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0 1-2012

ALL NEW

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Get a Light!Everyones Doing Gels

SERVICE INCOMENOW $7.3 BILLION

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74% OF NAIL TECHSUSE A SMARTPHONE

INDUSTRY

STATISTICS

SPONSOREDBY


2/272 | NAILS MAGAZINE | 2011-2012 THE BIG BOOK

Remember several years back when the planet

ormerly known as Pluto got downgraded rom

the Solar System? Scientists had discovered

characteristics o Pluto that showed it was

dierent than the other planets and dierent

rom how theyd looked at it previously so

they reclassiied Pluto as a dwar planet. AsI was working on these statistics, I was thinking

about Pluto, because weve discovered

characteristics o the nail business that cause

us to look at it dierently.

For instance, we elt that the method we

used to calculate market size was too narrow.

We used to benchmark our key service

categories: manicures, pedicures, acrylic ull

sets, and acrylic ills. Those were the our

planets in our Solar System that deined our

industry and theyd been the basis or 15 years

worth o data collection. But how could we notinclude gels? And nail art? I guess my Pluto

analogy is actually backwards: We havent

dropped any planets in our Solar System;

weve added new ones.

So this year, we expanded our review o all

service categories to include gels, nail art, and

we broke pedicures and manicures into two

categories: deluxe and basic. And or the irst

time, we have data to answer some o the

most requent questions our editors get about

how many o each service is done in nail

salons.

Enjoy this years Big Book. And we hope you

will use it.

Cyndy Drummey

Unless indicated, most of the data in this years Big Book was derived from a readership study done

by NAILS in October 2011. We had 1,471 respondents and weve used their responses to project

these figures. We maintain proprietary methods to calculate market size, service income, and

ethnic breakdown. We welcome the opportunity to talk to our readership about these statistics ingreater detail. We have more data than we can print, so please call us if you need something you

dont find here. Also, if youd like to browse our statistical archive, go online at www.nailsmag.

com/market-research.

IndustryIndustry OUTLOOKOUTLOOK

THANK YOU TO OPI,whose continued support o the

Big Book statistics section enables

this expanded market report.

George Schaeer and Suzi Weiss-

Fischmann are big supporters othis special issue and have great

regard or research-based decisions.

$7.3billion

Amountsshowninbillions

all manicures 15.4%

all pedicures 21.3%

acrylics 17.9%

gels (all types) 25.9%

nail art 9.8%

wraps/other extensions 1.5%

other 8.2%

5-YEAR marketsize comparison(this chart compares our

salon services only)

(includes all

money spent

in the salon on

the services in

the chart at the

top right)

(figures represent % of weekly salon services)

(figures show which gel services make up

all gel services done in the salon)

2012 projection ofnail market size:

2007 2008 2009 2010 2011

$5.4

$6.2$6.0

$6.3

$

6.6

NAIL SALON SERVICES

other

acrylics

wraps/otherextensions

gels (all types)

nail art

allpedicures

allmanicures

hard/

traditionalgels

UV/geltop coat

brush-on gels

soak-ofgels

coloredgels

geltoenails

GEL SERVICES

brush-on gels 24.6%

hard/traditional gels 23.9%

UV/gel top coat 18.3%

soak-of gels 15.3%

colored gels 10.6%

gel toenails 7.3%


3/27

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yy

4 | NAILS MAGAZINE | 2011-2012 THE BIG BOOK

New England/Mid-Atlantic 18.6%

North Central 19.6%

South Atlantic 20.7%

South Central 15.9%

Mountain 7.3%

Pacific Coast 15.6%

International 2.3%

WHERE DOYOU LIVE?

which title bestDESCRIBES YOUR POSITION?

Nail technician/booth renter 23.0%

Nail technician/employee 14.9%

Salon owner (doing nails) 30.1%

Salon owner (not doing nails) 3.6%

Salon manager/nail dept.

manager (doing nails) 6.1%

Salon manager/nail dept.manager (not doing nails) 1.4%

Student/apprentice 6.3%

Cosmetologist 7.3%

Other 7.3%

25 or younger 7.9%

26-30 10.8%

31-35 16.6%

36-40 18.3%

41-45 12.7%

46-50 14.5%

Over 50 19.2%

GENDER:

>>>

Nail TechNail Tech DEMOGRAPHICSDEMOGRAPHICS

One o the most ascinating aspects o the

proessional nail industry is its ethnic diversity,

especially the dominance o Vietnamese

salons. To see statistics on the Vietnamese

nail industry, including stories about how the

Vietnamese became such powerul players,

go to www.nailsmag.com/vietstats.

ETHNICITY

97%female

3%

male

Vietnamese 45%

Caucasian 33%

Hispanic 10%

Arican-American 9%

Korean 2%

Other 1%

HOW OLD ARE YOU?

Over 50

31-35

46-50 36-40

41-45

26-30

25 oryounger


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Some high school 3.8%

Finished high school 27.5%

Some college/AA degree 41.7%

Finished college 17.2%

Some graduate school 3.6%

Finished graduate school 6.2%

ARE YOU INSURED?*

how long have youbeen DOING NAILS?

Married with kids

Unmarried with kids 16.8%

Married with no kids 13.6%

Unmarried with no kids 18.1%

HOME LIFE

what is the HIGHEST LEVEL OFSCHOOLyou have completed?

>>>

Nail TechNail Tech DEMOGRAPHICSDEMOGRAPHICS

51.5%

I have medical insurance through my spouses policy. 38.3%

I have my own insurance policy, 21.1%not through work or a spouse.

I do not currently have medical insurance. 20.9%

I have insurance coverage through the salon 6.2%that I pay or personally.

I am covered by Medicaid, based on my income. 4.9%

I am covered by Medicare, based on my age. 3.7%

I have insurance coverage through the 2.5%salon that the salon pays or.

Other 2.4%

One year or less 15.4%

2-3 years 15.7%

4-5 years 9.4%

6-7 years 6.2%

8-9 years 6.2%

10+ years 47.1%

*2010-2011 Big Book

>>>


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yy

Nails-only salon 54.8%

Full-service salon 28.0%

Day spa 3.5%

Home-based salon 3.3%

Mobile salon/spa 0.8%

Resort/hotel/destination spa/salon 0.3%

Other/no answer 9.3%

How would youDESCRIBE YOUR

SALON?


Just me 52.0%

2 techs 17.4%

3 techs 10.5%

4 techs 5.6%

5 techs 4.6%

6 techs 3.1%

7+ techs 6.8%

>>>

business casual/proessional/common-sense dress code 26.8%

salon-branded top orsalon uniorm/smock/apron 23.6%

black & white or black &an accent color 20.7%

all black 13.0%

scrubs 5.5%

white lab coat or jacket 3.7%

trendy/stylish attire 2.9%

all white or white & accent color(but not black) 2.3%

nice jeans 1.3%

have a dress code that allowseither a daily color schemechange or more casual attire onweekends.

specifically prohibit one o theseitems: open-toe shoes, flip-flops, shorts, sweats, midrifs,sneakers, or cleavage-revealingattire.

specifically prohibit nail techsrom wearing jeans.

Do you carryPROFESSIONALLIABILITYINSURANCEfor yourself oryour salon?*

how many nail techniciansWORK IN YOUR SALON?

if you do have a SALONDRESS CODE, what is it?

does your salon have aDRESS CODE OR REQUIREA UNIFORM?

of salons that DO HAVEdress codes:

SalonSalon ENVIRONMENTENVIRONMENT

*2010-2011 Big Book

BOOTH RENTAL

of boothrenters paytheir rentweekly

of boothrenters paytheir rentmonthly

Average booth rentalor weekly renters

Average booth rentalor monthly renters

$110/week $410/month

$445/monthOverall booth rental average

4.6%

1.2%

9.2%


9/27

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$150 or less 16.8%

$151-$250 13.8%

$251-$350 10.3%

$351-$450 11.2%

$451-$550 11.2%

$551-$650 10.8%

$651-$750 7.6%

More than $750 18.5%

>>>

I am a booth renter, I pay rent

to the salon and I keep all

my service ees. 25.0%

I own the salon, but I also

do nails and keep what I make

rom services I personally do. 21.5%

I own the salon and pay

mysel a salary. 16.5%

I am an employee and I

receive just a percentage o

my service ees (no salary). 9.9%

I am an employee and I

receive a salary. 4.7%

I am an employee and I receive

a salary plus a percentage o

my service ees. 3.0%

I am a booth renter, and I pay a

percentage o service ees

to the salon as rent. 2.5%

I am an employee and my

compensation is based on the

number o clients I serve (or example,

I receive a higher commission

i I bring in more clients). 2.4%

Other 14.5%

which best describes yourCOMPENSATION SYSTEM?

Average weekly incomefor nail techs (all titles)

Nail TechNail Tech INCOMEINCOME

SERVICE PRICES

2011 2010INDUSTRY AVERAGE*

Basic manicure $19.76 $18.79

Deluxe manicure $28.89 $27.12

Basic pedicure $32.24 $30.99

Deluxe pedicure $44.70 $42.66

Full set acrylics (sculpt) $46.28 $45.06

Full set acrylics (tips) $41.52 $40.78

Gels (ull set) $49.93 $48.66

Colored acrylics (ull set) $48.35 $47.06

Pink-and-white acrylics (ull set) $47.74 $47.38

Acrylic fill $26.99 $25.87

Gel fill $31.73 $29.93

Gel toenails (ull set) $36.63 $37.03

Acrylic toenails (ull set) $35.87 n/a

Soak-of gel application $31.74 $28.68

*These prces do not reflect Vietnamese salon service pricing.

For techs who charge per toe, the average is $7.40/toe.

For techs who charge per toe, the average is $5.96/toe.

on average, how many HOURSDO YOU WORK EACH WEEK?

10 or ewer 12.6%

11-20 11.7%

21-30 19.5%

31-40 29.2%

41-50 19.8%

More than 50 7.2%


11/27

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Choosing a base coat for longer lastingmanicures no sweat.

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12/27

yy

31%

13%

42%

61%

%increase

since2010


what SERVICES are OFFERED IN YOUR SALON?

what SERVICES have youADDED THIS YEAR?

SalonSalon SERVICESSERVICES

*Specific new specialty mani/pedi services included veganmani/pedis, waterless manicures, hot stone mani/pedis.

Manicures 97%

Polish changes 95%

Pedicures 93%

Nail art 89%

Brush-on gel-polish 79%

Specialty manicures 74%

Specialty pedicures 74%

Para n dips 72%

Pink-and-white acrylics 71%

Full set acrylics (tip-with-overlay) 70%

Gels 68%

Full set acrylics (sculpt) 67%

UV-top coat service or gel overlay(as an additional service) 67%

Colored acrylics 59%

Soak-of gels 58%

Waxing (hair removal) 58%

Eyebrow shaping 55%

Gel toenails 52%

Colored gels 53%

Acrylic toenails 51%

Makeup application 34%

Massage 33%

Wraps (silk or linen) 31%

Eyebrow tinting 30%

Full-coverage nail art coatings (like Minx) 28%

Wraps (fiberglass) 28%

Reflexology 27%

Eyelash extensions 26%

Eyelash tinting 25%

Powder-and-glue extensions(acrylic dip services) 16%

Body wraps 16%

Microdermabrasion treatments(or hands and eet) 12%

Airbrush tanning 12%

Tanning 8%

Permanent makeup 6%

Non-waxing hair removal(electrolysis, or example) 5%

have you

ADDEDANYNEW

SERVICESthis year?

15%have discontinueda service.

44%have added anew service.

soak-of gels or brush on gel-polish 53.7%

specialty spa manis and pedis* 7.8%

new nail art techniques 4.8%

traditional gels (including colored gels) 4.8%

gel polish on toes 3.9%

Minx-type/press-on nail art 3.9%

acials/skin care services 2.4%

eyelash extensions/coloring/perming 2.2%

rock star toes/glitter toes 2.0%

waxing 1.5%

spray tanning 1.5%

hair extensions/eathers 1.5%

para n 1.3%

permanent cosmetics 1.1%

glitter tattoos 1.1%

eyebrow shaping/tweezing/threading 0.9%

makeup application

(including airbrush makeup) 0.9%

massage 0.7%

oot detox 0.7%

reflexology 0.4%

other 3.0%


13/272011-2012 THE BIG BOOK | NAILS MAGAZINE | 13

2012TREND WATCH

1

2

3

4

5

PRESCRIPTIVE GEL SERVICES ARE THENEXT STEP.With the advancement in technology o all things gels, were seeing

nail techs take a more prescriptive approach to gel services. Now

youve got traditional hard gels, soak-o gels (in builder/base

and colors), gel top coats, hybrid gel-polishes, and pure gel color

in bottles to choose rom. I she just needs extension or strength,

suggest a traditional hard gel. She might just want longer-lasting

color, then gel-polish might be what she needs. Understanding the

dierences in your gel options is key to growing your gel business.

PRACTICALLY ANYTHING GOES ON YOUR NAILS.Weve oicially entered a realm where the trend is the act that

there is no trend. You could have one client who is a sworn

classic nail girl and wears only pale pinks and the next hour youll

see that client who looks to Katy Perry and Lady Gaga or her

nail inspiration. You thought blues werent popular as a ingernail

color? Les Jeans de Chanel denim-inspired polish collection sold

out beore many ashionistas could get their hands on it. More

women (and men) are realizing that nails are a great place to make

a temporary (and oten inexpensive) ashion statement.

THE PRICE DIFFERENTIAL IS NARROWING.Weve seen a steady closing o the gap in the price dierencebetween Vietnamese and non-Vietnamese salons. Vietnamese

salons, on average, charged about 60% o the price o a non-

Vietnamese salon. Today its closer to 75%, as more Vietnamese

salons oer high-end manicure and pedicure options and gel-polish

services, and generally have raised their prices across the board.

TAKE A CUE FROM THE AIRLINE INDUSTRY.In these times o economic sluggishness, it might actually be smart

to keep your base prices the same and charge or the little extras.

Similar to how the airlines now charge or checked bags and extra

leg-room, salons can charge or longer massage, a heel treatment

during a pedicure, or custom nail art. From the business side othings, we even saw a ew salon owners charging their booth

renters a separate ee or pedi-spa use.

SOCIAL MARKETING IS KING.From Facebook and Twitter, to YouTube and Yelp, to Groupon and

Living Social, salons have harnessed scial media with a vengeance.

Its now common or salons to have Facebook or Twitter accounts

to connect directly and immediately to clients and potential

clients. Your clients can help you market your salon by liking it on

Facebook or by checking in on FourSquare. When their riends

see your salon name pop up on their pages, it works just like your

avorite old-school marketing method word o mouth. Hannah Lee

Salon TRENDSTRENDS

>>>



yy

Paper calendar/paper booking 61.0%

Computer sotware 21.0%

Smartphone app 10.2%

Online booking 4.2%

None o the above 3.8%

WHICH DAYS ARE YOUopen and/or open late?

If theyreopen,

theyre

open late.

If theyreopen, its

their busiest

day.

More than 8 clients/day 13.6%

8 clients/day 8.5%

7 clients/day 7.4%

6 clients/day 14.9%

5 clients/day 16.7%

4 clients/day 11.6%

1-3 clients/day 27.3%

on average, HOWMANY CLIENTS DOYOU SEEper day?

Sunday 19.2% 23.4% 19.1%

Monday 52.4% 41.5% 9.1%

Tuesday 74.9% 55.5% 12.1%

Wednesday 75.6% 56.6% 18.0%

Thursday 71.8% 76.0% 51.5%

Friday 76.4% 46.4% 46.9%

Saturday 73.8% 25.6% 47.6%

Open

ClientClient DEMOGRAPHICSDEMOGRAPHICS

WHO ARE YOUR CLIENTS? Respondents chose all that applied.

Regular appointments (clients who

schedule their appointmentsone by one) 46.2%

Standing appointments (clients whocome in every other Tuesdayat 9, or example) 38.4%

Walk-ins 13.1%

Other (filling in or anothertech, or example) 2.3%

what percentage ofyourbusiness is APPOINTMENTSVS. WALK-INS?

>>>

o respondents work exclusively on

standing appointments.

take walk-ins exclusively.

take no walk-ins.

which of the following do you usefor BOOKING APPOINTMENTS?

Girls under 20 7.4%

Women 21-25 12.4%

Women 26-35 19.5%

Women 36-45 28.0%

Women 46+ 29.2%

Men 3.5%

5.2averageclientsper day

3%

2%

39%

5.2%of salons have aclientele that is

made up of90%ormore in just one of these

demographic categories.


15/27

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2012 OPI Products Inc.

Axxium Soak-Off Gel System is for professional use only.Average cost per set is $1.33

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16/27

yy

most effective marketingmethods for nail salons

51%

17%28%

7%

7%

word ofmouth/client

referralsystem

salonwebsites

Facebook andother socialnetworking tools

onlinedirectories

newspapers

TOP 55

16 | NAILS MAGAZINE | 2011-2012 THE BIG BOOK >>>

WHERE DOYOU

ADVERTISEYOURBUSINESS?

Client reerral system 74.6% 51.2%

Facebook page 66.6% 27.9%

Local newspaper 30.9% 6.8%

Sponsor charity events 29.5% 5.2%

The salon has its own website 47.7% 16.5%

Yellow Pages (printed) 22.2% 4.0%Local or city magazines 19.4% 4.1%

Other online directories(including salon finder sites) 27.4% 7.2%

Direct mail to local area residents 17.3% 4.7%

High school or other school papers 17.2% 2.6%

Cooperative advertising withother local businesses 15.1% 2.9%

Twitter page 13.1% 2.5%

Door hangers or windshield fliers 9.5% 2.2%

Daily deal sites like Grouponor Living Social 11.1% 4.5%

Radio 10.4% 1.9%

Sponsor local sports teams 5.1% 0.5%

Online Yellow Pages 18.5% 3.4%

Local TV 3.6% 1.2%

FourSquare account 3.5% 0.3%

Billboards or bus benches 3.2% 0.7%

I HAVEADVERTISED

THIS WAYWITHIN PAST

12 MONTHS.

THIS ISONE OF MY

3 MOSTSUCCESSFUL

METHODS.

SalonSalon MARKETINGMARKETING

Percentage refers to the number who say its one oftheir three most successful methods of advertising.


17/27

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A convenient, economical way to offer pedicure services with the highest level of

sanitation OPI Disinfectable Foot File with Disposable Grit Strips, so that each

client gets a fresh strip.

Disposable strips available in 80-grit

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18/27

yy


iPhone 32.0%

Android phone 30.5%

Blackberry 12.4%I have an iPad or other tablet. 11.4%

Other 5.7%

Dont use 22.1%

what kind ofsmartphone deviceDO YOU USE?

Do youhave a

SMARTPHONE?yesyes73.9%(2011)[57.5%(2010)]

Tech-savvyTech-savvy TECHSTECHS

what BUSINESS APPLICATIONSdo you use your smartphone for?

Business phone calls 86.9%

Business text messaging 82.4%

Researching companies online 40.1%

Online appointment booking or the salon 26.8%

Accepting credit card payments 17.5%

Other business applications* 7.1%

*Other applications included banking, managing the salonwebsite, managing Facebook accounts, reading e-mail,

reading blogs, watching videos, checking e-mail.

ARE YOU ONLINE?

ATIONShone for?

86.9%

2.4

40.1%

lon 26.8%

17.5%

7.1%

anaging the salonts, reading e-mail,, checking e-mail.

I have my own Facebook page. 80.7%

My salon has its own Facebook page. 60.9%

My salon has its own website. 52.0%

I encourage clients to check-in tothe salon on FourSquare or Facebook. 24.5%

I have a Twitter account. 21.0%

I have my own website. 16.3%

My salon is on Yelp. 13.4%

My salon has its own Twitter account. 8.7%

I have a nail-related blog. 6.6%

I have a YouTube page. 5.7%

My salon has its own FourSquare page. 3.5%

I have my own FourSquare page. 3.1%

of nail techs under 25have a smartphone.

of nail techs over 45 do.

of nail techsbetween ages26-30 havea Facebook

page.

ofthose

over 45do.

Respondents chose all that applied.

87%

64%


19/272011-2012 THE BIG BOOK | NAILS MAGAZINE | 19

WHICH IS TRUE FOR YOU? under 30 31-35 36-40 41-45 46+

I have my own website. 16% 17% 16% 19% 15%

My salon has its own website. 55% 51% 49% 48% 55%

I have my own Facebook page. 87% 87% 83% 80% 70%

My salon has its own Facebook page. 67% 58% 67% 67% 53%

My salon has its own Four Square page. 21% 26% 25% 30% 11%

I have a Twitter account. 12% 12% 7% 10% 5%

My salon is on Yelp. 31% 27% 23% 24% 21%

WHICH IS TRUE FOR YOU?I use a computer to handle some business unctions. 71% 70% 67% 66% 64%

I access the Internet to learn more about new products. 89% 89% 90% 93% 89%

I access the Internet to look at diferent productmanuacturers websites. 85% 86% 82% 83% 81%

I look at nail-related videos online. 91% 80% 81% 84% 73%

WHICH OF THE FOLLOWING SMARTPHONESDO YOU PERSONALLY USE?

iPhone 40% 36% 37% 34% 22%

Android phone 39% 35% 30% 25% 25%

I dont use a smartphone 13% 16% 16% 18% 36%

I have an iPad or other tablet. 10% 9% 12% 16% 12%

>>>

less than one hour 14.8%

1 hour 37.3%

1 hours 7.6%

2 hours 24.1%

2 hours 1.8%

3 hours 6.9%

3 hours 1.1%

4 hours 2.1%

4 hours 0.2%

5 hours 2.4%

more than 5 hours 1.7%

HOW DO YOU DO BUSINESS ONLINE?We asked techs which of the followingstatements were TRUE for themselves.

I access the Internet to learn more about new products. 90.0%

I access the Internet to look at diferent product

manuacturer websites. 83.1%

I access the Internet to do research on the nail business. 80.6%

I look at nail-related videos online. 79.9%

E-mail is a good way to reach me. 72.7%

I use a computer to handle some business unctions. 66.6%

Im interested in receiving inormation aboutnail products via e-mail. 57.1%

I subscribe to various nail-related e-mail newsletters. 56.0%

I go online to chat with other nail technicians. 29.9%

how much timeper day do you

SPEND ONLINErelated to NAILS?

1.66averagehours per dayspent onlineWe looked at web and smartphone usage across age ranges, and although

there were areas where tech-savviness tracked closely to age, age is not always

a factor. More under-30 nail techs have a Facebook page than those over 45,

but most nail techs, regardless of age, use a computer in their business.

WHATSAGE got todo with it?



yy Yes, I provide all my own supplies,including tools and equipment. 70.4%

I provide some supplies, thesalon provides some supplies. 6.5%

The salon provides all mysupplies, except my tools. 11.6%

The salon provides all supplies,including tools and equipment. 11.5%

Do you PURCHASE yourOWN NAIL PRODUCTS?

HOW OFTENdo you

purchase supplies?

Less than once a month 9.1% 11.7%

Once a month 26.0% 25.3%

Twice a month 21.3% 24.6%

Once a week 15.9% 13.0%

More than once a week 2.2% 2.1%

No set pattern 25.5% 23.3%

2011

HOW MUCH DO YOU SPENDper month on nail supplies?

BuyingBuying HABITSHABITS

WHERE DO YOU SHOP for nail supplies?I shop in a proessional beauty supply store. 89.4%

I order rom an online-only distributor. 38.1%

I buy products at tradeshows. 36.5%

I order online rom my dealers catalog. 33.8%

I order over the phone rom my dealers

catalog or deal sheets. 31.1%

I buy direct rom the manuacturer. 27.2%

I shop in an open-to-the-public beauty store. 26.2%

A distributors sales consultant comes to the

salon and takes my order. 20.1%

For some items, I buy rom non-traditional places

that dont carry traditional proessional nail supplies. 16.2%

I shop at the drugstore or other general store. 10.2%

I shop rom a mobile or van dealer

who comes to my salon. 2.5%

Other 3.1%

Respondents chose the sources they use regularly.

$100 or less per month 43.2%

$101-$200 per month 29.4%

$201-$300 per month 14.7%

$301-$400 per month 5.5%

$401-$500 per month 2.3%

More than $500 per month 4.9%

2010


21/27

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CANA DRIPDRY?

LACQUER DRYING DROPS

Easily!Drip Dry dries nails to the touch in one minute,

completely in five, with just 1 to 2 drops.Any other questions?




yy

1 pedi spa 44.3%

2 pedi spas 29.1%

3 pedi spas 9.5%

4 pedi spas 8.8%

5 to 10 pedi spas 7.4%

more than 10 pedi spas 0.9%

50% of nail techshave PEDICURE SPASIN THE SALON.*

1 light 36.8%

2 lights 31.6%

3 lights 11.6%

4 lights 10.8%

5+ lights 9.1%

87% of nail techshave UV LIGHTSIN THE SALON.*

UV light (or curing gels) 87.2%

electric file 76.1%

para n unit 73.8%

pedicure spa (throne type) 50.0%

local area exhaust system (or ventilation) 39.3%

proessional towel warmer 37.9%

air purifier 37.8%

vented manicure table 29.3%

high-level sterilizing equipment (not autoclave) 28.9%

autoclave 18.9%

airbrush (or nails) 18.6%

airbrush tanning equipment 11.8%

tanning bed 9.0%

microdermabrasion equipment 8.9%(or hands and eet)

BuyingBuying HABITSHABITS

*2010-2011 Big Book

how ENVIRONMENTALLYCONSCIOUS is your salon?*

which of the following pieces ofSALONEQUIPMENT do you have in your salon?*

Im more aware o potentially dangerous chemicals in my products. 93.6%

Being environmentally conscious is important to me. 93.1%

We dispose o our unused products in an

environmentally correct ashion. 83.4%

We use low-energy lightbulbs at this salon. 69.2%

I believe my environmental consciousness is

important to my clients. 68.0%

I have instituted some green or sustainablebusiness practices in my salon. 65.2%

We have reduced our water consumption at this salon. 65.1%

We recycle at this salon. 63.9%

Being environmentally conscious is VERY important to me. 58.4%

When I can, I choose organic or natural products. 56.5%

I choose my salon products at least in part based on

the manuacturers commitment to environmental issues. 45.6%

I havent given much thought to the green movement. 28.7%

I think the green business movement is a ad. 19.3%


23/27

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matteNAIL ENVYSame strengtheningbenefits as OriginalNail Envy, but witha natural-lookingmatte finish.

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Strengtheningformula fortifies soft,thin nails with extra

calcium.

sensitive&peelingNAIL ENVY

Formaldehyde-freeformula protects againstpeeling with antioxidant

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maintenanceNAIL ENVY

Just the right balance

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switch to Nail EnvyMaintenance Formula

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24/27

yy

receive anINCENTIVE ON

RETAIL productsthey sell.


Nail polish

Top/base coats

Hand lotion

Cuticle treatments

Nail strengtheners/treatments

Hair care

Skin care products

Nail files, buffers

Makeup/cosmetics

Jewelry

If you doreceive an incentiveon retail products,WHAT IS THE INCENTIVE?

WHAT PRODUCTS

DO YOU RETAIL?nail polish 74.1%

hand lotions 71.3%

nail strengtheners/treatments 64.8%

cuticle treatments 63.2%

top/base coats 56.5%

nail files, bufers 46.5%

skin care products 41.7%

hair care 36.9%

jewelry 30.5%

polish drying products 27.5%

makeup/cosmetics 24.6%

other boutique items 24.1%

adhesives/nail glue 18.8%

candles 17.8%

implements or personal tool kits 17.2%

vitamins, nutritional supplements 17.2%

toe rings 16.7%clothing 8.3%

SalonSalon RETAILRETAIL

10%-19% commission 24.4%

Other commission/percentage o sales 24.4%

Discounts on salon servicesor retail products or mysel 7.8%

1%-9% commission 6.5%

20%+ commission 5.9%

Commission is variable/tiered 5.1%

Counted toward my salary/bonus 3.9%

Points systems/awards 3.0%

Rental rebate 0.9%Other 18.1%

OP 10BEST-SELLING RETAIL PRODUCTS FOR NAIL SALONS

1

3

2

4

5

7

8

9

10

6

71%


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yy


2011 2011Nail Techs Nail Salons

Alabama 2,836 563

Alaska 720 68

Arizona 8,039 815

Arkansas 2,133 450

Caliornia 83,673 7,978

Colorado 6,622 936Connecticut 2,932 929

Delaware 438 93

Dist. o Columbia 183 100

Florida 30,084 4,233

Georgia 7,689 2,137

Hawaii 1,620 229

Idaho 1,600 230

Illinois 9,910 933

Indiana 4,300 695

Iowa 1,084 365

Kansas 913 437

Kentucky 2,455 467

Louisiana 3,967 982

Maine 1,096 182

Maryland 6,266 1,031

Massachusetts 11,980 793

Michigan 13,832 1,607

Minnesota 3,508 638

Mississippi 1,715 446

Missouri 5,160 941

Montana 96 166

Nebraska 1,070 135

Nevada 5,708 200

New Hampshire 1,071 198

New Jersey 7,774 1,442

New Mexico 1,147 360

New York 16,335 4,128

North Carolina 9,318 1,784

North Dakota 112 69

Ohio 10,773 1,025

Oklahoma 4,208 279

Oregon 11,471 639

Pennsylvania 11,913 2,300

Rhode Island 1,245 178

South Carolina 1,874 788South Dakota 33 59

Tennessee 5,427 1,085

Texas 32,355 4,536

Utah 1,753 341

Vermont 186 60

Virginia 7,445 1,400

Washington 7,300 1,334

West Virginia 574 112

Wisconsin 1,307 228

Wyoming 350 120

TOTALS 355,600 51,244

Sources: This data is derived rom several sources: state boards sel-reported figures (in some cases, we confirmed the data by looking at the actual list

o license names); business lists and NAILS own estimates when a number is not provided or figures rom various sources were inconsistent. Our own

estimates are based on known inormation about the number o salon businesses in each state and the average number o nail technicians per salon.

RegionalRegional ANALYSISANALYSIS

BUSIEST NAIL TECHS

Montana has gone from 500 nail

techs in 2001 to just 96 in 2011.

West Virginia 6.8 clients per day

Alabama 6.6 clients per day

Minnesota 6.3 clients per day

Alabama requires

averageprice

Wisconsin

Colorado

requires

hours for a nail

tech license.hours for a nailtech license.

Louisiana, Alaska,

Arkansas, and

Alabama have all

doubled the nail tech

population in 10 years.

Arizona booth renters pay an average of

$663/month.

Tennessee booth renters pay an average of

$303/month.

Highest nail tech to salon ratio: Nevada at 28 to 1

Lowest nail tech to salon ratio: Montana and South Dakota at .6 to 1

averageprice

Massachusetts


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