the cells. White Balance Click by Medik8 is a favourite of mine, the main ingredient Kojic acid known for its efficacy in managing hyperpigmentation. The second product I recommend is Sun Protection! A daily 30+ or 50+ SPF sunscreen to stop the stimulation from the Sun that triggers that Melanin production process known as Melanogenesis. Mesoestetic Dermatological 50+ SPF is outstanding at protecting the skin from sun exposure.

The secret to any improvement a client would like to see in their skin is Choice! The choice clients make in their therapist, get to know him or her and ensure they have the right educational background and qualifications to give clients the best advice, so choose wisely. You talk about the gut and the skin being connected; can you tell us more?

Good bacteria in the skin and digestive tract are connected.

The skin contains good bacteria (approx. 1000 different types) also known as microflora and for them to flourish they need a slightly acidic environment. Our skin is naturally acidic at a pH of 4 – 4.5. This also allows for proper balance of nutrients, less fine lines, and wrinkles, supports hydration, and reduces the risk of sun damage.

Reduction of the level of the skin’s pH by using the incorrect type of cleanser causes inflammation, the growth of non-beneficial bacteria and accelerated skin ageing. Our gut flora in the digestive tract, if imbalanced also has an effect on the acidity of our skin. If

of the imbalance in the gut, it creates a perfect environment for the acne bacteria to flourish on the skin and cause breakouts.

What is your mission?

The Mission at Elixir Skin Fitness is to become each client’s very own “Personal Trainer for their Skin”. As most of us are already aware of the importance of consistency with an exercise – including cardio and resistance training, combined with the correct diet and nutrition to create a physical and chemical change in our body shape and strength. Elixir Skin Fitness applies the same principles to the skin – it is no different!

Can you tell us about the purpose of your Elixir Education Events?

The story behind Elixir Education Events is to align with industry-based professionals which are in alignment with our culture in the clinic. This is where you will gain further fundamental knowledge on the integrative approach to your skin. The combination of ingestibles, up to date skin treatments, devices, skin care products are applied to your dermal therapy treatment plan to provide you with the optimum results for healthy ageing. Individuals who attend an Elixir Education Event do not have to be clients (although many of my clients do come along!), so anybody with an interest to learn more about skin health can attend.

What is on the agenda for 2023 for you?

After having four successful and sold-out Elixir Education Events here in Adelaide, South Australia, a huge goal for 2023 would be to bring one of our events interstate... Watch this space!

the skin reaches a pH of 6 – 6.5 because

EVERY FANNY HAS A FACE!

By Lisa Conway

The training required to niche to skin and the equipment to match is a big investment of both time and money and although it’s not going to happen overnight, it is rewarding in so many ways.

Taking a salon from general beauty to skin is one of the things we do very well at The ZING Project, especially the mapping out. It will ensure you succeed in the shortest amount of time.

For your beauty business to get a reputation for skin there needs to be a plan around the conversations that need to happen on repeat day in day out with the salon clients. Skin clinics are seen as the gold standard and rightly so, there is a huge focus on the education of both the clinic team and the clients.

Your success requires a strategic business mind and a business plan to match. Wishing you had more skin clients isn’t enough. The focus must be on your existing clients, transitioning them by asking what outcomes they want.

When you have honest conversations based on their genuine concerns and when they know you genuinely care about them, the transition is relatively easy. No selling is required it’s all solving and there is a big difference between selling and solving.

The clients you are looking for, the ones you label skin clients are literally under your nose. What you need is a conversion strategy. If you are willing to do the work and map out a journey for every client, you don’t have to look any further than in your existing treatment rooms

“Every fanny has a face” was something that I heard from a DMK educator years ago and it stuck with me because it’s funny and it’s true. Every fanny does have a face and as funny as that statement is, it tells you that the skin client is already in your salon.

The transition to a skin clinic starts with the education of the clients you already have. People will buy from you when they know you, like you and trust you.

Any client who is allowing you to do a Brazilian wax for them I’d say has already decided to trust.

When clients come into your salon they want two things. They want an experience and they want an expert. Clients look forward to the time they spend with you. They want their time in the treatment room to be a quality experience and that includes being heard. What they also want is an expert. A knowledgeable expert willing to share.

Clients want someone who has their finger on the pulse, someone willing to make suggestions on what’s on offer, someone who knows what the latest and greatest new treatment going is. Most people have no idea what’s new and so if you don’t inform them, they keep doing the same and

getting the same outcome as they always did. A classic example of that is still waxing in 2022.

It’s our job to share what we know, to make suggestions and put together a treatment plan for the best possible outcome. That’s what I’d call an expert. They need you, the expert.

People don’t necessarily want hot wax wiped on them and the hairs pulls out, they want the feeling that comes with a smooth hair free body. There would be people out there that think in order to feel smooth and hair free their only option is waxing. We know it’s not. The reason they choose wax or sugaring is because they have been sold that as the solution and for years that was the solution. What if there was a better solution? In the same way as shaving was once the solution, waxing or sugaring superseded that and perhaps laser has superseded that too.

You certainly don’t have to look anywhere but in your treatment room to find the quality clients you are looking for.

What you need is a consistent strategy on how to approach the subject with your clients so that they get a better outcome.

The same could be said for microdermabrasion. Although that is a great place to start especially when introducing a client to a better skin, it’s only one of many treatments on offer today. Microdermabrasion was the buzz word years ago, then it was needling but like the pouring of hot wax on a clients skin, nobody really wants or is excited about the pain that comes with the treatment however they do want the results that the treatment brings.

Here is a salon hack that works 100 % of the time

Get everyone on your team to go through each service you offer and write what the benefits are beside it. Be clear as to what people buy and what the treatment delivers, talk about results that will engage the client and enrol them into the outcome. I want you to be clear that everyone on the team is clear and on the same page.

Explaining the short-term investment and the long term gains to a client is most like where the disconnect has been. Clients don’t actually want treatments they want results so it’s important that the result is front of mind.

It might be hair removal it might be skin tightening or brightening. Let’s be honest there isn’t much we can’t do today, the selection is brilliant. I know there isn’t much I haven’t tried. I love a good salon treatment, it’s what I use for myself as a reward.

Clients who are interested in how you look will always get the “guess what we are getting soon” conversation. Unfortunately most salon team members decide for the client. With the ‘every fanny has a face’ strategy, everyone gets the “get what we are getting soon” conversation.

What I want you and everyone on your team to know is that it’s not up to you to decide who wants and who will pay for a treatment. You have no idea who will want to spend their time and their money on a facial or a skin peel. I want you to do your job and treat every one of your clients the same. Clients deserve two things. They deserve an expert and a wonderful experience.

I remember delivering this training to a salon in Brunswick, Melbourne and explaining that you don’t actually get to choose who gets your expert advice they all should and how I wanted them to consider doing my “everyone” strategy.

One particular therapist said that she thought it would be interesting to see if my “everyone” strategy actually worked, she felt I was a tad optimistic . See what comes of it, I said.

The first client she had was a girl who was 27 and had the most beautiful skin. She was a regular 4 week bikini wax n brow and lash tint. The therapist always thought this particular client didn’t need any skin care and presumed she was already going somewhere for her skin needs because her skin was spectacular. Wrong. Once the therapist had the conversation and began asking quality questions about what she was using on her skin she learnt that the client was using nothing at all.

She said I often wondered what to use but she confessed she had no idea where to even start.

She went on to say that she inherited her mums lovely skin but was concerned that it won’t last because her mother didn’t look after hers, and being a smoker has ruined it.

She left that day with a starter kit from Dermalogica and was delighted that the therapist cared enough to mention skin care to her. This shocked the therapist and was a reality check that you actually don’t know anything until you ask. Clients don’t care how much you know until they know how much you care. It really is about putting your ego aside and simply doing the job you are trained to do on every client every time.

Every fanny absolutely does have a face and every person has a concern or three. The trick is to shut up, talk a lot less about yourself and listen to what your clients wants are. Make space for them to open up to you about what they do know and what they don’t. Be there for them, ask the right questions and you will find your skin clients are right there under your nose, lying on your treatment beds.

For more salon wisdom, email me at lisa@ zingcoach.com.au, visit my website, find my video tips on YouTube or read my books, all available in paperback, Ebook and Audio www.thezingproject.com.au

I am often chatting to salon owners who are very clear that they want to move away from what I call the ‘general store’ beauty salon to niche into skin.

UNDERSTANDING PEELS AND HOW THEY EFFECT THE SKIN

By Gay Wardle

Under your old skin is a new and fresher layer waiting to emerge. At least that is the theory behind why we should be performing topical peeling agents and exfoliating procedures! We want to renew the skin and encourage a fresh new layer of cells to emerge on the surface of the skin making it look and feel years younger.

We have been bombarded with products containing ingredients touted to scrub away the outer layers of dead skin cells. However, understanding the science behind exfoliation is important for any skin care therapist as this will allow her to fully understand how these procedures impact the skin.

We know that the stratum corneum is the superficial strata of the epidermis and consists of several layers of corneocyte cells. These corneocytes are interspersed with layers of three key lipids –cholesterol, ceramide and linoleic. The stratum corneum is the first line of skin’s defense barrier maintaining the aqueous internal environment, as well as keeping out harmful toxins, allergens and microbes. Beyond the age of 65, skin cell maturation process slows up to 50 to 60 days for newer cells to reach the stratum corneum rather than 28 to 32 days in young adults, hence the reason why older skin can appear dull and waxy.

DAMAGE TO THE EPIDERMIS

There are two considerations why peeling procedures can harm rather than benefit the skin, and this is when the stratum corneum is removed with the vulnerable new cells exposed to environmental attack such as ultraviolet radiation and pollution.

When the skin barrier defense is disturbed, it can take up to 36 hours to return to its natural protective state. Although any acute inflammation during the procedure itself is beneficial to encourage new cell rejuvenation, we must be aware of the recovery time needed and protect the skin from any environmental insults on the newly exposed cells. If this protection is not undertaken, the chronic inflammatory process could continue for weeks following the actual procedure. This could have an adverse impact on the benefits we are trying to achieve on the skin. This is why correct follow up advice must be given following a peeling procedure.

For over a decade, peeling agents whether chemical, mechanical, or phototherapy have been used in a clinical environment to perform therapeutic and cosmetic enhancement treatments. These can provide epidermal or dermal stimulation with an accumulative effect for skin rejuvenation and firming. This article presented by Gay Wardle summarises how these agents effect the skin and how we can correctly use them to ensure the best possible results in improving skin condition and appearance.

THE COMPOSITION OF PEELS

Substances typically used for peeling procedures are found in nature, such as alpha-hydroxy acids or glycolic acids (AHAs), and are associated with fruits, spoiled milk, or sugarcane. AHAs are generally used for mild skin scars and plugs of material within dilated hair follicles that frequently contain bacteria (comedones). Trichloroacetic acid and Jessner’s peel (resorcinol, lactic acid, and salicylic acid in ethanol) are stronger than AHA peels and cause destruction to the deeper layer of the skin. They are used to treat deep scars and skin growths, but also permit the underlying new skin to resurface. The penetrating ability of the acid peel generally depends on the type or concentration of acid used.

ALPHA HYDROXY ACIDS

AHAs are organic carboxylic acids with a hydroxy group in the alpha position. Research has now identified what changes can be expected within the cell structure of the skin. Epidermal changes seen with AHA use include a decrease in corneocytes cohesion above the stratum granulosum, an increase in epidermal thickness, a reversal of basal cell atypia, a dispersal of melanin pigmentation, and a return to a more normal rete pattern. Dermal changes include increases in papillary dermal thickness, acid mucopolysaccharide synthesis, fibroblast proliferation, and collagen synthesis.38 Ultrastructural changes include an increased number of desmosomes, increased tonofilament aggregation, decreased clumping of tonofilaments within the cytoplasm, increased perinuclear localisation of tonofilaments, and the formation of microvilli. 39

AHAs are useful in the treatment of photo-aged and intrinsically aged skin by reducing fine lines and wrinkles and evening out pigmentation. Besides improving the appearance of photoaged skin, they are useful in pigmentary disorders such as melasma, ephelides and post inflammatory hyperpigmentation, commonly abbreviated as (PIH).

For this reason, AHAs are often incorporated into a post-op regimen for skin resurfacing to decrease the likelihood of developing PIH. They may also be used as adjunctive treatments prior to chemical peels to decrease the corneal layer, thereby allowing a more even penetration of active ingredients. AHAs also improve acne by inducing exfoliation and enhancing the comedolytic action of other active ingredients such as retinoids. The multitudinous applications of AHAs provide a strong foundation for the treatment of an assortment of skin condition.

Glycolic acid is the simplest AHA, which has dual functionality of alcohol and acid in a low molecular weight structure. Because of its small molecular weight and size, it has a better capability to penetrate skin. AHA is used extensively in cosmetics. It is known that it diminishes the lines on the skin and make skins look young by acting as a humectant to absorb moisture in air and by exfoliating action to break the bonds between dead skin cells.

BETA HYDROXY ACIDS

Salicylic acid is a hydroxyl derivative of benzoic acid and represents a carboxylic acid attached to the aromatic alcohol phenol. 41 Although salicylic acid is not a beta-hydroxy acid by definition, it is referred to as a BHA in the cosmetic arena

because it contains a hydroxy group in the beta poosition.42

It is a lipid soluble molecule, restricting its site of action to the superficial epidermis and follicles. 42 This lipid solubility accounts for its ability to expel comedones from follicles. Salicylic acid promotes exfoliation by dissolving intercellular cement and reducing intercorneocyte adhesion 44 45 but it has no effect on the mitotic activity of the epidermis.46 As a salicylate, it contains antiinflammatory properties via its effects on the arachadonic acid cascade.47

Salicylic acid’s unique comedolytic and antiinflammatory properties make it a good agent for the treatment of comedonal and inflammatory acne vulgaris. It is also useful for the treatment of papular rosacea, photo-damage, fine lines and surface roughness, as well as for melasma with primarily epidermal deposits of melanin pigment.

LACTIC ACID

Lactic is one of the Alpha Hydroxy acids (fruit acids). Fruit acids are nontoxic, naturally occurring substances, and are found in a variety of fruits, such as grapes, apples and sugar cane. Other fruit acids are Citric, Malic, Glycolic and Pyruvic Acids.

Lactic Acid is a thorough exfoliator, removing the outer layers of thickened or damaged skin, leaving a smoother and healthier appearance. With prolonged use, Lactic Acid has been found to be beneficial in improving dry skin, treating age spots, improving oily and acne prone skin, and decreasing fine lines and wrinkles.

MANDALIC ACID

An interesting newcomer to the AHAs is Mandelic Acid, which is a phenylglycolic acid and has an alpha-hydroxy acid (AHA) which has a hydroxyl group on the carbon atom next to the acid group. If the hydroxy group is on the second carbon next to the acid group, it is called beta-hydroxy acid. Mandelic Acid (alpha-hydroxybenzeneacetic acid) is the smallest AHA among compounds, which are part of an aromatic group. It has an asymmetric carbon atom and thus has two chiral isomers – the dextro and the levo. The D and L-mandelic acid are enantiomers (also called enantiomorph, which means that each molecule is asymmetrical and has the mirror image of the

other). These affect pharmaceutical activity. Its structure provides the bacteriostatic property and is used also as an antiseptic ingredient.

Mandelic acid and its derivatives are used to apply the dual activities as an antibacterial agent and as an anti-ageing agent (AHA activity) similar to glycolic acid. It is used as an intermediate for the synthesis of target molecules for other applications. Naturally occurring mandelic acid is found when amygdalin (a cyanogenetic glycoside found in many plants including bitter almond, apricot, and wild cherry) is spirit by hydrolysis with hydrochloric acid, while amygdalin is broken down into glucose, benzaldehyde, and prussic acid (hydrogen cyanide) in the presence of sulfuric acid.

When combined with other AHA acids, Mandelic acid offers enhanced synergistic action that contributes to more rapid results in skin improvement for both problematic skin and antiageing benefits.

HYDROXY ACIDS AND WHAT AFFECTS THEIR PERFORMANCE

The efficacy of a topical hydroxy acid is determined by two major factors – the bioavailable concentration and the vehicle used.37 The bioavailability of a hydroxy acid, or the faction that permeates the stratum corneum is the faction of free acid present in the formulation. The inherent pKa of the hydroxy acid as well as the pH of the formulation determine the amount of free acid in a formulation. If the pH of the formulation is less than the pKa of the acid, the free acid form predominates. If the pH of the formulation is greater than the pKa of the acid, the less effective salt form predominates.

It is important to understand that although two products may contain equal percentages of a hydroxy acid, the bioavailability of that hydroxy acid may not be equal between the two products if the pH values of the carrier are different. For example, glycolic acid’s pKa is 3.83. A 10% glycolic acid product formulated at pH 3.0 has a bioavailability of 0.06 and is quite effective on the skin. On the other hand, a 10% glycolic acid product formulated at pH 5.0 has a bioavailability of 0.06 and is much less effective.

The second major fact or affecting efficacy is the vehicle or carrier, which determines the solubility of a hydroxy acid and the bioavailability though its pH, as discussed above. For watersoluble hydroxy acids, such as glycolic, lactic, malic, tartaric and citric acid, an oil-in-water emulsion is the vehicle of choice. For more lipid soluble hydroxy acids, such as madelic, benzilic and salicylic acid, a water-in-oil formulation is the vehicle of choice. These are important considerations that will determine the effectiveness of an AHA’s formulation.

This is why as a therapist you need to be assured and request evidence from the supplier or manufacturer that the AHA product they are providing you has addressed these issues in their formulation to ensure that they perform to your expectations in terms of results.

SIDE EFFECTS AND THEIR MANAGMENT

The most common side effects of all topical hydroxy acid preparations are irritation and peeling of the skin. If excessive irritation does occur, you will need to decrease the frequency of application, or the strength of the formulation. Because this side effect is very common, you should start with low strength products and increase the strength of the formulation as tolerated. Clients may also note a tendency to sunburn more quickly than they did prior to starting the treatments. These clients should be instructed to always protect their skin with a broad-spectrum sunscreen and also minimise sun exposure.

MISCONCEPTIONS

There are two main misconceptions involving the hydroxy acids. The first involves erroneous concerns for photo-allergic reactions. Because the stratum corneum will thin with hydroxy acid use, clients may notice a tendency to sunburn more quickly. Clients should therefore be educated that this is not an allergic reaction, but rather an expected pharmacological effect.

The second misconception involves hydroxy acids being incorrectly included in the group of keratolytic agents. Because keratin proteins are not hydrolysed, it is more accurate to refer to this group of acids as exfoliants 48. The hydroxy acids loosen the intercellular cement facilitating exfoliation of corneocfytes, and also actually repair the horny layer at the level it is formed rendering the keratin layer more compact. Most important, it is the repaired horny layer that gives the skin its moist and normal appearance.

CHEMICAL PEELS AND PRECAUTIONARY MEASURES

Most chemical peels performed in salons and spas are superficial. The skin appears smoother, while reducing blotchiness and other minor imperfections. The peel is usually neutralised after a predetermined duration of time. However, if erythema or epidermolysis occurs the peel must be immediately neutralised with 10-15% bicarbinate soda and usually redness fades quickly.

Different peels have a different end point, or maximum time they can be left on the skin. For example:

* The end point for TCA peels is frosting, which is neutralised either with an agent or cold water.

* The end point for salicylic acid peels is pseudo-frost formed when the salicylic acid crystallises – generally 1-3 coats are applied until even frosting occurs.

Medium-depth peels are more invasive, suitable for clients looking for more dramatic results. These stronger peels have a longer recovery rates and can take up to 10 days for the peeling to stop, the end result would be a reduction in fine wrinkles, smoothed out irregularities and lightened pigmented lesions.

SKIN PEELING THROUGH LASER

Laser peels have become very popular, with the procedures mostly performed in a medical environment under the supervision of a doctor. They are effectively cooking microscopic sections of the dermis, stimulating the fibroblasts, which produce collagen, elastin and glycosominoglycans. Within four to six weeks, the skin should begin looking more plump, smoother, more even-coloured and showing fewer blood vessels. It is a relatively painless procedure that could have minor swelling lasting for up to a week.

Medium-depth laser peels work much the same way, with a longer recovery time, generally a few weeks. A few days after the peel the skin begins to slough off. Although painless it looks red, puffy and burnt. The skin can look severely sunburned for some weeks.

While superficial peels are considered safe for all skin types up to phototype IV, medium depth peels should be performed with great caution, especially on darker skin types and deep peels are not recommended at all for darker skin types phototype V and VI.

INFORMED CONSENT

Pre-operative counselling and informed consent are absolutely vital when performing any of these procedures. A detailed consent form listing details about the procedure and possible complications should be viewed and explained to the client and signed by the client. The Consent Form should include, but not limited to:

* Limitations of the treatment (if any)

* What to expect during and after the procedure

* What to do in the event of a reaction

* Post treatment protective and precautionary measures

* How many treatments would be needed to achieve the desired end result

* Any potential side effects

When performing peels, you need to have a thorough understanding of skin types and how to recognise different skin conditions as this is imperative, as is completing a comprehensive medical questionnaire and conducting a thorough consultation process when performing any of these procedures.

Providing your client with the best after care service with a post-procedure program including antioxidants to support the skin’s immunity and sunscreen to protect it from UVA and UVB exposure is also very important. Similarly, the preparation leading up to performing the peel needs to be carefully planned. Always prepare the skin well in advance before treating with any peeling agents with antioxidants regardless as to whether it is a chemical, micro-dermabrasion or laser peel. This preparation will ensure that your client will receive the best result you can deliver.

www.gaywardle.com email: education@gaywardle.com

References:

37. Yu RJ and Van Scott EJ, Bioavailability of alpha hydroxy acids in topical formulations. Cosmetic Dermatol 9(6) 1996.

38. Kim S, Park J, Kim D, et al. Increased vivo collagen synthesis and in vitro cell proliferation effect of glycolic acid. Dermatol Surg 24, 205408, 1998.

39. Ditri CM, Griffin TD, Murphy GF, et al. Effects of alpha hydroxy acids on phtoaged skin: a pilot clinical histological, and ultrastructural study. J AM Acad Derm 34:187-95, 1996.

41. Kligman D and Kligman A. Salicylic acid as a peeling agent for the treatment of acne. Cos Derm Supp 10(9): 44-47, 1997.

42. Yu RJ, Van Scott J. Salicylic acid: Not a betahydroxy acid. Cos Derm 20,27-28, 1997.

44. David M and Mark R. Studies on effect of salicylic acid on normal skin Br J Dermatol 95;187-92, 1976.

45. Marks R, Davies M, and Cattell A. An explanation for the keratolytic effect of salicylic acid. J Invest Dermatol 64:283, 1975.

46. Robert DL, Marshall R, and Marks R. Detection of action of salicylic acid on the normal stratum corneum.

47. Weirch EJ, Longauer JK and Kirwood AH, Dermatopharmacology of salicylic acid. III. Topical antiinflammatory effect of salicylic acid and other drugs in experimental animals. Dermatologica 152:87, 1976.

UNSTOPPABLE CONFIDENCE!

By Robyn McAlpine

Confidence. Some people are born with too much of it. Some people have little bits of it, and some let their internal voice run wild and steal it out from underneath them at the very moment they need it the most.

Robyn McAlpine

Photographer: Goodthanks Media

There is a fairly high chance that if you’re reading this you already have a solid foundational knowledge of your craft, Our industry has courses coming out of our ears these days. But what happens once you take your knowledge out of the classroom and into the treatment room. Do you actually know how and what to do with it?

One of the biggest things I’ve recognised in our industry is that we’ve never been shown HOW to integrate this knowledge and none of us know what each of us do behind closed doors. And that’s what steals our confidence!

Our bosses just say, go in there and talk to your clients about skin, sell them products and rebook them. Our bosses send us to courses and wonder why it’s not working. It’s because we don’t have the confidence and if only someone would show us, then we’d feel better about it.

Often, we’re unsure how others do it, so we think we’re doing it wrong or that someone is doing it better and we start to second guess ourselves.

It’s why I created the Skinside Out Squad, the mentorship for skin therapists- I teach therapists how to integrate their knowledge in a practical way and to feel confident while doing it.

I recently shared 3 ways to build unstoppable confidence with the group and it was so impactful that I am now sharing it with you!

Confidence can absolutely be built and grown and here are three foolproof ways to get more of it in your life!

1: REPETITION MAKES YOU A MASTER

Think about something you’re great at, that you do in your day-to-day job, pick the service that you totally rock, could do it in the dark with a blindfold and still perfectly nail it every time.

Think about how many times you’ve done that service?

Probably three times a day, five days a week. By my calculations, that’s roughly 780 times per year. Minimum.

Now think about how many years have you’ve been doing it?

Chances are you’ve done this service over 5000 times without even cracking a sweat.

But remember how clumsy you felt at first, you couldn’t twirl the wax stick, you got tint all over the place, cleanser up noses and mask in people’s ears. Yet now can do it with perfection, with not a single hint of anxiety rash and you don’t even think twice when you see it booked in your column…

That’s because you’ve done it so many times that you’ve absolutely mastered it!

Repetition made you the master.

Now think about the service you feel most inadequate in (for many of us it’s the skin consultation)

How many of these have you done in the last month?

How many times have you explained it to a client without stumbling over your words? 5 times? Maybe 10?

You almost avoid doing them because you just don’t feel confident in it.

Can you see where I am going with this? The quickest and most effective way to build your confidence is to do it one hundred times then do it one hundred more!

From here on in, even if it scares you, face it head on. Do it over and over again. Make mistakes, find a different way, repeat, repeat, repeat until you become the master.

Soon you’ll be looking back and not even realising how confident you’ve become.

2: KNOWLEDGE BUILDS CONFIDENCE!

To be confident in something you need to know what you’re talking about!

So many of us here have done extra courses. Some of us haven’t touched a textbook since college. I think we can all agree greatly that the diploma training is seriously lacking in skin education. We’ve all left college feeling inadequate when it comes to some aspects of our training.

Let’s take an honest look at our foundational knowledge. Do you know enough? Have you invested in post graduate short courses?

Do you read and learn outside of work? (sorry, Instagram and Tik Tok do not count as education)

Faking it until you make it will only get you so far. To truly feel confident, you must know what you are talking about, inside out and back to front. The more you know, the more resources you have to draw from and the stronger and more confident you will feel.

But where to start? There is so much to know, learn and understand. Well, you just need to make a start. It’s like eating an elephant, you simply take one bite at a time.

You don’t have to know it all yesterday. But you do need to make sure you are continually growing and learning and implementing. It’s the key to having that deep seated confidence that just flows out of you!

The more you know, the more confident you will become.

3: BE YOURSELF!

This was the absolute game changer for me!

I am not the most articulate person. Often, I blurt out words before thinking and it comes out a bit jumbled and messy. But what I lack in finesse, I make up for in passion and that’s what our clients are looking for. Connection with someone they can relate to and who doesn’t make them feel inadequate.

Clients don’t want the professional *cough* condescending, beauty counter snobbery. They want it straight up real. From YOU!

YOU are everything that you are ever going to need. How you show up is exactly what your clients want.

Ever heard the term “your vibe attracts your tribe”? There is nothing more authentic than being your TRUE self! If you want more clients, if you want to build strong client connections and you want to stand out from the crowd and be the LEADING skin expert your town or city has ever seen?

BE YOURSELF!!!!!

Don’t try and be what you think you’re supposed to be in this industry.

We’re told we must have a certain look, wear our hair a certain way, speak in a certain tone or it’s ‘unprofessional’.

I’m here to challenge that idea and I am giving you full permission to be yourself.

Now let me clarify something. This isn’t about oversharing your private life with your clients or turning up to work in sweats and yesterday’s T-shirt (pandemics over people… we gotta put pants on now!) I’m not talking about that level of yourself. You still need to be the best version of you.

What I am saying is that you don’t have to put on a fake persona, you don’t have to be someone you’re not in order to talk about skin to be professional.

Speak to your clients exactly the way that words come out of your mouth. Use YOUR voice. YOUR LANGUAGE and don’t worry about the big fancy words and the posh voice. Clients really don’t want the big words. They want it straight up, honest, and authentic.

Being comfortable in your own skin is the highest form of confidence one can own.

Confidence isn’t something we all get given out of the womb. I know I forgot to grab mine on the way out. I had to build my own on the way up. But the great news is that confidence is like a muscle. With time and patience and practice, you can build it up, strengthen and grow it so big that the incredible Hulk might just get jealous.

So, from here on in, I challenge you to step up to the plate and have a go. You’re going to swing and miss. I promise you; you will strike out. BUT every time you step back up and have another crack at it, you get better and better at it and your confidence will get stronger and stronger.

If you are a skin therapist looking for a pep talk, confidence boost and guidance on how to get your knowledge out of your head and into your client’s lives, come, and check out the Skinside Out Squad. It’s where I share everything I have learned and help you make it relatable in the treatment room.

robyn@skintifix.com www.skintifix.com

AESTHETIC GETTING TO THE BOTTOM OF THE BRAZILIAN BUTT LIFT!

By Nancy Abdou

The surgical Brazilian Butt Lift (BBL) is one of the most popular aesthetic procedures in the world today, but it is also one of the most dangerous, with 1 in 3,000 surgeries resulting in death, according to the paper titled ‘Report on Mortality from Gluteal Fat Grafting: Recommendations from the ASERF Task Force.’

The surgical Brazilian Butt Lift (BBL) is one of the most popular aesthetic procedures in the world today, but it is also one of the most dangerous, with 1 in 3,000 surgeries resulting in death, according to the paper titled ‘Report on Mortality from Gluteal Fat Grafting: Recommendations from the ASERF Task Force.’

Fortunately, there are much safer non-surgical alternatives available, that are highly effective, affordable, and also provide a healthy return on investment for the clinic... now that’s what I call a cracking trifecta.

Fat freezing, fat melting, muscle toning, skin tightening, cellulite smoothing, body contouring devices – butt, where do you start to navigate the plethora of aesthetic devices and what modality does what? Each procedure has distinct mechanisms for stimulating apoptosis (programmed call death), lipolysis (process of breaking down lipids) or necrosis of adipose tissue. So heads down, bums up – here are my top picks for a beautiful booty, just keep in mind that these devices act as a supplement to healthy and active lifestyles, not substitutes.

FAT CAVITATION:

An oldie, but a goodie! Fat Cavitation is effective on large areas, pain free and permanent, but slow with results since 6 to 10 treatments are required. Treatment can be laborious and physically tiring for the practitioner and there are limits on how much you can perform in one treatment session, due to the immediate release of toxins. Treatments can be performed every 3 days.

Fat Cavitation works by emitting ultrasound waves to the area, whereby the sound waves create a vibration to cause cavities or bubbles in the fat cell, which both liquefies the contents, releasing them into the interstitial and lymphatic systems where they are drained, in addition to causing damage to the fat cell membrane, beyond repair.

Cavitation is also effective in reducing the appearance of cellulite, especially when used in conjunction with RF. More on that next.

RADIO FREQUENCY (RF)

Depending on the therapeutic temperature achieved, RF can help with skin laxity or it can

cause apoptosis and lipolysis. This is where practitioners need to be aware of precisely what they are doing, since fat reduction, especially around the buttocks isn’t always desirable.

RF generates heat via an oscillating current within the target tissue, which leads to both contraction and denaturation of collagen fibres and induces an inflammatory response which activates fibroblasts. As the collagen undergoes repair and remodelling, dermal health improves with decreased skin laxity and increased elasticity, in addition to inducing angiogenesis. If heat from RF is increased beyond 42 degrees, lipolysis can be seen, which can be beneficial in contouring unwanted areas of fat and a reduction of cellulite over time. 6 to 10 treatments are recommended, weekly.

The amazing thing about both Fat Cavitation and RF is that there is no on-going cost involved, apart from the gliding medium – which can be purchased at an impressive cost from Skindividual. Skindividual RF Glyde reduces sparking and arcing, making the treatment much more comfortable for your clients.

HIGH INTENSITY FOCUSED ULTRASOUND (HIFU)

Although HIFU has been around for sometime in the medical arena, HIFU for fat loss and skin tightening is relatively new and gaining popularity due to only requiring 2 to 3 treatments for skin tightening and just a little over that for fat destruction.

HIFU utilises focused beams of ultrasound, that bypass the epidermis, leaving it completely intact, whilst delivering 60-70 degrees of energy to the desired depth of penetration, depending on what is being specifically targeted. No other modality can penetrate as deep, without causing bulk heating or trauma to the surrounding tissue –which is why HIFU technology seems to be carving the path (HIFU was everywhere at Cosmoprof 2022!!).

Two factors need to be considered: 1. The consumable cost, with cartridges ranging from $1000 to $3000. How many shots per cartridge will depend on the manufacturer and how big an area is being treated. 2. Treatment times can range from 30 minutes to 2 hours – this again will depend on how quickly the device can operate and the size of the area being treated.

CRYOLIPOLYSIS

Whilst the above treatments rely on the operator choosing the right settings and applying the energy where required, cryolipolysis is not dependent on the operator and this should be considered as an advantage for the technique, yet long treatment sessions (roughly 1 hour) are an important factor to consider.

Cryolipolysis uses controlled cooling to freeze and crystallise fat cells at approximately -5 degrees. No other structures are damaged during the process if performed correctly. Studies have suggested that the addition of post treatment manual massage may enhance the effectiveness of the treatment. Highly effective for fat reduction, with only 1 to 4 treatments required and performed every 2 months. Cryolipolysis isn’t necessarily going to help with lifting, although it will help with targeting specific areas of fat and sculpting instead.

ELECTROMAGNETIC MUSCLE/MAGNETIC STIMULATION (EMS)

Rapidly gaining popularity is EMS, which is the generic term to describe the latest technology in Electro Muscle/Magnetic Body sculpting treatments, also known as “High Intensity Electromagnetic Therapy” (Hi-EMT).

EMS delivers pulses of electromagnetic energy (measured in units of tesla) that bypasses the skin to induce muscle contractions similar to muscle mechanism during exercise. Essentially causing 20,000 muscle contractions in 3 minutes, constricting the muscles beyond any sort of norm and targeting fat loss to the area of the muscle. During these intense pulses, muscles release chemicals locally, signalling fat cells in the area to break down and release an overabundance of free fatty acids, causing their destruction. The muscles undergo cellular changes, thickening and strengthening. For the butt, it aims to build the gluteal muscles.

Bottom line is that BBL requires more than one approach and depth of penetration to lift, smooth and tighten. A multi-modality approach will deliver the best and most effective results to your clients, although HIFU or RF alone can deliver impressive result for that beautiful summer booty!

For a free 30 minute consultation and advice on choosing the right device that integrates into your clinic and budget, go to www.dermalandlaser.com.au and fill in the contact and we will get to the bottom of it together!

Happy holidays, Nancy CEO – The Australian Dermal and Laser Institute. 2021 and 2022 ABIA Educator of the Year.

LIGHT THERAPY

LIGHT ENERGY MASQUE

LED (light-emitting diode) light therapy is a noninvasive treatment that enters the skin’s layers, stimulating it to help resolve skin concerns. Red light, typically promoted in LED skin treatments, acts on the fibroblasts which produce ATP (energy), collagen, and elastin. When light therapy is used in conjunction with products containing advanced technologies, it can work synergistically to support fibroblast cells and boost levels of ATP, collagen, and elastin – amplifying treatment results.

What is it?

An innovative gel masque that amplifies the benefits of red-light therapy and IPL – supporting skin’s energy production and repair processes to smooth skin texture, lines and wrinkles faster than light therapy alone.

Who is it for?

All skin conditions receiving red light therapy treatments. It can also be used in lieu of ultrasound gel for Intense-Pulsed Light (IPL) treatments to decrease client discomfort and improve results.

Key ingredients

This gel masque contains actives that work to improve the skin including:

• Lindera Root Extract, rich in oligo-alphaglucans and with strong antioxidant properties, complements the benefits of light therapy when used in combination with LED therapy. The skin benefits include an increase in complexion radiance, smoothness and resilience.

• Olive Leaf Extract, rich in phospholipids, helps reduce the appearance of fine lines and wrinkles as it improves the look of smoothness and firmness.

• A blend of Brown Algae Extract, Magnesium Aspartate and ATP helps improve the appearance of skin texture and smoothness. It also has antioxidant properties to help correct visible damage.

• Palmitoyl L-D-L Peptide is a potent peptide that helps diminish the appearance of fine lines and wrinkles.

• Hibiscus Fruit Extract, extracted from an Australian Wild Rosella, provides immediate and longterm moisturizing effects. It also helps improve the skin barrier by reducing trans-epidermal water loss (TEWL).

• Biosaccharide Gum-1, a high molecular weight polysaccharide, soothes and calms the skin.

In vitro testing

A study was conducted using red light therapy and a combination of 3 ingredients (combo 3): Lindera Root Extract, Olive Leaf Extract and Brown Algae Extract. The study showed that when these elements are combined with red LED therapy, they boost treatment results, demonstrating a significant improvement in ATP, collagen, and elastin production.

The experimental plan was as follows:

• The fibroblasts were extracted from the skin and put on specific lab plates to be used in this test.

• The product containing the 3 actives (combo 3) was applied on certain test subjects.

• The test subjects were treated with a red LED device* with and without actives for a period between 15-30 minutes.

• ATP, collagen and elastin production was assessed.

Results:

• After treatment, the test showed significantly more production of ATP, collagen and elastin when LED was used with combo 3 versus LED alone.

A total of 15 subjects received a chemical peel (UltraBright PeelLactic acid 30% - 3 layers) followed by 20 minutes under a red-light LED device. On one side of the face, Light Energy Masque was applied prior to the LED treatment. On the other side of the face, no product was applied. Individual results may vary.

light energy masque

amplify the effects of light therapy

The side where no Light Energy Masque was applied had more redness.

The side with Light Energy Masque had less redness.

Microneedling with Dermapen 4 is an effective, popular and minimally invasive procedure that targets a wide range of skin concerns. Do your patients turn to you for solutions to any of the following?

- Sun-damaged skin

- Fine lines & wrinkles

- Acne

- Scars

- Melasma

- Pigmentation

- Stretch marks

- Hair loss

- Rosacea

- Enlarged Pores

The good news is Dermapen 4 can tackle multiple concerns in each session.

HOW DERMAPEN MICRONEEDLING WORKS

Microneedling is gaining a lot of traction in recent years particularly with patients looking for a skin rejuvenation option that doesn’t involve injectables. And microneedling works very differently to fillers. The technique stimulates the body’s own repair and renewal process to naturally create collagen.

Micro-fine needles are adjusted to different depths and speeds to create fractional puncture channels on the skin’s surface. These microchannels carry Meso-Glide™ actives deep into the skin, increasing the procedure’s effectiveness.

Dermapen microneedling can be done on just about all skin surfaces and because it can help with one or more concerns simultaneously, it’s a win-win! A great investment for your practice and excellent solution for your patients.

MESO-GLIDES EXPLAINED

Dp Dermaceuticals™ MG-Collection™ is a professional-only range of serums containing potent ingredients to target various skin concerns. Applied during microneedling, it helps the Dermapen 4 device to glide effortlessly over the skin. As the micro-channels are created, the actives deliver rejuvenating properties to accelerate the skin’s repair system.

SYNERGY OF SOLUTIONS

When it comes to tackling skin concerns,

microneedling is one piece of the puzzle. DermapenWorld’s Synergy of Solutions is a holistic approach to maximising results for your patients.

Dp Dermaceuticals skincare range was formulated to complement Dermapen Treatments™. Each product has been carefully crafted with the perfect blend of ingredients to improve skin and complexion.

Dp Dermaceuticals is a non-negotiable for microneedling. Patients are required to start a prescriptive skincare plan to help prepare their skin prior to treatments. Dp Dermaceuticals also provides immediate aftercare and ongoing skincare post treatments. This synergy or combined approach plays a big role in boosting results.

Dermapen 4—switch on to the world’s most trusted device

Dermapen is an Australian-manufactured microneedling device that was first introduced to the world stage in 2010. Dermapen 4, the latest generation of the device is backed by years

of research and prototypes. It offers superior design, comfort, versatility and most importantly what patients are looking for—outstanding results.

With more than 4 million treatments performed worldwide by Authorised Treatment Providers, Dermapen 4 is the most trusted device and recognised as the ‘gold standard’ in microneedling.

4 reasons why patients prefer Dermapen 4: Precise: all areas as of the body including face, lip area, nose, ears, neck, chest, hands, back and scalp can be treated with pinpoint precision.

Effective: promotes rapid lifting, firming and toning of facial feature and contours. It evens out skin tone and texture and diminishes scars and stretch marks.

Comfortable: Thanks to advanced technology that ensures no dragging or tearing, no numbing cream is required. And with 1,920 punctures per second, the procedure is finished in no time.

Convenient: Patients walk away with minimal side effects and virtually no down time. It truly is a ‘lunchtime’ procedure.

Are you ready to grow your business?

We’re looking forward-thinking clinics and skin specialist to join us on our growth journey. Enquire about becoming an Authorised Treatment Provider. Visit dermapenworld.com/contact-us

Switch to the world’s most trusted microneedling device

The gold standard in microneedling

Whether your patients have one skin concern or many, the award-winning Dermapen 4™ uses cutting-edge technology to deliver outstanding results.

And while microneedling with Dermapen 4™ is a game changer in skin rejuvenation, it’s only one piece of the puzzle.

Dp Dermaceuticals™ was developed to complement microneedling—before, during and after. Together, this Synergy of Solutions is a holistic approach to helping your patients be comfortable in their skin.

Put your trust in Dermapen 4™. Scan the QR code to enquire about becoming a DermapenWorld™ Authorised Treatment Provider.

EMERGING TRENDS, ACCORDING TO RECENT INDUSTRY CONFERENCES

By Mala McAlpin, Dermal Clinician & Freelance Aesthetic Writer

Dermatologists)

As an industry so largely driven by trends, we are all (for the most part) forever trying to stay ahead of the curve. One of the most effective and beneficial ways of doing this is through attending our industry conferences, of which we are blessed with many.

So many, in fact, that it can be near impossible to attend them all. So, in case you missed them, we’ve put together a summary of key findings from two of our industry’s most recent conferences (November 2022) both of which were dedicated completely to emerging trends across the skincare, aesthetic, and cosmetic dermatology sectors.

Emerging Trends in Cosmetic Dermatology, ASDC (Australasian Society of Cosmetic Dermatologists)

As the title suggests, this was hosted predominantly for dermatologists specialising in aesthetics, but was equally relevant to any professional working with skin. Any attending clinicians with beauty or dermal backgrounds may have found much of the information (particularly on cosmetic products) as not particularly new, however, it did highlight a very important concept. And this is that the approach to skin; when provided by medical professionals, is finally shifting towards a greater acknowledgement of, and emphasis on, long-term skincare regimes and solutions that incorporate key cosmetic ingredients - as opposed to simply reaching for a prescription retinoid or topical steroid. Many

treatments and products that have historically been thought of as ‘fluffy’ are now beginning to be considered as integral parts of the skin health journey.

Additional key mentions throughout the day included the following:

1. Assisted drug delivery, and the use of energybased modalities to increase the penetration and absorption of cosmeceuticals in order to treat specific indications.

2. Superficial fillers and micro-toxin injections to achieve overall skin rejuvenation were projected to grow in popularity in upcoming months.

3. Chemical peels, vitamin C, and Niacinamide received a high number of mentions and accolades. In particularly, vitamin C’s integral role when treating pigmentation, and Niacinamide’s strength in dealing with dermatitis.

4. Skincare treatments and products were highlighted for their importance during postprocedural care, for example, using quality skincare to significantly improve skin healing and reduce downtime after ablative laser treatments.

SkinCon, ASDC (Australian Society of Dermal Clinicians)

The field of Dermal Therapies is undoubtedly growing. The intakes of all of our dermal colleges are on the rise, and the interest in undergoing further studies in dermal after beauty is palpable. However, in the grand scheme of our industry, dermal Therapies is still a relatively new field. The first course was created in 1999, and our industry’s dedicated body for Dermal Clinicians; the Australian Society of Dermal Clinicians, was only formed in 2001. Since it is clear that skin health and function is becoming increasingly important for cosmetic medical professionals, Dermal Therapists & Clinicians will continue to play an increasingly pivotal role, bridging the gap between beauty and medicine. SkinCon paid tribute to this, hosting only the second event of its kind this year. The hybrid event was open to Dermal Clinicians, Dermal Therapists, Dermatologists, Cosmetic Nurses, Beauty Therapists, and essentially anyone with an interest in skin. The programme was as diverse as the crowd it was designed to cater to, with some interesting points of difference on the agenda.

ASDC (Australasian Society of Cosmetic

1. One of the most highly anticipated components of the two-day programme was the collaborative workshop. This involved breaking up into groups of 4-5, and being presented with a client/patient case study. Details such as age, gender, medications, home environment, occupation, family history, and images were shared with the groups, who then discussed what the cause of the problem could be and what they would do to resolve it. Groups could opt to share their diagnoses and treatment plans throughout if they wished. This made for an extremely interactive segment unlike any other aesthetic conference content to date, and provided an incredible learning opportunity filled with shared experiences and new perspectives. Perhaps we may see more exciting activities and interactive segments as part of next year’s conferences, as event providers aim to keep things fresh and exciting.

2. This theme of interprofessional collaboration was shared throughout the speaker content, and in itself may be an emerging trend to watch. SkinCon provided a broad spectrum of practitioners speaking on stage, from plastic surgeons and psychologists to dermal clinicians and new graduates. Interprofessional collaboration is, according to those in healthcare, best practice. Patients receive better care because they are exposed

to a variety of practitioners, all having different levels of training, experience, and approaches - and this means more options for the patient. This seems to be the direction we are headed towards.

3. Energy-based modalities were of course a major component of the SkinCon weekend. The takeaway was perhaps that laser technology is ever-changing, and we can expect to see many more new releases to come. A brief mention was made of a new wavelength soon to hit our shores that will allow us to target active acne, with lipids as the new ‘fourth chromophore’. Best practice in laser will continue to evolve too as we, the practitioners, continue to discover new combinations of our current parameters.

4. Body sculpting is still being forecast for continued growth into the new year. And now, so too is facial muscle sculpting. There is major movement happening among the consumer market, with FaceGym finally coming to Australia as part of Mecca. Also making waves in the professional space, multiple new devices are launching to market that are set to offer clinics a non-injectable facial lifting/sculpting alternative for their clients.

There are undoubtedly plenty of things to get excited about next year, especially in

the technologies space. But above all, it is our personal skills and our relationships with other practitioners in industry that seems to be experiencing the biggest shift - and seemingly for the better. We can only hope it continues to move in a very positive direction, working with others to enhance our skills and improve the results we get for our clients & patients. After all, isn’t that why we are all here?

Mala is a freelance writer creating feature articles, copywriting, and social media content for the beauty and aesthetics industry. For more information visit malamcalpin.com.au

SkinCon

By Joy Crossingham

I’ve been asked this question many times over the years, and I always give the same answer!

Unfortunately, the safest way to remove your eyelash extensions is to have a trained lash stylist do it for you. Otherwise, you will need to wait for them to grow out on their own, and even that’s a risk to the health of your natural lashes: the heavy extensions can pull them downwards as they grow.

However, I understand that some people are unable to consider either of these solutions as an option, whether it be due affordability or time constraints. So, if that’s you, here’s my advice. There are lots of articles and step by step guides available on Google to teach you how to remove your eyelash extensions, but I don’t consider many of these methods safe for natural lashes at all.

The oily method

You may have read or been told about some methods using steam and oil to soften lashes and loosen the adhesive.

This could be effective, but it usually takes several attempts and it’s unlikely that you’ll loosen all of the extensions in the first few days, so you’re going to have to deal with your lashes looking gappy and messy anyway. If you only have a few remaining extensions, you can give this a try, but please, please, please: do NOT

pick or pull at your lashes in the process. This will break or pull out your natural lashes.

The other issue is that most of the oils that would be able to achieve this task for you are quite heavy, and definitely too heavy for the delicate skin around the eye. It would also be very uncomfortable if you managed to get the oil into your eyes, which is easy to do and can be dangerous, potentially leading to infection.

Likelihood of Success Rating: 5/10. There’s a good chance this won’t work, you’ll pull out your natural lashes, or you’ll have some kind of reaction to putting heavy oils on your eye area.

The pro method

Some people may suggest that you try to get your hands on some professional-grade eyelash extension adhesive remover.

I cannot stress enough how bad an idea this is. As a very experienced lash stylist and educator, I personally choose to only use lash adhesive remover on my own clients when it is absolutely necessary.

This is because, even when used by trained professionals, lash adhesive remover can be extremely dangerous. In order to break down adhesive quickly, these removers contain solvents, which are not actually safe for use around the eyes. It’s essential that the product doesn’t touch the skin or get into the eyes.

I teach my students that if they do have a situation where a client gets lash remover into their eyes, they must be washed thoroughly with water and then sent immediately to the emergency department of the nearest hospital. That’s how dangerous this product can be!

Even if you have the steadiest of hands, it’s virtually impossible to perform a lash removal with this product on yourself, so please, for your own safety, don’t even consider it as an option.

Likelihood of Success Rating: 0/10. Because you’re not even going to try.

So, what can you do? Sorry to be a negative Nancy

– I’m just super passionate about maintaining the health and safety of all eyelashes and eyes! This is what I tell clients who really, really want to remove their extensions quickly and by themselves:

Do the opposite of your aftercare advice.

It sounds really simple and silly, I know! We tell you all of these rules so that you can keep your extensions looking good for as long as possible. If you don’t want to keep them, doesn’t it make sense to do the opposite?

So...

• Use oily makeup removers and creamy cleansers

• Don’t regularly use lash cleanser

• Go for a facial, lounge in a sauna, hang out in a spa and don’t wash your lashes afterwards

• Work out every day and let your sweat chill on your lashes for ages

• Use mascara, gel liners, cream eyeshadows

• Put on loads of eye cream and sleep face down on your pillow!

Likelihood of Success Rating: 8/10.

A final word of warning

If you’re trying to remove your extensions because you’ve had a reaction, or because you feel like they’re stuck together in clumps and potentially damaging your natural lashes, it’s essential that you ask a professional to remove them, and don’t try any of the above methods yourself.

A reaction doesn’t always mean removal is necessary or even a good idea, so get advice in writing first from your doctor.

Damaging eyelash extensions are often really tricky to remove – I’ve done emergency removals that have taken more than two hours! Unfortunately, poorly applied lashes also tend to stay on for a long time, and the longer they’re on, the more damage they’ll cause to your natural lashes. It’s in your best interests to have them removed by an experienced lash stylist as soon as you are able to.

THE WINDOWS TO THE SOUL

By Charlotte Ravet

With the right products and colour selection, creating beautiful eye makeup for an everyday look is manageable.

The most critical things are product selection, blending, and how long the makeup will last throughout the day (or night!). If you are an eyeshadow lover, you probably have noticed that eyeshadow can sometimes be difficult to blend or migrate throughout the day.

To prevent this, the texture of the product and how you prep your eyelid is crucial.

Avoid applying foundation to the eyelid, which can be too hydrating for this small area and can cause eyeshadow to migrate. Prefer a dry concealer or an eye primer that you can apply directly on the skin.

I am personally a huge fan of cream stick eyeshadow as they set to air dry and allow an easy blending on the upper and lower eyelid. My go-to look for eyes is to blend a coral cream eyeshadow applied in the inner corner with a soft brown on the outer corner. I apply the brown shade under the eyes as well, a beige pencil on the waterline to open the eyes and generously coat the lashes with mascara.

This look is gorgeous and always brightens the eyes! But for more tips and an understanding of eyes makeup products, I have created this little guide for you!

EYESHADOW BASE AND EYE PRIMER

Eyeshadow base and eye primer help the longevity of the products and intensify the colours of your eyeshadows. Often believed to be the same product, a base and a primer will have slightly different uses and results.

Eye primer: A primer is applied before applying eyeshadow to keep the pigments in place and prevent the product from migrating and creasing. Primers are great, especially for oily eyelids, and to give long-lasting results for the eyeshadows, they usually come in skin tones shades or translucent. Primers are often made of silicon or polymer and should be applied directly on

the skin without any makeup underneath. You do not need to apply a primer if you use cream eyeshadows. Primers should only be used for dry products. If you do not have an eyeshadow primer, you can also use a dry concealer in small quantities before applying the eyeshadow.

Application: Apply a small amount of product evenly on the eyelid. Some primers can dry after application. If it’s the case with the product you are using, we recommend working quickly.

Eyeshadow base:

An eyeshadow base can be used to intensify the colour of the pigments present in eyeshadows. An eyeshadow base does not necessarily prevent the eyeshadows from migrating and creasing.

An eyeshadow base usually comes in a cream texture and can be tinted or neutral.

Application: You can apply the eyeshadows base directly on the skin, or some formulas can be paired with an eye primer for long-lasting results.

Eyeshadows: Eyeshadows come in a range of colours and textures. Eyeshadow was first used in ancient Egypt for religious ceremonies and daily life. During the time of the ancient Egyptians, they used a substance called kohl to reduce infection and glare from the sun. When eyeshadows were brought into Greece and Rome, they were used to enhance looks and even to identify the class of society you belonged to. Modern-day eyeshadow comes from the fashion revolution in the 1920s when chemists found a way to get rid of ingredients that gave unwanted effects such as irritation and difficult removal. Some powder eyeshadows are designed to be used wet or dry. This can be very handy when you want to achieve smokey eyes or a colour-block look.

Powder eyeshadows: Matte eyeshadows can be used for any area of the look. Metallic and shimmer can be used to highlight some parts of the makeup or as an all-over for an intense look. I recommend placing your metallic eyeshadows apart to avoid getting shimmers in your matte colours. Talc, Kaolin clay, and mica are the three

main base fillers used for eyeshadows. Binding agents are used to holding the pigments together to create pressed eyeshadows.

Application: Eyeshadows can be applied over a pencil, primer, or concealer to facilitate the blending and ensure a long-lasting effect. It is important to choose formulas that are wellpigmented. You might also notice that matte eyeshadows can be harder to blend than metallic ones that have a smoother formula.

Cream eyeshadow: Cream eyeshadows can come as sticks or in a jar. Cream eyeshadows have become popular over the past few years as they are easy to apply and mix together. Most formulas will set, allowing a long-lasting result. To prevent the product from creasing, you can also apply a little bit of loose powder with a small brush. You can also apply a powder eyeshadow over or use pigment to create different looks.

Application: Cream eyeshadows do not need to be applied over a primer. Most formulas contain polymers that are going to adhere directly to the skin. If the product does not set, you can use translucent powder to prevent the product from migrating.

Liquid eyeshadows: Liquid eyeshadows come in a range of colours and finish. Ideal for creating a shimmery effect, the application can be challenging if you are not using the right tool.

Application: I recommend using a doe-foot disposable applicator that is similar to the one provided with the product. A doe-foot applicator is similar to a gloss applicator. When applying, try to paint the product on the eyelid and blend only the edges.

My favourite products for cream eyeshadows are the Ombre Blackstar from By Terry, the Zoom cream eyeshadows from Mecca Max and for eyeshadows powder I particularly love Viseart.

Always keep in mind to focus on creating a flawless base before using bright colours and if you are afraid of fall-outs, you can also create your eyes makeup first.

When I tell people that I am a makeup artist, the number one question I often receive is: “how should I do my eye makeup?” Eyes makeup seems to be the most challenging part of the makeup look, but it doesn’t have to be!

spot

Is it time to shift the focus?

Now I know things have been tough over the last couple of years and we are still negotiating the ongoing aftershocks of Covid.

However, I think it is time we shifted our focus. I am still seeing signs up in business’s saying things like, “Be kind to our staff” etc. Now I understand why these signs came about. I understand that through that panic and fear during Covid, people weren’t always showing their best side and they were taking out their panic and frustration on front line staff, and I am not saying this was ok, and perhaps we did all need that reminder. But now we are here, and I think it is time for the signs to come down, or perhaps replaced with a different focus, time to change the conversation and energy.

Let me explain…

You see, what we focus on expands and if we are putting up signs about being kind, we are indicating that we think most people aren’t kind, and as a kind customer I am already feeling a little disgruntled that you are making an assumption that I won’t be kind to you? And maybe as a customer, I should be walking in with a sign that says, “I am your customer, please be kind to me and give me great service today” You get my thinking here?

So, if what we focus on expands, imagine the first business that changed that sign to something like, “Welcome to our lovely, kind customers, we love looking after you!” … now as I walk in, I am smiling and feeling very appreciated and ready to spend my money with you! You are invited to be bold and dare to be the first to say, we are moving forward with positive expectation and an energy that will attract great customers, clients and team members. Oh, and I know you need more of those, so let’s also talk about that.

I am also hearing this everywhere and yes,

By Julie Cross

it is a harsh reality of where we are at after Covid, “We can’t get any staff”. Again, I am not disputing that it is hard to get staff everywhere now, and for everyone. And yes, that too affects the service we give, and I get, because there isn’t always enough staff to give the standard of service we have come to expect (and deserve), and so we then ask customers to be kind again, because we can’t get staff, so it’s not our fault you had to wait so long etc. And so, it goes on.

Again, I know I keep going on about this, but what we focus on expands, so is it really of benefit to us to keep saying and focussing on this repeatedly? Constantly saying, “We can’t get any staff” over and over again during the day in no way solves the problem, and it contributes to the heavy, low energy, depressed feeling around it and that is not an energy space that attracts and finds solutions, staff, or customers. Well, what is the alternative you ask?

I am glad you asked! What if instead of affirming the problem and putting all our negative energy into that space we focussed our energy on what we can control? We can control how we look after the staff we have. When was the last time we thanked them for the great job they do? When was the last time we trained and inspired them to own their stage and bring the best of themselves to that stage because right now they have a lead role. When was the last time we had a team meeting and we pulled them into a creating a positive culture space, where we are excited about what we do, how we do it and who we do it with? They are the things in our control, and when we shift our focus to the negativity or what is out of our control to the positivity of what is in our control … well magic happens.

Suddenly you are creating a vibe and an energy that will attract people that will want to work with you and be part of something great. Yes, you will attract the kind and happy client’s and the motivated and inspired team members.

You won’t be a part of that same low energy conversation any more that is happening around you.

I recently was out for breakfast and then lunch, same day and in an area where there are lots of restaurant’s side by side. The restaurant for breakfast was the “Be kind to our staff”, “You can’t find any staff”, low energy kind of place. The service was terrible, and we left feeling … well, like we certainly didn’t get value for money. The lunch restaurant was totally opposite, there was a fabulous vibe, they were glad to see us, there were plenty of staff giving exceptional service and food. Oh, we’ll go back there! So, I guess somebody found the staff? I know which restaurant I would rather work for and eat at!

Finding the positive in the tough times doesn’t mean we are denying the problem, it simply means we are being selective about the reality we accept and finding the energy space that is conducive to finding a solution rather than focussing on the problem.

We can’t change what has happened, but we sure can decide from here how we are going to grow through it.

You decide, and remember you deserve the best!

Julie Cross. Inspirational Entertainer and Professional Speaker. Juliecross.com.au

BLOG spot

If You Don’t Show Up For Your Clients Now, Someone Else Will!

By Elle Wilson

“The human voice is the most powerful sound in the world. It’s the only one that can start a war or say I love you. And yet, many people have the experience that when they speak, people don’t listen to them. Why is that? How can we speak powerfully to make change in the world?”

— Julian Treasure

The beauty world is a noisy place. Especially during these crazy times, we are bombarded with opinions, facts, assertions, and so-called “authority figures” showing up everywhere. Most people feel the need to say something, anything, in the hope that someone will listen. The sad part of this is that whether or not what is said is true, people do listen and believe. They even go as far as making decisions about their beauty, even if the decisions are to their detriment.

To fine-tune our industry in authenticity and integrity, we need to own everything that is happening right now: The good, the bad and the ugly. This is where you come in. Someone who wants to educate themselves, and to undertake continuous education for one purpose: To support others to look their most beautiful, not just now, but for years to come. You are so important when you are in your integrity. When you decide that your presence in the world isn’t about offering a quick fix, you become invaluable, to the people in our industry, striving every day to build an industry that is respected and loved.

To become a part of this unbelievable ecosystem that strives for this, you must always have the burning desire to research new offerings and find what is deeply of value to your clients. A worthy professional is a rare jewel. A professional worth listening to, not ruled by profit but by what matters most: being invaluable.

Let me be clear, I don’t believe there has ever been a more important time for the beauty professional to inform clients, educate them, lead them. If you don’t, someone else will. However, communication is a lifelong learning curve. Real listening has no agenda. It doesn’t come from lack or need. It is an open-hearted availability. So how does a business person navigate with authenticity?

To educate, you need others to be open to listening. But you have to listen to them first. Here is where it gets interesting. I am not speaking about listening to their life dramas, their stories, connecting with them through gossip or the latest TV shows.. That is just fluff.

Great beauty businesses are not built on fluff. They are built on identifying the needs of our clients and then providing them with results.

The listening I am referring to is need-based listening. Needs and wants are often confusing,

but they are quite different. In the marketing world, it is often said that people more often make purchasing decisions about what they want, not what they need. Now ask yourself when you do that, are you ever truly satisfied?

I know I am not; there is always the next best thing. Whether it’s looking for another pair of shoes or a new salon, it’s all the same. If you don’t deeply satisfy the long-term needs of your clients, you will lose them.

Listening to your clients without an agenda is the kindest and most compassionate practice a professional can extend. Any professional. It’s a caring that builds a deep bond between two people and will return goodness to each for years to come.

Elle Wilson Founder & Creative Director

TrueBrow™

BLOG spot

Give the gift of “giving” this Christmas!

Let’s wake up and face the music - we all have too much stuff. From cinnamonscented candles to reindeer mugs, haven’t we had enough of Christmas-themed things? Let’s rethink what it means to give a gift this holiday season.

As a beauty salon/spa owner, you might be wondering, “how can I participate in giving this season?”

Here at Sustainable Salons, we encourage our employees to tell us what initiatives they want to take part in and support. So, for instance, we give them the broad criteria: it has to help people, it has to have a real purpose behind it, and it has to raise money for a good cause. And then they take that criteria and come up with ideas.

If you can’t implement something like this at your beauty salon/spa, how about donations jar at the front counter? It’s simple, costs you nothing and lets you passively raise money for a good cause. Get your employees’ input into what they’d like to support!

Secret Santa done differently Are you scratching your head, wondering what to give your loved ones this Christmas? It doesn’t matter how well we know someone; at some point, we just run out of ideas. Not only that, the truth is that most of us don’t need anything more for Christmas. Sure, there are exceptions, but Christmas is often an excuse for a tacky secret Santa gift from the two-dollar store or another itchy Christmas sweater. And let’s be honest, do we really need clothes that we only wear once a year? Doesn’t sound very sustainable to me.

More stuff than we know what to do with I’ll let you in on a secret. My partner and I recently had a baby, and the amount of stuff we were gifted was simply overwhelming. Newborns definitely need things - a seemingly endless list of things - but no newborn on Earth needs the overwhelming amount of clothes and toys we were gifted after the birth. With Christmas coming up, I’ve made a radical decision. No presents this year.

My mother has been protesting this rule, begging me to tell her what it is I want for Christmas. So, I told her. As everyone who

knows me knows, the thing I love most is giving back. So, this year, I’m asking my friends and family to gift me the gift of giving.

Rather than spending their hard-earned money on another pair of fuzzy slippers that will die a sad and untimely death in my shoe cupboard, or Christmas-themed socks that the washing machine will conveniently eat, I want people to stop and think about how else they could utilise their money.

Giving back is about more than the feelgood factor

So many people around Australia go without, not just on Christmas but every day of the year. Children are living below the poverty line right here in Australia. Some seniors can’t make ends meet. There are animals badly injured by consecutive waves of bushfires and floods and sanctuaries struggling to fund their recovery. This Christmas, I want to give back.

Giving back is built into our ethos here at Sustainable Salons. We run a lot of initiatives to help our colleagues, salon owners and clients give back to their communities. Just this year we:

● Raised $1,785 for Steptember

● Raised $11,000 for OzHarvest

● Raised $5,500 for KiwiHarvest

Here’s an idea for your next Secret Santa: Pick names out of a hat, as usual. Agree on an $$ amount that is financially doable for everyone involved - ten or twenty dollars is plenty. Once everyone has selected a name out of the hat, their job is to go away and think about what kind of charity or cause the person they picked would want their donation to go to.

By Paul Frasca

Your friend that loves AFL? How about a donation to an AFL club for kids in an underserved area? Does your dad love cooking? Donating meals for the homeless could be just the ticket. And your animal-obsessed coworker would probably love it if you donated to their local animal shelter in their name.

This secret Santa has everything that makes the game good - it’s personal to the person you’ve picked and their interests and brings meaning and purpose to their gift this Christmas season. Nobody has to go home with a glitter crazy, over the top scented bath bomb or a live laugh love coaster set. It’s win-win-win. A win for those in need, a win for you as you feel good about doing something for others, and a win for the planet as you avoid cluttering up your house with more Christmas themed items nobody needs.

I personally want my loved ones to ditch the matching Christmas jumpers and put that money towards something that makes me happy. Make a donation in my name (or better yet, in my baby’s), and help me give back to the community that I love.

So, ask yourself, how will you give back this Christmas? No matter how you celebrate or if you even celebrate at all, there’s a certain feeling in the air that is undeniable. Lean into the spirit of the holiday and gift the gift of giving.

Keen to join the movement? Scan the QR Code to learn more

OPEN MINDED MAGIC

FINDING

By Angeli Marie Shaw

Here we are again. Another year coming to an end, bringing in another new year. Most use this time for reflection, a way to ponder what was, what has happened and even what we could’ve done differently, but here’s your reminder…. You did FANTASTIC!

No matter where you’re at in this very moment, you made it here because of YOU. Your decisions, responses, actions are what has led you to this very moment. You may have expanded your business, or even downsized, completely restructured or for some, finished up your salon journey. Regardless, no one knows your journey like you, so if you find you’re being hard on yourself or taking outside critique to heart, stop it, and focus on the things that you have achieved, great and small.

Now I know, what I’m saying is easier said than done, but it CAN be done! I know, I’ve done it, and you can too!

So how can we create ‘open minded magic’ heading into the new year? Here are my tips….

1. Live like a child: as you go about your life in the lead up to and into the new year, try to imagine everything you hear, see and feel is happening for the first time. Sometimes we tend to switch off because we think we know a situation, or because of past experience we feel we already know what’s going to happen. Having this way of thinking can makes things feel and appear boring and mundane, even stressful, so I suggest keeping this phrase in mind, ‘not always so’ to remind yourself that each situation is unique!

2. Drop the ego: it’s a common trait to need to be right in certain situations or justify why things are or have turned out the way they have. If you find yourself making excuses for the year gone, it might be time to ponder whats behind this inclination. Is it because you feel that you aren’t where you wanted to be? Perhaps your set goals went out the window or your business plan took a sharp turn? What if I asked you to put those aside and focus on what you have done? What you have achieved? I mean honestly, if the last few years have taught us something it’s that we really are resilient beings and can overcome some huge hurdles! So no matter how your year panned out, celebrate you and what you’ve achieved!

3. Ask questions: It can be a natural impulse to give immediate answers. It could be regarding a work issue, or perhaps a friend that’s needing advice, but try holding back that impulse to answer immediately. As leaders you may feel that it’s your job to provide the answers straight away, but first, ask questions and gather more

details. Practice listening and observing and try to watch and hear with curiosity. Doing so will help you grow, provide a more rounded picture of the situation and make the person you are dealing with feel more heard. It may even lead to more effective dilemma/problem solving. This not only applies to seeking answers from within yourself but also when replying to others

4. Practice empathy: Practicing empathy helps us regulate our emotions, connect with others and feel less isolated. It allows us to think of others and look for ways to help. Imagine if all of us thought like this! Building connections is hugely important for our wellbeing and is the very basis of human relationships. We feel valued, loved and cared for and recently, this was especially needed during times of rapid change, like the recent pandemic. But did you know empathy can also serve as an organisational superpower? Empathy is linked with effective team collaboration, increased morale and more inclusive attitudes at work; industry wide if you look at the bigger picture. It’s a skill that can be cultivated and developed and allows us to relate to each other across three dimensions –cognitive, emotional and behavioural. It’s never too late to practice empathy, so start now!

5. Operate from a clean slate: This doesn’t mean that everything that happened in the last year is going to disappear but treat the new year like a bit of a reboot. Reboot your thoughts, your actions, your business plan and personal goals. You now have an opportunity to turn previous wrongs into rights, do things that you wish you had of done, take the things you have learnt and apply them and move forward in your attempt to build a happy life for yourself!

When we fall into cramped mental spaces of frustration and dissatisfaction, it’s easier to become depressed, go into denial, or become disconnected from the amazing world around us. The true nature of our minds is still there, even in the background, vast, spacious and totally open to possibility. Imagine putting space around your thoughts, allow your mind to breathe and allow this to help you see things from a wider angle, beyond any limiting thoughts, opinions and beliefs. Make your happiness a priority this coming year. Be welcoming of new experiences, stay curious, ask questions and allow yourself to evolve.

“In the beginners mind there are many possibilities; in the experts mind there are few” – Shunryu Suzuki

Wishing you all the best as you see out your 2022. Enter the new year with an open mind and open heart. Hold space for others just as you would like space held for you. Teach, don’t preach and always consider yourself a student so you remain open to learning and growing. And remember to always BE KIND! Every action, every word, can make the biggest difference to someone’s day. Make sure your impact is positive!

Love & Bliss, Angeli xxoo

Angeli is a Holistic Empowerment Coach, Mindset Mentor and founder of The Bliss Coach. To get me to work with you and your team in 2023, get in touch by visiting www. theblisscoach.com.au or follow us on our socials @theblisscoach to find out more.

THE VENUS BY COMFORTEL

Comfortel’s Venus Electric Treatment Table is the goddess of electric beauty beds!

Suitable for all beauty treatments, the Venus treatment table can go from a chair – great for face treatments to a flat table suitable for body treatments, facials and advanced beauty treatments. The 3 motors make the table able to adjust in all directions including adjustable height, upright to flat. This beauty bed available in Comfortel’s signature Blush or Black reigns femininity and allows your clients to be comfortable while receiving the ultimate indulgence or relaxation treatment during their visit.

Available from Comfortel Salon Furniture. Showrooms Australia Wide. www.comfortel.com.au

LIMITED EDITION SUN & C KIT BY ULTRADERM

Limited edition Sun & C Kit includes two full size sun protectors for daily UV defence and collagen-boosting Absolute C Serum for antioxidant support.

Kit Includes: Daily Protector Tinted Base + Moisturiser SPF 30 100ml All in One Balm SPF 30* 30ml - Choose from Nude, Latte, Honey and Angie

Absolute C Serum Ultra Mini 10ml (*All in One is now SPF 30 and is packaged in a flip-top tube) www.ultraderm.com.au

ULTRA GRANULE C MICROFOLIANT BY ULTRACEAUTICALS

Ultraceuticals have recently launched their Ultra Granule C Microfoliant a multi-action innovative formula featuring micro-fine absorbable pure Vitamin C (Ascorbic Acid) granules to exfoliate and significantly smooth, refine and brighten the complexion. The formula transforms from a cream to a serum as it melts into the skin upon massaging, imparting the maximum benefits of pure Vitamin C. Vitamin E (Tocopherol) works in synergy with Vitamin C to keep skin in good condition. This product leaves the skin looking visibly polished and glowing. www.ultraceuticals.com

BLACKBERRY SEED OIL BY BIOLOGI

This luxurious oil made from the single ingredient of blackberry seed, delivers a world-first of plant-based Vitamin K and can assist in strengthening, repairing, and providing superior anti-redness and antioxidant support to all skin types and conditions.

This unique and one-of-a-kind face oil has been wild harvested, is cold pressed and unrefined. By utilising cold pressed extraction methods, Biologi has been able to preserve the nutritional properties of Vitamin K, alpha linoleic, linoleic, and oleic acids.

Australian owned - Fragrance free - Wild harvested - Cold pressed & unrefined – Vegan - Cruelty Free www.biologi.com.au

CHRISTMAS PACKS BY SYNERGIE SKIN

Cult Classics

Wrapped in limited edition packaging for Christmas 2022, Cult Classics are your fundamentals for radiant and healthy skin, providing an effortless, full-circle routine for those looking to streamline their skincare ritual..

Housed in an elegant black saffiano leather cosmetic case, this Synergie Skin pack keeps your toiletries organised and easily takes your skincare routine on the go. With its excellent value for money, this special edit of powerhouse products forms an effortless routine your future face will thank you for.

Products: UltraCleanse 30mL, Ultimate A 30mL, Vitamin B 30mL, Effica C 30mL and UberZinc 50mL

Skin Bright Invite

Vitamin C antioxidant protection and physical sunscreen solar protection have long been hailed as the radiance power couple, and this year, Synergie Skin has wrapped them up as a ready-to-go gift for their Skin Bright Invite edit. Whether you’re treating a loved one - or yourself - the SkinBright Invite is a perfect treat that features fan favourite ÜberZinc moisturiser, alongside vitamin C serum, Effica C.

Products: UberZinc 50mL and Effica C 30mL|

Bon Bon package

For someone who made the nice list! Let it glow this holiday season with the Synergie Skin Christmas BonBon. At an affordable price, this festive package is the perfect addition to your Christmas stocking. Untwist this BonBon to reveal two deluxe mini skincare products: our award-winning Vitamin B serum with 13% niacinamide and ReClaim (10mL) luxurious antiageing moisturiser, plus, a sample sachet of ImprovEyes Night: a rich and nourishing anti-ageing eye cream. Products: Vitamin B serum10mL | ReClaim moisturiser 10mL | ImprovEyes Night 2mL sachet www.synergieskin.com

THE SKIN RENEW KIT BY ULTRADERM

This resurfacing, wrinkle-minimising, and textureimproving kit creates visibly younger-looking skin. The Skin Renew kit works to visibly reduce fine lines and wrinkles without irritation and makes a great Christmas gift!

It includes:

- Skin Renew Cleanser 200mL

- Skin Karma Hydrating Toner 125mL

- Absolute B3 Serum 10mL

- Skin Renew Active Night Repair 15mL in an Ultraderm toiletry bag!

www.ultraderm.com.au

MEDIK8

A true innovation within BHA skincare, Press & Clear strikes the perfect balance between power and gentleness on the skin. Developed with cutting-edge encapsulation technology and a unique pH 5.5, it’s clinically proven to deliver outstanding clarifying results - without irritation.

Maximum strength salicylic acid has been expertly combined with brightening alpha arbutin, barriersupporting kakadu plum extract and soothing aloe vera to provide triple-action blemish care: before, during and after. All this in a water-based, non-stinging and non-sticky texture for the ultimate user experience.

Press & Clear provides a comprehensive and truly sophisticated solution to the common pain points consumers experience when using traditional BHAs. This is a BHA, but better.

www.medik8.com.au

ANTIOXIDANT SHADOW MAGNET BY ISSADA

24hr Eye Perfection! Issada’s Antioxidant

Shadow Magnet is rich in Vitamin E antioxidants and ensures eyeshadow and eyeliner glide on smoothly and hold with an ultimate colour payoff that won’t smudge, wear away, or crease from the eyelids natural oils, giving you long-lasting wear all day!

Shadow Magnet is a Flesh-tone colour that treats and protects the delicate eyelid with antioxidants and natural hydrating ingredients while covering/concealing veins and pigment on the eyes.

Winner of Best Eye Primer Prevention at the Best of Beauty Awards 2022, it really is the Perfect Prepping Pot! www.issada.com

PEOPLE OVER PROFIT

FACT OR FALLACY?

By Gry Tomte

It’s becoming increasingly clear that in the post covid world, things have changed. It seems like the gap between what employees and employers want from each other and from life is like an unsurmountable iceberg at the moment. With employers screaming that there’s no employees to find - and those who do come along aren’t willing to do “what it takes”.

And employees shouting equally loud that employers have unrealistic expectations, apply unrealistic pressure on them to perform, and not providing a space for them to thrive and feel supported.

So to get an understanding of what the real issues were I posted an anonymous question box on my instagram - and boy did it get flooded! There’s no doubt both employers and employees in our industry feel some major pain points. Personally I think almost every industry is feeling similar pain points to be honest. It’s not isolated to us.

There’s a bit of a much needed correction happening in the market. Maybe a bit of over correction at the moment - but with some reflection and reason I’m hopeful we’ll find our way back to homeostasis soon.

People over Profit - fact or fallacy?

Times have changed. And I personally think it is for the better.

I remember back in the days when I started out as a therapist.

I worked 4 late nights till 9pm, every Saturday and got paid minimum wage for 3 years, never had a lunch break, never got a “thank you”.

Super? Nah….That seemed to be an “optional extra”. Pee breaks? Ummmm…that wasn’t necessary….?

When I left I gave 3 months notice and all I got was “you’ll never make it on your own, you’ll be back in a month asking for your job back!

Is this really what we want for the next generations?

There is an overwhelming amount of evidence out there that shows that when people are happy and engaged and connected to the purpose of their workplace they produce better outcomes. I mean, it’s not really hard to believe is it? But what is it that needs to be in place for people to be happy, engaged and connected to the purpose of their workplace?

I’ve for a long time been saying “HÜD is a People over Profit business”. And often I’ve been met with chuckles and/or eye rolling.

Especially from men in business. And it dawned on me not long ago why…

It’s the definition! The definition leaves so much to creative interpretation!

Many assume a People over Profit business means we just give people free reigns and it’s all about making the team happy - and screw the balance sheet… “Profit is a dirty word”…

A “just put good vibes out to the universe and everything will work out fine” kind of thinking.

Eeeek! No wonder I’ve been met with some eye rolls…

Because my definition of being a people over profit business doesn’t mean “give your team everything they want at the expense of the business running at a profit”.

Because that’s not valuing people at all! Neither the people on your team - or the people you serve; your clients. Or you.

-

Why is there such a gap currently between what employees and employers want and need in the beauty and aesthetic industry? Or is it actually that we really deep down want the same things?

You need to know your profit margin and be in control of your numbers - and no, being people over profit does NOT mean paying your people more than you can afford.

Because sooner or later, taking this kind of approach means potentially shutting the doors due to a lack of cash flow. OR, it means you, the business owner, is overwhelmed, over worked and under paid because you think it’s on you to work double time for less money to be able to keep things going.

Which again is not a good recipe for leadershipand definitely not putting people first.

And a third thing to consider is that by simply “giving people everything they want” creates less opportunities for the team to overcome adversity and challenge themselves to achieve things on their own and celebrate those achievements.

I remember I used to be so generous with presents, bonuses and perks that it created an Oprah “everybody gets a car” kind of environment. No one actually had to work much for it. Big cash Christmas bonuses were a givenand I barely ever got a thank you. What I realise now is that what people value more than a bonus they never had to work for, is the fulfilment and pride of achieving something on their own.

So. Valuing people over profit to me means simply that the decisions you make must serve the people in your business first and foremost. You. Your team. Your customers.

And that means making sure you drive profit and performance in a way that doesn’t diminish people but rather uplifts people.

When I opened my business I had a big dream of creating this magical space where people loved coming to work and where I could make a decent living from owning my own business.

I definitely didn’t want to repeat the experience I had myself in my job!

What I found instead was that running a business is NOTHING like treating skin and just having people magically be invested in coming onboard. It was learning how to balance my books, manage conflict, motivate people, dealing with

difficult personalities - and just a HUGE mountain of things I didn’t know how to do.

And so I found myself exactly that - overwhelmed, overworked and under paid. I caved under all the pressure and passed all of that pressure onto my team. Disaster.

And I can see there’s a lot of people sitting in the same boat out there right now - especially after the past 2 years. With rising mortgages and costs and volatile client behaviours and a lot of employees and employers being a bit lost. The pressures are heavier than ever - and it’s making some inadvertently show up in ways that further increases the divide between our teams and employers.

I believe our industry needs us to change our thinking and come together to avoid losing our way. After all, we serve an INCREDIBLY important purpose. And if we didn’t exist, millions of people would lose out. So what’s the real problems?

In my question box, the biggest issues from an employee perspective were;

• Increased unmet needs for work/ life balance

• Increased performance pressures, unrealistic targets and not enough support

• Unmet wage expectation

• Unhealthy workplace culture, misaligned values and feeling unfulfilled

For employers the biggest pain points were;

• Increased unmet needs for work/life balance

• Increased pressures due to rising cost and inflation

• Silent quitting (going through the motions and not caring), employees not staying (and subsequent difficulty hiring)

• unrealistic wage expectations from employees

• Unhealthy workplace culture, misaligned values and feeling unfulfilled

Can we just take a moment and look at just HOW similar the pain points are??

I relate it all back to Maslow’s hierarchy of needs. Although I’d love to dive into it and make this a 10 page spread, I’m going to need to take a simplified approach!

Interestingly to me, most of the business owners’ needs will be met by fulfilling the needs of employees as a natural consequence. More about that at the end!

So let’s look at Maslow’s hierarchy of needs from the most basic that must be in place before a person can even think of being motivated to achieve the other, higher needs;

Basic needs:

1. Physiological (food, shelter, rest, water etc) is the first needs that must be met, then;

2. Security and safety (health, emotional, personal and financial security)

Here are some common occurrences that stop people from having their basic needs met;

• A comfortable working environment where rest breaks are not an optional

• A roster that allows for sufficient rest between shifts

• Access to holidays without feeling guilt

• Stability in the workplace

• Psychological safety to make mistakes without being judged or scolded

• Support when going through trauma or difficult things both inside or outside of work

• Financial security (a stable pay check - not having to guess how many hours you’ll have week to week)

• Job security (not having to always be on edge, wondering if you have a job or not if performance is low)

Psychological needs:

1. Belongingness and love needs (close relationships, friends)

2. Esteem needs (feeling of accomplishment, prestige)

Here are some common occurrences that stop people from having their psychological needs met;

• An unhealthy culture where it’s everyone for themselves

• Lack of acceptance (expected to “fit in” rather than belong)

• Lack of trust and respect

• Lack of connected relationships with the team or with management

• Not enough time spent with family, partners or friends

• Shaming or imposing guilt if targets are missed or expectations aren’t met (hello performance whiteboard)

• The only measure of worthiness and contribution is reaching a target - no recognition of effort

• Unclear expectations of performance and/or acceptable behaviours

• Lack of acknowledgement, praise and feedback

• Lack of autonomy

• Lack of opportunities to overcome challenges and feeling a sense of mastery and achievement as a result

• Lack of tools to increase competence and therefore confidence

Self fulfilment needs:

I interpret this as what you need to become the best version of you.

Here are some common occurrences that stop people from having their self fulfilment needs met;

• Lack of growth opportunities both personal and professional

• Feeling “stuck” and not being able to pursue goals for success

• Lack of understanding why what they do on a daily basis matters and their contribution to the greater good

• Lack of leadership understanding what the individual actually wants to achieve and what truly matters to them to become the best version of them (at home, in life and within themselves)

So where to from here??

As you can see, these needs are common to all of us. As business owners I’m sure you can feel that you’re not the best version of you when you’re not getting your needs met. And the same is true for our people.

The way to start thinking of this is “do I actually know what I need?” And “do I actually know what my people need?”.

Clarity is the first step.

From there, let’s start thinking on a macro level

instead of micro level.

One of the things I see out there - especially this time of year, is that we create this false “need” to fit more clients in, to work extra hours, to not have a break, to open longer, to make more money.

To hustle extra hard - all because it’s the “silly season”.

From a micro level that seems like what we must do. But the problem with that is that all our needs (the business owner and the employees) go further down the priority list. And we end up burnt out, stressed out, hyper focused on mistakes and perceived lack of productivity, short tempered, micro managing, feeling resentful - and adapting a “poor me” attitude.

All of which further depletes the “bank of fulfilment” and as a result increases unhappiness, decreases productivity and further perpetuates the pain points we had in the first place.

To some, spending time with family on the weekends is the utmost importance. For others, working weekends means making extra money - and they don’t really do anything on the weekends anyway - so it’s ideal to work them.

Find out what matters to your team. And don’t forget to do the same for you.

To end:

So earlier on I mentioned that most of the business owners’ needs will be met by ensuring the needs of employees are fulfilled, as a natural consequence. I’m sure it felt a bit icky for some!

After all, it’s not on you to cater to their every whim right? Hopefully by now you have picked up on the things I am referring to…

So what I mean by that statement is this:

The key to a business owner being able to increase their own work/life balance, increase profitability of their business, retain and attract staff, being able to pay above market wage for employees and have a great business culture - is by creating a culture and a business where their people can thrive and have their fundamental

needs met so they can be or become high performers.

Which means your employees will fulfil their needs of mastery, accomplishment and feel valued.

I can’t think of any better win/win.

About Gry:

After opening Melbourne’s first Scandinavian inspired skin clinic 8 years ago and turning it into a multi 7 figure success, Gry has now shifted her focus to coaching and mentoring other business leaders in the beauty and aesthetic industry via her initiative, the Profit + Purpose Concept.

Gry is a certified IECL Executive Coach and a Certified High Performance Coach through world renown coaching institute, HPI.

Her mission is inspiring business owners and managers to lead with purpose and help them achieve more profit and joy in the process.

Gry’s approach is tailored to each individual, as no two businesses are the same.

For more info or to enquire about Gry’s limited coaching availabilities:

https://www.instagram.com/grytomte/ https://linktr.ee/grytomte

HELPING SALON OWNERS TO BECOME LIMITLESS

By Rebecca Miller

DISCONNECT TO RECONNECT

Give yourself the gift of time away from the distractions and responsibilities of everyday life to work on yourself, to begin honouring and loving yourself again and find out what truly brings you inner peace, happiness and joy to work on creating a fulfilling life by design not default.

Our Intention creating the Becoming Limitless Retreats was to create a safe space for salon owners to come and be nurtured, to heal, to grow, to rest and reconnect with themselves and their highest potential and purpose. To push through limitation holding them back from living the truest highest version of themselves. To rekindle with their selfworth, self-esteem, and self-love to reignite their personal power. To also be surrounded by a tribe of like-minded women to gain new insights and perspectives for further growth and transformation.

Knowing yourself and honouring yourself, taking time to stop doing and just BE. Having a beautiful space to connect back with yourself, physically emotionally, spiritually, mentally. Self-awareness is the key. It’s not woo woo it’s essential for true growth and transformation. To quieten the mind to open your heart and feel. Understanding our outer world is a reflection of our inner world which creates our reality not just in our business but our health, wealth creation and our relationships.

I see so many of my fellow salon owners caught in the chaos, feeling they are on the hamster wheel burn out, feeling unfulfilled completely disconnected, living in overwhelm and stress, not allowing themselves time out to focus on their own growth. (GUILT FREE) Throughout life and business you’ll face a variety of challengers, circumstances, life events, changes, and new roles that will require you to respond & adapt to them. The last few years have taken their toll on our salon owners We cannot pour from an empty cup, self-care is essential for sustainable life and businesses. If our cup is full, we can show up for our families our team at a greater level.

The Becoming Limitless Retreat is a space created for true transformation to reignite your personal power, to discover the magic of disconnecting from daily life and focusing on the most important person... YOU….

I firmly believe that to master any business we must master ourselves and have clarity on what’s truly important and our BIG vision. The personal growth that you commit to will help you to handle the pressures that come with continuous changes and challenges (AKA life!), so that you can make confident decisions, excel when tested and live the life that you’ve dreamt of with meaning.

With the knowledge that rest is a weapon, we welcome the women that join us for four nights at the stunning SOMA in Byron Bay, fuelling you with food that nourishes your soul all prepared by an Ayurvedic Chef.

• 4 Nights immerse retreat experience

Are immersed in the tranquil rainforest of the Byron Bay Hinterland

• Are given the opportunity to rest, recharge and realign

• Break down the blocks that are hold them back

• Unlock an empowered and growth mindset

• Identify and farewell limiting beliefs

• Awaken their consciousness with the power of meditation

• Raise their vibrations with the divine bless of sound healing

• Uncover the vitality that comes with optimal nutrition and holistic living

• Are challenged and uplifted by guest speakers

• Discover lifelong friendships and embrace the power of human connection

• Learn to condition their minds and trust their bodies with ice baths

• Practice the Wim Hof Method of breath work

So, I encourage you to lean into your personal development, growth, learning and healing. We would love to see you at our next Becoming Limitless Retreat, which we pride as a safe space of love, connection and support and our attendees deem as “life-changing”. You deserve to be living your dream life, an abundant life and YOU are in charge of how your life plays out why not Curate a life you truly love.

BURN THE BOATS AND TURN OFF YOUR ONLINE BOOKING SYSTEM

By Chrissy Alger

Hello everyone, I am Chrissy Alger- Senior Coach and for The Zing Project, Salon Coaching… I am a Salon Owner, Salon Marketer and Salon Coach having successfully run my own Salon business from start-up. NOT as a technician but purely as someone addicted to business… I am actually a Psychologist, who decided to do something different and venture into the salon industry space under the guise of wanting to do more to promote health, wellbeing and selfconfidence (all the things we get when we spend time in a Hair or Beauty Salon).

Now let’s talk about the elephant in the room…

Your long term, existing clients using your ONLINE booking system to book their appointments…..

TAKING CONTROL

As a professional, it is an expectation that you “lead” your client.

What do I mean by “lead”? In effect, prescribe what it is they need to be doing.

So your client is BEST served by a sequence of bookings that meets their needs, targets their concern and achieves their goals.

Whether your client needs to maintain their brow

shape or keep ghastly underarm hair at bay, or whether they need to work on skin concerns, ALL clients have a need to have their appointments set in a manner that will enable these outcomes to be achieved. Leaving the frequency of booking up to your client to master via an online booking portal, is a recipe for disaster.

Clients need to be advised how their booking frequency needs to look, and more importantly, you need to take control of what that looks like. So it is not a case of “would you like to rebook”, it is a matter of, “so Mary, you mentioned that you want to keep that brow shape so I’ll need to see you three weekly to do this. Is today’s time and day your best time to attend? We can book your appointments until Christmas to make sure that is all scheduled for you, so that you don’t miss appointments and you can keep seeing me as your ongoing therapist”.

If a client is opting for an online booking option, they are not committed to the service plan and you are letting them get away with it. Therefore, the work that needs to be done lies with you as the professional, taking the lead, educating on the importance of their frequency of attendance and getting all those bookings into the appointments booked well in advance, before they leave the salon/clinic!

BUSINESS IMPACTS OF ONLINE BOOKING

On average, a client who is left to their own devices in terms of appointment attendance will miss an average of 3-4 visits per year. So I’m going to share with you some eye watering statistics on what this means for you and your business.

Meet Sally

I did a support call with Sally who is a skin clinic owner wanting help to grow her business. Initially, she wanted more clients coming in through the door. But when I saw her rebooking was sitting at 45%, I decided that she definitely did not need a new client attraction strategy. Despite her protesting that her retention was 85%, and that her clients preferred using the online booking system, she was oblivious to the fact that this issue was costing her THOUSANDS in revenue every month. So I did some calculations with her.

Sally’s average client spend was around $175 and on average her clients were visiting every 6 weeks, however she admitted they should have been attending every three to four weeks. So in essence instead of attending 12 times per year, her clients were attending an average of 9 times per year, so they missed 3 appointments per year. In a 6 week period, Sally and her therapists saw around 200 clients, meaning that she had about 200 engaged clients.

Lets do the sums…

100 Clients (50% approx clients not rebooked) x $175 Average client spend x 3 (appointments missed per year) = $52,500

Sally was losing $52,500 per annum just by letting half of her clients book their own appointments online. Not only that, she was likely to be losing clients who just never ended up returning and the inconsistency of her appointment books meant that she couldn’t guarantee hours of team members, or for some of her full time team members she was paying them to stand there! So that’s not including the cost of these issues.

Still want to leave the online booking on?

CLIENT IMPACTS OF ONLINE BOOKING

When a client is not booked into a service or treatment plan, it can mean that “desired outcomes” or results can be compromised. If a client is not attending the salon/clinic within the prescribed time frames, they are not likely to be witnessing the goals being achieved that they had come to you for in the first place. This ultimately leads to client dissatisfaction, mostly which is directed towards you and often your credibility as a beauty professional becomes challenged.

You see, clients don’t often take responsibility for their own lack of commitment in a treatment setting. You’ve all heard the client that says they went to the clinic “down the road”, “paid all of this money” and “got no results”, right? The client does not disclose that they only attended every 8 weeks rather than every 4 weeks (and probably knocked back the home care as well). So protect your professional credibility and take

control of the booking process. It’s the only way to guarantee the results your client is looking for.

BEAUTY/SKIN NEEDS REALLY ARE A JOURNEY

Clients often come to us seeking solutions to their skin and beauty woes, and typically most of these issues cannot be fixed overnight. The concerns are addressed over a series of appointments that should be fully mapped out. Now, whether the concern is hair removal (so maintenance is the clients need here) or skin concern (this one is a no brainer as skin concerns cannot be sorted in one appointment), the client has a need to understand that treatment is an ongoing process that is mapped out in advance, so any unrealistic expectations can be addressed early.

The client also needs to understand what impacts that non-compliance can have, e.g. what happens when they don’t attend appointments in a timely manner? It is your duty to ensure the client is educated, not just with product needs or ideas for treatment, but with a solid map of

what is to come and WHY it is important that they adhere to the schedule.

It is often the seemingly “small things” in business, like entertaining an online booking function for the “convenience” of the clients that can have huge impacts on business revenue and growth. The problem is we often overlook the simple changes in favor of obtaining the next amazing skin treatment machines, or rebuilding the website, investing in google ads or other costly endeavors that don’t always deliver as promised.

Do you need more help with getting your business strategy right?

I would love to help you. Book your free strategy session with me via chrissy@zingcoach.com.au

Or for more salon strategy, listen to ‘The Salon Hustler’ podcast on all your major podcast platforms and follow me on Instagram: @chrissyalger_zing and Facebook: @chrissyzing

THERE HAS TO BE PROFIT IN ORDER TO SHARE

By Jay Chapman

Let’s dive deep today and start with the facts. Looking at the big picture, and all the moving parts of profit share in your business. I will be talking all about the thinking that needs to happen before we even start to look at the “how”.

Firstly, but most importantly, there has to be a PROFIT in your business consistently in order to SHARE it! In order to reward the team with your extra cash, your business needs to be safe and sturdy financially.

You may have put a target system in place prematurely in order to motivate or recruit your team but was this the right time to do so? Hmmm interesting hey?!

Below I have listed my 10 go to themes when it comes to this topic, they are designed to get you thinking and to make sure that you have a careful, considered approach to this part of your business.

1. We need to give our team the PURPOSE and the WHY. If you’re putting systems in place to boost revenue in one or all areas of your business, your team need to understand WHY this is a measure you have put in place to begin with! When people are connected to the

purpose or the why, they are usually much more motivated to move forward.

We need to slow down to speed up! Team are not instantly motivated to work towards a financial target just because you have implemented one.

2. How much time do you spend on focusing on the result rather than the effort behind it? If you focus on the effort, the results will show up! Results are a by-product of the effort and not the other way around!

When you praise your team with their effort rather than results, you will gain a more consistency, growing performance and results from your team.

3. We need to be careful about plugging gaps with team incentives as this won’t solve a problem long term. What will fix the problem is creating positivity, teamwork, and a theme of consistency. Remember, go back to the WHY so you have sustainable, long-term results.

Don’t get me wrong, team incentives are an important part of a business. However, it is not the sole answer to get your team to perform to where they need to be.

4. Show up and ours KPI’s. If we think about our team and what their performance looks like in terms of their KPI’s VS how they “show up” AKA their conduct, attitude, personal presentation, and team contribution, how do they correlate? What do you really want to put the focus on? They both have to be level because one won’t fix the other!

Top performers in KPI’s won’t necessarily be contributing to the salon culture and team in a positive way, and vice versa! Praise and reward both! Many times, I have seen a toxic team member that actually has great figures, a good profit share system can drive growth but will not fix a culture problem.

5. We don’t know what we don’t know! What extra training, skills and knowledge do you need to make a profit share system effective in your business? Creating a target and commission-based system in your business is actually the easy part, Where the real skill comes into play is in your meeting rhythms and communication. ultimately, this all comes back to your leadership and how much mentoring you provide.

Think of it like this, 10% of your effort needs to be put into creating the structure of your profit share

system and the other 90% of your effort needs to be put into how you were going to nurture and lead your team to hit the benchmark.

6. Targets and profit share are fundamentally different! A “Target” can instill pressure whereas “profit-share” sounds positive and empowering. They land differently! Getting your language right and being meticulous with the words you use can influence your team’s perspective. Replace targets with profit-share in communication with your team. It is a privilege to share profit with your team and the language that you use around this will change how your team view growing their individual revenue.

7. Make it a part of what you do! Incorporate it into the language of every other part of your business. Team meetings, retreats, huddles, 1-1 meetings etc. For profit share to work you need time, effort, skill, and knowledge. If you have a lot of moving parts in your business, wait until you’re ready to implement this you can give it quality and quantity of your time.

I’d like you to consider having this as a constant topic of conversation and how you communicate with your team, make it the new norm.

8. Helping your team to remove barriers, blocks and limiting beliefs. Our brain will fight for it’s right to stay the same! Some people have this imbedded from birth so it will take time for change to become apparent.

It needs to become a part of their DNA, slowly but surely. Help them understand by leaning into their love languages and values. Finding out what is in your teams’ way of reaching their profit share is only one part of the puzzle, finding out what motivates and inspires them is what will get you the result!

9. If you have not researched the Love Languages, put this on your list today. It’s a fantastic starting point where you can start to get an idea of what motivates different people, because money alone is often not an efficient motivator.

There’s a lot of online love language tests that you and your team can complete. Like personality profiling, it helps you understand and influence the behaviours of your team.

By helping the team have a better understanding of what is standing in their way and what actually motivates them is a gift! A massive part of my

role as a coach is helping my clients identify what is standing in their way so they can move past they’re limiting beliefs and become limitless!

10. Profit is the byproduct of everything that you do! Every decision that you make in business will either inch you closer towards profitability or not. To understand the inner workings of your business and in-particular your numbers, you need to lean in and get uncomfortable with something that may not be in your flow.

This is always the first place to start. If you don’t like numbers or they confuse you, you most likely have not had them explained to you in a way that makes sense to YOU.

Think about it like this; if you are going to implement a profit share system in your business that entirely is based on numbers, and you don’t have an understanding of your numbers it could be a recipe for disaster.

Before you jump in, do the critical thinking first to save yourself from the heartache later. Ohh…. And get an expert to help you.

For more business smarts, you can contact Jay Chapman at jay@zingcoach.com.au

ANSWER TO KEEPING MORE WOMEN IN THE BEAUTY INDUSTRY LONG TERM?

By Kara Lehmann

We all know that finding and retaining staff over the last few years has been a challenge for our industry. From more independent freelancers to career changes there has been a lot of challenges.

What if we could aim to keep more of our women working for us instead of leaving?

From my own personal experience owning a salon for 10 years where I had a team of 11 employees, as well as my experience working within the Beauty Industry for the last 5 in various roles, women are craving more.

More time with their loved ones.

More time with their children.

More time learning new skills.

More time to travel and experience the world.

Now more than ever, women want to feel freedom of choice.

One of the most common scenarios I used to see play out in the industry was the loss of amazing Beauty Therapists and Managers due to the inability for salons to offer flexibility when employing mothers. This can be a really challenging area to navigate - as I understand the importance of stability in a business, however my solution was to always be flexible, split one full time role into multiple roles so that we could share the shifts and encourage my team to know and understand what their motivations were so that I could help them reach their personal goals. The key was to always have an open mind and be willing to put myself in their shoes.

If I was still operating my salon today, I’d probably do things a little differently. I would look at ways in which I could offer my team remote roles within my business to help keep them working for me, but also to help grow my business. You see one of the most powerful things you can do for your business is to train your employees to support you in your business on the daily.

How can they learn new skills and stay inspired while not being physically in your salon?

It all comes down to great leadership and understanding what motivates and drives your team.

If you have not been sending those follow up SMS, emailing your clients regularly, writing blogs or creating social media content you could enlist your team to do it and they can do this from anywhere!

Having them take responsibility for nurturing your business from a different perspective, can often allow them to gain a better understanding of what it takes to run a successful business.

So how do you approach the idea of transitioning your employee to a remote support team member?

Start by looking at what they are naturally good at. What skills or experience do they have that could be transferable to other areas? What do they enjoy doing the most?

They may love customer service, so they could start by replying to all emails, social media messages and enquires. They could make follow up calls for products or services, they could send those lapsed client SMS or emails.

By having someone support you in this capacity and often, you can gain a huge boost to your bottom line.

Here’s a few ideas on how you can offer remote roles to your employees:

- Marketing

- Social media

- Customer Service

- Updating & Creating Business Systems

- Updating your website or online store

- Updating your database

- Virtual Receptionist

- Bookkeeping

- Creating training materials and videos

And so much more. The more and more our industry struggles to retain staff, the more and more we will be outsourcing help. So, let’s look at ways we can outsource to these women we already know, like and trust. Let’s give them the freedom to create a lifestyle that lights them up around their growing families.

They can work hours that suit both of you, reduce your workload, create, and implement new systems and improve the overall efficiency of your business and life!

The benefits of having a remote support team can really impact your business on a large scale. If you’d like to find out more about supporting your employees through the remote working alternative, reach out and the team here at The Beauty Boss VA can assist you.

Kara Lehmann is the The Beauty Boss VA and Mentor

We help you gain back more time to do the things you love www.virtualbeautyboss.com

Instagram: @kara_thebeautyboss Facebook: The Beauty Boss VA

gettimely.com

Our business management software is seamless, super-easy to set up and simple to use.

Which means you’ll have more work time for your clients – and more free time for yourself.

More technology doesn’t have to mean more hassle.

THE SECRET SAUCE WITH CONSULTATION

By Alanna Douglas

What an exciting time to be working with skin! With this shift I have seen embrace and overwhelm, where do we start and how do we transition into this new realm of wellness focused aesthetics? The answer lies in your first meeting with your client and the conversation that takes place to set the tone of treatment and offerings to meet their wellness needs.

Dominating your consultation is the secret sauce to getting your clients on board and allowing you to make lasting change in your client’s skin and might I go further and say their life! Yes, we impact our clients every day in what we do in the treatment room, but we can also impact their mindset, selfworth, digestive and hormonal health. Understanding exactly what’s going on in your client’s body is essential to creating a treatment plan that will honour their bodies needs and deliver them beautiful skin.

Let me share with you my 3 steps to a confident and converting consultation, or should I say chat? Step one is to believe in yourself! Sounds simple, but it’s often easier said than done. In my experience this has been the thing that changes my energy and mindset before I step into a space of being able to serve others. Affirmations that empower and motivate you are necessary to create the tone to allow you to succeed when you step into that treatment room. Here are a few of mine, I am a money magnet, I know my s#!t, I am worthy, and I am exactly what this person needs! Your clients will pick up on your vibrations if you’re scared before walking in, they will feel that and everything you say will go over their head and not come across in the way that you would wish. Remember the client is in your space, your room and you are in charge of how that goes!

Moving onto step number 2, actively listen and re confirm. This step is super-duper easy, so often our brains are ticking over ready to chime in and ask a million questions we forget to sit and actively listen. Eye contact, nodding your head, mirroring your clients body language and resources to tell your story will enable you to connect with your client and break down

their walls. Repeat, repeat, repeat everything back you will be surprised when you reconfirm something how different the answer can be. I have had this on so many occasions, you think you understand, and you are on the right path and then boom you reconfirm, and the answer is different. This is such a powerful tool, if you’re crystal clear on the clients wants and needs then it’s easy to meet them.

Finally, step number 3 open and close your conversation with power phrases. This question would be to be my biggest bug bear “what is your main concern?” why do we ask this? Because this is what we are taught, this immediately makes the client think do I have a concern? should I be concerned? and then the answer is usually “I’m not sure, I’m pretty happy with my skin”. Which leaves you with crickets and nothing to work with. Instead engaging in an open-ended conversation and starting with something like “tell me a bit about your skin” gives you so much more to work with. Which brings me to the close, asking your client out of everything that you can have spoken to that about what is the most important thing to them? This gives you your focus hooray!

Remember it’s a huge thing for someone to book an appointment and expose their skin and wellness to be assessed by a stranger. It is very intimidating, so keep that in mind always, when we are talking to our clients think of it more as a chat then a “consultation”. Reinforce a much as you can how amazing it is that they have taken the first step and put themselves first. Get them excited for the next step in their skin journey and let your skills shine through. You have got this! if you need more support and would like to learn how to dominate your consults, I would love to invite you to my consultation domination course, where I teach you how to speak, what to say when you get stuck, how to sell without being salesy and give done for you consults for all the skin that you will encounter. Checkout more info on my website www.skinfreakacademy.com.au in the meantime you can listen to my angelic voice on the Skin Freak Podcast.

With love, Alanna

Alanna Douglas, Skin Freak Academy www.Skinfreakacademy.com.au hello@skinfreakacademy.com.au

Consultations are not what they used to be, the industry is moving into a new and exciting era of preventative wellness solutions. We have gone from a service-based industry to one that clients are turning to when they want a long-term change in their skin health and overall wellbeing.

RELATIONSHIP MARKETING.

By Louise May

Well, this is exactly what you are doing if you are not building relationships with your audience, list, and prospective customers. Think about it – would you rather buy from someone you know, someone you feel like you can trust – or a complete stranger?

Relationship marketing creates a safe haven for consumers. It gives the illusion that the business knows them – their wants, needs, and desires. A trust is formed. If a business suggests a product, the customer knows they are suggesting it because they truly believe it will benefit them.

Which would you prefer: to build a long lasting relationship with someone that sends you a coupon on your birthday, an email that your favourite brand published a new product, or that the item you wanted was back in stock – even though you didn’t ask for the reminder? Or build a relationship with a company that slams your inbox with a newsletter, email, coupon for every item in their inventory, every podcast, or every blog post?

Let’s see how fast you find that unsubscribe button!

The objective of relationship marketing is to create a long-term relationship filled with loyalty and retention. You want to be the brand name that a consumer loves, believes in, and most importantly – recommends!

Relationship marketing is more of a courtship than transactional marketing. Things are taken slower, there is more nurturing, caring, and developing before making an offer. You allow the time for the customer and company to get to know each other.

Understand, you can only build a relationship if the customer is willing to provide the information. Are they willing to opt-in, answer a few segmentation questions, or provide demographic information in the form of a profile or survey? This information allows a company to gather details in order to mould a campaign around individuals so that their needs are met, and voices are heard.

Why do we care about relationship marketing? One word – competition. If your customers have a loyalty to you, they are less likely to price shop when they are ready to buy. They are less sensitive to price increases if one needs to happen, and more accepting to changes to your blog, website, or business such as appearance, adding or removing features, new ventures, and

so on. They are committed to you – they are not interested in “seeing other people”.

So, you may be asking, “Is that it? Gather a couple of details, show that I care, and I have a customer for life?” No, if it was that easy –everyone would be doing it and we would all be rich. There are many elements to relationship marketing beyond customising to the individual customer.

One element to consider is customer service. You can have the best selection, the most outstanding information, the most informative podcast – but if you have the worst customer service, no amount of relationship marketing will help you.

Customers care about how they are treated, just as much as they care about how well you know

them. Make sure they feel as if their opinions matter, their complaints (and compliments) are validated, and their suggestions are taken into consideration. If they feel as if it is their company too, they are more likely to protect it.

Lastly take a look at your social media. Is every post you make about a product, blog, podcast, or something directly associate with your company? You are getting to know them, how are they supposed to get to know you? Use social media as a means to help make your relationship stronger with your customers. Post items they can share, content that makes them think, and give them opportunities to see the company as place of people rather than a vacuum sucking up their money.

Be true to you, be authentic and have fun, it is worth it. x

Hi, I am a complete stranger. Give me money! Let me guess, the first thing that comes to mind is, “Um…no.”

BUSINESS TIPS FOR THE BEAUTY INDUSTRY

WITH JASMINE SCARR

Thanks to purpose and profit driven strategies, plus the implementation of automation, Jasmine’s business, Bella Bronze Tan, has gained a celebrity clientele and lucrative partnerships that helped place tanning on the map.

Mother of two and business owner, Jasmine Scarr, shares secrets on how she juggles it all.

What’s your favourite thing about your job? I love the way myself and my team make people FEEL, not just look. The smile on peoples’ faces when they see themselves is priceless and the in room connection with clients is truly the best

How do you balance work and life, and make sure you have health and relaxation?

Look, not well! A wine on the couch at 9pm while I work is self care isn’t it? But honestly, it’s a tricky one. My partner works away 4 days a week so with the help of daycare, a nanny, staff watching my kids at 530am so I can race to the gym and my mum, I cram in what I can. Currently, I am

overdue for a facial, brows and nails so that’s next week’s job…maybe!

How important have retail sales been to your business growth and success?

They have played a huge part and we have weekly mini one-on-one’s, as well as monthly and quarterly training with our team. We find education and communication (more importantly, listening) equals sales in our business. Having our own brand to coincide with the salons means we need to know our stuff and we genuinely love it, as our team uses nothing else. Setting KPI’s was a huge driver for us and has seen our revenue increase by 20% consecutively over the last 3 months.

What are your top tips on how to work smarter, not harder?

I have a few!

- Firstly, Systemise! Timely has helped increase our bookings, and now over 80% of our client’s book online.

- Hire to your weakness so you aren’t wasting

Jasmine

time on tasks that you don’t love, or aren’t the best at.

- Time block during the day and write a list! My undiagnosed ADHD brain cannot function without a list, and its even better when I prioritise what I need to action first

- And for sole traders, work from home or offer mobile until you can no longer do it. Even though you might want it yesterday, a shop front is not needed right away! Save your dollars, learn, and offer the best service you possibly can.

What advice do you have for salon owners that are wanting to learn more about running a business?

Find someone that inspires you in the industry you are in and contact them to see if they offer mentorship (I do and love it!). Research all you can, attend network events and soak in every bit of information to grow and be the best version of yourself - your business will follow.

For more information visit www.gettimely.com

What initially began as a tanning salon in 2007, has now extended into a beauty empire, all at the hands of Timely customer Jasmine Scarr. Taking her business to higher heights,

has built out an extensive range of products to accompany her in clinic services, which offer a unique and cruelty-free alternative to other products on the market.

The SteamOff Nail Steamer is perfect for removing all nail products such as Acrylics, Gels, Gel Polish, Mani’s, Dip and Polygel.

The SteamOff remover warms up Pure Acetone speeding up your Soak Off processes, delivering an easier better result.

By heating up pure acetone and keeping it at a constant temperature, the moisture and steam work to remove the products that are on your nails.

The heat activates the Pure Acetone to perform more efficiently giving you results you could only have dreamed in less time.

Transform your nail removal methods with this revolutionary break though device .

AAB Fashion Pty Ltd

2 Ardena Crt Bentleigh East VIC 3165 Australia

Phone: +61 3 9575 0600 Fax: +61 3 9575 0699 Web: www.aabfashion.com

AN INTERVIEW WITH A TENANT REPRESENTATIVE, FAQ’S AND WHAT’S IN IT FOR ME?

By Ryan Maddock, Maddocks Accounting & Advisory

Ryan Maddock of Maddocks Accounting & Advisory took some time to chat with Kelly Cunningham from Your Leasing Co, a well known commercial property Tenant Representation firm, known for getting amazing results for their clients and put some direct questions to her that all Tenants want to ask.

Ok, let me get straight to the question we all want to ask… How much money do you typically save your clients?

Thanks Ryan, straight to the heart of it. Our current average saving is $102,000 per client over the length of the lease term. This result varies client to client for a number of reasons, such as the length of time a tenancy has been occupied, the amount of rent being paid and the length of lease being entered into to name a few.

What is the most you have saved a client?

Our biggest saving for a client was just over $2m. In the last 24 months, we have saved just under $6.5million for our clients, which we are incredibly proud of.

What does a Tenant Rep’ actually do?

We specialise in representing commercial tenants in negotiating their leases on their behalf, with the sole objective of getting them the best deal we can, which results in us saving them a heap of money as well as making sure that all of the fine print clauses within the lease are in the best interests of our clients.

Is this a complicated process?

It’s like most things, we are all good at what we specialise in. We have been doing this work for 25 years and completed over 1,000 deals. We have a set 12 point list that we negotiate every time. Most business owners just focus on the rent, which is important, as it is often one of the top three biggest business expenses. These 12 key points result in savings and benefits in a number of areas.

Why do most Tenants end up with a raw deal?

It is important to remember, that Landlords are typically the much stronger party in a negotiation. They employ expert property specialists as their agent, they have access to all the current market data, it’s their lease document and they have more than likely negotiated hundreds more leasing deals than the Tenant they are up against. We call this the “The Tenants Dilemma”. Using a firm like ours, eliminates that Landlord power imbalance.

Where do you start when helping a Tenant? Landlords are always looking for growth in their investment, so will always seek an increased

rent, however, this doesn’t necessarily reflect the market conditions at the time. Landlords increase rent annually by 3%, 4% or 5%, which often takes it out of line with the market. Over 5 years at 5% increases, the rent will have increased by 28% compounded. Most business owners profit probably hasn’t increased at the same rate.

• We review the lease from the Tenants perspective.

• We determine an opinion on the market rent for the tenancy. We have access to the same information that the Landlords do, so we use that information, as well our market contacts, look at recent leasings, space on the market as well as off market opportunities to form an opinion on the market rent. We can then compare that to the asking position of the Landlord and set about negotiating with them, based on our evidence.

• We go through all of the 12 key points and make recommendations on how we would like to respond to the Landlords offer on each one, maximising the tenants position

• We then continue the conversation with the Landlord, aiming to get as much of the offer agreed or close as possible.

• We handle all of the uncomfortable conversations, we handle all of the Landlords objections and negotiate through the whole process, until we have reached the best possible position agreed.

What is the process for a Tenant to work with you?

It’s a pretty simple process.

1. We will obviously send through some paperwork to complete, which will outline the whole process and what you can expect, while outlining the associated costs.

2. Then we gather some information, such as the current lease, current rent, size of the tenancy etc, as well as the contact details for the Landlord or their agent.

3. Then we will have a conversation to confirm a. what the Tenant wants to get out of the new Lease.

b. What are the plans for the future?

c. What is the age and stage of the business?

4. Once we know all of that, we will ask to be introduced to the Landlord, so that they know we have authority to act on their behalf.

5. Then we will get stuck straight in, determining the market rent and negotiating with the Landlord. We will handle everything, from end to end!

We will look after the entire leasing process, keeping the Tenant informed along the way.

Thank you Kelly for your candid feedback. It was really interesting chatting to Kelly about how she adds value to her clients in a very specialised professional service to Tenants. I think she could help anyone getting a better outcome negotiating with their Landlord! If you have a lease renewal coming up or are looking at a new location and need help negotiating the deal, call Your Leasing Co, speak to Kelly or one of the team to get a no obligation assessment of your leasing situation.

You can find Kelly at kelly@yourleasingco. com.au, www.yourleasingco.com.au or on their social media pages on Facebook, Instagram or Linkedin.

Interview conducted by Ryan Maddock, Partner Maddocks Accounting & Advisory www.maddocksaccounting.com.au

Beautiful nails in minutes!

By Angela Sanchez

One of the primary reasons people go on a business retreat is to learn new skills from experts in their field, and that’s exactly what you will do. With the perfect chance to get away from your usual routine, a business retreat will give you the opportunity to develop existing skills or gain completely new ones.

They are so much more than a 1 day seminar or networking event , where you come away inspired and tend to not know how to implement all the things you have learnt , that’s why having a longer time to connect with those also attending tends to create so many ahha moments and deepens your development.

Time and Time again the feedback from our retreats are that they have been life transformational which is really where the purpose of why you should

Designing a business and life you love is the sweet spot of where we all want to be but being able to navigate obstacles that come at us because we are human and nothing is perfect is where we find we feel stuck and sometimes for so many just keep in that mindset of why Is this happening to Me….

It’s what becomes possible after you say yes and all the positives will start to ripple in your business realising that you are the driver of your dream life and everything is happening for a good reason.

It can be scary to Invest in yourself; taking time away from the family can also be a reason why it’s always on the vision board but never making it a reality - but there is honestly never going to be a good time …. it’s always THE TIME when you say yes you can start to prioritise everything else around it as a non-negotiable.

The other great thing about retreats is that generally they are all planned for you, and you don’t have to think about school lunches, or

cooking dinners and when there you don’t need to give yourself permission to relax , it just seems like you fall into that state instantly because of being in a different environment than your usual hustle mode.

I often get asked why I started Facilitating the ‘Beauty Boss Retreats’. The answer is selfishly because I wanted an excuse to go on one every year for myself !

I’d put off going on some retreats that I was invited to back in 2015 and 2016 because I was a new mum but the truth was, I kept craving time away to work on myself personally and professionally- running my salon in between nap times and sleepless night just felt like it was out of reach.

After launching Beauty Business Co in 2018 and dipping our toe into hosting 2 successful Beauty Boss Brunches, I knew the power of connection and that 1-day events were great, but sometimes we go away with inspiration but without the ability to really make shifts in ourselves mentally to transform our businesses.

In Feb 2019 we hosted Beauty Boss Retreat 1.0. 9 beauty business owners said Yes for our first retreat held at the Gold Coast Hinterland. I finally got to attend my first retreat which fulfilled all I’d ever dreamt a retreat to be - Because I designed it !!!!

Along with this I also learnt a lot, I underpriced and overdelivered which put me in a loss of $4000 BUT I took that as a learning when planning 2020 .

Each year seems to get better and better. The locations are different , the workshops are different, the food is just divine, the whole experience is different each time, but the connection and Impact within these Beauty Business Owners always seems to be the #1 highlight.

I’m a huge believer in following your dreams and having a positive mindset. If we wait until we feel ‘ready’ and stay in our comfort zone, we miss out on SO much that life has to offer.

So, when looking back at my 2015 self , being solo in my business I wish that I had a supportive community and opportunity like this present itself to me and I said Yes !!!

For many Beauty Bosses who join us on retreat, it’s their first time saying yes to investing in such a high-level experience and solo, and often, that has been a big leap for them to take. Having a chance to break free and simply be yourself is so incredibly powerful and insightful.

So many of our Beauty Bosses discover just how much they have lost the essence of who they truly are along the journey of growing a business, running a household and being all the things to all the people. That’s why you are such an incredible therapist, because you are so darn good at taking care of others - but what about you?

Would you agree that it’s about time that you have some time back to yourself and reward yourself for the milestone of how far you’ve come in your business? Many of us go through life without celebrating our wins, small or large and that is what is so powerful about the Retreat Experience.

It’s normal to feel nervous before taking big leaps. That’s how it works. When you honour the dream or the pull, that’s when the magic starts to unfold!

What’s going to be your own story 10 years from now? What leaps are you going to reflect on and be really grateful for? Maybe the first one begins right here and saying yes to a business retreats.

Feel free to send me a DM on Instagram to see if our retreats are the right fit for you @beautybusinessco_

ARE PHONE CALLS A THING OF THE PAST?

By Hayley Mears

When thinking about what I would write about for this issue, I thought I would explore an observation that has become increasingly apparent as of late. There is a really strong decline in making a phone call. Almost every booking you would ever need to make can be done online and this silent service tool has become the default mode of millennials. So, what does that mean for our businesses and how we communicate with our audiences? How does that affect the communication we have with our friends and families but also clients?

I totally admit I will go out of my way to make a booking without speaking to a person. In fact, if I can’t make an online appointment there is a huge chance I’ll just find somewhere or someone else who can take me online. There is something about needing to be “on” for a phone call. There is a new type of work mode I need to switch to for a phone call, a version of me that requires more effort than just sending an email.

So why is having a phone call such a big deal? Why have I been seeing articles and memes everywhere about ditching phone calls? Watching your phone ring only to respond with a text? Well… I think we have been spoilt by convenience and us introverts will take any given opportunity to hide behind an email, a message, or an online form. That said though, I am ALL about the voice message.

What’s the difference between a call and a voice message? It’s the availability and practicality of a one-way conversation.

The audio message, which could be interpreted as a mini podcast or a long voicemail, allows you to send a message full of questions that can be replied to later or just a bunch of thoughts that

are better expressed with tone and feeling. But the reason MY new default communication in audio format is a voice message is all about the TIME.

There are times when the only thing I don’t have is time and a big chat is something that can blow out my day, it’s not that I don’t want to have a social catch up, it’s just that the time slips away, and you don’t get it back. Sometimes, that call lands right when I’m in my flow and the distraction derails me from rolling out work in the most efficient fashion. I know, I know, I sound like a spoiled millennial and it’s probably true.

So, let me loop back to what I was saying about time. I need to maximise every minute that I am NOT in front of my computer. So, my time in the car is the IDEAL time to have chat, but if that can’t happen, I can click my phone into record mode in WhatsApp or hit the “Voice Memo” app and record my own little staff meeting. I can cover a whole bunch of different topics and send the file to my team. They can listen to the audio when it suits them because work flexibility is EVERYTHING to me and my team. I want to create an environment that gives maximum flexibility. I think this flexibility is why my team thrive with our work culture. It allows them to be

in work mode at the most convenient time. What does this communication shift mean for our client experience? Think about it, how many of your millennial clients pick up the phone and call to make their appointment? Do they rebook/ book online or slide into your DMS? Make your systems as easy as possible for these types of appointments.

I shared these thoughts with my friend Mia from The Secret Fox. She told me that the best way to reply to the DMs she receives in Messenger and Instagram is to leave a voice message. If someone is enquiring about a colour correction, a 30-second audio file tells them everything they need to know, and it’s delivered with a really positive tone of voice. Because we all know, when we are explaining to client why they can’t have what they want, tone is everything.

So, be prepared for your phone to ring a little less, and don’t worry, your inboxes will be flooded, perhaps you will even be able to streamline your appointment process in a more succinct way. Find better ways to use your time, embrace the audio message and watch this space.

THE ALGORITHM DOESN’T HATE

By Kayla Zigic

Now, I’m going to play devil’s advocate here, because I strongly believe that the algorithm does hate you; in fact, it is designed to push content out to your audience that they would be more inclined to engage with based on content they have previously engaged with. So, this leads me to wonder, is it the algorithm or your content?

Have you heard the saying, “If you always do what you’ve always done, you’ll always get what you’ve always got”? This statement is also true when it comes to your social media. Social media has evolved a lot in the past few years, and engagement is the lowest it has ever been. This is because there is more competition for feed space than ever before. Instagram users have risen by 24 billion in the past two years alone, with 102 billion users in 2020 to 128 billion in 2022 and a projection of 144 billion users by 2025. So, being seen is harder than ever, and we must rethink our strategies. We can no longer post a before and after with the caption “skin goals” and expect our audience to swoon. We now need to be strategic.

How to create content your

and the algorithm will love.

audience

Understand your target audience. Before creating a strategy for content for your social media, we first need to understand your target audience. How old are they, do they work, what do they do, what are their spending habits, and most importantly, what are their problems and pain points?

Create content that addresses and solves your target audience’s problems. Your followers want to be educated, to be told how you can help them, and to be told what end result they can achieve by the services you provide. Gone are the days when followers happily engage in a static post with a statement as the caption. You need to address their pain points to build curiosity, explain and give a solution.

Post without purpose. It’s easy enough just to put up a post, but is there a purpose being your posts? For E.g., I want this post to create engagement, get inquiries,

build brand awareness, or build brand authority. Before posting, you must decide what you want to achieve from your post and write your captions to match your objective.

Use “Hooks” to entice your audience to click “read more.”

So often, when creating a caption, we have no real purpose in mind, and we usually create it in a rush and type anything that’s “quick.” Start using open-ended questions over statements. It would help if you started speaking to that target audience directly and tapping into their pain points. For example: Instead of saying “Before and After” try “Real Results using (insert treatment/product here,” or instead of saying “Let us fix your skin!” try Do you suffer from (insert skin concern here). Start living in the minds of your target audience and create captivating captions that will “hook” them in.

Posting when your audience is active

Check your insights, see when your audience is most active, and start posting around these times. The idea is to get as many potential eyes on your post as possible, and this can be hard if you post at 9 pm when your audience is winding down, not online, or asleep. That would mean your post is idle for over 6hrs before your audience is awake.

Start using Call to Actions.

You must ask for it if you want to start a conversation with your audience. Try using hooks and Call to Action like “Did you know this” “What are your thoughts” and “Can you help me.” Try and get creative as opposed to using the same “Book Now, Link in Bio” call to action because why would someone feel enticed to engage?

The algorithm is designed to sort and push out content your followers and target audience will most likely engage in. If they haven’t engaged with yours recently, the algorithm will see it as they are not interested in the content you’re creating and will continue not to push it out to your audience, this is why you need to start changing things up. It can be natural to blame the algorithm before yourself. We put so much time and effort into our content, but is it enough anymore? We need to realise everything around us is changing, including social media as a platform, your followers needs and the type of posts and content they want to consume.

@socialsforsalons www.socialsforsalons.com.au

Kayla Zigic

“The Algorithm Hates me” and “no one sees my content anymore” are a few statements I see far too often on social media. I get it; it can be frustrating when you spend time creating content, writing captions, and posting for you to feel like your content hasn’t performed as well as you expected. You feel annoyed and unmotivated and probably think, “why am I even bothering?”.

YOU!