One of the most interesting new lines that I saw at the Western Buying Conference last month was Perfect Results, hair care for women of color distributed by Fromm International’s Diane Products (frommonline.com, 800.323.4252). The company bought the line—a real winner with limited distribution in the Midwest—a few years ago, and is now starting a massive relaunch targeting beauty stores nationwide.

Perfect Results has certain products for professionals and others for consumers, including relaxers, maintenance SKUs and styling items. And let me tell you: The packaging is exquisite. The displays are superb. The marketing materials are excellent. And the price points are great. Introductory prepacks are available.

Check the line out for yourself at its website (perfect-results.com), which just went live last week. Free samples are available there. Be the first in your city to carry these don’t-miss items!

See you next Wednesday,
Marc

Have you heard about the interesting promotion Andis (andis.com) will have at the Bronner Bros. International Hair Show (bronnerbros.com) inside the Georgia World Congress Center’s exhibit hall in Atlanta on Feb. 21-23? Andis will likely be the talk of the show, and is going to get a tremendous amount of coverage about it too!

The company is offering licensed barber and cosmetology professionals and students the chance to clipper cut on the Andis stage. There are 21 50-minute educational programming slots, each available for $100. All of the money collected will be donated to an Atlanta-area barber school chosen by the management of Atlanta Barber and Beauty Supply (http://stores.atlantabarber.com/StoreFront.bok).

Every slot for this Sunday is filled, with some still open for Saturday and Monday, Ivan Zoot, Andis’ director of education and training, told me this past Monday. (There’s no exhibit hall on the Tuesday of the show, just educational classes.) Those interested in participating in this promotion must register in advance by contacting Zoot, 800.558.9441, expert@andisco.com, and pay the full slot-fee donation.

Where did Andis come up with this winner? “The idea,” explains Zoot, “was born out of the experience that whenever I appear on stage at a show I’m approached by haircutters asking, ‘How can I get a shot up there?’ Well, this is your shot.”

What does he think about the promotion itself? “I expect that we’ll see some interesting things,” he muses. “Some haircutters will learn that it isn’t as easy as members of the Andis team make it look. Some haircutters will learn that one hour [the actual time slot scheduled] is a lot longer, or shorter, than they thought it was. And we just might find the next Andis superstar.”

Andis educator Kenny Duncan will also be on hand to fill in on any unsold spots. In addition, Duncan will be there to provide support and coaching where needed. “We don’t want anyone to feel uncomfortable,” adds Zoot.

Here are the rules:

• All participants must be licensed barbers, cosmetologists, or barber or cosmetology students with proper proof.
• All participating haircutters and their models are required to sign a release.
• Only Andis tools are permitted for use. Haircutters must provide all their own tools and equipment.
• The use of straight razors is prohibited.
• Business appropriate clothing is required and must be free of licensed logos (e.g., sports teams, clothing brands, haircare brands, etc.).
• Haircutters must use an Andis cutting cape as provided.
• Haircutters must start and finish on time. Haircutters will have five minutes before their segment begins to set up and five minutes at the end of their segment to clean up. The segment ends promptly at 50 minutes past the hour, regardless of the state of the haircut demo.
• Any display of inappropriate language or behavior will result in the immediate end of a haircutter’s segment.
• All haircutters are responsible for their own transportation to Atlanta, accommodations and ticket for access to the show.
• All haircutters must provide their own models. Models will need paid tickets for access to the event floor as well.
• Haircutters will be provided with electricity via a power strip, a haircutting chair, a small table for tools and a headset microphone. All other equipment and supplies are the responsibility of the haircutter.

By the way, each haircutter will get an Andis gift package valued at $150.
What will Andis think of next?

See you next Wednesday,
Marc

The 2008 Professional Salon Industry Haircare Study from Cyrus Bulsara, president of Professional Consultants & Resources (proconsultants.us), is now available, and he has once again graciously allowed me to share some of what’s in his proprietary “industry standard” work with you. It reveals overall salon industry growth at 2.8%, and haircare soft goods growth at 2.1%. Here are select highlights, trends—and yes—some bright spots from it:

• The major struggle for industry domination and leadership continues between L‘Oréal, Sally Beauty Supply/Beauty Systems Group and Regis. The resulting effects of major distribution realignments and direct sales are adversely affecting the industry, especially the leading marketers and chain salons.
• Sally Beauty/BSG globally grew 5.3% in fiscal year 2008—booth rentals fueled sales at open-line Sally stores, up 6.6%, and exclusive-line BSG pro-only stores, up 3.2%.
• Salon haircare service revenues experienced low growth at 2.1%, which mainly impacts chain salons. Home hairstyling in this recession with new genres of electrics is popular.
• Specialty products grew at 6.7%, and hairstyling SKUs jumped up 6%. Shampoos and conditioners are in a low-growth cycle due to realignments, mass-retail brands and salon products diversion.
• Hair color experienced its lowest growth in years at just 3% due to the deep recession and home-use color purchased at Sally and mass retail.
• Hard goods/electrics saw an 8.5% growth with new genres of CHI, Bio Ionic, ceramic, tourmaline and other product-materials advances due to heavy home styling.
• Booth rentals are seeing burgeoning growth in certain parts of the United States. Clients are opting for more personalized, private, noncookie-cutter type salon services.
• Mega salon-store chains like ULTA, Beauty Brands and others see flat to declining sales during these recessionary times.
• Direct sales began to plateau and declined to 12% of the salon industry. Aveda, Bumble and bumble, Wella International, Kérastase  and others sell direct to salons.
• Great Clips, an “economy chain,” has seen a 37% increase in franchisees. Sports Clips is doing well too in this tough economy.
• Small to midsize product companies like Aveda, TIGI, JOICO, Goldwell, Sexy Hair, Farouk and others are still growing in a low-growth salon industry, while leaders are faltering due to distribution realignments.
• New genres of natural products, such as Brazilian Keratin and MoroccanOil, are showing pockets of vitality.
• A new, updated section reveals shipment market shares for all of the top companies, with L’Oréal, Procter & Gamble Professional Care and John Paul Mitchell Systems ranked as the top three manufacturers. Zotos, Estée  Lauder and Colomer follow.

To purchase the study, contact Bulsara, cbulsara@augustmail.com, 6649 Wickliff Trail, Plano, TX 75023, 972.517.8259, fax 972.527.5102.

See you next Wednesday,
Marc

Beauty Direct, which supplies beauty dealers, distributors and OTCs with the latest products and everyday supplies essential to their success, is now tng worldwide wholesale (tngworldwide.com/content/wholesale). The new name follows the name change of its parent company, The Nailco Group, to tng worldwide, last month by Larry Gaynor, president and CEO.

“With great products, superb prices and next-day shipping, we’ll help keep your money in your business instead of tied up in high inventory and multiple vendor minimum orders,” says Dixie Eklund, vice president of sales at tng worldwide wholesale.

There may be a new name, but this one-stop beauty products supplier still offers low pricing, a large in-stock inventory, exclusive brands, international export services, and business and marketing guidance and expertise. With three distribution centers, most orders ship within 48 hours.

I love the new Ginger Lily Farms professional shampoos and conditioners with awapuhi, which come in two formulas (moisturizing and color protecting) and have $2.99 suggested retail prices. That’s how you can compete against those retail brands in local supermarkets, discount stores and drugstores! There’s also a new be*PRO store prepack of great cosmetics and tools for makeup artists in an attractive acrylic display and beautiful tek natural-wooden brushes and combs from Italy. Call 800.442.3288 and be the first in your area to offer these terrific items.

See you next Wednesday,
Marc