the industry source magazine • nov/dec 2012

THE INDUSTRY SOURCE MAGAZINENOV • DEC 2012

UNLEASHYour Inner Entrepreneurp. 22

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The views and opinions in the articles herein are not to be taken as official expressions of the publishers, unless so stated. The publishers do not warrant, either expressly or by implication, the factual accuracy of the articles herein, nor do they so warrant any views or opinions offered by the authors of said articles. No part of this publication may be reproduced in any form or by any means, including photocopying, or utilized by any information storage and retrieval system without written permission from The Industry Source. Prices subject to change without notice. Not responsible for typographical or misrepresented items in catalog.

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Design Staff:Shelly Schroeder, Senior DesignerAdriana Lagrou, DesignerMackenzie Morlock, DesignerSusan Stevens, DesignerJen Boley, Advertising

Editorial & Sales Office:29683 W K Smith Dr.Lyon Tech ParkNew Hudson, MI 48165248.347.0388 phone248.347.3351 fax

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Cover Photo: CND

Contributors: Ian Cook, Gregory S. Downing, Joseph Lizio, Vickie Milazzo, Tage C. and John A. Tracy

© 2012 tng worldwide. All rights reserved.

Give clients the gift that keeps

on giving.

18 SMART SMALL BUSINESS TAX TIPS

Understanding the tax requirements of owning and operating a business (or hiring someone who does) is an essential part of being a business owner – and it can ultimately save you a lot of money.

44 BOLD STATEMENTS

What better way to make a statement this year than with color? Check out this season’s hottest fashion and polish color trends.

48 BEAUTY BUZZ DAZZLES DETROIT

Beauty Buzz was a night of the best that the industry has to offer and was an event not to be missed. A major fundraiser for the American Cancer Society, Beauty Buzz showcased a range of beautiful nail and hair looks complemented by cutting edge fashion and designed by some of the top names in the industry.

72 THE INDUSTRY SOURCE FLAGSHIP STORE

GRAND OPENINGTHE INDUSTRY SOURCE’s Flagship store has moved, and it’s better than ever!

November/December 2012

Become a fan of THE INDUSTRY SOURCE

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FEATURES

AWARD WINNING SOLAROIL

BY CND

8 THE INDUSTRY SOURCE November/December 2012


INNOVATEKemon: The Italian Touch Collection 34

Award Winning SolarOil by CND 36

Dollars and Cents 38

Snapshot 40

Bold Statements 44

CND Twinkle Toes Pedi 46

Beauty Buzz Dazzles Detroit 48

Top 5 Warming Treatments 50

JUST INNew Products 51

HOLIDAYHoliday Products 53

IMAGEThe Ultimate essie Experience 57

Dress for Success 59

DOLLARS AND CENTS14 Eight Reasons Why Opportunity Never Knocks on Your Door18 Smart Small Business Tax Tips22 Unleash Your Inner Entrepreneur26 Creating Team Players28 Alternative Financing in a Slow Market32 Don’t Let Cash Flow Slow You Down

CONNECT61 Ask the Industry

RESULTS 64 Ad Index65 November/December Promotions

TNG NEWS 72 THE INDUSTRY SOURCE Flagship Store Grand Opening

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Message from the CEO

Whoosh!!! What was that you might ask? That was the sound of the tail wind of 2012 as the calendar shortly makes its way toward 2013.

Not only do we have to endure the outcome of the Presidential election, but also the festivities of Thanksgiving, Christmas and other holidays that are celebrated. There is so

much to do and so little time to do it.

Swoosh!!! What was that you might ask? That was the sound of the head wind of 2013 making its way quicker than you thought. Most successful companies have already completed their sales and budget plans for 2013 and have made plans to strategically carry out their goals and objectives. What about you?

This issue is focused on dollars and cents. How much money are you leaving on the table by allowing your clients to go elsewhere (and most likely ULTA) to buy their beauty products? ULTA is a brilliant merchant and retailer and is opening stores in every major market. There is only one way for salons and spas to compete with ULTA – offer exclusive only brands ULTA doesn’t sell and make sure your clients buy them. If retail dollars are important to you, this is a great time to get ready for 2013 with a new strategy.

With the best part of 2012 still left to go, it’s not too late to take advantage of holiday gift items. We offer a wide variety (see pages 53 – 56), and your clients seek holiday presents that are affordable and fun to give. Beauty products are the best in class.

It’s also a great time to feature gift cards and gift certificates. One idea that works really well is offering regular clients the option to buy a year’s worth of services and pay in advance to receive a discount. Since December is the best time of the year to decide if you are going to raise prices for January, not only do they save on the annual plan, but they also save on any price increases.

Just think of all the dollars and cents sitting on your retail shelves. What items sell and which items don’t? This is a great time to put the items that don’t on clearance and give you extra dollars to put toward new items and lines in your business for 2013.

I want to thank you for your business and support in 2012. It’s always great to take a moment and pause to think about the good stuff that has happened and enjoy life for what it is. We work in a great industry – all about helping people feel beautiful. Let’s keep that dream alive.

Larry Gaynor, President & CEO, tng worldwideLarry Gaynor, President & CEO, tng worldwide

Larry Gaynor

Founded in 1985, tng worldwide is the worldwide leader in providing professional products to the salon, spa, tanning and hospitality industry. tng worldwide is a company that is defined by a mission of 100% customer success.

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You’re a hard worker. You stay late at the office and never complain. You’re your boss’ go to person on big projects, and you never let him down. You’re always taking on extra responsibility even when your plate is spilling over. And yet your career trajectory is as flat as a board.

Meanwhile, you can’t help but notice the coworkers who put in fewer hours than you but who’ve managed to get themselves promoted over you. Or that friend of yours whose long-shot cupcake bakery idea turned into a huge success. Or the countless wealthy businesspeople featured in the business magazines and blogs you read religiously who seem to have reached even greater success over the past few years despite the down economy. Of course, you’re tired of merely scraping out an existence, but you’ve concluded real success is all about luck and you just don’t have any.

Wrong! Says Vickie Milazzo. She explains that if you want to achieve her brand of wicked success, it’s all on you. Luck doesn’t have anything to do with it.

“I guarantee that the successful people you see every day don’t have anything you don’t have,” says Milazzo, author of the New York Times bestseller Wicked Success Is Inside Every Woman. “There

is no single factor that prevents success or one that guarantees it. If you aren’t driven by your passion or continuously working toward important goals, then of course you’re going to feel stuck in one place. But when you focus on your goals, plan your steps forward and have a little more faith in yourself, you can achieve wicked success.”

The first step, according to Milazzo, is to hold up a mirror and really examine what you’re putting in at work.

“Long hours don’t always mean you’re more productive than everyone else,” says Milazzo. “If you are working longer hours and still getting nowhere, it is important to objectively assess the value of your output.

“For example, how much time do you spend complaining? Do you have to discuss every issue ad infinitum no matter how small? Are you a high maintenance or low maintenance employee? Are you stealing time from the company to manage your personal life and counting it as work? Figure out how to become truly productive and to continuously make progress toward project goals. The success you seek will follow.”

If you’re still stumped as to why success has eluded you, read on as Milazzo explains a few success obstacles and how to get around them.

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You don’t network with big players. Generally, we tend to gravitate toward people who are similar to us: people who think similarly, who find similar things fun and who are in similar walks of life. That’s fine when it comes to your friendships, but you need to aim higher

when it comes to networking. More than 60 percent of people find jobs through networking, for example, and you can bet that most of them didn’t achieve this goal because they knew someone at the bottom of the pecking order.

“No, I’m not advocating snobbery,” Milazzo clarifies. “It’s normal to gravitate toward people who are the same as you – but in business, one of the main reasons people don’t get ahead is that they don’t get out of their groups. Make every effort to meet people who are a rung or two higher than you on the professional ladder. If you impress someone who is more successful than you are, they’ll have a lot more influence than someone whose position is equivalent to yours.”

You doubt your abilities. It’s highly unlikely that you’ll reach any goal you set for yourself if you don’t believe with your whole heart that achieving it is possible. Among other things, you won’t be confident enough to take calculated risks if you don’t believe that the

limitations in front of you are surmountable. Anytime you find yourself entertaining doubts or trying to limit what you think is possible, remind yourself of your past successes. Let them infuse you with pride and bolster your resolve.

“Believing you can do it – whatever ‘it’ is – is 90 percent of the win,” assures Milazzo. I learned that when you expand what you’re willing to believe about yourself, you can transform who you are and what your life looks like.”

You underprice yourself. You’d love to ask for more money but, frankly, you’re afraid to. The economy still isn’t great so I’d better lie low, you reason. This just seems like common sense. But settling for less than you’re worth is a big mistake – even in the wake of the Great Recession.

“In fact, if you’re in the running for a new job or promotion, it might even cost you the opportunity,” says Milazzo.

“Many people mistakenly think they’re doing their employers a favor by not pushing for more or that they’ll be more appealing if they don’t ask for what they’re worth,” she adds. “The bad economy might be the current excuse, but I believe most underpricing occurs because many employees and job candidates just aren’t comfortable asking for what they think they’re worth.”

You’re viewed as a commodity. Commodities are easy to obtain and

easy to replace. And that’s certainly not how you want to be perceived at your job – whether you’re an employee, a leader or an entrepreneur. After all, if the people you’re working with know that others share your skill set, they won’t have any reason to pay you more or give you

advanced opportunities. They’ll be in control, not you. Do everything you can to ensure that you aren’t seen as interchangeable or dispensable.

“Don’t shrink into your chair and become the invisible employee,” advises Milazzo. “Do what you need to do to stand out. Get in the middle of everything and bring new ideas to the table. Build relationships throughout the company. If you’re able to make yourself invaluable and leverage the things that make you unique, you’ll also make yourself impossible to replace. And when that happens, you’ll be in control of your own price.”

You downplay your accomplishments. It can be hard to toot your own horn. But if you don’t announce your own achievements, you can bet that no one else is going to do it for you. With humility, make sure that you’re keeping your name, your accomplishments and your skill set in front of everyone.

“Make sure you’re getting the recognition and credit you’ve earned,” notes Milazzo. “If you still have doubts, consider that announcing your accomplishments validates the investments others have made in you. Your boss, for example, wants to know that she bet on a winner when she hired you!”

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DOLLARS AND CENTS

800.362.6245 THE INDUSTRY SOURCE 17

You aren’t going after your BIG goals. When is the last time you set a goal and really went after it? Milazzo

encourages people to identify their “Big Things” – those goals that connect to their passionate vision. Then choose one to schedule their day around. For example, your Big Thing might be to get promoted. So today you might agree to take

on a high-profile work project in order to put you in the running for that promotion. “Set a target date for each of your Big Things,” says Milazzo. “And begin working steadily toward achieving each of them. Start strong and you’ll experience genuine elation from achieving real goals and solving real problems.”

“You can’t snap your fingers and suddenly become successful,” says Milazzo. “And the successful people you envy weren’t able to do that either. They worked for it. They set big goals. They didn’t settle for small-time achievements. Wicked success can be yours, too, if you make the same big commitments.” ▲

WRITTEN BY VICKIE MILAZZO

ABOUT THE AUTHOR:Vickie Milazzo, RN, MSN, JD, is the author of the New York Times bestseller Wicked Success Is Inside Every Woman and the Wall Street Journal bestseller Insider Every Woman: Using the 10 Strengths You Didn’t Know You Had to Get the Career and Life You Want Now. She is the owner of Vickie Milazzo Institute, an education company she founded in 1982. Featured in the New York Times as the pioneer of a new profession, she built a professional association of 4,000 members.

You need a mentor. There are two ways to develop the skills, habits, mindsets, etc. that you’ll need to achieve wicked success. The first is to go it alone and learn by trial and error in the school of hard knocks. The second (much smarter) path is to learn from others who have encountered and surmounted problems

that are similar to your own. That being the case, surround yourself with as many mentors as possible and practice the skills they pass on to you.

“I’ve been in business for three decades, and I still learn every day from my students, staff, writers, speakers, business experts and more,” shares Milazzo. “And in the early days of growing my business, I devoured every book on business strategy I could find, even though none were aimed precisely at the niche I was creating. Aggressive learning is a competitive advantage in achieving any desired goals.”

You are too bogged down in the little things. In today’s world, we’re constantly sabotaged by nonproductive energy wasters. There are emails to read. Facebook statuses to update. Receipts to locate for that already-late expense report. Dishes to be washed. Files to be organized. And on and on and on. These are the easy, albeit

often unproductive, tasks that make us feel good. They may not get you any closer to accomplishing your greater goals, but at least you’ve checked a couple of things off your to-do list.

“Unfortunately,” says Vickie Milazzo, “this addiction comes at a high price, because that cheap check-mark high is guaranteed to frustrate, overwhelm and stress you out in the long term. By majoring in minor things, we never get to our big commitments. Breaking these addictions opens the door to achievement. Remember, what you engage and focus on is where you will yield results.”



6 8

7

You have seen the commercials where business owners use expensive law firms to get their tax liability to the IRS reduced – upwards of 90 percent. One, in fact, owed the IRS some $3 million and settled for just over $100,000. Not bad if you find yourself in that situation and can afford

to pay the attorneys to take care of these issues for you.

A better way to avoid owing the IRS or having to pay lawyers to get your tax liability reduced is to not put yourself or your business in that situation in the first place.

Thus, the business mentioned above could have saved both that $100,000 and their huge attorney fees.

All of this can be avoided very simply by understanding the tax requirements of owning and operating a business or by hiring someone that does. Paying an employee who understands tax requirements and keeps up with the constant changes or hiring an outside firm to handle your day-to-day tax obligations is always much less expensive in the long-term than having the IRS come after you, your business and ultimately your personal assets. Note: It is usually not the amount that is owed to the IRS that hurts the business but all the interest and fees included in the IRS' lawsuit – sometime more than 1,000% of the original amount owed.

Each year the IRS puts out tax tips for new and existing businesses to help both you and the IRS avoid the costly task of auditing and fining businesses. These will be discussed here as well as a few of our own suggestions:

First, according to the IRS, your type of business entity matters (not just for personal liability protection but for your tax liability as well). In fact, “you must decide what type of business entity you are going to establish (or change your business to). The type of business entity will determine which tax forms you have to file. The most common types of businesses are sole proprietorships, partnerships, corporations and S corporations.” Know that most LLCs are considered partnerships in the eyes of the IRS and can be taxed as either a pass-through entity or as corporations.

The key here is that there are different tax rates for each of these. Some, like partnerships and S corporations, pass their income and expenses to the business owners, partners, members, etc. who then pay taxes on their individual amounts. If your personal tax rate is lower than what an alternative corporate tax rate would be – then you might be better off filing for or changing your business to one of these forms of organization. Plus, with recent legislation targeting businesses, more tax issues will focus on the standard corporation as opposed to other forms of organization that are seen as smaller business entities.

Further, unless your business is a corporation, there are other taxes that business owners might face such as income tax, self-employment tax, employment tax and excise tax.

Just because you pay your personal taxes and include your business income on line 7 does not mean that you have covered your business' tax liability. Keep in mind that each government organization from


Smart Small Business

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your local and state governments to the IRS wants a piece of what you make and will not hold back in collecting it.

Additionally, the IRS also advocates (and we agree wholeheartedly) that “Good records will help you ensure successful operation of your... [business]. You may choose any recordkeeping system suited to your business that clearly shows your income and expenses. Except in a few cases, the law does not require any special kind of records. However, the business you are in affects the type of records you need to keep for federal tax purposes.” Sometimes the main issue is not something the business owner failed to do or even an attempt to defraud the IRS but that its management and financial systems failed to properly account for some taxable items.

Moreover, not only can keeping good records help you avoid tax penalties and such, but it can also be an invaluable tool in helping you run and grow your business. Wouldn't you like to know the return on your business' assets and if they are being deployed to provide you the greatest profit?

Furthermore, all businesses, and persons for that matter, should file an annual return – regardless of if you owe money or not. This keeps you and your business from coming up on “red flag” lists for missing filings as well as creates a solid record of all your transactions – should you need them later. In addition to filing annually, each business should understand when it is required to pay certain taxes.

Not all taxes are due on a yearly basis. In fact, some employment taxes and self-employment obligations are required to be paid quarterly or sooner depending on the amount owed from prior years.

Lastly, avoid anyone (even tax professionals) that tries to convince you that you can reduce or eliminate your tax obligations using “tax schemes.” Most of these types of schemes are earnestly looked for by the IRS (and state tax authorities) in reviewing returns. Know this, if it seems too good to be true, it always is! It is much easier to pay your portion of taxes (even though none of us likes doing so) than try to keep one step ahead of the revenuers.

Paying taxes is never pleasant, but it is necessary if you want to own and operate a business in the United States. Thus, instead of wasting energy on trying to avoid taxes altogether or scheming ways around them – which will only end up costing you and your business in the end – divert that energy into understanding the whys and whens you need to account for when it comes to tax issues as you manage and grow your business. It’s much better to pay the IRS a small piece of what you earn now than end up with a shuttered business and no personal assets to show for it. s

WRITTEN BY JOSEPH LIZIO

ABOUT THE AUTHOR:Joseph Lizio is an entrepreneur and MBA. His focus is helping businesses obtain capital. His current endeavor is Business Money Today.

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There used to be a simple formula for building a good life: Go to school and get good grades. Then go to college. Then find a job with a good company. Work hard. Save money. Finally, enjoy a decent (if not lavish) retirement. For years, the middle class has dutifully followed this path. Okay,

maybe it wasn’t the most exciting life but it paid the bills and maybe even allowed for a week or two of vacation every year.

Amazing how much can change in a decade or two. These days the traditional path leads only to daily stress, crushing debt and uncertainty about the future. The most remarkable part is that so many people continue to blindly follow it, says Gregory Downing, when what we really need to do is make an about-face and learn how to think about work and wealth in a whole new way.

“Clearly, the system is broken,” he adds. “It’s time we realize, as a society and as individuals, that we need to make a huge mental shift. The government can’t save us; it’s in dire straits, too. Neither can

any teacher in any traditional school because the education system is caught in a time warp where college degrees and 401Ks are the be-all end-all. The only one who can save you, and your entire family, is you.”

Downing is referring to entrepreneurship. He knows firsthand how dramatically it can transform your life. Once a car dealership manager working grueling 80-hour weeks, he is now a millionaire many times over who takes four months of vacation a year. He made his wealth as a real estate investment business owner and motivational speaker, and he says, regardless of the field you may choose, entrepreneurship is the only logical path to financial freedom in a global economy where all the rules have changed.

Anyone can make the leap to entrepreneurship, and, subsequently, financial freedom, insists Downing. Sure, you may have to learn new practical skills – but mostly it’s a matter of changing your mindset.

Your Inner Entrepreneur


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Once you break free of what he calls “middle-class programming,” half the battle is won.

Here are some of Downing’s Universal Laws of Being an Entrepreneur:

“I will always do exactly what I say I will do.” Most of us do keep our word to others, or at least try to. And of course being trustworthy is critical to your success. (How else will we find investors and get return customers and referrals?) But what about the promises and pacts you make with yourself? Downing says most people are far more likely to break agreements with themselves than they are with others. Yet since becoming an entrepreneur requires a dramatic change in both mindset and habits, you won’t get far if you keep letting yourself off the hook.

“I will take action in my life – now!” I’d like to build my wealth. I want to start my own business. It would be great to be in firm control of my financial future. These are nice, positive thoughts, but when they’re not paired with action, they are nothing but daydreams. Only action – not plans, not goals and not ambition – gets results.

“Life rewards action,” he asserts. “And yet, most people just keep going through their daily motions, procrastinating, thinking their ideas to death and never moving forward on them. Every morning, ask yourself, What action can I take today to move toward my dream of financial independence and self-reliance?”

“I will remove all unconscious, negative and scarcity-based programming.” Downing says the middle class has been “programmed” with belief systems that weren’t designed to help us attain wealth and that, indeed, barely work at all anymore. But because everyone around us is buying into the formula, we assume it’s the “right” way. We all have an inner “sheep” that is afraid to go against the herd, that fears it will be punished if it goes against cultural norms.

“Often, you’ll find that fear, not a rational reason, is holding you back,” he adds. “Through this process of evaluation, you’ll gradually reprogram your beliefs

about the fear of investing, the availability of money and the lack-mentality that is so common in our society. And as you begin to experience greater rewards, you’ll confirm the beliefs and actions that create wealth.”

“I will remain aware that I am 100 percent responsible, 100 percent of the time, for the results in my life.” It’s easy to blame disappointments and failures on everything other than ourselves. For instance: “I could be a lot wealthier if the economy hadn’t tanked.” Or, “How was I supposed to know that there would be a storm and I’d have to clean out my savings to replace my roof?” While it’s true that you can’t always foresee or control what happens in your life, you can choose how you respond to those circumstances.

“If you aren’t taking steps to change your reality, you forfeit the right to complain about it,” says Downing.

“I will remain coachable.” The annals of history are filled with the tragic downfalls of leaders who got “too big for their britches,” refused to consider the advice and expertise of others and ran their organizations and empires into the ground. Entrepreneurs, by nature, are go-against-the-grain types. It’s easy for them to assume they know best and disregard good advice from those who’ve been there. Don’t fall into this trap. Not only should you carefully consider advice, you should actively seek it out.

“Keep in mind, though, that a true mentor won’t just tell you what you want to hear – he or she will tell you what you need to hear,” he adds. “Sometimes it’ll be uncomfortable, and you’ll be tempted to disregard the advice. Don’t. Leave your pride at the door and always remain open to learning new ways to approach business problems.”

“I will no longer listen to people who are not where I want to be financially.”The saying “Those who cannot do, teach” does not apply to building wealth. It would be foolish to take financial advice from someone with one stream of income who consistently lives paycheck to paycheck (which is most of America) or to adopt a wealth-building strategy from an





entrepreneur whose business is constantly in the red.

“I’ve noticed that the people with the least amount of money tend to have the most advice,” confides Downing. “Don’t listen to them! Instead, seek advice only from those who are where you want to be financially.”

“I will fulfill the unmet needs of others.” You may love French pastries and open up a bakery, but if no one in your area craves croissants, your shop will flop. Yes, it’s a simplistic example, but the principle behind it holds true: If your business doesn’t address and fulfill an unmet need, it’s not going to be successful. Period. And in today’s highly competitive world with a business on every corner, it’s critical to identify what others aren’t doing (or aren’t willing to do!) so that you can compete and win customers.

“Unmet needs aren’t always readily apparent or visible,” points out Downing. “To identify them, you need to ask yourself questions like, What problems are keeping my potential customers awake at night? What do they want that they aren’t getting? What would make their lives easier? When you have some answers, work on creating a unique approach to delivering that product or service.”

“I will always be on time.” You might think rushing into an appointment a few minutes late isn’t a big deal. If so, you’re wrong. For one thing, lateness – especially if it’s chronic – increases stress levels and causes you to be in a more frazzled state of mind than might otherwise be the case. Obviously, neither one of those things is conducive to your best performance. And even more importantly, lateness is a character issue.

“When you’re late, you’re being disrespectful to others, because by not managing your time well, you’re wasting theirs,” Downing says. “Think about it: The first five minutes of a meeting determine the mood, so if you sweep in at the last second completely disorganized, you aren’t setting your colleagues up for success.

“I will become a master at creating systems and processes.” This is all about building a business that runs – and can continue to run – effectively and efficiently. Why? Because you don’t want to have to spend your oh-so-valuable time reinventing the wheel and micromanaging others.

“Becoming a master at creating duplicable systems and processes means that you’ll need to understand the steps that lead to success, clearly define them, write them down and explain them to your team,” says Downing. “But once you’ve done all this work up-front, you’ll no longer have to run your day-to-day operations. You’ll be free!”

Downing acknowledges that some of these laws are deceptively simple. But it’s their very simplicity that gives them their power.

“Life is really just a series of choices,” he says. “We decide whether to watch TV after work or spend an hour on our action plan, whether to take the class or not take the class, whether to hold the cards or place the bet. Most people take the path of least resistance and go with the herd. Those who don’t are the ones who will create rich, full lives that are truly worth living.” ▲

WRITTEN BY GREGORY S. DOWNING

ABOUT THE AUTHOR:Gregory S. Downing is a nationally and highly respected author, speaker, family expert and organizational consultant. With over 20 years of experience in management, leadership, training, and business ownership, he has proven that his principles of legacy parenting, business promotion, entrepreneurship and real estate investing both work and create bonds of relationship that go beyond the ordinary. Prior to his writing and public speaking career, he served for 12 years as the general manager of four Chevrolet and Dodge Chrysler dealerships, managing over 130 employees and increasing production and sales without sacrificing quality and customer service while there. To learn more, visit www.GregoryDowning.com.

TISmag_ND12_22 24-25_Unleash Inner Ent.indd 25 10/8/12 7:51 AM


DOLLARS AND CENTS

Being a team player and employing a staff of team players is crucial to the bottom line. Team players look out for each other and the company, which, in the long run, pays off for everyone. On the other hand, egotists hog all the credit for themselves, overlooking the contributions of their staff

or fellow employees. Consumed with their own self-importance and self-interest, they fail to develop their employees or appreciate fellow employees’ contributions. How could they? It would require

them to pay attention to someone else. Wherever teamwork and collaboration is needed for high performance, it’s crucial to get rid of the egos and foster a teamwork kind of environment. But, even if you’ve come to terms with this reality as a manager, you might have some employees that need an extra push.

You might be asking how you can coach an egocentric employee toward a more healthy and productive state of mind. Here are three ideas.

1. Invite them to start taking a genuine interest in others around them. Ask them questions like: •Wheremightyourcolleaguesdisagreewithyouaboutthis? What merit does their opinion have?

•WhatinterestsyouaboutSally’spoint-of-view?

•Iunderstandnowwhatyouthink.Wouldyoubeinterested in hearing my take on the subject?

•Yes, you did a fine job on that project. Who else contributed to its success?

2. Give them some direct behavioral feedback, owning your message with the pronoun “I”, for example: •Inmyexperience,Ifindyoutalkalotaboutwhatyouhave done and how well you do your job. I rarely hear you speak about what other people think or what they have done to help you.

•Iwouldliketoseeyoushiftsomeofyourfocusoffofyour own concerns and onto those of others you interact with. This is key for your success on this team. Furthermore, I think not making this shift will hurt your longer term career, wherever you work.

3. If they are struggling in an area of their job or with an important working relationship, get them to come up with possible reasons. For example:

•YousayFredandhisgroupseemtobeavoidingyou.Whydoyou think this is? Is there anything about the way you deal with them that might explain their reluctance to engage with you?

•(Egotist complains that people don’t share their ideaswith him/ her or offer to help.) Well, what do you do to make them feel their suggestions are valued and respected? Have you asked them what they think? When they make a suggestion, how do you typically respond?

Untiltheegotistrealizestheimpactthathis(orher)attitudeishavingon fellow employees, you have no hope of getting him to begin the change he needs to make. s

WRITTENBYIAN COOK

ABOUTTHEAUTHOR:IanCook,MILR,CSP,isapresenter,facilitatorandexecutivecoach.Heworkswithmanagerswhowant to increase their effectiveness as leaders and build a stronger team. To book Ian for a training seminar,teamfacilitationorkeynotepresentation,calltoll-freeat:1-888-FULCRUM(385-2786)ore-mail: [email protected].

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The economy just struggles on. And it is expected to continue at least until the next presidential election is over and we set politics aside and get back to the real work.

In the meantime, current financial market conditions will remain unchanged – meaning that small businesses,

even those that are growing, will continue to have a hard time accessing capital.

• Credit score requirements will trend higher precluding those without the most stellar score from the credit markets while continued economic setbacks of small business owners will push their scores in the opposite direction.

• Positive cash flow requirements will play an even greater role in credit underwriting even while most small businesses are facing declining revenues.

• And, collateral requirements will continue to trend higher with values of 100%, 150% and even 200% or more.

This is all bad news for business owners needing a business loan to stay afloat or to grow and innovate their companies through this turmoil.

However, not all is lost for these entrepreneurs.

Here are a couple of suggestions for raising money during this unending slow market:

Leveraging Financial AssetsMost lenders just want to get repaid. Thus, they want to be assured that a future cash event (either ongoing cash flow or a single, future payment event) will materialize that will repay their loan with interest.

Financial assets do just that. Example, if you invoice your customers, allowing 10, 30 or more days to pay for products already shipped or services already rendered, then that delayed payment period creates a future cash event that can be factored today for cash – cash to make payroll, pay suppliers or even to win that next job.

Or, your business has already won that next job yet does not have the capital to purchase needed materials or labor to complete it. But, that order already in hand means that your customer will pay you as soon as the goods ship or the service begins.

Trade Credit & Vendor LoansIf your company is seeking a business loan to just purchase materials or supplies, then turn to your partners (suppliers and vendors) for trade credit.

It is also in their interest to keep your business alive and well (you are their customer after all). Know that if your company’s revenue is slow, so is theirs. And, for them to stay in business and grow their organizations, they need all the customers they can keep (that means you).

If you already have trade credit with your supplier, ask for better terms – terms that allow your business time to convert those goods into revenue of your own.

Or, if you don’t have terms with your suppliers, now is a great time to ask. Know that during this long-term economic slow period, many suppliers have been offering credit terms to their customers as it not only benefits their clients but offers many benefits to them as well – like added revenue, increased sales and a customer base that is not in decline.

The goal is to try and match the credit terms with your suppliers with the terms you offer your own customers. Thus, your business will not owe your suppliers until you have money coming in from your customers to pay those expenses.


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Or, if your business is purchasing new equipment or software from vendors, ask those vendors to finance that purchase.

More and more companies are offering these types of services called vendor loans. They know it helps both parties.

Some vendors will provide your company with a business loan for the amount you need to purchase their products or services with the only caveat being that you use those funds to buy their offerings.

You get what you need for your business and have to make payments just like you would with any other business loan and they keep you as a loyal customer who continues to buy their products.

Friends and Family & Local InvestorsWhile the news may be trying to demonstrate that most people in this country are struggling day-to-day to make ends meet, it just isn’t totally true.

There are many people who still have some savings or disposable income and are looking for ways to earn better returns than banks and other investment options are offering.

This means that your friends and family (or even the friends of your friends and family members) may have the ability to float your company a short-term business loan or even invest in your business for a little up-side potential.

And this source of capital might not be from just those people you know. There

are other professionals right in your local community that may have some additional capital that they want to 1) earn a better return on or 2) want to give back to the community that has helped and supported them all these years.

This means asking. Asking friends and family – they are the ones that know you and your business best. In some cases, they may have even been waiting for you to ask them.

Or, get out in your community and network. Attend local events and join civic organizations or networking groups. Talk to everyone. Sell the merits of your business, sell the merits of your opportunity and sell the merits of your products. Get the word out. Then, ask for an investment or loan. After all, money is still money, no matter where it comes from.

Your business just might be the exact opportunity that a local investor is looking for.

While this slow economy is predicted to continue for some time, it does not mean that your business has to suffer for it.

Put that entrepreneurial hat on and get creative in finding alternative ways to secure a loan for your business in this sluggish market.

Know that, when it is all said and done, there will be winners and losers. It is up to you to ensure that your business is in the winning column. ▲

WRITTEN BY JOSEPH LIZIO

ABOUT THE AUTHOR:Joseph holds an MBA in finance and entrepreneurship, is the founder of Business Money Today, has a strong commercial lending background and is regarded as an expert in business and finance – specifically start-up business loans and working capital.

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Every small business owner knows the trouble that comes with managing the ins and outs (pun intended!) of cash flow. You can have tons of loyal customers and be an expert at getting new business and still be kept awake at night with cash flow worries. Authors Tage Tracy and John A. Tracy commiserate.

They know cash flow is an issue that can send good businesses to their graves.

“Cash flow problems have a habit of sneaking up on a business, especially in a rocky economy,” says Tage Tracy. “If a business is earning a profit, many business managers simply assume that cash flow is satisfactory. But even if profit is good, cash flow can be bad.”

Cash flows pose an unending challenge to business owners and managers because they have to be carefully managed. However, there are a few tips that can help.

Respect and understand financial statements. According to some surveys, 25 percent of businesses don’t even maintain accounting records (let alone produce financial statements).

“The bottom line for small business owners is simple,” says Tracy. “If you don’t make an effort to prepare, review and completely understand your financial statements, then you need to ask yourself why you’re in business in the first place. And this especially holds true for the statement of cash flows because an abundance of invaluable information is available from this most commonly overlooked and mismanaged financial statement.”

Plan, do projections and plan some more. Proper planning is essential to the launch, growth, management and ultimate success of your business as measured by the ability to generate profits and, just as important, to avoid running out of cash. According to Tracy, “Having access to sound financial plans structured for different operating scenarios is an absolute must.”

Focus on capital and cash – the lifeblood of your business. One of the most common reasons small businesses fail is that they lack adequate cash or capital, not only to survive difficult times, but also to prosper during growth opportunities.

“Remember, one of the greatest losses a small business can realize is that of lost opportunity, which has its roots in not being prepared to properly capitalize on market opportunities,” explains Tracy. “The harsh reality is that this great loss is never accounted for or presented in any way, shape, or form on the business’s financial statements. Rather, missed market and business opportunities lurk in the torturous thought, Imagine what I could have achieved!”

Understand your selling cycle. The length of the complete selling cycle is often much longer than the aspiring entrepreneur projects and/or wants to believe.

“The selling cycle in its entirety spans the time from the very start of the process when a product or service is first visualized and developed to supporting customers after the sale and developing additional products or services that may be in demand,” says Tracy. “And if not properly managed, the selling cycle generally becomes one of the largest consumers of cash in a business. Without fail, almost every aspiring business owner, at one point or another, will experience delays in the selling cycle.”

Manage your disbursements cycle. To counteract the selling cycle cash consumption machine, businesses need to understand that the disbursement cycle (managing expenditures and cash payments to vendors, employees and other creditors) can be leveraged and managed to be a primary source of cash for your business.

“Invoke what’s called the matching principle,” advises Tracy. “That is, similar to properly matching revenue and expenses to ensure that

SLOW YOU DOWNDon’t Let Cash Flow

DOLLARS AND CENTS




an accurate measurement of a business’s profit or loss is obtained, you should be able to match cash inflows and outflows.”

Be creative to generate cash. The following three areas offer significant opportunities for creativity when looking to improve cash flows:

• Turn your assets over more quickly. The more quickly you can turn over assets, the more quickly they turn into cash. It’s as simple as that.

• Leverage your vendors, suppliers and financing sources. They don’t want to lose your business, so placing just the right amount of leverage on these groups can result in enhanced cash flows because liabilities offer a source of cash.

• Manage external sources of cash proactively. Proactively manage your relationships with banks, leasing companies, and even the federal government to ensure that cash is made available when needed.

Balance the balance sheet. Many businesses overlook the concept of properly managing the financial structure of their balance sheet, which has gotten more than a few businesses in trouble.

“Your business needs to strike a proper balance between making sure that current assets are financed or supported with current liabilities,” notes Tracy, “and making sure that long-term assets are financed or supported with long-term sources of capital such as a five-year note payable or equity. Every business should strive to achieve a financial condition that ensures constant maintenance of adequate levels of both solvency – the ability to pay all just debts – and liquidity – the

ability to quickly access cash to support business operations.”

Understand external capital markets. When it comes to external capital markets, think well ahead. In today’s economic climate, it takes a long time to identify external sources of capital and to secure them. So plan well ahead to make sure that you’ll have cash available when needed, because it’s not a process you can rush.

Protect cash at all times. Cash has a unique characteristic unlike other assets that makes it highly susceptible to additional risk of loss: Cash is an extremely liquid and marketable asset.

Always think of CART. CART equals complete, accurate, reliable and timely. Your company’s financial and accounting information system needs to produce complete, accurate, reliable and timely financial information, reports, data and so on, which management can use to make informed business decisions.

“When you have the proper systems in place and know what to look for, you can keep cash flowing, helping you to grow a successful business,” says Tracy. “Let this be the year you place a renewed focus on properly managing your cash flows.” s

WRITTEN BY TAGE C. TRACY AND JOHN A. TRACY

ABOUT THE AUTHOR:Tage C. Tracy is principal owner of TMK & Associates, an accounting, financial and strategic business planning consulting firm. John A. Tracy is professor of accounting at the University of Colorado in Boulder and the author of Accounting For Dummies.

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Milan, the capital of the Italian fashion system, is the location that was chosen this year to launch the latest THE ITALIAN TOUCH hair fashion collection by Kemon.

The product lines and colors that will be the stars of the new 2013 “Master Collection” were presented on October 7 in front of an audience of 200 people. The international Intercharme show dedicated to the hairstyling world was held in Milan during the same time period. During the elegant dinner show, models presented the various looks created by Kemon’s international styling team, revealing what’s hot for the upcoming year.

Balance and transgression are the buzzwords of the season, and pop and rock are the inspirational trends of this new collection. The collection juxtaposes two different types of women: on the one hand nature lovers inspired by the tropical world with sinuous garments in fruity tones that are a combination of ice and colour and, on the other, assertive women ready for metamorphous and change, with stiff garments in bright, loud colours. s

HAIR: Angelo Labriola - Pier Baltieri - Luigi Martini - Paweł Kamiński - Primož Keršič PHOTO: Amedeo M.Turello HAIR PRODUCTS: Kemon


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Kelly Osbourne’s Purple & Grey Pony

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Victoria Justice’sMessy Up-Do

Zooey Deschanel’s Low Bun with Bangs

Christina Hendricks’ Bold, Red Curls

Helga Esteb / Shutterstock.com

Joe Seer / Shutterstock.com




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INNOVATE

Rich huesThe new, luxe line-up of CND Shellac shades feature a range of rich tones accented with shimmering metallics designed to perfectly accessorize graphic florals, chromatic finishes and tea stained fabrics inspired by the top looks from the Fall 2012 Fashion Week runway. $15.95 ea.

“CND Shellac helps you accessorize any outfit with the only

resilient color that promised non-stop mirror shine, zero dry-

time and 14 days of flawless wear. Worn by fashionistas,

Hollywood’s elite, everyday women and

nail professionals alike, CND Shellac

has paved the way for a new category

of nail color.” – CND

Tatyana Borodina / Shutterstock.com

Risk taking colorWhat better way to make a statement this year than with color? The bright hues in essie’s 2012 Winter Collection add punch, panache and tell the world you are a force to be reckoned with. $4.00 ea.

“Those who experiment with bold color get more

attention for a reason. Risk takers are incredibly

attractive. And I think that’s part of why intense

hues are so big right now – we’ve become a

society of entrepreneurs. [...] We work hard and

earn every amenity we can get our pretty little

manicured hands on!” – essie


To view the complete fall/winter polish collections by China Glaze and essie, turn to our Just In section on pages 51 – 52.

BoldSTATEMENTS

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NEI

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INNOVATE

How to:

1

Step-by-Step Guide

© 2012 Creative Nail Design, Inc. 12/07 #6197

STEP 2:

Remove Color, Reduce Length & File

1. Remove color using a plastic-backed, lint-free pad and ScrubFresh™ or acetone-based polish remover.

2. Re-assess the length and shape to determine redesign needs.

3. Trim length with a properly cleaned and disinfected nail clipper or sharp nipper. Follow the natural C-curve of the nail with small cuts when trimming. Trim the corner of each toenail at a 45° angle, double-checking deep corners to ensure there are no hidden areas of growth.

STEP 1:

Cleanse and Shape

1. Begin every service with a refreshing hand wash with a Scentsations™ Wash and warm water. Sanitize your hands with CoolBlue™.

2. Wash client’s feet with liquid soap and warm water. Towel dry.

3. Add one scoop of Earth Mineral Bath to a foot bath or 2–3 scoops to a motorized whirlpool tub. Agitate with hands to dissolve.*

4. Soak feet for 3–5 minutes to cleanse and soothe.*

5. Remove both feet and towel dry.*

* If applying CND Shellac™, perform these steps after applying Shellac.

SPAPEDICURE™

HolidayTwinkle ToesHeat up the season and treat feet to a warm sugar scrub to banish dry winter skin and relieve holiday stress with peppermint and sandalwood oils. Celebrate the festivities with a sparkling coat of CND’s Shellac™ Power Polish™ & glitter Additives. Tis the season to be bright!

1STEP

Cleanse and ShapeWash client’s feet and towel dry. Add a scoop of CND Earth Mineral Bath to a foot bath or two to three scoops to a motorized whirlpool tub. Soak feet for three to five minutes to cleanse and soothe. Remove both feet and towel dry.

Remove Color, Reduce Length and FileRemove any existing nail color using a plastic-backed, lint-free pad and ScrubFresh™ or acetone-based polish remover. Shape nails and file with a Kanga™ File.

2STEP

Cuticle RemovalApply a pearl-sized drop of CuticleAway to base of each nail. Gently lift and loosen any cuticle with a cuticle pusher. Use a curette to check and remove any cuticle in sidewalls and corners. Use a nipper to remove loosened tissue as well as any hangnails. Place feet back in bath to remove CuticleAway.

3STEP

ExfoliateSlough away dead skin cells by massaging a scoop of Earth Warming Scrub onto wet feet and legs up to the knee. Massage and exfoliate by rubbing product in with quick, circular vibration movements. Place foot into bath and rinse off any excess product.

4STEP

See cnd.com for more information and other step-by-step instructions.

PAMPER CLIENTS with a CND

Holiday Twinkle Toes PediHeat up the season and treat feet to a warm sugar scrub to banish dry

winter skin and relieve holiday stress with a massage of peppermint and sandalwood. Celebrate the festivities with a sparkling application of CND

Shellac™ Power Polish™ and glitter Additives. ‘Tis the season to shine!

Intense Callus TreatmentCarefully apply Sea Serum™ to calluses and dry spots on the foot with a plastic-backed cotton pad or spatula. Wrap the foot in a clean towel and let sit for five minutes. Unwrap the foot and exfoliate callus areas with a Callus Smoother in circular motions. Rinse and towel dry.

5STEP

Apply ShellacApply Shellac Base Coat then cure for 10 seconds. Apply two coats of Shellac Tinsel Toast (holiday shade), curing two minutes between each coat. Using a gel brush, gently press CND Glitter Additivesin Shimmering Silver into the color to create the design. Coat with CND Shellac Top Coat, cure for two minutes and wipe away the sticky layer with 99% IPA.

6STEP

Finishing TouchesRub Celebrate Scentsations™ Lotion onto palms and massage into feet and legs. Condition nails and surrounding soft tissue with SolarOil™. Instruct clients to use it every day for best results.

7STEP

2 © 2012 Creative Nail Design, Inc. 12/07 #6197

STEP 4:

Exfoliate

1. To slough away dead skin cells and warm the body and soul, wet the leg up to the knee and, massage a scoop of Earth Warming Scrub onto the top of one foot and leg up to the knee, using both hands. Once activated with water this sugar scrub will provide instant warmth.

a. E�eurage. Hold the ankle with one hand and perform a long, e�eurage stroke with your free hand up the front of the calf and down the back of the leg applying even pressure to exfoliate dry skin. Switch hands and repeat three times.

b. Petrissage. Next, start at the ankle, and with your thumbs on the top of the calf and your fingers on the back of the leg, work toward the knee, alternating hands with deep friction or squeezing movements to stimulate the client’s senses. Repeat three times.

c. Vibration. Finish exfoliation on the ankles and top of the foot with quick, circular vibration movements. Move from the ankle to the knee three times.

d. Place foot into the foot bath. Rinse o� any excess Earth Warming Scrub.

4. Refine the shape of the natural nail with the 240-grit side of a Kanga™ File. File the extension edge of toenails parallel to the end of the toe. Gently round the corners to help prevent ingrown toenails.

STEP 3:

Cuticle Removal

1. Apply a pearl-size drop of CuticleAway evenly around the cuticle area of each nail.

2. Gently slide a cuticle pusher along the nail plate toward the eponychium area and along the lateral folds to lift and loosen any cuticle. Wipe excess CuticleAway from the nail plate and surrounding skin using a plastic-backed, lint-free pad.

3. Use a curette to check and remove any cuticle hiding along the sidewalls and the corners of the eponychium area.

4. Use a manicure nipper to carefully remove the loosened cuticle tissue, as well as any loose pieces of dead skin or hangnails.

5. Place the foot back in the bath to neutralize and remove CuticleAway.

2 © 2012 Creative Nail Design, Inc. 12/07 #6197

STEP 4:

Exfoliate

1. To slough away dead skin cells and warm the body and soul, wet the leg up to the knee and, massage a scoop of Earth Warming Scrub onto the top of one foot and leg up to the knee, using both hands. Once activated with water this sugar scrub will provide instant warmth.

a. E�eurage. Hold the ankle with one hand and perform a long, e�eurage stroke with your free hand up the front of the calf and down the back of the leg applying even pressure to exfoliate dry skin. Switch hands and repeat three times.

b. Petrissage. Next, start at the ankle, and with your thumbs on the top of the calf and your fingers on the back of the leg, work toward the knee, alternating hands with deep friction or squeezing movements to stimulate the client’s senses. Repeat three times.

c. Vibration. Finish exfoliation on the ankles and top of the foot with quick, circular vibration movements. Move from the ankle to the knee three times.

d. Place foot into the foot bath. Rinse o� any excess Earth Warming Scrub.

4. Refine the shape of the natural nail with the 240-grit side of a Kanga™ File. File the extension edge of toenails parallel to the end of the toe. Gently round the corners to help prevent ingrown toenails.

STEP 3:

Cuticle Removal

1. Apply a pearl-size drop of CuticleAway evenly around the cuticle area of each nail.

2. Gently slide a cuticle pusher along the nail plate toward the eponychium area and along the lateral folds to lift and loosen any cuticle. Wipe excess CuticleAway from the nail plate and surrounding skin using a plastic-backed, lint-free pad.

3. Use a curette to check and remove any cuticle hiding along the sidewalls and the corners of the eponychium area.

4. Use a manicure nipper to carefully remove the loosened cuticle tissue, as well as any loose pieces of dead skin or hangnails.

5. Place the foot back in the bath to neutralize and remove CuticleAway.

3© 2012 Creative Nail Design, Inc. 12/07 #6197

c. Gently push the brush toward the cuticle line and glide down one side to the extension edge of the nail.

d. Lift the brush and repeat on the other side of the nail, followed by the same steps to coat the center.

e. Be sure to encase the extension edge to ensure long wear.

3. Cure all five toes for ten seconds in the CND UV Lamp or Brisa Lamp. For a more comfortable fit, the hand tray may be removed.

4. Repeat the process on the other foot.

STEP 7:

Apply CND Shellac Color Coat

1. Shake the bottle vigorously to blend.

2. Apply one very thin layer of CND Shellac Color in Tinsel Toast to the nail surface and extension edge of all five nails on one foot. (This layer will be slightly semi-sheer if applied correctly).

a. Remove the applicator brush from the bottle and wipe it against the bottle’s neck to drain excess product from the brush.

b. Stay parallel to the natural nail and place the brush in the center of the nail slightly away from the cuticle line.

c. Gently push the brush toward the cuticle line and glide down one side to the extension edge of the nail.

STEP 5:

Intense Callus Treatment (optional)

1. Carefully apply Sea Serum™ to calluses and dry spots on the foot with a plastic-backed cotton pad or spatula. Rinse fingers after applying.

2. Wrap the foot in a clean towel and let sit for 5 minutes.

3. Unwrap the foot and exfoliate callus areas of the foot with a Callus Smoother in circular motions to reduce and smooth calluses.

4. Rinse and towel dry the foot.

STEP 6:

Apply CND Shellac™ Base Coat

1. Shake the bottle to blend.

2. Apply one thin layer to the nail surface and extension edge of all five nails on one foot.

a. Remove the applicator brush from the bottle and wipe it against the bottle’s neck to drain excess product from the brush.

b. Stay parallel to the natural nail and place the brush in the center of the nail slightly away from the cuticle line.

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INNOVATE

Beauty Buzz was a night of the best that the industry has to offer and was an event not to be missed. A major fundraiser for the American Cancer Society, Beauty Buzz showcased a range of beautiful nail and hair looks complemented by cutting edge fashion and designed by some of the top names in the industry.

Emceed by Jay Towers of FOX2 and 100.3 FRESH, the night kicked off with 17-year-old singer/songwriter Callaghan Smerek performing the Star Spangled Banner and a performance by the MSU dance team. Next, Friends and Andrew Marke Salon showcased a circus of amazing looks, followed by some show-stopping yoga poses presented by Life Time Fitness.

CND’s portion of the evening, Shellac Couture, featured designs by The Blonds and began with an avant-garde video and a runway show with Egyptian flare. Jan Arnold emerged on stage to introduce each Shellac nail look and comment on designs. The second segment of the CND runway show featured biker-inspired designs and more fashion from The Blonds.

Midway through the night, Callaghan Smerek and the MSU dance team both re-emerged, with Smerek performing her hit single “Hey You” and “Do You Believe in Magic” and the MSU dance team delivering another high-energy performance.

Palazzolo Salon at the Fifth showcased a Detroit Rock City inspired collection of looks – with 2012 Miss Michigan USA, Jackie Schultz, as one of their models.

tng worldwide President and CEO Larry Gaynor and Flo Bryan of the American Cancer Society shared a few words about the work that ACS does to fight cancer and what TNG has done to help – which includes raising two million dollars for ACS to date.

The night continued with an array of fall hair designs presented by Salon Tress and Kemon and concluded with a demonstration by black 15in1 Brand Ambassador and celebrity hairstylist Jonathan Antin of Bravo’s “Blow Out” and “Shear Genius,” ABC’s “Extreme Makeover” and E! Entertainment’s “Fashion Emergency,” who used 2011 Miss Michigan, Elizabeth Wertenberger, as one of his models.

Antin said that initially he planned to do a runway show but that, at the last minute, he decided to show the crowd what he does behind the scenes instead. “I decided to turn this from a fashion show into an educational show and actually show [the audience] what I do to the hair instead of keep that a secret,” he said.

BEAUTY BUZZDazzles Detroit

Friends/Andrew Marke Salon

Jan Arnold, CND

CND Shellac Couture

Life Time Fitness Yoga Callaghan Smerek





Antin used black 15in1 to create glamorous looks on all of his models that are able to stand up to considerable wear.

“[black 15in1] is exactly what it says it is,” he said. “It’s hair care simplified. Now people don’t have to go out and buy 15 bottles of product to manage their hair. They only need three – and that’s black 15in1’s three step system.”

However, Antin said that his favorite part of the night was the fact that it benefited the American Cancer Society.

“Anything I can ever do to give back is the most important thing to me. While I think black 15in1 is pretty revolutionary, throughout my whole career I really appreciate and enjoy aligning myself with brands that really make sense, carry a great message and have a real purpose.”

It was a night of beauty, entertainment and fun for a good cause that is sure to be talked about for months to come. s


MSU Dance Team

Palazzolo Salon at the Fifth Salon Tress Jay Towers and Larry Gaynor

Kemon Design Team

Jonathan Antin, black 15in1 Ambassador

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Essie cosmetics recently announced the opening of its very first flagship nail salon on the Upper East Side in the brand’s hometown of New York City.

The salon, designed by interior designer Peter Millard, features bright white lacquered interiors highlighted with

leather love seats dyed in essie’s most iconic hues from “mademoiselle” to “a-list.” The location offers 250 shades of essie nail polish with manicure pricing starting at $32 and pedicures starting at $65.

There is a very good chance patrons will find themselves grabbing a seat next to Essie Weingarten (Founder and Global Creative Director of essie cosmetics) herself, getting her nails lacquered in her signature mani, a coat of “blushing bride” topped with a coat of “mademoiselle.”

“This is a day I have long lived for. It is such a surreal experience for me to walk down East 65th street in Manhattan and see my name on the awning of the salon! It is the first essie salon of its kind in the world,” said Weingarten. s

THE ULTIMATE ESSIE

EXPERIENCEessie’s first flagship nail salon opens in New York City

TISmag_ND12_57-58_Essie Experience.indd 57 10/8/12 8:29 AM


On the right: Some of the 250 shades of essie polish offered at the salon.

Below: Drying Station. s

The essie Flagship Salon at Samuel Shriqui35 East 65th StreetNew York, NY212.472.6805




TISmag_ND12_57-58_Essie Experience.indd 58 10/8/12 8:30 AM




Someone once (rightly) said, “Dress for the occasion. If the occasion is business, then dress as if you mean business.” Dressing for success is about putting forth the best “you” in order to stake your claim in the world of business. In this world of changing business practices and competitive

employment, the difference between first and last may just be divided between those who dressed for success and those who never gave personal appearance and self confidence a second thought.

Did you know that what you wear reveals eight things about you? Those are: self-esteem, self-respect, confidence, organizational skills, soundness of judgment, attention to detail, creativity and reliability. Dressing for success is not just about planning how you look and how you act to get a certain reaction but also to make sure it impacts your career or business more favorably!

When it comes to business, the right clothes can make you look and feel professional – and this professionalism is what can help you work your way up in your career. Dressing professionally may make you more likely to be hired, more likely to have your loan approved and more likely to succeed in your field. It can also help to establish authority when dealing with your employees or other coworkers.

Dressing for success starts with choosing the right style, fit and even color for the occasion. Every color has a message of its own. However, remember the most important part of your personal color scheme is you! Choose colors which will support your mood and the image that you seek to convey that day.

How you put together an outfit also sends a message. It gives you increased self-confidence and adds immeasurably to your presentation – both of yourself and your products and services.

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Here are a few tips to keep in mind on occasions when you need to take your business wardrobe up a notch:

For MEN:1. Business Suit: Single breasted suit of grey, navy, black or brown is recommended. Sleeves should end at the wrist.

2. Shirt: Long sleeved, button down, collared white or light blue shirt is acceptable. The collar should fit perfectly and about one inch of the cuff should show beyond the suit. The shirt should be cotton fabric and well ironed.

3. Ties: Conservative stripe or small pattern. Avoid bright colors.

4. Shoes: Black or brown and very well polished.

5. Socks: Solid and dark to match the shoes and pants and high enough to cover the calf.

6. Accessories: The only jewelry that should be worn is a conservative watch or ring. Avoid facial earrings. A good leather belt to match your shoes may be worn as well. A professional looking portfolio to keep resumes, a note pad and pen in is good.

7. Grooming: Make sure your hair is neat and looks professional. Avoid wearing heavy cologne or strong smelling after-shave. Do not eat strong smelling foods before your interview. Make sure your breath is fresh.

For WOMEN:1. Business Suit (skirt or slacks): Tailored conservative colored suit such as grey, navy, brown or black must be worn. Avoid floral prints. The skirt should be no higher than knee length and high slit is strict NO. Make sure your skirt is not too tight and you are comfortable sitting down.

2. Shirts/Tops: Business-like tops that look neat and are flattering. White or pastels are always professional looking. Make sure your

clothes are freshly pressed and have a conservative neckline. Avoid low cut tops!

3. Shoes: Don’t wear brightly colored shoes, sandals or very high heels. Make sure that your shoes are well polished and in good condition. Mid-heel pumps in grey, navy, brown or black are appropriate.

4. Accessories: Wear conservative jewelry and simple style earrings. Avoid big bangles or a flashy colored purse. A professional-looking briefcase is good option instead of a purse.

5. Grooming: Fingernails should be conservatively manicured and not too long. Hair can be worn tied back or up if very long. Makeup should be moderate and natural looking. Do not wear heavy perfume.

No matter what line of business you are in, your appearance is considerable factor in making you stand out from the rest. Dressing for success isn’t just the clothes you wear; it’s the personality you wear with you. If you really are striving for success but have not paid attention to your appearance until now, it’s time to upgrade your wardrobe. s

WRITTEN BY MRINMOY BHOWMICK

ABOUT THE AUTHOR:Mrinmoy Bhowmick is an independent documentary film-maker and journalist based in India. Besides capturing truth on his lens, he also loves to write on varied topics, from social issues, development, politics and lifestyle to music, movies and entertainment.

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“Look at everything you have on your shelves as a $20 bill. Don’t purchase unneeded items, fad items or equipment because it’s cute, colorful or a cool

idea. Know your clients’ wants and needs. I do inventory bi-weekly and restock, so I don’t have valuable assets wasted on shelves that are not going to sell.”

Angela JanaBeauty Body Beyond – Greensburg, PA

“My best finance tip is to keep your records accurate and up to date! The more organized you are, the easier it is to

spend without overspending! Buying the products that you use the most in bulk is another way to ultimately keep your costs under control!”

Danielle Carr, Nail Specialist

Nails by Danielle – Brandon, FL


INDUSTRY Ask the

Salon and Spa owners and managers have the answers to help you become more profitable and successful.

“What are your small business finance tips?”

“The best way for a small business to stay on top of their finances is to balance their books every week. Balance your checkbook and credit card accounts.

When I balance my books every week, I catch fraudulent charges right away, I catch if a vendor has mis-charged me for a shipment (this just happened last week – we were overcharged by $600), and I have a really good picture of money in and money out. There is lots of software out there that makes this really easy: Quickbooks, Mind Your Own Business and lots of good freeware too.

I also think every small business owner should have a credit card that earns miles (my favorite is American Express – it offers discounts to card members and also sends out a newsletter with tips for small business owners). Additionally, I pay my card every week. That’s right, every week. As soon as I have completed balancing my books, I pay as much as I can toward my card. I rarely carry a balance, but in the rare cases that I do, I am glad that I make regular payments because my finance charges are minimal since they are calculated based on an average daily balance.”

Kerry Hite, Visionary

Poetic – Burbank, CA

Would you like your response to be featured here? Send an email to [email protected]

for our next issue’s question.

TISmag_ND12_61 Ask The Industry.indd 61 10/8/12 8:25 AM

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Ginger Lily Farms gingerlilyfarms.comGinger Lily Farms Club & Fitness Formula ...............19 Ginger Lily Farms Botanicals Gift Crate .....................21

Godefroy godefroybeauty.comEyebrow Tint Kits .......................................................49

Graham Professional grahambeauty.comNail Care ......................................................................24

Helen of Troy hotus.comProfessional Curling Irons............................................43

Hempz hempzbodycare.comRenew & Hydrate ........................................................17

Kemon kemonusa.comNaYo ....................................................................... 6 – 7

Maxim maximllc.comSeasonal Pedi Redi Plus ............................................ IBC

Mehaz mehaz.comNailcare Implements ....................................................27

Onymyrrhe onymyrrhe.comNatural, Beautiful and Healthy Nails .........................42

OPI opi.comSkyfall Collection .........................................................23GelColor ......................................................................45

Reese Roberts Beauty reeserobertsbeauty.comBig Bold Lashes ............................................................39

Satin Smooth satinsmooth.combeBare Hair Removal System ......................................20

Spornette spornette.comSmooth Operator Brushes ...........................................60

Ultronics ultronicsusa.comDisinfectant ..................................................................58

AD Index To order products call 800.362.6245

Share your success stories! Tell us what inventive ideas or promotions have helped you take your business over the top. Send your response to [email protected].

“If you own a Mac computer, Apple runs wonderful one on ones and business workshops that help get your business off to a good start. Also, when I started my business, I learned about a website called patch.com that runs free blogs to promote events or promotions you may be running. I’m trying out promoting my business at town events where they post local happenings. I’m also running an ad as part of a deal where proceeds from the ad go to a local charity of my choosing. I’m giving back – and hopefully I will also earn some business, too.”

Robin Cronin • The Sacred Lotus LLC, Wallingford, Connecticut

SUCCESSShare the

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TNG NEWS

Flagship Store Grand Opening

THE INDUSTRY SOURCE’s Flagship store has moved, and it’s better than ever!

Now located at 38299 West Ten Mile Road in Farmington Hills, MI, Our Flagship store’s Grand Opening on Monday, August 27, was a day full

of fun and free education for THE INDUSTRY SOURCE customers.

The day included education from Kemon, Neuma, Brocato, OPI and CND at our brand new TheAcademy location. Attendees loved the classes and the new store. Here’s what some of them had to say:

About the classes:On the Kemon class: “I loved the retro style they did with the red hair.”

On the Kemon and Neuma classes: “I’ve run into different situations where I don’t know what to do or how products work and how they can benefit the hairstyle, so these classes were very beneficial.”

On the Brocato class: “I loved the straightening/smoothing treatment. Right now I use Brazilian Keratin treatment, so I’m looking for something less invasive – and this seems to be the way to go.”

On the GelColor and Shellac classes: “They were both informative. I use Shellac already and really wanted to learn how to do the additives, so now I kind of know how.”

On the Shellac class: “I was able to understand the difference between the pigmented colors and learn about the Shellac process itself – like how to apply properly without wrinkling.”

About the new store:“I love the location – and it has the training center right inside.”

“I love it. It has a whole lot of different products in one place so I don’t have to jump to different stores.”

“It’s gorgeous. It has so much more to offer now. It’s fantastic.”

“It’s high-end looking.”

“I love it. It’s really nice. There is a lot more stuff, and it’s easier to find everything.” s



Hair

Architecture of Cutting Experience the Italian Touch cutting system. With Architecture Cutting you will experience a new way of approaching cutting, whether in long, medium or short cutting. The Architecture system simplifies any look and allows you to transform every length.Look & Learn11/5 10 am – Noon $39 952534Workshop11/5 10 am – 4 pm $199 952535

Kemon CollectionEach year, the Kemon Technical team based in San Giustino, Italy, works with the finest photographers, models, and settings to create their version of seasonal collections. This year we are pleased to announce you can learn firsthand from this Italian team in our new TheAcademy location. Look & Learn11/12 10 am – Noon $39 952538Workshop11/12 10 am – 4 pm $149 952539

Visit theindustrysource.com for store locations.

OPI Holiday Polish Changes11/9 10 am – 3 pm Farmington Hills, MI 11/30 10 am – 3 pm Shelby Township, MI

CND Play Stations11/5 10 am – 3 pm Troy, MI11/12 10 am – 3 pm Maumee, OH11/19 10 am – 3 pm Orchard Lake, MI11/26 10 am – 3 pm Lambertville, MI

Esthetics and Makeup

Brow and Lash CampHosted by be PRO11/5 10 am – 2 pm $75 952533

Mastering the 8-in-1 Machine Hosted by THE INDUSTRY SOURCE11/13 10 am – 4 pm $99 952540

All About Fake Lashes Hosted by THE INDUSTRY SOURCE12/10 10 am – 1 pm $39 952553

Nail

CND Master Architect Hosted by CND11/19 9 am – 4 pm $199 952542

OPI Gel ColorHosted by OPI11/26 9 am – 1 pm $39 952547

CND Shellac Art and StyleHosted by CND12/3 9 am – Noon $39 952550

CND No Limits Nail ArtHosted by CND12/3 1 pm – 5 pm $39 952551

CND Master Painter Hosted by CND12/10 9 am – 4 pm $199 952552

Nail

CND Perfect Smile Lines – Gel Hosted by CND11/26 10 am – Noon $25 952545

CND Perfect Smile Lines – Liquid & Powder Hosted by CND11/26 1 pm – 3 pm $25 952546

For a complete listing of classes, descriptions and information on what to bring, visit tngworldwide.com/education. To register for classes, call 800.362.6245.

Classes are nonrefundable. Tickets will not be sold at the door on the day of the event.

SCHEDULE OF COURSES

LOCATION: TheAcademy 38499 West Ten Mile Road, Farmington Hills, Michigan 48335

LOCATION: TheAcademy West 1760 44th St., Wyoming, MI 49509 LOCATION: THE INDUSTRY SOURCE Stores

Hair

Brocato Color Project: The Complete Tool BoxHosted by Brocato11/6 10 am – Noon N/A 952532

Pivot Point Cutting Meta 051Hosted by Pivot PointVenture beyond to discover innovative beauty embodied by new shapes, abundant shine and radiant colors with Meta 051. Explore dynamic techniques that employ tech savvy tools. Redefine core sculpting concepts from a new perspective, working with gravity and varying head positions to create strong shapes and lines. Voyage to the edge of innovation to find new freedom to create and realize a visionary expression of beauty with Meta 051.11/19 10 am – 4 pm $250 952541

Brocato Long Hairdressing Hosted by Brocato (See description below.)Look & Learn11/26 10 am – Noon $19 952543Workshop11/26 10 am – 4 pm $99 952544

Clipper/Trimmer TechniquesHosted by BaBylissLook & Learn12/3 10 am – Noon $25 952548Workshop12/3 10 am – 4 pm $149 952549

Hair

Brocato Long HairdressingHosted by BrocatoThis class is an introduction to the culture of Brocato, where artistry, business and fashion fuse together to create a unique attitude towards hairdressing. Learn fast and simple setting techniques, versatile styling and creative up-do ideas to create glamorous looks inspired by modern trends. Look & Learn11/5 10 am – Noon $19 952536Workshop11/5 10 am – 4 pm $99 952537

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Flaunt your creativity and delight your clients!

CND introduces a new way to bring color

to your clients: Additives, an eye-opening

collection of pure pigments and lustrous effects.

Blend Additives into any CND sculpting

powder or gel, or layer over CND Shellac™

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Visit cnd.com/additives for inspiring

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SCAN. WATCH. LEARN.

cnd.com©2012 Creative Nail Design, Inc.

CNDADDITIVES

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8 YEARS IN A ROW!8 YEARS IN A ROW!

The girl with the edge? The style standout?

Retention+™ is not your mother’s acrylic. It’s the original game

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8 YEARS IN A ROW!8 YEARS IN A ROW!

The girl with the edge? The style standout?

Retention+™ is not your mother’s acrylic. It’s the original game

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the industry source magazine • nov/dec 2012

Documents

holiday season

brilliant treasures

com2012 creative nail

enchanting seasonal

hair styles

types of hair

lasting healthy hair

total care