2011 Spring

Events

Advertising

Miss America 2011

Stay Legal

Education

Cover Story

Bonding Tips for Cool Days

When Anagen Isn't Enough

The Inside Story

Everything you need to know about writing honest testimonials

The General is back with more styling tips

The quest for youth ... and what it means for you

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pg. 12

pg. 20

pg. 4

The National Hair Journal VOLUME 15 NO. 57

THE PROFESSIONAL PUBLICATION OF HAIR AND SKIN REJUVENATION

It’s Tomorrow Already Murrieta, CA. 03/11 - An American turns 50 once every seven seconds. Baby Boomers and Matures plan to spend over $4 billion dollars this year on anti-aging products and treatments according to a study by Focalyst, a market research firm specializing in the consumer spending habits and attitudes of Baby Boomers (individuals born between 1946 and 1964) and Matures (those born before 1946). Roughly 48 million of these consumers will purchase an antiaging product over the next twelve months.

AARP in its March 2011 Bulletin reported that according to the financial services website, Bundle, Americans aged 50 to 65 laid out an average $42,600 per person on products and services in 2009 alone, half of all consumer spending. AARP observed that,” Boomers are doing everything they can to stay young. From personal trainers to Pilates instructors to nutritionists. Spas for women are already a $12.3 billion a year industry, while the number of health clubs, YMCAs and neighborhood gyms has

doubled in a decade to nearly 30,000. Adults over 55 years are already the fastest growing segment of health club membership, up from 8 million in 2005 to 10.3 million in 2009.”

The US market for antiaging skin care products and services hit $1.8 billion in 2009 and is growing at double-digit rates. Boomers are having cosmetic surgery too in record numbers.

The American Society of Plastic Surgeons (ASPS) reports that 13.1 million cosmetic surgery procedures were performed in the United States in 2010. According to Reuters, patients in their 50s tended to go for the more invasive procedures such as facelifts, while those in their mid-40s opted for Botox and fillers. Job competition is prompting many men age 45 and over to turn to non-surgical cosmetic

Early Hairloss Cancer Risk

Solid Increase in Hair Care Product Shipments

Paris, France, 03/11 - Research conducted

by French scientists suggests that men who go bald in their 20’s are twice as likely to develop prostate cancer as those who lose their hair later on. The study, published in the academic journal, Annals of Oncology states, “A link between male pattern baldness and androgens has previously been documented… androgens also play a role in the development and growth of prostate cancer.” Hairloss and prostate cancer are both linked to the same androgenetic hormones that control the development of male characteristics and Propecia, which contains Finasteride, a drug designed to treat enlargement of the prostate, is routinely prescribed to prevent hairloss. Merck received clearance from the US Food and Drug Administration (FDA) to market Propecia as a treatment for male pattern baldness in 1997.

PROFESSIONALS OPPOSE COSMETOLOGY BILL Phoenix, AZ. 02/11 - The Professional Beauty Association | National Cosmetology Association (PBA | NCA), the leading national trade organization representing licensed cosmetology professionals and salon/spa owners, opposes the proposed New Hampshire House Bill 466-FN which seeks to repeal the regulatory boards authority for licensure or certification for the cosmetology, esthetics, and barbering fields. Passage of the Bill, they state, would have a severely detrimental impact on thousands of employed licensed professionals and more than 3,016 salon/spa establishments, as well as potentially putting consumers at risk. Proper education and licensing of the cosmetology profession by the state is essential to ensure the welfare of the general public. Ensuring core knowledge and competency in areas such as bacte-

Phoenix, AZ, 03/11 - The Professional Beauty Association (PBA) has released the results of its semi-annual Market Shipment Study of the professional hair product category. The 2010 year-end study reports that overall, the hair care market experienced positive year-overyear growth of 2.35% from 2009 to 2010. This growth is based on total hair care product shipments of $1.9 billion. PBA’s Market Shipment Study is based on an anonymous survey tabulated by an independent firm and includes the results from some of the largest professional hair care manufacturers in the world. Not only

Surgeon of the Month Boca Raton, 02/11 - Dr. Daniel Didocha of Hair Club Medical Group™ was named hair transplant “Surgeon of the Month” by the International Society of Hair Restoration Surgery (ISHRS) in its publication, Hair Transplant Forum International. The article details Dr. Didocha’s life from his childhood in Queens, NY, through service in the U.S. Navy to education at Michigan State University (Doctorate of Osteopathic Medicine) and Tennessee Temple University (Bachelors of Art in Psychology). Dr. Didocha’s story is one of perseverance, as he was told along the way that he was “too old” to enroll in premedical coursriology, sanitation, anatomy, chemistry, and health is absolutely necessary to maintain confidence in the profession and safety for the consumer.

“Without certification, any individual could perform these services on the public and there would be no way to ensure individuals have the necessary training and competency,” said Myra Irizarry, Government Affairs for the Professional Beauty Association | National Cosmetology Association.

“This law would put the livelihoods of thousands

treatments. However, while cosmetic surgery is benefiting from an aging population, nonsurgical hair replacement is not getting its share of the pie.

This may be due to continued fragmentation within the industry, which prevents it from creating a national advertising and public relations campaign. As a result, synergies between the medical and cosmetic sides of the industry have failed to materialize. A survey conducted by International Society of Hair Restoration Surgery (ISHRS 2009 Practice Census Results) revealed that 82% of hair restoration physicians rarely/never recommended hair systems as a thinning hair alternative. In fact, nonsurgical hair replacement products ranked 12th in the raking of prescribed hairloss solutions, behind Propecia 76%, Minoxidil 64%, Rogaine foam 52%, Proscar or generic finasteride 43%, other special shampoos/hair care products 14%, other nutritionals/herbs/vitamins 14%, low level laser therapy 17%, and even Head & Shoulders Shampoo 11%.

With 78 million Americans over 60 years old looking for ways to stay young, when it come to hair replacement, it’s tomorrow already!

Acknowledgements: AARP, ISHRA, ASPS, Bundle, Reuters

are the results from the year-end 2010 PBA Market Shipment Study a positive for the beauty industry, they are further proof of an economic rebound and a return of consumer confidence.

Highlights from the year-end 2010 PBA Market Shipment Study include: -Total hair color shipments increased by 6.3 percent from 2009 to 2010 -Total hair care shipments increased by 3.2 percent in the same period -Smoothing/straightening category increased shipments by 3.0 percent PBA’s semi-annual Market Shipment Study is one of the most anticipated studies that the association releases. The study tracks overall market shipments of professional hair care products in the hair color, hair care, styling, texturizing, and other product categories and sub-categories. es due to his time spent serving his country. Dr. Didocha continued with his schooling nonetheless and worked as a family physician and part-time ER doctor from 1977 to 1992 before entering the field of hair transplant surDr. Daniel Didocha gery. Dr. Didocha subsequently joined Hair Club and has performed over 15,000 hair restoration procedures.

Hair Club Medical Group is a network of hair transplant physicians throughout more than 25 states whose practices are managed by Hair Club. of licensed beauty professionals in New Hampshire at risk, threaten the safety of our customers, and damage the reputation of an entire industry” said Laurie Ashe, owner of Hair Color Concepts in Portsmouth.

PBA | NCA strongly encourages beauty professionals and members of the public voice their opposition to HB 466-FN. To oppose this measure, visit probeauty.org/advocacy and click on Take Action Now.

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SPRING 2011

RESEARCHERS FREAK OUT OVER STRESS HORMONE Mellow Mice Get More Fur Los Angeles, 03/11 - Researchers at the University of California, Los Angeles (UCLA) may have discovered a way to protect and even regrow hair. A team led by appropriately named, Dr. Million Mulugeta, stumbled upon this remarkable conclusion while exploring the effects of stress on mice. The mice had been specially raised to overproduce the stress hormone, corticotrophin-releasing factor (CRF) so they could investigate its effect on the digestive system. One of the side effects of the high stress level however, was hair loss and before the experiment began, the mice had lost virtually all the fur on their backs. They were then injected a peptide, astressin-B. This compound was not intended to do anything at all for fur loss, but to allow the team to assess its effects on stress and the digestive tract. So what the researchers saw was totally unexpected. After five injections and three months of lag time, they found that all the mice had regrown their fur.

After repeating the results, the researchers injected the chemical into young mice, which had been similarly genetically altered but had yet to lose their fur. Those mice never lost their fur despite the fact that they, too, were bred to overproduce the stress hormone. Following these dramatic results and extensive media and commercial attention, Dr. Mulugeta states that he now intends to study hair regrowth and his UCLA research team, along with Salk Institute researchers has applied for a patent to study the use of astressinB peptide for hair regrowth. “Our findings show that a short-duration treatment with this compound causes an astounding long-term hair regrowth in chronically stressed mutant mice,” said Dr. Mulugeta. “This could open new venues to treat hair loss in humans through the modulation of the stress hormone receptors, particularly hair loss related to chronic stress and aging.”

Men Seek Satisfaction Macleans.ca on Thursday, February 10, 2011 – Macleans, a leading Canadian publication, reports that a class-action lawsuit has been filed in the B.C. Supreme Court on behalf of Canadian men who claim to have experienced prolonged sexual dysfunction after taking medications to prevent baldness. Merck Frosst Canada and its affiliated companies, which market hair-loss drugs such as Propecia and Proscar, are the targets of the suit, launched by a Vancouver man. US trial attorneys, never shy about jumping onto the bandwagon, have also filed their own lawsuit in New Jersey, Merck’s home state.

Wigs Won! Miss America wins in wig Las Vegas, 01/11 - January 15th 2011 is a date Teresa Scanlan, and Kayla Martell will always remember. That’s the day they both made finals at the Miss America Pageant in Las Vegas. Kayla, Miss Delaware, made it to the top 10, and Teresa, Miss Nebraska, took home the crown and the title of Miss America! Teresa was sponsored by American Hairlines and sported a Contessa wig. Kayla, who has had alopecia since she was 11 years old, appeared in a wig provided by the Gemtress division of the On Rite Company. January 15 was a great day for women’s wigs everywhere!

(Full story, pg. 22)

3 The National Hair Journal Spring 2011

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Hairloss Boomers - it is fashionable today to write about the growing economic might of China and its impact on the US economy. But there is another massive trend underway and one that represents a significant opportunity for hair-management professionals right here at home. I am talking about baby boomers. Already in the United States, over 50% of discretionary spending power rests with! Not only are baby boomers a powerful economic force, their numbers are growing. It is estimated that a baby boomer in the United States turns 50 every 8.5 seconds! The US Census Bureau defines baby boomers as people born between January 1, 1946 and December 31, 1964 and already there are 77.6 million of them. Their spending power is going to influence product development, health and fitness and even personal appearance for a long time to come.

It’s all about image - Baby boomers grew up at a time when society was increasingly influenced by powerful imagery and they were quick to take note of the importance, even the necessity, of looking fit, healthy and attractive. Research shows that the typical boomer feels nine years younger than his or her chronological age.

These are people who believe that old age doesn’t begin until age 72 and they are prepared to spend on cosmetic surgery, cosmetic procedures and sophisticated therapies to maintain the aura of youth.

The National Hair Journal has written extensively about the opportunities in the anti-aging market, but we have never felt more strongly about this opportunity than we do today.

We checked it out – The Journal follows the news. Past editorials have been written from hi-tech Silicon Valley, sophisticated Paris and fashionable South Beach. Today it comes from a cruise ship. 80% of leisure travel is paid for by baby boomers and we wanted to learn how senior citizens feel about growing old and what steps they are taking to preserve their youth. And where better to do this than aboard a cruise ship when 90% of the guests are over 60 years old and anxious to share their life stories.

Technology holds the key – We learned that people who did not grow up with a good understanding of the importance of healthy nutrition, the dangers of smoking or the value of exercise are now turning to science and technology to preserve their vitality. That means increasing investment in neutraceuticals and procedures like microdermabrasion, laser therapy and body sculpting. Personal care companies with their huge research budgets were quick to pick up on this and you now see moisturizers and cleansers going technical with electronic brushes designed to remove dead skin cells and reinvigorate the skin. When it comes to hair, the HairMax LaserComb has demonstrated that consumers are ready to spend over $400 in the hope of reversing their hair loss. In a previous issue we wrote about genetic testing and its ability to predict the probability of future thinning and in this issue we interview the company behind HairCheck, a device that compares the number and quality of hairs in a problem area with healthy hairs from the back of the head. In a hi-tech world, it is clear that seniors want their share of the action.

Stay up to date - In the Spring 2011 edition of The Journal, we also keep you up to date with the latest laser devices. Lowlevel laser light therapy is a complicated field with strict regulations and compliance requirements. There are a number of

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new devices about to enter the market and we want you to know about the pros and cons of each design. There are devices that have completed clinical trials to the satisfaction of the FDA and secured clearance to market themselves as hair growth devices. There are others either in or about to enter trials and then there are ‘cosmetic’ devices intended to enhance the appearance of the hair. We urge you to do your homework and make sure that the product you choose offers the features demanded by your clients and respects the regulations for its classification.

More than skin deep - Why do our client makeovers stop at hair? The two most obvious signs of aging are hair and skin.

Exposed skin starts just an inch below the hairline, so why don’t we offer rejuvenated skin as well as greater hair density? It doesn’t require a special license and every cosmetologist is already trained in skin care. It seems to me that hair and skin are natural soul mates. I am not suggesting that hair replacement salons start offering facials or beauty treatments; our skills are on a deeper level. But just as hair additions and hair restoration go well beyond color and perms, so our skincare should take advantage of the latest science and technology to deliver a more sophisticated skincare regimen. I am just planting a seed today; but I will return to this subject in the summer with some more thoughts... and some concrete suggestions.

High society - We are always grateful to the directors and faculty of The National Hair Society for unselfishly sharing their experiences and professional advice. In this issue you will find excellent articles from Lisa Zimmerman, Dr. David Kingsley, Toni Love and Gigi Ford. You will also be touched by the story of Teresa Scanlan, Miss America 2011 as told by Bobbi Russell. Lovely young lady great styling, beautiful hair!

State of the union - In 2010, it seems the strong grew stronger. On the medical side, Bosley reported the best financials in its hair restoration history. And Hair Club continued to grow and expand into a fullservice hair-management network. Closer to home, Jimmy (The General) Toscano struggled to find space to accommodate his growing clientele. In fact, on the morning of the worst snowstorm in recent history, he arrived at his doorstep at 8:30 AM to find three clients already waiting in line.

In short, the salons that continued to promote themselves during the economic downturn ended up ahead and the businesses that cut back fell further behind.

Steve DiManni has been writing about this for years, and in this issue he tells readers about the importance of being visible on the web and how to do it right.

Onwards and upwards - I like to end every editorial on a high note and I do so today by quoting Tony Crescenzi, exec VP, PIMCO, “It appears the economy has reached “escape velocity,” leaving behind all concerns of another recession.” In fact, each day brings encouraging news, “All the stars seem to be aligned for a stronger number,” says Anthony Chan, chief economist for J.P. Morgan Chase’s Private Wealth Management group. It’s time to look good America; We’re ready!

Chris Webb

Editor-in-Chief

4 The National Hair Journal Spring 2011

COVER STORY

Forever Young When anagen isn’t enough

The

average person loses 50 to 100 hairs every day. In the early years, they are quickly replaced, but as you grow older the anagen, or growing cycle, has a harder time keeping up and you miniaturize and begin to thin. You can lose up to 50% of your hair before it becomes noticeable. But once it’s gone, you will do anything to get it back. The important word here is “back.” Going back to an earlier time before the signs of aging became apparent. So you’re in the anti-aging business. In fact, you’ve been in antiaging most of your professional life; it’s just that you never used that label. You take people back to an earlier, happier, denser–hair time. Anti-aging does not mean you are focusing on old people. It means correcting or reversing the passage of time, whether your clients are in their 30s, 40s or 60s.

The following articles discuss developments in anti-aging products and therapies. As noted in the editorial, men and women are turning to technology to solve many of their medical and cosmetic problems. Advances in medical hair restoration such as follicular unit extraction have reduced scarring and created immaculate hairlines. Ultrathin base materials and sophisticated bonding agents have created undetectable hair additions. And advances in low level laser light therapy are giving men and women of all ages more choices. The following interviews with developers of new laser designs will bring you up to date with products in development or new to the market. Remember that devices making medical claims are regulated by the FDA and must comply with strict guidelines.

Likewise, consumer products are governed by the FTC, so always do your due diligence before creating new marketing materials or promising consumer benefits.

It would be wrong however, to assume that technology holds all the solutions.

The old saying, “beauty comes from within” still rings true and we are pleased to publish an interview with Dr. Jonathan Wright, a leading authority on nutrition and hair/skin care, who reminds us, you are what you eat.

Just as hair replacement and restoration expanded to include eyelashes and eyebrows, so we predict that skin rejuvenation will become part of our antiaging landscape. We see two beauty channels opening up: hair/skin maintenance and cosmetic/beauty treatments. Men and women who want to “maintain” their appearance will come to antiaging centers like yours, and people who want to look glamorous for a special occasion will go to a beauty shop. It’s a changing world and one that need your skills more than ever.

Freedom At Last!

5 The National Hair Journal Spring 2011

Laser Clients Get a Head’s Start

Gavin Tucker

Apira Science, Inc. was founded in mid-2004, to manufacture, market, distribute and promote lowlevel laser therapy devices to physicians throughout the world. Apira’s initial focus was on traditional floor-standing hood lasers, but at the Anti-Aging Expo in Las Vegas, the company displayed a new, portable device called the “iGrow” To learn more about the new ‘iGrow’ hands-free laser, The National Hair Journal spoke with the company’s co-founder and Chief Marketing Officer, Gavin

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Newport Beach, California headquarters.

N. Hair Journal: Apira Science specializes in laser therapy devices. What models do you currently offer?

Gavin Tucker: We manufacture and distribute two products at this time, the Revage-670, which is a clinic-based device, and the new iGrow, which is a portable laser device that is worn on the head. Revage-670 clients need to come to a physician’s office or clinic two to three times a week to receive their low-level laser therapy. The new iGrow was developed to provide clients the option to receive their low level laser therapy at home, the office or wherever it is convenient. This ensures better client compliance and consequently, better results.

NHJ: How much performance do you sacrifice with the portable design?

GT: None. We’ve taken the technology in the Revage-670 and incorporated it into a portable home use unit. We’re excited about the iGrow because it offers output comparable to most physician-based laser hair therapy units.

Obviously, there are other devices on the market for home use, but none are comparable to the iGrow in terms of convenience, output and effectiveness.

NHJ: What about scalp coverage? Does the helmet design allow light energy to reach all of the head?

GT: Our engineers have always recognized that it is important that the light be evenly distributed over the entire scalp during the 20-25 minute treatments. The iGrow accomplishes this with our unique canopy design.

NHJ: I’m looking at a picture of the iGrow and I see that it has multiple diodes, a built in sound system and even a remote. How do these work together?

GT: The handset is a unique feature. It is preprogrammed for men --and women so that the client can select the laser therapy according to their personal pattern of hair loss. Men have a specific pattern, as do women. IGrow sets the time and light pattern and then distributes the light to those areas that are most affected by hair loss. When the treatment is complete the system turns itself off. It’s easy. The patient simply places the iGrow on their head and presses a button. The iGrow is comfortable and adjustable to fit all head sizes and shapes.

NHJ: When you say the diodes ‘pulse,’ does that mean they turn on and off, or that the energy level fluxes?

GT: There are 51 diodes in an iGrow. Through our research, Apira Science has found that lasers in a specific wavelength of red light between 655 and 670 nanometers have the most therapeutic effects on the hair. But we go one step further.

The energy produced by the iGrow is actually a combination of laser and LED light. Laser and LED at similar wavelengths have the same biostimulative effect. The reason for combining the two is that lasers are fully monochromatic and LED light is more dispersed. By combining the two within the iGrow’s canopy of light, we are able to ensure full scalp coverage.

NHJ: You have referred several times to the science behind iGrow. Who are the members of your scientific and medical team?

GT: A number of prominent physicians have been involved our laser research over the years.

We have case studies involving dermatologists, plastic surgeons, and hair transplant surgeons.

Apira Science has sponsored various projects and papers with Wellman School of Photomedicine to explore the mechanism of action behind laser induced hair stimulation. According to Michael Hamlin, a leading researcher in the field of LLLT, “Low Level Laser or Light Therapy is used for hair re-growth. Red light delivered by laser or LED is absorbed into the mitochondria of cells in the hair follicle and activates transcription factors leading to the stimulation of the anagen phase of the hair cycle” (*see footnote). In addition, we have sponsored a tissue study, whereby biopsies were taken both pre-and post laser treatment.

Initial analysis showed an increase in the levels of melanin, Ki67 (a marker indicating cellular proliferation) and an increase in anagen growth following 16 weeks of laser hair therapy. These studies help us to understand how the cells that comprise the hair shaft and follicles respond to light and enable us to determine the best way to apply the light and obtain optimum results.

NHJ: Laser skeptics reading this interview are

probably asking themselves, “Will this really work?” What is your answer?

GT: This will absolutely work... if the patient has hair follicles that are still active. LLLT has been proven and the FDA has cleared red light technology for similar applications and devices. Most of these devices use the same wavelength. With the iGrow we have packaged this technology into a convenient easy to use delivery system. LLLT is not recommended for clients with severe hair loss. This type of therapy will not be effective for clients who are classified as bald. If the individual has some form of vellus or thinning hair, LLLT can be an effective treatment. The iGrow can help to stop the appearance of hair loss and make your hair thicker, fuller and healthier.

NHJ: You've talked about a lot of features... but is iGrow affordable?

GT: The iGrow is very affordable. Most handheld laser combs and brushes cost between $300 and $1,000. These devices have to be manually manipulated by the user for 15 to 20 minutes two to three times a week. These devices can be difficult and somewhat tedious to use. The iGrow is designed for performance and comfort and it provides hands-free, full scalp coverage for $695. Simply wear it for 20 to 25 minutes, 2 to 3 times per week. When you compare features, that’s a very reasonable price... and if you calculate what people are spending on pharmaceuticals, topicals, shampoos and hair transplants, it’s a bargain! With iGrow, you buy it once and you own it for life.

NHJ: iGrow is also an entertainment center. Tell us about that.

GT: The iGrow comes equipped with high quality headphones so the user can enjoy listening to music on an iPod or MP3 player while getting a treatment. This entertainment feature encourages iGrow use which will translate into great results.

NHJ: Can salon or clinic owners customize the audio to play a commercial message?

GT: Yes. This is a great opportunity for clients to learn about the iGrow as well get information about the other products and services offered by the physician or clinic. An MP3 message can be recorded and played back on the iGrow which is heard whenever the client goes through the iGrow product demonstration. This is a great sales tool because it explains hair loss, the reasons you lose your hair and how the iGrow can help. Also, an in-office demonstration display is available where clients can see the iGrow light patterns and functions on a clear mannequin head. This demo module is attractive, intriguing and it encourages the client to try the iGrow in the office.

NHJ: So iGrow is its own sales consultant.

GT: We’ve found that clients waiting to see their physician or visiting a med spa or clinic are intrigued by the device. The iGrow can be easily demonstrated on the counter of a waiting room or reception area, NHJ: Are there any important features a professional, floor-standing laser device offers that iGrow does not?

GT: IGrow offers the same performance but in a very accessible and convenient format. I guess

you could say it is the evolution of technology. As we have seen in a variety of other industries, products evolve to become smarter, easier to operate, more efficient and available to a larger segment of the population. In this case, the iGrow makes a previously difficult to use and costly technology available to the millions men and women who suffer from hair loss.

NHJ: Why should a doctor’s office invest in a large and expensive spend floor unit when you claim they can get the same results for a fraction of the price?

GT: We have been in the LLLT business for quite some time. We understand the needs of doctors, clinics and medical spas. For years we have had requests for non-office based treatment options. Patients/clients travel, have busy lives and it is not always possible to get effective, consistent LLLT in an office or clinic.

This is the main reason we put so much thought into the development of the iGrow. Now doctors and patients have options. Office treatment only, office and iGrow treatment as a package or a physician can simply provide an iGrow to the patient for a fee. Each option can be tailored to a patient’s financial or convenience/treatment needs.

NHJ: Have you conducted any clinical trials?

GT: The principles of LLLT for hair rejuvenation have been accepted worldwide for many years.

The mechanisms of the actions of red light on the hair has been researched and published by prestigious universities and researchers. We have conducted clinical trials with our Revage 670 laser and we are currently conducting double blind clinical trials with the iGrow for both men and women with hair loss. We expect these trials to be completed before the end of this year.

NHJ: What will it mean to Apira Science to secure FDA clearance?

GT: We are spending a lot of time, money and effort to move forward with an FDA clearance. It is no secret that this is an important stamp of approval on many levels.

NHJ: Your website offers the consumer the iGrow laser device for $695. Do you offer a special price for medical clinics?

GT: Yes, like most companies we have discount programs for physicians and distributors. We are happy to provide pricing upon request. Interested parties can contact Apira Science, Inc., Newport Beach, CA at 949.854.9900 NHJ: Any final thoughts you want to share with Hair Journal readers?

GT: In a perfect world, we would like all hair loss professionals to understand the need that their clients/patients have for this technology. Up to 40% of women and nearly 80% of men need some form of hair restoration as they continue to age. Low-level lasers work. They're here, they’re effective, and they’re here to stay. *Michael R Hamblin, PhD. Associate Professor, Department of Dermatology, Harvard Medical School Wellman Center for Photomedicine at Massachusetts General Hospital. Wavelength equivalence of red light between 595nm and 695nm for laser induced hair regrowth.

6 The National Hair Journal Spring 2011

with HairCheck.

NHJ: What exactly is HairCheck, and how does it work?

RG: HairCheck is about the size of a flat iron or a curling iron and it measures hair loss, hair regrowth and breakage. It can also monitor the response to professional products to see if they are actually working.

NHJ: How does HairCheck make these sophisticated measurements?

RG: The device was originally called a trichometer and it was designed to examine a two-bytwo thinning area on the scalp and measure the hair density plus the diameter of the hairs. It does the same thing for a “control” site in an area where there is no thinning and the hair is healthy. In this way it can make statistical comparisons and track progress, good or bad.

NHJ: How did Dr. Cohen come to develop a hair-measurement tool?

RG: Dr. Cohen is a cosmetic surgeon who specializes in hair Richard Gundry, National Sales Director of Divi International restoration surgery. In surgery, as in most other fields, everything is based on numbers. It’s very easy to say, “Your hair is thinning.” But when you give somebody a concrete number, something you can actually measure and monitor, they will believe you and work with you to find a solution. That’s the benefit of HairCheck.

NHJ: Why did it take so long for a measuring device like this to be created? It seems such a logical tool. Why Dr. Cohen, and why so long?

RG: I guess people overlook the obvious. Dr. Cohen figured that there’s got to be a way to measure diameter and density, without physically cutting hair off, taking complicated pictures, or using a scope to look at the client’s scalp.

Haircheck is a scientific instrument designed to HairCheck also allows us to go back to the exact precisely and accurately measure hair loss, same area on the head at a later date and monigrowth and breakage on any area of the scalp. tor any changes.

No hair needs to be cut and testing takes about NHJ: HairCheck appears to be unique because 5 minutes. When hair loss or breakage is detect- it compares different parts of the patient’s head ed, hair professionals can make appropriate instead of comparing the client’s hair with a thesuggestions and measure the response to take- oretical database. home products and salon treatments. With this RG: Correct. Everybody’s base number, or device, stylists, doctors, and hair loss consult- control site, is going to be different. There’s no ants can show their clients measurable hair standard number. It depends on their genetic thinning, or breakage… scientific evidence that make-up. You can lose 50-percent of your hair they are losing their hair. Traditionally, treat- before the naked eye even detects it. In fact, the ment for thinning hair starts when balding is average person loses anywhere between 80 to visible to the naked eye but by then nearly 50 100 hairs per day, but under normal conditions percent of the hair is already gone! HairCheck® most of them are replaced. HairCheck can gives clients the information needed to begin measure that progress and tell you what their hair growth treatment years before balding regrowth there is or what loss to anticipate. Hair begins to show. There are two types of services loss consultants can work with clients to moniyou can provide to your clients… hair loss or tor progress and recommend solutions, whether regrowth measurements and hair breakage it is prescriptive types of treatment, hair addimeasurements. We have been following the tions or corrective surgery. progress of HairCheck since Dr. Bernard Cohen NHJ: What is the reliability of the measureand Dr. James Arnold first developed it several ments? years ago. At that time, we were convinced that RG: It’s extremely accurate. And it is much it would become a vital support tool for the hair more helpful than a visual evaluation by a docloss industry and this appears to be happening tor or cosmetologist. Let me give you an examsince Mike Vidal, CEO Divi International, ple. If you have 1,000 hairs on your head and acquired the marketing rights. In this interview, you can’t see your scalp, but two years later you we speak with Richard Gundry, Divi National still have 1,000 hairs on your head, but you can Sales Manager. see your scalp, you’re not into hair loss, you’re Richard Gundry: Our company is called Divi into hair thinning. It still requires corrective International and we’re located in Miami, action, but it’s a different kind of problem.

Florida. We started out as a body-waxing and NHJ: There are clearly lots of sub-groups that professional paraffin business with a product could use this information. For example, after called Depileve, which is one of the most popu- hair restoration surgery, how many of those lar depilation brands worldwide. transplanted grafts actually survive?

NHJ: You started as a hair removal company, RG: We can certainly measure those survival yet HairCheck is designed to help preserve your rates, but we can also track your hair loss and hair. Isn’t this a contradiction? tell if and when you should consider hair RG: HairCheck came to our attention because restoration surgery in the first place. the owner of the company, Mike Vidal, was NHJ: What other hairloss conditions can you starting to lose his own hair and went to see Dr. track?

Bernard Cohen in Coral Gables. During the RG: There are roughly four ways of losing hair. consultation, Dr. Cohen used a new device on Heredity is the major one of course. The second Mike’s head that he’d never seen before. When is medication, followed by hormonal changes Mile asked him what it was for, Dr. Cohen told and imbalances. The last contributing factor is him it was a prototype and it gave him a meas- stress. The way things are today; the husband or urement of the number and quality of hairs in a wife comes home and says, “I just lost my job” test area on the head so he could monitor how and the stress is huge! They could lose their much hair was lost or regrown. And as Mike home, or insurance. The anxiety is devastating. looked at this, I guess the whistles and bells Stylists see clients every day who are losing hair went off and he thought, “I could make this and because of a stress related issue. We can monidistribute it to hairdressers. Why does it have to tor the effect stress is having on those clients and be limited to doctors?” So that’s how we started guide them towards the appropriate solutions.

The Check’s in the Mail!

Business is booming for HairCheck

NHJ: What about doctors who offer, Follicular Unit Transplantation (FUE)? They claim there is less transsection of the hair follicle because they remove follicular units one at a time instead of cutting a strip if tissue and then subdividing it. Can HairCheck follow FUE transplants and confirm that they have a higher survival rate?

RG: We’ve not had the opportunity to do a study of this kind with Dr. Cohen, but we have the technology to do so. As FUE continues to grow in popularity, I am sure one of our customers will publish a report one day soon.

NHJ: Phototherapy is also gaining wide acceptance. Since the results only become noticeable over an extended period of time, HairCheck could be a valuable tool to reassure clients and salon owners that progress is actually taking place.

RG: Laser therapy is very interesting. There are a variety of laser treatments, some work better than others. One of the benefits of HairCheck is that a serious company that claims to grow hair can now actually measure it. Our device was not designed to discredit anybody, but it can separate the true from the false.

NHJ: What about people using one of the FDA hair growth drugs, Finasteride and Minoxidil.

These are not cheap programs. Someone spending $60.00 or $70.00 a month on Propecia is certainly going to want to know if his investment is making a difference.

RG: A lot of major manufacturers are already using our device. For example, there is a company in Arizona that is testing a new OTC shampoo that claims to give more volume to the hair.

When I met this company at a trade show, I asked them, “How much volume does it give?” and they didn’t have an answer. So I told them HairCheck could measure density and get a quantifiable number. If the test results were positive, they would be able to say, “Research proves our shampoo will give X-amount more hair.” That’s more convincing than generalities like, “Makes your hair thicker” or “It makes your hair fuller.”

NHJ: What about hair replacement salons. The first step in the hair replacement process is to create what is called a “template,” which as the name implies is a map of the thinning area. A cosmetologist will chart the density and flow of the hair and then snip-off a hair sample. This information is then sent to the factory, which will match the hair characteristics with hair they have in inventory. Could HairCheck offer a more scientific matching option by measuring the hair shaft diameter and perhaps creating a scale that factories could use to mathematically match their hair replacement product to the client’s own hair?

RG: HairCheck would be able to do that because it measures the density and the diameter of the hair at the same time. Again, this is new technology. This is really our launch year.

Doctors understand the possibilities immediately, but as far as the beauty industry goes, it’s still very new to them.

NHJ: What would you like beauty salon owners reading this interview to know about HairCheck?

RG: I am a cosmetologist so I understand their needs and opportunities. I want salons to have the tools to answer their customers’ questions about hair loss. Not in generalities, but in specifics. Seventy percent of clients talk to their hairdresser about hair loss before their own family. Ask people if they asked about their hair the last time they went to their family doctor for a cold, or a sore throat. You already know the answer! But when they go to their hair stylist, which they probably do every four to eight weeks, that’s the person they talk to about their hair. The stylist is probably the first person to notice that you’re losing hair after she washes it and sees hair in the sink. HairCheck confirms the visual evaluation, it delivers actual numbers.

NHJ: Today the public is eating yogurt, taking multi-vitamins, going to the gym... but they don’t know much about hair.

RG: Hair is a personal thing. It’s part of the image of health, youth, vigor and attractiveness.

It’s part of being self-assured. Having healthy hair is a fundamental thing for men and women.

As a hair professional, I would urge clients to use products that are recommended by a responsible stylist. It’s not about trying to sell somebody an expensive shampoo; it’s about selling them products that fit their lifestyle. We used to be told that washing your hair more than once a week was not healthy, but now washing your hair every day is fine. However, you have to put back in what frequent shampooing takes out,

and that means the right conditioners, recontructors and moisturizers.

NHJ: Today, people have their blood pressure checked, their PSA checked and they weigh themselves regularly. Should they also be having a regular HairCheck?

RG: Yes, I believe it should be part of their lifestyle today. If I am losing my hair, I want to do something about it right away. On the front of our brochure, there’s a gentleman named John. He’s 22 years old and he’s already lost 28percent of his hair. John always thought he had fine hair, but our analysis shows he’s actually thinning. We can tell him what his rate of loss is. Now, will John go bald? I’m not a doctor, I can’t say that. But I can recommend products could help slow down or maybe reverse his hair loss. Like you said, how do you know if you’ve lost weight or gained weight if you don’t measure it?

NHJ: Are HairCheck and Hair DX natural partners?

RG: We analyze different things. HairDX is a genetic test that predicts probabilities.

HairCheck is the only device that can actually monitor hair loss and give you a number.

We don’t grow hair with our device. We just measure what all the other companies say they can do.

NHJ: How much does the HairCheck device cost?

RG: The salon level, and professional model is $550.00. It comes with two boxes of disposable cartridges. We use one cartridge per measurement. We sell our device internationally, so we comply with international laws regarding hygiene and safety.

NHJ: How long does a typical consultation and analysis take?

RG: Approximately 15 minutes. You don’t want to rush it. In the waxing industry, we used to tell people, “You didn’t grow your eyebrows in five minutes, so don’t wax them in five minutes.”

NHJ: What is the charge for an analysis?

RG: There are multiple price structures.

When I was testing our device, I was charging $60.00 for a service, which included two measurements; one in the control site and one in the affected area on top of the head. The client was also entitled to three follow up measurements, usually once per quarter to give time for the hair to grow. We also offer a breakage analysis that takes only a few minutes and cost between $5.00 and $8.00 to cover the cost of my cartridge. The benefit of a breakage analysis is not the fee, it the dialog it opens up. What is the client doing to create that amount of breakage? Is it the scrunchie?

Is it the clip? Is it the blow drier? Is it the flat iron? Is it the brushes that they’re using? This dialog opens up retail sales opportunities as well as hair maintenance treatments.

NHJ:Do you recommend integrating HairCheck into a regular styling visit, or should it be a separate consultation?

RG: I don’t look at it as a medical consultation.

It’s part of a stylist/client relationship. When you go your hair stylist, you don’t just talk about the weather. I’m there to get my hair done, and if I’m losing my hair, I really want to know why.

We want to help the professional in the beauty industry give solid, quantifiable information that clients can trust.

NHJ: What’s coming next.

RG: On the Internet right now consumers are spending $2 billion looking for products that help hair regrowth. To find out if they are working, these people need the kind of information we provide. That’s why I believe HairCheck belongs in every hair salon in the country. It’s going to take us another couple of years to get HairCheck into the hands of stylists around the world, but we’re on our way.

NHJ: Information travels much faster today.

Technology is on your side.

RG: Prior to this interview when you mentioned companies you had worked for, Unilever actually has one of our devices, and they are using it. Hair Club has one of our devices.

Proctor and Gamble has been one of our biggest users. L’Oreal also uses it, and so does Schwarzkopf/Henkel. They’re all doing a lot of testing with our device because it quantifies their research.

NHJ: The companies you mentioned are clearly eying the thinning hair market with increasing interest. But that’s another discussion. Thanks for sharing your thoughts and good luck measuring hair loss around NHJ the world!

7 The National Hair Journal Spring 2011

The Other Cap & Trade Comfortable light therapy Dr. Michael Rabin is the inventor of the LaserCap, an innovative way of integrating low level laser light therapy into everyday life. Designed to fit inside a cap or hat, its 224 laser diodes bathe the head in light energy, but leave the owner free to walk around without embarrassment.

NHJ: Dr. Rabin, while we were doing our research prior to this interview we noticed that you have a degree in business administration, so we assume you have experience in other fields before hair restoration.

Michael Rabin: I am an MD with an MBA. I was originally a computer science guy, but I ended up going to medical school back in the mid-‘80s because my parents said, “Those computers are a nice hobby, but why don’t you get a real job?” So I figured I’d go to medical school and combine my interest in computers with medicine.

After I graduated, I practiced medicine briefly at the Cleveland Clinic but I was drawn back into the business world and built an anatomic pathology group. I grew that group from 2 pathologists at a single hospital to 25 pathologists at 11 hospitals. Then in the late ’90s I got into angel investing, but I got tired of losing money in other people’s deals and figured I’d lose money in my own deals instead. One of those projects was a hairloss device.

NHJ: Why hair?

MR: I’d been a hair-loss sufferer since my early 20s and it was devastating for me.

While I still was in medical school I started grinding up minoxidil pills and mixing them with ethanol to create my own concoction. It didn’t solve my problem, but it probably helped because I married a beautiful wife. I guess she overlooked it. But I kept thinking, there’s got to be a better way to deliver topicals to the scalp. So I came up with the idea of a LiquaCap, something you could wear that would uniformly deliver topicals to the entire affected area. I took this idea to a respected hair restoration surgeon, Dr. Robert Haber and said, “I’m working on a better way to deliver topicals and I need your advice.”

NHJ:Somewhere along the way, the LiquaCap morphed into a laser cap. How did that happen?

MR: Given my business and medical background, it was inevitable that I would examine all the hairloss technologies out there, and it wasn’t long before I came across lasers.

Dr. Michael Rabin Light therapy seemed to work, but when I looked at the product specifications, I thought we could create a more user-friendly design. We started with an LED cap, but when the laser comb was cleared by FDA, we shifted our focus from LED to laser.

NHJ: What led you to the cap design?

MR: Well, we already had a LiquaCap prototype, which solved many of the problems, associated with Minoxidil; liquid running down your face or foam that ends up in your hair. But, when I showed patients the light cap, they got really excited. So we said, “Okay, no more LiquaCap, let’s shift our focus.”

NHJ: You could have created a helmet design that people would use at home, but you elected to go with a baseball cap format.

How did that come about?

MR: Light therapy requires a sixty-minute treatment every other day. That’s a serious commitment. If you want to see results you need full compliance, so we needed something that would be easy to use and would not interrupt the client’s normal routine.

That meant it had to be portable. I had come across helmet designs and some funny-looking things that were potentially wearable, but they just looked really awkward to me and I thought consumers would be embarrassed to be seen with some of these devices on their heads, even in their own homes!

That’s why we opted for a thin, hermetically sealed membrane that contains the lasers that you can insert in your favorite baseball cap or sun hat or whatever.

NHJ: You have assembled an impressive team of technical advisors. Dr. Haber was president of ISHRS, and is very well respected in the hair restoration community. David Smith brings impeccable MIT technical skills, and Dr. Hamblin is the “Yoda” of lowlevel laser light therapy. How did you assemble such a prestigious team?

MR: It was a building process. As I mentioned earlier, I started with Bob Haber, then I recruited Dave Smith to assist with the engineering and design of the light cap. From there, we started talking to Mike Hamblin to get guidance with this concept of delivering laser energy within a cap. You’ve got to have a world-class medical, science and engineering team in order to come up with the proper technology and get through the validation process.

NHJ: Does the LaserCap perform differently compared to a conventional hand-held laser?

MR: The LaserCap has a lot of lasers. We have 224 in an area of 450 square cms. or two per square centimeter. With this configuration and a one-hour wear time at a 50 percent pulse rate we’re delivering the appropriate dosage in terms of joules per square centimeter to the scalp according to Dr Hamblin.

NHJ: What about the alignment of the diodes? How do ensure that the light energy

scalp in discrete sections by moving it across the head until you have covered the entire scalp. A regular treatment might take twenty to thirty minutes. But the LaserCap with 224 diodes takes sixty minutes. How come?

MR: Our regimen is based on the advice of the best experts in the field. They recommend wearing the LaserCap for an hour at a 50-percent pulse rate.

NHJ: LaserCap is only available by prescription. What’s the thinking here?

MR: As a business strategy, we’ve chosen to make LaserCap available only through a physician. We wholesale to the physician, and the physician can prescribe and retail it to the patient. Our thinking is there’s a lot of power there and we want close monitoring of these patients by the physician. And then it’s expensive. This is not a consumer mass-market product. This is a physician’s product. We have sophisticated engineering and low-volume production, and so costs are high. We also want patients to be satisfied so we recommend that physicians offer a generous return policy, 75 percent of the money back after three months, and 50 percent of the money back after six months. And if at the end of a treatment period there’s no indication that anything good is happening, then the patient can opt to just return the LaserCap and still get a significant amount of money back.

NHJ: In addition to the 700 members of ISHRS, the National Hair Journal is also read by between 4,000 - 5,000 hair-replacement

is directed at the right angle to the skin?

MR: We don’t columnate the light, so we don’t project a laser beam. It’s still coherent laser light, but it spreads as it leaves the laser diode so we get uniform distribution of the light on the scalp.

NHJ: So that readers are clear about this, your method of treatment is different from a conventional device. A handheld laser typically comprises nine diodes that you beam onto the

salons around the world. If a hair-replacement manager read this interview and wanted to offer LaserCap to her clients, what would the procedure be?

MR: We would love to have relationships with these salons, but it would require some sort of medical supervision. Thinning may not be just straight male or female-pattern hair loss. It can be due to thyroid problems, other hormonal problems or nutritional problems. So we would like to see our patients receive a medical evaluation before they embark on laser therapy.

NHJ: Hair loss clients today expect clinics and salons offer multiple choices. So medical relationships are becoming an imperative.

MR: We want to facilitate that. We would love to be a matchmaker for the salons and the key physicians in their area.

NHJ: What is the cost of the LaserCap. MR: Our wholesale price to the doctor is $1,500.00. The suggested retail price to their patients is $3,000, but of course we are not allowed to set a physician’s retail price.

NHJ: Do you have any other projects in the pipeline?

MR: As you would expect, we are busy planning our clinical trials. We’re confident that we’ll receive our clearance for efficacy.

About The LaserCap Company -Transdermal Cap, Inc. was formed in 2006 by co-inventors Michael Rabin, MD and M.I.T.-trained optical physicist David Smith, PhD, in collaboration with Harvard-based photomedicine expert Michael Hamblin, PhD and internationally acclaimed hair restoration physician Robert Haber, MD, to develop innovative light-based devices for the Global Beauty & Health Industries. Its first commercial product is LaserCap for women and men with thinning hair or at risk for thinning hair, a condition that affects up to 50% of adult women and 80% of adult men. Patents pending.

LASERCAP is available by physician only, for patient personal home use.

8 The National Hair Journal Spring 2011

Getting On the Right Wavelength Meet multi-wave Jay Davies The market for laser devices designed to promote healthier-looking hair continues to expand. Word-of-mouth and recently published clinical studies have attracted a lot of attention. Expectedly, manufacturers have been quick to respond and new laser devices and configurations are coming onto the market every day. One of the most recent entrants is Illumiwave, located in Seattle Washington. They claim that their latest product, the IllumiWave180 Proseries laser system “has the greatest coverage area with the highest quality of multiwavelength laser technology available today.” The National Hair Journal spoke with, Jay Davies, vice president in charge of sales and operations to find out more.

NHJ: Jay, we first saw the IllumiWave180 Pro-series laser system exhibited at the anti-aging conference in Las Vegas. We are monitoring developments in light therapy and we would like to tell our readers about new products and technologies. Who and what is IllumiWave?

Jay Davies: IllumiWave was started in 2006. We had been looking at a number of different options within the cosmetic space to provide technology to an aging clientele.

When we say ‘cosmetic space,’ we are referring to hair, skin, and even cosmetic dentistry. One of the things that came to our attention was the advent of noninvasive hair improvement solutions. We looked at developing technologies, everything from radio frequency devices to what we’re doing now, which is laser devices. We concluded, based on a lot of the research that had already been done, that noninvasive laser therapy is a viable solution. So we essentially picked up from that point and started to develop our own technology.

NHJ: What was the driving force? Was it your company’s technology background, or the aging population and the growing importance of hair loss?

JD: It was a combination of both. We had already been working with a number of dermatologists to develop an advanced skin care line. We were also involved with dermatological, photographic, and imaging solutions, so we had a footprint with a lot of dermatologists across North America and we listened to what they had to say in terms of the trends they were seeing.

Jay Davies

NHJ: So IllumiWave is one of several personal care products that your company offers?

JD: We have now streamlined our marketing to focus solely on the hair market.

NHJ: Your sales literature shows a laser device with four adjustable panels. This contrasts with the classic hood design.

What led to this format?

JD: That’s a good question. The hood design is fine, but we noticed that there were some limitations. For example, different patients have different head sizes.

You need to be able to accommodate all those shapes and sizes. Our panels were designed so they could be adjustable to accommodate every head size.

NHJ: How does IllumiWave contrast with laser devices already in distribution? Are there characteristics that set it apart?

JD: Yes, certainly there are. You’ve already touched on the adjustable panel aspect, but I believe we’re the first technology to offer a multi-wavelength solution for hair improvement. To the best of my knowledge, all of the current platforms on the market offer one wavelength. We offer two wavelengths, which we believe are clinically significant to improve hair, and that is the 650 and the 670 nanometer wavelength.

NHJ: What does the 180 mean in the brand name, “IllumiWave-180?”

JD: It refers to the number of laser diodes. 180 is a number that corresponds to the 181 built into our device. From a marketing standpoint, it’s easier to say 180, as opposed to 181.

NHJ: Is the IllumiWave made and designed by you, or are you a distributor of someone else’s machine?

JD: We’re frequently asked that question.

We are the manufacturer of the IllumiWave-180.

NHJ: If somebody was contemplating getting into light therapy today, what advice would you give them?

JD: There are two types of clinicians we market to; the cosmetic dermatologist and the hair transplant surgeon. If you’re a hair transplant surgeon, it’s probably wise to offer a noninvasive solution to retain or attract a clientele that may not be ready for a hair transplant solution at this time. If they do become ready for a hair transplant at some point in the future, you’ve retained and nurtured new patients. And in the event that they never do become a transplant patient, they will still provide your clinic with a significant revenue stream. Turning to the cosmetic dermatologist, many of them are offering skin treatments such as Botox fillers and facial rejuvenation, but very few of them are offering any hair solutions. If they really want to offer a comprehensive antiaging solution, doctors should offer cosmetic hair solutions to contribute to the overall appearance of their patients.

NHJ: Has your device been reviewed or cleared by the FDA?

JD: At this point, we are compiling our data file. We are currently listed as a cosmetic device, but we would like to establish our hair regrowth credentials and progress to a medical platform.

NHJ: How important is FDA clearance to your marketing efforts?

JD: It’s important, because doctors want to see a medical clearance. Although you can make cosmetic claims as a noninvasive, nonthermal, nonintrusive device, doctors still want to see the FDA ‘seal’ of approval.

NHJ: When you look at new automobile advertising, you see claims that say things like, “We started with a blank sheet of paper and designed this from scratch.” Since you had the luxury of creating IllumiWave from scratch, what were the characteristics that were most important to you?

JD: The number one thing is making sure that we have the best hair improvement option available on the market today. We went about that by making sure our platform was well suited to not only the hair transplant surgeon, but also the cosmetic dermatologist. And the way that we went about that was by asking them what they wanted. Their answer was a multi-wavelength platform. They wanted certain specifications in the diodes, and they wanted adjustability in the platform.

They wanted the option to have an interchangeable head design.

NHJ: How does the different wavelength characteristic work? Do the diodes fluctuate, or are there different diodes, each one emitting light at a different wavelength?

JD: We alternate the diode pattern. So every other diode is the same. So, for example, you have a 650, then a 670, then a 650, then a 670 nanometer diode and so on.

There are 91 650s, and 90 670s. They’re all illuminated simultaneously and continuously.

NHJ: What led you to conclude that having the two wavelengths was an added benefit?

JD: We had seen evidence that 650 nanometers worked on its own, and that 670 also worked on its own. Since there are always a small percentage of nonresponders, it made sense to us to offer two wavelengths to reduce the 15-percent rate of non-responders. The question was, if you are only treating at the 650 wavelength, and you introduce the 670 wavelength, will you increase the overall success rate in hair improvement patients?

We believe the answer to that is, yes.

NHJ: We are not asking you to reveal any confidential trade information, but what is the approximate purchase price of an IllumiWave?

JD: Our ballpark pricing, right now is around the $60,000 mark.

NHJ: Do they get any marketing support or training?

JD: Yes, they do. They get a full marketing package and also receive training.

NHJ: How long has IllumiWave been on the market?

JD: We’ve been around since 2006. We started manufacturing the IllumiWave-180 in October 2010.

NHJ: So it’s still in its launch phase?

JD: Very much so.

NHJ: Last question, Jay. Is there anything that people need to know?

JD: Your questions have been very detailed.

All I can add is that all the doctors, the dermatologists and the research team we’re working with at the University of Alberta in Edmonton have seen nothing but great results. We are very enthusiastic about this important technology.

IllumiWave is located in Seattle, Washington; Jay Davies is vice president in charge of sales and operations. Preet Banipal is sales manager. The company works closely with Dr. Jaggi Rao at the University of Alberta as well as Dr. Alibhai a cosmetic specialist and Dr. Doris Day in Manhattan who recently showcased the IllumiWave180 Pro-series laser system on “The View,” a popular television show.

IT’S OFFICIAL Laser Research Update At this time, there are three laser studies listed as planned or completed on the government website where manufacturers are required to report their clinical trials. Two studies refer to research undertaken by Lexington International, makers of the HairMax LaserComb; the other indicates that Erchonia Corporation plans to field a laser study in 2011.

Here are more details: Erchonia Corporation Description: A Double-blind, Placebo-controlled Randomized Evaluation of the Effect of the Erchonia ML Scanner (MLS) on the Treatment of Androgenic Alopecia in Females. Female Androgenic Alopecia Device: Placebo Device: Erchonia ML Scanner (MLS).

Study First Received: February 8, 2011.

Estimated Enrollment: 70.

Study Start Date: February 2011.

Estimated Study Completion Date: February 2012.

The Erchonia MLS low-level laser is being evaluated for its potential to improve the quality and quantity of hair on the female scalp. This may improve the quality of life as a result of improved selfimage and may potentially delay or reduce the need for surgical procedures such as hair transplantation. A successful local therapy would mitigate or reduce the need for systemic agents such as minoxidil and finasteride, thereby minimizing the potential side effects of these therapies.

Lexington International, LLC Description: Hairmax Lasercomb For The Treatment Of Androgenetic Alopecia In Females. This study is ongoing, but not recruiting participants.

First Received: January 4, 2010.

Last Updated: October 17, 2010.

Estimated Enrollment: 15.

Study Start Date: December 2009.

Estimated Study Completion Date: March 2011.

Lexington International, LLC Description: Treatment of Androgenic Alopecia in Males.

Lexington International, LLC. This study has been completed.

First Received: July 27, 2009.

Last Updated: August 17, 2010.

HairMax LaserComb 2009, 12 Beam: Active Comparator.

LLLT Device 2009 12 Beam, Control Device.

Device: HairMax LaserComb.

This is randomized, double blind, control device clinical study across 3 sites, evaluating changes in terminal hair-count in the evaluation zone having evidence of androgenetic alopecia (miniaturized hair). The trial will involve approximately 75 male subjects who have been diagnosed with androgenetic alopecia, who are between 25 and 60 years of age, have Fitzpatrick Skin Types I-IV, with classifications of Norwood-Hamilton IIa to V, have active hair loss within the last 12 months.

Subjects who use the device on three nonconsecutive days a week as directed per device for 26 weeks treatment duration.

Initial efficacy endpoint for each subject will be assessed at visit 4 (week 16). Safety analysis will be assessed based on the reports of adverse events during study.

NHJ

9 The National Hair Journal Spring 2011

10 The National Hair Journal Spring 2011

Jonathan V. Wright, M.D

Eat Right: Look Good How good looks begin with good nutrition If somebody asked you what you do, it’s likely you would reply, “I’m in the hair replacement and hair restoration business.” But that isn’t the correct answer. That may be your craft or profession, but the service you provide is really “personal enhancement.”

Or, putting it another way, making people look better.

Our clients and patients mostly come to us when they detect the signs of aging and no longer have the thick and lustrous hair of childhood. But restoring or replacing thinning hair is only part of the solution. There are other things that can be done to restore personal vitality and complement your hair additional services. The National Hair Journal asked Dr. Wright, an international authority on nutritional therapy, to share his medical insights with our readers. As you will discover from this interview, hair management is as much about diet and lifestyle as it is fashion and hair styling.

NHJ: We read everyday about the aging population, and the statistics are indeed dramatic. So today, we’d like to talk about the older client, or the client who wants to protect and preserve their youthful appear-

ance. What steps can they take today to stay younger looking?

Dr. Wright: You are probably expecting me to start with styling and cosmetics, but there are a number of other more fundamental things to think about. Diet is definitely one of them. Protecting the skin against photo-oxidation with specific nutrients is another. Then there are what are sometimes called “nutraceuticals,” which simply means something you eat or drink that delivers larger quantities of essential nutrients than you would find in a normal diet. Then there are “botanicals,” which are self-explanatory, and developing rapidly in the last two or three decades, the use of bioidentical hormones, used internally and externally. All of these are important categories that can provide real benefits.

NHJ: You started with diet. How important is diet in maintaining your appearance?

Dr. W: Let’s go to the Journal of the American College of Nutrition. An article entitled, “Skin Wrinkling - Can Food Make a Difference?” tells us that skin wrinkles significantly faster not only if we smoke tobacco, which I think everyone knows by now, but also from eating sugar, including sugar sweetened fruit, drinking soft drinks, eating pastries and cakes and from eating potatoes. If your readers want an exact citation, it was published in 2001, volume 20, number one, pages 71 through 80. You should also minimize consumption of processed meats and, of all things, milk. Now the things that were associated with significantly slower skin wrinkling, included eggs, beans, spinach, eggplant, asparagus, celery, nuts, olives, cherries, melons, prunes, apples, pears, yogurt... but not milk. Tea and pure water are fine. So, right there, you have a checklist to keep your skin looking younger.

NHJ: What about the other regimens you alluded to earlier?

Dr. W: There are certainly other things that can be very effective. Let me give you a simple example. There is a plant that has been used for thousands of years in Ayurvedic* medicine.

It is called “Centella Asiatica.” Recent research has found that centella asiatica helps to stimulate the cells that make collagen, called fibroblasts. Centella asiatica is not something that you’d find in your everyday diet unless you live in Southeast Asia. Here in North America, it’s found in capsules.

There are several companies that make it.

I’ve been in practice since 1973 and I’ve noticed that people who have used it for 20 years or more have much less thinning of the skin on the backs of their hands, where we would normally expect to see these signs of aging. Separate animal experiments with skin biopsies have confirmed these results beyond a doubt. So, in addition to watching your diet, there are a number of supplemental items that can help. I mention centella as one example.

We don’t have time to go through all the others, but centella is widely available and it is inexpensive.

NHJ: Do you see supplements and lifestyle changes entering the beauty world?

Dr. W: It’s already happening. I’m not saying that they’ve penetrated very far, but they definitely are beginning to enter the beauty world and with good reason. If we use the tools that nature gave us, not only can they help us, they will very rarely harm us.

NHJ: Utilizing light energy to heal and to promote good health could be described as a natural therapy, as could the use of electrical energy to promote muscle tone and cellular activity. How do you feel about these tools?

Dr. W: Aren’t these wonderful developments! Our bodies run off electricity. If we use natural frequencies and natural microcurrent energies, those that are use-

ful and gentle to the body, we can make a lot of progress.

NHJ: Hair is increasingly in the news because the follicle has been shown to have progenitor cells that can be developed into all kinds of body tissue and organs. Hair also contains a blueprint or history in terms of diet and even stress.

We recently read your article entitled, “Thinning Hair and Chipped Nails, the Serious Health Threat Lurking Behind These Cosmetic Conditions.” What is the “threat” lurking behind thinning hair?

Dr. W: That article had to do with a condition I see frequently among premenopausal women. They tell me, “Look, my hair is thinning, my ponytail is a lot thinner than it was,” or, “My nails chip, crack and peel.” Of course, there are many reasons a woman can experience these problems, but often they can be tracked back to a stomach condition; a failure of the stomach to produce sufficient hydrochloric acid and pepsin. These are the principle digestive secretions food needs after we chew it up. Hydrochloric acid triggers the pepsin enzyme, which is a protein-digesting enzyme, and the combination digests the proteins into its individual immunitions and pairs and triplets of immunitions called di and tri peptides and sometimes larger peptides. In order to grow hair and maintain fingernails, we’ve got to be getting an adequate quantity of digestive protein. Nails and hair are predominantly protein, which means they’re made up of amino acids and peptides. If we don’t get enough of those digestives in the stomach, we’re not going to create enough protein and our bodies, like army quartermasters, will send the supplies where they’re most needed. We can live a long time without our hair and nails, so those areas get shorted in order that the rest of the body can stay healthy.

NHJ: So once again, diet and nutrition are playing a pivotal role in hair and skin health.

Dr. W: That’s right. Many women, who are suffering from excessive hair loss or have nails in poor condition prior to menopause, can blame it on their digestion. Now there are many reasons their stomach is not doing its job effectively, from viral infections to autoimmune conditions and allergies. Drinking too much alcohol can do it too. But the big point is this; if this is happening to you, find a doctor who understands the role of nutrition and digestion. Unfortunately, the problem of inadequate stomach function has been largely overlooked by conventional medicine since the early 1900’s, but if you look in medical textbooks from the 19th Century and the early 20th Century, you’ll find there are routine prescriptions for the use of hydrochloric acid and, later on, hydrochloric acid with pepsin for a variety of conditions. Those prescriptions dried up and people stopped diagnosing the condition when high-profit antacids and acid blocking medications came onto the market.

NHJ: More people are losing their hair than ever before. Is this lifestyle related?

Dr. W: In many ways it is. It’s a combination of poor diet and the toxic chemicals that have been getting into the food supply, the air, water and everywhere else. Stress, is also a big contributor.

NHJ: Are you optimistic about the future or is this an irreversible trend?

Dr. W: I’m quite optimistic. Who would have thought that we would see the day when Wal-Mart had an organic food section? Or walk into nearly any supermarket and find a gluten-free section? Today you see labels emblazoned with “GMO free” or “Genetically-Modified Organisms Free.” Look at the market for organic food. Organic farming is booming. The sales of vitamins and minerals are climbing. So yes, I’m optimistic for the future.

NHJ: If I were to give you one strand of

hair from a patient, what could a scientific analysis tell you?

Dr. W: One of the most common tests can analyze the hair for mineral content. This will identify the good minerals that are essential to life as well as toxic substances such as lead. There are also labs that will analyze the hair for drugs or dangerous chemicals and pollutants.

NHJ: What should cosmetologists know about anti-aging treatments and therapies?

Dr. W: I haven’t kept up with the education of stylists, but I am sure they have not been made aware of the importance of lifestyle and diet. They certainly have not been educated in toxicology and yet these things play a huge part in how those clients look today and how they will look in the future.

NHJ: Let’s role play. I am a typical client.

My skin looks tired and my hair is thinning. I know there are things beauty professionals can do to disguise the fact that I don’t look the way I want to, but I know could be doing more myself. Do I go and talk with a dermatologist, get more sleep or go buy a bunch of vitamin supplements?

Dr. W: I would start with a nutritionist who is naturally oriented. In other words, someone who works with whole foods and organic foods. Notice that I didn’t say a “dietician.” Unfortunately, many dieticians are trained to feed us things that I would not feed my children. After nutritionists, we have the naturopathic profession. To become certified in naturopathy requires four years of schooling, five in some states. It is as rigorous as medical school and naturopathy students often score higher on the medical college entrance examinations than applicants to orthodox medical schools. Naturopathy is widely available on the West Coast and is a licensed profession in 17 states. We’re seeing more, and more and more licensures among established MDs. These doctors want to work with diet, exercise, natural energies, and natural substances things that do not use molecules that don’t belong in the human system. You can find a naturopath by going to naturopathic.org.

NHJ: We’ve talked a lot about nutrition, but what about lifestyle?

Dr. W: I’d like to discuss the benefits and risks of exposure to the sun. First, a little background. It’s clear that mankind was created and evolved in sunny climates.

That’s what the early fossils tell us. The skeletons go back hundreds and thousands of years. These people did not live underground; they lived outdoors in the sunshine. Now, if the sun was really that bad for us, humanity should never have made it to where we are now. But here we are and we’re doing fine. So why are some people claiming that sun exposure is harmful? The answer may be found in an article in Nutrition Review that pointed out that it’s actually not the sun that’s the problem, it’s the diet. The author, a PhD from Israel, pointed to the Greek population and showed that the rate of melanoma, a type of skin cancer, was dramatically different between people of the same genetic composition who happened to be living in different locations. In Greece, the incidence of melanoma was 2.8 per 100,000 people, but it rose to 36 per 100,000 among people of the exact same genetic makeup (Greeks) living in Australia. What was going on? It’s just as sunny in Greece as Australia, but the difference in skin cancer was dramatic. The author then pointed to what’s called the ‘Mediterranean diet” and listed the things found in abundance in a Mediterranean diet that are not found in so called “Western” diets. In fact, not only did she list them, she then proceeded to give scientific references to each and every one of the nutrients involved and explained how they contributed to the protection of the skin against damage from ultraviolet radiation. (cont. on pg. 15)

11 The National Hair Journal Spring 2011

12 The National Hair Journal Spring 2011

Guidelines Concerning the Use of Endorsements & Testimonials When it comes to something personal, like changing your appearance, your clients don’t want any surprises or embarrassment.

That’s why they take their time to research all their choices and check for problems. And when it comes to reassurance, there’s nothing better than other peoples’ experience. In other words, testimonials. But testimonials are not as simple as they sound. There are rules and regulations governing what is and what is not a testimonial – and how to do it correctly.

On October 5, 2009, The Federal Trade Commission released “Guides Concerning the Use of Endorsements and Testimonials in Advertising.” This is the first update the FTC has made on this topic in approximately thirty years. Much of the new Guides address social media. The Federal Trade Commission works to prevent fraudulent, deceptive, and unfair business practices. The Commission does this in large part by bringing legal actions under the FTC Act. Although the most recent Guides concerning the use of endorsements and testimonials are not specifically directed towards the personal care or healthcare industry, they are certainly applicable to all healthcare advertisers. In the recent past, the Commission has taken an interest in such healthcare fields as weight loss. With an increased number of healthcare practices and hospitals embracing an Internet presence, the FTC Guides Concerning the Use of Endorsement and Testimonials in Advertising may have broader ramifications in the healthcare industry than might be suspected.

To help you get things right, The National Hair Journal turned to Jeff Segal, MD, JD, FACS, Founder and CEO of ‘Medical Justice’ an organization that proactively strives to protect physicians’ reputations through deterrence, early action, and countersuit protection. The following is an extract from an interview between Medical Justice’s General Counsel, Michael Sacopulos (MJ) and FTC Assistant Director of Bureau of Consumer Protection, Rich Cleland (FTC), to discuss the impact of the new Guides on the medical community.

MJ: The FTC recently published final Guides governing the use of endorsements and testimonials in advertisements. How, if at all, do you foresee these changes will impact medical providers?

FTC: Medical providers in terms of their promotions are subject to the FTC Act. Therefore, all of the Guidelines could theoretically apply to promotions advanced by medical providers.

MJ: The Guides used to allow for a disclaimer of “results not typical.” The revised Guides no longer contain this safe harbor.

How should health care providers that perform aesthetic procedures, for example, and advertise via testimonials and photographic results adjust to the revised Guides?

FTC: One of the things that are going to be different has to do with the impression left from the ad regarding the typical experience or results. Not only is it advisable to indicate that results may vary, I would go beyond that and try to identify factors that may account

for the variability of results. Ultimately, it all depends on the wording and layout of the advertisement.

MJ: Just to be clear, does the Commission consider a photograph an endorsement?

FTC: Depending on its use, a photograph could be well be considered an endorsement, even if it is not accompanied by text.

MJ: There are a variety of Internet sites that “rate” physicians. Some provide critiques of many industries such as Angie’s List and Yelp.com, where as others are industry specific to the medical field such as DrScore.com and RateMDs.com. Because of the anonymity of bloggers on this site, there is a general fear in the medical community that the sites are being manipulated either positively or negatively. Is this generally a concern for the Federal Trade Commission? If so, can you generally describe the Federal Trade Commission’s approach to this situation?

FTC: There are two issues here. If a physician goes onto a rating site and posts a glowing review of his or her services and does not disclose his or her identity, that would be a violation of the FTC Act. Secondly, negative comments about an individual would not be considered an “endorsement.”

However, should the negative comments be posted by an ex-spouse or former employee posing a patient, this would be considered deceptive. Deceptive comments in this forum would also be considered a violation of the FTC Act even though this is not specifically addressed in the recent Guides.

42 VEIN MAGAZINE SPRING 2010 by Jeffrey Segal, M.D. J.D. and Michael J. Sacopulos J.D. Testimonials in Advertising.

MJ: Does the Federal Trade Commission have legal authority to determine the identity of anonymous bloggers?

FTC: If the anonymous blogger in question is relevant to an ongoing investigation of the FTC, the FTC has the legal authority to determine the identity of the blogger.

MJ: The revised Guides provide additional information on what the Commission considers a “material connection.” More specifically, a “material connection” is a relationship between an advertiser and endorser, which a third party consumer would not expect. If a physician reduces his or her standard fee for a procedure for a specific patient, would that fee reduction be considered a “material connection” between the physician and that patient?

FTC: The answer is yes. However, it may be helpful for me to give you a factual situation where I don’t think a disclosure would be required. Let’s say I went into a doctor’s office and I don’t have insurance, the physician goes ahead and treats me and decides that since I don’t have insurance, the physician will cut the [fee in] half. I’m so elated that I go on Craig’s List and post a comment on how wonderful the doctor is. This is not the kind of endorsement that would be covered under the Guides. If, on the other hand, the physician tells me that he will take $500.00 off of the charges if I will appear in an advertisement for his practice, this is clearly an endorsement that would be covered under the Guides. I am getting something in exchange for the price reduction.

MJ: Are there any other areas of concern for the Federal Trade Commission when dealing

with individual medical practitioners? If so, could you please share those?

FTC: I don’t think that there are any specific areas of concern for the FTC at the moment.

However, the issue of before and after pictures on cosmetic surgery may become of interest.

The idea of manipulating things or doing something at the core, would be prohibited by Section 5 of the Guides. For example, digital alteration of before and after photographs would be a violation of the FTC Act. Given the recent revisions in endorsements and testimonials concerning advertisements, medical providers would be well advised to review their websites to verify compliance. Any endorsements by individuals who have received compensation now require a disclosure. Further, before and after photographs should be accompanied with a disclaimer noting that results vary from patient to patient and should list several factors accounting for variability of results. Finally, if a medical provider believes that he or she is a victim of malicious and false blogging, the FTC may provide assistance. Should you have additional questions and concerns about the new FTC Guides, you should contact counsel.

This interview is reproduced by permission of Medical Justice.

Jeff Segal, MD, JD, FACS is founder and CEO of Medical Justice, a membership based organization that offers patented services to protect physicians from frivolous lawsuits, demands for refunds and internet defamation.

Michael J. Sacopulos, JD is General Counsel for Medical Justice. For more information, go to www.medicaljustice.com.

13 The National Hair Journal Spring 2011

everything we can to minimize the impact of this loss for you personally, customer or business partner alike.

Believe us when we say that we truly do comprehend the impact this has had and will have on you, on the women who wear our hair and the ateliers whose added hair was in production or in the repair process. We’ve received e-mails, we’ve read the message board discussions, and we’re listening to your calls. Your Follea pieces were under our care and were our responsibility. For these losses and for any coming troubles I am deeply sorry.

The Phoenix Follea - Up and Running Again!

There has been much speculation about the fire that damaged the Follea factory in China. To avoid any misunderstanding, the following is taken directly from the most recent Follea blogs dated Mar 12 and March 3, 2011 and reproduced with the permission of company president, Daniel Hafid. Yes, there was a crippling fire, but as you can see Follea is back in the saddle and hard at work again!

March 12. By Carlis – Follea is up and running again. There are things left to do of course, many, but up and running we certainly are. Our Mono section, along with coloring has been hard at work since February (the management has been working ever since the disaster I should add). In ventilation only a few girls have been working for more than a few weeks because materials had to arrive from Switzerland, but they’ve now started in earnest in 3 side rooms, and when their new workstations are completed they’ll move into the new ventilation hall. Construction workers, needless to say, are everywhere.

Daniel Hafid, President, Follea

of it that we have trouble fitting it into the side rooms while the paint dries on the production floor.

So there you have it, in the temporary facility things are up and running, and soon to be running smoothly and normally.

That covers the temporary. As for the new: damage to the structure of the beautiful old mountainside factory has sadly been deemed far too serious for reasonable repair. So the search is on for new lands and a new Follea factory site.

Updates to Follow.

March 3rd. By Daniel Hafid - To our Dear Customers, Vendors and Friends, I’m posting for the first time today on the Follea blog with respect and great regret. The rumor that Follea’s factory caught fire is true.

Left: Mountains of Follea Hair Top Right: Boxes of Hair | Bottom Right: Fresh Paint

So Much Hair - We did lose some hair to fire, smoke and water, but when you look at the piles of boxes in their red and white Follea tape you’d never guess it. Our external storage hair was not only safe, but a good deal of it is already colored and ready for production. There’s so much

Before I start, there are a few assurances you need to hear from me personally: * We were blessed that night, and no one was hurt. * 90% of our beautiful European hair inventory–perhaps the most important and valuable hair collection in the world–was stored elsewhere and was untouched. * You mean everything to us and we are doing

Our teams at Follea of Beverly Hills and Follea of Germany in Munich are endeavoring to assist you to the best of our ability, to find alternatives for you from our US and German inventory, and if needed to otherwise help you, both partners and customers, all who are affected by the loss.

As I said, 90% of our European hair stock, far greater in value than our factory floor itself, was kept safe at a separate location, and we very luckily have significant stocks of finished wigs and hairpieces held in USA and Germany which should satisfy most of our customer’s needs.

For those who want some details on what happened: on the fourteenth of January 2011 there was a fire in the Follea production area, which catastrophically damaged almost 50% of our total facility. Despite thorough safety procedures, despite a consistently safe working environment, a failure in a newly installed hair drying cabinet sparked a fire that would not normally have been a problem. But it very quickly grew beyond our control due to a misfortune of extreme weather: two weeks of extraordinary cold weather had frozen the exterior fire hydrants and we couldn’t get enough water to douse the flames.

As I wrote above, not a single person was hurt or injured: neither the firefighters nor any Follea craftspeople nor managers suffered even a physical scratch. But the emotional hurt was terrible: all of us looked on as 10 years of our collective effort burned to the ground. Before the fire began, Follea was operating a showcase factory in the city of Weihai, and we were visited almost monthly by investors and city government officials for demonstrations of optimal

work environment and production efficiency.

More importantly for us at Follea, it was a workplace, a home away from home, and a second family to over 600 people. Not long after the final flames burned out, the managers and I helped as we sent our people back to their homes with tears in their eyes.

Having said that, we need to look forward. And as it has always been my guiding principle to find the good in everything, very importantly I want to assure you that this is in no way the end of Follea. Far from it.

Within days of the catastrophe, working almost around the clock, we had already ordered the equipment and materials needed to remake our production line. Everything is arriving now, hair processing on our reserve stock has already begun, and production will soon restart at our new temporary location.

While damage to our production floor may seem at first to be disastrous, we have always been and always will be a company of craftspeople: almost all of what we do is done by hand. We are not our factory floor, we are our people, and Follea’s people are all still here.

Before the fire we had already begun a careful restructuring of our production process to optimize and quicken our service under the watchful eye of our new Swiss production manager, and we now have the benefit of implementing our plans from the ground up. So please be assured that we fully intend to emerge from this tragedy serving you better and more efficiently than ever.

In parallel to this, we are already planning a new and more disaster resistant facility to be opened before year’s end. Rebuilding at a new location will not only help us right some of the missteps we made early on in the layout of our production, but it also allows us to expand Follea research and development from a small department into a full division of the company. Great things are coming. We will post updates on the process here on the Follea blog regularly to keep everyone updated.

Again, to everyone who has been affected by this tragedy we send our deepest apologies.

Please bear with us, and please keep your eyes on us, because there are some very new things NHJ on the horizon for Follea and for you.

14 The National Hair Journal Spring 2011

WHAT DOES YOUR WEBSITE DO FOR YOU?

By Steven DiManni

Steven DiManni

OK, so now you have a website.

Congratulations. So does almost everyone else, from package goods marketers such as P&G, to local businesses, such as your neighborhood automobile repair shop.

Today, a website is almost as necessary as a listing in the Yellow Pages. In fact, in many instances, a website is today’s version of a Yellow Pages listing.

If your website is well developed, it will come up high in local search engines for the services you offer, namely, men’s hair replacement, women’s hair replacement, transplants, multi-therapeutic approaches to growing new hair, and all the rest.

Just as was the case of the Yellow Pages, the amount of money you dedicate to your website will determine how dominant it is in your market. For example, in the old days, a full page Yellow Pages ad gave you increased dominance. Half-page Yellow Pages ads were also significant. Obviously, the smaller the ad, and the less the cost, the less the impact.

The same holds true for websites. If you spend a lot of money on SEO (organic search optimization) and SEM (pay per click optimization), you will be in effect doing the same as if you spent a lot of money on a large space ad in the Yellow Pages.

The less money you spend on optimization, the smaller your ad (website) becomes, so to speak. Yes, your website will be the same size as everyone else’s, but in terms of impact, it will diminish. Just think of running a two-line ad in the Yellow Pages. It has very little visibility. Then think of running a full-page ad, which costs a lot more, but will get you much more visibility.

Yellow Pages versus Websitess The commonality between the two is such: You are reaching out to people who already have a need, recognize it, and are willing to do something about it.

This is the most precious lead of all.

For one, there is no need to convince the lead of the value of your service since he or she is already seeking it out.

Secondly, the lead has already determined a “need” for your services; while else would they be searching for them?

Converting The “Lay Down” Lead People who are actually searching for a solution to their hair loss are the easiest of all to sell.

What your website says will determine if they will follow up with scheduling a consultation that will allow you to make the sale.

The key to this is a consistency between what you’re saying on your website and what you’re offering when the prospective client enters the studio for his or her consultation.

If what the prospective client reads on the website is consistent with what is offered in the consultation, the progression from interest to buying should be fairly seamless.

On the other hand, if there is some degree of incongruity between what is said on the website and what is offered in the consul-

tation, the prospective client may well balk and walk…out the door.

What Makes Your Website Successful Let us assume that you have done all that needs to be done in terms of organic and search management optimization. You have spent the money to get your website “up” in a local search, and people who have a genuine need for hair replacement are responding to it.

We will assume that this is a given. If it is not, go back to optimization techniques and spend the money necessary to “lift’ your website over all the other competitive websites in your town.

This having been said, it now comes down to creative, i.e., what you are saying and what you are showing on your site.

Creative Considerations Just because someone lands on your website is no guarantee that they will stay there.

Just because they spend a few minutes of time on your website doesn’t necessarily mean that they will ask for a consultation, or at the very least, more information.

This is when the creative component comes in.

What Makes a Website “Sticky”?

By “sticky”, I’m referring to the term that connotes how long a person is willing to “stick around” when he or she reaches your website. Will they make a quick exit? Or will they stay awhile?

There are many programs that can measure the length of stay for everyone who visits your website, as well as how many pages they view, and how long they stay on each.

This allows you to monitor how well your website is performing, but it does little to tell you how to improve your website’s performance. This article will.

Do you see what I’ve just done in the previous paragraph, particularly the last two sentences? I’ve given you a reason why to “stick around” longer to hear what I have to say - hopefully, I’ve piqued your interest by offering a benefit (improving your website’s performance) that is of some value to you.

This is an old copywriting trick. It works as well in an article such as this as it will in an ad, a TV commercial, a direct mail piece, and yes, a website.

old days were like, before the Internet. The same rules that applied back then for Life magazine are still intact today for ESPN.com.

If you keep this in mind, you will automatically be in a position to right now, this very minute, improve your website. By the end of this article, I’m going to tell you exactly how to do so.

(See, there I go again—trying to be “sticky”.)

Where is Your Website Lead Coming From?

There are two ways to get people to visit your website. One is through search engines. The second is through other media that directs them to your website.

There are two ways to get people to your website through search engines. There’s organic search (SEO); there’s paid search (SEM).

If you don’t understand the difference, you really shouldn’t be on the web in the first place. But for the sake of elucidation, let me make the differences clear.

Organic search refers to putting “key words” on your website that will allow it to show up higher in search engine ratings.

These words, for a local search, should include the name of your town, and the services that you offer.

However, this organic search (SEO) is becoming less and less effective due to the fact that search engines such as Google and Yahoo, do not want to give you anything for free. They are only interested in “key words” or “pay for search” (SEM) and they are doing everything that they can to mitigate your organic search efforts in order to make you pay to rise in the search engine rankings. And let me say, “it ain’t cheap.”

Friends of mine, such as Barbara Goldstein in Charlotte, and Michael Garcia in Los Angeles, can give you more information on this rapidly changing dynamic than I can.

So let me go to the other way of getting people to your website: driving it through offline media.

What I’m talking about, as you well know, is using media, such as TV, radio, print ads, skywriting, et. al., to get people to know that you have a website that can help them solve their hair loss problem.

Using old media (offline) to drag people to your (online) website, is recognized as the best way to optimize use of your website.

But the point of this article is to maximize the effectiveness of your website when they get there, however they get there.

Why?

The Common Denominator Whether it’s a website, a Yellow Pages ad, a matchbook cover, or a 30 minute TV infomercial, all have one thing in common: they’re all attempting to persuade people.

So, the consumer becomes the common denominator. If you know how to persuade a person Vis a Vis a TV commercial, the same elements will persuade that same person if they’re viewing any other media.

The mistake many people take with today’s socalled “new media” is that they believe it requires a new set of rules when talking to people. Well, obviously, there are some basics that have to change from media to media: for example, you can’t get a long message across on an outdoor billboard as you could, let’s say, in a full page newspaper ad.

But that’s just common sense; we all know that.

For those of you over 40, think of what the

What Makes You Want To Watch… ...a movie, or read a book, or drive to an event or visit a restaurant? Interest, pure and simple.

So… your website must be interesting. And it must be, in cases when you are using other media to drive people to the website, relevant. (More on this later.)

Oh, hell, I’ve changed my mind. Let’s go back to relevance. If you’re advertising offline a way for women to replace their lost hair, you better make sure that the first thing someone sees when they visit your website contains information about ways for women to replace their lost hair.

While this seems elementary, you’d be surprised to see that the focus of many hair replacement studios’ websites does not match up to what they are telling consumers when they drive them to that website, whether it is through print ads, TV, outdoor billboards, or whatever.

Now, let’s get beyond this. Let’s assume that all your ducks are in a row: you are using offline advertising to attract women with a hair loss problem, ad are directing them to your website to find a solution.

It’s All About Content Once they get to your website, the longer you can hold consumers there, the more likely you are to get their content information.

How do you hold them there and stimulate their interest?

Videos. Photo galleries. Success stories.

Inside information.

Videos convey excitement and if they’re entertaining, they can go a long way to creating a favorable impression about what you have to offer. They can lift you above the competition and put you on a higher plane.

Photo galleries are testament to the fact that a picture is worth a thousand words.

Demonstrating your success reassures potential clients that you can do the same for them.

Success stories, not so much in the way of testimonials, but more in the third person sense of some of the things you’ve done to help a diverse client base is a sure way to build credibility and interest in the services you provide.

Inside information, in terms of what makes your hair loss solutions unique, is a great way to build interest…and the desire to learn more.

Invest A Few Hours In Your Websitee If you’d like a more successful website, it doesn’t take much. Just a few hours, max.

Here is how I’d spend the three hours: Visit other hair replacement studios’ website. Not just in your area, but throughout the country.

Certainly, you know a lot of people in this business. Just call them up and ask for their website’s URL. Believe me, they’ll be happy to share any information they have.

Then, talk to the hair manufacturers you deal with. See what type of videos and website enhancements they have available.

And while you’re on the phone with your suppliers, see if they have any photos available for lease or sale to add to your own photo gallery.

Don’t want to do any of the above? Fine.

Start taking photos of your own clients, of your studio, ask them to write letter of commendation for the services you perform. It doesn’t have to be professionally written.

That which comes from the heart is the most compelling of all.

We are in a people business. What we do for our clients is nothing less than extraordinary. Your website should reflect that and share the successes of others with what you can do for new clients.

I’m sure you’re proud of your business, and your staff. Let that pride be exemplified in your website and watch your profits grow.

As a 29-year veteran of Madison Avenue, Steven Di Manni has won almost every industry ward imaginable while serving as Senior Copywriter, Associate Creative Director, and later, Creative Director, of many of New York’s preeminent agencies. You’ve seen his work on TV for clients ranging from Coca-Cola to Hitachi to Barbara K! In print, he is best known for authoring campaigns for The Economist magazine and Solgar Vitamins.

Steven is also Executive Vice President/Creative of the John Caples International Awards. In that capacity, he creates the advertising that promotes the direct response industry’s preeminent awards show. A 28-year veteran of the hair replacement industry, Steven is a long-time consultant to the On Rite Company and is widely published in advertising industry magazines, including ADWEEK, Advertising Age, and Direct.

15 The National Hair Journal Spring 2011

Eat Right

(continued from pg.10)

It was a long list, but let me take just one example, the red pigment found in tomatoes.

It’s called lycopene. In one scientific experiment, animals were either fed lycopene or not fed lycopene and then subjected to intense ultraviolet radiation. The research showed that lycopene animals could go 80 percent longer before their skin started to turn red and burn compared with the animals that had not been fed lycopene! So what does this mean for us? Well, obviously we would all benefit from converting to a Mediterranean diet, but how many people are really prepared to make this lifestyle change? Or we could find another way to supplement our diets to include the beneficial nutrients that work so well for the Greeks. So I tried to find one supplement that would do it all, and you know what? I couldn’t find one. So I contacted a high-end manufacturer and had one put together. It’s been on the market only for about a year and a half, but last summer people were telling me that, if they took it for a month or so prior to exposure to more sun than we usually get in the Seattle area - which probably means they went to Mexico or Hawaii - they could stay out in the sun a whole lot longer before they started to turn red. Now I’m not saying that we should all spend 12 hours a day in intense sunlight, but I am saying is it’s natural for humans to be on the planet. It’s natural for the sun to be in the sky, and it is not natural for everyone to be getting skin cancer. What we need to do is look at what we’re eating and take appropriate supplementation to cut our exposure risk. The problem is poor diet. The problem is not the sun.

NHJ: What role do hormones, the bodies own regulatory system, play in maintaining skin and hair health?

Dr. W: Hormones are fundamental to everything. I have been working with bioidentical hormones. These are hormones that are precisely identical to those created by our bodies, and I have to tell you that bioidentical hormones reduce our risk of cognitive decline, Alzheimer’s, cardiovascular disease, osteoporosis, and even help to preserve lung capacity. When you look at women who have been using bioidentical hormones for an extended period, you can immediately tell the difference in their appearance. A woman who has been using bioidentical hormones for some 20 years looks ten to fifteen years younger than her same age peers, and I’m not over claiming.

My wife routinely gets carded when she asks for a senior citizen discount. People routinely take her for 15 or 20 years younger than she is.

NHJ: Where do you turn for hormone therapy? Do you ask your GP who probably will not understand it? Do you talk to an urologist who has more likelihood of understanding the science but little interest in the cosmetic benefits, or is there a better place to go?

Dr. W: The same two groups I gave you before; a licensed naturopath and the naturally inclined medical doctor. They both have prescriptive ability. Not only that, but they have the knowledge to keep it as safe as possible with careful follow up and supervision.

NHJ: Any footnotes?

Dr. W: There’s something I should have thrown in. My wife tells me I should do this more often, but I haven’t got accustomed to it... Dr. Lane Lenard and I have published a book called “Stay Young & Sexy with BioIdentical Hormone Replacement, The Science Explained” which explains the science behind bioidentical hormones and appearance much more thoroughly than I just did.

NHJ: Dr. Wright, we have covered a huge area of discussion. Thank you for finding the time to talk to us late on a Friday evening. Your weekend begins now.

Jonathan V. Wright, M.D. Dr. Jonathan Wright is the Medical Director of Tahoma Clinic in Renton, Washington where he also practices medicine. A Harvard University (A.B. 1965) and University of Michigan graduate (M.D. 1969), Dr. Wright has taught natural biochemical medical treatments since 1983 to thousands of physicians in the USA, Europe, and Japan. In 1982, Dr. Wright personally developed the use of bioidentical estrogens in daily medical practice, and was the first to use DHEA in private practice. He originated successful natural treatment for the elimination of childhood asthma and D-mannose treatment for E. coli urinary tract infection, and discovered cobalt’s and iodine’s effects on estrogen detoxification.

In 1973, Dr. Wright founded Tahoma Clinic, which focuses on disease prevention and treatment by natural biochemical means. Tahoma

Clinic is staffed with medical doctors, naturopathic physicians, nutritionists, allergists, nurses and administrative personnel committed to the vision of providing patients with the best holistic medical care. The infamous 1992 FDA Tahoma Clinic “raid” (“The Great BVitamin Bust”) was a major impetus for Congressional reform of vitamin/mineral regulation. Dr. Wright continues to be an advocate for patient freedom of choice in healthcare.

Dr. Wright is internationally known for his books and medical articles. He has authored/co-authored 11 books, selling over 1.1 million copies, with two texts achieving best selling status: “Book of Nutritional Therapy” and “Guide to Healing with Nutrition”. Dr. Wright authors Nutrition and Healing, a monthly newsletter emphasizing nutritional medicine in medical practice that reaches over 90,000 in the USA, and another 20,000 or more worldwide. Along with Alan Gaby, M.D., Dr. Wright routinely presents the comprehensive and scientifically documented “Nutritional Therapy in Medical Practice” seminar, which has helped numerous health professionals gain insight into nutritional approaches for disease. Dr. Wright speaks nationwide at various medical association conferences on varied topics including nutritional medicine, natural hormone replacement therapies for men and women, the natural treatment of cardiovascular diseases, asthma, diabetes, D-mannose for bladder infection, Vitamin D usage and laboratory testing, clinical uses of nutrient elements, and many other subjects.

Further Reading *Skin Wrinkling: Can Food Make a Difference?

Martalena br Purba, BSc, MCN, Antigone Kouris-Blazos, PhD, Naiyana Wattanapenpaiboon, PhD, Widjaja Lukito, MD, PhD, Elizabet M Rothenberg, PhD, Bertil C. Steen, MD, PhD and Mark L. Wahlqvist, MD, FACN * Åyurveda, “the complete knowledge for long life”) or ayurvedic medicine is a system of traditional medicine native to India [1] and practiced in other parts of the world as a form of alternative medicine. [Wikipedia)

Hollywood’s Hottest Hair

to determine their standard of beauty,” explained Dr. Fleming, “but they are realistic in their desire to look more energetic and youthful, as well as completely natural.”

2011 DESIRED MALE FEATURES HAIR Jon Hamm George Clooney Chris Pine NOSE Jude Law Josh Duhamel Ben Affleck EYES Hugh Jackman Jake Gyllenhall Ian Somerhalder

Beverly Hills, CA. 01/11 - Hollywood Royalty continues to take center stage in this year’s famed ‘Hollywood’s Hottest Looks’ survey compiled by celebrity plastic surgeons Dr. Richard W. Fleming and Dr. Toby G. Mayer. Hollywood’s Hottest Looks nominations reveal that Hollywood continues to set international beauty standards and, surprisingly, this year’s list also has a host of newcomers.

Among ‘desired male features’ Jon Hamm’s hair was most admired, followed

by George Clooney and Chris Pine.

Taylor Swift led the female category, with Kim Kardashian and Jennifer Aniston not far behind.

According to the 14th Annual Survey, while patients do not want to look identical to their favorite celebrity, they do want to replicate a distinct style or feature of various celebrity faces and bodies.

“Patients continue to look to Hollywood

CHIN/ JAWLINE Jon Hamm Johnny Depp Robert Pattinson LIPS Ashton Kutcher Viggo Mortensen Brad Pitt CHEEKS Leonardo DiCaprio James Franco Will Smith BODY Mark Wahlberg Channing Tatum Tyson Beckford SKIN Neil Patrick Harris Hayden Christensen Orlando Bloom

2011 DESIRED FEMALE FEATURES HAIR Taylor Swift Kim Kardashian Jennifer Aniston NOSE Natalie Portman Emma Stone Nicole Kidman EYES Anne Hathaway Mila Kunis Megan Fox LIPS Scarlett Johanssen Angelina Jolie Christina Aguilera JAWLINE/CHIN Halle Berry Kiera Knightly Jennifer Lopez CHEEKS January Jones Jennifer Garner Beyonce Knowles BODY Gisele Bundchen Jennifer Aniston Penelope Cruz SKIN Amy Adams Katy Perry Gwyneth Paltrow

Source: ‘Hollywood’s Hottest Looks’ Survey 2011 conducted by The Beverly Hills Institute of Aesthetic and Reconstructive Surgery.

16 The National Hair Journal Sping 2011

SHE BY SO.CAP. USA HAIR EXTENSIONS EXTENDS HAIR ENHANCEMENT SERVICES WITH WIGS New Line Of 100% Human Hair Wigs & A New Certification Program For Hair Replacement Clients Mahopac, NY - Internationally respected SHE by SO.CAP. USA Hair Extensions announces the release of their new line of professional wigs. The new hair replacement line is now being offered in conjunction with their newly created training program aimed at providing the best services for cancer patients and survivors dealing with hair loss.

There is no question that hair loss is a devastating side effect of chemotherapy.

Ron Cardillo, Sr. President of SHE by SO.CAP. USA Hair Extensions says, “This extremely emotional experience is indescribable for most patients and one that SHE by SO.CAP. USA Hair Extensions wants to help alleviate. It is something that we have wanted to do for a long time. We know there is a great need for these types of hair replacement services. We want to fulfill that need in any way that we can. So we have begun to pull all our international resources together, to get our staff trained and ready.”

Immersed in the professional salon industry his entire life, Cardillo began his early career as a hairstylist, creating fashion-forward haircuts, haircolor and texturizing services. He later became a licensed tricologist, where he was able to diagnose and refer patients with hair and scalp problems to the appropriate medical doctors. Additionally, Cardillo worked in the medical profession for 27 years as an EMT with Scarsdale Ambulance Core. He assisted with surgical hair transplants. Now, Cardillo plans to help many others.

SHE by SO.CAP. USA Hair Extensions has begun to launch a new training program for those salons that want to be involved with this extended hair replacement program. Under Nicholas French, SHE by SO.CAP. USA Hair Extensions National Educator, certified hair extensionists will be trained on how to conduct a proper consultation as well as how to cut and style wigs to meet the needs of each individual salon client.

Cardillo says, “These are not your typical wigs that are provided by most salons. Like all of our hair loss solutions, our wigs are premium quality, high-end, completely undetectable, pro-

duced with 100% human hair and fully customized for each individual.” With SHE by SO.CAP. USA wigs, individuals can take a shower, shampoo hair as normal, blow dry, style and be on the go for work and play. Dealing with hair loss is frustrating, stressful and even scary. SHE by SO.CAP. USA Hair Extensions hopes to ease those feelings by helping their clients feel comfortable when it comes to hair replacement services. Cardillo adds, “We want to be known as the company that truly cares.

We want them to feel good and look good, because we feel there is an obligation on our part to help them get through what they are going through.”

Kathy Williams, SHE by SO.CAP. USA Educator and Artistic Director shares “Most wigs used for hair replacement are not custom fitted to the individual.

What is so nice about our professional SHE by SO.CAP. USA Wigs are that

they are only available through certified salons that are knowledgeable and experienced in selection, fitting and styling for each individual case. Going to a generic wig store to pick out a wig does not compare to the personalized treatment they will receive at a certified SHE by SO.CAP. USA Hair Extensions and Wig salon.”

Through their annual Pink Hair For Hope and Project Lady Bug Programs, certified salons have already had firsthand experience helping cancer patients and survivors. Wigs and advanced education will now add to what SHE by SO.CAP. USA Hair Extensions & Wigs offers as well as to expand the amount of concern and care they have for individuals suffering from hair loss due to cancer.

Editorial Notes: For more information on SHE by SO.CAP.USA Hair Extensions including certification seminar dates and locations, call 877-855-4247 or visit www.SOCAPUSA.com.

SHE by SO.CAP. USA Hair Extensions is one of the largest professional hair extension companies in the world. Laura Grageda is a Marketing Coordinator at Marketing Solutions, headquartered in Fairfax, VA. For more information, call 703-3596000, email: Laura@MktgSols.com or visit: www.MktgSols.com. Marketing Solutions is a full service marketing, advertising, graphic design and PR agency specializing in the professional beauty business with manufacturers, distributors, salons and day spas as clients.

NHJ

17 The National Hair Journal Spring 2011

INSIGHT FROM TRANSITIONS

Alicia Stevens Genesis II, N. Syracuse, N.Y. President, Transitions International Group

As you probably know by now, Transitions has more than 65 Members, all independent hair loss specialists, and we think of ourselves primarily as a marketing group. But in reality we are about education, learning and sharing within the Group.

Because of the openness within the Group, the insight we develop about our Profession is profound.

The National Hair Journal has asked us to share some of these insights with its readers. Here are just a few of the topics and concerns with which Transitions Members are dealing.

You already recognize that wholesale hair prices are going up. But do you really understand what is going on in China (the source for most hair replacement)? You need to prepare yourself and your clients for ongoing price increases. There is inflation, monetary devaluation and major labor problems in China.

Start making your adjustments TODAY. Advertising has changed dramatically in the last few years. The importance of the Internet has exploded. If you aren’t updating your web site monthly and maintaining a strong and active presence with all forms of Social Networking, you are losing ground rapidly.

Nowadays conventional advertising really only works when used in conjunction with Internet related programs.

In today’s competitive, tight-money marketplace, you REALLY need to keep your clients happy. Do your Techs follow your lead and go the extra mile? Does your service set you apart from your competitors? Do you strategically place yourself in a position above your competitors, with exclusive tradenames, products and superior customer satisfaction?

Have you evaluated your core business recently? Do you monitor the important financial reports needed to successfully manage your business and make timely adjustments BEFORE it’s too late?

Are you working with other members of your profession to change the perception the public has about hair replacement?

Does your studio offer ALL the latest choices?

Non-surgical hair is just the beginning. You need to be involved with Transplantation, Lasers, Hair Loss Therapy, and more. If you offer all the options you will maximize your sales and minimize lost clients.

Take these insights and build your “to-do” list right now.

In future editions of The Journal, one of Transitions Board Members will expand upon one of the topics introduced above. Each new column will help you to plan and find ways to develop more control over every aspect of your business. We will be sharing our “Insight From Transitions”. Watch for our column next edition.

For more “insider” information and to learn how to be continually be upgrading and adjusting your business with the latest information, consider joining the only Group of it’s kind in the world, Transitions International…. where you have more than 2000 years of experience at your fingertips. For more information go to transitionshair.com or call our Administrator, Greg Taylor, at 650 589-2689.

Alopecia sufferer places sixth in Miss USA ATLANTIC CITY, NJ–Alopecia sufferer Kayla Martell placed sixth in the Miss USA competition held this past January at the Atlantic City Convention Center in Atlantic City, NJ. Ms. Martell made news back in 2010 when she was crowned Miss Delaware in her native state. She had previously competed for the Miss Delaware crown five times, three times while appearing totally bald, and twice

while wearing a hair augmentation provided by the Gemtress division of the On Rite Company; during the Miss America pageant, she only appeared wearing her augmentation, styled by Mario Rispoli of Salon Rispoli.

After being crowned Miss Delaware, Kayla appeared on morning shows for CBS and the Fox Network, among oth-

ers. When asked by the Fox interviewer why she decided to compete in 2010 with a hair augmentation rather than without, Kayla claimed, “Miss America is someone who needs to be both relatable and approachable, and I think that (having my hair augmented) helped me fit the needs of the job.”

While filming her commercials for On Rite’s Cascade campaign in 2009, she remarked that her participation in beauty pageants had little to do with ego or her own selfinterests.

Rather, she said that her goal in entering such competitions was to inspire other women who have problems with their looks. To that end, she concluded that she intends to pursue a career in education, in order to provide her with a platform to “spread the word” to increase awareness of alopecia to this and future generations.

Videos of Kayla, and the inspiring message she espouses, can be found on YouTube, alopeciaworld.com, and hairloss.com.

18 The National Hair Journal Spring 2011

Hair Society News Women’s Support Group www.nationalhairsociety.org

come together and share their stories and triumphs.

Touches Hearts and Offers Inspiration to National Hair Centers’ Clients

By Lisa Zimmerman, Board Director, The National Hair Society Marketers always say we women are such great connectors. We are always willing to share an experience that touches us deeply – the good and the bad.

For my women clients with hair loss, sharing is an important part of coping. That’s why I always wanted to create a safe place where my female clients could come together and meet other women going through the same experiences.

Thus was born our first “Women’s Support Group” at the executive offices of National Hair Centers. The gathering of nearly 20 women may have led anyone to think it was a late night meeting or celebration of sorts – it was actually both. It was a unique way to connect deeply with our clients and eventually, attract new clients with thinning hair and hair loss who don’t know where to turn.

The first-of-its-kind support group assembled for an evening of inspiration and friendship.

We wanted to create an opportunity for women who understand firsthand how traumatic thinning hair and hair loss can be to

Announcing The World Trichology Society

by Dr. David Kingsley, PhD, WTS, LTTS

It is with great pleasure that I announce the formation of a USA-based Trichology Society.

After many years of facing the difficulties of not being represented by a North American-based Trichology Society and listening to the advice and comments from many US based Trichologists, I have helped to form the World Trichology Society!

The World Trichology Society is a professional organization dedicated to educating, supporting, and promoting Trichologists in North America and worldwide.

Trichology had its beginnings as a specialty in Britain in the late 19th century. Since that time, it has undergone many changes.

The World Trichology Society was formed to help the modern Trichologist be better equipped to deal with the rapid evololution of trichology in the 21st century.

With this in mind the Society helps to promote the science of trichology, educate future trichologists to exacting standards, support its members by helping them keep

Our industry always cherishes the confidentiality of our clients, especially women, by creating private rooms for services.

But more and Lisa Zimmerman more, it has become clear to me that women want to connect with other women. They want to share their experiences with other women going through the same struggles.

Take a quick poll of your own female clients and see how open they are to participating in a support group. It may shock you. You may even discover an enthusiastic client like one of mine who stepped up to help lead our first group and help our marketing team organize the event. We organized the group in one month and sent out invitations and emails to our female clients.

The first group meeting included an inspirational talk by one of our most dynamic clients, Wendy Coco, who has Alopecia Universalis and is herself a hairdresser.

I attended the group and it was truly remarkable to listen to the stories of these beautiful women who spanned so many different age groups, backgrounds and experiences, but were all united to share their stories of coping with hair loss.

The group was encouraged to develop its own name, “ground rules” and structure. Here are the ground rules they came up with:

idences or other particulars of any group member. This rule helps to ensure a feeling of security and confidentiality amongst group members, who may want to share private information regarding their emotions and experiences.

Rule of Acceptance Members choose to accept one another and refrain from judgment, as this may deter people from joining and staying in the group.

This includes giving everyone an opportunity to share and recognizing the right to speak or to remain silent.

Rule of Promptness Support group meetings will start and end promptly at 6pm to 7:30 pm on the third Thursday of each month.

Rule of Exclusivity Unless specified by the group, friends or family members are not invited to attend meetings. The idea is to place yourself in an environment with others who have shared similar experiences to garner a sense of community and eliminate the feeling that difficult situations have to be endured alone. Subsequent groups may be opened up to include family and friends who share the same issue.

Rule of Passing Always know that sharing is voluntary.

You can simply say, “Pass” and continue to enjoy the sharing of the others. There is no requirement to share unless you would like to.

And Other Rules to be determined and added by the group as we proceed.

If you are interested in starting a “Women’s Support Group” in your company, might I suggest some tips: Find a dynamic client to participate and be an initial leader or catalyst.

Start with a topic that ignites the leader’s passion. It will likely be something every-

up-to-date with the latest research, and enhance the care of people with hair loss.

economical and easy to follow. Another advantage of this course is that the clinical part is overseen by Dr. David Kingsley in his New York City centers.

As the only reputable Trichology organization of its kind based in North America, the World Trichology Society is the best place to find information on Certified Trichologists that practice in the region.

Membership can be attained in one of the following ways: 1) Successfully completing the World Trichology Society Certification Course.

2) Qualifying as a Trichologist through another bona-fide Trichological Association or Institute (proof of qualification through another organization will be required).

3) Qualifying as a Specialist in an area of knowledge that compliments/overlaps the Trichological Sciences (proof of qualification through another organization will be required).

The Society also offers students certification through an online course that is VERY

At one point during the round-the-table sharing portion of the evening, one young attendee described the torturous experiences she had in trying to cope with her

Rule of Positivity Always keep a positive perspective in listening to others and sharing your experiences to keep the atmosphere non-judgmental

Rule of Confidentiality All information shared by the group is to remain confidential.

Please do not share what other group members have told you, divulge any names, res-

The World Trichology Society is also committed to help the publicby educating them about the possible causes of their hair Dr. David Kingsley loss, by informing them of their choices of hair loss treatments and choose a Trichologist certified through the World Trichology Society as a helpful step towards receiving good advice for their hair loss or scalp condition.

one else is interested in.

Use email blasts, newsletters, social media, flyers, posters and good old-fashioned mailed invitations to your current female clients to get the word out.

Make sure you have an RSVP date and contact person to respond to questions.

Provide food and drinks for the first one, or at least until the volunteers step up.

Keep it just for your clients first, and then open it up to everyone later. That way you can create a strong core attendance with your dynamos that will keep the new women coming back.

Designate one month to be a “bring a guest” night so other women with thinning hair or hair loss can come as a guest. You may likely get new clients out of this!

Keep the speakers interesting and inspirational.

Most of all have fun and serve your women clients proudly! They are all key influencers in someone’s lives and are remarkable connectors!

hair loss and through tears exclaimed: “NHC saved my life!” That made me tear up too!

For me, it’s the realization of a dream – to bring not only beauty to women who suffer the devastation of losing their hair – but also the sisterhood of knowing they are not alone and now have a safe place to share their feelings.

So now, I am sharing with you a unique way to connect and deepen your relationship with your female clients. Please contact me at National Hair Centers at lzimmerman@nationalhair.com if you would like me to share more details. That’s just NHJ what we women do…

For further information visit: http://www.worldtrichologysociety.com or Email: worldtrichology@earthlink.net

Toni Love Launches New Product

Toni Love

Our own Toni Love has launched the Toni Love’s Hair Cleansing System. The system is an all-natural; 3-step method of “deep” cleansing the hair that can be used on ALL hair types.

The first product is the Residue Remover. Fortified with corn-based cleansers, it’s very mild and contains a series of enhancing extracts to soothe and rejuvenate the scalp. The purpose of this spray is to eliminate product and environmental build-up BEFORE shampooing the hair.

The second product, the Hair and Scalp Cleanser acts as a performance enhancer.

Once the residue remover extracts the product and build-up from the hair and scalp, the hair is ready to be cleansed.

The Hair and Scalp Cleanser contains stimulating Peppermint Oil, which is a natural mint, has organic characteristics, and stimulates and soothes the scalp.

The last product in the system is the Hair and Scalp Conditioner, which softens the hair shaft and prevents split, dry, and damaged hair. It’s a “low” conditioning system that allows the hair to stay pH-balanced. It contains Menthol to assist with dry and itchy scalp. And, it is non-greasy and doesn’t leave a residue on the hair shaft.

About Toni Love – Toni has over 25 years experience in the hair industry. She obtained her master’s degree in Continuing Education and holds instructor’s licenses in Cosmetology and Barbering. Toni is certified through the American Cancer Society and is a veteran, United States Army Reserves. We are proud to have Toni Love serving as a Faculty member of The National Hair Society..

19 The National Hair Journal Winter 2010

tab before placing it on tab. Remove any stray hair from tape area by shaving, then clean with alcohol and proceed with taping.

The Hair Alteration: A l t e r n a t i ve s fo r Wo m e n of Color

Attaching - To attach the alteration, place the unit on the client’s head. Use a chin strap to keep the unit secure and prevent it from being attached off-center.

Stitching – To fix the alteration in place, stitching is required. Place the cable under or in front of the track.

Always begin stitching at the top of the client’s ear, going forward. Once you’ve attached the unit, pull it forward. Then attach it to the second track. This will avoid stressing the client’s hair in the first track and help prevent traction alopecia.

By Gloria (“Gigi”) Ford No one wants to spend five to six hours on a weave for a client. Not you, the stylist, or your client.

Alterations can give you a more natural result in just one hour. It can free up hours in your appointment book and have your customers recommending you to friends and family because you’re fast and can get them out of the salon and on with their daily schedule. It’s not bonding and it’s not a weave; those are attachment methods. It’s not wefted hair sewn on a net or wig either. An alteration is a capless design using handcrafted, crocheted polyester cables. It’s ventilated with one to three strands of hair and gives the illusion the hair is growing out of the scalp. The design is comfortable, light and airy.

A hair alteration is especially good for people experiencing hair loss due to pat-

If the unit does not fit tightly, stitch a “T” from the front to back and side to side. This will prevent any pitfalls such as getting a comb caught in the track.

Now the client is ready for a cut and style of their choice. tern baldness, but can also be used in burn cases, to add volume to short hair or to simply put your hair to rest. A hair alteration can be pre-designed or custom ordered. Attachment options include clips, bonds, tape or weave options.

Here are some step-by step instructions taken from my book, “Don’t Lose Your Clients because They Are Losing Their Hair.”

Tracking - If your client wishes to wear their hair back or to the side, leave out 11/2” of his or her hairline. Your tracking options include, Twist, interloc, cable and clips. Tack to strengthen the braid.

Stitch 1/4” apart.

Fitting - When fitting the alteration,

place the cap on the head Mark with a grease pencil.

Modifying - In order to make modifications, you need to cut the alteration. To cut the alternation for the top of the head, cut under the first ribbon. For 3/4 head, cut under the 2nd ribbon. For the back of the head, cut on top of the 1st ribbon. For the crown, cut the cable where it is double-stitched.

Removing Tape Tab - If the client doesn’t have a hair loss problem, remove the tape tab by cutting where the tabs are tacked.

To track the client’s hair, part off 1/4” to 1/2” of hair around the hairline. The client has the option of wearing the hair going back or to the side.

Removing The Alteration – It is recommended that you remove the first track after 4 to 6 weeks. The hair should then be rebraided to prevent stress on the hair. You may opt to rebraid in 8 to 12 weeks, but remember when rebraiding, tracks should be repositioned to avoid traction alopecia. Repositioned tracks should be shifted 1/4” to 1/2” up or down on the client’s head.

Taping - If the client has hairloss, tape the front and sides of the alteration by trimming the tape to the size of the tape

Alteration Bases & Combinations Can Add Lace Fronts to All Models

20 The National Hair Journal Spring 2011

FLASH REPORT

Bonding Tips for Spring

By Jimmy (The General) Toscano

Hello from the frigid Northeast! As I sit here trying to keep warm in single digit temperatures, it brings to mind some things you, as a stylist or salon owner, should consider about bonding and bonding products during the cold spring and winter months.

Full-head bonding in my area lasts twice as long during the spring/winter months as it does in the summer months. We attribute this to our clients not perspiring as much during the cold weather. Most of our male clients stay bonded between 4-6 weeks in the winter months, in comparison with 2-4 weeks in the summer months. Our female clients stay bonded up to 90 days in the winter months, compared to 6-8 weeks in the summer months.

We do less track-bonding with silicones and hard-bonds in the winter months. If you have a client who is considering a thin skin or a fine lace unit and would like to try full-head bonding, this is probably the best time to change your client, because you will be more successful with the bonding.

Have any of you noticed that the directions for applying soft-bond are changing? Instead of waiting for the soft-bond adhesive to turn clear,

they are instructing you to let the adhesive "cure" for 5-7 minutes. Professional Hair Labs did the research on this issue and because of their success, everyone else is following along.

As a salon owner, you should also try to order enough bonding adhesive in the Fall months to last you through the winter months. Bonding products can freeze during shipping and may change the effectiveness of the bond.

I'm still getting quite a few phone calls about irritation on the scalp, even at this time of the year.

Again, it's all about the cleaners used on the scalp, not the adhesive. PLEASE - don't use a citrusbased cleaner on your client's scalp because of the acid in the product. Find a cleaning agent for the scalp that has no citrus and is safe.

I'm really excited about a new product I've been using. It's an antiperspirant for the scalp. It is designed to ensure that the scalp's natural oils and perspiration are controlled long enough for the bonding adhesive to cure properly. This will make your bond last as long in the summer months as they do in the winter months.

As always: Perfect isn't perfect unless it's perfect.

Jimmy (the General) Toscano – a Pennsylvania native, is an eighth-generation hair stylist and one of the nation’s top authorities in non-surgical hair replacement systems. His knowledge of attachment technology is unequalled. In spite of a 60-hour workweek, Jim still finds the time to demonstrate his techniques at major hair shows and write a series of educational articles for The National Hair Journal, many of which have become collector’s items. Jim is assisted on stage, in his studio and at the computer by his multi-talented and beautiful wife, Linda. The General is also a faculty member of The National Hair Society.

First Powdered UVA & UVB SPF Protection Hair Shadz A new, all-natural mineral powder protects the scalp from sun damage and keeps hair looking fresh. Developed by a nationally recognized hair colorist, Hair Shadz® is the first powdered UVA and UVB SPF protection that makes applying sunscreen to the scalp easier than ever. It comes in 10 shades and helps to cover up gray, lighten up and/or blend roots and makes thinning hair appear fuller. The all-natural ingredients include rice powder, Zinc Oxide, Silica, and Orange Peel Oil with no Talc or additives. The founder/creator,

Monica May Sanders, came up with the idea after her mother died of malignant melanoma due to a cancerous mole that developed on her scalp. Developing cancer on the scalp is much more common than people realize! Hair Shadz is proudly approved by the Melanoma International Foundation. From light blonde and dark brown to copper red, Hair Shadz® will have your clients covered until their next hair appointment. NHJ

Le Baby Hair Gel Help your tyke be a trendsetter at daycare Don’t want to be in the anti-aging market?

Looking for a younger clientele? Then take a look at Le baby Hair Gel. Spotted in the West Village were Sarah Jessica Parker and M a t t h e w with Broderick their daughters, Marion and Tabitha rocking their edgy new hair do’s! Setting the trend at a young age, the adorable one year olds are working the

“spiked hair look.” Help your tyke be a trendsetter on the playground or at daycare by using Le Baby Hair Gel, a product designed for kids that is free of sulfates, fragrances and harsh chemicals. The lightweight formula makes it easy to spike hair, tackle unwanted fly-aways and tame afternap hair. Retail Cost: $9.95.

For more information, please visit www.lebabyinc.com.

NHJ

21 The National Hair Journal Spring 2011

ISSE Long Beach 2011 Show Season Kicks Off in Style Phoenix, AZ, 02/11 - The Professional Beauty Association (PBA) kicked off 2011 with another successful International Salon and Spa Exposition (ISSE) in Long Beach, California, reaffirming its position not only as the West Coast's largest and most influential professional industry event, but also as one of the top international beauty shows.

Approximately 40,000 beauty professionals descended on the sold-out show floor for the latest products and education from some of the world's leading beauty professionals.

ironed, and dyed were a big hit with many stylists using them for a perfect accent piece.

Argan oil from Morocco continues to remain popular and is being used in a wider array of beauty products from skincare to styling tools.

Skincare & Wellness: The debut of the Esthetics America & Wellness Pavilion devoted to skincare, cosmetics, health and wellness products was well received. The new pavilion is exclusive to ISSE shows.

Overall Trends: Smoothing services continue to be popular with more brands introducing a smoothing service treatment or featuring new ingredients to improve existing formulations. Colorful, spineless feathers that attach to the hair and can be blow-dried, flat

Focus on the Latino professional: ISSE Long Beach, in partnership with the National Latino Cosmetology Association (NLCA), continues to focus on this fast growing market segment.

Managing Your Reputation Online

By Mark Deo

the form, entering your company name or any product names you wish to monitor. You can set up multiple alerts for different terms you wish to monitor. When you have done this, once a day you will receive an e-mail letting you know about any new information about your company and products that have been added to their database.

This will allow you to quickly discover both negative and positive comments.

2) Search Twitter at least weekly for these same terms. This can be done in an automated fashion with a Twitter client such as Tweetdeck, or manually through searches on the Twitter website.

Again, the purpose of this is to find both negative and positive feedback about your organization.

In a series of studies from the late 1970s through the late 1990s conducted by the research firm TARP, it was found that only 50% of consumers will complain about a problem to a company.

And on average, twice as many people are told about a bad experience than they are about a good experience. TARP’s last basic finding is that customers who complain and are satisfied are up to 8% more loyal than if they had no problem at all.

3) If you sell products, either through your own website or through online retailers and partner sites, search product and company reviews for new comments about your company and products.

Whether they are sold through amazon.com, newegg.com, or even on your own site, it is imperative that you read the latest reviews.

These studies provide us some valuable lessons unhappy customers are likely to never even let you know that they are unhappy, but they WILL tell their colleagues and friends. Even if you have an excellent customer service department that resolves problems quickly, which actually helps your relationship with customers more than if they had never had a problem, you will often never have the chance to address these issues.

Now that you have seen the latest feedback on your customer base, respond appropriately. If people are making positive comments, thank them publicly by posting replies to their tweets, blog posts, and reviews. You may also wish to respond with coupons or other special offers as a way to solidify their positive feelings about your company.

These problems are compounded by the fact that the prevalence of social media sites (Facebook, Twitter, Linked In, MySpace, Blogs, etc.) make it very easy for someone to spread the word about your company. Since they are twice as likely to do so when upset as they are when happy, it is simple for a customer to express their disdain for a company or product to dozens, hundreds, or even thousands of contacts. If you never hear about a problem, how can you possibly hope to resolve it and get a chance to turn that unhappy customer into an evangelist that spreads the word about your great customer service?

If someone has left negative feedback, publicly make it known that you would like to discuss their issue with them, and provide a means for them to do so. Then make sure that you treat their concerns with a high priority in your customer service department. You will likely only have one chance to get it right with an upset customer.

Lastly, once you successfully resolve the issue with an upset customer, ask them to publish their satisfaction in the same manner as they did their complaint.

Luckily, there are ways to combat this problem.

Here are three essential tasks that are essential for managing your online reputation. These will give your company the best chance possible to keep your customer base satisfied by helping you find customers that are expressing problems with your organization of which you are unaware.

1) Set a Google Alert for your company name Go to: http://www.google.com/alerts - complete

Following these tips will help you find unresolved customer complaints and deal with them appropriately. Hope you have a great week!

Mark Deo is a business consultant, author and radio broadcaster. His recent book, The Rules of Attraction was a top seller on Amazon.com.

Mark co-hosted the Hair Hour radio talk show with Hair Journal editor, Chris Webb for three years. He offers business-coaching services through the SBA network.

Balding with the Stars Los Angeles, CA. 03/11 - We live in an image-driven world. First impressions are formed before you even open your mouth. You may fail a job interview before you even shake hands, or lose a date before you buy the first drink.

More and more, it’s all about the way you look. And when it comes to looking good, it all starts with the HAIR. And if you don’t like the way you look with thinning hair, think about celebrities in the public eye.

A new website now invites you to rate your favorite move stars with and without hair. It’s found on the MovieFone website and is called “The Bald and the Beautiful: When the Stars Go Shaved.” Here’s how it works. There are eighteen film stars who are shown without hair. As you can see from these web screenshots, visitors are shown a ‘before’ and an ‘after’ shot, and a brief bio telling you about the actor.

They are then invited to vote Yes or No in response to the question, “Does X look better bald?”

It doesn’t take more than a quick glance to see that there is not one actor who looks better without hair. It doesn’t matter how famous you are; in the final analysis, the stars are just like you and me. They look younger, fitter and simply better with Hair! Take a look at this sample and see if you don’t agree.

Share this article with your clients. If bald doesn’t work for Hollywood, it isn’t going to work for them.

Source:http://movies.aol.com/moviephoto/bald-celebrity-movie-star

22 The National Hair Journal Spring 2011

THE NATIONAL HAIR JOURNAL

Miss America 2011!

A crown of glory worn by a true American princess

into her eyes and told her she would be the next Miss America! She had it all, beauty, brains, wit, maturity... and now gorgeous hair! I knew we had a winner on our hands.

We videotaped the process and with Teresa’s permission posted it on YouTube. It was wonderful.

Teresa spent three days with us. By ‘us’ I mean, my family and my team at the studio while we worked out all the details of her new hair. We had great dinners, morning runs and she even took a hot yoga class with me. By the time she left, she felt like family. This energetic, determined young woman inspired us all. Home-schooled since she was eight, this child set out to conquer. She started doing pageants at the age of 13. Her goal is to become an attorney and someday serve on the Supreme Court. WOW! When I was asked to accompany Teresa Scanlan to the Miss America Pageant in Las Vegas, how could I say no? With the sponsorship of American Hairlines, everything fell into place. What an exciting event! The energy was unlike anything I have ever experienced. A stylist room was set up during the week for the preliminaries and the make-up artist and I were given an hour each day to make our girls beautiful. Every day Teresa would bring me her two ‘Contessas’ to style.

By Bobbi Russell

She wanted one to be straight and one to be wavy. On the third night of the preliminaries,

Teresa Scanlan, Miss Nebraska, and Kayla Martell, Miss Delaware, served our industry well at the Miss America Pageant in Las Vegas on January 15th 2011 when they both made finals wearing a wig. Kayla made it to the top 10, and Teresa took home the crown and the title of Miss America!

I was given the incredible opportunity of working with Miss Nebraska, Teresa Scanlan.

This beautiful and bright young woman flew to Tampa to see me at my studio in October of last year suffering from over-processed, broken hair. Teresa and I discussed all her styling

The National Hair Journal was founded in 1997 as a business resource for salon and clinic owners. Its mission is to provide hair-management professionals from all disciplines with accurate information that will help them provide superior service to their patients. It is a full-color tabloid, published quarterly and distributed worldwide.

14 inches long Contessa

I styled one of the wigs into an up-do for her talent competition.

I’ve never seen so much hairspray flying in one room in my life. Ten feet from me was the ever so angelic Kayla Martell, Miss Delaware.

She has had severe alopecia since she was 11 years old. Her hairdresser, Mario Rispoli from Delaware, was there to sponsor and support her. He did a spectacular job.

Editor In Chief Christopher Webb cwebb@nationalhairjournal.com

Creative Director Avi Roth aroth@nationalhairjournal.com

Legal Advisor Joel Morgenthau Miss America Teresa Scanlan

Technical Advisors

eant. She had never looked so beautiful! When she saw me she looked at me and said, “When I met you, you looked me in the eyes and said, ‘You WILL BE the next Miss America,’Thank You!”

Isaac Brakha Dr. Shelley Friedman Larry Oskin Maryla Fraser

I still cannot say or write that without tears.

She inspired me, Kayla Inspired me, American Hairlines believed in me.

James Toscano Bobbi Russell Mark Deo Toni Love Steven Dimanni Marilyn Wayne

Since I have returned to the studio, I have received floods of emails and calls in response to the video.

One woman wrote that she had been struggling with alopecia for years, but had always been fearful of wigs because she thought they might look fake and not real. But if Miss Nebraska and Miss Delaware can do it, so can she.

How can this story help you service your clients better? We put up a Miss America display in our main gallery area with some photos of Teresa getting her hair done and a copy of an article that appeared in People magazine about Kayla. This display has opened up many conversations and given our guests the opportunity to ask us about the hair. It’s only been a few weeks since the pageant, but the response has been incredible. One of our hair extension guests was recently diagnosed with thyroid disease and will need to switch to over to hair replacement soon. She has been very fearful and has been putting off the inevitable. When she heard the story about Teresa and Kayla and had an opportunity to see the photos and touch the hair, she became more confident about her future situation.

Teresa and Kayla had a very intense schedule during the pageant. They each had a couple of wigs so they could easily switch their styles often, (straight, curly, up-do). The opening segment for the show was shot on the windy roof of Planet Hollywood. They proved that anything is possible! They are our heros! The hair replacement manufacturers have done a great job creating some

The thing that made this so special for me was that on the actual day of the event, stylists were no longer allowed to help the contestants. Contestants were responsible for doing their own makeup and hair for the pageant.

They did an amazing job!

On the big night I sat in the audience. I was so excited. This was it the night we had been working for. The night Teresa and Kayla had been waiting for for years.

Fitting backstage

options and she chose a silky, blonde hairpiece fashioned from European hair by American Hairlines called the “Contessa.” It was perfect for her. The Contessa is 14 inches long with multi tones and lots of body. Its stretch-to-fit wig/prosthesis design has nonslip grippers all through the cap and an invisible lace front.

To make it look more natural, we added a shadow at the base and a few low-lights. Then a long, flowing layered cut was styled into the hair and a couple of clips were added for extra security.

When I applied the hair to Teresa’s head, the transformation was amazing. Sitting before me was a real American Princess. I looked

When the top 15 finalists w e r e announced and Teresa and Kayla both made it, my heart started beating faster.

When they both made the top ten, I could barely sit still in my seat.

Kayla & Mario Then it came down to the top five and Teresa continued. Then, the moment of truth, when Miss Nebraska was named Miss America! I can honestly say that, with the exclusion of my marriage and babies, it was the most exciting moment of my life! I was so happy for her! I was so happy for our industry! Not only did Teresa win, Nebraska won, all the people who supported her won, and on January 15th 2011, The Art of Women’s Hair Replacement won! We as an industry won!

I had a few seconds to see Teresa after the pag-

Bobbi Russell and Kayla Martell, Miss Delaware

amazing products for us. Technology and artistry have become so good that when the judges and officials found out after the pageant that Teresa had been wearing wigs they were shocked. They had no idea. That’s the way it’s supposed to be. We’ve come a long way baby.

Special thanks to American Hairlines for giving me the opportunity to take care of such a beautiful woman with such an incredible piece of hair.

Thank you Lance and Elizabeth for your support and believing in me. You both ROCK! It was truly an experience of a lifetime. A video of me applying Teresa’s hair can be found on YouTube under “Teresa Scanlan gets new hair.” Plus, all of the photos of the pageant can be found on the Miss America website if you would like to see more or NHJ share them with your clients.

Contributing Correspondents

European Director Hans Diks

Editorial Policy The National Hair Journal is 100% independent and is not beholden to, or influenced by, any individual investor, manufacturer or other commercial interest. The Journal does not pay for the use of submitted material but it will give credit to contributors. Wherever possible, we encourage writers not to include company or brand names unless they are necessary for a more complete understanding of the article. The National Hair Journal works hard to ensure that all published material is objective, fair and courteous. It reserves the right to edit material it deems to be overly commercial or that unnecessarily denigrates a competitor. The National Hair Journal has a history of profiling prominent personalities in the hair-management industry.

These interviews are based upon the prominence of the candidate and requests by Journal readers.

Interviewees do not pay to be profiled and there is no commercial relationship between interviewees and their advertising.

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The views expressed in The National Hair Journal are those of the individual author or contributor and not those of The National Hair Journal, its editors or staff. The Journal’s contents reflect the opinions of the authors and are not analyzed, peerreviewed or otherwise investigated before publication. All authors and contributors are asked to disclose any interests they have of a commercial nature. The National Hair Journal makes no attempt to validate the sufficiency of such disclosures and makes no warranty, guarantee or other representation, expressed or implied, with respect to the accuracy or sufficiency of any information provided. The publication of an advertisement does not constitute on the part of The National Hair Journal a guarantee or endorsement of the quality or value of the advertised product or service or any of the representations or claims made by the advertiser. The National Hair Journal accepts no responsibility for unsolicited materials. All articles and letters become the property of The National Hair Journal and may be edited for clarity, presentation and space. By allowing your articles, interviews and personal commentary to be used in The National Hair Journal, you are giving the publication permission to use these materials in its pages, website and other information materials.

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23 The National Hair Journal Spring 2011

24 The National Hair Journal Spring 2011