pba progress fall08 newsletter
Post on 30-May-2018
221 Views
Preview:
TRANSCRIPT
-
8/14/2019 PBA Progress Fall08 Newsletter
1/16
Fall 200
January 31 - February 2, 2009Long Beach Convent ion Cente r , CA
Event Spotlight
Inside this Issue
Letter romthe Leadership inside ront cover
Government Aairs 1
PBA CareerCenter 2
PBA Symposium 2
Rebuilding the Last Angle: Part II 3
Beauty and the Economy:
A National Profle
o the Salon Industry 4-7
Distributor/Store Section
Activity Based Costing 8
Distributor Benchmarking Survey 9
New! Beauty University 9
Manuacturer/Rep Section
Manuacturer Member
Profle: Circle o Friends 10
The 2008 Market Shipment Study 11
ISSE 2009: PBA Member Events 11
Salon/Spa Section
Cutting Edge Mentor Program 12
ISSE 2009: PBA Fast Fire Panel 13
Beneft Highlight: AonAfnity Insurance Services back
cover
ProgressAn Update or Members o the Proessional Beauty Associatio
PBA Studiesthe Industry
Distributor Benchmarking Survey Market Shipment Study...and announcing the launch of a new groundbreaking
industry study at PBA Symposium in Las Vegas.
Beauty and the Economy:A National Prole of the Salon Industry
photo courtesey of entrant Van Council for the Van Michael Salon.
PBA_fall08_nwslttr_singlepgs.ind1 1 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
2/16
YouBelong
As we enter the last ew weeks o 2008 and with all o the recent
economic turmoil, its almost a daily occurrence that I receive phone
calls rom members and the press looking or statistics and economic
data about the proessional beauty industry. Until recently, some o
the callers I could help, some I could not. However, that situation is
changing and changing rapidly.
PBA has always had great baseline inormation available. Research is
a cornerstone o what trade associations provide their members and
industry. This is why-as part o our ongoing mission to continually enhance
the value o your membership-our volunteer leadership has been hard at
work driving the organization to serve the needs o our members with
valuable, timely and relevant research and statistics.
Set to be released at the 2009 PBA Symposium-taking place July 18-
21 at Mandalay Bay Convention Center in Las Vegas-PBA has initiated a
landmark study o the salon and spa environment, covering everything rom
best practices in retail, global beauty trends, consumer experiences and
expectations, competitive beauty environments and best in class salons.
The study is groundbreaking in its depth and breadth o coverage, and we
are extremely excited to bring this caliber o inormation to our members.
Recently released on the research ront, the PBA Distributor Benchmarking
Survey provides a snapshot o critical operating and nancial inormation
that allows members to compare their own organization with those o
their peers (more on page 10). PBA has also just recently re-released
the latest version o our National Prole o the Salon Industry, updated
with the latest Department o Labor and US Census Bureau statistics.
This report contains detailed data about the size, makeup and economic
impact o our industry as viewed by the ederal government. For more on
this report, be sure to check out this issues cover story on page 5.
In addition to this research, our PBA Research Committee has been
working on enhancements to the PBA Haircare Market Shipment
Study. Administered by the national accounting irm o Deliotte, the
study is conducted bi-annually and provides precise measures o sales
activity at the manuacturer level. The hardworking committee is also
developing a similar study or the appliance sector o our industry. For
more inormation on this study, turn to page 12.
These new tools are all powerul reasons to remain a part o PBA. As
a PBA member with direct access to this research, your business has a
competitive advantage during this tough economic time. To learn more
about these valuable tools, read on in this issue o PBA Progress!
I encourage you to renew early to make sure you dont miss out on
any o these new tools and all o the other valuable beneits that PBA
has to oer. Visit probeauty.org to maximize your return on your dues
investment and thank you or your continued support!
A Letter from the Leadership
Renew Now &Win a Trip to Las Vegas
Renew your 2009 annual dues beore Decemb
15, 2008 and not only will your valuable memb
benets continue without interruption, you w
be entered in a drawing to win a trip to PBA
2009 annual meeting at Mandalay Bay in L
Vegas! The drawing winner will receive:
- Domestic airare
or 1 person
- 3 nights o hotelaccommodations
- 1 complimentarytuition to PBASymposium
- 1 complimentaryticket to NAHA 20
- 2 complimentary,
3-day badges toCosmoproNorth America
- 2 complimentarytickets to theCity o Hope Dinner
The lucky PBA member will be notied
January 2009. For more inormation or
contest rules, email ino@probeauty.org.
SymposiumPBA
Steve SleeperPBA Executive DirectorScottsdale, AZ
probeauty.org
PBA_fall08_nwslttr_singlepgs.ind2 2 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
3/16
Government Affairs
Labor Unions,
and the Salon IndustryThe so-called Employee Free Choice Act,
also known as Card Check, is likely the
biggest legislative threat youve never
heard o. The nations labor unions are
aggressively pushing a ar-reaching and
radical agenda to, in its own words, take
back the economy. Headlining the agenda
is legislation to make it cheaper, aster and
easier to unionize Main Street businesses
and small retail establishments.
Under existing law, employees are allowed
to vote or union representation through
secret ballot elections. To begin organizing
workers, a union must solicit employee
signatures on union authorization cards.
Once the union has collected signatures
rom enough employeesa minimum o
30 percentthen the union can request
an election. I a majority o workers
expressing their choice in the privacy o
the voting boothsupport the union, then
the employer must begin bargaining with
the union. I most workers vote against
the union, then it does not represent themand must cease its organizing activities.
Unions win recognition in over 60 percent
o these elections.
Under the proposed Card Check
legislation, an employees right to vote
by secret ballot is eectively eliminated.
The law would require employers to
recognize a union without an election
once organizers collect signatures on
authorization cards rom a majority o
employees. Under the proposed law,
holding a secret ballot election once
unions collect cards rom a majority o
workers would become illegal. Critics
charge that without a secret balloting
process, workers are open to undue
pressure and coercion rom union
organizers.
Card Check would make it cheaper,
aster and easier to unionize Main
Street businesses, small service and
retail establishments and industries that
have never experienced unionization
beore including the proessional salon
industry. For example, in a businesswith 10 employees, union organizers
would need only 6 signatures to orce
the business to recognize and bargain
with the union. Employers may not even
realize they are being targeted.
A business owner can go home on Frid
thinking everything is OK and come ba
on Monday and nd out that the uni
had gotten employees to sign the ca
over the course o a weekend without t
employer having any idea that there w
an eort under way, said Sam Leyva
PBAs director o government aairs.
adds, Small businesses are particula
vulnerable because they may not ha
the legal resources needed to withsta
a unionizing campaign.
There is strong support or Card Che
legislation by some members o Congre
and President-elect Barack Obama. In a
the House o Representatives approv
the legislation in 2007. However, lab
unions were unable to get the legislati
through the Senate this year. Card Che
legislation is expected to be a priority the new administration in 2009.
To learn more about this issue, visit
probeauty.org/advocacy or contact
Sam Leyvas at 800.468.2274 x3437
or sam@probeauty.org.
Card Check
PBA_fall08_nwslttr_singlepgs.ind3 3 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
4/16
Looking or that perect t? In December, the Proessional Beauty Association (PBA) will
launch its new, online job board, the PBA CareerCenter: your online resource or making
employment connections in the beauty industry.
Finding the right candidates or your open positions can be a time consuming and
rustrating process. With the launch o the PBA CareerCenter, employers will nally be
able to target their advertising to recruit the candidates theyre looking orand spend
less time doing it! As the industrys trade association, the Proessional Beauty Association
represents a niche talent pool o beauty proessionals. PBA members will also receive
one ree job posting annually and discounted member rates on additional listings!
For job seekers, the PBA CareerCenter is the ideal place to be seen by employers who are specically looking or
beauty industry proessionals. Job seekers can post their resumes (condentially, i they choose), search jobs, apply
online and set up search agents to provide automatic email notications whenever a posted job ts their criteria. They can even
save jobs and apply when they are ready. Plus, all job-seeker unctionality is ree!
Mark your calendar or the launch o the new PBA CareerCenter in December 2008! The PBA CareerCenter will
be located at probeauty.org/careers
PBA Symposium has evolved into a one-o-a-kind
educational event or the entire industry. Symposium provides three days o upp
level business education, unlimited networking and powerul research about t
contemporary beauty consumer. Salons and spas can expect the same high-qual
education that Symposium has always oered. Manuacturers, exhibitors a
distributors will beneft rom industry-specifc general sessions in the mornin
and gain access to the Cosmopro North America event throughout the day.
Look or more inormation on Symposium in the winter issue o the newsletter
Introducing the New
PBA CareerCenter
SymposiumPBABEAUTY IS MY BUSINES
Mandalay Bay Resortand Casino | Las Vegas
consumerculture
July 18-21, 2009
probeauty.org/symposium
Program based on groundbreakin
new industry study.
N E W F O R M A T !
probeauty.org
h e l d i n c o n j u n c t i o n w i t
PBA_fall08_nwslttr_singlepgs.ind4 4 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
5/16
In the Wakeo the Greensburg Tornado
Part II: Rebuilding the Last AngleBuilding a salon or spa rom the ground up takestime and eort. Rebuilding a salon torn down
by a tornado to the highest green standards in
the nation takes even more time.
In the spring 2008 issue o PBA Progress, we
learned about the plight o Debbie Bolyes,
owner o Last Angles, ater the Greensburg
tornado tore apart her salon. (For a reresher
on the disaster and how Bob Peel Jr. o Peels
Salon Services came to the rescue and oered
to cover the cost o rebuilding to eco-riendly
standards, visit probeauty.org/progress and
click on Spring 2008 under the archive.)
Working closely with Debbies husband, a
contractor, the rebuild has gotten past the planning
stage and moved on to construction. The salon
is still being rebuilt to Leadership in Energy and
Environmental Design (LEED) standards.
Today, Bob says, The rebuilding should be
completed by the irst quarter o 2009 and we
are still planning a makeover o every citizen in
the entire city or the kicko o the salon. Matrix
is helping out with the opening by giving out
ree haircare to every Greensburg resident.
PBA wishe
Debbie Bolye
and Peels Salo
Services th
best of luc
with the rebuild
Congratulations o
your progress
PBA_fall08_nwslttr_singlepgs.ind5 5 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
6/16
Looking at the EconomyThrough Beauty-Tinted Lenses:
The U.S. economy is currently in the midst o its most challenging period since the early 1990s.
The economy lost 760,000 jobs during the rst nine months o 2008, and national gross domestic
product likely contracted during the second hal o the year. Add in the turmoil in the global nancial
markets, and it is likely that an economic recovery will not gain a rm ooting until well into 2009.
PBAs 2008 National Proile o the Salon IndustryBy PBA Economist, Bruce Grindy
Recessions are nothing new or the country,
and indeed the national economy experienced
a downturn as recently as the beginning o this
decade. But the dierence between the current
economy and the last recession is that many
consumers in the early 2000s were able to tap into
the equity o their homes to bridge the gap during
the downturn. As a result, consumer spending
continued to grow, even though the overall
economy contracted. With alling home prices andthe diculty obtaining credit, that is simply not an
option or many consumers today.
The current perect storm o declining wealth,
elevated ood and energy prices and stagnant
wages have all combined to put consume
in a precarious position. Consumer spendin
plunged 3.1% in the third quarter on an infatio
adjusted annualized basisits rst decline sin
1991 and its largest drop since 1980.
During periods such as this, the economy
typically propped up by Main Street sectors
businesses that are the cornerstones o the
local communities. Businesses that providproducts and services like the local restauran
market or salon are essential to the day-to-da
lives o Americans.
The Proessional Beauty Associations ne
National Prole o the Salon Industry illustrat
how the American salon industry is an engin
o growth or Main Street, even during times economic uncertainty. This article takes a loo
at our components o the National Prole, an
puts them in the context o the current econom
environment.
During periods such as this,
the economy is typically
propped up by Main Street
sectorsbusinesses that
are the cornerstones
o their local communities.
probeauty.org
PBA_fall08_nwslttr_singlepgs.ind6 6 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
7/16
Beefng Up Main Street
The U.S. salon industry registered steady growth in recent years.Although much o the growth in salon establishments was
driven by substantial increases in the number o non-employer
establishments, there were also steady gains in the number
o employment-based salon locations. Between 2001 and
2006, the number o employment-based salon establishments
in the U.S. increased 10%, according to the Bureau o Labor
Statistics. During the same ve-year period, the number o
employment-based businesses in all industries also grew 10%,
which illustrates the consistent contribution to the economy o
employment-based salons.
As the number o employment-based salons continues to
grow, so too do the number o employment opportunities or
salon proessionals. In recent years, employment-based salons
consistently provided growing numbers o job opportunities
even when many other industries were in decline. The U.S.
employment-based salon industry is currently on pace in 2008
to register its 16th consecutive year o job growth. Mo
impressively, job growth in the salon industry outpaced toverall economy in eight o the last nine years, including 200
Even while the overall economy was losing jobs in both 20
and 2003, salon industry employment continued to grow.
The contribution o the salon industry to the overall econom
has been even more impressive during the current econom
downturn. In the 12 months ending September 2008, t
number o jobs at employment-based salons increased 1.5
During the same 12-month period, the total number o jobs
the overall economy declined 0.2%.
Although the salon industry isnt recession proo, it post
steady sales growth in recent years amidst all o the econom
volatility. In 2006, the most recent year or which sales gur
are available, the overall salon industry registered total sales
$37.5 billion up 86% rom a sales volume o $20.2 billion
Total Salon-Industry Sales, 1997 to 2006
Billions o Current Dollars
Source: U.S. Census BuYear
Beauty
Salonsand Spas
PercentChange
Nail
Salons
PercentChange
Barber
Shops
PercentChange
Total
Salon-Industry
PercentChange
1997 68,904 5,879 3,545 78,3281998 69,388 0.7% 6 ,615 12.5% 3,516 -0.8% 79,519 1.5%1999 69,285 -0.1 7,045 6.5 3,471 -1.3 79,800 0.42000 68,004 -1.8 7,023 -0.3 3,338 -3.8 78,364 -1.8
2001 67,544 -0.7 7,310 4.1 3,254 -2.5 78,108 -0.32002 68,261 1.1 7,988 9.3 3,270 0.5 79,520 1.8
2003 68,964 1.0 8,527 6.7 3,320 1.5 80,811 1.62004 69,911 1.4 9,137 7.2 3,347 0.8 82,394 2.02005 70,762 1.2 9,608 5.2 3,366 0.6 83,735 1.62006 71,949 1.7 10,319 7.4 3,399 1.0 85,667 2.3
Number o Employment-Based Salon-Industry
Establishments with Payroll Employees
Source: Bureau o Labor Statistics, U.S. Census Bureau
PBA_fall08_nwslttr_singlepgs.ind7 7 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
8/16
1997. Although non-employers represent a majority o salon
industry establishments, employment-based salons account or
55% o total salon industry sales.
The Value o Value
In todays economy, consumers are continually searching or value
in the product and services they buy. Sharp increases in price can
have a dramatic impact on consumer behavior, as was illustrated
by the unprecedented run-up in gas prices earlier this year.
In recent years, salons have consistently provided their
customers with value, even with their prices increasing at rates
similar to the overall infation rate. According to the Bureau o
Labor Statistics, the Consumer Price Index or Haircuts and
Other Personal Care Services increased at rates below 4% in
each o the last nine years. More recently, salon prices increased
at rates below the overall infation rate. In act, 2007 mark
the rst year since 2003 in which prices or haircuts and oth
personal care services outpaced the overall infation rate.
More recently, salons have provided outstanding value
their cash-strapped customers in todays economy. In the
months ending September 2008, prices or haircuts and oth
personal care services rose a relatively modest 3.2%, w
below the overall infation rate o 4.9% and signicantly le
than the 7.6% increase in grocery store prices and the 23.1
jump in energy prices.
An Industry o Diversity
A diverse workorce is one o the hallmarks o the sal
industry, providing employment and career opportuniti
or individuals o all backgrounds. According to data ro
the Bureau o Labor Statistics, the salon industry employs
higher proportion o Arican-Americans, Asians and wom
than the overall U.S. workorce.
Twelve percent o individuals in personal appearance occupatio
are Arican American, slightly above the national average o 11Fourteen percent o salon proessionals are Asian, compared
5% o the overall U.S. workorce.
Eighty-ve percent o individuals in personal appearan
occupations are women, nearly twice as much as the 46%
the overall U.S. workorce that is represented by women.
Cover Story - continued
probeauty.org
Annual Percent Change in Prices or Haircuts and Other Personal
Care Services Consumer Price Index: Haircuts and Other
Personal Care Services vs. Overall Infation Rate
Source: U.S. Department o Labor, Bureau o Labor Statistics
PBA_fall08_nwslttr_singlepgs.ind8 8 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
9/16
Further Inormation
Want more o the industry research revealed in this article? Visit
probeauty.org/resources and log in with your section password
to download the complete 2008 edition o the National Prole
o the Salon Industry. The prole is complimentary or all PBA
members and $149 or non-members. Make sure to check out
the many other research resources available to members on the
PBA website while youre there!
Part o being a trade association is gathering and reporting
critical data and inormation that cannot be obtained anywhere
else. PBAs mission as the trade association or all sections o
the proessional beauty industry is to provide our members with
relevant, timely and important inormation that will allow them
to better manage, benchmark and grow their businesses.
Did you know that PBA has an economist who collects vi
data on the industry? An independent economist based
Washington, DC, Bruce Grindy, is also the ocial economist
the Proessional Beauty Association. As PBAs economist, Bru
is responsible or compiling the data or many o PBAs resear
eorts including the National Prole o the Salon Industry, t
Distributor Benchmarking Survey, the Portrait o the U
Salon/Spa Industry by Congressional District and other valuab
member resources. Turn to page 10 to learn more about t
2008 Distributor Benchmarking Survey.
Breakdown o Employed Individuals by Gender, Race and Ethnicity
Personal Appearance Occupations versus Overall U.S. Workorce
Source: U.S. Department o Labor, Bureau o Labor Statistics; 2007 data
To see a complete listing o all PBA research
and industry benchmarking studies please
visit probeauty.org/resources:
Market Shipment Study
National Profle o the Salon Industry
Portrait o the U.S. Salon/Spa Industry
by Congressional District
Distributor Benchmarking Survey
Salon and Day Spa 2007Consumer Trend Report
Salon/Spa Sections 10th
Anniversary Survey Report
As a member, all complimentary resources are
available or download on the PBA website.
You will be required to enter your PBA
password (available on your member ID card).
P r o f e s s i o n a l B e a u t y A s s o c i a t i o n
p r o b e a u t y . o r g
ofthe SalonIndustry
NationalProfile
Nov2008
PBA_fall08_nwslttr_singlepgs.ind9 9 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
10/16
Distributor/Store Section
probeauty.org
I was recently delighted, but surprised, to
be booked to do a workshop at a all 2008,
distribution association convention on the
topic o Activity Based Costing (ABC).
ABC is a cost modeling methodology or
getting a better sense o the true prots rom
customers, services/products, suppliers
and other business decisions that was rst
productized in 1987. Back then, it got a lot
o this-will-revolutionize-business hype, but
the adoption rate has generally been slow
across all industries. Some industries banks,
casinos, large logistics rms are heavy users
but activity within independent distribution
channels is about 10% or less.
Although I have been personally involved
in some terric, distribution-company
turnarounds that were both guided and
energized by ABC ranking reports (starting
in 1976) or protability o customers,
suppliers, branches and employees most
distributors have not tapped the ull potential
o ABC analysis or even philosophical thinking
which raises at least these questions:
Why the low, slow adoption rate or
ABC by distributors over the past 21
years? [1]
Why the weak ollow through at rms
that do get rst- or second-hand ABC
insights?
How can we make ABC a more user-
riendly and less threatening tool with
simple starts?
What would be the rst, easiest
distribution-specic ABC applications
to try?
Is my recent booking a sign o broader
interest within distribution channels?
And, rom the non-user crowd: First,
what exactly is ABC anyway?
ABC, simply put, is an accounting method (not
sotware, although there are ABC sotware
tools available) or assigning a rms resource
costs or all activities that go into producing
products and/or services by a more detailed
splitting up o and reassignment o indirect
or overhead costs.[2] (Readers can google
activity based costing + six steps and nd
all that you need.)
By simple example, i two customers o a
distributor each bought $1,000 o goods
with $200 o margin dollars in the order, how
much prot did each order put to the bottom
line? It depends, o course, on the number
and degree o service cost activities. What i
one order involved every (extra) service cost
imaginable while the second was generated
by a non-commissioned, house account which
was ordered electronically or standard, in-
stock, ast-turning goods and then picked
up by the customer who paid in cash? We
know intuitively that the second order is more
protable, and we are grateul to have it to
cross-subsidize some o the losing orders that
we know we have everyday. Our nancial
reporting systems have been shaped to pay our
taxes on time and do asset-backed borrowing
rom banks; they dont tell us which suppliers,
products and customer combinations make
us the most money, which really denes our
competitive strategy.
To extend the two order problem to customer
protability analysis or an entire years worth
o business, it is not uncommon or an ABC
analysis to rank customers rom the mostprotable to the biggest losers to reveal the
ollowing magnitudes:
The top 10% o the most protable
customers yield 90-100% o
company prots (The top 5 accounts
are sensationally protable; should
we do anything extra not to lose
them? Or, to sell even more to the
core more eectively?)
The top 40% cumulatively yield 140-
150%, which, lets say, is the break-
even point or the ranked customers.
The bottom 60% starts as negligible
losers to nish with a ew shockingly-
big losers at the bottom. The
cumulative losses on the bottom 60%
oset the extra prots rom the top
40%, so that 100% o the accounts
do total to 100% o the prot beore
interest and tax (PBIT).
But, the bottom 1-2% o the customers
will, notably and amazingly, lose as
much as 20% o PBIT (Should we try
to turn these lead accounts into
protable gold accounts? How?)
Visit merrield.com to read the rest o t
article and learn more about how to experime
with ABC prot reports.
D. Bruce Merrield, Jr.
Merrield Consulting Group, Inc.,
Article 2.27
merrield.com
[1]
Or, 29 years since the publishing o t
Harvard Business School case entitled: Pa
Distributors, Inc. (E): The Small Order Problem
The case was on one o my turnarounds and
now out o print.
[2]Acorn Systems (acornsys.com) is t
#1 ABC sotware company. They have
number o very large distribution rm clie
($200MM and up). They hope to repacka
their distributor best practices into a mo
aordable solution or smaller rms in the n
uture. I have helped a number o distribut
sotware rms install a simple custom
protability ranking report option.
(ABC)
Realizing the Potentiao Activity Based Costin
by D. Bruce Merrield,
PBA_fall08_nwslttr_singlepgs.ind10 10 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
11/16
Are your regional sales manager salaries in line with others? Is your percentage o sales heavy
on hair rather than equipment, nails or skincare? Are your store sales invoice amounts setting the
pace or the industryor lagging behind?
PBA is pleased to release the results o the 2nd PBA Distributor Benchmarking Survey.
Providing distributors with benchmarking inormation or categories such as sales training, sta
compensation, warehouse expenditures and more, this survey provides PBA distributor members
with a resource to compare their business to industry averages. Participating distributors receive
the results o the survey; all other PBA Distributors can purchase the results or $99 with renewal
o their 2009 PBA dues. The survey results are not available to members outside the distributor
section or to non-members.
To purchase the survey, please email ino@probeauty.org
or call Membership at 800.468.2274 (480.281.0424).
The 2008 Distributor Benchmarking Survey
Alternative Salon Concepts (Bellevue, WA)
Apollo Distributors (Houston, TX)
BBSNY (Kew Gardens, NY)
Bellarno, LLC (Lodi, NJ)
Besty, Inc. (Los Angeles, CA)
Caliornia Nail and Spa Supply (Citrus Heights, CA)
Central Nails and Beauty Supply (Stockton, CA)
CP Beauty Supply, Inc. (San Jose, CA)
Giell Beauty Supply (Flowery Branch, GA)
Hair Zone, Inc. (Moonachie, NJ)
Hairstations (Santa Clarita, CA)
Heavenly Boutique, Ltd. (Santa Clarita, CA)
Hi-Fashion Beauty Supplies (Long Island City, NY)
INY Beauty Supplier (Toronto, ON)
JP Enterprises (Longview, TX)
Marco-Bruno, Ltd. (Port Harcourt, Nigeria)
New PBA Distributor/Store Members
May 1 August 1 PBA Distributor/RetaBeauty Store Section
Metro Salon Services, LLC (Johnston, RI)
Mikala Nails and Beauty Supply (Columbus, OH)
Proessional Beautyand Nail Supply (Anchorage, AK)
Runnin Over (Accra, Ghana)
Salon Solutions by Snow White Solutions LLC (Palm
Beach Gardens, FL)
Sleek Cosmetics Ghana (Accra, Ghana)
Smart Mark, Ltd. (Lagos, Nigeria)
SV Beauty Supply, LLC (Victorville, CA)
Tai (Miami, FL)
Ultimate Beauty Companies (Huntington Park, CA)
Vision o Mission, Ltd. (Accra, Ghana)
Wizmet International (Lachine, Quebec)
Note: For a ull list o PBA members by section,please visit probeauty.org/directory.
PBA is pleased to announce tha
the Distributor/OTC Section o PBA
has been renamed the Distributor
Retail Beauty Store Section to
encompass a broader range o the
proessional beauty distribution
world. Everything else you know
and love about this section o PBA
will remain the same!
Questions aboutthe change?
Call us anytime at 800.468.2274.
Josh Haetz
The Raylon
Corporation
Reading, PA
The survey really
helps me benchmark
different areas of my
business to see where
we are doing great,
as well as determine
where my areas for
improvement are. Its
not easy getting this
type of information.
Ready or beauty sales and distributor-ocused education? Knowledge is a beautiul thing, which is why PBA is proud to
announce the launch o an online learning center in 2009. Beauty U will be an invaluable resource or the Distributor/Store
Section o PBA that will expand over time to include education or every section o membership. From downloadable
articles and business tools to interactive web workshops, Beauty U is making knowledge beautiul or you!
Coming soon!
Knowledge is beautiful.
PBA_fall08_nwslttr_singlepgs.ind11 11 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
12/16
Manufacturer/Rep Section
probeauty.org
Manuacturer Member Proile:
Circle o Friends was started
with the mission o creating
a proessional hair, bath and
body line or children, while
introducing them to a world o
styles and cultures. Founded
in 1995, Circle o Friends
became a PBA member in 2007. PBA
caught up with Eleanor Keare, president
and owner o Circle o Friends, this October
to ask about the behind-the-scenes work o
producing and distributing a proessional
beauty product to a niche market.
1) What is the origin story
o Circle o Friends?
Circle o Friends (COF) was started in 1995
by a mom who was working or a contract
manuacturer. She saw a need or childrens
proessional products. During her own
childhood, she moved every ew years with her
athers job, so she had the benet o learning
rst hand about many o the worlds cultures.
She wanted her own children and others to
have that same experience. The inspiration or
COFs multi-cultural packaging was born! Ater
running the business or 5 years, she sold it
to an investor so that she could spend moretime with her amily. That investor hired me at
the end o 2002 to run COF or him. In 2005,
I bought COF rom him with the objective o
urther expanding distribution and launching
innovative new products.
2) How successul has your innovative
line o childrens products been?
Circle o Friends is the leading childrens
line in the country. We are in more doors
than our competition and we oer the most
comprehensive product assortment. Our
salon/beauty supply business has grownevery year, up to 40%. Our sales success is
due to many actors. Our unique branding and
packaging attracts children and parents which
encourages trial. Our exceptional product
quality keeps them coming back or more. Our
trade partners appreciate our strong customer
service including communication, order turn
around and in-stock ratios.
3) How wide is your
distribution? Where
could I buy a bottle o
Ana Banana Shampoo?
Our products are available
nationwide through salons,
spas and beauty supply stores.
In addition to our ull service
distributors proessional-only stores,
we are also available at Ulta Beauty
Brands and select Beauty First stores.
4) Do you have plans to expand
into other areas o the industry
or into other lines o
child-specifc products?
We launched our lice prevention system,
called Lice Deense, with two products
in 2007. They have been so popular; we
launched two styling SKUs to the range this
year. We have several other new product
categories in development or launch in 2009.
We are very excited about them, but need to
keep the details a secret at this time.
5) Where do the names o your
individual products, like HansOom Pah Pah Shampoo, come rom?
We do extensive country research as part o
product development or each new product.
Its important that the character comes rom a
country that grows or represents the ruit that
inspires the ragrance. The creative names
(e.g. Oom Pah Pah Shampoo or Dragon Dance
Conditioner) are a result o our research.
6) How do you get the word
out about your products
to your customers?
We oer lots o product sampling. For
example, we give out product samples to over
100 charities each year. COF also does smart
marketing through the internet and bloggers
we have dozens o blog reviews. We also
attend about a dozen trade shows each year.
COF works with PR rms to support new
product launches and special events.
In-salon marketing is also a big part o o
outreach program. We have a genero
back-bar and tester program or stylists, g
out extensive merchandising materials a
oer suggested planograms.
7) What advice would you give a
manuacturer looking to start
a line o beauty products that fts
a niche such as childrens beauty?
It takes time to grow distribution. We ha
a very loyal customer base, which we ha
been building and nurturing since 1995. Do
expect overnight success! Your product a
your brand must have a point o dierence.
8) Why are you a member o PBA?
Its important to support our industry; a we
industry is bad or all businesses. We a
joined to take advantage o the members
discounts and networking opportunities.
Visit circle-o-riends.com to learn mo
about this pioneering beauty company a
to view their ull product line. Know o
member company youd like to learn mo
about? Email marketing@probeauty.org w
suggestions or uture member proles!
PBA_fall08_nwslttr_singlepgs.ind12 12 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
13/16
Exclusive ISSEBenefts orPBA Members
January 31-February 2, 2009Long Beach Convention Center, CA
PBA Members Lounge at ISSE
Looking or a quiet place o the show foor?
Stop by the PBA Member Lounge to rest, relax,
check your emails and grab complimentary
rereshments. Current PBA members are
welcome in the lounge be sure to wear your
PBA Member Ribbon or entry (i you dont
have one, we have one or you). Hours o
operation will be rom 11am 7pm on Sunday
and 11am 2pm on Monday. Beore 9am,
stop by the PBA booth located in the Arena or
a complimentary continental breakast!
Join us or a SuperBowl Party
On Sunday aternoon, PBA will host a
SuperBowl Celebration in the member lounge.
Enjoy the biggest game o the year with
ellow members or just come over to view
some o those talked about commercials.
Free game day snacks and spirits will be
provided or all PBA members!
Calling All Exhibitors or Breakast
at the PBA Booth
All exhibitors are invited to join us or a
continental breakast in the PBA booth at
ISSE, located on the Arena Floor. Grab a
cup o coee and network with other ISSE
exhibitors rom 7:30am 8:45am on Sunday
and Monday. Learn more about how you
can become more involved in your beauty
industry trade association.
And o course, PBA members always receive adiscounted booth price, 300 lbs. ree drayage,
40-60% discount on sponsorships and
advertising and two ree, three-day tickets.
Contact PBAs Membership Department or
more inormation about these ISSE events at
ino@probeauty.org or call 800.468.2274.
800-Pedi-Spa (Bentonville, AR)
AHNU (Petaluma, CA)
Angeleet Pedicure File (Rochester, MN)
Arminak and Associates, Inc. (Azusa, CA)
Bianco Brothers Instruments (Brooklyn, NY)
Continuum Footspas (New Berlin, WI)
Cortex USA Ltd. (Atlanta, GA)
Export Magazine (Malibu, CA)
Falcon International (Corona, CA)
Herbal Works (Las Vegas, NV)
Institute o Courage (Topanga, CA)
Jessie Steele, Inc. (Berkeley, CA)
Keratin Complex Smoothing
Therapy (Boca Raton, FL)
Key 2 Growth (Calabasas, CA)
M and M International (Delray Beach, FL)
Mahya Cosmetics, Inc. (Dallas, TX)
Metropolis Technology, Inc. (Burbank, CA)
Mommy Makeup (New York, NY)
New PBA Manuacturer/Rep Members
May 1 August 1
The 2008 MarketShipment Study
Each year, proessional hair produ
manuacturers anonymously share thdata with an independent public account
rm who prepares a comprehensive mar
overview o the industry. The data in t
study is available nowhere elsema
members eel the value o this study alo
pays or their membership.
PBA has released the mid-year 2008 Mar
Shipment Study. I your company provid
inormation or the Market Shipment Stu
the study is complimentary; otherwise, P
Manuacturer members can purchase t
results or $500. The Market Shipment Stuconducted two-times/year, showcases mar
shipment inormation in categories such
Hair Color, Haircare and Styling Produc
Coming in 2009the rst Market Shipme
Study or the Appliance sector!
To order the study, please email
ino@probeauty.org or call
Membership at 800.468.2274 (480.281.042
Naga Beauty Group (Sacramento, CA)
Nohm (Costa Mesa, CA)
Palladio BTY Group (Hollywood, FL)
Pure Body Elements (Aliso Viejo, CA)
Ram Products, Inc. (East Brunswick, NJ)
Salon Specic (New York, NY)
Sanzay Corp (Hialeah, FL)
Steron International (Los Angeles, CA)
The Beauty Company Inc. (North York, ON)
The Packaging Company (Long Beach, CA)
The Shears Store (Portland, OR)
Tip Essentials, Inc. (Los Angeles, CA)
Vicki Tsai (San Francisco, CA)
Viso Trading (Milton, ON)
VJJ Enterprises, Inc. (Lake Tapps, CA)
Vladymo Cosmetics (Windsor, CT)
Note: For a ull list o PBA members by section,please visit probeauty.org/directory.
Past exhibitors can go online to reserve space
www.cosmopronorthamerica.com/exhibito
New exhibitors can download a 2009 Reque
or Exhibit Space Form. I you have any questi
please contact Eric Horn at 800.468.2274
(480.281.0424) x3431 or Toni Davis at x344
July 19-21, 2009Mandalay Bay Resort and Casino
Exhibit space is going as
PBA_fall08_nwslttr_singlepgs.ind13 13 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
14/16
Salon/Spa Section
To request a mentor assignment or 2009, or volunteer as a mentor,
please contact Teena Purdiman at 800.281.0424 (480.281.0424)
x3442, or email teena@probeauty.org.
Tommy Aucoin, Atelier Aucoin Salons and Academy
Michael Bledsoe, Headlines Salon
Steven Brooks, Diva Studio
Kris Carpenter, Sanctuary LLC
Serena Chreky, Andre Chreky, The Salon Spa
Bonnie Conte, Avalon Salon and Day Spa
Darla Di Grandi-Aguielera, Hi-Lites Aveda
Mario Landino, Captiva Salon
Krista Martin, Metro or Men
Pamela McNair, Gadabout SalonSpas
Sasha Rash, La Jolie
Lawrence Seybold, Carenza Color Cutting Experience
Mary Swank, Simply Swank Salon and Spa
Melissa Yamaguchi, Yamaguchi Salon and Spa
Rowena Yeager, Studio Wish
The Cutting Edge Mentor Program for Salons/SpasThe best way to become truly great is to become
as accomplished as possible, and then help others
through your leadership, James M. Citron.
PBA volunteer mentors are available to help grow
your business! They are committed to expanding
the proessionalism o the beauty industry, and to
ostering the growth o leadership and business skills
within our membership. PBA mentors bring their
expertise, passion, inspiration and dedication to help
ellow members!
Mentors are available to consult with you in a one-day
visit to your business, i you will cover travel expenses.
PBAs Cutting Edge Mentor Program volunteers include
these experienced and successul business owners:
Enter NAHA Online!NAHA sets the standard for stylist achievement. A list of past winners
serves as a "whos who" of influential beauty makers in North America.
Ready to honor the work of stylists and tell your own story at NAHA
20? Applications are available for download at probeauty.org/naha
or enter online. Entries must be postmarked by February 2, 2009.
Need morinformatioon runningsuccessfu
photo shooprobeauty.o
naha/entenahadvd
PBA_fall08_nwslttr_singlepgs.ind14 14 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
15/16
A Style Concierge, LLC (San Diego, CA)
About Faces (Santa Barbara, CA)
All 4 Show Hair Trac Control (Compton, CA)
Arte Salon (New York, NY)
Bab and Co. Hairdesigners, Inc. (Carmel, IN)
Barberia Salon (Foster City, CA)
Beauty and Health (Cuernnvaca, Morelos)
Carolinas Spa Group (Charlotte, NC)
Che-la Salon and Spa (Bloomington, IL)
Christinas Salon (Pine Brook, NJ)
Coiure NU (Gatineau, QC)
Collins and Co. Salons (Cincinnati, OH)
Condence Beauty Salon and Spa (New York, NY)
Cutz and Color Salon and Spa (Pearl River, LA)
Distinque Salon and Spa (Pittsord, NY)
Diva Studio (Las Vegas, NV)
Elan Hair Studio (Brielle, NJ)
Entourage Hair Design (Indianapolis, IN)
Essentials Salon and Day Spa (Klamath Falls, OR)
New PBA Salon/Spa Members
May 1 August 1
Fresh and Co Salons (Edmonton, AB)
Gaia Microspa (Greendale, WI)
Goldwaves Salon and Spa (Fort Worth, TX)
Hair Master, Inc. (Manassas, VA)
Hey Good Lookn Salon (Lunenburg, MA)
Hollywood Glam Salon and Spa (Norman, OK)
Love and Makeup (Spencer, OK)
Mae - A Hair Place (Toms River, NJ)
Mancuso Salon and Spa (Sparta, NJ)
Mane Attraction (Winchester, VA)
Matt Wayne Salon (Omaha, NE)
Moxie Salon and Spa (Spokane, WA)
Natural Body Spa and Shoppe (Potomac, MD)
New York Beauty (Miami, FL)
Organicures Nail Spa (Phoenix, AZ)
Quail Run Inc. (Avondale, AZ)
Rocky Mtn. Hair Designs (Delta, CO)
Ruby Room (Chicago, IL)
RuMM Color Studio (Alpharetta, GA)
Come with questions the experts and get t
answers you nee
How do I keep my team motivate
Is now a good time to hir
How do I boost my retail in this economic climat
PBA members receive two free,
three-day t ickets to ISSE.
Register for your free tickets online at
probeauty.org/isse and get entered in a
drawing to participate in a professional
hair and fashion photo shoot with PBA!
Learn more about everything you can win at
ISSE this year at probeauty.org/isse/win or
check out probeauty.org/isse/education for
a sneak peek at all the amazing educationlined up for ISSE 2009.
Back by popular deman
Participate in a spirit
discussion with some of t
industrys most successful sa
and spa owners and get adv
on how to tackle todays tou
business issu
Dont miss PBAs Complimenta
Business Class at ISSE 200
Business Today Fast Fire PanFacilitated by: Cary OBri
of Cary OBriens Design & Color S
Monday | 11:30am 1:30p
Jan 31 - Feb 2, 200Long Beach Convention Cente
Saab Salon Spa (Ottawa, ON)
Salon 21 (Raleigh, NC)
Salon De Tay (Beaverton, OR)
Sheltons Salon and Day Spa (Arlington, TX)
SoLuTion or Hair (Houston, TX)
Spa Divinity (Roanoke, VA)
Studio 10 Healthy Hair Concept (Raleigh, NC)
Studio EMME (Jacksonville, FL)
Studio Fovero (Columbus, OH)
The Botanical, A Day Spa (Middletown, NY)
The Polished Capitol Group (Houston, TX)
The Styling Company (Calgary, AB)
Toscana European Day Spa (Boston, MA)
Volpe Salon At the Landings (Sarasota, FL)
Zona Salons (Norwell, MA)
Note: For a ull list o PBA members by secti
please visit probeauty.org/directory.
PBA_fall08_nwslttr_singlepgs.ind15 15 11/20/08 10
-
8/14/2019 PBA Progress Fall08 Newsletter
16/16
Professional Beauty Association
15825 North 71st Street, Suite 100
Scottsdale, Arizona 85254
b t
Do Your Part. Recycle.
Featured Benet Provider
Anity Insurance Services877.738.6993
aon.comavailable to salon/spa section only
Combined Property, General Liability and Proessional Liability coverage tailored to your business and level o risk.
Broad and enhanced coverage not included in most other business-owner plans.
Competitive rates that could save you money.
Flexible premium payment options so coverage is easier to budget.
Superior 24-hour claim service.
Free Loss Control to assist with risk management beore and ater a loss.
A salon or spas ree insurance makeover starts with a ree review. Let us analyze your current and uture business insurance needs, uncoverany costly gaps or overlaps and recommend ways to better manage your risks. Youll also receive a ree, no-obligation rate quote or the
coverage you need.
The coverage descriptions above are general in nature and or inormational purposes. To see the actual terms o coverage, please
reer to the policy. I there is any confict between the description contained above and the terms o the policy, the terms o the
policy shall control. Aon Association Services, a Division o Anity Insurance Services, Inc. in CA (Insurance License #0795465),
MN & OK a Division o AIS Anity Insurance Agency, Inc. in NY a Division o AIS Anity Insurance Agency.
Take advantage o Aons ree insurance makeover or your salon or spa (no appointment necessary).
The salon and spa industry is constantly oering new services and products. This can expose your business to new risks that are not covered
by standard insurance policies. How do you know i your salon or spas coverage is up-to-date and complete? Aon Anity Commercial Services
has a unique insurance program designed exclusively to meet the needs o salon and spa owners like you that can help. Our comprehensive
program oers you one-stop shopping with:
top related