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
shift with the most recent round of
acquisitions: L’Oreal acquiring Pureology,
Belson being sold to Helen of Troy, and
the many other rumored acquisitions,
mergers and business deals out there. We
are in a life size game of chess. Who does
this affect? Everyone from manufacturers,
distributors and reps to salon owners,
individual stylists and trade publications.
The environment of the professional
beauty industry is constantly changing. If
you are going to continue to do business
in this industry, you will need to learn to
adapt to change. One way to do this is
to put strategic planning in motion for
your company or salon. When looking at
implementing or revising a strategic plan,
think about how technology might affect
your strategies and goals for making the
correct moves on the chess board.
Technology resources continue to
improve the efficiency in how we run our
L’ORÉAL USA ACQUIRES
BEAUTY ALLIANCE, L.L.C.
April 12 – L’Oréal USA, Inc., a subsidiary
of L’Oréal S.A., the world’s largest beauty
company, has acquired 100% of Beauty
Alliance L.L.C., in which it had taken a 30%
minority interest last July.
Beauty Alliance is one of the largest
and fastest growing professional salon
distributorships in the U.S. selling to 125,000
salons through 870 Distributor Sales
Consultants and through 400 professional
outlets. Beauty Alliance, a privately-held
company headquartered in Clearwater,
Florida, will operate as a separate unit within
L’Oréal’s Professional Products Division.
View the full release at www.loreal-finance.com.
www.probeauty.org
operations. Streamlined communication
helps to control data overload. Paper
has not gone away; it has just been
supplemented with a variety of forms of
L’Oreal acquiring Pureology,
Belson being sold to Helen
of Troy, and the many other
rumored acquisitions, mergers
and business deals out there
digital access to information: 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 lose
the human touch in doing business.
To continue with the concept of
maintaining a personal touch, let me call
your attention to the annual City of Hope
HELEN OF TROY LIMITED ANNOUNCES
ACQUISITION OF BELSON PRODUCTS
May 7 – Helen of Troy Limited, designer,
developer and worldwide marketer of brand-
name personal care and household consumer
products, today announced the acquisition
of Belson Products, the professional salon
division of Applica Consumer Products, Inc.
Belson Products is one of the largest domestic
suppliers of personal care products to the
professional salon industry. Belson Products
markets its professional products to major
beauty suppliers and other major distributors
under a variety of brand names, including
Belson®, Belson Pro®, Gold ‘N Hot®,
Curlmaster®, Premiere® Profiles®, Comare®,
Mega Hot®, and Shear Technology®.
View the full release at www.hotus.com.
Dinner. City of Hope, an organization
dedicated to the prevention and cure
of cancer and other life-threatening
diseases, will honor our PBA Chair, John
Heffner, with their annual Spirit of Life
award during Cosmoprof North America
on July 16, 2007. Please support this well-
deserved tribute and most worthy charity,
and help our industry shine. (For more
information, please turn to page 11.)
Continue to plan the moves you will
make to make sure that your business
has a strategic plan that will adapt to
the changing world that we are living in.
Remember that you can take a journey
around the world with small steps—you
just need to keep taking them in the
right direction.
Lee Rizzuto Jr.
President, PBA
Manufacturer
Leadership Council
Conair Corporation
Stamford, CT
L’ORÉAL USA ACQUIRES
PUREOLOGY RESEARCH LLC
May 9 – L’Oréal, the world’s largest beauty
company, announced that it has acquired,
through its subsidiary L’Oréal USA,
PureOlogy Research LLC, a luxury American
brand sold through hairdressers in the
professional haircare market.
Based in Irvine, California, the company
was founded by the American hairdresser
Jim Markham. PureOlogy is a luxury brand
of high performance haircare products
uniquely developed for hair colorists to use
and recommend to their clients. The brand is
notable for its range of highly concentrated
sulfate free shampoos with AntiFade
Complex™.
View the full release at www.loreal-finance.com.
 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.
Blanche Lincoln of Arkansas have agreed to
champion the Small Business Tax Equalization
& Compliance Act on behalf of the beauty
industry. Also known as the FICA Tax Credit,
the legislation would give salon/spa owners a
dollar-for-dollar tax credit on the 7.65% FICA
taxes paid on employee tips. The legislation
would also help ensure the IRS’s enforcement
efforts focus on those who do not pay taxes,
rather than on those who do.
“Rep. Berkley and Sen. Lincoln are longtime
supporters of small business and our industry,” said
Steve Sleeper, PBA executive director. “Having them
as primary sponsors bodes well for our industry.”
A small group of industry leaders from around
the 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 PBA’s government
affairs committee. “With so many new faces in
Washington, it’s extremely important that we
educate policymakers on the importance and
timeliness of this issue.”
“This was my first time on Capitol Hill,” said
Scott J. Buchanan, owner of New York’s Scott
J. Salons & Spas. “My message to Rep. Charlie
Rangel and others from New York was that this
is a common sense issue that’s 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 House
Ways & Means Committee, among others.
The timing and strategic focus of these Capitol Hill
meetings are a part of PBA’s larger emphasis on a
stronger and more comprehensive government
affairs effort. PBA members are encouraged to
contact their members of Congress to ask them
to sign on as co-sponsors of the Small Business
Tax Equalization & Compliance Act.
To learn how you can get involved, visit www.
probeauty.org/advocacy or contact Sam Leyvas at
800-468-2274 x118 or sam@probeauty.org.

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)

The Future of the Industry
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!
We’re All in This Together
A Salon and School Owner
Shares His Perspective
I was a salon owner for 23 years before I
opened my own school. I thought I knew
everything, and I blamed my staffing problems
directly on the schools. Well, I opened my
school 15 years ago, and looking back, I see
how little I knew, how much I’ve learned and
how much I still need to learn.
Although it shouldn’t have been a surprise, I
soon discovered that I was having all the same
problems with my students that I had with my
stylists. The problems are the same because
the people are the same. We need to change
attitudes if we’re ever going to turn this crop of
raw talent into professionals. It’s not an easy
task, and it’s not just the school’s problem. It’s
our problem. It affects all of us, and we’re all
in this together.
The quality of our graduates is directly related
to the quality of the students that enroll.
Many of those with the most potential are
lost to other vocations because cosmetology
is not considered a viable career choice. We
need to improve the image of our industry
and attract more qualified people. We can
do it if we work together—and remember,
we’re all in this together.
I know there are a lot of bad schools, and I
won’t make excuses for them. But even the
best graduates from the best schools can’t be
expected to have the skills of an experienced
stylist. Our students aren’t finished learning
when they graduate. They are just beginning.
Good schools provide a solid foundation,
but the salon must continue their education
if our graduates are going to be successful.
And yet according to PBA’s National Industry
5
Beauty Schools
Beauty Schools
Beauty Schools
Profile, 87% of salons do not have employees. keep changing. These changes affect all of
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
continue their education? has morphed into PBA and grown into a
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
in most salons is less than that, and many is the first time I’ve seen independent salon
others expect new hires to work on straight owners united and represented in Congress.
commission. Even if graduates are properly I’m proud to be a member, but that battle
trained in beauty school, it’s no wonder that isn’t over, it’s just started.
75% are not working in the industry 3 years
after graduation. This isn’t just the salon’s Sure, we’ve got our differences, but there is
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
put our differences aside for the good of our
Our industry is changing fast. Schools that industry. It’s up to us, all of us. We have to
couldn’t handle the changes in Title IV funding do what’s best for our industry, not just what’s
in the late 1980s and early ‘90s were forced best for us, our salon or our school, but what’s
to close. Those schools have been replaced best for the entire industry. Remember, we’re
by new and better ones that are raising the all in this together!
bar and improving the quality of education. In
the last few years, many PBA members have John Halal
opened schools and several manufactures PBA Salon/Spa Member
have opened branded schools: Matrix, Graham John and Friends
Webb, Aveda, TIGI and Paul Mitchell are just the Mc Cordsville, IN
beginning. Regis purchased several schools,
including the Sassoon Schools, and recently
merged with Empire to form the largest school
chain in the United States. The competition is
hot and getting hotter. Yes, some schools feel
threatened, and so they should, but it’s time
to raise the bar. This affects all of us—and
remember, we’re all in this together.
The changes aren’t only in schools. There
are huge changes taking place in all aspects
of the beauty industry. Procter and Gamble
purchased Gillette for $56 billion. It’s not the
first acquisition, and it won’t be the last. Estee
Lauder owns Aveda and Bumble and bumble
and is eliminating distributors by selling
directly to salons. Wella, owned by P&G, is
also distributing directly to salons. Larger
distributors are buying smaller distributors,
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

School Owner Insights
Four PBA members share their perspectives on
the challenges and rewards of school ownership.
What’s the most rewarding part of running a school?
When a graduate calls and says that they are fully committed with guests.
I love watching them the first day of school, with all their virgin hair! The
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 have the best job!
What’s most challenging?
Finding passionate and consistent educators. Building a strong education
team (just like in a salon or spa) takes a lot of time and planning. Educators
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
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;
there are unique people that do it extremely well... It’s just hard to find ‘em!
Is there anything you wish you could tell the full industry
about the school experience?
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.
We deal with all the same challenges of any college campus—date rape,
substance abuse, domestic challenges and everyday life stuff! Remember
how much you evolved from age 18 to 21?
Deedee K. Carlson
PBA Salon/Spa Member
San Francisco Institute of Esthetics and Cosmetology
San Francisco, CA
Why did you get into the school business?
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
in a way that would be meaningful. I understood both sides of the proverbial
“coin.” I knew the employers goals and insights, and I felt that I could add
to the educational side of the industry because I was also well aware of the
school owners’ world.
What’s the most rewarding part of running a school?
People. To support our people (staff and students), we run a business-
minded and strengths-focused organization. We have kicked off Marcus’
Buckingham’s program on strengths for both our staff and students as an
added investment in how valuable we think people are and how much they
count. Our curriculum is top-notch, our technology is amazing, our products
incredible, our facility inspires good things, our educational partners remain
committed, but at the core of Kohler Academy is the deeply held belief that
People Matter. It drives everything we do.
What’s most challenging?
The most challenging aspect to running our school is ensuring that everyone
is learning. There are many moving parts in a school, and it is easy to get
caught up in events, compliance, time clocks, hot water, dispense, rules
and situations that can drain time and energy. I am constantly asking my
educators, “Are you teaching?” and constantly asking our students, “Are
you learning?” If we have leadership that inspires, educators that teach and
students that learn, we can provide what we promise—which is extraordinary
education every day.
Jill Kohler
PBA Salon/Spa Member
Kohler Academy
Scottsdale, AZ
7
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
applicants had very little confidence in their technical skills, and more
importantly, knew almost nothing about success skills and how to build a
clientele. I knew schools could be better and decided to get involved.
I felt students needed three things. First, a beautiful salon environment that
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
of haircuts, hair color and styling so that they leave school with confidence.
Third, and most importantly, a business curriculum that teaches them the
success skills needed to get a good job and make great money.
Is there anything you wish you could tell the full industry
about the school experience?
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
these same business and success skills so that the opportunities for growth
in this wonderful industry continue.
Larry Curtis
PBA Salon/Spa Member
Taylor Andrews Academy of Hair Design
West Jordan, UT
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
be able to compete and work with the “seasoned” professionals.
Why is the chasm so wide between the expectations within the industry
factions? If the governmental agencies are only concerned with the newly
licensed professionals being able to pass minimal competencies that assure
the licensing body that they have enough knowledge to be safe to work on
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
the requirements from state to state that would create a valid credential?
If the product that is being delivered to you is always sub standard, maybe
it’s time to offer your assistance to the school to affect some changes...
Schools want their students to be hire-able. They really want to produce a
product that is in demand, and they want to be able to point other potential
professionals to the better salons where stylists can earn a living…
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
to make sure the state investigator for the board has all of the necessary
records to do their audit and inspection, meanwhile you may have a student
graduating, a new class starting, an unhappy customer… But then, the one
student you never thought would get color theory and/or the application
technique mastered, quietly comes into the office, asks politely if you have
a minute, and when you expect them to say, “I’m through, I quit,” they get a
really big grin on their face and say “I GOT IT!, I DID IT! And can you please
please please come and look at it?” ...The satisfaction of knowing you made
a difference carries you forward to try it over and over again.
Linda Mottishaw
PBA Salon/Spa Member
School of Hairstyling
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
owning 6 schools and having a test market
to try innovative ideas of service, promotion
and motivation. Cosmetology schools have 5
areas we focus on: Retail, Inventory Control,
Education, Recruiting and Clientele Building.
5 areas we focus on: Retail,
Inventory Control, Education,
Recruiting and Clientele Building.
It all starts with a quality sales consultant.
Servicing a school takes a lot more time and
energy than servicing a salon. However, the
consultant that makes the commitment will
see incredible rewards. He can earn the ability
to place students trained in his products in his
top salons. He also has the first opportunity to
open a new salon of a graduating student.
Retail. Retail issues in a school are very
similar to your salon customer’s. Salon
contests are very important to motivate
a student that doesn’t get paid retail
commissions. Obviously they can’t make
professional recommendations without
product knowledge. Therefore regular
product knowledge classes are critical. That
retail product knowledge must be extended
to front desk staff and our phone command
center. Finally, we ask our schools for
time once a month to address the student
body with the upcoming new promotions.
Many of these promotions are customized
for the school, and many are designed to
reduce overstocks at Peel’s. The Peel’s
DSC servicing the school collects emails of
each new student, and Peel’s sends them
a welcome letter and manufacturer update
emails.
Inventory Control. This is critical in our
schools. Controlling the retail inventory worth
thousands of dollars is very important. We use
cameras and a computer inventory program
to monitor shrinkage and create suggested
reorders. In the dispensary, we use the same
professional products and hair color we sell at
our top salons. The same inventory tools are
also used, plus methods of controlling product
waste. Product can easily be pre-measured
for a single application or service. Enrolling the
schools in the manufacturer loyalty programs
www.probeauty.org
can provide thousands of dollars of free back
bar with their support points.
Education. Students in schools are
like a giant sponge. They are begging for
education, and we provide it. For any shows
Peel’s produces around a school, we ask
that school if they would want that educator
for the next day. The educator cost is usually
reduced on a Tuesday, and all expenses
have already been absorbed by Peel’s. Also
working at Peel’s shows can give great
experience to any student. Young Talent Program
Recruiting. This is the lifeblood of any Helping New Employees
school and is an area any DSC can help Build Their Careers
in. A prospective student is very interested in the Salon Industry
in the professional products a school uses.
Therefore our DSCs provide manufacturer
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
and gown graduation is a great celebration the first 6 and 12 months of being in
and recruiting tool. We always participate the field, with failure rates estimated
with a Peel’s management person as a
to between 50% and 80%. Most salon
speaker at these graduations. We also
provide the students with the top 10 salons owners lack a program or tool to teach
in a region they want to work. We will allow their new staff members essential skills
students to ride with our DSCs to visit the such as: how to be an employee, how
top salons they call on.
to build a book, setting goals, prioritizing
Clientele Building. Last but not least, and other basic business building skills.
we work closely with Xenon’s to provide
client-building tools and information. Xenon’s PBA has put together a taskforce to
closes twice a year for a “Catch a Rising Star” develop a Young Talent Program, which
show in the school. Peel’s invites their top
30 salons in the area to set a table up in the
will help salon owners and managers train
school, and students have the opportunity new employees on how to successfully
to ask these salons about their policies, build a career in the salon. The program
training, etc. Every graduating class takes a would have three components: a manual
tour of our Distribution Center and meets our
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/
also spend time developing a resume and a workshop piece.
photo album of the work they did at Xenon’s.
Exceeding a school’s expectations takes
Do you have a successful training
time and energy, but the benefits are great program in place that you would be willing
when it all happens. to share? Do you have a passion for this
topic and want to learn how you can get
Bob Peel
President, Distributor/OTC
involved in the taskforce? Please contact
Leadership Council Samantha Alvis at samantha@probeauty.
Peel’s Salon Services org or call 800-468-2274 (480-281-0424)
Hutchinson, KS x117 to learn more.

Distributor/OTC Section
What to Do in Las Vegas
The Must-See Guide to
Cosmoprof North America 2007
July 15-17, 2007 | Mandalay Bay | Las Vegas
Cosmoprof North America is where the business of beauty comes to life. There
is much to do at this year’s event. There are many new exhibitors that are on
the cutting edge of beauty, skin care, hair, spa, packaging and manufacturing.
And you don’t want to miss the many special events that take place over the
weekend. Here’s the must-see guide to help you plan your Las Vegas visit.
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!
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
emerging beauty and skin care imports. Prominently located on the show floor
in Pavilion A, the Discover Beauty area displays select brands in a sophisticated
and modern environment.
CPNA has carved a unique place in the market allowing small and new
companies to jump-start their distribution efforts and gain quick visibility
from corporate buyers. Through the presence of Cosmoprof shows
worldwide our specialists can immediately spotlight emerging unique
brands for this special program.
The inaugural Discover Beauty event will feature Organic Apoteke (UK),
Fresh Line (Greece), Rilastil (Italy), Beauty Brazil (Brazil), Dalton Beauté de la
Mer (Germany), Just Good For You (Germany), SkinTech (Switzerland), Alo-
Cell-Gel (Austria), Skin Nutrition (South Africa), Silvana Profumeria (Italy)
and Skin Cubed (USA).
Top 10 Innovative Exhibitor Trends
Please check your on-site directory for booth numbers.
1 Cosmo-Textiles
Lytess – This exhibitor introduces a novel idea: cosmo-textiles that use
micro-encapsulation of active cosmetic ingredients embedded in the
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
as arms and legs. Withstands 20 hand washes.
2 Aromatherapy Wall Paint Additive
Aura-Soma – Working with your spiritual and emotional well being, the
colored oils, pomanders, quintessences, color essences and other
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
Equilibrium bottles are glittering, dual-colored combinations containing
the energies of color, plants and crystals.
3 Cellulite-Busting Tanning Cream
Fake Bake – Taking what Fake Bake does best, the company has combined
a self-tanning formula with their new patent-pending technology, which
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.
9
4 Precious Stone Treatments
Just Good for You – Experience an extraordinary skin care line from
the best that nature has to offer such as rubies, pearls and jasper–-all
with an alluring light fragrance of freshly cut wild roses and rosewood.
From a Pearl Body Cream with crushed rubies, Pearl Milk Cream Bath
and a Wild Rose & Jasper Body Oil, this unique line from Germany is all
natural and soothes the senses as it soothes and softens skin.
5 Beauty Down Under
Betty Beauty – The first safe color especially formulated for the hair
down there, Betty Beauty colors naturally, covers gray and enhances
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.
6 Cosmeceutical Skincare Imports
Rilastil – This was the first cosmeceutical brand in the world, made by
Istituto Ganassini in Milan starting in the early 1970s. Rilastil Intensive
Stretch Mark and Cellulite Cream is the company’s premier product
and best seller. The ingredients are selected to prevent stretch marks
for pregnant women by enhancing skin’s elasticity and natural healing
process. The product is safe and effective during and after pregnancy.
7 Men’s Luxury Skincare Line
SkinTech – This Swiss men’s luxury skin care is looking to upgrade the
men’s skincare market offerings. The 10-item product line combines
Switzerland’s know how with state of the art technology to deliver the
first high-performance luxury men’s skincare.
8 Healing Skincare for Post-Radiation Exposure
Alo-Cell-Gel – Conceived in 1999 by Christine Gimmelsberger, a breast
cancer survivor, who while undergoing radiation therapy came up with
a formula that would dampen the radical and devastating effects on the
skin associated with radiation therapy. With the support of her husband
(a physician), they created a unique skincare formula that would allow
the skin to remain smooth and supple during and after therapy.
9 Innovative Hairstyling Tools
T3 Bespoke Labs – This is the newest, most sophisticated collection
of styling tools that harness new T3 proprietary technology for superior
performance and results. The new T3 Bespoke Lab super lightweight hair
dryer features an unheard of 8 heat settings. Recently featured in Marie
Claire’s Beauty Products that Changed Our Lives, T3’s patented tourmaline
technology produces sleeker, shinier hair that lasts day and night.
10 Global Beauty Bazaar
Through close-knit collaborations with countries seeking to expand
their beauty foreign trade, Cosmoprof North America is able to dedicate
special sections within the show floor to distinct Country Pavilions.
These Pavilions allow small and medium sized companies from within
select markets to participate in CPNA with the objective of obtaining
face time with distributors and retailers to secure US distribution. This
year, CPNA will host Brazil, France, Italy and Thailand.
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
North America’s premier super-stylists in twelve categories, including
Hairstylist of the Year. In addition, Jim Markham of PureOlogy Serious
Colour Care will be inducted into the Hall of Leaders, and Yosh Toya will
be honored with a Lifetime Achievement award.
PBA’s Annual Business Forum... and Breakfast!
Monday, July 16, 2007 | 7:30am – 10:00am
$25 PBA Members | $45 Non-Members
($10 additional after June 29)
Don’t miss the Professional Beauty Association’s annual meeting,
where industry influencers explore trends that are shaping the
industry and how the association is responding. This year’s keynote
speaker is Apple Co-Founder Steve Wozniak. For more information,
PBA Beauty Boot Camp
Monday, July 16 | 1:00pm – 5:00pm OR
Tuesday, July 17 | 8:00am – 12:00pm
$175 PBA Members | $275 Non-Members
How do you get consumers to buy your beauty brand over the
thousands of other choices on the market? By knowing her better
than the competition! Get the ultimate overview of the beauty-buying
consumer’s lifestyle, needs and desires. Reach into the heart and
mind of today’s beauty-buying consumers in a way that
can immediately impact your business. Bonus:
Worksheets to structure consumer insight
into a “beautiful” brand strategy! Boot Camps
are limited to 50 participants, so sign up now
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
B and S Beauty Supply (New York, NY)
Body Toolz Inc. (Henderson, NV)
Commercor I, LP (San Antonio, TX)
Complete Beauty Supply (Commerce Township, MI)
Consonance Companies Inc (Santa Fe Springs, CA)
Foreign Concepts LLC (Monument Beach, MA)
Game Face Cosmetics (Brooklyn, NY)
Magic Ionic Co Inc (Cypress, CA)
MDI Beauty Supply (Philadelphia, PA)
National Salon Resources (Minneapolis, MN)
Spornette (Homewood, IL)
SV Beauty Supply, LLC (Victorville, CA)
Sweis, Inc. (Torrance, CA)
Note: This does not include renewing members. For
a full list of PBA members by section, please visit
www.probeauty.org/directory.
Distributor/OTC New Member
Teleconference
Next Calls: June 15, September 21
New to the distributor/OTC section of the association? Have a question about your business? Want
to network with successful industry leaders? Here’s your chance! PBA’s Distributor Leadership
Council members host a New Member Teleconference quarterly on the [bold]third Friday of
June, September, December and March at 12:00 noon EST[/bold]. 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—to welcome new members to the association or to talk to your leadership—
call Membership at 800-468-2274 (480-281-0424) or email info@probeauty.org to receive the
call-in number and passcode.

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

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.
Manufacturer Benefit Highlight
Market Shipment Study
complimentary for participating
manufacturers
$500 for non-participating manufacturers
$1,500 for other section members and
general public
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
An Update on Recent Activities
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),
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
health and safety concerns. Most are being
translated into Vietnamese, Korean and
Spanish. NMC partnered with International
Nail Technicians Association (INTA) and
Australian Professional 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
to update its nail salon health and safety
practices brochure, published last month and
now available at the EPA’s website. (See www.
epa.gov/dfe/pubs/projects/salon/index.htm.)
• Formed a working group to explore
increasing visibility and raising industry
standards. Formal presentations will be
made at trade shows in coming months to
support this effort.
• Worked with a coalition and the California
Air Resources Board (CARB) regarding
the regulation of VOCs (volatile organic
compounds, e.g., solvents) in nail products
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.
• Working with regulators to demonstrate no
Prop. 65 warnings are required, a significant
and expensive effort, regarding California’s
listing of DBP, a nail products plasticizer,
on the Prop. 65 list in December 2005,
for which warning requirements became
effective December 2006.
• Coordinating with named salon brands • Responded to concerns from German
and with the Cosmetic, Toiletry, and authorities regarding the safety of acrylic nail
Fragrance Association (CTFA) named products. Coordinated with, and assisted,
member retail companies to develop the German cosmetics trade association in
potential litigation strategies. relating to filling data gaps.
the Prop. 65 60-day notices that were
served and could result in litigation. • Filed comments with European Union
(EU) scientific bodies seeking safe-use
• Responded to media inquiries regarding determinations on DBP and toluene in
product ingredients and the safety of salons, nail polish products. Both efforts were
salon products and workers, including “The successful and culminated in publication of
Today Show,” which aired a reassuring piece “safe as used” findings. Also filed comments
dispelling many myths. A well-done piece also with EU authorities regarding formaldehyde
appeared in Oprah’s O Magazine in March 2007. safety, urging that no adverse regulatory
action be taken.
• Is working alone, and with the CTFA, on
state legislative initiatives targeting cosmetic • Participated with CTFA and assisted in
products and salons. comment preparation regarding the EU
proposed simplification initiatives designed to
• Reviewed several product safety stream-line its cosmetic regulatory scheme.
assessments for CTFA’s upcoming consumer
cosmetic safety website. The foregoing required various experts
(science, regulatory and legal). Costs to date
• Worked with Canadian authorities to are substantial and were shared between
defer regulation of cyanoacrylate adhesives OPI and CND.
regarding child-proof packaging.
New Manufacturer/Rep Member Teleconference
Next Call: September 5
New to the manufacturer/rep section of the association? Have a question about your business?
Want to network with successful industry leaders? Here’s your chance! PBA’s Manufacturer/
Rep Leadership Council members will host a New Member Teleconference quarterly on the
first Wednesday of June, September, December and March 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 info@probeauty.org to receive the call-in number and passcode.

New PBA Manufacturer/Rep
Members
February 1 - May 1
AuCourant - Instant Bronze Tan (East Stroudsburg,
PA)
Beauty World Mfg (Westminster, CA)
BTB 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)
Elan Lashes Eyelash Extensions (Prior Lake, MN)
Falcon International (Murrieta, CA)
Famis Manufacturing (Green Bay, WI)
Fi Hair Gear (Thornhill, ON)
Future Industries (Clifford Beach, NJ)
Garfield International (La Mirada, CA)
GHD Professional N. Am. (Westlake Village, CA)
Grafton 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 - L’Oreal (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, FL)
Sta-Rite Ginnie Lou, Inc. (Shelbyville, IL)
SV Productions (Woodinville, WA)
Young Nails, Inc. (Santa Fe Springs, CA)
Note: This does not include renewing members. For
a full list of PBA members by section, please visit
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.
Recently, there has been a great deal of discussion on the salon/spa listserve
about creative ways to seek out new employees. Here are some highlights:
Be cautious hiring...especially if the application says they are presently employed
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
professional courtesy. I also prefer to “grow my own.”
Karie Bennett
Atelier Aveda Lifestyle Salon Spa (San Jose, CA)
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
prospective students, and they will send you qualified graduates.
John Halal
Honors Beauty College, Inc. (Indianapolis, IN)
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
they’re in school and have them ready to hit the floor when they graduate.
Jeanne Lennon
Lennonheads Salon & Spa (Worthington, OH)
If you really want to hire good help, you should do an apprentice program to
polish the people you hire. If they have years of experience but are not up to
your standards of work, then everyone, no matter who, goes through it.
Robin R Corey
Jacar Beauty Lounge (Gilbert, AZ)
Hiring great people is an art in itself. I have never found great people by advertising.
Instead, I find when I developed an understandable manual, and enforce it, and
communicate clearly and consistently, it’s made a huge difference…
Laura Quackenbush
Off Broadway Salon (Brookfield, WI)
It is hard to find and keep the right people. Narrow it down even more… 1. Add
a non-compete contract. 2. Ask them if booth rent[al] is their goal, and if so,
[explain that] probably this is not the place for them. Hiring right is imperative.
T. Patricia Helmandollar
Savvy Salon and Day Spa (Cornelius, NC)
Interested in participating in your section’s listserve? PBA membership includes
subscriptions for up to three email addresses. Simply email info@probeauty.
org—include your name, company name, appropriate email address(es) and
your member ID (if available).
Salon/Spa Section
Get Out
center for
from Behind
business education
the Chair!
CBE’s Intimate Format Fosters
Discussion, Inspires Owners
“Get Out from Behind the Chair and Manage
Your Business,” part one in the three-part
Salon Success Series, coached salon/
spa owners on how to take back control
of their business. The seminar and round-
table discussions were led by successful
PBA members Darla DiGrandi-Aguilera
of Hi-Lites Aveda Salon and Kendall Ong
of Mane Attraction Salon. According to
attendee and salon owner Jere Pastore
of Images at San Marcos, “It was a full 1
1/2 days of valuable information…a small
intimate class with about 10 owners from
around the United States. It’s just what we
all needed.”
In two short days, Darla and Kendall
covered everything from compensation
and tipping vs. non-tipping salons to the
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 info@probeauty.org to receive the call-in number and passcode.
New PBA Salon/Spa Members
February 1 - May 1
007 Salon (Madison, WI)
Aliez Beauty Inc. (Brooklyn, NY)
Aveda Institute Denver (Denver, CO)
B. Fazio Salon (Lakewood, OH)
Backstage Hair Studio (Midland Park, NJ)
Bellezza Day Spa (Falmouth, MA)
Michon Bushman (Chesterfield, MO)
Butterfly Salon and Spa (Kent, WA)
Carolina’s Spa Group (Charlotte, NC)
Carrie and Co Progressive Hair Design (Sturbridge, MA)
Christopher Kelly Salon (Valparaiso, FL)
Cristobal Salon, Inc. (San Juan, PR)
Defining Image LLC (Vancouver, WA)
Destiny Aveda Salon Spa (Lewisburg, OH)
Distinguished-U Salon (Arlington, TN)
Dosha Salon and Day Spa (Barre, VT)
Elements a Complete Salon (Escondido, CA)
Eliza Jane, Inc (Geneva, IL)
Enrique’s Salon (Tulsa, OK)
Fusion Salon (Wilmington, DE)
Genesis Salon / Enso Spa (Hutchinson, MN)
Hair I Am (Kingston, NH)
Hair Spray Salon (Houston, TX)
Hairdresser on Fire LLC (Windsor, CT)
www.probeauty.org
maintains is: “Tell me everything you
know about this company!”
The discussion naturally progressed from
hiring to the front desk position. CBE
facilitators and attendees alike agreed that
this is one of the most important positions
in a salon, and the people there should be
paid accordingly. As Kendall laughingly
put it, “Pay peanuts and you will have
monkeys working the position, and then
you complain about the monkeys.”
“I loved it. It was very informative and
inspiring. I’m ready to chuck everything
and get started again!”
– Robin Corey (Owner, Jacar Beauty Lounge)
One of the key elements explored was
how to take and manage the time required
to successfully work on a business. Darla
recommended taking just two hours off
your work week and raising prices to
make up for two less behind the chair,
while Kendall simplified it down to “work
smarter, not harder.” Other areas the
seminar covered included the exciting
Lori Heikkinen (Roanoke, TX)
James Albert Salon (Newport Beach, CA)
JO-EL Enterprises, Inc. (Scottsdale, AZ)
J’on Alan Salons (Nashville, TN)
Keith Kristofer Salon and Spa (Austin, TX)
Lavish (Manhattan Beach, CA)
Lux Salon and Spa (Baton Rouge, LA)
Mary Kate and Company (Wichita, KS)
Meshel’s 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 Kam’s, Inc. Dba Salon Romana (Largo, FL)
Salon Monaco (Carpinteria, CA)
benefits of two-way radios, the best salon
software and the ways that salon owners
can connect with their clients through
written, physical and visual elements
such as a smile and a thank-you card.
When it came to the “information age”
portion of the class, two attendees
spoke about the benefits of having online
bookings, and Darla and Kendall had a
chance to ask some questions of their own
because they are both considering making
the move to cyber booking. Everyone,
even the seminar facilitators, learned
something from this CBE session!
Learn about upcoming
CBE seminars at
www.probeauty.org/cbe.
Scissors Rox and Paper (Phoenix, AZ)
Shear Convenience (Jackson, WI)
Shear Perfection (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)
That’skincredible, LLC (Elyria, OH)
The Comfort Zone Spa (Brandon, FL)
The Fizz Shop (Neenah, WI)
The Lift (Easthampton, MA)
Tuscan Sun Salon and Spa (Franklin, MA)
Underground Hair Artists, Inc. (Santa Barbara, CA)
Urbanbella (Ellenwood, GA)
Varuna (Upper Marlboro, MD)
Vee’s Hair Salon (San Antonio, TX)
Verve Salon and Spa Ltd (Sherwood Park, AB)
Zing Hair Salon (Boulder, CO)
Zolton’s Salon and Day Spa (Scottsdale, AZ)
Note: This does not include renewing members. For
a full list of PBA members by section, please visit
www.probeauty.org/directory.

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
to provide strategic focus to the business,
and to create a set of integrated strategies
across the different businesses utilizing
P&G’s scale to benefit the salon customer. As
General Manager with responsibility for overall
market development, Kevin is leveraging his
experience in retail beauty to strengthen sales
and marketing initiatives in the professional
category. The P&G Professional Care portfolio
in North America includes the exclusive-line
brands of Wella Professionals, Sebastian
Professional, Graham Webb and Belvedere,
and the open-line businesses of Clairol
Professional, Wella American Classics and
Johnson Products.
1. From the salon owner perspective, 3.
1. 3. How does your direct sales
organization benefit the industry?
what are the advantages (and
disadvantages) of working with such a
large company? How do you keep the
“heart and soul” of the professional
beauty business in focus?
P&G Professional is committed to the growth
and success of the salon industry by leading
game-changing innovation that will create and
drive demand for salon services, and that will
“The heart and soul of the professional
industry is artistry and education.”
bring newness and excitement to the salon
through product, technique and commercial
innovation. Furthermore, through our “joint
value creation” and “joint business planning”
models, we are dedicated to meeting your
needs and the needs of your clients.
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
professional education Studios—one in Los
Angeles and another in San Francisco, with
The Studio Chicago slated to open before
the end of the year. These facilities, as well
as our comprehensive curriculum of in-
salon and local-market education offerings
and our incredible Future Vision events, are
dedicated to inspiring stylists as well as
growing technical skills, which ultimately lead
to increased service revenues.
15
5.
5. What do you consider a major
challenge for the industry in the next
Professional? five years? How do you anticipate
working through this challenge?
We are committed to servicing the needs of
the total salon industry by offering a multi- We continue to see diversion as a major
channel distribution model that includes challenge to the industry. As a manufacturer,
distributors for salons and stores, a full- we have taken major steps to address this
service direct sales organization, a national issue, including state-of-the-art coding
teams organization and a wholesaler team. and tracking systems on our products,
Our distributor partners offer the broad comprehensive salon agreements, a watchdog
reach, scale and expertise to best service network and hotline, as well as a four-stage
salons outside of our direct coverage area. escalation process when diverted product is
A multi-channel distribution model allows traced to a salon that can ultimately lead to
for flexibility to better serve the needs of the account termination. But we cannot win this
salon and the stylist. fight alone. We need salon owners and the
salon industry to educate stylists to recognize
and report diversion, to promote the use of
professional products and to educate clients.
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
owners and stylists focused on what we call
industry to tackle?
“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
We believe that by focusing on our portfolio of
beauty wants and needs can be viewed
top brands that our Sales Consultants are the
through a stylist lens to better understand the
perfect partner for salon owners and stylists.
professional salon client and her purchasing
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
very excited about these opportunities and
product and service opportunities. By having
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
in a more seamless fashion. Our Sales
Consultants can use their “toolbox” to work
the right partnership plan. A good example of P.S. Don’t forget: The newsletter is now
this is our Colors of the World program, where online. Share one of the great articles in this
we bring new techniques and education to newsletter with a friend in the industry.
the stylist for new color applications that drive
higher-dollar service revenues.
P&G Professional Care is excited and optimistic
about the future of the professional salon
industry. I felt that one of the most important
contributions I could make to the industry was
to get more directly involved by joining the
Professional Beauty Association. In addition
to supporting the goals and objectives of the
association, I hope I will be able to bring P&G’s
expertise in areas such as market research
and segmentation study to better understand
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.
 Benefit Highlight
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with the leading transportation providers in the industry, including Yellow Transportation, Roadway Express, UPS Supply Chain
Solutions, DHL, USF and New Penn. Whether you ship envelopes, packages or heavy freight, these carriers provide a solution.

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To take advantage of this PBA member benefit—or to find out how much you can
save on your next shipment—call 1-800-MEMBERS (800-636-2377) x303. For more
information, visit https://secure.membersales.com/pro/shippingplus.asp.

SPECIAL Receive Facing the Forces of Change for FREE (a $265 value)
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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