PBA Progress Summer07 Newsletter

8/14/2019 PBA Progress Summer07 Newsletter

1/16

ProgressAn Update or Members o the Proessional Beauty Associati

Summer 20

nside this Issue

Letter rom the Leadership 2

Leadership Changes 3

Business Forum 3

Government Aairs 4

NAHA Finalists 4

Cover Story: Beauty Schools 5

Distributor Section

Cosmopro North America 9

New Member Calls 10

New Distributor Members 10

Manuacturer Section

City o Hope 11

NMC Update 12

New Member Calls 12

New Manuacturer Members 12

Salon/Spa Section

Symposium Preview 13

deas rom the List: Hiring 13

CBE: Update 14

New Member Calls 14

New Salon/Spa Members 14

Member Profle: Kevin Otero 15

Beneft Highlight: Shipping 16

Event Spotlight

page

3

PBA Business Forumat Cosmoprof North America

July 16, 2007Mandalay Bay | Las Vegas

The Futurof the Industr

Beauty School

eaturingSteve Wozniak,

Apple co-ounder


2/16

A Letter from the Leadership

www.probeauty.org

The industry landscape continues to

hit with the most recent round o

cquisitions: LOreal acquiring Pureology,

Belson being sold to Helen o Troy, and

he many other rumored acquisitions,

mergers and business deals out there. We

re in a lie size game o chess. Who does

his aect? Everyone rom manuacturers,istributors and reps to salon owners,

ndividual stylists and trade publications.

The environment o the proessional

beauty industry is constantly changing. I

ou are going to continue to do business

n this industry, you will need to learn to

dapt to change. One way to do this is

o put strategic planning in motion or

our company or salon. When looking at

mplementing or revising a strategic plan,

hink about how technology might aectour strategies and goals or making the

orrect moves on the chess board.

Technology resources continue to

mprove the eciency in how we run our

operations. Streamlined communication

helps to control data overload. Paper

has not gone away; it has just been

supplemented with a variety o orms o

digital access to inormation: email, Palm

Pilots, Blackberries, cell phones, DSL,

broadband, Bluetooth The list could

go on and on! These are good things, yet

while it is important to take technological

resources into consideration during

strategic planning, it is just as important

to make sure there is a plan to not losethe human touch in doing business.

To continue with the concept o

maintaining a personal touch, let me call

your attention to the annual City o Hope

Dinner. City o Hope, an organiza

dedicated to the prevention and

o cancer and other lie-threate

diseases, will honor our PBA Chair, J

Hener, with their annual Spirit o

award during Cosmopro North Ame

on July 16, 2007. Please support this

deserved tribute and most worthy chaand help our industry shine. (For m

inormation, please turn to page 11.)

Continue to plan the moves you

make to make sure that your busi

has a strategic plan that will adap

the changing world that we are livin

Remember that you can take a jou

around the world with small steps

just need to keep taking them in

right direction.

Lee Rizzuto Jr.President, PBAManuacturerLeadership Council

Conair CorporationStamord, CT

LOreal acquiring Pureology,Belson being sold to Helen

of Troy, and the many otherrumored acquisitions, mergersand business deals out there

ORAL USA ACQUIRESBEAUTY ALLIANCE, L.L.C.

April 12 LOral USA, Inc., a subsidiary

LOral S.A., the worlds largest beauty

ompany, has acquired 100% o Beauty

Alliance L.L.C., in which it had taken a 30%

minority interest last July.

Beauty Alliance is one o the largest

nd astest growing proessional salon

istributorships in the U.S. selling to 125,000alons through 870 Distributor Sales

Consultants and through 400 proessional

utlets. Beauty Alliance, a privately-held

ompany headquartered in Clearwater,

lorida, will operate as a separate unit within

Orals Proessional Products Division.

HELEN OF TROY LIMITED ANNOUNCESACQUISITION OF BELSON PRODUCTS

May 7 Helen o Troy Limited, designer,

developer and worldwide marketer o brand-

name personal care and household consumer

products, today announced the acquisition

o Belson Products, the proessional salon

division o Applica Consumer Products, Inc.

Belson Products is one o the largest domestic

suppliers o personal care products to theproessional salon industry. Belson Products

markets its proessional products to major

beauty suppliers and other major distributors

under a variety o brand names, including

Belson, Belson Pro, Gold N Hot,

Curlmaster, Premiere Proles, Comare,

Mega Hot, and Shear Technology.

LORAL USA ACQUIRESPUREOLOGY RESEARCH LLC

May 9 LOral, the worlds largest be

company, announced that it has acqu

through its subsidiary LOral

PureOlogy Research LLC, a luxury Ame

brand sold through hairdressers in

proessional haircare market.

Based in Irvine, Caliornia, the com

was ounded by the American hairdreJim Markham. PureOlogy is a luxury b

o high perormance haircare prod

uniquely developed or hair colorists to

and recommend to their clients. The bra

notable or its range o highly concent

sulate ree shampoos with Anti

Complex.

iew the ull release at www.loreal-nance.com. View the ull release at www.hotus.com. View the ull release at www.loreal-nance.c


3/16

PBA Leadership UpdateNew Volunteer Members Move Up to Leadership Councils

The votes are in! This September, a new group o dynamic and dedicated leaders rom the membership will step up to PBLeadership Councils. They will serve or two years beore coming up or election. PBA warmly welcomes these ve newly eleLeadership Council members.

Peter GarzoneDistributor/OTC LeadershipCouncilProessional Salon ServicesCranston, RI

Brian GrahamManuacturer/Rep LeadershipCouncilNioxinLithia Springs, GA

Edwin Neill, IIIDistributor/OTC LeadershipCouncilNeill CorporationHammond, LA

Steven NeumaierDistributor/OTC LeadershipCouncilGoldwell o New YorkRochester, NY

Kevin Otero*Manuacturer/Rep LeadershipCouncilP&G Proessional Care North

AmericaCincinatti, OH

Jan SeyboldSalon/Spa Leadership CouncCarenza Color Cutting ExperieBrookeld, WI

BA would also like to recognize and thank ourx outgoing Leadership Council members or theirxtraordinary years o service. Your dedication tohis industry is an inspiration.

Stan Klet Sr.Distributor/OTC Leadership Council

East Coast Salon Services

Runnemede, NJ

Jim MarshallDistributor/OTC Leadership Council

Marshall Supply Company

Dixon, IL

Jeanne MatsonManuacturer/Rep Leadership Council

Clairol, a division o P&G

Stamord, CT

Beth PenceDistributor/OTC Leadership Council

Columbia Beauty Supply

Charlotte, NC

Sasha Rash

President, Salon/Spa Leadership CouncilLa Jolie

Princeton, NJ

Lee Rizutto Jr.President, Manuacturer/Rep

Leadership Council

Conair Corporation

Stamord, CT

or the ull list o each sections Leadership

Council members, please visit www.probeauty.

rg/about/councils/.

Join us in Las Vegas this July or the Proessional Beauty Associations annual meetwhere industry infuencers explore trends that are shaping the industry and how association is responding. The Business Forum is held in conjunction with CosmopNorth America. (For a ull guide to your Vegas visit, please turn to page 9.)

In this ever-changing business landscape, innovation is critical to success. Ginspired by this years keynote speaker Steve Wozniak, Silicon Valley icon,Apco-ounder and engineer o the rst-ever personal computer. Wozniak ocuses the entrepreneurial spirit that drives small business to large success.

Register today!Visit www.cosmopronorthamerica.com or call 800-630-3603 (916-774-8682).

Leadership Changes

*appointed to ll vacancy when Jeanne Matson r

$25 PBA Membe$45 Non-Membe

($10 additional after June Includes continental break

(doors open at 7:30

PBA Annual Business Forumand Breakfast!

Monday, July 16 | 8:00am 10:00am | Mandalay Bay J

Hear from the manwho invented thepersonal computer!

Steve Wozniak


4/16

Beauty Industry Scores on Capitol Hill;FICA Tax Credit Gains Powerful Allies

Government Affairs

NAHA 18 Finalists AnnouncedPBA is pleased to announce the nalists or NAHA 18. Finalists were chosen in twelve artistic

categories rom over 600 entries by a select panel o 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. Dont miss the culmination o the Style Revolution!

Hairstylist o the YearLucie Doughty (Angus M, Venice, CA)Edwin Johnston (The Cutting Room Hair

Design, Nanaimo, BC)

Suzanne Martin (Three Small Rooms, Barrie, ON)Allen Ruiz (Jackson Ruiz Salon, Austin, TX)Mirella Rota Sementilli (Salon Shampoo,

Concord, ON)

Salon Team o the YearCarlton Hair (Irvine, CA)The Cutting Room Hair Design (Nanaimo, BC)Pure (Montreal, Quebec)Salon Gregories (Newport Beach, CA)Van Michael Salons (Atlanta, GA)

Student Hairstylist o the YearVanessa Cao (The Cao Institute of Aesthetics,

Alhambra, CA)

Jessica Cook (Taylor Andrews Academy of HairDesign, Sandy, UT)Lawna Gorham (MC College, Winnipeg, MB)Mandy Wooten (Aveda Fredrics Institute,

Cincinnati, OH)Jess Zehnder (Aveda Fredrics Institute,

Indianapolis, IN)

Master Stylist o the YearRocco Campanaro (Axcess Salon & Spa,

Richmond Hill, ON)Eric Fisher (Eric Fisher Salon, Wichita, KS)Suzanne Martin (Three Small Rooms, Barrie, ON)Charlie Price (Click Salon, Denver, CO)Dusty Simington (Salon Gregories, Newport

Beach, CA)

Editorial Stylist o the YearMichael Albor (The Loft Salon and Day Spa,

Boston, MA)Michael Shaun Corby (Los Angeles, CA)

Pleurat (Lati) Domi (Toni & Guy, Frisco, TX)Matthew Morris (Matthew Morris Salon,

Denver, CO)Charlie Price (Click Salon, Denver, CO)

Make-Up Artist o the YearKristin Coutu (for The Cutting Room Hair Design)Miranda Fox (for Three Small Rooms)Jennifer Thorington (for Angus M)Giancarlo Intini (for Salon Shampoo)Maria Nguyen (for Atelier Aveda)

Avant GardeMaureen Anlauf (Juut Salon Spa, St. Paul, MN)Darian Bishop (Toni & Guy Salon, Dallas, TX)

Anthony Cress / Kimmi Lee (Salon Gregories,Newport Beach, CA)Genevieve Dubois (Oblic Salon Et Spa Urbain,

Montreal, Quebec)Daniel Holzberger (Van Michael Salons, Atlanta, GA)

Contemporary ClassicVeronica Bessey (Toni & Guy, Carrollton, TX)Damien Carney (Long Beach, CA)Jeffery Goldenstein (Van Michael Salons,

Atlanta, GA)Edwin Johnston (The Cutting Room Hair

Design, Nanaimo, BC)Bennie Pollard (Hair by Bennie and Friends,

Louisville, KY)

Fashion ForwardVeronica Bessey (Toni & Guy, Carrollton, TXPleurat (Lati) Domi (Toni & Guy, Frisco, TX)Lucie Doughty (Angus M, Venice, CA)

Charlie Price (Click Salon, Denver, CO)Aaron Seskin (Toni & Guy, Avondale Estates, G

HaircolorRene Antonio (Salon Gregories, Newport

Beach, CA)Berry Bachen (TIGI Advanced Hairdressing

Academy, New York, NY)Deborah Gavin (Fresh Hair Studio,

Southampton, PA)Te. Nguyen (Toni & Guy, Dallas, TX)Sue Pemberton (Henderson, NV)

Salon Design6 Salon (Royal Oak, MI)

Aveda Fredrics Institute (Indianapolis, IN)D.L. Lowry Hair Spa Boutique (Indianapolis, House of Beauty Salon and Spa (Maysville, KRoche Salon (Washington, DC)

TextureZoe Cohen (Salon Gregories, Newport Beach, Zoe Cohen / Toni Lynn (Salon Gregories,

Newport Beach, CA)Steve Elias (Atelier Aveda, San Jose, CA)Nicholas French (Matrix Global Academy,

New York, NY)Mirella Rota Sementilli (Salon Shampoo,

Concord, ON)

ep. Shelley Berkley o Nevada and Sen.

lanche Lincoln o Arkansas have agreed to

hampion the Small Business Tax Equalization

& Compliance Act on behal o the beauty

ndustry. Also known as the FICA Tax Credit,

he legislation would give salon/spa owners a

ollar-for-dollar tax credit on the 7.65% FICAaxes paid on employee tips. The legislation

would also help ensure the IRSs enforcement

fforts focus on those who do not pay taxes,

ather than on those who do.

Rep. Berkley and Sen. Lincoln are longtime

upporters o small business and our industry,said

teve Sleeper, PBA executive director.Having them

s primary sponsors bodes well or our industry.

A small group of industry leaders from around

he country recently met with key members of

the House and Senate tax writing committees

to garner support for the FICA Tax Credit bill.

These meetings come at a very strategic time,

said Frank Zona, chairman of PBAs government

affairs committee. With so many new aces in

Washington, its extremely important that we

educate policymakers on the importance andtimeliness o this issue.

This was my frst time on Capitol Hill, said

Scott J. Buchanan, owner of New Yorks Scott

J. Salons & Spas. My message to Rep. Charlie

Rangel and others rom New York was that this

is a common sense issue thats long overdue.

PBA members Kris Carpenter, Daired Ogle,

Regina Webb, Andrew & Frank Zona, Serena

Chreky and Scott Buchanan also met with Sen.

Max Baucus (MT), chairman of the Senate

Finance Committee, and Rep. Ron Lewis (KY)

and Rep. Sam Johnson (TX), both of the H

Ways & Means Committee, among others.

The timing and strategic focus of these Capit

meetings are a part of PBAs larger emphasis

stronger and more comprehensive govern

affairs effort. PBA members are encourag

contact their members of Congress to ask

to sign on as co-sponsors of the Small Bus

Tax Equalization & Compliance Act.

To learn how you can get involved, visit w

probeauty.org/advocacy or contact Sam Leyv

800-468-2274 x118 or [email protected].


5/16

was a salon owner or 23 years beore Ipened my own school. I thought I knewverything, and I blamed my stang problemsirectly on the schools. Well, I opened mychool 15 years ago, and looking back, I seeow little I knew, how much Ive learned andow much I still need to learn.

Although it shouldnt have been a surprise, Ioon discovered that I was having all the sameroblems with my students that I had with mytylists. The problems are the same becausehe people are the same. We need to changettitudes i were ever going to turn this crop oaw talent into proessionals. Its not an easyask, and its not just the schools problem. Itsur problem. It aects all o us, and were all

n this together.

he quality o our graduates is directly relatedo the quality o the students that enroll.

Many o those with the most potential areost to other vocations because cosmetologys not considered a viable career choice. Weeed to improve the image o our industrynd attract more qualied people. We cano it i we work togetherand remember,

were all in this together.

know there are a lot o bad schools, and Iwont make excuses or them. But even the

est graduates rom the best schools cant bexpected to have the skills o an experiencedtylist. Our students arent nished learning

when they graduate. They are just beginning.Good schools provide a solid oundation,

ut the salon must continue their educationour graduates are going to be successul.

And yet according to PBAs National Industry

Prole, 87% o salons do not have employees.These are either single owner-operator salonsor booth rental salons. What are 87% o ourgraduates to do? Whos going to help themcontinue their education?

Why would anyone invest $10,000 and one

year o their lie to get a job or $10.00 anhour with no benets? The starting salaryin most salons is less than that, and manyothers expect new hires to work on straightcommission. Even i graduates are properlytrained in beauty school, its no wonder that75% are not working in the industry 3 yearsater graduation. This isnt just the salonsproblem. Its our problem. It aects all o usand remember, were all in this together.

Our industry is changing ast. Schools thatcouldnt handle the changes in Title IV undingin the late 1980s and early 90s were orced

to close. Those schools have been replacedby new and better ones that are raising thebar and improving the quality o education. Inthe last ew years, many PBA members haveopened schools and several manuactureshave opened branded schools: Matrix, GrahamWebb, Aveda, TIGI and Paul Mitchell are just thebeginning. Regis purchased several schools,including the Sassoon Schools, and recentlymerged with Empire to orm the largest schoolchain in the United States. The competition ishot and getting hotter. Yes, some schools eelthreatened, and so they should, but its timeto raise the bar. This aects all o usandremember, were all in this together.

The changes arent only in schools. Thereare huge changes taking place in all aspectso the beauty industry. Procter and Gamblepurchased Gillette or $56 billion. Its not therst acquisition, and it wont be the last. EsteeLauder owns Aveda and Bumble and bumbleand is eliminating distributors by sellingdirectly to salons. Wella, owned by P&G, isalso distributing directly to salons. Largerdistributors are buying smaller distributors,and the distribution channels o major brands

keep changing. These changes aect usand remember, were all in this toget

In 10 short years, The Salon Associhas morphed into PBA and grown inpowerul lobby or the beauty induorganized and powerul enough to

legislation sponsored beore Congressbeen a salon owner or 35 years, andis the rst time Ive seen independent sowners united and represented in CongIm proud to be a member, but that bisnt over, its just started.

Sure, weve got our dierences, but themuch more that unites us than divides hope we can stop blaming each otherput our dierences aside or the good oindustry. Its up to us, all o us. We havdo whats best or our industry, not just wbest or us, our salon or our school, but w

best or the entire industry. Remember, wall in this together!

John HalalPBA Salon/Spa MemberJohn and FriendsMc Cordsville, IN

Were All in This Together

A Salon and School Ownerhares His Perspective

The Future of the IndustryBeauty Schools

Every segment o our industry has a vested interest in the success o cosmetology schools ahe students they send out into the proessional beauty world. In this issue o PBA Progre

we asked school owners to share their perspective on the challenges, successes and enormpotential inherent in cosmetology schools. We also have advice or distributors on howbest service school accounts. Read on!


6/16

Whats the Story???A Letter rom AACSs President

PBA is ortunate to have a strong working relationship with the American Association o

Cosmetology Schools (AACS). In act, we share a building! We asked AACS President

Anthony F. Fragomeni to share his thoughts.

t is said that the only dierence between a airy tale and a war story is the way it starts. Aairy tale starts out with, Once upon a time A war story starts out with, You aint gonna

believe this

Stories and airy tales have been told since the beginning o time. With varied content andpurpose and over time, stories have been told to teach lessons, illustrate points, crystallizebelies and espouse virtues. Many o these stories have been passed down generation togeneration, with each taking some editorial latitude to embellish the story to t the time.Others are time tested and have remained relatively unchanged through times. One thinghey all have in common, though, is what I call shel lie.

Believable or not, true or abricated, a good story can live orever. And even though you mayhave heard it beore, the story is enhanced by a great story teller. You know who they are.They just captivate you and drag you into the story and make you eel like you can see whathey are telling. It is an art orm. Great story tellers dont always have a great story to tell,

oten they just tell it great. But give a great story teller a great story, and voilamagic.

You see we have a tremendous story to tell that is not being told. We are the best kept secretn the world. I speak o two collective wes. One is the proessional beauty industry, and theother is the institutions that give the budding proessionals their base education. And sincewe give these budding proessionals their start, it is incumbent upon us to tell the story.

Sowhats the story? The proessional beauty industry is a proession o choice not avocation o deault. We oer proessional opportunities that will not be replaced by computersor robots and will not be shipped overseas. We oer proessional opportunities to work insalons in a climate-controlled environment around some o the most positive, progressiveand innovative people on the planet. We oer proessional opportunities or people that dontwant to be limited by an antiquated and archaic corporate structure. We oer proessionalopportunities or people to work in the theatre, television, movies, print ads, perorming arts,education, research and development, sales, marketing and management, just to name a

ew. We oer proessional opportunities to touch, change and transorm people in ways thatno other licensed proessional can. We are philanthropic, responsible and responsive, andwe care about the communities where we do business.

We have a great story to tell. All we have to do is start telling it, telling it well and telling itconsistently, and it will live on orever.

Anthony F. FragomeniPresident, American Association o Cosmetology Schools (AACS)NWSHCPeekskill, NY

www.probeauty.org

The Future of the Industry

SoYou Want to Open a Beauty School?AACS will oer a program titled Beauty Schools 101, which will provide a general overview

the business o opening and operating a beauty school and is specically designed orew school owners and those who intend to open a school in the uture. This workshop wille conducted by a panel o school owners. Topics include:

AACSs 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.

Students at SymposiumBeacon Program HighlightBusiness Perspective

Programs like Beacon inspire u

and make us want to be a part

the beauty industry or a lietime

Stacy Norris, Beacon Winner

There are two sides to the salon/sp

industry as all salon and spa owne

know: the creative work done o

the foor and the business wo

done behind the scenes. Beaco

gives 100 cosmetology studen

an opportunity to learn about th

business side o salons and spa

at PBAs annual Symposium

January. Plus, PBA members ga

both a sneak peek into the utu

o the industry and an insta

recruiting environment.

Encourage a young salo

proessional! Beacon applicatio

are available or download at www

probeauty.org/beacon/. (The ent

process has changed or 2008, s

be sure to download the entry or

beore beginning the process.) F

inormation on sponsoring Beaco

please call 800-468-2274 (48

281-0424) x125.

Site location, space allocation and mechanicalsState regulations, school licensing, student testingUnderstanding nancials, creating a business planAccreditation and Title IV unding

Alternative unding resources Enrollments, class schedules, yield management Student kits and teaching materials


7/16

Whats the most rewarding part o running a school?When a graduate calls and says that they are ully committed with guests.

love watching them the rst day o school, with all their virgin hair! Theeauty School Transormation is visual and internal. They gain condence,

roessionalism and the skills they need to have a career and be sel sucient.have the best job!

Whats most challenging?inding passionate and consistent educators. Building a strong educationeam (just like in a salon or spa) takes a lot o time and planning. Educatorsn a school are expected to know their crat, have administrative skills, be

coach, be a mom, be a mentor, remember state board, have industryxperience, and be creative in an environment where we all need to speak theame educational language. Its a challenging career with amazing rewards;here are unique people that do it extremely well... Its just hard to nd em!

s there anything you wish you could tell the ull industryabout the school experience?wo words...organized chaos! We are not only training a group o creative

rtists in the crat o hair and skin, we are coaching them to develop lie skills.We deal with all the same challenges o any college campusdate rape,ubstance abuse, domestic challenges and everyday lie stu! Rememberow much you evolved rom age 18 to 21?

Deedee K. CarlsonPBA Salon/Spa MemberSan Francisco Institute o Esthetics and CosmetologySan Francisco, CA

Why did you get into the school business?ter working with salon and spa owners or over 10 years [as Managing

Director o PBAs salon/spa section], I elt I could contribute to the industry

n a way that would be meaningul. I understood both sides o the proverbialcoin. I knew the employers goals and insights, and I elt that I could addo the educational side o the industry because I was also well aware o thechool owners world.

Whats the most rewarding part o running a school?eople. To support our people (sta and students), we run a business-

minded and strengths-ocused organization. We have kicked o Marcusuckinghams program on strengths or both our sta and students as andded investment in how valuable we think people are and how much theyount. Our curriculum is top-notch, our technology is amazing, our products

ncredible, our acility inspires good things, our educational partners remainommitted, but at the core o Kohler Academy is the deeply held belie thateople Matter. It drives everything we do.

Whats most challenging?he most challenging aspect to running our school is ensuring that everyones learning. There are many moving parts in a school, and it is easy to getaught up in events, compliance, time clocks, hot water, dispense, rulesnd situations that can drain time and energy. I am constantly asking myducators, Are you teaching? and constantly asking our students, Areou learning? I we have leadership that inspires, educators that teach andtudents that learn, we can provide what we promisewhich is extraordinaryducation every day.

Jill KohlerPBA Salon/Spa MemberKohler AcademyScottsdale, AZ

Why did you get into the school business?I have been a school owner or nearly 14 years now I got into the scindustry because ater 7 years o owning successul salons, I was rustwith the quality o the new stylists that were interviewing or jobs.applicants had very little condence in their technical skills, and importantly, knew almost nothing about success skills and how to bclientele. I knew schools could be better and decided to get involved.

I elt students needed three things. First, a beautiul salon environmenmade them proud to be a stylist and prepared them or the atmospherhigh-end salon. Second, the opportunity to work on a modern clienteleo haircuts, hair color and styling so that they leave school with condThird, and most importantly, a business curriculum that teaches themsuccess skills needed to get a good job and make great money.

Is there anything you wish you could tell the ull induabout the school experience?I believe the industry should know that there are now many great scand more starting all the time. I have seen a complete turn around. InI now think our #1 challenge in the industry is teaching more salon owthese same business and success skills so that the opportunities or gin this wonderul industry continue.

Larry CurtisPBA Salon/Spa MemberTaylor Andrews Academy o Hair DesignWest Jordan, UT

Is there anything you wish you could tell the ull induabout the school experience?We hear the cries o salon owners who eel they cannot nd qualied hethat the schools are not training them properly, and/or that most gradhave insucient skills to be able to walk rom the school into the salobe able to compete and work with the seasoned proessionals.

Why is the chasm so wide between the expectations within the ind

actions? I the governmental agencies are only concerned with the licensed proessionals being able to pass minimal competencies that athe licensing body that they have enough knowledge to be sae to wothe public, but not necessarily enough to be able to successully earn awage, why isnt there more grass-roots support to elevate and standathe requirements rom state to state that would create a valid credenti

I the product that is being delivered to you is always sub standard, mits time to oer your assistance to the school to aect some chanSchools want their students to be hire-able. They really want to prodproduct that is in demand, and they want to be able to point other potproessionals to the better salons where stylists can earn a living

Whats the most rewarding part o running a school?At any given time, you are called on to x a leaky drain while you are

to make sure the state investigator or the board has all o the necerecords to do their audit and inspection, meanwhile you may have a stgraduating, a new class starting, an unhappy customer But then, thstudent you never thought would get color theory and/or the applictechnique mastered, quietly comes into the oce, asks politely i youa minute, and when you expect them to say, Im through, I quit, theyreally big grin on their ace and say I GOT IT!, I DID IT! And can you pplease please come and look at it? ...The satisaction o knowing you a dierence carries you orward to try it over and over again.

Linda MottishawPBA Salon/Spa MemberSchool o HairstylingChubbuck, ID

School Owner InsightsFour PBA members share their perspectives on

he challenges and rewards of school ownership.


8/16www.probeauty.org

Distributors& SchoolsHow to Exceeda Schools Expectations

At Peels, we have the unique opportunity o

owning 6 schools and having a test marketo try innovative ideas o service, promotionand motivation. Cosmetology schools have 5areas we ocus on: Retail, Inventory Control,Education, Recruiting and Clientele Building.

t all starts with a quality sales consultant.Servicing a school takes a lot more time andenergy than servicing a salon. However, the

consultant that makes the commitment willee incredible rewards. He can earn the abilityo place students trained in his products in hisop salons. He also has the rst opportunity to

open a new salon o a graduating student.

Retail. Retail issues in a school are veryimilar to your salon customers. Salon

contests are very important to motivatea student that doesnt get paid retailcommissions. Obviously they cant makeproessional recommendations withoutproduct knowledge. Thereore regularproduct knowledge classes are critical. That

etail product knowledge must be extendedo ront desk sta and our phone command

center. Finally, we ask our schools orme once a month to address the student

body with the upcoming new promotions.Many o these promotions are customizedor the school, and many are designed toeduce overstocks at Peels. The Peels

DSC servicing the school collects emails oeach new student, and Peels sends thema welcome letter and manuacturer updateemails.

nventory Control. This is critical in ourchools. Controlling the retail inventory worthhousands o dollars is very important. We use

cameras and a computer inventory programo monitor shrinkage and create suggestedeorders. In the dispensary, we use the same

proessional products and hair color we sell atour top salons. The same inventory tools arealso used, plus methods o controlling productwaste. Product can easily be pre-measuredor a single application or service. Enrolling thechools in the manuacturer loyalty programs

can provide thousands o dollars o ree back

bar with their support points.

Education. Students in schools arelike a giant sponge. They are begging oreducation, and we provide it. For any showsPeels produces around a school, we askthat school i they would want that educatoror the next day. The educator cost is usuallyreduced on a Tuesday, and all expenseshave already been absorbed by Peels. Alsoworking at Peels shows can give greatexperience to any student.

Recruiting. This is the lieblood o anyschool and is an area any DSC can helpin. A prospective student is very interestedin the proessional products a school uses.Thereore our DSCs provide manuacturerliterature, samples and DVDs to the schoolor a new prospect git. At Xenons, a ull capand gown graduation is a great celebrationand recruiting tool. We always participatewith a Peels management person as aspeaker at these graduations. We alsoprovide the students with the top 10 salonsin a region they want to work. We will allowstudents to ride with our DSCs to visit thetop salons they call on.

Clientele Building. Last but not least,we work closely with Xenons to provideclient-building tools and inormation. Xenonscloses twice a year or a Catch a Rising Starshow in the school. Peels invites their top30 salons in the area to set a table up in theschool, and students have the opportunityto ask these salons about their policies,training, etc. Every graduating class takes atour o our Distribution Center and meets ourmanagement sta. We bring in pizza or lunchand give all students a graduation git. Wealso spend time developing a resume and a

photo album o the work they did at Xenons.

Exceeding a schools expectations takestime and energy, but the benets are greatwhen it all happens.

Bob PeelPresident, Distributor/OTCLeadership CouncilPeels Salon ServicesHutchinson, KS

Young Talent ProgramHelping New Employees

Build Their Careersin the Salon Industry

Cosmetology students have

exceptionally low rate o success w

the rst 6 and 12 months o bein

the eld, with ailure rates estim

to between 50% and 80%. Most s

owners lack a program or tool to te

their new sta members essential s

such as: how to be an employee,

to build a book, setting goals, priorit

and other basic business building sk

PBA has put together a taskorc

develop a Young Talent Program, w

will help salon owners and managers

new employees on how to success

build a career in the salon. The prog

would have three components: a ma

or salon owners, a workbook or

stylists (students) and a live educa

workshop piece.

Do you have a successul tra

program in place that you would be w

to share? Do you have a passion or

topic and want to learn how you can

involved in the taskorce? Please con

Samantha Alvis at samantha@probe

org or call 800-468-2274 (480-281-0

x117 to learn more.

5 areas we ocus on: Retail,Inventory Control, Education,

Recruiting and Clientele Building.

The Future of the Industry


9/16

The Must-See Guide to

Cosmoprof North America 2007

July 15-17, 2007 | Mandalay Bay | Las Vegas

Cosmopro North America is where the business o beauty comes to lie. Theres much to do at this years event. There are many new exhibitors that are on

he cutting edge o beauty, skin care, hair, spa, packaging and manuacturing.nd you dont want to miss the many special events that take place over theweekend. Heres the must-see guide to help you plan your Las Vegas visit.

ntroducing Discover Beautyew to the show this year, Cosmopro North America (CPNA) is unveilings most exciting initiativeDiscover Beauty, a designated area highlightingmerging beauty and skin care imports. Prominently located on the show foor

n Pavilion A, the Discover Beauty area displays select brands in a sophisticated

nd modern environment.

CPNA has carved a unique place in the market allowing small and newompanies to jump-start their distribution eorts and gain quick visibilityom corporate buyers. Through the presence o Cosmopro shows

worldwide our specialists can immediately spotlight emerging uniquerands or this special program.

he inaugural Discover Beauty event will eature Organic Apoteke (UK),resh Line (Greece), Rilastil (Italy) , Beauty Brazil (Brazil), Dalton Beaut de la

Mer (Germany), Just Good For You (Germany), SkinTech (Switzerland), Alo-Cell-Gel (Austria), Skin Nutrition (South Arica), Silvana Proumeria (Italy)nd Skin Cubed (USA).

Top 10 Innovative Exhibitor Trendslease check your on-site directory or booth numbers.

Cosmo-Textilesytess This exhibitor introduces a novel idea: cosmo-textiles that use

micro-encapsulation o active cosmetic ingredients embedded in the

abric. As the abric rubs against the skin, microcapsules break and

elease their active ingredients, caeine and shea butter. Lytess oers

variety o undergarments that target various parts o the body, such

s arms and legs. Withstands 20 hand washes.

Aromatherapy Wall Paint AdditiveAura-Soma Working with your spiritual and emotional well being, the

olored oils, pomanders, quintessences, color essences and other

olor-related products o Aura-Soma help bring your being into a state equilibrium. Your color choice refects your very personal needs

nd helps you to nd a more true understanding o your potential. The

quilibrium bottles are glittering, dual-colored combinations containing

he energies o color, plants and crystals.

Cellulite-Busting Tanning Creamake Bake Taking what Fake Bake does best, the company has combined

sel-tanning ormula with their new patent-pending technology, which

measurably diminishes cellulite. The end result is a smoother texture to

he skin, which appears within approximately three to our days. It is

linically proven to rm and tone skin within two weeks.

Precious Stone TreatmentsJust Good or You Experience an extraordinary skin care line

the best that nature has to oer such as rubies, pearls and jaspe

with an alluring light ragrance o reshly cut wild roses and rosew

From a Pearl Body Cream with crushed rubies, Pearl Milk Cream

and a Wild Rose & Jasper Body Oil, this unique line rom Germanynatural and soothes the senses as it soothes and sotens skin.

Beauty Down UnderBetty Beauty The rst sae color especially ormulated or the

down there, Betty Beauty colors naturally, covers gray and enha

to match your glorious locks above. Whether your locks up there

blonde (be a true blonde now!), radiant auburn, brunette or black

easy-to-use, no-drip ormula gives you the perect nishing touch

Cosmeceutical Skincare ImportsRilastil This was the rst cosmeceutical brand in the world, mad

Istituto Ganassini in Milan starting in the early 1970s. Rilastil Inten

Stretch Mark and Cellulite Cream is the companys premier proand best seller. The ingredients are selected to prevent stretch m

or pregnant women by enhancing skins elasticity and natural he

process. The product is sae and eective during and ater pregna

Mens Luxury Skincare LineSkinTech This Swiss mens luxury skin care is looking to upgrad

mens skincare market oerings. The 10-item product line comb

Switzerlands know how with state o the art technology to delive

rst high-perormance luxury mens skincare.

Healing Skincare or Post-Radiation ExposureAlo-Cell-Gel Conceived in 1999 by Christine Gimmelsberger, a b

cancer survivor, who while undergoing radiation therapy came up

a ormula that would dampen the radical and devastating eects o

skin associated with radiation therapy. With the support o her hus

(a physician), they created a unique skincare ormula that would a

the skin to remain smooth and supple during and ater therapy.

Innovative Hairstyling ToolsT3 Bespoke Labs This is the newest, most sophisticated colle

o styling tools that harness new T3 proprietary technology or sup

perormance and results. The new T3 Bespoke Lab super lightweigh

dryer eatures an unheard o 8 heat settings. Recently eatured in M

Claires Beauty Products that Changed Our Lives, T3s patented tourm

technology produces sleeker, shinier hair that lasts day and night.

Global Beauty BazaarThrough close-knit collaborations with countries seeking to ex

their beauty oreign trade, Cosmopro North America is able to ded

special sections within the show foor to distinct Country Pavi

These Pavilions allow small and medium sized companies rom w

select markets to participate in CPNA with the objective o obta

ace time with distributors and retailers to secure US distribution.

year, CPNA will host Brazil, France, Italy and Thailand.

Distributor/OTC Section

What to Do in Las Vegas

Register for Cosmoprof North America prior to

June 15 and receive your badges in the mail.

Head straight to the show floor when you arrive!

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10/16

Distributor/OTC Section

www.probeauty.org

Distributor/OTC New MemberTeleconerenceNext Calls: June 15, September 21

New to the distributor/OTC section o the association? Have a question about your business?to network with successul industry leaders? Heres your chance! PBAs Distributor LeadeCouncil members host a New Member Teleconerence quarterly on the [bold]third FridJune, September, December and March at 12:00 noon EST[/bold]. This is your opportunmeet your leadership council members and participate in powerul networking to improvebusiness and the industry as a whole.

All new members will receive an email invitation to participate. I youre a long-time membewants to participateto welcome new members to the association or to talk to your leaderscall Membership at 800-468-2274 (480-281-0424) or email [email protected] to receivcall-in number and passcode.

New PBA Distributor/OTCMembersFebruary 1 May 1

and S Beauty Supply (New York, NY)ody Toolz Inc. (Henderson, NV)

Commercor I, LP (San Antonio, TX)Complete Beauty Supply (Commerce Township, MI)Consonance Companies Inc (Santa Fe Springs, CA)

oreign Concepts LLC (Monument Beach, MA)Game Face Cosmetics (Brooklyn, NY)Magic Ionic Co Inc (Cypress, CA)MDI Beauty Supply (Philadelphia, PA)

ational Salon Resources (Minneapolis, MN)pornette (Homewood, IL)V Beauty Supply, LLC (Victorville, CA)weis, Inc. (Torrance, CA)

ote: This does not include renewing members. Forull list o PBA members by section, please visit

www.probeauty.org/directory.

Get Together PartySaturday, July 14, 2007 | 7:00pm-9:00pm$55 PBA Members | $65 Non-Members ($10 additional ater June 29)

his is the kick-o event or Cosmopro North America 2007. Openo visitors, exhibitors and members o the press, this is the best

way to begin networking and start your Cosmopro North Americaxperience o right.

Beauty Circle: Salon/Spa OwnerNetworking Round TablesSunday, July 15 | 2:00pm 5:00pmComplimentary

18th Annual North AmericanHairstyling Awards (NAHA)

Sunday, July 15, 2007 | 6:30pm - 10:00pm65 PBA Members | $75 Non-Members ($85 ater June 29)

oin us as the industry honors style power! PBA presents awards toNorth Americas premier super-stylists in twelve categories, includingHairstylist o the Year. In addition, Jim Markham o PureOlogy SeriousColour Care will be inducted into the Hall o Leaders, and Yosh Toya will

e honored with a Lietime Achievement award.

PBAs Annual Business Forum... and Breakast!Monday, July 16, 2007 | 7:30am 10:00am$25 PBA Members | $45 Non-Members($10 additional ater June 29)

Dont miss the Proessional Beauty Associations annual meeting,where industry infuencers explore trends that are shaping thendustry and how the association is responding. This years keynotepeaker is Apple Co-Founder Steve Wozniak. For more inormation,lease turn to page 3.

City o HopeSpirit o Lie Dinnerand PBA ReceptionMonday, July 16 | 6:30pm 11:00pmTo purchase tickets, call Sarah Jakubowskiat 847-583-8600, ext.14.

The Proessional Beauty Association kicks o the evening wreception to celebrate the good works o the City o Hope andyears honoree, PBA Chairman John Hener. The dinner ollow8:00pm. For more inormation, please see page 11.

Beauty Circle: DistributorNetworking Round TablesTuesday, July 17, 2007 | 8:00am 10:0Complimentary

PBA Beauty Boot CampMonday, July 16 | 1:00pm 5:00pm ORTuesday, July 17 | 8:00am 12:00pm$175 PBA Members | $275 Non-Members

How do you get consumers to buy your beauty brand overthousands o other choices on the market? By knowing her bthan the competition! Get the ultimate overview o the beauty-buconsumers liestyle, needs and desires. Reach into the heartmind o todays beauty-buying consumers in a way thatcan immediately impact your business. Bonus:

Worksheets to structure consumer insightinto a beautiul brand strategy! Boot Campsare limited to 50 participants, so sign up nowand receive the PBA Salons and Day SpasConsumer Trend Report FREEa $299 value!

Extend Your Networking at Special Events

2007

Salon andDaySpa

ConsumerTrendReport

Register or these events when youregister or Cosmopro North Americ

Visit www.cosmopronorthamerica.comor call 800-630-3603 (916-774-8682).


11/16

Manufacturer/Rep Section

John Hener Honoredat City o Hope Spirit o Lie DinnerMonday, July 16 | Mandalay Bay | Las Vegas

Monday evening, July 16th, the industry will come together to celebrate lie, beauty and hope at the City o Hope Spirit o Lie dinner.This years honoree is John Hener, President/CEO o Creative Nail Design and Chair o PBAs Governing Council. According to HenerThis will be an event to remember eaturing outstanding entertainment, a wonderul auction and the opportunity o the year to minglewith industry leaders.

The goal o this years dinner is to raise the bar as the primary industry event and to raise much needed unds or cancer research andtreatment programs at one o the countrys oldest and most innovative centers, the City o Hope.

City o Hope is a leading research and treatment center or cancer, diabetes and other lie-threatening diseases. Designated as aComprehensive Cancer Center, the highest honor bestowed by the National Cancer Institute, and a ounding member o the NationaComprehensive Cancer Network, City o Hopes research and treatment protocols impact care throughout the nation.

The proessional beauty industry has supported City o Hope or over 20 years, and this years level o support will set a record and setthe stage or uture events. For urther inormation, please contact Sarah Jakubowski at 847-583-8600.

PBA City o Hope Reception6:30pm 8:00pm

oin PBA as we celebrate the good works ohe City o Hope and PBA Chair John Hener.his elegant evening reception allows industryxecutives a chance to catch up with oldriends and meet new colleagues. A City o

Hope ticket is required or entrance to thereception. The dinner immediately ollows.

Silent AuctionDonations Requested!

The City o Hope evening includes a silentauction to beneit the charity. I you havean item you would like to donate, pleasecontact Ray Mager, auction chair, at

[email protected].

New City o Hope-SalonIndustry Website

City o Hope recently launched a dedicNational Proessional Salon Industry weat www.cityohope.org/npsi. The weis lled with inormation on City o Homission and the great work our indust

doing to support it. Check it out today

Manuacturer Beneft HighlightMarket Shipment Studycomplimentary or participatingmanuacturers$500 or non-participating manuacturers$1,500 or other section members andgeneral public

Each year, proessional hair pro

manuacturers anonymously share their

with an independent public accounting rm

prepares a comprehensive market overvie

the industry. The data in this study is ava

nowhere elsemany members eel the v

o this study alone pays or their member

An expansion o the study that includes

on nail care and tool manuacturers is i

works. To order, please call Membersh

800-468-2274 (480-281-0424).

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

a Request for Space at www.probeauty.org/isse/pdf/

ISSE08RequestforExhibitSpace.pdf. For education space,

please download the Education Request Form at www.

probeauty.org/isse/pdf/ISSEEducationRequestForm.pdf.

For more information, call ISSE Sales at 800-468-2274(480-281-0424) x121.


12/16

An Update on Recent Activities

www.probeauty.org

New PBA Manuacturer/Rep

MembersFebruary 1 - May 1

uCourant - Instant Bronze Tan (East Stroudsburg,A)eauty World Mg (Westminster, CA)TB Sales (Wantagh, NY)

CFN Beauty Representation (Oreland, PA)CoValence, Inc. (Chandler, AZ)Creations By Alan Stuart (New York, NY)Diamond Towel Co. (San Jose, CA)Dreamlook, Inc. (Ipswich, MA)

lan Lashes Eyelash Extensions (Prior Lake, MN)alcon International (Murrieta, CA)

Famis Manuacturing (Green Bay, WI)Fi Hair Gear (Thornhill, ON)

Future Industries (Cliord Beach, NJ)Gareld International (La Mirada, CA)GHD Proessional N. Am. (Westlake Village, CA)Graton Cosmetics (Boynton Beach, FL)Hair Dr Spela (Los Angeles, CA)Hair Laboratories (Gainesville, FL)Harrison Specialty Co (Canton, MA)IPD (Santa Monica, CA)Jin Ma Color Print Inc. (Baldwin Park, CA)Joe Products Inc (Mc Lean, VA)Joewell USA (Canoga Park, CA)Matrix - LOreal (New York, NY)Maui Soaps and Salts (Las Vegas, NV)Medicool Inc. / Isabel Cristina (Torrance, CA)

National Hair Center Inc (Sarasota, FL)Nioxin Research (Lithia Springs, GA)

Pomchies (Phoenix, AZ)Precious Cosmetics (Saddle Brook, NJ)Primeco Consulting (Encinitas, CA)Product Club (Rockaway, NJ)Relax Now, Inc. (San Francisco, CA)Remedent Inc. (El Segundo, CA)Simplicity Hair Extensions (Winter Springs, FLSta-Rite Ginnie Lou, Inc. (Shelbyville, IL)SV Productions (Woodinville, WA)Young Nails, Inc. (Santa Fe Springs, CA)

Note: This does not include renewing membera ull list o PBA members by section, pleasewww.probeauty.org/directory.

Nail Manufacturers Council

Published brochures regarding industry

health and saety concerns. Most are being

ranslated into Vietnamese, Korean and

Spanish. NMC partnered with InternationalNail Technicians Association (INTA) and

Australian Proessional Nail Association

APNA), and is seeking collaborators in

other countries, to distribute the brochures.

More brochures are in progress. (See www.

probeauty.org/about/committees/nmc/.)

Additionally, NMC worked with the EPA

o update its nail salon health and saety

practices brochure, published last month and

now available at the EPAs website. (See www.

epa.gov/de/pubs/projects/salon/index.htm.)

Formed a working group to explorencreasing visibility and raising industry

tandards. Formal presentations will be

made at trade shows in coming months to

upport this eort.

Worked with a coalition and the Caliornia

Air Resources Board (CARB) regarding

he regulation o VOCs (volatile organic

compounds, e.g., solvents) in nail products

as part o CARBs larger eort to regulate

consumer products. In response to coalition

concerns, CARBs proposal was amended,

and the process continues.

Working with regulators to demonstrate no

Prop. 65 warnings are required, a signicant

and expensive eort, regarding Caliornias

sting o DBP, a nail products plasticizer,

on the Prop. 65 list in December 2005,

or which warning requirements became

eective December 2006.

Coordinating with named salon brands

and with the Cosmetic, Toiletry, and

Fragrance Association (CTFA) named

member retail companies to developpotential litigation strategies. relating to

the Prop. 65 60-day notices that were

served and could result in litigation.

Responded to media inquiries regarding

product ingredients and the saety o salons,

salon products and workers, including The

Today Show, which aired a reassuring piece

dispelling many myths. A well-done piece also

appeared in Oprahs O Magazine in March 2007.

Is working alone, and with the CTFA, on

state legislative initiatives targeting cosmeticproducts and salons.

Reviewed several product saety

assessments or CTFAs upcoming consumer

cosmetic saety website.

Worked with Canadian authorities to

deer regulation o cyanoacrylate adhesives

regarding child-proo packaging.

Responded to concerns rom Ger

authorities regarding the saety o acrylic

products. Coordinated with, and assis

the German cosmetics trade associatiolling data gaps.

Filed comments with European U

(EU) scientiic bodies seeking sae

determinations on DBP and toluen

nail polish products. Both eorts

successul and culminated in publicatio

sae as used indings. Also iled comm

with EU authorities regarding ormalde

saety, urging that no adverse regula

action be taken.

Participated with CTFA and assistecomment preparation regarding the

proposed simplication initiatives design

stream-line its cosmetic regulatory schem

The oregoing required various exp

(science, regulatory and legal). Costs to

are substantial and were shared betw

OPI and CND.

Below is a summary o recent accomplishments by the Nail Manuacturers Council (NSaety and Standards Committee. Co-chaired by Doug Schoon, Creative Nail Design (Cand Eric Schwartz, OPI Products (OPI), the council receives assistance rom Debbie W(CND), Paul Bryson and Sunil Sirdesai (OPI), Vicki Peters (Kupa), Nancy King (NailGeo Geils (Flowery Beauty Products) and Cyndy Drummey (Nails Magazine).

New Manufacturer/Rep Member TeleconferenceNext Call: September 5New to the manuacturer/rep section o the association? Have a question about your busin

Want to network with successul industry leaders? Heres your chance! PBAs Manuac

Rep Leadership Council members will host a New Member Teleconerence quarterly on

frst Wednesday o June, September, December and March at 12:00 noon EST. This isopportunity to meet your leadership council members and participate in powerul networkin

improve your business and the industry as a whole. All new members will receive an email invit

to participate. I youre a long-time member who wants to participate, call Membership at 800-

2274 (480-281-0424) or email [email protected] to receive the call-in number and passcode


13/16

Visual Merchandising Budget Development/Educat

Save the date for a weekend of business education, including peer-to-peer round table huddles,

camp breakouts and celebrated keynote speakers. At Symposium 12, the industrys leading thinkers

respected salon owners will share their insights into the four components of a successful salon busin

Symposium 12PBA

January 12-15, 2008Omni ChampionsGate Resort | Orlando, Florida

Its About Time

Salon/Spa Section

Make time to attend.Take time to implement.Invest time in transforming your business!

very salon or spa owner is amiliar with the challenge o fnding quality employees.

Recently, there has been a great deal o discussion on the salon/spa listserve

bout creative ways to seek out new employees. Here are some highlights:

e cautious hiring...especially i the application says they are presently employedt such-and-such salon. I dont hire anyone unless they are completelyisengaged rom previous salon employment. Its a matter o principle and o

roessional courtesy. I also preer to grow my own.Karie BennettAtelier Aveda Liestyle Salon Spa (San Jose, CA)

Get to know the good schools in your area. Do classes, job shadowing, jobairs. Get to know their students, and get them to know you. Send them newrospective students, and they will send you qualied graduates.John HalalHonors Beauty College, Inc. (Indianapolis, IN)

Why dont you hire in [cosmetology] students as part time receptionists and seewhat you think o their perormance? I you like them, put them into training whileheyre in school and have them ready to hit the foor when they graduate.Jeanne LennonLennonheads Salon & Spa (Worthington, OH)

I you really want to hire good help, you should do an apprentice prograpolish the people you hire. I they have years o experience but are not your standards o work, then everyone, no matter who, goes through it.

Robin R CoreyJacar Beauty Lounge (Gilbert, AZ)

Hiring great people is an art in itsel. I have never ound great people by advert

Instead, I nd when I developed an understandable manual, and enorce icommunicate clearly and consistently, its made a huge dierenceLaura QuackenbushO Broadway Salon (Brookeld, WI)

It is hard to nd and keep the right people. Narrow it down even more 1a non-compete contract. 2. Ask them i booth rent[al] is their goal, and [explain that] probably this is not the place or them. Hiring right is impera

T. Patricia HelmandollarSavvy Salon and Day Spa (Cornelius, NC)

Interested in participating in your sections listserve? PBA membership incsubscriptions or up to three email addresses. Simply email ino@probeorginclude your name, company name, appropriate email address(esyour member ID (i available).

njoy Orlando! Dont forget to move the networking poolside after a jam-packed day of business education and to enjoy all the amenities of the luxu

mni Orlando Resort at ChampionsGate. Surrounded by 1,200 acres of well-preserved wetlands, the Omni is home to two world-class Orlando golf co

esigned by internationally renowned golfer Greg Norman. If golf isnt your thing, consider re-energizing in the 10,000 square foot European-style sp

tness center or drifting along the resorts 850-foot winding river. The Omni is just 25 minutes from Orlando International Airport and offers easy acce

or escape from) Orlandos most famous attractions, including magical Walt Disney World. Why not make this business trip a dream vacation on the s

Attention Distributors! Its about time Symposium started providing business education for one of PBAs other sections, and 2008 marks the inau

ear for distributor education at Symposium. A select group of distributors will experience business-building education on Saturday and will join salon

ttendees on Sunday for a joint morning of keynote speakers. Distributors and top sales consultants can receive complimentary tickets to the Distrib

ummit by selling Symposium tickets to their customer base. To learn more, please call PBA at 800-468-2274 (480-281-0424) x124.

ts about time you turned your business into the salon youve imagined. Find out how at Symposium 12and have the time of your life doin

deas rom the List - Addressing the Hiring Challeng

Appointment Book


14/16

Salon/Spa Section

07 Salon (Madison, WI)liez Beauty Inc. (Brooklyn, NY)veda Institute Denver (Denver, CO). Fazio Salon (Lakewood, OH)ackstage Hair Studio (Midland Park, NJ)ellezza Day Spa (Falmouth, MA)

Michon Bushman (Chestereld, MO)utterfy Salon and Spa (Kent, WA)

Carolinas Spa Group (Charlotte, NC)

Carrie and Co Progressive Hair Design (Sturbridge, MA)Christopher Kelly Salon (Valparaiso, FL)Cristobal Salon, Inc. (San Juan, PR)Dening Image LLC (Vancouver, WA)Destiny Aveda Salon Spa (Lewisburg, OH)Distinguished-U Salon (Arlington, TN)Dosha Salon and Day Spa (Barre, VT)

lements a Complete Salon (Escondido, CA)liza Jane, Inc (Geneva, IL)nriques Salon (Tulsa, OK)usion Salon (Wilmington, DE)

Genesis Salon / Enso Spa (Hutchinson, MN)air I Am (Kingston, NH)air Spray Salon (Houston, TX)airdresser on Fire LLC (Windsor, CT)

Lori Heikkinen (Roanoke, TX)James Albert Salon (Newport Beach, CA)JO-EL Enterprises, Inc. (Scottsdale, AZ)Jon Alan Salons (Nashville, TN)Keith Kristoer Salon and Spa (Austin, TX)Lavish (Manhattan Beach, CA)Lux Salon and Spa (Baton Rouge, LA)Mary Kate and Company (Wichita, KS)Meshels Salon (Gilbert, AZ)

Mirage Salon and Day Spa (Monroe, NC)Moda Salon and Spa (Duluth, GA)Myoda Salon Int. (Central Islip, NY)Nardinis (Mississauga, ON)N-Style (Yucaipa, CA)Nu Image Salon and Spa (Phoenix, AZ)Pivotal Fitness (Fort Lauderdale, FL)Platinum Nail Spa (Yorba Linda, CA)Results...a Salon (Scottsdale, AZ)Reveal Salon (San Luis Obispo, CA)Rituals Colour Salon (Santa Clarita, CA)Roberts Salon (Belmont, MA)Rocco Altobelli Direct (Burnsville, MN)Romy and Kams, Inc. Dba Salon Romana (Largo, FL)Salon Monaco (Carpinteria, CA)

Scissors Rox and Paper (Phoenix, AZ)Shear Convenience (Jackson, WI)Shear Perection (Red Wing, MN)Simplicity Salon and Spa (Hagerstown, MD)Spava Premier Day Spa (Salem, VA)Studio 75 (Kenosha, WI)Styles Salon, Inc. (Colorado Springs, CO)Thatskincredible, LLC (Elyria, OH)The Comort Zone Spa (Brandon, FL)

The Fizz Shop (Neenah, WI)The Lit (Easthampton, MA)Tuscan Sun Salon and Spa (Franklin, MA)Underground Hair Artists, Inc. (Santa Barbara,Urbanbella (Ellenwood, GA)

Varuna (Upper Marlboro, MD)Vees Hair Salon (San Antonio, TX)Verve Salon and Spa Ltd (Sherwood Park, ABZing Hair Salon (Boulder, CO)Zoltons Salon and Day Spa (Scottsdale, AZ)

Note: This does not include renewing membera ull list o PBA members by section, pleasewww.probeauty.org/directory.

Get Outrom Behindthe Chair!

CBEs Intimate Format FostersDiscussion, Inspires Owners

Get Out rom Behind the Chair and Manage

Your Business, part one in the three-partSalon Success Series, coached salon/spa owners on how to take back controlo their business. The seminar and round-able discussions were led by successul

PBA members Darla DiGrandi-Aguilerao Hi-Lites Aveda Salon and Kendall Ongo Mane Attraction Salon. According toattendee and salon owner Jere Pastoreo Images at San Marcos, It was a ull 1/2 days o valuable inormationa small

ntimate class with about 10 owners romaround the United States. Its just what we

all needed.

n two short days, Darla and Kendallcovered everything rom compensationand tipping vs. non-tipping salons to thegolden interview question, which Darla

maintains is: Tell me everything youknow about this company!

The discussion naturally progressed romhiring to the ront desk position. CBEacilitators and attendees alike agreed thatthis is one o the most important positionsin a salon, and the people there should bepaid accordingly. As Kendall laughingly

put it, Pay peanuts and you will havemonkeys working the position, and thenyou complain about the monkeys.

One o the key elements explored washow to take and manage the time requiredto successully work on a business. Darlarecommended taking just two hours o

your work week and raising prices tomake up or two less behind the chair,while Kendall simplied it down to worksmarter, not harder. Other areas theseminar covered included the exciting

benets o two-way radios, the best ssotware and the ways that salon owcan connect with their clients throwritten, physical and visual elemsuch as a smile and a thank-you card

When it came to the inormation aportion o the class, two attendspoke about the benets o having on

bookings, and Darla and Kendall hachance to ask some questions o their because they are both considering mathe move to cyber booking. Everyeven the seminar acilitators, leasomething rom this CBE session!

center forbusiness education

New Salon/Spa Member TeleconerenceNext Calls: June 18, July 16, August 20New to the salon/spa section o the association? Have a question about your business? Want to network

with successul industry leaders? Heres your chance! PBAs Salon/Spa Leadership Council members

will host a New Member Teleconerence on the third Monday o every month at 12:00 noon EST. This is your opportunity to meeteadership council members and participate in powerul networking to improve your business and the industry as a whole. All new membereceive an email invitation to participate. I youre a long-time member who wants to participate, call Membership at 800-468-2274 (480-424) or email [email protected] to receive the call-in number and passcode.

New PBA Salon/Spa MembersFebruary 1 - May 1

I loved it. It was very inormative andinspiring. Im ready to chuck everything

and get started again! Robin Corey (Owner, Jacar Beauty Lounge)

Learn about upcomingCBE seminars atwww.probeauty.org/cb

www.probeauty.org


15/16

Member Profle: Kevin OteroPBA Manuacturer/Rep Leadership Council Member

5.

6.

4.

3.

2.

.

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

he proessional salon industry in March 2006

o provide strategic ocus to the business,

nd to create a set o integrated strategies

cross the dierent businesses utilizingP&Gs scale to beneft the salon customer. As

General Manager with responsibility or overall

market development, Kevin is leveraging his

xperience in retail beauty to strengthen sales

nd marketing initiatives in the proessional

ategory. The P&G Proessional Care portolio

n North America includes the exclusive-line

rands o Wella Proessionals, Sebastian

Proessional, Graham Webb and Belvedere,

nd the open-line businesses o Clairol

Proessional, Wella American Classics and

ohnson Products.

. From the salon owner perspective,what are the advantages (anddisadvantages) o working with such aarge company? How do you keep theheart and soul o the proessional

beauty business in ocus?

P&G Proessional is committed to the growthnd success o the salon industry by leadingame-changing innovation that will create andrive demand or salon services, and that will

ring newness and excitement to the salonhrough product, technique and commercialnnovation. Furthermore, through our jointalue creation and joint business planning

models, we are dedicated to meeting youreeds and the needs o your clients.

We know that the heart and soul o theroessional industry is artistry and education.

n the past six months, our fagship StudioNYC has been joined by two new ull-service

roessional education Studiosone in LosAngeles and another in San Francisco, with

he Studio Chicago slated to open beorehe end o the year. These acilities, as wells our comprehensive curriculum o in-alon and local-market education oeringsnd our incredible Future Vision events, areedicated to inspiring stylists as well asrowing technical skills, which ultimately leado increased service revenues.

2. What role do you see ordistribution in the uture o P&GProessional?

We are committed to servicing the needs othe total salon industry by oering a multi-channel distribution model that includesdistributors or salons and stores, a ull-service direct sales organization, a nationalteams organization and a wholesaler team.Our distributor partners oer the broadreach, scale and expertise to best servicesalons outside o our direct coverage area.A multi-channel distribution model allowsor fexibility to better serve the needs o thesalon and the stylist.

3. How does your direct salesorganization benet the industry?

Our Direct Sales Organization (DSO) SalesConsultants are ull service partners with salonowners and stylists ocused on what we callJoint Value Creation by bringing new tools,products and insights to salons and their clients.We believe that by ocusing on our portolio otop brands that our Sales Consultants are theperect partner or salon owners and stylists.We can bring a core competency o P&G intothe salon industry: deeper understanding andinsights o our client needs that can drive new

product and service opportunities. By havinga dedicated selling organization, we can workon sharing this knowledge with our partnersin a more seamless ashion. Our SalesConsultants can use their toolbox to workthe right partnership plan. A good example othis is our Colors o the World program, wherewe bring new techniques and education tothe stylist or new color applications that drivehigher-dollar service revenues.

4. Why are you a member o PBA?

P&G Proessional Care is excited and optimistic

about the uture o the proessional salonindustry. I elt that one o the most importantcontributions I could make to the industry wasto get more directly involved by joining theProessional Beauty Association. In additionto supporting the goals and objectives o theassociation, I hope I will be able to bring P&Gsexpertise in areas such as market researchand segmentation study to better understandand meet the needs o the stylist and salonclient, as well as our shopper experience tohelp create a better salon retail environmentor salon clients to drive salon retail.

5. What do you consider a majorchallenge or the industry in the nve years? How do you anticipate

working through this challenge?We continue to see diversion as a mchallenge to the industry. As a manuactwe have taken major steps to addressissue, including state-o-the-art coand tracking systems on our prodcomprehensive salon agreements, a watcnetwork and hotline, as well as a our-sescalation process when diverted produtraced to a salon that can ultimately leaaccount termination. But we cannot winght alone. We need salon owners andsalon industry to educate stylists to recogand report diversion, to promote the usproessional products and to educate cli

6. On the other hand, do you seeuntapped opportunities or theindustry to tackle?

We believe that P&Gs knowledge o wombeauty wants and needs can be viethrough a stylist lens to better understanproessional salon client and her purchabehavior to drive more salon visits, incrsalon services and build salon retail. Wvery excited about these opportunities

believe that they will lead to accelegrowth in the industry.

P.S. Dont forget: The newsletter is n

online. Share one of the great articles in t

newsletter with a friend in the industry

Visit www.probeauty.org/progres

The heart and soul o the proessionalindustry is artistry and education.


16/16

Professional Beauty Association

5825 North 71

st

Street, Suite 100Scottsdale, Arizona 85254

00.468.2274 (480.281.0424)

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Documents

PBA Progress Summer07 Newsletter