December - Stylist and Salon Newspapers

Building Retail Relationships with All Involved
Strictly for Students
LeAnne Velona
You are the person in your beauty business
who is responsible to order products at the
best prices at the right time and in the right
quantity to cover the demand of your guests.
It is the distributors’ job to serve you, and
building relationships with distributors is a
very important part of running a successful
beauty school, salon or business.
Relationships with your customers, employees,
suppliers and distributors are what
your business thrives on, so it is important to
maintain healthy relationships with all of the
above.
The distributor is responsible for fulfilling
that order. Add money and profit to the mix
and things become more complex, but without
profits, your business cannot flourish.
To protect and grow your relationships
and work toward positive business growth,
take the time to develop your relationships
with your distributors. It will make a positive
impact on your business in the end and is
well worth the investment.
Now that you know why it is important
to build a solid relationship with your
distributor, here are the best tips for making
your buyer / distributor relationships run
smoothly and effectively.
Face-to-Face Interaction. The relationship
with your distributor is an important one,
so take the time to nurture it. Meet with your
distributors face-to-face as this sends a message
to them they are important to you and your
business. Emailing and speaking on the phone,
while effective, should supplement in-person
meetings and not replace them.
You can show your support by attending
distributor events. This is a great way to
network also and you may even build new
business relationships. Although in-person
meetings can be time-consuming, they will
pay off in the long run and are an essential
part of the having a solid and beneficial relationship
with your distributor.
Think Team. Working together makes
a difference. Help your rep help you. As
with any relationship, take care of those
that support you. If you are honest, helpful,
thoughtful and attentive, your distributor will
work hard for you, get you the best pricing
and keep you updated with deals. Distributor
sales consultants often work on commission
and they want your business. By working
together, you can achieve your goal of making
money, and you both get what you need out
of the relationship to be successful. Treat your
distributor with respect, and you will get back
the same treatment in return. Go team.
Keep an Eye on Pricing. It is important
for operators to watch the pricing market
and understand costs. This is an important
part of your job. Make sure you know what
you are doing when ordering and managing
your products. Know your prices from order
to order and use an order guide every time.
Be sure to have in place an inventory control
system, watch your invoices and know how
to read it. It is important to stay organized
and keep great track of your invoices. Most
importantly, know when your product prices
are taking a dip or rising. This will not only
help you build a better relationship with your
distributor, but it will also make your job
easier and will save you money.
Be Timely and Make Decisions. Settle
all of your accounts on time. If you foresee
a delay, let your distributor know ahead of
time. Be considerate of your distributor and
avoid submitting orders at the last minute.
If you receive any damaged goods, alert your
distributor, and submit a claim promptly and
with evidence. It is also important to know
when to make a decision. If the deal is right
on both sides, for the distributor and the
buyer, you cannot afford to wait. As a buyer,
one should be equipped with the financial
sophistication and the ability to make a decision.
If the buyer does not have that ability,
then they need to be empowered to do so.
“Building relationships with your
distributors should be primary on your list
in order for them to help you build your
business”, notes Doreen Guarneri, owner of
American Culture, and The Look Salon in
Greenlawn, New York. “Reason being, you
need to be a good customer in order to gain
and earn rewards through your distributors
such as exclusives, sampling, discounts and,
above all, the best service! The squeaky wheel
gets the oil. If you’re a small business, this is
of particular importance. Everything that a
distributor can do to help grow your business
will allow you more time behind the chair.
Relationships are the key to success for everyone
involved.”
The key to solid, lasting relationships with
your distributors is knowing how to interact
with your salesperson. Of course, it is not as
easy as it looks. As you can see, there are a lot
of moving parts to keep on top of, but keep
working on your relationships and it will pay
off in the end.
LeAnne Velona, Director of Esthetics & Massage Therapy Education for
Marinello Schools of Beauty and has been a Certified Licensed Esthetician
for over 18 years. Marinello has 47 campuses in Arizona, California, Nevada,
Oregon and Utah. For more information, go to www.marinello.com.
Lamb Resigns from Advisory Board
Clive Lamb, owner of Clive and Co. Hairdressing, has resigned his board position
with the Texas Cosmetology Advisory Board. Clive served as Chairman of the Advisory
Board of Cosmetology from 2005 to 2010 before moving to a board position. Under his
leadership during his tenure, the cosmetology rules were updated and streamlined, particularly
the rules pertaining to sanitation.
Clive has always believed that hairdressers were being held back from the right training
because of problems with the Texas Cosmetology rules and regulations and fought
hard to make changes. Clive states “after years of working hard for what I believed was
the betterment of our industry, the resistance from lobbyists representing segments of our
industry with a financial agenda was just too much and it became a waste of my time and
energy”.
Clive plans to continue his passion to promote the artistic and technical side of hairdressing
within his own Dallas based salon.
2 | DECEMBER 2011 | TEXAS STYLIST & SALON
Lic.#1448058
Clive and Co. is not just another hair salon; it’s a philosophy. A Brand of passion, quality, detail, precision, and impeccable customer service. The
stylists and colorists do it their way with a meticulous approach to every detail. While they each have their own individual touch, they have all been
trained to master and execute the same Clive and Co. standard of excellence that has been in place since 1985.

Experience the
Biggest and Best
Industry Education
on the West Coast
Event Sponsor
Purchase Your Tickets Now!
probeauty.org/isselb
866.229.2386
follow us:
facebook.com/pbaisse

In this issue...
5
6
7
Beauty Insider
Is that pretty display case in your
salon making the profits it should
be? This is a tough question, but
if it can help boost your revenue
by $10,000 to $50,000, shouldn’t
you take notice?
Blue Highways
Through professionally prescribed
products we can assure
the maximum in long-term
customer service for our guests
and increasing our future profit
potential.
Esthetic Endeavors
Clients love information. They are
attracted to the exciting, the new
and the different. Don’t you love
it when your favorite manufacturer
comes out with something
new, something better?
Strictly for Students . . . . . . . . 2
Focusing on Retail Sales . . . . . 4
Beauty Inisder . . . . . . . . . . . 5
Blue Highways . . . . . . . . . . . 6
The Nail Extension . . . . . . . . . 6
Esthetic Endeavors . . . . . . . . 7
Texas TDLR News. . . . . . . . . . 8
Classifieds . . . . . . . . . . . . . . 9
Calendar . . . . . . . . . . . . . . 10
What’s New in the Market . . . 11
On the cover...
Photo Courtesy of
Wella Professionals
2012 Trend Vision
Don’t Miss the Next Issue!
Didn’t receive your own copy of the paper? Now you
can ensure you’ll get it each month to your home
address… subscribe now!
Don’t miss this opportunity to keep up on the latest in
beauty business news including important updates from
your Licensing Board, shows and events, business tips, and
special promotions from our advertisers!
Go online to subscribe. www.stylistnewspapers.com
4 | DECEMBER 2011 | TEXAS STYLIST & SALON
Focusing on Retail Sales
Dramatically Increase Your Business Profits and Client Retention
by Jenny Hogan
Imagine your salon and spa business as a
high performance automobile.
As the business owner, you would be the
car’s motor, providing the power to make it
drive. Your front desk would be the body and
windows, parts that protect the business.
Your service providers would be the
sound system and leather seats, the parts that
provide comfort and style. Now, consider
that your retail sales are the sophisticated
fuel injection system, enabling the vehicle to
operate flawlessly.
Lauren Gartland is the president of
Inspiring Champions, a business training and
coaching company specializing in the beauty
industry, and she shares some advice on how
to grow your businesses with retailing.
“If you want your salon and spa to thrive
and not just survive,” she explained, “you will
need to focus on retail to fuel and energize
your business. Retail is your key profit driver
and will dramatically boost your income, increase
client retention and loyalty and provide
benefit. Retail will become your insurance
policy to guarantee that you stay in business.”
The Professional Beauty Association
(PBA) reports that in 2010, salon and spa
profits from services ranged from 4.1 percent
to 7.6 percent, while profits from retail
ranged from 30 percent to 40 percent and
grew even higher for salons with their own
product lines. The majority of salons and spas
today are not earning money, with only 16
percent of the nation’s salons being profitable.
To jump-start your new retailing program
in your business, set weekly times with your
team members for product education and
goal setting sessions. As an owner, you need
to know where you are and where you are
going financially.
Create a chart with the names of your
service providers along with the days of the
month. Have everyone list his or her numbers
daily as well as their target goal numbers.
Ensure they have accountability for recording
them. You could even make a policy that if
you do not list your numbers; you pay five
dollars into a charity account. It is important
for your team to know their numbers.
Commit yourself and your team to retail
education. How would you like to buy a
2012 Calendars
2012 Appt. Books / Organizers
2012 Planners • Tax Keepers
Y2012 Week @ Glance..$22.95
BB-52 Week Organizer...$10.95 2012
1"Profile & History Binder Sys $22.25
1 Yr. Income & Exp. Org........$27.00
Weekly or Daily Exp. Rcds....$14.00
..
1/2/3/4/5/6/8/10/12/16/20/24 Column ...Appt. Books
Gift Certificates - Salon Receipts
- Why Choose Less..Than The Best -
Melissa’s CALL-800-445-2020
house from an agent who had no knowledge
of real estate or a car from someone who
knew nothing about engines? You have to
love and understand your products.
Utilize your distributors and manufacturers.
They can help you increase sales, share
new ideas and provide resources. Create an
educational calendar with their help, ensuring
that they make you their top priority
when their new promotions come out. Make
a twelve-month promotional calendar so
you can plan with creative ideas for product
sales. Your plan should include attractive and
compelling displays with great window and
salon signage.
Let your team members know they have
not successfully completed their clients’ hair
care services if they do not make product
recommendations that allow the clients to
duplicate their styles at home.
Your team may think that they cannot
successfully retail, yet it is not that they cannot
do it, they just do not know how. They
do not want to be seen as pushy salespeople,
as selling has developed a negative stigma.
You need to develop a new language regarding
your retail. Use words that minimize
selling and instead promote recommendations.
Instead of asking clients if they want to
buy a product, ask if they want to take home
a solution.
Make a firm commitment to educate your
clients on your product lines. However, do
not make the mistake of over explaining by
talking about product ingredients, science,
technology or philosophy. Keep it simple.
How exactly will the product benefit the
client? Include emotions by telling them what
they will love about their results. Seventy percent
of salon clients are never offered product
recommendations, while eighty five percent
of consumers relay they actually expect and
want to receive product recommendations by
their hair care expert. You could implement
a radical new policy. Put up signage in your
salon and spa business that says: “If you do
not receive product recommendations -- then
your service is free.”
For more information on Lauren Gartland and the Inspiring Champions
collection of live training camps, coaching services, mentoring and educational
resources, call 800-496-9305 or visit them at www.InspiringChampions.com.
2012
WEEKLY
Y2012 Week @ Glance
Call for a Distributor..Near You!
See Us on the Web
www.MelissaMSC.com
Texas Stylist & Salon
Volume 6, Number 5, Issue 65
December 2011
Published monthly by
Holland Graphics, Inc.
1750 SW Skyline Blvd., Suite 24
Portland OR 97221
Toll-free (888) 297-7010
or (503) 297-7010
Fax (503) 297-7022
E-mail: editor@stylistnewspapers.com
Web site: www.stylistnewspapers.com
Publisher
Holland Graphics, Inc.
Managing Editor
Lisa Kind
Production Manager Joel Holland
Advertising Director Marcy Avenson
Classified Sales
Kelly Smith
Contributing Writers:
Judy Culp, Jerry Tyler, Jaime Schrabeck,
Charlene Abretske, Neil Ducoff,
Marco Pelusi, LeAnne Velona,
Jenny Hogan, Max Wexler
Texas Department of
Licensing and Regulation
Susan Stanford, Public Information Officer
TEXAS STYLIST & SALON is mailed to licensed
salons, barbershops, beauty schools, distributors and
manufacturers in Texas. Circulation is restricted to
members of the beauty and barber profession, its suppliers
and students.
CONTRIBUTIONS OF PHOTOS, ARTICLES, etc.,
are welcome. Payment offered only when arrangements
are made in writing in advance with the editor/
publisher.
ALL MATERIAL COPYRIGHT 2011 by Holland
Graphics, Inc. and/or the bylined authors or photographers.
No part of this publication may be reproduced,
stored in a retrieval system, or transmitted, in any form,
or by any means, electronic, mechanical, photocopying,
recording or otherwise, without the prior permission of
the publisher.
OPINIONS AND ENDORSEMENTS herein are
the sole responsibility of the writers or advertisers
and do not necessarily represent the opinions of the
publisher or the State Boards of each state. Publication
of advertising contained herein does not constitute
endorsement. Columns are the opinions of the writers
and not those of the publisher. Texas Stylist & Salon assumes
no responsibility for the claims of any advertiser
in their paid advertising nor in the promotional material
they provide either orally or in writing. Advertising
does not imply that the paper will provide any editorial
coverage, photos, calendar mention, or any other space
or consideration other than actual space purchased. All
advertising must be paid in advance of publication in
lieu of prior arrangements. Invoices paid after terms
will be subject to a 2.5% per month service charge.
Delinquent invoices may be subject to a handling fee
of 25%. Published rates are net. Agencies add 15% for
gross cost. No Agency discounts. In the event a suit or
action is brought to collect amounts due Texas Stylist &
Salon shall be entitled to recover attorney fees and costs
incurred.
ADDITIONAL OR OUT-OF-STATE SUBSCRIP-
TIONS: For a one year subscription, send name,
address and zip with check for $25 payable to HOL-
LAND GRAPHICS, INC. to Subscriptions, Texas
Stylist, 1750 SW Skyline Blvd., Suite 24, Portland, OR
97221. Address changes require old mailing label.

Don’t Let Profits Walk Out the Door
Beauty Insider
Steve Sleeper
by Guest Writer Max Wexler,PBA Chair | President Beauty Craft
Have you honestly looked at your retail
assortment lately?
Is that pretty display case in your salon
making the profits it should be? Do you
know how to train your employees to
properly promote and sell products that your
clientele already wants to buy?
These are tough questions, but if they
can help boost your revenue by $10,000 to
$50,000, shouldn’t you take notice? As a longtime
distributor who deals with selling day-in
and day-out, I am often amazed by the salons
that continue to let profits
walk out the door.
To help debunk the
myths many salons, spas,
and licensed professionals
have about selling,
the Professional Beauty
Association (PBA) has
an amazing resource to
help. The Business of Beauty: Maximize Your
Profitability - Defining the Future of Beauty
Retailing report is a strategic blueprint to help
take your retail efforts to the next level.
The overall retail beauty category in the
U.S. is expected to grow to $56 billion in
2012. However, the salon industry only has
about seven percent of the current market.
Furthermore, the Business of Beauty report
found consumers want their complete beauty
needs met, and their number one trusted
source of information on hair products in
particular is their stylist. Consumers would
actually like to hear more from their stylist in
recommending the products they need during
their appointment.
With that knowledge, if the average salon
with $1 million in overall revenue increased
retail sales from seven percent to ten percent,
that would translate into an additional
$30,000 in revenue and $15,000 in incremental
profits. Even more impressive, with
consistent application of the best practices
found in the report, retail can often exceed 20
percent of a salon’s overall business.
The threat: Beauty retailers such as drugstores
and mass merchandisers understand
the growing beauty market and they are very
aggressively trying to capture those sales.
From remodeling stores to training associates
on how to identify consumers’ needs, the
competition is fierce.
Nonetheless, consumers still trust the
relationship and knowledge of the professionals
in their salon and spa. As a distributor
myself, I know first-hand that we can also
deliver the service and products that will
actually help our clients better than anyone
else. However, if we are not offering clients
the beauty products they want and doing it
an appealing manner, they will continue to
go elsewhere. Unfortunately, 71 percent of
salon clients in 2009 were not offered a retail
recommendation while in the salon. Why let
that mass retailer down the street get those
beauty dollars when all you and your team
need to do is suggest a hairspray, shampoo, or
beauty tool?
What you can do: The Business of Beauty
strategic blueprint provides an eight-step
process to retail success, along with real-life
examples of salons that have mastered the
retail and customer experience. Rest assured,
the process does not involve a multi-manual
book that will only collect dust, but rather
an easy-to-follow
guide with easy-toimplement
strategies to
get you started quickly.
As an example, step
five focuses on offering
strategic selections.
Salons should carefully
select the products that
go in to the salon to be consistent with the
brand and the target customer: Making sure
to offer clear trade-ups and limit the inventory
so employees can be well educated on
key benefits. It is important not to overwhelm
the stylist or the customer.
Aligning incentives, (step seven) is also
critical so that every employee is working
toward a common goal. Integrate retail and
services along with setting realistic, yet challenging
goals.
Having been in the beauty distribution
business for many years, I try to help my
clients with all of these steps. Salons that proactively
work to make their retail component
an integrated part of the business, rather than
an afterthought, truly do better in the end.
Not only are revenues generally much higher,
but clients are more satisfied.
The beauty industry continues to evolve.
Those that take the time to stay current, both
on the latest trends in hair and spa techniques
along with the latest trends in retail, will be
the ones that outpace the competition and not
only survive, but thrive.
Is that pretty display case
in your salon making the
profits it should be?
Max Wexler is the Chair of the Professional Beauty Association (PBA). A fortyyear
veteran of the professional beauty industry, Wexler is actively engaged in
sales, marketing, government affairs and strategic planning for PBA and the
industry as a whole. The Professional Beauty Association | National Cosmetology
Association (PBA | NCA), is a non-profit membership organization made
up of beauty professionals, salons and spas, distributors, and manufacturers
dedicated to improving their careers, individual businesses and the industry as
a whole. For information, visit www.probeauty.org or call 1-800-468-2274.
READ IT! SAVE IT! PRINT IT! NOW AVAILABLE ONLINE!
View this article and more at www.stylistnewspapers.com
Who Will Be the First
NAHA Newcomer Stylist of the Year?
NAHA Entry Deadline is Feb. 9, 2012
The North American Hairstyling Awards (NAHA) has added a new category for 2012.
The NAHA Newcomer Stylist of the Year award seeks to recognize a rising talent in the
professional hairstyling industry and is meant to bridge the gap between Student Hairstylist
of the Year and Hairstylist of the Year. To qualify to enter, the entrant must be a licensed
cosmetologist with less than three years of professional experience. A photo collection of
three high resolution images must also be submitted for judging. Judging will be performed
by the same level of internationally renowned hairstylists that currently judge all NAHA
categories.
“I highly encourage stylists just starting out to enter NAHA and especially the
Newcomer Stylist of the Year category. Winning a NAHA helps elevate your career immensely
and puts you in front of top manufacturers and media outlets for education and
editorial work,” said Charlie Price, 2002 and 2008 NAHA Hairstylist of the Year.
As the most celebrated and prestigious photographic beauty competition in North
America, the Professional Beauty Association (PBA), the producers of NAHA, encourages
stylists to start the planning process early. With 13 categories to enter, ranging from Avant
Garde to Salon Design, winning a NAHA is truly a career changing event! NAHA is open
to all licensed cosmetologists and cosmetology students from the U.S., Canada, and Mexico.
The entry deadline for all NAHA categories is February 9, 2012.
Applicants can submit their entries online (preferred method) or through the mail.
All entries must be received by February 9, 2012. Helpful tools and tips on how to create
a successful NAHA entry along with complete entry details and pricing can be found at
probeauty.org/naha.
NAHA is part of PBA Beauty Week, North America’s largest, most inclusive beauty
event, which is hosted by Cosmoprof North America. The 2012 NAHA Award Ceremony
will be held on July 22, 2012 at the Mandalay Bay Resort in Las Vegas, Nevada. For more
information about NAHA, please visit probeauty.org/naha.
TEXAS STYLIST & SALON | DECEMBER 2011 | 5

Write a Prescription For Clients
Blue Highways
Jerry Tyler
In the beauty industry our challenge is
to look at ways to increase sales potential
and maintain client retention, especially
challenging in today’s current environment.
Initially this could come in the form of
new service offerings and expanding your
expertise levels through advanced education.
Being aware of new emerging market
trends and then how to meet those needs
can play a positive role in expanding and
growing your individual or collective brand.
One often overlooked area is the
potential found in the sales of professional
products to our guests.
The real key here is the fact the sales of
theses products can indeed aid in long-term
client retention and grow our profit as a
business. With this comes a realization we
have a far greater advantage in our craft to
reap the rewards far and above that of the
normal retail sales model.
Our advantage is that with a proper
guest consultation we can prescribe the solutions
to the challenges of our clients hair
and skin care needs and even educate them
in the proper use of the products and procedures
necessary to get the optimal results.
An industry survey shows that the guest
who purchases one or more products is far
more likely to return as a repeat guest. This
is due to the trust that is built by meeting
the needs of the guest through professional
prescription and their seeing visible positive
results in their usage.
This becomes an effective retention tool
since the professional prescription moves
our sphere of influence with the guest far
beyond the point of service in the salon or
spa, in which we have just a few hours, to
having contact with them through use of
the product we send home with them until
their next visit.
6 | DECEMBER 2011 | TEXAS STYLIST & SALON
This increase in our influence through
professional prescriptives raises our
level of customer service and therefore
increases the perceived value of us in
the client’s eyes.
Our challenge to excel in this area is
two fold. First, to have a solid knowledge
of what our target market needs are to meet
their challenges in the way of our home
care offerings; secondly, to take the time
to perform a proper needs assessment of
those individual guests and offer first class
solutions.
Integrity is paramount here as we are
putting our professional endorsement of
that product and all that it will provide to
the guest in the way of results far beyond
the salon service visit. Merely selling something
to the client while it may reap short
term results can undermine our integrity
thus lowering our brand’s value.
That is why it is so important to keep
abreast of new innovations in professional
product offerings. Our industry is continually
evolving and we need to make recommendations
based on current realities, not
on past performance, that may not give the
optimal results it once did.
Through the promotion of professionally
prescribed products we can assure the
maximum in long-term customer service
for our guests while at the same time increasing
our future profit potential.
On a personal note, I wish to all of
my industry friends a loving and peaceful
holiday season. See you in 2012 on our
industry’s Blue Highways. Jerry Tyler
Jerry Tyler’s column Blue Highways is his “Road Less Traveled” perspective
on the solutions and challenges facing the beauty industry. Jerry Tyler
has been a stylist since 1975 serving as the former artistic director for
Vidal Sassoon Academy and currently as Director of Industry Relations
for Carlton Hair salons. He is also a licensed cosmetology instructor and
has served as President of the California State Board of Barbering and
Cosmetology.
READ IT! SAVE IT! PRINT IT! NOW AVAILABLE ONLINE!
View this article and more at www.stylistnewspapers.com
ADVERTISERS: INCREASE YOUR EXPOSURE
Stylist Newspapers Offers Advertising on Our Website
www.stylistnewspapers.com
• Increase Your Exposure on the Web
• Target the Region You Want to Reach
• Link Directly to Your Website
• Current Statistics — Visitors: 24,828 |
Pages 96,899 (per month)
Reserve Your Spot Today! 888-297-7010 x207
Converting Retail Customers
into Loyal Clients
The Nail Extension
Jaime Schrabeck
When I began my nail career I sold product
to my clients only when they asked…. a bottle
of polish for touch-ups or a great pair of cuticle
nippers for the occasional hangnail.
To me, retailing was just simply a way of
adding value to the client experience.
And I did not sell all that much. But that
didn’t concern me because my business was
focused on service, not retail.
Also, since I was working alone in a very
private location, the number of clients exposed
to my retail was limited. Since I could not justify
investing more money and devoting more
space without the potential of reaching more
clients, my selection of products was limited.
That all changed when I moved my business
(Precision Nails) to a boutique shopping
center about six years ago. I had been in my
previous location for eight years, paying the
same reasonable rent, only $595 a month with
utilities included.
Moving and expanding was a risk, but a
calculated one which was necessary if I were to
grow my business. The new salon was only 15
minutes away from the old one which helped
me retain my clients. That was a plus since the
expenses were much greater.
Looking for a challenge as a salon owner, I
certainly found one. As part of the commercial
lease I signed, I am obligated to be open six
days a week, from 10 a.m. to 6 p.m. Therefore
that required hiring two more manicurists to
cover the hours and serve more clients. Even
with the costs and constraints of a commercial
lease, it has been a very good experience so far.
One important aspect of this new location
was what we learned about the role of retail
in a salon. While the primary focus of the
business remains nail services, selling retail
is required even from service tenants by the
shopping center.
Given my limited experience as a retailer,
that was initially daunting. To me there is a
distinction between clients and customers;
clients receive services and sometimes purchase
products, while customers only purchase
products.
Unlike my former salon which had no
customers, I could interact with existing clients
by appointment and with potential new clients
by phone or email. In the new location, which
was the only nails-only salon in the shopping
center, I no longer had the privacy I had enjoyed
before.
Complete strangers would come into
the salon each day to inquire about services,
or check on the availability of their favorite
products. As expected, Precision Nails reaches
more potential clients, but it does not look
like a typical nail salon from the outside; there
is no neon, or signs on the windows, or any
indication that walk-ins are welcome.
What does entice many to enter is the
comprehensive selection of professional nail
products visible from outside. As useful as
retailing can be in satisfying the needs of existing
clients, it is an even more powerful tool for
attracting new clients. Investing in retail makes
a statement about the stability of my business
and my commitment to particular professional
brands.
We interact with everyone who enters the
salon, and whether this results in a service or
sale, or neither, we do our best to be informative.
The brochure explains our services; while
the retail display makes it clear which products
are our favorites. The only products we sell are
the ones used for services, regardless of what’s
popular or trendy.
Polish is our best seller, and that is no
surprise given that Precision Nails maintains
the largest, most current selection around. The
attractive and colorful displays, the same kind
used by distributors, make a great impression.
We also sell tools, disposable files, scented
and unscented lotions and exfoliating scrubs,
cuticle remover, callus spray, base coat, polish,
topcoat, acetone, etc. The same marketing materials
and displays that convince manicurists
to buy these products work just as effectively
in the salon. They look very professional, and
are affordable, if not free, from manufacturers.
Rather than just sell, we also offer advice about
how to best use the products.
If Precision Nails were a beauty supply
source, my approach to retail and customers
would be different, maybe something along
the lines of “the more, the better” stocking
all the major professional brands and some
cheaper generic brands and hiring full-time
salespeople and advertise discounts.
The primary purpose of Precision Nails
is to provide professional nail services; that is
why all my employees are licensed manicurists,
not salespeople. That is what makes
our approach to retail more believable. Our
exclusive services demand the most effective
products available, and if we do not use or sell
a particular product, there is a valid reason. We
believe strongly in our professional products,
the value goes beyond their performance and
that can instill loyalty in your clients. While
some retail customers may never become clients,
they support my business nonetheless.
Jaime Schrabeck, Ph.D. owns Precision Nails, an exclusive nails-only salon in
Carmel, California. She can be reached at info@precisionnails.com.

Pricing Your Add-on Services
Esthetic Endeavors
Judith Culp
My clients love it when I say,
“I have something new that would
be just perfect for you.”
Alternatively, I might say, “I learned this
new technique that I think would really
benefit your skin.” They usually want to try it
even if it is a more expensive treatment.
Clients love information.
They are attracted to the exciting, the new
and the different. Don’t you love it when
your favorite manufacturer comes out with
something new, something better? We can use
this enthusiasm to enhance our practices.
When I have a new client, I always focus
my treatment on meeting the need she had
for seeking me out. Usually they have a skin
issue they want resolved. It is important they
feel their concern is recognized and dealt
with. Similarly, I want to use some moments
of our appointment to let her know I can
assist her with additional needs she has, but
may not be aware of.
For example, if the client comes in because
of her inflamed Rosacea this will be the focus
of the treatment. We will also discuss home
care, lifestyle and cosmetics; as the choices she
makes with these items will directly affect my
ability to help her meet her goals.
I will do a calming, healing treatment, but
we will also talk about what can be done at
home to make the symptoms of Rosacea less
troublesome. It is not about selling products,
it is about educating the client in what she
needs to do to achieve her goals. However,
the result is the client will probably have
more services and purchase what she needs.
If a client comes in with winter dehydrated
skin and complaining about blackheads or
milia, we will talk about how a super hydrating
treatment would soften the skin and alleviate
the other symptoms. I might recommend adding
on a specialty-hydrating mask and serum
or other unique service that will add moisture
to her skin. I always give them the choice
of whether to do it today or not. Something
like “Next time I recommend we try this…it
costs…this much.” 80 percent of the time or
more they will say something like, “Can’t we
do it today?” Certainly, we can.
LOWEST PRICES OF THE SEASON!!!
If the client wants to look extra good for
Your choice for only $1,500.
the holiday party coming up, offer to add on
a specialty eye treatment to her services today
or to show her the latest holiday makeup
colors. Other great add-on services include,
brow sculpturing, arm waxing, hand and /
or foot hydrating moisture cream during the
facial treatment. Offer services that do not
extend the treatment time, especially if you
are booked. We do not want to make ourselves
late for the next client.
Clients, love makeup updates. Offer to
add-on one of these services for clients at
their next appointment. Just be sure you retail
the products that you use on her because she
will want to take them home.
If you want to increase your revenues,
you have two choices. You can bring in new
customers or you can offer more to your
existing client base. It is far easier to take better
care of existing clients by adding on more
services and retail items.
Pricing add-on services or any service can
be a challenge. Sometimes manufacturers
will make suggestions. You need to base it on
time plus the cost of supplies. It is back to the
number crunching. Your overhead should be
divided by the number of hours you work.
Include your personal salary in this.
Be realistic about your hours. We are not
generating revenue when dealing with management
issues like ordering, cleaning and
stocking. We have to generate enough when
we are with clients to cover this time. Once
you have come up with an hourly figure then
add on the products that are used during the
treatment.
A simple rule of thumb for estheticians is
about $1.35 - $1.50 per minute plus product
cost. Individual figures may be higher or
lower than this depending on a host of factors.
For those who think these figures may
be a little high, we used $1.00 per minute in
the early 1990’s and prices of everything have
gone up a lot since then.
The eye treatment may employ a specialty
eye patch that costs $6.00 and it takes 15
minutes. Perhaps charge $30 for a stand-alone
treatment or $20 as an add-on treatment.
Stand-alone treatments are always higher.
There is generally a time gap between them
and the next client and there are room set-up
costs not present in the add-on procedure.
We can employ this same technique to price
out any service.
Do not under price. If we set prices too
low then there is no room to run specials
or packages. Price a little higher and offer
bonuses. Everyone loves to feel that they are
getting a little extra.
Judith Culp, a CIDESCO Diplomat has been in the esthetics industry since 1980.
A CPCP permanent makeup technician for over 20 years she served a 4-year
term as a Director for the Society of Permanent Cosmetic Professionals, two
years as their president. She is president of Culp Enterprises Inc. and CEO of NW
Institute of Esthetics. Judy Culp is available for consulting. For more information
visit www.estheticsnw.com.
READ IT! SAVE IT! PRINT IT! NOW AVAILABLE ONLINE!
View this article and more at www.stylistnewspapers.com
LOWEST PRICES OF THE SEASON!!!
Your choice for only $1,500.
MICRODERMABRASION
with diamond tip, hot and cold hammer
and ultrasound for face and body.
VACUUM SYSTEM
ULTRA CAVITATION
$4,999
RADIOFREQUENCY
$4,999
OXYGEN UNIT
Year End
salE
17 IN1 / MULTIFUNCTION
$3,499
LOWEST PRICES OF THE SEASON!!!
Your choice for only $1,500.
MICROCURRENT
with 7 attachments
(portable or table top)
MESOTHERAPY
Your cho
(Electroporation)
SE HABLA ESPAÑOL FINANCING AVAILABLE
Toll Free 877.411.7766 • 818.357.5337 | www.BandB1.com • info@BandB1.com
LOWEST PRI
TEXAS STYLIST & SALON | DECEMBER 2011 | 7

Thirty Days to Make Change of Address
Barber and Cosmetology Licensee Must Notify TDLR of Change
September 1, 2011, cosmetology professionals, formerly known as facialists, became known
as estheticians. TDLR was ready with a newly formatted license that reflected the new title of
Esthetician, and began mailing a new license to every esthetician holding a current license. The
new license was mailed FREE OF CHARGE! Unfortunately for 460 estheticians, their license
was returned to the department because of a bad address.
Texas Barber Rules and Cosmetology Rules state licensees must notify the department not
later than thirty (30) days following a change of address. I’m going to repeat this in plain talk
because it is important; if you change your address on the first day of the month, you have
until the first day of the following month to contact and submit your new address to TDLR.
On a daily basis barbering and cosmetology licenses, industry law and rule books, and
renewal notices are returned because of bad addresses. Don’t let your mail be one of the many
marked “undeliverable,” keep your address current with TDLR. For your convenience you can
make the change by:
Email: CS.Cosmetologists@license.state.tx.us or CS.Barbers@license.state.tx.us
Fax: (512) 475-2871
Mail: TDLR - Cosmetology TDLR - Barbers
P.O. Box 12088 P.O. Box 12157
Austin, Texas 78711 Austin, Texs 78711
Cosmetology — Shear Numbers
Operators ............................................115,124
Manicurists ...........................................36,152
Estheticians ...........................................16,476
Hair Weavers ..............................................159
Hair Braiders ...........................................1,037
Shampoo Specialists ..................................148
Wig Specialists .............................................19
Shampoo Apprentices ...........................12,577
Operator Instructors ................................4,514
Manicure Instructors ....................................47
Esthetician Instructors ................................119
Wig Instructors...............................................3
Students ...............................................27,789
Schools......................................................427
Salons...................................................19,558
Manicure Salons ........................................911
Esthetic Specialty Salons ............................728
Esthetic/Manicure Specialty Salons ..........4,142
Hair Braiding/Weaving Salons .....................145
Wig Salons ...................................................35
Dual Shop/Salon....................................1,786*
Cos. Operator Booth Rentals ..................31,625
Cos. Manicure Booth Rentals .................15,544
Cos. Esthetician Booth Rentals ................1,165
Cos. Hair Braiding Booth Rentals ................110
Cos. Hair Weaving Booth Rentals ..................29
Attendees of the November 14,
2011, the Advisory Board on
Barbering. Make plans to attend
the February 27, 2012 meeting!
We’ll save you a seat.
Barber — Shear Numbers
Barbers .................................................13,578
Barber Manicurists .....................................368
Barber Technicians .......................................16
Barber Hair Braiding Specialist ....................166
Barber Hair Weaving Specialist ......................1
Barber Shops ..........................................4,361
Mobile Barber Shop ........................................2
Barber Manicure Shops ................................87
Barber Hair Braiding Shops .............................7
Barber Hair Weaving Shops ............................4
Dual Shop/Salon....................................1,786*
Barber Instructors ......................................173
Students .................................................2,360
Schools........................................................41
Class A Barber Booth Rentals ..................4,584
Barber Manicure Booth Rentals .....................67
Barber Technician Booth Rental ......................1
Barber Hair Braiding Booth Rentals ...............13
Barber Hair Weaving Booth Rentals .................0
* Dual shop/salon also listed in cosmetology
Using TDLR’s new SMART Board, TDLR compared Class A Barbering and
Barbering School fees for FY 2005 and FY 2012.
Happy Holidays!
from all of us at the
Texas Department of Licensing
and
Texas Stylist Newspaper
8 | DECEMBER 2011 | TEXAS STYLIST & SALON

NEW EQUIPMENT
MISCELLANEOUS
ADVANCED HAIRCARE PRODUCTS
FIND ALL THESE ITEMS AND MORE AT...
www.mareeandre.com
orderss@sbcglobal.net
1-800-542-7008
The Famous
Pincomb
Also Available in:
Spanish, French,
Portuguese,
& german
Bac-Stat
Inner Set
Pocket
Color Wheel
Peroxide
Wheel
Color Focus
DVD & Book
LEASE OFFERS
Corrective
Color Wheel
SPACE FOR LEASE ~ HOUSTON West
University: Headquarters Hair. Looking for
Hairdresser to lease a 13x13 room for $400 per
month. Call Debra at 713-524-2996.
ELEGANT NAIL SUPPLY: We wholesale
and retail New & Used Salon Equipment,
Salon Furniture and all brand-name products
OPI, IBD, Gena, Creative, LaPalm…
We offer online continuing education.
Please visit our website for more information:
WWW.ELEGANTNAILSUPPLY.COM
Phone: (937)258-0608 or 1-888-308-6308
QUALITY, AFFORDABLE BEAUTY SA-
LON EQUIPMENT & SALON FURNI-
TURE. CCI Beauty is your source for highquality
and affordable beauty salon equipment
and salon furniture. Salon Beauty Equipment
Ordering or Information Call: 800.708.0789
www.ccibeauty.com
EDUCATION
LEARN NEW TECHNIQUES
H THROUGH DVD’S - FREE CATA-
LOG Hair cutting & styling, clipper &
razor cutting, hair coloring, wedding styles
& updo’s, makeup, facials, manicures and
pedicures, waxing & hair removal, massage,
and spa & body treatments. 800-414-2434 -
www.VideoShelf.com
SUBSCRIBE TODAY AND SAVE $10 Plus
get FREE 24/7 online access. Now only $15/year.
Visit www.stylistnewspapers.com/subscribe.
GET YOUR OWN COPY OF THE PA-
PER! Tired of sharing your Stylist Newspaper
at the salon? Get your own copy mailed to
your home address. Now only $15/year. Visit
www.stylistnewspapers.com/subscribe.
SAVE UP TO 37% ON YOUR BUSINESS
INSURANCE. Salon Owners, Independent
Contractors policies starting at $221.00.
$2,000,000 liability coverage and salon contents
coverage. Call today for your instant quote 877-
655-0123. www.ultimateimageinsurance.com.
TX Lic. #1448058. Over 60 Years in Business.
WHY PAY MORE FOR PROFESSIONAL
LIABILITY INSURANCE? $159 per
year. Insurance available for Independent
Contractors, Booth Renters, Cosmetologists,
Barbers, Estheticians, Nail Technicians,
Salon & Spa Owners, Massage Therapists,
etc. Apply online for instant coverage!
www.fortierinsurance.com 1-800-927-3566
BUSINESS
OPPORTUNITIES
MAKE $100 PER HOUR SHARPENING
SCISSORS AND CLIPPERS. I will beat
anybody’s price on any equipment and
training. (408)439-9161
Sexy Extensions For You
HAIR EXTENSION
SUPPLIES
EVERYTHING YOU NEED
TO DO HAIR EXTENSIONS
Fusion, Links, Glue,
Clips and More
Pre-bonded Tips, Clip Ins
Pre-glued Tips, Weft Track Hair
1-800-586-4409
www.sexyextension.com
GET YOUR OWN COPY OF TEXAS
STYLIST DELIVERED TO YOUR DOOR.
Don’t share your newspaper. Subscribe today
for $15 and get your own copy delivered to your
home. Call (503) 297-7024.
SALARY / COMMISSION
MAKE A CAREER CHANGE FOR THE
BETTER A career at Supercuts means being
surrounded by individuals much like yourself:
creative, energetic and stylish. For a competitive
compensation, ongoing education, career opportunities
and a fun environment, call 1-800-388-
CUTS. Live Stylicious at supercuts.com/careers.
Place Your Classified Online
www.stylistnewspapers.com
The Stylist Newspapers now offers
a new and improved way to place
and view classified ads specific to
the beauty industry. When you place
your ad it will appear immediately
online for 30 days and
will also run in the
next available monthly
printed issue.
TEXAS STYLIST & SALON | DECEMBER 2011 | 9

Give Yourself a Gift
this Holiday Season!
Subscribe Now for Only $15/Year
Starting in 2012 Texas Stylist Newspaper will be
subscription only. Don’t miss out! Subscribe now and
receive your important “must read” trade publication and
give yourself the gift of information this holiday season!
Don’t miss this opportunity to keep up on the latest in beauty business news
including important updates from your Licensing Board, shows and events,
business tips, and special promotions from our advertisers! All at your
fingertips in one resource – giving you more time to make more $$$!
To stay on our mailing list YOU MUST do one of the following:
• Go to stylistnewspapers.com/subscribe and subscribe
• Go to stylistnewspapers.com/subscribe, print sub form and mail
• Fill out subscription form below and mail with a check
Get Your Own Copy of the Stylist Newspaper
Mailed to Your Home For Only $25/Year.
Yes, I would like to receive a subscription:
One Year $25 $15 Student Rate $15
name:_________________________________________
mailing address:_________________________________
______________________________________________
city, state, zip: __________________________________
phone: ________________________________________
Yes, Include me on your email newsletter list for FREE
email address: __________________________________
Charge my Credit Card
(visa, mastercard, americanexpress, discover)
CC#___________________________________________
Exp. Date______________ CSV#_______
Check Enclosed
www.stylistnewspapers.com/subscribe
10 | DECEMBER 2011 | TEXAS STYLIST & SALON
Save $ 10 00 JANUARY 2012
Now
Only $ 15 00
Choose edition:
California Stylist
Northwest Stylist
Ohio Stylist
Texas Stylist
mail order form
and payment to:
Stylist Subscriptions
1750 SW Skyline Blvd.
Suite #24
Portland, OR 97221
Questions:
(503) 297-7010 x205
PP
8: Lisa Vann & Friends presents Antoinette Beenders, Allen Ruiz
& Bruno Elorriorz, Seattle, WA 206-441-5511
PP
8-9: The Institute of Salon Business Management Program
Reading, PA raylon.com
PP
8-10: Beauty Expo USA, Las Vegas www.beautyexpousa.com
PP
13-15: Winnipeg Wellness Expo, Winnipeg, Manitoba, Canada
wellnessexpo.com
PP
15: Masters of Beauty Classic Hairdressing Techniques,
Chicago, IL mastersofbeauty.com
PP
15-22: Nail Those Profits at Sea Cruise 2012 - vickipeters.com
PP
22: Masters of Beauty with Nick Arrojo, Phoenix, AZ
www.mastersofbeauty.com
PP
23-23: Escape To Spa Marketplace In Hawaii - Second Annual
Spa Event For Salon and Spa Owners, Managers & Professionals,
Honolulu, HI www.the-spamarketplace.com
PP
28-30: Long Beach International Salon & Spa Expo, Long Beach
Convention Center probeauty.org/ISSE
PP
29: Ed Wyse Proudly Presents The TONI&GUY London*/ label.m
International Artistic Team 2012 Collection Hair Show, Seattle, WA
www.edwyse.com
FEBRUARY 2012
PP
16-17: AMTA (American Massage Therapy Association) Massage
Therapy Schools Summit, Chicago, IL amtamassage.org
PP
16: ICMAD (Independent Cosmetic Manufacturers and Distributors
Association )Hosts the Seventh Annual Technical Regulatory
Forum, Newport Beach, CA - icmad.org or call 1-800-334-2623
PP
19: Masters of Beauty - Styling the Red Carpet Way, Louisville,
KY mastersofbeauty.com
PP
19-21: Cash Flow Camp Dallas, TX inspiringchampions.com
PP
20-22: Beauty Asia 2012 Singapore Suntec Singapore beautyasia.com.sg
PP
20-23: Beauty & Wellness Exchange, Laguna Beach, CA
exchangeevents.net/beauty
PP
26: Beauty School Forum, Kissimmee, FL barristar.com
PP
26-27: Esthetique Spa Intl, Vancouver, Canada spa-show.com
MARCH 2012
PP
3-5: America’s Beauty Show, Chicago, IL 800.883.7808
www.americasbeautyshow.com
PP
3-5: Face & Body Midwest Spa & Conference & Expo Chicago,
IL faceandbody.com/midwest
PP
4-5: The Intl Congress of Esthetics and Spa, Miami, FL 1-800-
471-0229 www.LNEONLINE.com
PP
4-5: Prof. Beauty London, www.professionalbeauty.co.uk/london
PP
4-5: European Spa Conv. London, www.professionalbeauty.co.uk
PP
9-12: Cosmoprof Bologna, Italy www.cosmoprof.com
PP
11-12: ABA Canada, Montreal, Quebec www.abacanada.com
PP
14-17: Spatec Spring NA, Grande Lakes, FL spatecna.com
PP
17-18: The Makeup Show Los Angeles, CA themakeupshow.com
PP
18: Beauty School Forum, Phoenix, AZ barristar.com
PP
18-19: Spectrum International Beauty Expo, Los Angeles, CA
(310) 680-7367 http://sibe.us
PP
18-19: Galveston Fashion Focus Galveston, TX fashion-focus.net
PP
18-20: Champ Camp, Orlando, FL inspiringchampions.com
PP
25-26: Nashville Fashion Focus Nashville, TN fashion-focus.net
DECEMBER 2011
PP
JKS International offers classes including Mix Hair Color & Round
Brush Blow Dry, Salon Sanitation, & Cosmetology Laws & Rules -
check www.jksusa.com for more information
PP
eAcademy presents Cosmetology Continuing Education online -
for more information visit http://www.ewebce.com/
PP
Beauty Techniques by Linda offers ongoing certification in Permanent
Make-Up, Eyelash Extensions, and Eyelash Perm & Tint email:
beautytechniques1122@yahoo.com
PP
Adrian the Dreamweaver presents Hair Extension Training, Dallas,
TX www.hairextension.com
PP
4: GGO Beauty School presents Beginning & Advanced Cutting
Classes for Stylists, Dallas, TX 972-285-5043
PP
5: Skin Logic presents Vascular Blemish Training and Certification,
Austin, TX www.skinlogicclinic.com 512-250-0544
PP
11: GGO Beauty School presents Beginning & Advanced Cutting
Classes for Stylists, Dallas, TX 972-285-5043
PP
12: Skin Logic presents Dermaplaning/Epidermal Leveling
Training and Certification, Austin, TX www.skinlogicclinic.com
512-250-0544
APRIL 2012
PP
1-2: ABA Canada, Toronto www.abacanada.com
PP
14-15: Peel’s Spring Show, Council Bluffs, IA www.peels.com
PP
15-16: Beauty School Forum, Anaheim, CA barristar.com
PP
15-16: ABA Canada, Vancouver www.abacanada.com
PP
15-16: Esthetique Spa Intl Las Vegas, NV spa-show.com
PP
15-17: International SalonSpa Business Network ISBN 2012
Conference, Rancho Palos Verdes, CA , www.salonspanetwork.org/
PP
18-21: Spatec Europe Marbella, Spain spatecna.com
PP
21-22: International Makeup Artist Trades Show (IMATS) New
York City, NY imats.net
PP
21-23: AACS-American Association of Cosmetology Schools
Las Vegas, NV beautyschools.org
PP
22: Masters of Beauty with Nick Arrojo, Louisville, KY
www.mastersofbeauty.com
PP
22-23: Cleveland Color Evolve Sandusky, OH cosmoprofbeauty.com
PP
22-24: IBS New York, Jacob Javits Center www.ibsnewyork.com
PP
22-24: International Esthetics, Cosmetics and Spa Conference
IECSC New York, www.iecsc.com
PP
22-23: Cosmoprof’s 65th Annual Spring Style Show, San Jose,
PP
CA www.springstyleshow.net
PP
22-23: ABA Canada, Winnepeg www.abacanada.com
PP
29-30: Bellevue Fashion Focus, Bellevue, WA
www.cosmoprofbeauty.com
PP
29-30: ABA Canada, Edmonton www.abacanada.com
MAY 2012
PP
6: Beauty School Forum, Minneapolis, MN barristar.com
PP
6-7: The Intl Congress of Esthetics and Spa, Dallas, TX 1-800-
471-0229 www.LNEONLINE.com
PP
6-7: Baltimore Fashion Focus, Baltimore, MD fashion-focus.net
PP
6-7: Miami Beauty Show, Miami Beach, FL ibeautyshow.com
PP
13-14: The Makeup Show New York themakeupshow.com
PP
20-21: Int’l Hair & Beauty Show, Secaucus, NJ ihshow.com
PP
20-21: Future Professional Expo Hershey, PA futureproexpo.com
JUNE 2012
PP
3-4: Premiere Orlando International Beauty Event & Premiere
DAYSPA conference, Orlando, FL www.premiereshows.com
PP
4-6: Global Spa Summit Aspen, CO globalspasummit.org
PP
9-11: IBS Las Vegas, www.ibslasvegas.com
PP
9-11: Intl Esthetic, Cosmetics & Spa Conf, Las Vegas www.iecsc.com
PP
10-11: ABCH Energizing Summit Los Angeles haircolorists.com
PP
10-11: The Makeup Show, Chicago, IL themakeupshow.com
PP
19-20: Spa & Resort Medical Aesthetics Expo New York City, NY
spaandresortexpo.com
PP
23-24: International Makeup Artist Trades Show (IMATS)
Pasadena, CA imats.net
JULY 2012
PP
15-16: The Image Expo Houston, www.theimageexpo.com
PP
21-23: PBA Beacon 2012 Las Vegas, NV probeauty.org/beacon/
PP
21-24: PBA Symposium Las Vegas probeauty.org/symposium/
PP
22: NAHA Awards 2012 Las Vegas, NV probeauty.org/naha/
PP
22-24: Cosmoprof North America Las Vegas, NV cosmoprofnorthamerica.com
PP
12: GGO Beauty School presents 6 hour Continuing Classes for
Sanitation, Haircutting and State Rules, Dallas, TX 972-285-5043
PP
19: Skin Logic presents Skin Logic and Image Skincare presents
Image Product Knowledge. Katie Baden: 832.577.3108 or by email:
katiebaden@imageskincare.com
PP
19: Doralee Shannon presents Communicating for Success and
Sanitation, San Antonio, TX 210-822-4055
PP
19: GGO Beauty School presents 6 hour Continuing Classes for
Sanitation, Haircutting and State Rules, Dallas, TX 972-285-5043
JANUARY 2012
PP
9: Skin Logic presents Advanced Acne Treatments Training and
Certification, Austin, TX www.skinlogicclinic.com 512-250-0544
PP
9 & 16: GGO Beauty School presents 6 hour Continuing Classes
for Sanitation, Haircutting and State Rules, Dallas, TX 972-285-5043
PP
23: GGO Beauty School presents 6 hour Continuing Classes for
Sanitation, Haircutting and State Rules, Dallas, TX 972-285-5043
PP
30: Skin Logic presents Microcurrent “Non-Surgical Facelift”
Training and Certification, Austin, TX www.skinlogicclinic.com
512-250-0544
Educational events are listed free as space allows. To have your event listed, please email
to lisa@stylistnewspapers.com or mail to Stylist Newspapers, 1750 SW Skyline Blvd. #24,
Portland, OR 97221. For more information call (503) 297-7010 x204.

WHAT’S NEW IN THE MARKET
1. LASHEM Measurable Difference Lash Gel
Experience the difference with LASHEM Measurable Difference Lash Gel, the dual-patented lash
boosting formula that conditions those beautiful lashes. This lash boosting product works great on short,
brittle and weak lashes. Also works great on eyebrows. Irritation free, prostaglandin free and no prescription
needed.
LASHEM Lash Gel is specifically formulated to deliver essential proteins, vitamins and rejuvenating
ingredients that can nourish the structure of lashes, while adding shine and appearance. LASHEM helps
amplify volume by strengthening and rejuvenating lashes while promoting lash flexibility and durability.
LASHEM offers anti-aging products that are natural and made in the United States. The LASHEM
product line consists of mascara, anti aging creams, and eyelash booster.
For more information call 1-800-710-0915 or visit www.lashem.com.
2. Cut Drying Time By Up to 50%
Two years ago, beauty executive Mark Stiller was waiting (and waiting... and waiting!) for his wife to
blow-dry her hair as they rushed to go out. He decided that there had to be a way to speed up the drying
process. The ah-ha! moment came when Stiller, along with partner R&D specialists, discovered the secret
to significantly quicker drying time: reducing the attraction between hair and water. That amazing discovery
quickly became the foundation for It Factor’s new professional hair care products—the only shampoo
and conditioner combination to reduce drying time by up to 50%.
It Factor features Quick Blowdry Shampoo and Quick Blowdry Conditioner for fine hair or for medium
to coarse hair to leave your hair clean, soft, shiny, healthy, bouncy and detangled, and to help control
frizz. You don’t need any other product to dry or style the hair.
Gentle and nourishing, all It Factor products are free of harsh sulfates, parabens, alcohol and sodium
chloride. That makes them safe for all hair types, including hair that’s been chemically processed with
sem-, demi- and permanent color, keratin treatments, traditional/Japanese relaxers and modern smoothing
treatments. For more information visit itfactorbeauty.com or call (855) 483-2286
3. Pocket Color Wheel Now Available in Spanish
The Pocket Color Wheel is a simple. easy to read tool that has become a standard in the hair color
field. The law of color never changes, opposites on the wheel are complementary colors that neutralize
each other. Too much green in the hair, you need a red base color to neutralize. Too much yellow in the
skin, you need violet to neutralize the skin. Color Wheels are tools that teach color relationships by organizing
colors in a circle so you can visualize how they relate to each other.
The pocket wheel is now available in Spanish, French, German, Portuguese and English. To order visit
www.mareeandre.com email orderss@sbcglobal.net. or call 1-800-542-7008.
4. Get Organized in 2012
Melissa’s Salon Concepts introduces the ultimate dated salon organizer for acquiring a complete week
of records. The attractively designed calendar / organizer compiles a complete set of records from appointments,
weekly-monthly-yearly scheduling, and income and expense recap sheets. The future appointment
scheduling, trade show schedules, and special date and calls section makes planning and organizing easier
with a special section for website and email registry.
Used and approved by nail techs, stylists, salon owners, skincare specialists, educators, manufacturer’s
representatives and beauty schools, the Melissa’s Salon Organizer provides the professional approach to
dated organizers.
For more information visit www.MelissaMSC.com or call 1-800-445-2020.
5. Hair Glides Effortlessly over Plates
1
3
2
4
5
Andis Company has introduced the 1” Vibrating Titanium Flat Iron which includes a unique vibration
technology that allows hair to glide effortlessly over the plates. The new technology simply eliminates
catching, pulling and snagging, resulting in reduced damage, breakage and hair color loss. The flat iron’s
titanium plates have a finish as smooth as glass, distributing and retaining heat evenly to preserve natural
oils and seal the hair cuticle, improving moisture retention and producing incredible luster and shine.
Titanium also resists heat corrosion and eliminates chemical build-up, which can cause odors.
The flat iron has adjustable heat settings from 190°F to 430ºF for any type of hair. It heats up in
just thirty seconds, ready to straighten and style with the flip of a switch. Its swivel cord allows versatile
maneuvering without tangling the cord. The flat iron includes a locking switch for convenient storage.
Performance is guaranteed with the Andis one year warranty.
Andis Company, a family held business founded in 1922, is a leading manufacturer of handheld tools
to trim, cut, curl, straighten and dry hair. To find a local distributor, call the company at 800-558-9441 or
visit their Web site at www.andis.com.
Have your product considered for the Stylist & Salon’s What’s New section. Send press releases with a photo to Managing Editor Lisa Kind
at editor@stylistnewspapers.com or mail to Stylist & Salon Newspapers, 1750 SW Skyline Blvd., Suite 24, Portland, OR 97221.
TEXAS STYLIST & SALON | DECEMBER 2011 | 11

Body Wrap
Treatments
foro
Fibromyalgia
Clients
Body Wrap with
Aloe & Herbs
Add New
Treatments to bring
in New Clients
No Shower Needed
Made in the Pacific Northwest USA
800-221-9727
503-666-9661
Creative
Facial Products
Cleansers Toners
Moisturizers Enzyme Masks
Fruit Masks Garden Masks
Protein Masks
Lots of recipes to use!
U-Mix-It-Fresh
Pretty Feet!!
Aloe Foot & Callus Rub
Cuticle Aid
Aloe Comfrey Gel
Nickel-Plated Foot File
Aloe Heat Crème
#1 After Waxing Gel
Aloe Comfrey Gel
Apply after wax treatment
Client applies twice daily for
5 days - No ingrown hairs.
Toxin-Cleanse
Clean & Easy
Heat Therapy - No Compression
Solution Cost Less Than $6
Wrap 2-3 clients Every 2 Hours
Drop 4-15” Inches Each Wrap
Video Clips Online Shop Online
Aloe Vera Company, LLC
Portland, Oregon USA
www.set-n-me-free.com