May - Stylist and Salon Newspapers

California Stylist & Salon 

Volume XIII, Number 12, Issue 156 

May 2009 

Published monthly by 

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Publisher 

Managing Editor 

Production Manager 

Advertising Director 

Art Director 

Classified Sales 

Linda Holland 

Lisa Kind 

Joel Holland 

Marcy Avenson 

Erica Gibson 

Kelly Smith 

Contributing Writers: 

Judy Culp, Jerry Tyler, Vicki Peters, 

Charlene Abretske, Neil Ducoff, Gordon Miller, 

Elizabeth Brown, Carmine Minardi 

California Board of Barbering 

and Cosmetology 

Kristy Underwood, Executive Officer 

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| MAY 2009 | CALIFORNIA STYLIST & SALON

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In this issue... 

8 

10 

12 

The Nail Extension 

Becoming an educator in the 

nail business takes more than 

just being a seasoned nail tech. 

From teaching in school to being 

an independent educator, Vicki 

Peters breaks down what it takes to 

become a nail educator. 

Three Months 

of Marketing 

What are you doing to take back 

control of your business, growth 

of your client base, retail sales and 

income? Elizabeth Brown offers 

marketing ideas and suggestions 

for the summer months. 

Retail Matters 

Salons truly have the upper hand 

when it comes to competing for 

the retail sales. However, salons 

have to up their game in the area 

of retail merchandising if they are 

to translate that unique connection 

to clients into actual retail sales. 

Gordon Miller offers merchandising 

tips to increase retail sales. 

Beyond the Salon . . . . . . . . . . . 5 

Directions Career Can Take . . . . 6-7 

The Nail Extension . . . . . . . . . . . 8 

Beauty Business Buzz . . . . . . . . . 9 

Three Months of Marketing . . . . .10 

Blue Highways . . . . . . . . . . . . .11 

Retail Matters . . . . . . . . . . . . . .12 

Better Business . . . . . . . . . . . . .14 

Esthetic Endeavors . . . . . . . . . .15 

Bringing Your Product to Market . .16 

California Board News . . . . . . . .18 

Classifieds . . . . . . . . . . . . . .19-21 

Calendar . . . . . . . . . . . . . . . . .22 

What’s New in the Market . . . . . .23 

On the cover... 

Photo Courtesy of 

KEUNE 

Haircosmetics 

Opportunities Beyond the Chair 

From the Editor 

Lisa Kind 

A career in the beauty industry offers 

unique opportunities beyond the chair. From 

cosmetologists to salon owners, educators, 

platform artists to product developers and more, 

you are only limited by your imagination. 

Being a hairstylist is a main career choice 

for many in the beauty industry, however, the 

May issue of California Stylist explores other 

challenging and lucrative careers that exist 

within the professional beauty industry. 

Profiled on pages 6-7 are just a few successful 

beauty professionals whose career led 

them down a different path in this industry. 

From salon owners to educators, platform 

artists to product developers, Beth and 

Carmine Minardi are of the highest caliber 

of professionals. On page 5, Carmine shares 

his perspective that took years to develop and 

hopes to help salon professionals determine 

which direction their own career might take 

them. 

Judith Culp, page 15, suggests that 

sometimes estheticians may look beyond the 

treatment room and explore bigger horizons. 

Just staying open to change, diversity and expanding 

your knowledge will open the door 

to opportunities. This may be the perfect 

time to learn something new. 

Have you thought you might want to be 

an educator? Where do you start? On page 8, 

Vicki Peters explains what it takes to become 

an educator. Don’t bypass this article because 

you are not a nail tech. Her information 

can apply to any educator. And she is very 

thorough. Don’t become overwhelmed at all 

you have to learn. Start one-by-one learning 

from the list Vicki gives you and before long 

you will be an accomplished educator with an 

impressive resume. 

If you know successful people in the 

beauty industry you know they have one 

quality in common – passion. Passion is 

required for longevity in the beauty industry. 

Business coach, Charlene Abretske suggests 

on page 9 that passion can carry you to 

several different areas of the beauty industry. 

Whether you’re satisfying that passion by 

educating others, volunteering your time, or 

creating new standards and products, following 

where your passion leads you will set you 

up for a satisfying career. 

Now, more than ever, many in the beauty 

industry are reflecting on the path their 

careers are taking them. In his article on page 

11, Jerry Tyler challenges us with a question, 

“Do we turn this downtime to our advantage 

and seek change to advance or do we waitand-see, 

hoping that better days will come?” 

This, he notes, is the long time honored 

conflict between being proactive or reactive 

and also being brave enough to seek and most 

importantly, to embrace change. 

On another note, look forward to our 

June issue of California Stylist with the announcement 

of our cover contest winner! 

At the time of publication we have already 

received several incredible entries. Also next 

month will be the 13th Anniversary of the 

California Stylist! Thank you to all of our 

readers, advertisers, supporters and staff for 

making our first 13 years a success. 

Cheers to thinking outside of the box and 

putting your career on a path to fulfillment! 

Over 35 convenient campus locations 

800-648-3413 

www.marinello.com 

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* rates vary in NV & AZ 

I.C.O.N. Products to Be Distributed by 

Beauty Solutions in California 

Beauty Solutions, LLC has been awarded the distribution rights for I.C.O.N. products 

in California, and will also fold I.C.O.N.’s direct sales team into their own organization, 

starting April, 2009. 

Minda Ghio, VP Sales of Beauty Solutions announced, “We are very excited about being 

I.C.O.N.’s California distributor. We have long admired I.C.O.N.’s products, their leadership 

and their commitment and passion for the salon industry. We feel we are a perfect fit, 

as both our companies always strive to add value to our client relationships with a commitment 

to artistic education and business services.” 

In a joint letter to I.C.O.N. clients, founder, Chiara, wrote, “We believe that Beauty 

Solutions joining our distribution force is an asset to our clients. Their philosophy, commitment 

and most of all their integrity is one in the same as I.C.O.N.’s . They too believe that 

client service and quality products are the essence of any business relationship.” 

Ghio adds, “The addition of I.C.O.N. and their seven sales consultants to our own sales 

team will help us continue our steady expansion and allow Beauty Solutions and I.C.O.N. 

to bring a higher level of service to salon professionals throughout California.” 

Beauty Solutions also distributes Unite, Kevin.Murphy, Dermaquest Skin Therapy, 

Unite’s GO24-7 men’s line, and now, I.C.O.N. For more information, call 888-973-7546, 

email info@beautysolutions.com or visit their website at www.beautysolutions.com. 

4 | MAY 2009 | CALIFORNIA STYLIST & SALON

A Career Beyond the Salon 

By Carmine Minardi 

Hairdressing is such a rewarding career on 

so many levels. Helping your clients look and 

feel great brings positive energy back to you 

every time you make their day a little better. 

However, one of the greatest opportunities 

a career in beauty offers is the ability to spread 

your wings beyond the chair. 

Both my wife Beth and I have been very 

fortunate to wear many hats and experience 

many different facets of the beauty industry. 

But, we’ve always continued to work behind 

the chair to stay real, authentic and close to 

our team and our clients. Here are some 

perspectives I’ve developed as we’ve learned 

and grown in this adventure. This information 

may help you determine where your own 

career path might lead you. 

Salon owner: Becoming a salon owner is 

a natural step for many beauty professionals. 

As a salon owner, you not only want to think 

of yourself as the team leader and business 

expert, but as the head cheerleader and chief 

mentor for people who are just starting out. 

Paying it forward by helping others succeed 

is the most valuable contribution you can 

make to the industry. But don’t let the concept 

of “salon owner” be limiting; there are endless 

possibilities. You can open multiple salons. 

The training you do with your team doesn’t 

have to be limited to cut and color, but you can 

teach how to consult, speak and how to present 

their image. You can reach beyond your 

own salon, travel to trade shows, and bring 

back different ideas to share with your team 

and clients. And above all, you can set the tone 

and culture for your company. 

Product developer: Over the years, Beth 

and I have had the good fortune to help create 

haircolor, care and styling lines for some of 

the largest beauty product companies. In those 

cases, we came up with a great idea, gave it to 

the research and development teams, chemists 

and marketers and they brought our ideas to 

life. That was fun. 

Many beauty professionals think about the 

fantasy of creating products, and it’s doable 

for anyone. However, you have to realize how 

much time, effort and money you’ll need to 

invest. One option is to work with one of 

the private label companies and create a line 

for your salon. Today, there are many good 

companies and they can provide you with a 

turnkey program from formula development 

through final packaging and in many cases, 

even marketing materials. Your risks are much 

lower and you can get to market quickly. With 

a large enough client base, it can be financially 

rewarding, as well. 

On the other end, you can create a national 

line, but you need to be prepared to make 

a huge investment. We began work on our 

product line many years ago. The process has 

been long and arduous and filled with many, 

many lessons about every aspect of product 

development from getting the right business 

plan to fine tuning formulas and fragrances 

and packaging to making our products’ unique 

story a reality. 

We never thought it would take so long. 

But now we have wonderful formulas that 

we have been testing in our own salon on our 

most discerning clients and we all agree that 

they’re winners. If you decide to create a product 

line on any level, what’s most important is 

that you be brutally honest with yourself and 

have people around you who are brutally honest, 

then set your benchmarks and make sure 

your products are truly better at every level. 

Educator: Beth and I have been educators 

for more than 20 years. We’ve done it all 

— from leading the education programs for 

major manufacturers and lines, to headlining 

major international events to hosting our own 

annual Minardi Beauty Focus —we just finished 

our 22nd!—to offering DVDs, webinars, 

books, shadowing programs at our salon, small 

roundtables and almost every other educational 

format you can think of. We truly listen to 

what beauty professionals ask us for and work 

hard to create the programs that give them the 

content that will make a difference to them. 

Whichever type of educator you’d like 

to be, it’s critical that you have excellent diction, 

grammar and speaking skills, so it can 

be very helpful to take a class and practice. 

Those are also such important skills for your 

work behind the chair that the class will pay 

off in many ways. You also have to be able to 

communicate well with all levels of people in 

your audience; you have to tell your story so 

it’s exciting enough for the most experienced 

people and also so it’s understandable for the 

person who is just starting her career. 

One of my mentors, John Chadwick, taught 

me that it’s important to speak as if each person 

in the audience cannot see you, explaining every 

detail step by step. Share tips, techniques, and 

ideas that are practical and usable for what they 

do every day behind the chair. 

I also strongly believe that whatever format 

you choose, it’s important to love your audience. 

Make sure they know that you are there 

for them and want to share what you know to 

help them be better. Trust me: People can tell 

the difference. If they believe you truly have 

their best interest at heart, they’ll come to see 

you again and again, and when that happens, 

Beth and I are so humbled, but we find it the 

most rewarding of anything we do. 

Carmine Minardi owns Minardi Salon with his wife, Beth, in New 

York City. Together, their careers include cutting/styling and coloring, 

respectively, salon ownership, education for manufacturers and their 

own Minardi Beauty Focus and product development, including the new 

Minardi line for care and styling for color treated hair. For more information 

call 212-308-1711, visit www.minardinyc.com or connect with 

them on FaceBook at MinardiEducation. 

CALIFORNIA STYLIST & SALON | MAY 2009 |

Directions Your Beauty Career Can Take You 

As America continues to shift towards a 

predominantly service-orientated economy, 

the professional beauty industry continues 

to offer exciting and financially rewarding 

careers. 

While people may view being a hairstylist 

as the main career choice in the professional 

beauty field, many are not aware of other 

challenging and lucrative jobs that comprise 

this $56 billion dollar industry. 

The beauty industry is constantly expanding, 

offering opportunities for men and 

women of all educational backgrounds. Plus, 

it remains one of the few industries capable of 

providing a career that is relatively immune to 

recessionary pressures (consumers continue 

to spend on haircuts, cosmetics and skincare 

even in tough times) while still offering a 

competitive salary. 

The Professional Beauty Association (PBA) 

encourages both young people embarking on 

their career path as well as others looking to 

change their profession to consider these directions 

a professional beauty career can take you: 

Entrepereneur 

Christine Giustra, esthetician and entrepreneur, 

having recently completed her 

education and licensing in 2007, proves how 

an education in beauty opens up many career 

paths, including business ownership. 

As a licensed esthetician, Giustra performs 

a wide variety of rejuvenating treatments 

that are customized to her clients’ 

skin concerns and develops an individual 

cosmeceutical treatment plan to meet their 

goals. Her skills helped her to gain immediate 

employment with a top spa in New Orleans 

and at the same time allowed her to develop 

her own private practice and business, The 

Skin Studio. 

“Upon earning my license, I found amazing 

support and encouragement from other 

beauty professionals helping to accelerate my 

career,” states Guistra. “Not only do I love 

meeting exciting people and earning a good 

living, I am also able to help people look great 

and feel better about themselves.” 

Product Manufacturer 

Brook Carlson is vice president and 

general manager of RUSK Professional Hair 

Care, one of the leading professional hair care 

companies offering a complete range of styling 

products and tools. 

Carlson has had a distinguished career 

working for notable beauty companies such 

as L’Oreal, ARTEC and Zotos International, 

giving her the knowledge to manage RUSK’s 

product development, marketing, financial 

operations and strategic partnerships. On a 

day-to-day basis, Carlson may be involved in 

such projects as planning a strategic launch 

for a revolutionary beauty product, working 

with her creative directors on “the look” for 

upcoming fashion shows, performing market 

research on beauty trends or meeting with 

RUSK’s many distributors regarding the 

company’s products. 

“My job allows me to be both creative 

and analytical, which I enjoy. I have found my 

career in the professional beauty industry to 

be highly rewarding and would recommend 

others to seek out the many opportunities 

that are available,” states Carlson. 

Distribution 

Lee Lawson is regional director of sales 

and development of Neill Corporation. A 

beauty distributor is one of the many jobs 

most people are not aware exists within the 

beauty industry. Lawson is the connection between 

both large and small beauty companies 

and the many salons, spas, and retail outlets 

that sell their products. His career allows him 

to be an educator, salesman, manager, and 

strategic marketing specialist every day. 

From motivating his team of salon 

business consultants on new products and 

marketing techniques to assisting salons and 

spas in determining the optimal configuration 

of their space, no day is ever the same for 

Lawson. 

For over 15 years Lawson’s career has 

allowed him the opportunity to travel, meet 

new people, and help many businesses thrive. 

According to Lawson, “To see the growth of a 

salon from the infancy of the relationship to 

their achievements today is worth all the hard 

work. I have always approached my career 

in this industry as being a partner with the 

salons and spas I work with. Their success is 

our success!” 

Education 

NeCole Cumberlander who is hairstylist, 

educator and business owner of The Ohio 

Academy has been in the hair care industry 

for many years and her accomplishments are 

as diverse as they are cutting edge. 

Cumberlander is a national educator for 

John Paul Mitchell Systems, President of the 

Salon & Spa Leadership Council for PBA, 

and Dean of Education for the Ohio Academy. 

She has trained other hairstylists around 

the country in advanced education and salon 

management for many years. Cumberlander’s 

passion for education has also inspired her 

to become co-owner of The Ohio Academy 

Paul Mitchell Partner School, which is 

comprised of two campuses in Columbus 

and Twinsburg, OH. “When I began my 

career, I never dreamed that one day I could 

| MAY 2009 | CALIFORNIA STYLIST & SALON 

continued on next page

e both a hairstylist and a teacher. I love that 

I am able to help inspire and educate others 

so they may have a rewarding and successful 

future. There are so many wonderful careers 

in the professional beauty industry and I am 

honored to be a part of its continual growth,” 

states Cumberlander. 

Makeup Artist 

An artistic nature is what drew Janell 

Geason into the professional beauty industry. 

Realizing a career in beauty matched her 

personal interests; Geason chose to forgo 

attending traditional college and enrolled in 

cosmetology school to become a hairstylist. 

Twenty plus years later, Geason works as a 

freelance Makeup Guest Artist/Educator for 

Aveda, does freelance makeup/hair for an 

agency and continues to work out of a salon 

in Minneapolis. Geason decided to pursue a 

career as professional makeup artist in 2001 

when she realized it would broaden her scope 

of services and increase her earning potential. 

Geason’s efforts were well rewarded in 2008 

when she was honored at the prestigious 

NAHA Awards Ceremony as Makeup Artist 

of the Year. “A career in beauty matched who I 

was as a person when I started my career and 

continues to keep me motivated and inspired 

on a daily basis. I would highly recommend 

those who are not sure about a career path 

or whether they want to attend a traditional 

college, to look at a career in this industry,” 

says Geason. 

Politics 

Having a keen interest in politics and how 

government policy relates to the everyday 

person, Sam Leyvas, Director of Government 

Affairs for the PBA never imagined that his 

passion would be put to use helping salon 

owners, product manufacturers, and beauty 

retailers understand how legislation affects 

their bottom line. 

On a day-to-day basis, Leyvas interacts 

with association members across the country 

concerned with what a specific bill may mean 

for their business and he helps members of 

Congress and their staff understand the ramifications 

of pending legislative matters. 

“Like many people I speak with, I had 

no idea that one day I would work in the 

beauty industry,” states Leyvas. “The professional 

beauty industry is extremely important 

economically for our country and I am very 

fortunate that I am able to combine my interest 

in public policy with my desire to help 

others understand the importance of becoming 

involved in the legislative process.” 

A beauty career opens up many opportunities 

for people regardless of their age, 

race, or educational background. PBA invites 

people looking for a career path or seeking 

a change in their profession to learn more 

about what the industry has to offer. Beauty 

is big business! For additional information on 

PBA, visit probeauty.org 

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o 

What Does it Take to Become a Nail Educator? 

The Nail Extension 

Vicki Peters 

Becoming an educator in the nail business 

takes more than just being a seasoned nail tech. 

It takes professionalism, a good speaking 

ability, having strong presentation skills, 

good organization, marketing skills, technical 

knowledge, a clear view of what you want to 

teach, and you really need to want to give back 

to the industry. 

All that plus knowing how to sell yourself 

and your classes. Being an educator is actually 

a business in itself. 

There are three avenues you can take to 

become an educator, the first being an instructor 

in beauty school. Being fully licensed in 

hair and nails helps because in many cases 

what is needed is a duel instructor; nail technology 

instructors who teach just nails are rare 

in this economy because we all know the first 

thing that gets eliminated in beauty schools is 

the nail education. 

Teaching in school is a great way to give 

back, especially since the education a new tech 

receives in school is minimal and having a 

good knowledgeable nail instructor is extremely 

valuable. Part-time work is a great option, 

which allows you to work in the salon as well. 

There is nothing more personally satisfying 

than teaching a new student what you know. 

The second avenue open to you is becoming 

an educator for a manufacturer. The up 

side is they train you and hire you to work at 

shows, travel and teach classes. The average 

pay scale for a show is $150 per day, and travel 

expenses as well. 

Often you will be sharing a hotel room 

with another educator and lots of time the 

company takes you as a group to dinner at 

night – which is a wonderful team environment. 

You have to learn the products and be 

responsible for demonstrations and selling 

products at the shows and classes. 

Yes, sales are a big part of the manufacturer 

educator position and part of the bottom line. 

If you can’t sell products then you may want to 

think about a different position. 

What many techs that attend classes don’t 

understand is that a manufacturer needs to sell 

product to pay for the education. Manufacturers 

want to teach their customers how to use 

their product and there is education involved, 

but the bottom line is they want you to purchase 

their products. 

The third way is to become an independent 

educator. In order to do that there are 

many things that needs to be done to prepare. 

Here is a list: 

• Design a one-page bio/resume that can easily 

describe who you are and what you offer. 

• Write a short description of the classes you 

want to teach and also write what the class 

participants will learn. Do this in two to 

three sentences so who hires you will not 

have to edit the copy for the brochure – it 

makes it much easier for everyone involved. 

• Design a press package that includes your 

bio, classes, headshot photograph and send a 

CD with all the information on it as well. 

• Make a list of contacts and send your press 

package. Don’t just send it to the company 

– it will get lost. Follow up two weeks later 

with a phone call. Trade shows start working 

on the following year 30 days after the show, 

so plan on contacting them one year out. 

• Have a web site with all your information 

and a way to pay for the classes online. 

• Make a schedule of events and back it up 

three months for the marketing of each 

class. In other words if you’re sending 

your class schedule to the magazines this 

information needs to be sent three months 

before the print date. 

• Develop a marketing plan for advertising the 

classes. E-mail marketing, web advertising, 

send information to all the trade magazines, 

etc. Work with distributors in your area too. 

• Do a budget for each class so you know how 

many attendees you need to break even. 

Include travel expenses, cost of the classroom, 

supplies, badges, pens, notebooks, 

printing of workbooks, projectors, table and 

chair rentals if you need them, etc. 

Being an independent educator is like a 

small business and you need to constantly 

work the business to make it successful. You 

cannot just put the word out and expect the 

phone to ring. You need to market and sell it. 

Whatever direction you decide to take as 

an educator, presentation and speaking skills 

are critical to teaching. Not everyone can get 

in front of a classroom and command respect 

with their speaking skills. There is a method 

to speaking well, controlling the room, staying 

on target and handling hecklers. Take public 

speaking classes, watch and learn from other 

speakers and TV anchors. 

If you feel you have something to offer by 

teaching then do it. We need more qualified, 

seasoned professionals out there teaching. 

Vicki Peters is a 28 year veteran master nail tech, competition champion, 

judge, international educator, author and manufacturer and serves on the Nail 

Manufacturer Council. For more information visit www.vickipeters.com or 

email her at Vicki@vickipeters.com. 

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Create Longevity in Your Career 

Beauty 

Business Buzz 

Charlene Abretske 

Being in the beauty business has always 

been a way for creative and talented people 

to not only make a living but to allow their 

creativity to shine. 

This industry has always encouraged those 

in it to fulfill their creative side. And they do 

that by seeing clients, designing new products 

or coming up with creative ways to help the 

general population feel more beautiful. 

If you hope to achieve longevity in this 

industry it is imperative that you are continually 

learning; not just about the latest trendsbut 

about whatever peaks your interest. 

For some technicians it’s health issues 

that eventually lead them to other areas of the 

industry like when their wrists, ankles, arm 

cramps, or back pain become unbearable or 

even exposure to harsh chemicals. The physical 

toll resulting in arthritis, carpel tunnel 

syndrome, and allergies may end a career as a 

technician long before retirement time. 

In order to stay in the industry, getting in 

touch with your passion is not only suggested, 

but required! Passion is what all great 

ideas and businesses are founded on, and it 

can carry you to several different areas of the 

beauty industry. Does your passion lie in one 

of the following areas: education, transformation 

or elevation? If it does, here are suggestions 

from real people that you can take in 

your own career. 

A Passion for Education 

Sharon Davidson says she always found 

her passion in educating herself and others. 

In her 27 years in the industry she found 

ways to share this with her fellow stylists as 

an educator for her distributor. “I was always 

struck by how getting back to the basics and 

how adding a new and modern twist could 

create incredible results,” Davidson explained. 

“I really discovered my passion for the 

industry lies in the fashion and the transformation 

that can take place for the clients and 

the people who are employed in the beauty 

industry.” Davidson is now exploring her 

possibilities as educator; this time for the 

manufacturer Divi International. “I refuse to 

get stuck in the same-old, same-old and want to 

make sure I continue to educate others to do 

the same.” she exclaims. 

Transform Your Clients 

Lisa Kahn always took her cosmetology 

license very seriously and knew she was the 

type of professional who would make sure 

she touched her client’s lives. 

Since she earned her license in 1981, 

Kahn was looking for those in her community 

who needed her help the most. “I have always 

had a volunteer mindset, and wanted to give 

back to my community,” Kahn explained. 

She has expanded her professional career 

to include makeup artistry and now specializes 

in “restorative camouflage” make-up; 

she has been volunteering her time giving 

her passion to the “Look Good, Feel Better” 

program, sponsored by the American Cancer 

Society. 

“I specialize in women undergoing 

chemotherapy and women who have been 

facially disfigured by cancer. I give my heart 

to my clients from the volunteer program 

and those who are my professional clients, 

and guess what, what I do will never feel like 

work!” Kahn is currently working on a book 

to instruct women with cancer on how they 

can employ the same techniques at home 

that she does for “Look Good, Feel Better” to 

transform their appearance back to who they 

recognize in the mirror. 

Elevate the Industry by Raising Standards 

Sue Santsche who has been a technician 

for 34 years and a salon/spa owner for 26 has 

won several awards including: top 200 salons 

and a Global Salon Business Award in 2006. 

In Her Spa at Personal Choice in Eureka, 

California, she is providing her clients with 

the most personalized information for their 

specific beauty needs. “I built the business by 

filling a niche for professional women and 

providing them with image consulting which 

then led to providing them with beauty treatments 

to help them maintain their image,” 

Santsche explains. 

She is in the process of writing a book 

for everyday people to use to navigate their 

way through skincare product ingredients 

and find out what works for them. Santsche 

is also in the process of developing her own 

skincare line, “My goal is to simplify the 

process of choosing what works for each 

individual and their own particular skin type. 

This would clear up much of the confusion 

for consumers and empower them to make 

the correct choices for their skin.” 

If you are looking for a life-long career 

in the beauty industry consider where your 

passion lies and how you can make sure you 

are placing your passion front and center in 

your life. Whether you are fulfilling passion 

by educating others, volunteering your time, 

or creating new standards and products, you 

are setting yourself up for a long, happy and 

fulfilled career! 

Charlene Abretske is a business advisor with Your Beauty Network and supports 

salons and spas with growing their businesses through on demand 

back office tools designed for beauty professionals. For questions about 

how Your Beauty Network can help you, contact (866)364-4926 or email 

at info@iybn.com. 



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Three Months 

of Marketing 

Elizabeth Brown 

It is inevitable that this has probably happened 

to you at one time: 

You have been in a conversation with a 

client, co-worker or friend who presented 

you with a problem or even asked outright if 

you could help them think of a solution. 

You begin to offer suggestions but they 

switch quickly into “nope, can’t do that” 

mode and within a few minutes you shut 

down, feeling almost bruised by the way your 

suggestions were dismissed. 

You leave feeling as if they would rather 

wallow in their misery than do something to 

solve the problem. 

It’s time to take a look at yourself. Are you 

wallowing? Are you in a place where you can 

identify the things that are holding you back, 

where your business needs to grow? 

Is the prospect of doing something new, 

taking risks and changing the way you have 

“always” done things something that scares 

the jeepers out of you? Or do you welcome 

turbulence because of the corresponding opportunities 

for adventure, variety and trying 

new things? 

If you are waiting for things to “get back 

to normal” you are in for a long wait. Gone 

are the days when consumers had the confidence 

to live paycheck to paycheck, spending 

freely and indulging themselves whenever 

they desired. 

You have seen clients extend the time 

between services from six to eight to 10 

weeks or more. And they are taking on their 

own color, purchasing more care and treatment 

products from retail outlets rather than 

the salon, and in the spa and non-essential 

services segment of the industry, the disparity 

between the old normal and the new normal 

is even greater. Many spa clients have stopped 

coming in altogether; others who used to visit 

weekly are now just coming once a month or 

once a quarter. 

How much can you allow your business 

to slow before you have to take on a second 

job or leave the industry altogether? What are 

you doing to create your new normal? What 

are you doing to take back control of your 

business, growth of your client base, retail 

sales and income? 

Salon and spas are natural candidates for 

strong event and themed promotions. You 

have the ability to tailor packages, products 

and incentives to the needs of nearly every 

holiday and major life event -- from new jobs 

to new babies to graduations to weddings 

to anniversaries to girls outings or dates. 

Summer is a great time to flex your creative 

marketing and styling muscles and create 

some buzz for your business. 

June: Weddings (and anniversaries) 

and Graduations. No stylist who wants 

to be busy should be bored in June. Create 

bridal package offers and hold classes for a 

girls-day-out bridal brunch where you tutor 

the bridal party in keeping their look on the 

big day, applying makeup, and doing easy 

up-dos. 

Invite a local party planner or caterer to 

hold a class in-salon for throwing great anniversary 

or graduation parties and teach clients 

how to create great mixed drinks, appetizers 

and other party fare for their summer get-togethers. 

Make sure clients receive great retail 

and service offers for the day of the wedding, 

graduation or summer party. 

Father’s Day is June 14: If you have a 

strong male client base this is a great opportunity 

to feature services for Father’s Day gifts 

(begin promoting May 1). When possible, sell 

certificates in duos and book two clients upon 

redemption. Feature a Father-Daughter duo 

package with retail products for him and her. 

Even if you service mainly women clientele, 

you can still create retail baskets with 

products for men including shaving, scalp, 

and skin care products. Partner with a local 

sports bar or sports facility and create gift 

certificate duos that include service at your 

salon and a round of golf, game of bowling, 

bucket of balls at the driving range or batting 

cage, etc. 

July: A lot of towns have street fairs and 

community events that give you the chance 

to set up shop right on Main Street, sell retail, 

demonstrate your skills and promote your 

business. Take advantage of community 

events to do some street marketing. Hand 

out business cards. Sell salon-branded water 

bottles or chap sticks. Take a booth and do a 

blow out and styling, mini-makeovers, manicures, 

massages, demo treatment products 

and lotions, sell retail and take bookings. Be 

liberal with drawings and prizes, being sure 

that each one is an invitation redeemable in 

the salon or spa. 

August: Reach out to family and school 

markets with group rates for families and 

special rates for educators, the PTA, and all 

school district personnel. 

Elizabeth Brown is the founder of Be InPulse Marketing and Design in 

Auburn, Washington and the author of 12 Months of Marketing for Salon 

and Spa. Email the author at elizabeth@12monthsofmarketing.net. 


View this article and more at www.stylistnewspapers.com

The Only Thing Constant is Change 

Blue Highways 

Jerry Tyler 

In our current economic reality, many in 

the beauty industry are reflecting on the path 

their careers are taking them. 

In the past, some of us were striving just 

to keep up with the pace of the ever expanding 

business models trying to maximize 

productivity or just plain trying to stay one 

step ahead of the curve. 

Now with the unforeseen changes, one 

question is challenging us: Do we turn this 

down time to our advantage and seek change 

to advance or do we wait-and-see, hoping 

that better days will come? 

This is the long time honored conflict 

between being proactive and reactive and also 

being brave enough to seek and most importantly, 

to embrace change. 

In our industry, do we see ourselves 

through the eyes of our past successes that 

now seem, through no fault of our own, to be 

eluding us? Or do we see new horizons not 

yet seen or experienced? 

Do we see unrealized potential and opportunity? 

Do we see scarcity and have a 

glass-half-empty attitude where there’s just 

not enough to go around? Or do we seek 

continued abundance and believe this is our 

time, our moment? 

Henry Ford once said, “If you think you 

can do a thing or think you can’t do a thing, 

you’re right.” Yes, we define our own destiny. 

The greatest enemy to positive change 

is fear. Fear of the unknown, fear of the less 

than anticipated outcome, fear of failure. 

In the darkest days of the great Depression, 

Franklin Roosevelt reached out to millions of 

Americans and proclaimed: “the only thing 

we have to fear is fear itself.” Just like us, they 

felt they were sucker punched and left on the 

ropes. 

Fear is no friend to those seeking abundance. 

Fear immobilizes us. Jim Yates of Nuts 

and Bolts Training has a great definition of 

fear. False Evidence Appearing Real. Always 

remember what persists, exists. If we focus 

on our continued growth with unwavering 

faith in its positive outcome, we will not only 

survive these times but we will thrive. Fear 

cannot occupy that positive space we create 

and will seek to exist in our reality. 

Growth and expansion particularly, in 

down times, isn’t easy or comfortable. But 

quite frankly, many who were thinking themselves 

secure and successful were just plain 

stuck applauding their past hoping it would 

define their future in some way. How can you 

drive forward while looking in the rear view 

mirror? 

Have you ever heard that insanity is 

defined as doing the same things continually 

but expecting different results? 

Beyond the desire for change, are we 

using new actions that are in alignment with 

the desire for change and its anticipated abundance? 

Are we developing new skills, embracing 

new ideas and principles? If we are truly 

growing, we will know, as we will experience 

growing pains. 

If we see ourselves differently, we believe, 

behave, and get different results for our efforts. 

Change requires energy, and the faith to 

overcome self doubt and fear, but the rewards 

far exceed the effort because we made it happen. 

We adapted and overcame our challenges 

and have the right to proclaim we did it! 

and then we can own our continued success 

through constant positive change. 

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 Education 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. 



Local Salon Competition to Raise Money, Awareness 

Hair Games is a competitive “Project Runway meets American Idol” charity fundraiser. 

This is the ultimate local hair throw down where 12 of Sacramento’s top salons shampoo, 

cut and design their way to the title of “Style Champion.” 

Hair Games is scheduled for four consecutive Saturdays from April 25 through May 16 

with a grand finale on May 30. All events will be held in Sacramento. 

Each night of the competition, three salons use models, dancers and designers to faceoff 

in a five-minute routine of music, sound, vision and theatrics, all featuring crazy and 

wild hair. The winners from each Saturday’s semi-final event will move on to the finale to 

compete for the title of “Style Champion.” 

This year’s proceeds will benefit widows and children orphaned by the AIDs epidemic 

in Africa through Village Care International (VCI). VCI is a local nonprofit that supports 

orphans and widows in small African villages. 

Hair Games is coordinated by JoAnn Baumert, owner of Bella Toscana Salon and Patty 

Neher, Maly’s product distributor. For more information, contact JoAnn at (916) 600-5289 

or Patty at (916) 718-7192. 

Save Money 

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Ticket Information 

Advance Pricing (before May 18th) 

One Day: $35 • Two Days: $70 • Three Days: $105 

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Visit www.IBSlasvegas.com for a full 

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CALIFORNIA STYLIST & SALON | MAY 2009 | 11

Even with the Upper Hand, Salons Have to Up Their Game 

Retail Matters 

Gordon Miller 

Salons have traditionally “merchandised” 

products to clients as an extension of the service 

menu. Whether hair, skin or nail focused, 

professional products provide clients with a 

unique value in maintaining and/or extending 

service results – and are offered in what should 

be a consultative environment not easily replicated 

by mass marketers. 

Add to that the relationship component 

of the equation (and the trust clients place in 

their salon professionals) and salons truly have 

the upper hand when it comes to competing 

for the retail sales. 

Having said this, the relationship alone will 

not move products. Salons have to up their 

game in the area of retail merchandising if they 

are to translate that unique connection to every 

client into actual retail sales. 

Signs Sell 

As consumers walk by or into your salon, 

research shows you have only three seconds to 

let them know what they will find inside. In 

spite of that short window of opportunity, signage 

(including everything from large window 

posters to small shelf talkers and everything 

in between) remains one of the most effective 

ways to convey information about your retail 

brands and promotions. 

Importantly, the competition for consumer 

attention has never been greater – and so the 

need to utilize professionally produced signs, 

posters and shelf talkers is imperative. Effective 

signage has the following qualities: 

• Simple and easy to read – Don’t use too many 

words or punctuation marks to get your 

point across. Use clear bold images to help 

convey your message. 

• Visible without blocking traffic flow or retail 

displays. When placing signage of any kind, 

check it from the vantage point of the client. 

Be sure to be professional in how you place 

signs. Don’t be tacky in your presentations 

(i.e. avoid visible tape marks on glass). 

• Compatible -in terms of a simple color 

scheme that works with the colors used 

throughout the salon. Make sure that the 

colors have enough contrast so that copy can 

be easily read. 

• Current. Keep all of your signs updated and 

relevant. If a promotion has ended or you 

have added a new product line or offer, 

update signs accordingly. 

The good news is that with today’s computer 

and printing options, quality signage 

doesn’t have to cost a lot. In addition to creating 

your own signs, high quality (and often 

Life is Full of Suprises. 

(Don't let a big medical bill be 

one of them.) 

customizable) signage is available from many 

manufacturers and distributors as part of their 

ongoing marketing support. 

Professionally designed signage will provide 

just the right amount of information as 

well as the motivation for consumers to enter 

your salon and try your products. 

Service Remains Key 

In addition to getting the attention of 

consumers, a key factor in building successful 

salon merchandising results is to provide a 

quality buying experience for the client. Create a 

high-value process to capitalize on each moment 

you have with the client – from the time 

they enter the salon’s reception area extending 

through every aspect of service delivery and 

check out – focusing on service excellence to 

give you the edge in the highly competitive 

retail arena. Consider the following: 

• High Value Perceptions There is hidden value 

in complementary products and services. 

Increase the perceived value of the client’s 

salon experience by providing a demonstration, 

make-up or nail touch up, or a product 

sample connected to an ongoing promotion. 

• The “Eyes” Have it. When presenting 

products to clients, be sure to showcase 

them by holding them at eye level with the 

label facing forward so the actual product 

packaging reinforces your message. 

• Make a lasting impression by adding a bit of 

theater to the retail experience by carefully 

wrapping products in tissue paper. Come 

out from behind the front desk to present 

the package to the client and tell them you 

can’t wait to hear about the fabulous results 

they are sure to enjoy. Include a business 

card as a way to let your clients know they 

have a direct connection. 

Remember that strong retail sales continue 

to be a critical area of revenue and profits for 

leading salons across the country – and that 

most salons underperform in this area. 

It’s more important then ever for salons 

and salon professionals to reinforce the message 

that what you provide every client matters 

– and that retail products and the education 

you offer clients on how to best select the 

proper products and how to use them to get 

the right results is a great value unmatched in 

the mass retail world. 

Special thanks to salon retail and branding consultant 

Sue Remes Resources (sue@sueremes.com). 

Gordon Miller is the Executive Director for the National Cosmetology Association, 

the largest organization of salon professionals in the world. Its mission, 

since its inception in 1921, has been and continues to be to ensure that working 

salon professionals have the tools and resources available to create career 

success with integrity. For more information on the NCA, visit www.ncacares. 

org or call 312-527-6765. 



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Students seeking a license to 

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Does Your Business Suffer from 

Intolerable Toleration? 

Better Business 

Neil Ducoff 

When a business owner is continually 

frustrated with their service providers’ dismal 

retail sales performance, the problem may be 

because only a handful of service providers 

follow the system. 

Asking what the business owner has done 

to turn the situation around, gets this response: 

“I’ve talked to these people, addressed 

it in daily huddles and weekly meetings; even 

set goals, used scoreboards, and threatened to 

lower pay. Nothing changes.” 

You can probably insert a similar story of 

your own and no doubt have direct reports 

from people who are stuck in the “I’ve done 

everything, but nothing changes” quagmire. 

Think about behavior or attitude issues, 

chronic lateness, poor follow-through or 

inconsistent performance. How about all that 

“they don’t follow simple procedures” stuff 

that drives you crazy? 

This boils down to a leader’s “acceptance” 

of sub-par performance. Using the word 

acceptance is deliberate because it most accurately 

defines the problem. 

Let’s go back to the “I-can’t-get-themto-sell” 

issue. When a leader says, “I’ve tried 

everything, and nothing works,” what they 

are really saying is, “I choose not to venture 

beyond my comfort zone to address the problem 

and move the company forward.” 

Suggesting this to the owner mentioned 

earlier brought this immediate response: “So 

you’re telling me to fire them if they don’t 

perform.” 

This knee-jerk response actually reveals 

what’s preventing this leader from successfully 

navigating through a behavioral-performance 

problem. Fear of confrontation is 

preventing action and, therefore, allowing 

sub-par performance to continue. 

Wouldn’t it be great if the word “confrontation” 

were banned from business and leadership 

thinking and replaced with “opportunities 

for growth?” Then we would hear a leader saying, 

“I hate opportunities for growth.” 

It’s interesting how quickly the leadership 

pendulum can swing from what could be 

called “intolerable toleration” to the opposite 

extreme of firing the offenders without 

exploring all of the possibilities that exist in 

between. Every leader needs to recognize 

where their personal intolerable toleration line 

is drawn, in order to prevent inaction on 

opportunities for growth. (See how quickly 

the energy shifts to positive by not using the 

negative term “confrontation?”) 

Every behavior issue and performance 

problem is a call for leaders to engage in 

coaching and innovative collaboration. Yes, 

the process may become heated and uncomfortable, 

but the alternative — not to engage 

— is intolerable toleration of the completely 

unacceptable. Simply put, it’s a failure to lead. 

Only when all reasonable opportunities for 

growth fail to yield positive results is it time 

to give employees the opportunity to work 

elsewhere. No compromise. 

Neil Ducoff, founder and CEO of Strategies, business training and coaching 

company specializing in the salon and spa industry and author of Fast 

Forward, the definitive business resource book for salons and spas. Ducoff’s 

book, No-Compromise Leadership, is published by DC Press and is available 

at www.amazon.com. For more information go to www.strategies.com or 

email at neil@strategies.com. 



Cuts for a Cause Add Meaning to Staying Healthy 

Sam and Ofelia Simonian, owners of Sam Pierre Hair Studio, are adding a twist to their 

monthly routine. On the first Tuesday of each month, they host a fundraising event to 

benefit a cause, ranging from breast cancer awareness to autism awareness or prostate health 

or multiple sclerosis or other non-profit organizations they consider worthy. 

While almost all of us cut or trim our hair regularly to keep it healthy and growing, this 

salon is doing it’s cuts for a cause; to help keep people all over the world healthy and to help 

raise awareness. 

First on the list, the National Breast Cancer Foundation was the chosen benefit for a 

week long campaign and they received 20 percent of the profits (including all salon services 

and product purchases) made. 

The National Breast Cancer Foundation mission is to save lives by increasing awareness 

of breast cancer through education and by providing mammograms for those in need. 

NBCF accomplishes this mission through initiatives, such as the National Mammography 

Program, Beyond the Shock educational video, MyNBCF online community, and the Early 

Detection Plan. NBCF programs provide women help for today and hope for tomorrow. 

Located in Glendale, Calif., Sam Pierre Hair Studio has been serving the Los Angeles 

and Glendale area for over 16 years.

Climb Out of Your Comfortable Rut to Explore Career Options 

Esthetic Endeavors 

Judith Culp 

For estheticians there are many career opportunities 

beyond doing facials or waxing in 

a treatment room but many technicians never 

think to look beyond their local salon. 

A treatment room is our comfort zone 

and sometimes we need a ladder to climb out 

of our comfortable rut and explore the bigger 

horizon beyond. Right now, in economic tight 

times, may be the perfect time to do this. 

Sometimes our personal background leads 

us to natural career options. One colleague I 

know came into the industry from a nursing 

career. She wanted to deal with well people 

and see some positives instead of illness. 

After running a successful day spa for a 

number of years, she went into retirement 

only to be lured out by a great offer to manage 

a spa. With her background, she was a 

natural to head a holistic spa or medi-spa. 

One graduate is showing great adaptability 

and diversity to thrive in a time when 

many estheticians are finding the going 

tough. She had worked in the retail sector for 

several years before becoming an esthetician. 

Now she is regularly called on a “for hire” 

basis and commands a higher wage to work as 

a makeup artist for them. 

In addition to doing esthetics in an upscale 

clinic part-time, she used a previously 

earned CNA to secure a position in a local 

medical clinic. That clinic is now considering 

adding medi-spa services that she is perfectly 

trained to head for them. She is already a 

known entity to them and her career options 

are headed upwards. 

Some graduates have a mind set they 

never want to be in the commercial retail 

market. Others know how hard it can be to 

work on commission or get by with limited 

benefits commonly available from small 

privately-owned businesses. 

Working for a major cosmetic corporation 

does have its “rules” that have to be followed, 

but they also have many upward possibilities, 

good benefits and a clearly defined hourly 

income. More and more department stores 

are recognizing the benefits an esthetician 

can bring to their line via services, superior 

knowledge base and skills. 

While you may start as a counter sales 

person, those with the right attitude and spirit 

can move into offering services, or moving 

into management and beyond. They may become 

an educator or a buyer and move from 

local to regional to national. 

Another colleague has used her years 

of experience and knowledge to secure an 

excellent teaching position that allows her to 

continue her income despite arthritis making 

it impossible for her to daily treatment room 

work. 

Some technicians don’t care equally for 

all the skills they learn in school. Some don’t 

like waxing, others may not care for makeup. 

I know one who fell into this latter group but 

when the opportunity presented itself, she 

converted her skills into a significant revenue 

source for 20 years as a makeup artist. She 

was a woman with an open mind for possibilities 

and took advantage of them. 

Recently I met a young woman who 

after graduating from an advanced esthetics 

training program set her sites on becoming 

a regional manager for a leading professional 

esthetics line. She managed to get a job as 

a local sales representative. Ten years later, 

she achieved her original goal and is now a 

regional manager. 

Many manufacturers’ representatives 

have the opportunity to travel nationally or 

even internationally teaching and lecturing 

at skincare trade shows. If you like to travel 

and have a passion for sharing this could be a 

great opportunity for you. 

These few examples show we need to 

think beyond some of our personal preferences 

and be prepared to capitalize on our 

strengths and knowledge. If we are also 

prepared to step beyond our comfort zone 

more and learn new skills more opportunities 

can open up. 

If you have a multiple license (skin, nails, 

massage) you could travel the world and be 

paid to do it. Cruise lines want technicians 

that can take care of multiple aspects of their 

traveler’s needs. While you may be able to 

get on with fewer licenses, this is their ideal 

as they can really keep the technician busy. 

You would need to have at least a dual license 

to get on with most firms. Your reward will 

be making friends from across the globe and 

travel while you earn an income. 

With the advent of hi-def cameras and 

their expanded use in television as well as 

film, more makeup artists and skin care 

professionals are going to be needed to make 

sure that makeup looks great to these very 

revealing cameras. Every skin flaw will show 

so facial treatments may be a requirement. 

In talking with a local media person there 

is a lot of stuff that standard cameras don’t 

pick up including a coffee smudge on the 

anchor person’s lapel or a scratch or mar 

on the “set”. Hi-def won’t be so forgiving. 

On-air people are going to need to keep their 

skin looking fabulous and have the right 

makeup to work with the cameras. Classical 

pancake makeup just won’t do the job. Those 

technicians that have learned to use airbrush 

makeup technology, have good “skin 

maintenance” skills and are located where 

broadcasts/ filming are being done are going 

to have great new opportunities. 

Some estheticians need to just work 

part-time due to family commitments. Don’t 

overlook your local Costco or other retail 

store. They pay well and you can share your 

knowledge about skin care products with 

consumers. If you want part-time and a good 

hourly wage it is certainly an option. 

As the field of esthetics continues to 

evolve and grow there will be even more 

career opportunities available. As the level of 

education edges up, there will be a need for 

estheticians with advanced training (like those 

who are NCEA certified) to get positions 

teaching. Commercial lines like MAC, Estee 

Lauder, and Lancome are giving a higher priority 

to licensed estheticians when positions 

are available. 

Medi-spas will give priority to estheticians 

who have taken their knowledge base 

beyond the fundamental level. The more we 

keep learning and expanding our knowledge 

diversity the more opportunities will be open 

to us. We just have to be open to change, 

diversity and taking more training. This is 

the perfect time to look for something new 

to learn and do it. Expanded knowledge will 

make us more valuable to someone. 

Judith Culp, a CIDESCO Diplomat has been in the esthetics industry since 1980. 

A CPCP permanent makeup technician for over 18 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. 



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CALIFORNIA STYLIST & SALON | MAY 2009 | 15 

*

Talent Abounds at Energizing Summit 

The 2009 Energizing Summit, to be held May 31 – June 1, 2009 in Los Angeles, boasts 

more haircolor educators than any other event of this type setting a new standard in haircolor 

education. 

“There is no giant arena with projectors, most classes have only 30 students,” said Andre 

Nizetich, President of the American Board of Certified Haircolorists, (ABCH) who is hosting 

the event. There are several classes taught from the ABCH curriculum. These classes 

will aid individuals who would like to become an American Board Certified Haircolorist. 

The classes cover all levels of haircoloring skills. A few of the hands-on classes require 

some dimensional haircoloring experience. There are 37 hands-on classes which range from 

technical nuts and bolts of dimensional haircolor and classes such as Speed Foiling, Tone on 

Tone, to Foil Placement Exposed. Then, there are the more creative hands-on classes such 

as Techniques for gray hair and The Harmony of Haircoloring. Each hands-on class has 

only 30 people, and all of the materials are furnished. There is an array of specially designed 

mannequins to be used for hands-on classes. Mannequins with an outgrowth as well as 

mannequins with previously highlighted hair. 

Some of the top educators in the country will be participating in the event such as Tom 

Dispenza, Roy Peters, Sandra and Bryan Smith, Dhaniel Doud and Deb Rosenburg. Special 

guests who will be teaching will be Dennis Gebhard: A Blueprint for Haircolor, and a special 

appearance by Don and Flonnie Westbrook teaching: How to Make Millions Coloring 

Hair. They own one of the most successful salons in America. Other instructors include, 

Wendy Bond, always a delight to watch. Imagine being able to do a hands on class with her. 

 

The Energizing Summit is held in Los Angeles at the LAX Marriott Hotel. The cost to 

 

attend the Summit is $275.00 for ABCH members, or $375.00 for non-ABCH members. 

 

Visit www.haircolorist.com to sign up early for classes as they will fill up quickly. 

is beautiful 

And So IS EvERY WomAn bEIng tREAtEd FoR CAnCER. 

HElp uS CARE FoR All oF tHEm And gIvE tHEm tHE HopE 

And ConFIdEnCE tHEY nEEd to FACE tHE CHAllEngE 

oF A lIFEtImE. SuppoRt look good. . .FEEl bEttER ® 

Look Good. . .Feel Better ® is a FREE program that teaches women undergoing cancer treatment how to 

overcome appearance-related side effects and feel more beautiful and confident. In one 2-hour workshop, 

caring professionals like yourself teach women simple beauty techniques for skin and nail care, makeup 

application, and coping with hair loss. Your expert advice and support can help these women feel better 

about themselves, just when they need it most. 

For more information please visit us on the Web at www.lookgoodfeelbetter.org or call 

your local American Cancer Society or 1-800-395-LOOK (5665). 

It’s not just a good deed, it’s a beautiful thing. 

Bringing Your Product to Market 

How many beauty products have we all 

seen come and go in our industry? 

Some lines have longer lives than others 

in the marketplace and often, that has to do 

with how much homework the people behind 

the products did up front. 

If you’re the entrepreneurial type that 

dreams of having your own product line out 

there one day soon, just remember the dream 

becomes real and has longevity if you’re willing 

to put the time in up front to do the proper 

research. 

Getting the right start in your exciting 

new business venture is as important as the 

final product showing up on the shelves and 

in the hands of the customer. 

According to beauty product and business 

consultant Lynn Ludlam, developing 

your own line of products does not require a 

rocket science background, but it does require 

both your creative head and your business head. 

The idea, of course, is to increase your bottom 

line and deliver a higher gross margin or 

profit from your product investment, Ludlam 

said, but there are a few things that developers 

consistently overlook. 

Here’s what some of the top beauty 

industry experts have to say to guide you in 

your product development process. 

— GUY L. LANGER, President of 

Qumulus Group LLC which specializes in 

cosmetic and nutritional technologies, ingredients, 

product development, marketing 

Time is something we never give ourselves 

enough of. Definitely allow enough time to develop 

your product and understand who and what 

the market is for. This may take 6 - 12 months if 

the line is developed from scratch. 

Pay careful attention to what ingredients 

are labeled since natural customers want to 

avoid petrochemicals and synthetics, etc. 

Choose a formulator carefully after 

getting referrals, checking references, being 

quoted for pricing, etc. 

Consider having just one company 

provide the formulas which would allow the 

marketer to focus on packaging and labeling; 

this shortens the lead time to a few months. 

However and this is very important if you get 

stock formulas, you will NOT necessarily 

own them and cannot readily bid your business 

out to other manufacturers later on. 

— IRENA KOJOUHARAVA, Business 

Development Director at JT Brands, distributor of 

exquisite beauty brands from around the world 

Bringing a product successfully to market 

means having integrated marketing components. 

This means that you must reinforce 

the same brand positioning through what we 

call the Four P’s or now, the consumer-driven 

Four C’s: Consumer (Product); Cost (Price); 

Communications (Promotions); Convenience 

(Placement). 

The product should immediately speak 

 

 

 

for itself. Customers have less time, shorter 

attention spans and too may distractions at 

any given time. If a customer needs to read 

more than a sentence or hear a pitch from a 

sales person to understand what the product 

is about, many will get discouraged. 

— LYNN LUDLAM, Product and Business 

Development Consultant of Isis Consulting 

Here are a few things that salon and spa 

owners developing both hair care and skin 

care products consistently overlook: 

• Have a firm idea of your target retail 

price, so that you can predetermine your 

own product cost from your supplier. For 

private-label lines, your margin of profit 

should be at least three to five times your 

cost. Also, be careful not to over-commit to 

higher quantities you cant sell within the 

products lifetime. 

• Develop an in-depth picture of your target 

client for each product. Today’s time-challenged 

consumer is looking for multi-use 

products that work quickly and deliver 

results. Make sure you deliver what you say! 

• Customize your private-label products by 

using a unique name, fragrance, label or 

signature. Make sure you are not selling 

something that looks just like the salon 

down the block. 

• Don’t skimp on introductory trial sizes, 

sampling and promotion. 

• Training your staff and rewarding their 

sales success is important! 

— LINDA BERTAUT, President, Beauty 

Industry West (BIW). An esthetican, educator and 

author, Bertaut has designed her own Energy-Infused 

Cosmetics line, Face Options and an aromatherapy 

Mood Bar, Petal Potions. 

Three key steps to bringing a beauty 

product to market include: 

• Design a product that will fill a need in 

your area of expertise. 

• KNOW your client! Will she/he use your 

product and if so, WHY? 

• Blend intuition with science to come up 

with a product that people just cant resist! 

Make your packaging as well as your 

product compelling and innovative. The 

packaging MUST be a head-turner so don’t 

skimp on the quality of package design. 

Consumers today are looking for highperformance 

products with emotional appeal. 

When you really appeal to their senses with a 

product that offers high-performance ingredients 

that actually do what they say they’re 

going to do, the product price seems less 

important to the product purchaser. 

Beauty Industry West (BIW) is a non-profit West Coast beauty trade 

organization dedicated to educating and providing resources for companies 

and entrepreneurs who want to develop their own personal care and 

beauty brand. From raw ingredients to product development, packaging 

and design to contract manufacturing, marketing and sales, BIW whose 

website (www.beautyindustrywest.org) is a vital resource and platform for 

networking with peers, clients and suppliers. 


h o n o r i n g t h e w o r k 

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4/23/09 11:40:22 AM

Career Options in Beauty, One of the 

Few Industries Experiencing Growth 

The wide range of opportunities and flexible 

training process of the beauty industry 

brought out many San Diego locals to Bellus 

Academy for its Luxury Spa and Beauty Career 

Fair recently. 

The career fair offered soon-to-be high 

school graduates, the unemployed, and anyone 

else looking for a more stable industry, a 

chance to see the creativity of hair design in a 

runway show. 

The illustrations of how determination 

and inspiration can go a long way in beauty 

plus tips on how individuals can break into 

this industry were inspiring. The beauty 

industry is one of the few that is actually 

experiencing a hiring growth, with jobs rising 

31 percent in 2008 according to the Intl. Spa 

Association. 

Giving locals an opportunity to explore 

this field, industry insiders joined together to 

host a public career fair that featured worldrenowned 

spa consultants and speakers, as 

well as top educators, salons, spas, beauty 

equipment and product manufacturers. 

The networking event featured exhibitor 

booths featuring local salons, spas and 

national product/equipment manufacturers 

• disability 


such as Murad, Wella and Pevonia. Special 

guest, Stephen Moody, International Executive 

Director for Vidal Sassoon was there as 

well as seminars hosted by ISPA, successful 

spa consultants and educators. 

There was a collaborative hair show from 

the finest salons in San Diego including 

Travis Parker Salon, DK Hair, and Phillips 

Edwards Salon 

The US News & World Report listed 

cosmetology as one of the “best careers for a 

changing job landscape.” President of Bellus 

Academy, Lynelle Lynch, agrees. “The training 

process is flexible and certification can 

be granted as soon as nine months, allowing 

newcomers to quickly change professions 

and begin earning a significant income,” 

Lynch said. “This career fair thoroughly 

explained that and by the number of people 

who showed up, you can see the real need 

for something as promising and thrilling as a 

career in beauty.” 

Formerly known as The Poway Academy of Hair Design, Bellus Academy’s 

curriculum offers the most comprehensive professional training in all 

aspects of the beauty industry. The academy also offers advanced education 

opportunities. The Academy is located in Poway, Calif. For more information 

visit www.sandiegobeautyacademy.com. 

inding a Health Insurance Plan 

and starting a Retirement FSavings Program can be a real 

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Keep ‘em Out! 

Illegal Instruments and Techniques Commonly Found in California Salons 

Although the economy continues to 

worsen, we don’t have to let our health and 

safety standards decline. By keeping prohibited 

instruments out of your salon, barbershop 

or school, and correctly applying common 

techniques, you can avoid unnecessary 

fines while adhering to California laws. 

The following health and safety regulations 

pertaining to illegal instruments and 

techniques can be found in Title 16, Division 

9 of the California Code of Regulations 

(CCR). 

CCR Section 993(a): No establishment 

or school shall have on the premises 

any razor-edged or other device or tool 

which is designed to remove calluses. 

It is illegal for salons, barbershops or 

schools to have razor-edged instruments 

such as “credo blades” or “cheese grater” 

type instruments to remove calluses. 

Licensed cosmetologists and manicurists 

are not trained in removing callused tissue 

with a sharp instrument. Doing so may 

pose serious health risks to their clients, not 

to mention the civil liability suits that may 

result. If a Board Inspector finds such instruments 

in a salon, barbershop or school, 

it can result in a $500.00 fine. 

CCR Section 993(b): No establishment 

or school shall have on the premises 

any needle-like instrument which is used 

for the purpose of extracting skin blemishes 

and other similar procedures. 

Similar to the aforementioned regulation, 

it is illegal for salons, barbershops or 

schools to have needle-like instruments, 

such as lancets or sharp comedone extractors 

in order to remove blemishes. Unless 

performed by a licensed electrologist using 

an electrolysis needle, any other penetration 

of the skin by a metal needle is considered 

an invasive procedure and may not be performed 

by a Board licensee. This violation 

can result in a $500.00 fine. 

CCR Section 981(a): All instruments 

and supplies which come into direct contact 

with a patron and cannot be disinfected 

shall be disposed of in a waste receptacle 

immediately after use. 

Licensees may never reuse items that 

cannot be disinfected. This includes, but 

is not limited to, emery boards, buffers, 

sponges, cotton pads, neck strips, and wooden 

wax sticks. Some salons maintain the 

nail implements of their regular clients in a 

storage container and reuse the implements 

when that same client returns. This practice 

is not allowed because used buffers, emery 

boards or other nail implements that are 

nondisinfectable may not be stored. These 

items must be thrown away immediately 

after each use. A violation of this section can 

cost you $100.00. 

CCR Section 981(b): No person 

working or training in an establishment 

or school shall be permitted to carry any 

instruments or supplies in or on a garment 

or uniform while practicing. 

To avoid a violation of this section, 

you must store all soiled and disinfected 

implements in a properly labeled container. 

Soiled implements must be stored in a 

container labeled “soiled” and disinfected 

implements must be stored in a clean covered 

place which is labeled as such. While 

serving a client, you must maintain previously 

disinfected implements in a sanitary 

condition to ensure maximum protection to 

the client and yourself. A violation of CCR 

Section 981(b) can result in a $100.00 fine. 

Keeping these guideines in mind can 

help you protect consumers and save you 

from being fined. For further information, 

visit www.barbercosmo.ca.gov or contact 

the Board at 1-800-952-5210.

SALON OPENINGS 

 

MONTEBELLO, CA - TWO STA - 

TIONS FOR RENT FOR HAIR STYL- 

IST / FA CIAL ROOM AVAILABLE Great lo cation 

with park ing!! $80 per week. For more info: 

(323)728-3665 Se habla Espanol. 

SAN MA RINO ~ BEAUTIFUL SA- 

LON ~ SEEK ING HAIR STYLIST & 

MAN I CUR IST to rent space. Very clean & 

bright sa lon! Plenty of park ing. Must have own 

clientele. For in formation call (626)286-3282 or 

(626)531-6119 

5 STAR SA LON & DAY SPA SEEK ING 

HAIR STYL ISTS VIP room and stylist stations 

available for rent. Rent by the week or by the 

month. Great lo cation, free valet parking. Stu dio 

City. (818)501-7778 

 

LOMITA, CA - FA CIAL ROOMS 

WITH EQUIPMENT, HAIR / NAIL 

STATIONS AND MAS SAGE ROOMS FOR 

RENT Sa lon in great lo cation. Stylist and Man i- 

curist rent or com mission. Call Lupe 

(310)257-1924 

BUSY, WALK-IN BEAUTY SA LON IN 

GRANADA HILLS LOOK ING FOR MANI- 

CUR IST Call for more in formation 

(818)366-2322. 

SAN FRANCISCO / UN ION STREET 

SA LON is look ing for an am bitious and tal - 

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please call Erika (415)332-5450 personal number 

LA HABRA, CA - SEEKING BARBERS AND 

STYL ISTS Uni sex sa lon. Rent station $85 per 

week or buy the shop. Low rent. Plenty of park ing. 

For more in formation call Rosa (562)697-0200 or 

(562)631-5671 

STATIONS AVAIL ABLE FOR STYL - 

ISTS AND THREADING ARTISTS 

Only $165 per week. NORWALK / DOWNEY / 

SANTA FE SPRINGS AREA. Call now! 

(562)261-5709 / jobs@style-n-beauty.com 

ARCADIA, CA - NEWLY REMODELED 

HAIR SA LON HAS TWO HAIR STA TIONS 

AVAILABLE FOR RENT AMAZ ING LO CA- 

TION, PLENTY OF PARK ING. NICE, CLEAN 

AND FRIENDLY AT MOSPHERE. $650 / 

MONTH. CALL ALEX (626)447-9055 

 

TEMECULA, CA - HAIR STYLISTS 

WANTED Booth Rental or Com mission 

spots available. Beautiful and trendy sa lon with 

friendly staff. Great lo cale near Temecula Wine 

Coun try seek ing ex pe ri enced Styl ists. Con tact us 

(951)699-1983. 

HAIR SE CRETS SA LON HAS HAIR STA - 

TIONS FOR RENT - NORTH HOL LY- 

WOOD AREA Park ing available. Lo cated on a 

busy street, close to free way. 170, 10% com mission 

on prod uct sales. Wax ing and facial room available 

for com mission. Call Letty for more in formation 

(818)764-7474 

WHITTIER, CA ~ HAIR STATIONS 

AVAILABLE FOR RENT Great deal! Great lo - 

cation! $100 per week. Trendy, up scale Hair Stu - 

dio. Friendly en vironment with plenty of parking. 

Call Patty @ (562)644-0034 for more information. 

 

PRIME LO CATION ON VENTURA 

BLVD. ~ SHERMAN OAKS SA LON 

Two Hair and one Nail Station available for rent. 

Must have own cli entele. Lots of free off-street 

parking. Call for interview (818)995-4029 

LONG BEACH / LOS ALAMITOS / 

SEAL BEACH Great lo cation. Katella 

and Los Alamitos Blvd. New salon in busy cen - 

ter. Lots of foot traffic. Full-time Re ceptionists. 

Color Bar. Very nice peo ple. $165 per week. 

Call (714)606-0926 

 

A FULL SER VICE BEAUTY SA LON 

IN STU DIO CITY (next to Ventura Blvd.) 

of fers Stylist station, Nail station, and a ver satile 

pri vate room for Mas sage, Fa cial, and Skin 

available for rent. Plenty of free parking and 

friendly staff. (818)800-9593 

LEASE OFFERS 

FOR RENT - CY PRESS / LAKEWOOD 

/ EAST LONG BEACH AREA Styl ist sta - 

tions $250 per month!! Man icure sta tion in cluded!! 

Bring your cli ents. Call Fran @ home 

(310)952-1942, cell (562)788-0122, sa lon 

(714)828-7840 

HAIR STATIONS FOR RENT IN LAKE 

FOR EST Full ser vice sa lon. Good lo cation and 

parking. Rent available weekly or monthly. Lowest 

rent in town. Call (949)355-7068 or 

(949)598-9295 

LOS AN GELES AREA El egant new sa lon 

has sta tions avail able for $135.00 per wk for 3 

months with lease in busy shop ping cen ter. Many 

walk-ins. Message (714)865-0652 

 

HUNTINGTON BEACH - BUSY, 

FULL-SERVICE SA LON HAS TWO 

HAIR STYL IST STA TIONS AVAIL ABLE 

FOR RENT $185 per week. 10% com mission on 

product sales. Great lo cation, newly remodeled. 

$500 in centive to join our team! Va cation af ter 

one year. Client re freshments. (714)585-1185 

NEWPORT BEACH SA LON SEEK ING 

ESTHETICIAN (FULL OR PART-TIME) & 

HAIRSTYLISTS (FULL OR PART-TIME) 

Some cli entele needed. Beau tiful, plush, pri vate sa - 

lon. Pri vate room available. Please call Sharon 

(949)631-3183 or (714)553-0439 

VALENCIA ~ CONCERTO HAIR SA LON 

HAS HAIR STA TION, NAIL STATION & 

ROOM AVAIL ABLE Rental or com mission. 

Great lo cation. $200 per week - first week free! For 

more in for ma tion call Nik @ (661)287-3700 

(work) or (310)963-4247 (cell) 

 

SUNNYVALE, CA. - WELL ESTAB- 

LISHED SALON HAS STYL IST STA - 

TION FOR RENT Busy shop ping plaza. Plenty 

of parking. Call now! (408)530-9701 or 

(408)410-8721 

LE PRINCE SA LON & DAY SPA is a 

full ser vice sa lon lo cated in EL CAJON / 

RANCHO SAN DIEGO ~ Booth rent available 

for Hair styl ist / Man i cur ist. This beau tiful, 

newly de signed salon has 10 brand new 

chairs. The Styl ist stations are very mod ern. 

Two Man i cur ist ta bles, one ped i cure spa chair 

and two large rooms - one for Aes thetician and 

Mas sage. Very rea sonable rent (in cludes 

backbar) - ONE MONTH FREE!! Call 

Amir (619)670-5123, fax (619)670-5115 

 

CITRUS HEIGHTS AREA - STA- 

TIONS FOR RENT $450 per month. 

Must have cli entele. Call Vickey for more de tails 

(916)802-7767 or (916)725-2996 

BEAUTY SA LON IN RESEDA of fers Hair 

Station and Nail Station for rent. Tow els and 

shampoo pro vided. Must have own cli entele. Hair 

station $125 per week, Nail station $75 per week. 

Clean and friendly en vironment. (818)344-1333 


STYL ISTS AND ESTHETICIANS - UP - 

SCALE SA LON IN NEW PORT BEACH 

HAS ONE PRI VATE ROOM AND TWO 

STYL IST STA TIONS AVAIL ABLE for rent. 

Two weeks free rent to start. $150 per week for the 

first six months and one week vacation per year. 

Must have some cli entele. For more info call Sima 

at (949)675-2046 

CHAIR OPEN FOR RENT AT EXCLU- 

SIVE, UP SCALE ROB ERT SON BLVD. 

HAIR SA LON IN WEST HOLLYWOOD 

Call (310)487-7599 if in terested. 

HAIR STATIONS FOR RENT IN EL 

MONTE, CA $85 per week. Friendly atmosphere. 

Beau ti ful shop ping cen ter. Great lo ca tion, great 

parking. Nice peo ple to work with. We also have 

Direct TV and pro vide towels. Hurry, this of fer 

won’t last long! For more info call (323)697-0873 

BOOTH RENTAL $125 PER WEEK 

- SAMPSON & MC KINLEY, CO - 

RONA, CA Great lo cation near the 91 Freeway. 

Call (951)966-6248 

YORBA LINDA ~ SEEKING HAIRSTYLIST, 

MAN I CUR IST, ESTHETICIAN / FACIALIST 

Stations for rent: Hairstylist ~ $150 per week, 

Manicurist ~ $110 per week, Esthetician / Facial 

Room ~ $100 per week to start. Great lo ca tion ~ 

must see!! Call Steve (714)501-5805 

ESCAPE SA LON & SPA HAS FT & PT 

STA TIONS AVAIL ABLE 1st two weeks free. 

Located in busy shop ping cen ter in Rancho 

Santa Margarita. Full day spa & sa lon. For 

more in for ma tion please email: 

info@escapesalon.com or call (949)293-3631 

FULLERTON, CA Sunny Hills area. Stations 

for rent. Bar ber Styl ists, Cosmetologists 

with clientele. $175 weekly or $700 per 

month. Contact David @ (626)483-4685 or 

(714)526-6141 

BOOTH RENTAL AVAIL ABLE AT 

LOVELY LA JOLLA SA LON Hair / Nail stations, 

Facial / Massage rooms. Great lo cation in 

downtown La Jolla. Beau tiful, unique, re laxing en - 

vironment. Im press your cli ents. $55 per day. $210 

per week. Holly’s Sa lon. Call (858)454-3600 

BURBANK - HAIRSTYLIST & MANI- 

CURIST STA TIONS FOR RENT We have 

an up scale and beau tiful sa lon right in the heart 

of Burbank. Hairstylist sta tion $500 per month, 

Manicurist station $200 per month. Call Juliet 

@ (818)861-7655 for more details. 

MONTCLAIR, CA - CON TEMPORARY SA - 

LON LOOK ING FOR BOOTH RENT ERS 

WITH CLI EN TELE Three stations available. Low 

rent $120 per week. First week free. Stress free en vironment, 

on busy street. Call (909)624-5700 ask for 

Monica or Angie www.adoresaloncalifornia.com 

SALARY / 

COMMISSION 

WANTED: Li censed cos me tol o gists and 

estheticians to join the Ed ucation De partment at 

Federico Beauty In stitute – lo cated in Sac ramento, 

California. Will train! Visit www.federico.edu or 

call 919.929.4242 ex. 205. 

HAIR & NAIL SA LON IN VAN NUYS, CA - 

OWNER HAS MOVED - ESTABLISHED 20 

YEARS 4 Nail Sta tions, 3 Spa Ped icures, Nail 

Dryer, 4 Hair Sta tions, 2 Sham poo Bowls, Fa cial & 

Waxing Room, Laundry room and more. 1200 sq.ft. 

Price re duced - $35,000 OBO, shown by appointment 

only. This will be your best in vestment ever!!! 

Call (714) 833-4174 Mo ti vated to sell. 

SALON FOR SALE - COSTA MESA Three 

hair sta tions, four nail sta tions, three spa ped icures, 

one fa cial / waxing. Three full-time em ployees 

work ing. Price re duced - $55,000. Three years 

left on lease. (949)642-3880 or (714)467-7055 

PITTSBURG, CA - SA LON FOR SALE - 

AMAZ ING OP POR TU NITY! Great lo cation 

in busy shop ping cen ter. 11 stations, three sham - 

poo bowls, four dry ers, waxing room. Am ple park - 

ing. $40,000 or best offer - ne gotiable. Call Lidia @ 

(925)234-0173 for more information. 

THE BAR BER OF C’VILLE MUST SELL! 

One chair barbershop in Canyonville, Or e gon. 

Great op portunity to carry on an es tablished 52 year 

business. Call Jerry at: (541)839-6148 

BARBERSHOP FOR SALE IN MIS SION 

HILLS Equipped. Asking $25,000 or best offer. 

Owners relocating. Call (818)332-6483 for more 

in for ma tion. 

REDONDO SA LON FOR SALE! Great lo cation, 

beau tiful shop with five stations, three sham - 

poo bowls and room for massage / fa cials. Busy lo - 

cation with lots of park ing. Only $55,000! Call 

Jennifer Merritt, South Bay Bro kers 

(310)375-0583 or (310)413-7809 

BEAUTY SA LON FOR SALE IN SANTA 

CLARITA with eight new hair sta tions, two spa 

chairs, two manicure ta bles and facial room. Contact 

(818)426-4102 for more in formation. 

HAIR SA LON FOR SALE - WEST COVINA 

Close to free way. Newly re modeled. Seven stations, 

three sham poo bowls, fa cial room, massage 

room, laun dry / break room, se curity cam eras. 

1,200 sq.ft. Am ple park ing. Great lo cation. Asking 

$50,000 (negotiable). Call (626)378-7631 

YOU MUST BUY THIS POSH SA LON with a 

loft, spi ral stair case, 1,600 sq.ft. in Va len cia. All 

furnishings and fixtures in cluded. Ready to op erate! 

13 sta tions & manicure sta tion. Must See! (by 

appointment only please) Call (626)485-5304, 

email: bwilliam@westridge.org 

NOVATO, CA - OWNER IS RE TIRING - 

WON DER FUL OP POR TU NITY! Has large 

clientele. Willing to stay on for transition and train - 

ing. Low rent space in shop ping cen ter. Two 

rooms with lots of equip ment for Esthetician / Cosmetologist 

/ Nurse. Owner is in structor for advanced 

skincare. Call for more details 

(415)459-0839 

SHOPS FOR SALE 

BUILDING FOR SALE New re tail build - 

ing de signed for up scale Sa lon, Day Spa & 

Beauty Sup ply Store. Full Fur nished, Antioch, 

CA. Call for details. Ritchie Commercial - Peggy 

Hartz (925)935-7050 

CHANCE OF A LIFE TIME! OWN YOUR 

OWN SA LON ON UP SCALE UNION 

STREET, SAN FRANCISCO For sale - Best Of - 

fer. Streetfront bar bershop or ren ovate to a beauty 

salon. Rent is $1100 per month. (415)441-0356 


BEAUTIFUL, CLEAN & NEW SA LON IN 

BURBANK Four styl ist sta tions, one fa cial 

room, one ped icure spa, one man icure sta tion. 

Great Parking. Call for more in formation 

(818)726-7471. 

EDUCATION 

SANTA CLARITA Es tab lished lo ca tion on Si erra 

Highway. 1100 sq.ft. with five stations. One Styl ist 

may wish to stay and sub let. Low rent, good parking. 

Call (310)314-3137. 

SALON FOR SALE - NORTH HOLLY- 

WOOD Unique, rus tic style. 10 large hair sta - 

tions, cus tom made fur niture, wood ma terial. 

Very spa cious. Two hair dry ers, two shampoo 

bowls, fa cial room. Lots of park ing. $65,000 - 

Ne go tia ble. Ex cel lent con di tion. Must see! 

Call (818)270-0963 

 

LEARN NEW TECH NIQUES 

THROUGH DVD’S - FREE CAT A- 

LOG Hair cut ting & styling, clip per & ra zor cut - 

ting, hair col oring, wedding styles & updo’s, 

makeup, fa cials, man i cures and ped i cures, wax ing 

& hair removal, massage, and spa & body treatments. 

800-414-2434 - www.VideoShelf.com 

BEAUTY SUP PLY WITH SA LON FOR 

SALE - HA CIENDA HEIGHTS Since 1972. 

Great lo cation in Busy Shop ping Cen ter. Three 

stations, three sham poo bowls, two dry ers. $50,000 

plus Beauty Sup ply in ventory. Call for more in formation. 

(626)665-9124 

EQUIPMENT REPAIR 

B&B RE PAIR ~ SPE CIAL IZ ING IN 

BEAUTY SALON EQUIP MENT SINCE 

1980 Dryer re pair ser vice price only $22.00 per 

dryer plus parts if re quired. No ex tra labor charge if 

parts are in stalled dur ing ser vice check. Other ser - 

vices of fered: Cleaning of dryer hoods, Hy draulic 

Pump Re pair, Mi nor Plumb ing & Elec trical Re pair. 

Servicing South ern CA area. DIS COUNT 

PRICES ON ALL NEW EQUIPMENT. Trip 

charge may ap ply. Call for more in formation 

1-800-727-4979 

USED EQUIPMENT 

SIX BARBER CHAIRS WITH SIX STA- 

TIONS with sham poo bowls built in. In - 

cludes mir rors. Excellent con dition. $25,000. 

Beauty chairs, hair dry ers, etc. Call for more in forma 

tion (818)349-4310 

SALES, SERVICES & REPAIRS of Bar ber 

chairs, Sa lon chairs, and Hairdryers. Sales of NEW 

& USED Bar ber chairs and Sa lon chairs. We 

CUSTOM build Sa lon & Bar ber sta tions. UP - 

HOLSTERY / RE FURBISH services. We currently 

have: 10 bar ber chairs on sale- starting price 

$75; 15 antique barber chairs; New sa lon sta tionsstarting 

at $99.99; New shampoo cra dles- start ing 

at $125. For more info call Jesse @ 310-830-4982 

JJbarberdesigner.com. Se habla espaol 

PERFECT YOUR HAIR CUT TING AND 

COLORING SKILLS AT MOGI Mon day or 

Sunday day time class. For more info call Mogi at 

(310)801-1450 or www.mogihair.com / 

http://www.mogihair.blogspot.com/ 

AMAZING ‘HEAD TO TOE’ CERTIFIED 

BOTANICAL SKIN CARE CLASSES / 

WORK SHOPS and more of fered ev ery 4th Mon - 

day - April 27th- May 18th - June 22nd - July 20th - 

August 24th - Sept 21st - October 26th - No vember 

16th - Dec. 14th. You may bring mod els. Make 

your res ervations ahead of time - (949)598-4500 

PLEASE VISIT: www.masterhairstylists.com 

~ FREE DRAW ING! ~ Hair stylists Only ~ 

Sa lon Own ers add your Sa lon Web-Site link 

FREE to our ‘Sa lon List’ 

MISCELLANEOUS 

HEALTH BEN E FITS In cludes den tal, vi sion, 

pre scrip tion, chiropractic and med i cal. Not In surance 

Linda (541)554-7953 or (541)461-4564 

(home) 

VITAS IS LOOK ING FOR COS METOLOGY 

VOL UN TEERS to pam per Hos pice pa tients living 

at home or nurs ing fa cilities pro viding haircuts 

or set and styles. Op portunities available throughout 

South ern Ca. and the Bay area. For de tails con - 

tact Alex Silva at (858)503-4724 or al ex an - 

der.silva@vitas.com 

DONATE YOUR TIME: CALIFORNIA 

COS ME TOL OGY AS SO CI A TION SOUTH- 

ERN DISTRICT IS LOOKING FOR CCA 

VOL UN TEER MEM BERS to help cre ate our 

fu ture con tin u ing ed u ca tion etc. We need ded i - 

cated peo ple in all areas of South ern Cal ifornia. 

Our elec tion is com ing up in a few months - so let 

us hear from you. Non mem bers and students can 

apply. (949)598-4500 

BUSINESS 

OPPORTUNITIES 

MAKE $100 PER HOUR SHARP ENING 

SCISSORS AND CLIP PERS. I will beat any - 

body’s price on any equip ment and train ing. 

(408)439-9161 

PROFITABLE 

SIDELINES 

NATURALASH 4.0 ON LINE EYE LASH 

EX TEN SION TRAIN ING – Re ceive the 

2009 edi tion of NaturaLash 4.0 for FREE with 

your pur chase of kit when you men tion this ad. 

Earn $200 - $500 / ap plication! Live classes also 

available Na tionwide. 1-800-644-1297 or 

www.NaturaLash.com. Of fer ex pires March 31st. 

COSMETIC COM PANY HAS OPEN - 

INGS Part time, flex ible hours. Will Train - 

Un lim ited Pos si bil i ties. Call Donnie Floyd 

(760)220-9649 or (760)253-4304 or Marilynn 

Allmon (714)879-3082 

SELL YOUR USED EQUIPMENT HERE! 

Recently re modeled and need to sell your old fur niture? 

Up graded your es thetic equip ment? Reach 

the peo ple that will buy from you. Advertise in the 

Cal i for nia Styl ist News pa per classifieds and reach 

over 40,000 beauty and bar ber pro fessionals. For 

more in formation Call (503) 297-7024 or visit 

www.stylistnewspapers.com. 

NEW EQUIPMENT 

EL E GANT NAIL SUP PLY: We whole sale and 

retail New & Used Sa lon Equipments, Sa lon Fur - 

niture and all brand-name products OPI, IBD, 

Gena, Cre ative, LaPalm… We of fer on line con tinuing 

ed ucation. Please visit our website for more 

in for ma tion: www.elegantnailsupply.com. Phone: 

(937)258-0608 or 1-888-308-6308 


Tips for Salons to Come Out on Top 

By Diana Gilliard 

One of my clients said something notable 

the other day... “It’s a great time to be broke 

because you’re in good and abundant company.” 

She couldn’t have been more right. 

In this type of economy clients who were 

able to shop, spend with wild abandon, go 

to the movies, do whatever they liked whenever 

they liked are feeling the crunch. 

There is just no way to deny the truth... 

we’re all in an economic crunch 

and almost everyone feels it to 

some degree. The best thing 

a salon can do is go above and 

beyond for the client. 

Why? Why not, smart 

businesses always do. But now 

more than ever, clients are being 

inundated with other salons who 

want their business for a reduced 

price. The competition is on and 

here’s how to come out on top: 

1. Educate your staff that 

the client is number one. This 

economy is tough, and it’s important to give 

the clients above and beyond service. This means 

focusing on them, what their needs are and 

what specific issues they want to focus on. 

Do they have problems with their hair, 

skin, etc? What is it that the client wants out 

of the time they are spending in your salon? 

Figure out what they want and give it to 

them. Do they want to escape and vent, or be 

entertained? 

Whatever it is, it’s all about the client, not 

all about the team member. It’s a hard point 

to get across, but an extremely important one. 

2. Pamper clients with a hand massage 

while color processes. It costs the 

salon next to nothing... some grape seed oil is 

all. It makes the salon look more luxurious, 

and the atmosphere is inviting. 

It makes the client feel like they got a free 

little extra add-on they wouldn’t have at your 

competitor’s salon, and it bonds the client to 

The best thing 

a salon can do 

is go above 

and beyond 

for the client. 


the staffer. Make them love your staff even 

more. Not to mention, they will usually 

throw a tip out for it. 

3. Build your email list and email 

them a freebie on their birthday. Who 

doesn’t want to be recognized on her special 

day? If your hair salon cares enough to make 

sure you get a happy birthday, that’s a wonderful 

feeling that lasts all year, and makes 

your salon seem like they care specifically 

about her. 

4. Make sure your staff is 

friendly and accommodating 

always. You don’t have 

to spend anything to have 

nice people who work in your 

salon. Salon owners miss this 

mark a lot. Gone are the days 

of consumers who are willing 

to be treated like dirt while 

they fork out the money. They 

just don’t have to anymore. A 

salon’s staff should be clear on 

the fact that the customer always 

comes first. 

5. Hair color/cutting forecasting is 

an awesome way to show your client that 

she is way more than just a color formula 

in the computer. Talk to her... tell her “hey, 

you know it’s spring so lets brighten you 

up around your face with some shimmery 

pieces, but let’s talk about summer too... 

there is this awesome cut that’s a little shorter 

I can totally envision for you... it’s so sexy and 

perfect for your facial features... I’m going to 

keep this picture right here in a file for you. 

Let’s talk about it as we get closer to the summer 

season.” 

What this does is guarantee you that she is 

intrigued enough to plan to come back to see 

what you have planned next. It also shows her 

that you care and are thinking about her hair. 

Diana Gilliard is CitySalon and spa owner and stylist. The CitySalon 

(www.citysalonandspa.com) collection includes locations in 

Huntington Beach, Athens and Atlanta. For more information email at 

dianaleegilliard@gmail.com. 


2-4: International Congress of Esthetics and Spa, South Beach, FL 

1-800-471-0229 or www.lneonline.com 

3: The High Road to Education One Day Workshop, West Palm 

Beach, FL www.theHRTE.com 

3: Farouk CHI Spring Color Collection English/Español Hyatt 

Regency Richardson Texas ticket info/sales 972-271-4164 or 

showtixs@rocketmail.com 

3-4: Passion Intl Stylebooks 2009 Photography Competition 

- Passion Haircolor Stylebook, Chicago, IL (703)359-6000 ext. 22 

3-4: JosDen International Beauty Expo, Oakland, CA, 

www.josden.com or (909) 758-9333 – (866) 907-9333 

3-4: ABA Canada Beauty Show Edmonton www.abacanada.com 

3-4: Barnum Fashion Focus, Cleveland, OH 

www.victorybeautysystems.com 

8-10: Health & Beauty Expo, Vancouver, Canada www.jamexpo.ca 

16-18: NCEA presents the first National Esthetic Teacher Training 

(NETT) Conference, Las Vegas, NV www.ncea.tv/ns/nett.html 

17-18: Bronner Bros. International Hair and Beauty Show, Baltimore, 

MD www.bronnerbros.com 

17-18: The High Road to Education Ultimate Two Day Event, 

Nashville, TN www.theHRTE.com 

17-18: International Hair Show, Secaucus, NJ www.ihshow.com 

17-19: The Makeup Show New York www.themakeupshow.com 

212.242.1213 

17-19: Cash Flow Camp, Las Vegas www.inspiringchampions.com 

17-19: Global Spa Summit, Switzerland, www.globalspasummit.org 

18-20: The 14th China Beauty Expo www.chinabeautyexpo.biz 

31: IECA presents Haute Hair Competitions, Airway Heights, WA 

www.iecaspokane.com (509) 838-8242 

31 - June 2: International SalonSpa Business Network Annual 

Conference, Amelia Island, FL, 1-866-444-4272 

31-6/1: ABCH Energizing Summit, LA www.haircolorist.com 

31-6/2: Champ Camp, Minneapolis www.inspiringchampions.com 

June 2009 

5-7: The Aesthetic Show, Las Vegas, NV www.aestheticshow.com 

7-8: Premiere Orlando, Orlando, FL www.premiereshows.com 

7-8: Cosmoprof Beauty presents Seattle Fashion Focus, Seattle, 

WA www.cosmoprofbeauty.com 


American Institute of Education presents 80 hour Permananent 

Cosmetic Training Program (32 hours theory, 48 hours hands on training). 

Call for class dates 1-888-844-4247 www.aielectrology.com 

2-3: Westmore Academy of Cosmetic Arts presents Hairstyling & 

Updos & Character Teeth, Burbank, CA 1-877-978-6673 

3-4: Grace Albert Aesthetics Brow Design and Waxing Academy 

presents Day of Brows - Day of Brazilians, Las Vegas, NV & Columbus, 

OH 1-888-688-2769 www.perfectbrow.com 

3-4: Makeup Inst. presents Airbrush Makeup, Orange County; 

Makeup Techniques, San Francisco 1-800-566-2538 MIArtistPro.com 

3-9: Makeup Institute presents Jump Start Week, San Francisco, 

CA 1-800-566-2538 MIArtistPro.com 

3-July 29: SPAWHO.COM, Inc. presents Top Gun Front Desk Training 

- Online Webinar Course www.spawho.com, click training 

4-5: P&G Professional Care presents Wella Color Movement 

Evening Event and Workshop, Los Angeles, CA 1-800-422-2336 

6: P&G Professional presents Wella Experience & Wella Color 

Movement Swatch & Learn Studio, Los Angeles, CA 1-800-422-2336 

10: Miss Molly B Inc. presents Brilliant Brazilians with Crickett 

- Hands-on, Sacramento, CA (760)403-6457 www.missmollyb.net 

10-11: The Doves presents Cut & Color Connection, Santa 

Monica, CA www.thedovesstudio.com 

10-11: Vicki Peters Inc. presents NAIL KAMP, London, Ontario, 

Canada (714)350-5219 www.vickipeters.com 

11: Eva’s Esthetics presents Product Knowledge / Skin Analysis, 

Oakland, CA 1-800-765-7597 www.evasesthetics.com 

11: Miss Molly B Inc. presents Brilliant Brows with Crickett 

- Hands-on, Sacramento, CA (760)403-6457 www.missmollyb.net 

11: Cosmoprof Beauty presents Wella Cosmic Blondes, Glendale 

& Long Beach, CA www.cosmoprofbeauty.com 

11: EI presents The Wedding Business Workshop - (323)871- 

8318 joeb@ei.edu 

11-12: P&G Professional Care presents Essential Color Featuring 

Koleston Perfect, Los Angeles, CA 1-800-422-2336 

11-14: Eva’s Esthetics presents Post Graduate Hands On, Oakland, 

CA 1-800-765-7597 www.evasesthetics.com 

11-29: Westmore Academy of Cosmetic Arts presents Makeup for 

Beauty, Fashion & Glamour, Burbank, CA 1-877-978-6673 

11-June 19: Westmore Academy of Cosmetic Arts presents High 

Fashion, Print & Photography, Burbank, CA 1-877-978-6673 

11-July 2: Westmore Academy of Cosmetic Arts presents Makeup 

for Beauty, Fashion & Glamour, Burbank, CA 1-877-978-6673 

11-July 31: Westmore Academy of Cosmetic Arts presents Motion 

Pictures and Television, Burbank, CA 1-877-978-6673 

13-15: IBS Las Vegas, NV www.ibslasvegas.com 

13-15: International Esthetics, Cosmetics and Spa Conference, 

Las Vegas, NV www.iecsc.com 

14-15: 2009 Texas International Hair and Trade Show at the Dallas 

Convention Center. www.texashairshows.com 

14-16: Strategies presents No-Compromise Leadership, Centerbrook, 

CT www.strategies.com 

28-29: Passion Intl Stylebooks 2009 Photography Competition - 

Passion Family & Bridal Stylebooks, Dallas, TX (703)359-6000 ext. 22 

July 2009 

11-13: Face & Body Spa & Healthy Aging Conference and Expo, 

San Jose, CA (630)344-6023 faceandbody@faceandbody.com 

11-14: CCA’s Annual Convention 2009 Coiffure de Elegance, 

Burlingame, CA 1-800-482-3288 www.the-cca.com 

19-21: PBA Symposium 13, Las Vegas, NV. 1-800-394-5436 

www.probeauty.org/symposium 

19-21: Cosmoprof North America, Las Vegas, NV 1-800-557- 

3356 www.cosmoprofnorthamerica.com 

19-21: PBA Beacon, Las Vegas, NV 800-468-2274x117 

www.probeauty.org/symposium/beacon 

19-22: Strategies Incubator, Centerbrook, CT www.strategies.com 

26-27: Strategies presents High-Performance Front Desk Training, 

Centerbrook, CT www.strategies.com 

August 2009 

1-3: SalonLife ‘09 presented by National Cosmetology Association, 

Chicago, IL www.salon-life.com 888-254-9810 

15-18: Bronner Bros. International Hair and Beauty Show, Atlanta, 

GA www.bronnerbros.com 

16-18: Strategies presents Success for Today’s Salon/Spa 

Manager, Centerbrook, CT www.strategies.com 

23-24: The High Road to Education Ultimate Two Day Event, 

Pittsburgh, PA www.theHRTE.com 

23-24: Miami International Beauty and Barber Show, Miami, FL 

1-866-351-SHOW www.beautybarbershow.com 

23-24: Expo Latino Show CCA Education and Student Competition, 

Long Beach, CA 1-800-482-3288 www.the-cca.com 

30-9/1: Champ Camp, San Diego www.inspiringchampions.com 

11-Aug.27: Westmore Academy of Cosmetic Arts presents High 

Fashion, Print & Photography, Burbank, CA 1-877-978-6673 

13: P&G Professional Care presents Essential Foiling, Los Angeles, 

CA 1-800-422-2336 

16: Makeup Institute presents Bridal Makeup, Orange County & 

San Francisco, CA 1-800-566-2538 MIArtistPro.com 

17: Makeup Inst. presents Hairstyling Updos, Orange County; Fantasy 

Hi Fashion Makeup, San Francisco 1-800-566-2538 MIArtistPro.com 

17-18: P&G Professional Care presents Color Correction, Los 

Angeles, CA 1-800-422-2336 

17: George Riley’s PBC presents Color Placement Class, Sacramento, 

CA 1-800-303-3630 www.georgerileyspbc.com 

17-18: Vicki Peters Inc. presents NAIL KAMP, Billings, MT 

(714)350-5219 www.vickipeters.com 

17-18: Grace Albert Aesthetics Brow Design and Waxing presents 

Day of Brows - Day of Brazilians, Northridge, CA, Portland, OR, Phoenix, 

AZ & Boulder, CO 1-888-688-2769 www.perfectbrow.com 

18: Vicki Peters Inc. presents Acrylic Workshops with TeamVicki, 

Brick, NJ (714)350-5219 www.vickipeters.com 

18: Cosmoprof Beauty presents Wella Cosmic Blondes, Rusk 

Mirage Cutting Demo, Lancaster, CA www.cosmoprofbeauty.com 

18: EI presents Easy Airbrush Makeup Workshop - (323)871-8318 

joeb@ei.edu 

18: Makeup Institute presents Camouflage Makeup, San Francisco, 

CA 1-800-566-2538 MIArtistPro.com 

18: Eva’s Esthetics presents Speed Waxing for Face & Body, 

Oakland, CA 1-800-765-7597 www.evasesthetics.com 

18: George Riley’s PBC presents Color Placement Class, Pleasanton, 

CA 1-800-303-3630 www.georgerileyspbc.com 

18: Amazing Head to Toe Certified Botanical skin care classes / 

workshops. Call for reservations (949)598-4500 

18: PBA Salon Series: Best Practice Web Workshops presents 

Linking the Guest Care Team and the Top Line. For info and to register: 

www.probeauty.org/bestpracticeclub/salonseries 

19: P&G Professional Care presents Color Freedom, Los Angeles, 

CA 1-800-422-2336 

20: P&G Professional Care presents Maximize Your Color Business, 

Los Angeles, CA 1-800-422-2336 

23: Makeup Institute presents Eyes Have It, Orange County & San 

Francisco, CA 1-800-566-2538 MIArtistPro.com 

25: EI presents Bridal Makeup Workshop - (323)871-8318 

joeb@ei.edu 

26: P&G Professional Care presents Creative Long Hairdressing, 

Los Angeles, CA 1-800-422-2336 

27-28: P&G Professional Care presents Classic Cutting, Los 

Angeles, CA 1-800-422-2336

WHAT’S NEW IN THE MARKET 

1. Summer Proof Your Hair 

Summer proofing your hair just got easier with JKS International Scalp Rehab Shampoo and Conditioner. 

The deep cleansing shampoo uses Tea Tree Oil, Niacin and Biotin for healthy scalp circulation 

and crisp clean hair. To replenish nutrients and add strength follow up with JKS Scalp Rehab Conditioner. 

JKS PH Balancer and Detangler is a leave-in weight-free formula that detangles, smooths, add 

shine and neutralizes chemicals including ocean salt, pool chemicals and more. Stylists can use JKS PH 

Balancer and Detangler lightly misted prior to color, highlight or perm service to achieve even results 

and protect their clients’ hair. A must have take home product for beach and pool lovers right after 

swimming. 

For more information about the full line of JKS International, visit www.jksusapro.com or call 

1-877-JKSUSA2. 

2. Curriculum for Advanced Esthetics Courses 

Milady, a part of Cengage Learning released the first ever text on Advanced Esthetics, Milady’s 

Standard Esthetics: Advanced. This text is designed to be used in conjunction with Milady’s Standard 

Esthetics for programs consisting of 600 course hours or above. 

Milady’s Standard Esthetics: Advanced is created to introduce advanced treatments in the skin care 

industry. This in-depth, yet easy to understand resource is essential for programs that require advanced 

material to meet today’s requirements such as: electricity and light energy, the role of the esthetician 

in a medical environment, and new cutting edge spa treatments as well as technological advances. This 

text contains expanded information in business and financial skills that are critical for a student to succeed 

as a skin care professional in the beauty and wellness industry. 

Milady, a part of Cengage Learning, is the number one provider for beauty and wellness learning 

solutions. For more information and to order visit www.milady.cengage.com. 

3. Clean, Deodorize and Volumize Hair Without Water 

Clean-Dry Shampoo by Zerran Hair Care is great for travel, gym, camping, home care or any situation 

you may need to clean the hair quickly without rinsing. Zerran’s Clean-Dry Shampoo cleans and 

conditions the hair without alcohol, or messy powders. Natural antibacterial properties of the essential 

oils of Australian Myrtle help to reduce harmful bacteria. Clean-Dry Shampoo is fragrance free and is 

naturally scented with the essential oils of myrtle and lavender. 

Zerran Hair Care has been developing natural professional hair care products with renewable 

botanical extracts and essential oils for more than a decade. For more information call 1-800-626-1921, 

visit www.zerranhaircare.com or email info@zerranhaircare.com. 

4. Increase Client Sales with Private Label Travel Kits 

Global Beauty, manufacturer of clinical based private-label products, introduces personalized Travel 

Kits, giving skincare professionals and salons the opportunity to sell their clients beautiful, customized 

and practical compact skincare sets, available for ten skin types. 

Customized with the salon’s logo on the enclosed bottles and marketing insert cards, the Travel 

Kits are available to professionals with only a six-piece minimum order, and are affordably priced at 

$13-$15 each, wholesale. 

The kits come in ten combinations, each offering an average of six items, including Acne Clearing, 

Age Management, Normal – Oily, Normal - Dry, Mature – Very Dry, Post-Peel Recovery, Skin Lightening, 

Sensitive Skin, Cellulite Treatment, and Men’s Essential Starter. 

The kits provide high-quality products targeting a client’s individual skincare needs, ideal for traveling 

or for simply allowing customers to sample a set of products in your line. 

For more information on Global Beauty visit www.globalbeauty.net or call/email (949) 770-4290; 

ellencark@globalbeauty.net. 

5. Professional Beauty Expert Reveals Tips and Tools 

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5 

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2 

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Internationally recognized beauty, hair and skin care expert, Dimitri James, creator of SKINN 

Cosmetics, shares his 25 years of experience in creating total head to toe “make-over magic” in his book 

Becoming Beauty. 

James shares beauty, skin care, hair and style tips, tricks and fixes. You’ll learn how to disguise 

figure faults by choosing the right clothes for your body type. You’ll learn how to look 10 years younger 

with skincare recipes that you can make in your own kitchen! You’ll find 50 ways to beat acne and 

discover the right hair style and hair color for your facial structure. 

James will help you realize your own personal style so you will never have to ask “How do I look” 

again. The book is 110 pages and is available at www.skinn.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.

May - Stylist and Salon Newspapers

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