Summer 2007

Progress
An Update for Members of the Professional Beauty Association

Event Spotlight
PBA Business Forum
at Cosmoprof North America

featuring
Steve Wozniak,
Apple co-founder
page July 16, 2007
3 Mandalay Bay | Las Vegas

Inside this Issue

Letter from the Leadership 2
Leadership Changes 3
Business Forum 3
Government Affairs 4
NAHA Finalists 4
Cover Story: Beauty Schools 5

Distributor Section
Cosmoprof North America 9
New Member Calls 10
New Distributor Members 10

Manufacturer Section
City of Hope 11
NMC Update 12
New Member Calls 12
New Manufacturer Members 12

Salon/Spa Section
Symposium Preview
Ideas from the List: Hiring
13
13 The Future
CBE: Update
New Member Calls
14
14
of the Industry
New Salon/Spa Members

Member Profile: Kevin Otero

14

15
Beauty Schools
Benefit Highlight: Shipping 16
A Letter from the Leadership

The industry landscape continues to operations. Streamlined communication Dinner. City of Hope, an organization
shift with the most recent round of helps to control data overload. Paper dedicated to the prevention and cure
acquisitions: L’Oreal acquiring Pureology, has not gone away; it has just been of cancer and other life-threatening
Belson being sold to Helen of Troy, and supplemented with a variety of forms of diseases, will honor our PBA Chair, John
the many other rumored acquisitions, Heffner, with their annual Spirit of Life
mergers and business deals out there. We L’Oreal acquiring Pureology, award during Cosmoprof North America
are in a life size game of chess. Who does on July 16, 2007. Please support this well-
Belson being sold to Helen
this affect? Everyone from manufacturers, deserved tribute and most worthy charity,
of Troy, and the many other
distributors and reps to salon owners, and help our industry shine. (For more
individual stylists and trade publications.
rumored acquisitions, mergers information, please turn to page 11.)
and business deals out there
The environment of the professional Continue to plan the moves you will
beauty industry is constantly changing. If digital access to information: email, Palm make to make sure that your business
you are going to continue to do business Pilots, Blackberries, cell phones, DSL, has a strategic plan that will adapt to
in this industry, you will need to learn to broadband, Bluetooth… The list could the changing world that we are living in.
adapt to change. One way to do this is go on and on! These are good things, yet Remember that you can take a journey
to put strategic planning in motion for while it is important to take technological around the world with small steps—you
your company or salon. When looking at resources into consideration during just need to keep taking them in the
implementing or revising a strategic plan, strategic planning, it is just as important right direction.
think about how technology might affect to make sure there is a plan to not lose
your strategies and goals for making the the human touch in doing business. Lee Rizzuto Jr.
President, PBA
correct moves on the chess board. Manufacturer
To continue with the concept of Leadership Council
Technology resources continue to maintaining a personal touch, let me call Conair Corporation
improve the efficiency in how we run our your attention to the annual City of Hope Stamford, CT

L’ORÉAL USA ACQUIRES HELEN OF TROY LIMITED ANNOUNCES L’ORÉAL USA ACQUIRES
BEAUTY ALLIANCE, L.L.C. ACQUISITION OF BELSON PRODUCTS PUREOLOGY RESEARCH LLC

April 12 – L’Oréal USA, Inc., a subsidiary May 7 – Helen of Troy Limited, designer, May 9 – L’Oréal, the world’s largest beauty
of L’Oréal S.A., the world’s largest beauty developer and worldwide marketer of brand- company, announced that it has acquired,
company, has acquired 100% of Beauty name personal care and household consumer through its subsidiary L’Oréal USA,
Alliance L.L.C., in which it had taken a 30% products, today announced the acquisition PureOlogy Research LLC, a luxury American
minority interest last July. of Belson Products, the professional salon brand sold through hairdressers in the
division of Applica Consumer Products, Inc. professional haircare market.
Beauty Alliance is one of the largest
and fastest growing professional salon Belson Products is one of the largest domestic Based in Irvine, California, the company
distributorships in the U.S. selling to 125,000 suppliers of personal care products to the was founded by the American hairdresser
salons through 870 Distributor Sales professional salon industry. Belson Products Jim Markham. PureOlogy is a luxury brand
Consultants and through 400 professional markets its professional products to major of high performance haircare products
outlets. Beauty Alliance, a privately-held beauty suppliers and other major distributors uniquely developed for hair colorists to use
company headquartered in Clearwater, under a variety of brand names, including and recommend to their clients. The brand is
Florida, will operate as a separate unit within Belson®, Belson Pro®, Gold ‘N Hot®, notable for its range of highly concentrated
L’Oréal’s Professional Products Division. Curlmaster®, Premiere® Profiles®, Comare®, sulfate free shampoos with AntiFade
Mega Hot®, and Shear Technology®. Complex™.

View the full release at www.loreal-finance.com. View the full release at www.hotus.com. View the full release at www.loreal-finance.com.

www.probeauty.org
 3
Leadership Changes

PBA Leadership Update

New Volunteer Members Move Up to Leadership Councils
The votes are in! This September, a new group of dynamic and dedicated leaders from the membership will step up to PBA’s
Leadership Councils. They will serve for two years before coming up for election. PBA warmly welcomes these five newly elected
Leadership Council members.

Peter Garzone Edwin Neill, III Kevin Otero*

Distributor/OTC Leadership Distributor/OTC Leadership Manufacturer/Rep Leadership
Council Council Council
Professional Salon Services Neill Corporation P&G Professional Care North
Cranston, RI Hammond, LA America
Cincinatti, OH
Brian Graham Steven Neumaier
Manufacturer/Rep Leadership Distributor/OTC Leadership Jan Seybold
Council Council Salon/Spa Leadership Council
Nioxin Goldwell of New York Carenza Color Cutting Experience
Lithia Springs, GA Rochester, NY Brookfield, WI

*appointed to fill vacancy when Jeanne Matson retired

PBA would also like to recognize and thank our

six outgoing Leadership Council members for their
extraordinary years of service. Your dedication to
this industry is an inspiration. PBA Annual Business Forum…
Stan Klet Sr.
Distributor/OTC Leadership Council
and Breakfast!
East Coast Salon Services Monday, July 16 | 8:00am – 10:00am | Mandalay Bay J
Runnemede, NJ
$25 PBA Members
Jim Marshall $45 Non-Members
Distributor/OTC Leadership Council
Marshall Supply Company ($10 additional after June 29)
Dixon, IL Includes continental breakfast
(doors open at 7:30am)
Jeanne Matson
Manufacturer/Rep Leadership Council
Clairol, a division of P&G
Stamford, CT

Beth Pence
Distributor/OTC Leadership Council
Columbia Beauty Supply
Charlotte, NC Hear from the man
Steve Wozniak who invented the
Sasha Rash personal computer!
President, Salon/Spa Leadership Council
La Jolie Join us in Las Vegas this July for the Professional Beauty Association’s annual meeting,
Princeton, NJ where industry influencers explore trends that are shaping the industry and how the
association is responding. The Business Forum is held in conjunction with Cosmoprof
Lee Rizutto Jr. North America. (For a full guide to your Vegas visit, please turn to page 9.)
President, Manufacturer/Rep
Leadership Council In this ever-changing business landscape, innovation is critical to success. Get
Conair Corporation inspired by this year’s keynote speaker Steve Wozniak, Silicon Valley icon, Apple
Stamford, CT co-founder and engineer of the first-ever personal computer. Wozniak focuses on
the entrepreneurial spirit that drives small business to large success.
For the full list of each section’s Leadership
Council members, please visit www.probeauty. Register today!
org/about/councils/. Visit www.cosmoprofnorthamerica.com or call 800-630-3603 (916-774-8682).
Government Affairs
Beauty Industry Scores on Capitol Hill;
FICA Tax Credit Gains Powerful Allies
Rep. Shelley Berkley of Nevada and Sen. the House and Senate tax writing committees
Blanche Lincoln of Arkansas have agreed to to garner support for the FICA Tax Credit bill.
champion the Small Business Tax Equalization “These meetings come at a very strategic time,”
& Compliance Act on behalf of the beauty said Frank Zona, chairman of PBA’s government
industry. Also known as the FICA Tax Credit, affairs committee. “With so many new faces in
the legislation would give salon/spa owners a Washington, it’s extremely important that we and Rep. Sam Johnson (TX), both of the House
dollar-for-dollar tax credit on the 7.65% FICA educate policymakers on the importance and Ways & Means Committee, among others.
taxes paid on employee tips. The legislation timeliness of this issue.”
would also help ensure the IRS’s enforcement The timing and strategic focus of these Capitol Hill
efforts focus on those who do not pay taxes, “This was my first time on Capitol Hill,” said meetings are a part of PBA’s larger emphasis on a
rather than on those who do. Scott J. Buchanan, owner of New York’s Scott stronger and more comprehensive government
J. Salons & Spas. “My message to Rep. Charlie affairs effort. PBA members are encouraged to
“Rep. Berkley and Sen. Lincoln are longtime Rangel and others from New York was that this contact their members of Congress to ask them
supporters of small business and our industry,” said is a common sense issue that’s long overdue.” to sign on as co-sponsors of the Small Business
Steve Sleeper, PBA executive director. “Having them PBA members Kris Carpenter, Daired Ogle, Tax Equalization & Compliance Act.
as primary sponsors bodes well for our industry.” Regina Webb, Andrew & Frank Zona, Serena
Chreky and Scott Buchanan also met with Sen. To learn how you can get involved, visit www.
A small group of industry leaders from around Max Baucus (MT), chairman of the Senate probeauty.org/advocacy or contact Sam Leyvas at
the country recently met with key members of Finance Committee, and Rep. Ron Lewis (KY) 800-468-2274 x118 or [email protected].

NAHA 18 Finalists Announced

PBA is pleased to announce the finalists for NAHA 18. Finalists were chosen in twelve artistic
categories from over 600 entries by a select panel of internationally renowned super stylists and
top beauty editors. The winners will be recognized July 15, 2007 at the NAHA gala ceremony in Las
Vegas. The entire beauty industry is invited. Don’t miss the culmination of the Style Revolution!

Hairstylist of the Year Editorial Stylist of the Year Fashion Forward

Lucie Doughty (Angus M, Venice, CA) Michael Albor (The Loft Salon and Day Spa, Veronica Bessey (Toni & Guy, Carrollton, TX)
Edwin Johnston (The Cutting Room Hair Boston, MA) Pleurat (Lati) Domi (Toni & Guy, Frisco, TX)
Design, Nanaimo, BC) Michael Shaun Corby (Los Angeles, CA) Lucie Doughty (Angus M, Venice, CA)
Suzanne Martin (Three Small Rooms, Barrie, ON) Pleurat (Lati) Domi (Toni & Guy, Frisco, TX) Charlie Price (Click Salon, Denver, CO)
Allen Ruiz (Jackson Ruiz Salon, Austin, TX) Matthew Morris (Matthew Morris Salon, Aaron Seskin (Toni & Guy, Avondale Estates, GA)
Mirella Rota Sementilli (Salon Shampoo, Denver, CO)
Concord, ON) Charlie Price (Click Salon, Denver, CO) Haircolor
Rene Antonio (Salon Gregorie’s, Newport
Salon Team of the Year Make-Up Artist of the Year Beach, CA)
Carlton Hair (Irvine, CA) Kristin Coutu (for The Cutting Room Hair Design) Berry Bachen (TIGI Advanced Hairdressing
The Cutting Room Hair Design (Nanaimo, BC) Miranda Fox (for Three Small Rooms) Academy, New York, NY)
Pure (Montreal, Quebec) Jennifer Thorington (for Angus M) Deborah Gavin (Fresh Hair Studio,
Salon Gregorie’s (Newport Beach, CA) Giancarlo Intini (for Salon Shampoo) Southampton, PA)
Van Michael Salons (Atlanta, GA) Maria Nguyen (for Atelier Aveda) Te. Nguyen (Toni & Guy, Dallas, TX)
Sue Pemberton (Henderson, NV)
Student Hairstylist of the Year Avant Garde
Vanessa Cao (The Cao Institute of Aesthetics, Maureen Anlauf (Juut Salon Spa, St. Paul, MN) Salon Design
Alhambra, CA) Darian Bishop (Toni & Guy Salon, Dallas, TX) 6 Salon (Royal Oak, MI)
Jessica Cook (Taylor Andrews Academy of Hair Anthony Cress / Kimmi Lee (Salon Gregorie’s, Aveda Fredric’s Institute (Indianapolis, IN)
Design, Sandy, UT) Newport Beach, CA) D.L. Lowry Hair Spa Boutique (Indianapolis, IN)
Lawna Gorham (MC College, Winnipeg, MB) Genevieve Dubois (Oblic Salon Et Spa Urbain, House of Beauty Salon and Spa (Maysville, KY)
Mandy Wooten (Aveda Fredric’s Institute, Montreal, Quebec) Roche Salon (Washington, DC)
Cincinnati, OH) Daniel Holzberger (Van Michael Salons, Atlanta, GA)
Jess Zehnder (Aveda Fredric’s Institute, Texture
Indianapolis, IN) Contemporary Classic Zoe Cohen (Salon Gregorie’s, Newport Beach, CA)
Veronica Bessey (Toni & Guy, Carrollton, TX) Zoe Cohen / Toni Lynn (Salon Gregorie’s,
Master Stylist of the Year Damien Carney (Long Beach, CA) Newport Beach, CA)
Rocco Campanaro (Axcess Salon & Spa, Jeffery Goldenstein (Van Michael Salons, Steve Elias (Atelier Aveda, San Jose, CA)
Richmond Hill, ON) Atlanta, GA) Nicholas French (Matrix Global Academy,
Eric Fisher (Eric Fisher Salon, Wichita, KS) Edwin Johnston (The Cutting Room Hair New York, NY)
Suzanne Martin (Three Small Rooms, Barrie, ON) Design, Nanaimo, BC) Mirella Rota Sementilli (Salon Shampoo,
Charlie Price (Click Salon, Denver, CO) Bennie Pollard (Hair by Bennie and Friends, Concord, ON)
Dusty Simington (Salon Gregorie’s, Newport Louisville, KY)
Beach, CA)
 5

The Future of the Industry

Beauty Schools
Beauty Schools
Beauty Schools
Every segment of our industry has a vested interest in the success of cosmetology schools and
the students they send out into the professional beauty world. In this issue of PBA Progress,
we asked school owners to share their perspective on the challenges, successes and enormous
potential inherent in cosmetology schools. We also have advice for distributors on how to
best service school accounts. Read on!
Profile, 87% of salons do not have employees. keep changing. These changes affect all of
We’re All in This Together These are either single owner-operator salons us—and remember, we’re all in this together.
or booth rental salons. What are 87% of our
graduates to do? Who’s going to help them In 10 short years, The Salon Association
A Salon and School Owner continue their education? has morphed into PBA and grown into a
Shares His Perspective powerful lobby for the beauty industry,
Why would anyone invest $10,000 and one organized and powerful enough to have
year of their life to get a job for $10.00 an legislation sponsored before Congress. I’ve
hour with no benefits? The starting salary been a salon owner for 35 years, and this
I was a salon owner for 23 years before I in most salons is less than that, and many is the first time I’ve seen independent salon
opened my own school. I thought I knew others expect new hires to work on straight owners united and represented in Congress.
everything, and I blamed my staffing problems commission. Even if graduates are properly I’m proud to be a member, but that battle
directly on the schools. Well, I opened my trained in beauty school, it’s no wonder that isn’t over, it’s just started.
school 15 years ago, and looking back, I see 75% are not working in the industry 3 years
how little I knew, how much I’ve learned and after graduation. This isn’t just the salon’s Sure, we’ve got our differences, but there is
how much I still need to learn. problem. It’s our problem. It affects all of us— much more that unites us than divides us. I
and remember, we’re all in this together. hope we can stop blaming each other and
Although it shouldn’t have been a surprise, I put our differences aside for the good of our
soon discovered that I was having all the same Our industry is changing fast. Schools that industry. It’s up to us, all of us. We have to
problems with my students that I had with my couldn’t handle the changes in Title IV funding do what’s best for our industry, not just what’s
stylists. The problems are the same because in the late 1980s and early ‘90s were forced best for us, our salon or our school, but what’s
the people are the same. We need to change to close. Those schools have been replaced best for the entire industry. Remember, we’re
attitudes if we’re ever going to turn this crop of by new and better ones that are raising the all in this together!
raw talent into professionals. It’s not an easy bar and improving the quality of education. In
task, and it’s not just the school’s problem. It’s the last few years, many PBA members have John Halal
our problem. It affects all of us, and we’re all opened schools and several manufactures PBA Salon/Spa Member
in this together. have opened branded schools: Matrix, Graham John and Friends
Webb, Aveda, TIGI and Paul Mitchell are just the Mc Cordsville, IN
The quality of our graduates is directly related beginning. Regis purchased several schools,
to the quality of the students that enroll. including the Sassoon Schools, and recently
Many of those with the most potential are merged with Empire to form the largest school
lost to other vocations because cosmetology chain in the United States. The competition is
is not considered a viable career choice. We hot and getting hotter. Yes, some schools feel
need to improve the image of our industry threatened, and so they should, but it’s time
and attract more qualified people. We can to raise the bar. This affects all of us—and
do it if we work together—and remember, remember, we’re all in this together.
we’re all in this together.
The changes aren’t only in schools. There
I know there are a lot of bad schools, and I are huge changes taking place in all aspects
won’t make excuses for them. But even the of the beauty industry. Procter and Gamble
best graduates from the best schools can’t be purchased Gillette for $56 billion. It’s not the
expected to have the skills of an experienced first acquisition, and it won’t be the last. Estee
stylist. Our students aren’t finished learning Lauder owns Aveda and Bumble and bumble
when they graduate. They are just beginning. and is eliminating distributors by selling
Good schools provide a solid foundation, directly to salons. Wella, owned by P&G, is
but the salon must continue their education also distributing directly to salons. Larger
if our graduates are going to be successful. distributors are buying smaller distributors,
And yet according to PBA’s National Industry and the distribution channels of major brands
The Future of the Industry

What’s the Story???

A Letter from AACS’s President Students at Symposium
Beacon Program Highlights
PBA is fortunate to have a strong working relationship with the American Association of
Cosmetology Schools (AACS). In fact, we share a building! We asked AACS President Business Perspective
Anthony F. Fragomeni to share his thoughts.

It is said that the only difference between a fairy tale and a war story is the way it starts. A
fairy tale starts out with, “Once upon a time…” A war story starts out with, “You ain’t gonna
believe this…”

Stories and fairy tales have been told since the beginning of time. With varied content and
purpose and over time, stories have been told to teach lessons, illustrate points, crystallize
beliefs and espouse virtues. Many of these stories have been passed down generation to “Programs like Beacon inspire us
generation, with each taking some editorial latitude to embellish the story to fit the time. and make us want to be a part of
Others are time tested and have remained relatively unchanged through times. One thing
they all have in common, though, is what I call shelf life. the beauty industry for a lifetime.”
– Stacy Norris, Beacon Winner
Believable or not, true or fabricated, a good story can live forever. And even though you may
have heard it before, the story is enhanced by a great story teller. You know who they are.
There are two sides to the salon/spa
They just captivate you and drag you into the story and make you feel like you can see what
they are telling. It is an art form. Great story tellers don’t always have a great story to tell, industry as all salon and spa owners
often they just tell it great. But give a great story teller a great story, and voila—magic. know: the creative work done on
the floor and the business work
You see we have a tremendous story to tell that is not being told. We are the best kept secret
in the world. I speak of two collective we’s. One is the professional beauty industry, and the done behind the scenes. Beacon
other is the institutions that give the budding professionals their base education. And since gives 100 cosmetology students
we give these budding professionals their start, it is incumbent upon us to tell the story. an opportunity to learn about the
So…what’s the story? The professional beauty industry is a profession of choice not a
business side of salons and spas
vocation of default. We offer professional opportunities that will not be replaced by computers at PBA’s annual Symposium in
or robots and will not be shipped overseas. We offer professional opportunities to work in January. Plus, PBA members gain
salons in a climate-controlled environment around some of the most positive, progressive
both a sneak peek into the future
and innovative people on the planet. We offer professional opportunities for people that don’t
want to be limited by an antiquated and archaic corporate structure. We offer professional of the industry and an instant
opportunities for people to work in the theatre, television, movies, print ads, performing arts, recruiting environment.
education, research and development, sales, marketing and management, just to name a
few. We offer professional opportunities to touch, change and transform people in ways that
no other licensed professional can. We are philanthropic, responsible and responsive, and Encourage a young salon
we care about the communities where we do business. professional! Beacon applications
are available for download at www.
We have a great story to tell. All we have to do is start telling it, telling it well and telling it
probeauty.org/beacon/. (The entry
consistently, and it will live on forever.
process has changed for 2008, so
Anthony F. Fragomeni be sure to download the entry form
President, American Association of Cosmetology Schools (AACS) before beginning the process.) For
NWSHC
Peekskill, NY information on sponsoring Beacon,
please call 800-468-2274 (480-
281-0424) x125.

So…You Want to Open a Beauty School?

AACS will offer a program titled “Beauty Schools 101,” which will provide a general overview
of the business of opening and operating a beauty school and is specifically designed for
new school owners and those who intend to open a school in the future. This workshop will
be conducted by a panel of school owners. Topics include:
• Site location, space allocation and mechanicals • Alternative funding resources
• State regulations, school licensing, student testing • Enrollments, class schedules, yield management
• Understanding financials, creating a business plan • Student kits and teaching materials
• Accreditation and Title IV funding

AACS’s Annual Convention takes place October 27-30, 2007 at the Las Vegas Hilton.
Get complete details by calling 800-831-1086 or visiting www.beautyschools.org.

www.probeauty.org
 7

School Owner Insights

Four PBA members share their perspectives on
the challenges and rewards of school ownership. Why did you get into the school business?
I have been a school owner for nearly 14 years now… I got into the school
industry because after 7 years of owning successful salons, I was frustrated
with the quality of the new stylists that were interviewing for jobs. New
What’s the most rewarding part of running a school? applicants had very little confidence in their technical skills, and more
When a graduate calls and says that they are fully committed with guests. importantly, knew almost nothing about success skills and how to build a
I love watching them the first day of school, with all their virgin hair! The clientele. I knew schools could be better and decided to get involved.
Beauty School Transformation is visual and internal. They gain confidence,
professionalism and the skills they need to have a career and be self sufficient. I felt students needed three things. First, a beautiful salon environment that
I have the best job! made them proud to be a stylist and prepared them for the atmosphere of a
high-end salon. Second, the opportunity to work on a modern clientele, lots
What’s most challenging? of haircuts, hair color and styling so that they leave school with confidence.
Finding passionate and consistent educators. Building a strong education Third, and most importantly, a business curriculum that teaches them the
team (just like in a salon or spa) takes a lot of time and planning. Educators success skills needed to get a good job and make great money.
in a school are expected to know their craft, have administrative skills, be
a coach, be a mom, be a mentor, remember state board, have industry Is there anything you wish you could tell the full industry
experience, and be creative in an environment where we all need to speak the
same educational language. It’s a challenging career with amazing rewards; about the school experience?
there are unique people that do it extremely well... It’s just hard to find ‘em! I believe the industry should know that there are now many great schools
and more starting all the time. I have seen a complete turn around. In fact,
I now think our #1 challenge in the industry is teaching more salon owners
Is there anything you wish you could tell the full industry these same business and success skills so that the opportunities for growth
about the school experience? in this wonderful industry continue.
Two words...organized chaos! We are not only training a group of creative
artists in the craft of hair and skin, we are coaching them to develop life skills. Larry Curtis
We deal with all the same challenges of any college campus—date rape, PBA Salon/Spa Member
substance abuse, domestic challenges and everyday life stuff! Remember Taylor Andrews Academy of Hair Design
how much you evolved from age 18 to 21? West Jordan, UT

Deedee K. Carlson
PBA Salon/Spa Member
San Francisco Institute of Esthetics and Cosmetology
San Francisco, CA Is there anything you wish you could tell the full industry
about the school experience?
We hear the cries of salon owners who feel they cannot find qualified help and
that the schools are not training them properly, and/or that most graduates
have insufficient skills to be able to walk from the school into the salon and
Why did you get into the school business? be able to compete and work with the “seasoned” professionals.
After working with salon and spa owners for over 10 years [as Managing
Director of PBA’s salon/spa section], I felt I could contribute to the industry Why is the chasm so wide between the expectations within the industry
in a way that would be meaningful. I understood both sides of the proverbial factions? If the governmental agencies are only concerned with the newly
“coin.” I knew the employers goals and insights, and I felt that I could add licensed professionals being able to pass minimal competencies that assure
to the educational side of the industry because I was also well aware of the the licensing body that they have enough knowledge to be safe to work on
school owners’ world. the public, but not necessarily enough to be able to successfully earn a living
wage, why isn’t there more grass-roots support to elevate and standardize
What’s the most rewarding part of running a school? the requirements from state to state that would create a valid credential?
People. To support our people (staff and students), we run a business-
minded and strengths-focused organization. We have kicked off Marcus’ If the product that is being delivered to you is always sub standard, maybe
Buckingham’s program on strengths for both our staff and students as an it’s time to offer your assistance to the school to affect some changes...
added investment in how valuable we think people are and how much they Schools want their students to be hire-able. They really want to produce a
count. Our curriculum is top-notch, our technology is amazing, our products product that is in demand, and they want to be able to point other potential
incredible, our facility inspires good things, our educational partners remain professionals to the better salons where stylists can earn a living…
committed, but at the core of Kohler Academy is the deeply held belief that
People Matter. It drives everything we do. What’s the most rewarding part of running a school?
At any given time, you are called on to fix a leaky drain while you are trying
What’s most challenging? to make sure the state investigator for the board has all of the necessary
The most challenging aspect to running our school is ensuring that everyone records to do their audit and inspection, meanwhile you may have a student
is learning. There are many moving parts in a school, and it is easy to get graduating, a new class starting, an unhappy customer… But then, the one
caught up in events, compliance, time clocks, hot water, dispense, rules student you never thought would get color theory and/or the application
and situations that can drain time and energy. I am constantly asking my technique mastered, quietly comes into the office, asks politely if you have
educators, “Are you teaching?” and constantly asking our students, “Are a minute, and when you expect them to say, “I’m through, I quit,” they get a
you learning?” If we have leadership that inspires, educators that teach and really big grin on their face and say “I GOT IT!, I DID IT! And can you please
students that learn, we can provide what we promise—which is extraordinary please please come and look at it?” ...The satisfaction of knowing you made
education every day. a difference carries you forward to try it over and over again.

Jill Kohler Linda Mottishaw

PBA Salon/Spa Member PBA Salon/Spa Member
Kohler Academy School of Hairstyling
Scottsdale, AZ Chubbuck, ID
The Future of the Industry

Distributors
& Schools
How to Exceed
a School’s Expectations
At Peel’s, we have the unique opportunity of can provide thousands of dollars of free back
owning 6 schools and having a test market bar with their support points.
to try innovative ideas of service, promotion
and motivation. Cosmetology schools have 5 Education. Students in schools are
areas we focus on: Retail, Inventory Control, like a giant sponge. They are begging for
Education, Recruiting and Clientele Building. education, and we provide it. For any shows
Peel’s produces around a school, we ask
5 areas we focus on: Retail, that school if they would want that educator
for the next day. The educator cost is usually
Inventory Control, Education, reduced on a Tuesday, and all expenses
Recruiting and Clientele Building. have already been absorbed by Peel’s. Also
working at Peel’s shows can give great
It all starts with a quality sales consultant. experience to any student. Young Talent Program
Servicing a school takes a lot more time and
energy than servicing a salon. However, the Recruiting. This is the lifeblood of any Helping New Employees
consultant that makes the commitment will school and is an area any DSC can help Build Their Careers
see incredible rewards. He can earn the ability in. A prospective student is very interested in the Salon Industry
to place students trained in his products in his in the professional products a school uses.
top salons. He also has the first opportunity to Therefore our DSCs provide manufacturer
open a new salon of a graduating student. Cosmetology students have an
literature, samples and DVDs to the school
for a new prospect gift. At Xenon’s, a full cap exceptionally low rate of success within
Retail. Retail issues in a school are very and gown graduation is a great celebration the first 6 and 12 months of being in
similar to your salon customer’s. Salon and recruiting tool. We always participate the field, with failure rates estimated
contests are very important to motivate with a Peel’s management person as a
to between 50% and 80%. Most salon
a student that doesn’t get paid retail speaker at these graduations. We also
commissions. Obviously they can’t make provide the students with the top 10 salons owners lack a program or tool to teach
professional recommendations without in a region they want to work. We will allow their new staff members essential skills
product knowledge. Therefore regular students to ride with our DSCs to visit the such as: how to be an employee, how
product knowledge classes are critical. That top salons they call on.
to build a book, setting goals, prioritizing
retail product knowledge must be extended
to front desk staff and our phone command Clientele Building. Last but not least, and other basic business building skills.
center. Finally, we ask our schools for we work closely with Xenon’s to provide
time once a month to address the student client-building tools and information. Xenon’s PBA has put together a taskforce to
body with the upcoming new promotions. closes twice a year for a “Catch a Rising Star” develop a Young Talent Program, which
Many of these promotions are customized show in the school. Peel’s invites their top
for the school, and many are designed to 30 salons in the area to set a table up in the
will help salon owners and managers train
reduce overstocks at Peel’s. The Peel’s school, and students have the opportunity new employees on how to successfully
DSC servicing the school collects emails of to ask these salons about their policies, build a career in the salon. The program
each new student, and Peel’s sends them training, etc. Every graduating class takes a would have three components: a manual
a welcome letter and manufacturer update tour of our Distribution Center and meets our
emails. management staff. We bring in pizza for lunch
for salon owners, a workbook for new
and give all students a graduation gift. We stylists (students) and a live education/
Inventory Control. This is critical in our also spend time developing a resume and a workshop piece.
schools. Controlling the retail inventory worth photo album of the work they did at Xenon’s.
thousands of dollars is very important. We use
Exceeding a school’s expectations takes
Do you have a successful training
cameras and a computer inventory program
to monitor shrinkage and create suggested time and energy, but the benefits are great program in place that you would be willing
reorders. In the dispensary, we use the same when it all happens. to share? Do you have a passion for this
professional products and hair color we sell at topic and want to learn how you can get
our top salons. The same inventory tools are Bob Peel
President, Distributor/OTC
involved in the taskforce? Please contact
also used, plus methods of controlling product
waste. Product can easily be pre-measured Leadership Council Samantha Alvis at samantha@probeauty.
for a single application or service. Enrolling the Peel’s Salon Services org or call 800-468-2274 (480-281-0424)
schools in the manufacturer loyalty programs Hutchinson, KS x117 to learn more.

www.probeauty.org
 9
Distributor/OTC Section

What to Do in Las Vegas

The Must-See Guide to
Cosmoprof North America 2007 4 Precious Stone Treatments
Just Good for You – Experience an extraordinary skin care line from
July 15-17, 2007 | Mandalay Bay | Las Vegas the best that nature has to offer such as rubies, pearls and jasper–-all
Cosmoprof North America is where the business of beauty comes to life. There with an alluring light fragrance of freshly cut wild roses and rosewood.
is much to do at this year’s event. There are many new exhibitors that are on From a Pearl Body Cream with crushed rubies, Pearl Milk Cream Bath
the cutting edge of beauty, skin care, hair, spa, packaging and manufacturing. and a Wild Rose & Jasper Body Oil, this unique line from Germany is all
And you don’t want to miss the many special events that take place over the
natural and soothes the senses as it soothes and softens skin.
weekend. Here’s the must-see guide to help you plan your Las Vegas visit.

Register for Cosmoprof North America prior to

5 Beauty Down Under
Betty Beauty – The first safe color especially formulated for the hair
June 15 and receive your badges in the mail. down there, Betty Beauty colors naturally, covers gray and enhances
Head straight to the show floor when you arrive! to match your glorious locks above. Whether your locks up there are
blonde (be a true blonde now!), radiant auburn, brunette or black, the
easy-to-use, no-drip formula gives you the perfect finishing touch.
Introducing Discover Beauty
New to the show this year, Cosmoprof North America (CPNA) is unveiling
its most exciting initiative—Discover Beauty, a designated area highlighting 6 Cosmeceutical Skincare Imports
emerging beauty and skin care imports. Prominently located on the show floor Rilastil – This was the first cosmeceutical brand in the world, made by
in Pavilion A, the Discover Beauty area displays select brands in a sophisticated Istituto Ganassini in Milan starting in the early 1970s. Rilastil Intensive
and modern environment. Stretch Mark and Cellulite Cream is the company’s premier product
and best seller. The ingredients are selected to prevent stretch marks
CPNA has carved a unique place in the market allowing small and new
companies to jump-start their distribution efforts and gain quick visibility for pregnant women by enhancing skin’s elasticity and natural healing
from corporate buyers. Through the presence of Cosmoprof shows process. The product is safe and effective during and after pregnancy.
worldwide our specialists can immediately spotlight emerging unique
brands for this special program.
7 Men’s Luxury Skincare Line
The inaugural Discover Beauty event will feature Organic Apoteke (UK), SkinTech – This Swiss men’s luxury skin care is looking to upgrade the
Fresh Line (Greece), Rilastil (Italy), Beauty Brazil (Brazil), Dalton Beauté de la men’s skincare market offerings. The 10-item product line combines
Mer (Germany), Just Good For You (Germany), SkinTech (Switzerland), Alo- Switzerland’s know how with state of the art technology to deliver the
Cell-Gel (Austria), Skin Nutrition (South Africa), Silvana Profumeria (Italy)
first high-performance luxury men’s skincare.
and Skin Cubed (USA).

8 Healing Skincare for Post-Radiation Exposure

Top 10 Innovative Exhibitor Trends Alo-Cell-Gel – Conceived in 1999 by Christine Gimmelsberger, a breast
Please check your on-site directory for booth numbers. cancer survivor, who while undergoing radiation therapy came up with
a formula that would dampen the radical and devastating effects on the
1 Cosmo-Textiles skin associated with radiation therapy. With the support of her husband
Lytess – This exhibitor introduces a novel idea: cosmo-textiles that use
(a physician), they created a unique skincare formula that would allow
micro-encapsulation of active cosmetic ingredients embedded in the
the skin to remain smooth and supple during and after therapy.
fabric. As the fabric rubs against the skin, microcapsules break and
release their active ingredients, caffeine and shea butter. Lytess offers
a variety of undergarments that target various parts of the body, such
9 Innovative Hairstyling Tools
T3 Bespoke Labs – This is the newest, most sophisticated collection
as arms and legs. Withstands 20 hand washes.
of styling tools that harness new T3 proprietary technology for superior

2 Aromatherapy Wall Paint Additive performance and results. The new T3 Bespoke Lab super lightweight hair
dryer features an unheard of 8 heat settings. Recently featured in Marie
Aura-Soma – Working with your spiritual and emotional well being, the
Claire’s Beauty Products that Changed Our Lives, T3’s patented tourmaline
colored oils, pomanders, quintessences, color essences and other
technology produces sleeker, shinier hair that lasts day and night.
color-related products of Aura-Soma help bring your being into a state
of equilibrium. Your color choice reflects your very personal needs
and helps you to find a more true understanding of your potential. The
10 Global Beauty Bazaar
Through close-knit collaborations with countries seeking to expand
Equilibrium bottles are glittering, dual-colored combinations containing
their beauty foreign trade, Cosmoprof North America is able to dedicate
the energies of color, plants and crystals.
special sections within the show floor to distinct Country Pavilions.

3 Cellulite-Busting Tanning Cream

These Pavilions allow small and medium sized companies from within
select markets to participate in CPNA with the objective of obtaining
Fake Bake – Taking what Fake Bake does best, the company has combined
face time with distributors and retailers to secure US distribution. This
a self-tanning formula with their new patent-pending technology, which
year, CPNA will host Brazil, France, Italy and Thailand.
measurably diminishes cellulite. The end result is a smoother texture to
the skin, which appears within approximately three to four days. It is
clinically proven to firm and tone skin within two weeks.
Distributor/OTC Section
Register for these events when you
register for Cosmoprof North America.
Extend Your Networking at Special Events
Visit www.cosmoprofnorthamerica.com
or call 800-630-3603 (916-774-8682).

Get Together Party City of Hope

Saturday, July 14, 2007 | 7:00pm-9:00pm Spirit of Life Dinner
$55 PBA Members | $65 Non-Members ($10 additional after June 29)
and PBA Reception
Monday, July 16 | 6:30pm – 11:00pm
This is the kick-off event for Cosmoprof North America 2007. Open
To purchase tickets, call Sarah Jakubowski
to visitors, exhibitors and members of the press, this is the best
at 847-583-8600, ext.14.
way to begin networking and start your Cosmoprof North America
experience off right.
The Professional Beauty Association kicks off the evening with a
reception to celebrate the good works of the City of Hope and this
Beauty Circle: Salon/Spa Owner year’s honoree, PBA Chairman John Heffner. The dinner follows at
Networking Round Tables 8:00pm. For more information, please see page 11.
Sunday, July 15 | 2:00pm – 5:00pm
Complimentary
Beauty Circle: Distributor
18th Annual North American Networking Round Tables
Hairstyling Awards (NAHA) Tuesday, July 17, 2007 | 8:00am – 10:00am
Sunday, July 15, 2007 | 6:30pm - 10:00pm Complimentary
$65 PBA Members | $75 Non-Members ($85 after June 29)

Join us as the industry honors style power! PBA presents awards to PBA Beauty Boot Camp
North America’s premier super-stylists in twelve categories, including Monday, July 16 | 1:00pm – 5:00pm OR
Hairstylist of the Year. In addition, Jim Markham of PureOlogy Serious Tuesday, July 17 | 8:00am – 12:00pm
Colour Care will be inducted into the Hall of Leaders, and Yosh Toya will $175 PBA Members | $275 Non-Members
be honored with a Lifetime Achievement award.
How do you get consumers to buy your beauty brand over the
PBA’s Annual Business Forum... and Breakfast! thousands of other choices on the market? By knowing her better
Monday, July 16, 2007 | 7:30am – 10:00am than the competition! Get the ultimate overview of the beauty-buying
$25 PBA Members | $45 Non-Members consumer’s lifestyle, needs and desires. Reach into the heart and
($10 additional after June 29) mind of today’s beauty-buying consumers in a way that
can immediately impact your business. Bonus:
Don’t miss the Professional Beauty Association’s annual meeting, Worksheets to structure consumer insight
where industry influencers explore trends that are shaping the into a “beautiful” brand strategy! Boot Camps
industry and how the association is responding. This year’s keynote are limited to 50 participants, so sign up now
speaker is Apple Co-Founder Steve Wozniak. For more information, and receive the “PBA Salons and Day Spas Salon and Day Spa
Consumer Trend
Report

please turn to page 3. Consumer Trend Report” FREE—a $299 value!

2007

New PBA Distributor/OTC

Members
February 1 – May 1 Distributor/OTC New Member
B and S Beauty Supply (New York, NY) Teleconference
Body Toolz Inc. (Henderson, NV) Next Calls: June 15, September 21
Commercor I, LP (San Antonio, TX)
Complete Beauty Supply (Commerce Township, MI) New to the distributor/OTC section of the association? Have a question about your business? Want
Consonance Companies Inc (Santa Fe Springs, CA)
to network with successful industry leaders? Here’s your chance! PBA’s Distributor Leadership
Foreign Concepts LLC (Monument Beach, MA)
Game Face Cosmetics (Brooklyn, NY) Council members host a New Member Teleconference quarterly on the [bold]third Friday of
Magic Ionic Co Inc (Cypress, CA) June, September, December and March at 12:00 noon EST[/bold]. This is your opportunity to
MDI Beauty Supply (Philadelphia, PA) meet your leadership council members and participate in powerful networking to improve your
National Salon Resources (Minneapolis, MN) business and the industry as a whole.
Spornette (Homewood, IL)
SV Beauty Supply, LLC (Victorville, CA) All new members will receive an email invitation to participate. If you’re a long-time member who
Sweis, Inc. (Torrance, CA) wants to participate—to welcome new members to the association or to talk to your leadership—
call Membership at 800-468-2274 (480-281-0424) or email [email protected] to receive the
Note: This does not include renewing members. For
a full list of PBA members by section, please visit call-in number and passcode.
www.probeauty.org/directory.

www.probeauty.org
 11
Manufacturer/Rep Section

John Heffner Honored

at City of Hope Spirit of Life Dinner
Monday, July 16 | Mandalay Bay | Las Vegas

Monday evening, July 16th, the industry will come together to celebrate life, beauty and hope at the City of Hope Spirit of Life dinner.
This year’s honoree is John Heffner, President/CEO of Creative Nail Design and Chair of PBA’s Governing Council. According to Heffner,
“This will be an event to remember featuring outstanding entertainment, a wonderful auction and the opportunity of the year to mingle
with industry leaders.”

The goal of this year’s dinner is to “raise the bar” as the primary industry event and to raise much needed funds for cancer research and
treatment programs at one of the country’s oldest and most innovative centers, the City of Hope.

City of Hope is a leading research and treatment center for cancer, diabetes and other life-threatening diseases. Designated as a
Comprehensive Cancer Center, the highest honor bestowed by the National Cancer Institute, and a founding member of the National
Comprehensive Cancer Network, City of Hope’s research and treatment protocols impact care throughout the nation.

The professional beauty industry has supported City of Hope for over 20 years, and this year’s level of support will set a record and set
the stage for future events. For further information, please contact Sarah Jakubowski at 847-583-8600.

PBA City of Hope Reception Silent Auction New City of Hope-Salon

6:30pm – 8:00pm Donations Requested! Industry Website
Join PBA as we celebrate the good works of The City of Hope evening includes a silent City of Hope recently launched a dedicated
the City of Hope and PBA Chair John Heffner. auction to benefit the charity. If you have National Professional Salon Industry website
This elegant evening reception allows industry an item you would like to donate, please at www.cityofhope.org/npsi. The website
executives a chance to catch up with old contact Ray Mager, auction chair, at is filled with information on City of Hope’s
friends and meet new colleagues. A City of [email protected]. mission and the great work our industry is
Hope ticket is required for entrance to the doing to support it. Check it out today!
reception. The dinner immediately follows.

Make Your ISSE Plans Today!

January 26-28, 2008 | Long Beach Convention Center

ISSE 2008 is already in the works, and there is

limited exhibitor and education space available. Make
your plans today to ensure that you receive the best
space available. For exhibit space, please download Manufacturer Benefit Highlight
a Request for Space at www.probeauty.org/isse/pdf/ Market Shipment Study
complimentary for participating
ISSE08RequestforExhibitSpace.pdf. For education space, manufacturers
please download the Education Request Form at www. $500 for non-participating manufacturers
$1,500 for other section members and
probeauty.org/isse/pdf/ISSEEducationRequestForm.pdf.
general public
For more information, call ISSE Sales at 800-468-2274
(480-281-0424) x121. Each year, professional hair product
manufacturers anonymously share their data
with an independent public accounting firm who
prepares a comprehensive market overview of
the industry. The data in this study is available
nowhere else—many members feel the value
of this study alone pays for their membership.
An expansion of the study that includes data
on nail care and tool manufacturers is in the
works. To order, please call Membership at
800-468-2274 (480-281-0424).
Nail Manufacturers Council
Below is a summary of recent accomplishments by the Nail Manufacturers Council (NMC)
Safety and Standards Committee. Co-chaired by Doug Schoon, Creative Nail Design (CND),
An Update on Recent Activities and Eric Schwartz, OPI Products (OPI), the council receives assistance from Debbie Waite
(CND), Paul Bryson and Sunil Sirdesai (OPI), Vicki Peters (Kupa), Nancy King (Nailpro),
Geoff Geils (Flowery Beauty Products) and Cyndy Drummey (Nails Magazine).

• Published brochures regarding industry • Coordinating with named salon brands • Responded to concerns from German
health and safety concerns. Most are being and with the Cosmetic, Toiletry, and authorities regarding the safety of acrylic nail
translated into Vietnamese, Korean and Fragrance Association (CTFA) named products. Coordinated with, and assisted,
Spanish. NMC partnered with International member retail companies to develop the German cosmetics trade association in
Nail Technicians Association (INTA) and potential litigation strategies. relating to filling data gaps.
Australian Professional Nail Association the Prop. 65 60-day notices that were
(APNA), and is seeking collaborators in served and could result in litigation. • Filed comments with European Union
other countries, to distribute the brochures. (EU) scientific bodies seeking safe-use
More brochures are in progress. (See www. • Responded to media inquiries regarding determinations on DBP and toluene in
probeauty.org/about/committees/nmc/.) product ingredients and the safety of salons, nail polish products. Both efforts were
Additionally, NMC worked with the EPA salon products and workers, including “The successful and culminated in publication of
to update its nail salon health and safety Today Show,” which aired a reassuring piece “safe as used” findings. Also filed comments
practices brochure, published last month and dispelling many myths. A well-done piece also with EU authorities regarding formaldehyde
now available at the EPA’s website. (See www. appeared in Oprah’s O Magazine in March 2007. safety, urging that no adverse regulatory
epa.gov/dfe/pubs/projects/salon/index.htm.) action be taken.
• Is working alone, and with the CTFA, on
• Formed a working group to explore state legislative initiatives targeting cosmetic • Participated with CTFA and assisted in
increasing visibility and raising industry products and salons. comment preparation regarding the EU
standards. Formal presentations will be proposed simplification initiatives designed to
made at trade shows in coming months to • Reviewed several product safety stream-line its cosmetic regulatory scheme.
support this effort. assessments for CTFA’s upcoming consumer
cosmetic safety website. The foregoing required various experts
• Worked with a coalition and the California (science, regulatory and legal). Costs to date
Air Resources Board (CARB) regarding • Worked with Canadian authorities to are substantial and were shared between
the regulation of VOCs (volatile organic defer regulation of cyanoacrylate adhesives OPI and CND.
compounds, e.g., solvents) in nail products regarding child-proof packaging.
as part of CARB’s larger effort to regulate
consumer products. In response to coalition
concerns, CARB’s proposal was amended,
and the process continues. New Manufacturer/Rep Member Teleconference
Next Call: September 5
• Working with regulators to demonstrate no New to the manufacturer/rep section of the association? Have a question about your business?
Prop. 65 warnings are required, a significant Want to network with successful industry leaders? Here’s your chance! PBA’s Manufacturer/
and expensive effort, regarding California’s Rep Leadership Council members will host a New Member Teleconference quarterly on the
listing of DBP, a nail products plasticizer, first Wednesday of June, September, December and March at 12:00 noon EST. This is your
on the Prop. 65 list in December 2005, opportunity to meet your leadership council members and participate in powerful networking to
for which warning requirements became improve your business and the industry as a whole. All new members will receive an email invitation
to participate. If you’re a long-time member who wants to participate, call Membership at 800-468-
effective December 2006.
2274 (480-281-0424) or email [email protected] to receive the call-in number and passcode.

New PBA Manufacturer/Rep Famis Manufacturing (Green Bay, WI) National Hair Center Inc (Sarasota, FL)
Fi Hair Gear (Thornhill, ON) Nioxin Research (Lithia Springs, GA)
Members Future Industries (Clifford Beach, NJ) Pomchies (Phoenix, AZ)
February 1 - May 1 Garfield International (La Mirada, CA) Precious Cosmetics (Saddle Brook, NJ)
GHD Professional N. Am. (Westlake Village, CA) Primeco Consulting (Encinitas, CA)
AuCourant - Instant Bronze Tan (East Stroudsburg, Grafton Cosmetics (Boynton Beach, FL) Product Club (Rockaway, NJ)
PA) Hair Dr Spela (Los Angeles, CA) Relax Now, Inc. (San Francisco, CA)
Beauty World Mfg (Westminster, CA) Hair Laboratories (Gainesville, FL) Remedent Inc. (El Segundo, CA)
BTB Sales (Wantagh, NY) Harrison Specialty Co (Canton, MA) Simplicity Hair Extensions (Winter Springs, FL)
CFN Beauty Representation (Oreland, PA) IPD (Santa Monica, CA) Sta-Rite Ginnie Lou, Inc. (Shelbyville, IL)
CoValence, Inc. (Chandler, AZ) Jin Ma Color Print Inc. (Baldwin Park, CA) SV Productions (Woodinville, WA)
Creations By Alan Stuart (New York, NY) Joe Products Inc (Mc Lean, VA) Young Nails, Inc. (Santa Fe Springs, CA)
Diamond Towel Co. (San Jose, CA) Joewell USA (Canoga Park, CA)
Dreamlook, Inc. (Ipswich, MA) Matrix - L’Oreal (New York, NY) Note: This does not include renewing members. For
Elan Lashes Eyelash Extensions (Prior Lake, MN) Maui Soaps and Salts (Las Vegas, NV) a full list of PBA members by section, please visit
Falcon International (Murrieta, CA) Medicool Inc. / Isabel Cristina (Torrance, CA) www.probeauty.org/directory.

www.probeauty.org
 13
Salon/Spa Section
PBA
Symposium 12
It’s About Time January 12-15, 2008
Omni ChampionsGate Resort | Orlando, Florida
Make time to attend.
Take time to implement.
Invest time in transforming your business!
Save the date for a weekend of business education, including peer-to-peer round table huddles, boot
camp breakouts and celebrated keynote speakers. At Symposium 12, the industry’s leading thinkers and
respected salon owners will share their insights into the four components of a successful salon business:
Visual Merchandising Budget Appointment Book Development/Education

Enjoy Orlando! Don’t forget to move the networking poolside after a jam-packed day of business education and to enjoy all the amenities of the luxurious
Omni Orlando Resort at ChampionsGate. Surrounded by 1,200 acres of well-preserved wetlands, the Omni is home to two world-class Orlando golf courses
designed by internationally renowned golfer Greg Norman. If golf isn’t your thing, consider re-energizing in the 10,000 square foot European-style spa and
fitness center or drifting along the resort’s 850-foot winding river. The Omni is just 25 minutes from Orlando International Airport and offers easy access to
(or escape from) Orlando’s most famous attractions, including magical Walt Disney World. Why not make this business trip a dream vacation on the side?

Attention Distributors! It’s about time Symposium started providing business education for one of PBA’s other section’s, and 2008 marks the inaugural
year for distributor education at Symposium. A select group of distributors will experience business-building education on Saturday and will join salon/spa
attendees on Sunday for a joint morning of keynote speakers. Distributors and top sales consultants can receive complimentary tickets to the Distribution
Summit by selling Symposium tickets to their customer base. To learn more, please call PBA at 800-468-2274 (480-281-0424) x124.

It’s about time you turned your business into the salon you’ve imagined. Find out how at Symposium 12—and have the time of your life doing it!

Ideas from the List - Addressing the Hiring Challenge

Every salon or spa owner is familiar with the challenge of finding quality employees. If you really want to hire good help, you should do an apprentice program to
Recently, there has been a great deal of discussion on the salon/spa listserve polish the people you hire. If they have years of experience but are not up to
about creative ways to seek out new employees. Here are some highlights: your standards of work, then everyone, no matter who, goes through it.
Robin R Corey
Be cautious hiring...especially if the application says they are presently employed Jacar Beauty Lounge (Gilbert, AZ)
at such-and-such salon. I don’t hire anyone unless they are completely
disengaged from previous salon employment. It’s a matter of principle and of Hiring great people is an art in itself. I have never found great people by advertising.
professional courtesy. I also prefer to “grow my own.” Instead, I find when I developed an understandable manual, and enforce it, and
Karie Bennett communicate clearly and consistently, it’s made a huge difference…
Atelier Aveda Lifestyle Salon Spa (San Jose, CA) Laura Quackenbush
Off Broadway Salon (Brookfield, WI)
Get to know the good schools in your area. Do classes, job shadowing, job
fairs. Get to know their students, and get them to know you. Send them new It is hard to find and keep the right people. Narrow it down even more… 1. Add
prospective students, and they will send you qualified graduates. a non-compete contract. 2. Ask them if booth rent[al] is their goal, and if so,
John Halal [explain that] probably this is not the place for them. Hiring right is imperative.
Honors Beauty College, Inc. (Indianapolis, IN) T. Patricia Helmandollar
Savvy Salon and Day Spa (Cornelius, NC)
Why don’t you hire in [cosmetology] students as part time receptionists and see
what you think of their performance? If you like them, put them into training while Interested in participating in your section’s listserve? PBA membership includes
they’re in school and have them ready to hit the floor when they graduate. subscriptions for up to three email addresses. Simply email info@probeauty.
Jeanne Lennon org—include your name, company name, appropriate email address(es) and
Lennonheads Salon & Spa (Worthington, OH) your member ID (if available).
Salon/Spa Section

Get Out maintains is: “Tell me everything you

know about this company!”
benefits of two-way radios, the best salon
software and the ways that salon owners
center for
from Behind can connect with their clients through
business education
the Chair! The discussion naturally progressed from written, physical and visual elements
hiring to the front desk position. CBE such as a smile and a thank-you card.
CBE’s Intimate Format Fosters
facilitators and attendees alike agreed that
Discussion, Inspires Owners
this is one of the most important positions When it came to the “information age”
“Get Out from Behind the Chair and Manage in a salon, and the people there should be portion of the class, two attendees
Your Business,” part one in the three-part paid accordingly. As Kendall laughingly spoke about the benefits of having online
Salon Success Series, coached salon/ put it, “Pay peanuts and you will have bookings, and Darla and Kendall had a
spa owners on how to take back control monkeys working the position, and then chance to ask some questions of their own
of their business. The seminar and round- you complain about the monkeys.” because they are both considering making
table discussions were led by successful the move to cyber booking. Everyone,
“I loved it. It was very informative and even the seminar facilitators, learned
PBA members Darla DiGrandi-Aguilera
inspiring. I’m ready to chuck everything something from this CBE session!
of Hi-Lites Aveda Salon and Kendall Ong
and get started again!”
of Mane Attraction Salon. According to
– Robin Corey (Owner, Jacar Beauty Lounge)
attendee and salon owner Jere Pastore
of Images at San Marcos, “It was a full 1
1/2 days of valuable information…a small
One of the key elements explored was Learn about upcoming
intimate class with about 10 owners from
how to take and manage the time required CBE seminars at
to successfully work on a business. Darla
around the United States. It’s just what we recommended taking just two hours off
www.probeauty.org/cbe.
all needed.” your work week and raising prices to
make up for two less behind the chair,
In two short days, Darla and Kendall while Kendall simplified it down to “work
covered everything from compensation smarter, not harder.” Other areas the
and tipping vs. non-tipping salons to the seminar covered included the exciting
golden interview question, which Darla

New Salon/Spa Member Teleconference

Next Calls: June 18, July 16, August 20
New to the salon/spa section of the association? Have a question about your business? Want to network
with successful industry leaders? Here’s your chance! PBA’s Salon/Spa Leadership Council members
will host a New Member Teleconference on the third Monday of every month at 12:00 noon EST. This is your opportunity to meet your
leadership council members and participate in powerful networking to improve your business and the industry as a whole. All new members will
receive an email invitation to participate. If you’re a long-time member who wants to participate, call Membership at 800-468-2274 (480-281-
0424) or email [email protected] to receive the call-in number and passcode.

New PBA Salon/Spa Members

February 1 - May 1
007 Salon (Madison, WI) Lori Heikkinen (Roanoke, TX) Scissors Rox and Paper (Phoenix, AZ)
Aliez Beauty Inc. (Brooklyn, NY) James Albert Salon (Newport Beach, CA) Shear Convenience (Jackson, WI)
Aveda Institute Denver (Denver, CO) JO-EL Enterprises, Inc. (Scottsdale, AZ) Shear Perfection (Red Wing, MN)
B. Fazio Salon (Lakewood, OH) J’on Alan Salons (Nashville, TN) Simplicity Salon and Spa (Hagerstown, MD)
Backstage Hair Studio (Midland Park, NJ) Keith Kristofer Salon and Spa (Austin, TX) Spava Premier Day Spa (Salem, VA)
Bellezza Day Spa (Falmouth, MA) Lavish (Manhattan Beach, CA) Studio 75 (Kenosha, WI)
Michon Bushman (Chesterfield, MO) Lux Salon and Spa (Baton Rouge, LA) Styles Salon, Inc. (Colorado Springs, CO)
Butterfly Salon and Spa (Kent, WA) Mary Kate and Company (Wichita, KS) That’skincredible, LLC (Elyria, OH)
Carolina’s Spa Group (Charlotte, NC) Meshel’s Salon (Gilbert, AZ) The Comfort Zone Spa (Brandon, FL)
Carrie and Co Progressive Hair Design (Sturbridge, MA) Mirage Salon and Day Spa (Monroe, NC) The Fizz Shop (Neenah, WI)
Christopher Kelly Salon (Valparaiso, FL) Moda Salon and Spa (Duluth, GA) The Lift (Easthampton, MA)
Cristobal Salon, Inc. (San Juan, PR) Myoda Salon Int. (Central Islip, NY) Tuscan Sun Salon and Spa (Franklin, MA)
Defining Image LLC (Vancouver, WA) Nardinis (Mississauga, ON) Underground Hair Artists, Inc. (Santa Barbara, CA)
Destiny Aveda Salon Spa (Lewisburg, OH) N-Style (Yucaipa, CA) Urbanbella (Ellenwood, GA)
Distinguished-U Salon (Arlington, TN) Nu Image Salon and Spa (Phoenix, AZ) Varuna (Upper Marlboro, MD)
Dosha Salon and Day Spa (Barre, VT) Pivotal Fitness (Fort Lauderdale, FL) Vee’s Hair Salon (San Antonio, TX)
Elements a Complete Salon (Escondido, CA) Platinum Nail Spa (Yorba Linda, CA) Verve Salon and Spa Ltd (Sherwood Park, AB)
Eliza Jane, Inc (Geneva, IL) Results...a Salon (Scottsdale, AZ) Zing Hair Salon (Boulder, CO)
Enrique’s Salon (Tulsa, OK) Reveal Salon (San Luis Obispo, CA) Zolton’s Salon and Day Spa (Scottsdale, AZ)
Fusion Salon (Wilmington, DE) Rituals Colour Salon (Santa Clarita, CA)
Genesis Salon / Enso Spa (Hutchinson, MN) Roberts Salon (Belmont, MA) Note: This does not include renewing members. For
Hair I Am (Kingston, NH) Rocco Altobelli Direct (Burnsville, MN) a full list of PBA members by section, please visit
Hair Spray Salon (Houston, TX) Romy and Kam’s, Inc. Dba Salon Romana (Largo, FL) www.probeauty.org/directory.
Hairdresser on Fire LLC (Windsor, CT) Salon Monaco (Carpinteria, CA)

www.probeauty.org
 15

Member Profile: Kevin Otero

PBA Manufacturer/Rep Leadership Council Member

An 18-year veteran of P&G, Kevin Otero joined

the professional salon industry in March 2006
2.
2. What role do you see for
distribution in the future of P&G
5.
5. What do you consider a major
challenge for the industry in the next
to provide strategic focus to the business,
and to create a set of integrated strategies Professional? five years? How do you anticipate
across the different businesses utilizing working through this challenge?
P&G’s scale to benefit the salon customer. As We are committed to servicing the needs of
General Manager with responsibility for overall the total salon industry by offering a multi- We continue to see diversion as a major
market development, Kevin is leveraging his channel distribution model that includes challenge to the industry. As a manufacturer,
experience in retail beauty to strengthen sales distributors for salons and stores, a full- we have taken major steps to address this
and marketing initiatives in the professional service direct sales organization, a national issue, including state-of-the-art coding
category. The P&G Professional Care portfolio teams organization and a wholesaler team. and tracking systems on our products,
in North America includes the exclusive-line Our distributor partners offer the broad comprehensive salon agreements, a watchdog
brands of Wella Professionals, Sebastian reach, scale and expertise to best service network and hotline, as well as a four-stage
Professional, Graham Webb and Belvedere, salons outside of our direct coverage area. escalation process when diverted product is
and the open-line businesses of Clairol A multi-channel distribution model allows traced to a salon that can ultimately lead to
Professional, Wella American Classics and for flexibility to better serve the needs of the account termination. But we cannot win this
Johnson Products. salon and the stylist. fight alone. We need salon owners and the
salon industry to educate stylists to recognize
1. From the salon owner perspective, 3.
1. 3. How does your direct sales and report diversion, to promote the use of
organization benefit the industry? professional products and to educate clients.
what are the advantages (and
disadvantages) of working with such a
large company? How do you keep the
Our Direct Sales Organization (DSO) Sales
Consultants are full service partners with salon
6.
6. On the other hand, do you see
untapped opportunities for the
“heart and soul” of the professional owners and stylists focused on what we call
industry to tackle?
beauty business in focus? “Joint Value Creation” by bringing new tools,
products and insights to salons and their clients.
We believe that P&G’s knowledge of women’s
P&G Professional is committed to the growth We believe that by focusing on our portfolio of
beauty wants and needs can be viewed
and success of the salon industry by leading top brands that our Sales Consultants are the
through a stylist lens to better understand the
game-changing innovation that will create and perfect partner for salon owners and stylists.
professional salon client and her purchasing
drive demand for salon services, and that will We can bring a core competency of P&G into
behavior to drive more salon visits, increase
the salon industry: deeper understanding and
salon services and build salon retail. We are
insights of our client needs that can drive new
“The heart and soul of the professional very excited about these opportunities and
product and service opportunities. By having
industry is artistry and education.” believe that they will lead to accelerated
a dedicated selling organization, we can work
growth in the industry.
on sharing this knowledge with our partners
bring newness and excitement to the salon in a more seamless fashion. Our Sales
through product, technique and commercial Consultants can use their “toolbox” to work
innovation. Furthermore, through our “joint the right partnership plan. A good example of P.S. Don’t forget: The newsletter is now
value creation” and “joint business planning” this is our Colors of the World program, where online. Share one of the great articles in this
models, we are dedicated to meeting your we bring new techniques and education to newsletter with a friend in the industry.
needs and the needs of your clients. the stylist for new color applications that drive
higher-dollar service revenues.
We know that the heart and soul of the
professional industry is artistry and education.
In the past six months, our flagship Studio
4.
4. Why are you a member of PBA?
NYC has been joined by two new full-service P&G Professional Care is excited and optimistic
professional education Studios—one in Los about the future of the professional salon
Angeles and another in San Francisco, with industry. I felt that one of the most important
The Studio Chicago slated to open before contributions I could make to the industry was
the end of the year. These facilities, as well to get more directly involved by joining the
as our comprehensive curriculum of in- Professional Beauty Association. In addition
salon and local-market education offerings to supporting the goals and objectives of the
and our incredible Future Vision events, are association, I hope I will be able to bring P&G’s
dedicated to inspiring stylists as well as expertise in areas such as market research
growing technical skills, which ultimately lead and segmentation study to better understand
to increased service revenues. and meet the needs of the stylist and salon
client, as well as our shopper experience to
help create a better salon retail environment Visit www.probeauty.org/progress.
for salon clients to drive salon retail.
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Professional Beauty Association

15825 North 71st Street, Suite 100
Scottsdale, Arizona 85254
800.468.2274 (480.281.0424)

www.probeauty.org