LNE & Spa - December 2017 by LNE Magazine

LNE & Spaâ&#x20AC;&#x201D;the magazine for skin care and spa professionals December 2017

$7.50

Ask An Expert Katy Muenter, Product Research & Development Manager at Éminence and Marine Biologist, shares the benefits of natural ingredients for your skin and her expert knowledge of the Earth’s aquatic eco-system.

Algae provide high concentrations of nutrients and amino acids that replenish and deliver superior hydrating benefits P R O D U C T R E S E A R C H & D E V E LO P M E N T M A N AG E R A N D M A R I N E B I O LO G I S T K AT Y M U E N T E R

to the skin.

that use the energy from the sun to grow. These range in size from

I have a shellfish allergy. Can I use the products in the Marine Flower Peptide Collection?

a single cell to over 50 meters long, and can be found in every

The Marine Flower Peptide Collection does not contain any

environment on the planet, including marine intertidal zones, hot

shellfish or animal-derived ingredients. If you can swim in the

springs, and even within ice and snow. Algae have many unique

ocean, you should have no adverse reactions to any products in

adaptations that help protect them from environmental damage so

this collection. As always, we recommend conducting a patch test

they can survive in these extreme conditions. The Marine Flower

before using any new skin care product. If you have a sensitivity

Peptide products feature several innovative algae extracts that

to iodine, you should check with your allergist prior to use.

Are algae plants or animals? Neither! Algae are a special type of “photosynthetic” organism

impart these same powerful benefits to the skin!

Why are algae considered the “superfoods of the sea”? Algae provide high concentrations of nutrients and amino acids that replenish and deliver superior hydrating benefits to the skin. Just like land-based superfoods (such as blueberries and kale) are vibrant in color, the antioxidant pigments found in brightlycolored algae include chlorophyll and beta-carotene which naturally protect the skin.

Look for more great information about this and other Éminence collections by visiting: www.eminenceorganics.com/blog

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IMMERSE YOUR SKIN WITH MARINE FLOWER PEPTIDES

Smart Collagen+ Complex Doubles collagen density to visibly lift and fill wrinkles*

If you are interested in partnering with Éminence, an award-winning natural, organic and Biodynamic® skin care line, call 1-888-747-6342 or visit www.eminenceorganics.com. *

In vivo results after 84 day clinical study

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from the

Skin Care for life inside and out®

editor

Close your eyes, and imagine your dream job. What does it look like? Who are your clients? What are you doing? For many of you, a picture of your own business, with control over your own time, choice of services you want to provide, and clients that are loyal to you may come to mind. Maybe you just can’t wait to decorate your own space, or maybe you’re craving a more intimate and personal connection to your clients. If you’ve been considering taking the leap and becoming a solo esthetician, consider our December Guide: Solo Esthetician your inspiration. Today, more than ever, estheticians are flexing their entrepreneurial muscles and kick-starting their own businesses. Whether you’ve just graduated with your license, or have decades of experience in resort and day spas, a solo esthetician business has an exciting and adventurous appeal. You can make a name for yourself in your area, and establish a profitable and gratifying community of devoted clients.

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3 easy steps to beautiful skin

If you’ve dreamed up your own business, you have probably also dreamed up the start-up cost, the financial learning curve, the difficulty of finding clients, and the responsibilities of being the sole service provider and business manager. Creating a successful solo business takes dedication, detailed planning, and limitless passion, but the reward of helping others in your own, unique way is more gratifying than you might imagine. I hope you use this guide as the first step towards living your dream. Take a pen to paper, make a business plan, and lean on the community of estheticians that Les Nouvelles Esthétiques & Spa brings together.

Let’s create a powerful spa industry!

bio-therapeutic.com

Cristina Beecham Managing Editor

mcristina@LNEonline.com December2017

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Skin Care for life inside and outÂŽ

micro ultrasonic exfoliation

ÂŽ

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shop online anytime at bio-therapeutic.com Exclusive Supplier of all Advanced Technology for Dermalogica and the International Dermal Institute Worldwide

December volume 32 number 12

cover © Franck Provost 2017

contents 6 From the Editor 98 Advertiser Index

Adult Acne

spa

22 Skin News

Solo Esthetician Spa Guide

Identifying Your Spa Demographic

Marketing From Solo Estheticians

Skin Care Retail Boost

Tips from Solo Estheticians

Photoshoot

50 Solo Esthetician Spa Guide

Spa of the Month

The Charcoal Skin Care Attraction

Body Peel Treatments

Facial Cupping Treatments

Miami Congress Recap

Organic and Wellness News

Spa News

80 Facial Cupping Treatments

28 Body Peel Treatment 36

Behind the Spa Door

Tackle Your Inventory

Spa Front Desk

Business News

44 Spa Front Desk

image

business

18 Psoriasis Skin Therapy

o&w

skin

18 Psoriasis Skin Therapy

guide

12 A Holistic Approach to Treating

How Rose Marie Beauchemin Developed a Quality Makeup Team

Makeup Primer Magic

Winter Makeup Trends

Image News

92 Winter Makeup Trends

Les Nouvelles Esthétiques & Spa, American Edition, (USPS 003-687) (ISSN 1043-9641) is published monthly, 12 times per year and is sold exclusively by subscription. Publisher’s Name: Jean Jacques Legrand, M.D., 3929 Ponce De Leon Blvd., Coral Gables, FL, 33134. Periodical postage paid at Miami, Florida, with additional mailing offices. Postmaster: Send address changes to: Les Nouvelles Esthétiques & Spa, American Edition, 3929 Ponce De Leon Blvd., Coral Gables, Florida 33134, United States Subscription: Annual Rate $45.00 Canada Subscription: $55.00 (American) 1st Class Postage Overseas Subscription: Two years for $140.00 (U.S.) Air Mail Postage

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Miami Beach, FL 33139, USA 1 (305) 674.1333 1 (800) 263.5743

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3929 Ponce De Leon Blvd. Coral Gables, Florida 33134

USA: 800.471.0229. Worldwide: 305.443.2322. Fax: 305.443.1664. LNEonline.com email: tradeshows@LNEonline.com subscriptions@LNEonline.com Publisher Dr. Jean Jacques Legrand Chief Executive Officer Rodolphe Legrand rodolphe@LNEonline.com Managing Editor Cristina Beecham mcristina@LNEonline.com Editorial Assistant & Social Media Partner Kristina Mazzenga kristina@LNEonline.com Art Director Andres Gutierrez andres@LNEonline.com Designer Luis Bolaños luis@LNEonline.com Director of Sales Aché Saint ache@LNEonline.com Exhibitor Operations Manager Elizabeth Allen liz@LNEonline.com

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Web Developer Jose Daniel De La Rosa daniel@LNEonline.com

GLOW FACIAL

Conference Coordinator Jacqueline Reyes jackie@LNEonline.com International Editor Michele de Lattre-Pierantoni 7 Avenue Stephane-Mallarme, 75017 Paris, France - 43 80 06 47

THE HOLIDAY FACIAL THAT HAS CLIENTS COMING BACK! Holiday 10% OFF professional kits and retail products. Valid through December 31, 2017 BELLA SCHNEIDER BEAUTY LLC Toll Free: 888.200.3977 www.bellaschneiderbeauty.com December2017

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C ontributors Ami Mallon Boldijarre Koronczay Carrie Borzillo Cristina Beecham

Dori Soukup Jaclyn Peresetsky Kris Campbell Mara Shorr Michael Perez

Natalie Iovino-Shoenfeld Sara Kowalik Tina Zillmann Wendy Jacobs

Printed with 100% soy-based ink. This magazine is recyclable. Please recycle where facilities exist.

COVER RECOVER THE NAME SAYS IT ALL

Cooling Customized cooling agents to cool, relieve, calm and soothe irritated skin, and to awaken and stimulate as an everyday breathable foundation.

Coverage Weightless yet buildable, seamlessly blends for undetectable, breathable coverage to transform to a flawless smooth appearance.

Recovery A blend of healing ingredients to recover skin after treatments, or to continue to improve and protect skin as an everyday foundation.

For more information about this intensive cooling camouflage that accelerates repair with natural coverage call 1-844-7DP-DERM | 1-844-737-3376 or visit us on the web:

Derm.com *Available in 8 shades. Suitable for all skin types and conditions, such as problematic, pigmented, traumatized, aged and sun damaged skin. Cover Recover is a member of the DP Dermaceuticalsâ&#x201E;˘ Family of products. Say you saw it in LNE & Spa and circle #170 on reader service card

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A Holistic

Approach

To Treating

Adult Acne

Understand the whole picture when treating adult acne by Tina Zillmann

Letâ&#x20AC;&#x2122;s face it, adult acne is influenced by multiple factors, and 22 percent of American women experience some form of adult acne in their life. Unfortunately, the many variables that contribute to acne, like hormones, stress, sleep, medication, and genetics, can be unique to each individual. Estheticians who take clients with acne above and beyond the basic facial are the most successful at delivering acne therapy because they understand the physical, social and psychological impacts this condition has.

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skin a holistic approach to treating adult acne breaks down very superficial skin cells by dissolving cellular bonds and excess oil. It is very small in molecular size compared to its hydroxy acid “cousins” and can penetrate the skin well, making it effective at encouraging cell turnover and collagen production. Glycolic acid also acts as a humectant and helps increase the skin’s natural hyaluronic acid content.

Peels:

Types of acids and what works best for acne When someone mentions oily or acne skin, the first peel on every esthetician’s mind should be salicylic; however, there are a few other chemical peel solutions that can greatly benefit a client with acne.

A new way of thinking When a woman suffers from acne, it interferes with her level of confidence and can increase her feelings of isolation. Having the ability to relate with an acne client and help them understand that they’re not alone is as critical as the treatment plan itself. On the treatment side of therapy, estheticians need to think long-term and consider all the variables, including melanin content of the skin, grade of acne present, what kind of lifestyle do they have (i.e. high stress, smoker, alcohol consumption), and whether the client’s skin is oily, dry, combination, dehydrated or sensitive. All of these variables can alter the professional and home care approach you take with the client’s treatment plan. 14

December2017

Salicylic Acid, derived from willow tree bark, is a phenolic phytohormone and a key ingredient in the treatment of dermatitis, acne, psoriasis, keratosis pilaris and hyperpigmentation. It is a keratolytic, comedolytic and bacteriostatic agent that encourages exfoliation, helps manage oil, releases blocked pores and constricts pores to help prevent breakouts. Jessner Peel is a formulation of salicylic acid, lactic acid and resorcinol that removes superficial layers of dead skin. Before you consider the traditional layered peel application for an acne client, opt for a diluted solution or modified seven percent solution. After a deep pore or extraction facial, dilute a 14 percent Jessner Peel with a salicylic toner, or use a seven percent solution to finish the treatment. A Jessner Peel can also be used as a spot treatment for acne lesions to help clear them faster. Glycolic Acid, derived from sugar cane, is the smallest hydroxy acid and

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Retinol solutions for acne can relieve congested pores and enhance cellular regeneration and keratin synthesis, which, in turn, prevents the pore from becoming blocked and forming a blemish. Retinol Peels are self-neutralizing solutions that contain a higher percentage of retinol, or similar derivative, with a hydroxy acid and/or acetic acid to encourage optimal penetration. Frequency: Peel solutions may be applied every four to six weeks.

Ultrasonic Ultrasonic is one of the most versatile tools an esthetician can own because it is a highly effective treatment option for aging, sensitive skin and rosacea, and both comedonal and cystic acne. Ultrasonic also balances moisture levels by penetrating beneficial antioxidants and anti-inflammatory ingredients into the skin. Ultrasonic cavitation is the exfoliation mode of an ultrasonic tool and utilizes sound waves with water to essentially pressure wash the skin surface. As the spatula glides over the skin’s surface, the water blasts away dead skin cells while the vibration of sound waves helps loosen compacted sebum from the follicle. Ultrasonic penetration, when used with high quality skin care products, hydrates the skin and increases antioxidant content that helps reduce inflammation. Key ingredients to use include hyaluronic acid, vitamin E, vitamin C ester, vegetable glycerin, and tea tree oil.

skin a holistic approach to treating adult acne their skin moisturized and hydrated, include a vitamin C serum and retinol serum, and acne products should be limited to a single spot treatment product that contains benzoyl peroxide, salicylic acid, sulphur or tea tree oil.

Chemical and botanical approaches to acne management

Pregnancy Acne Every woman and every pregnancy has a unique experience with acne. Women who experience acne may find the condition worsen or, on the other hand, their skin may improve. Pregnancyrelated acne may come and go at any point during the pregnancy, and like perimenopausal acne, it is hormone related. A botanical approach to acne therapy is the safest and most preferred method of treatment. Salicylic acid is not recommended because it is a derivative of aspirin. High doses of aspirin, consumed orally, have been attributed to birth defects and pregnancy complications. Isotretinoin and topical retinoid prescriptions are also known to cause birth defects. Playing it safe is smart.

Perimenopause and Acne Women experiencing the changes of menopause are likely to notice acne lesions along the jawline, chin, around the mouth and even the neck. This type of acne formation is likely the result of a decline in estrogen levels and does not necessarily indicate a need for a comprehensive acne regimen and treatment plan. Skin care essentials that offer aging skin benefits are important to this client because, after perimenopause, the rate of intrinsic aging accelerates with the change of hormones. This clientâ&#x20AC;&#x2122;s skin care regimen should keep

â&#x20AC;&#x153;

Having the ability to relate with an acne client & help them understand they are not alone is as crucial as the treatment plan itself.

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Frequency: Ultrasonic, as a standalone facial, may be performed every two weeks. However, when combined with a light peel or microdermabrasion, frequency is extended to every four to six weeks.

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skin a holistic approach to treating adult acne

Melasma with hormonal acne will take time to treat. Unlike sun damage, melasma does not “go away” with products and treatments. On the contrary, it is easily stimulated with the wrong combination of products or treatments. Two ingredients recommended for this skin concern includes kojic acid and azelaic acid. Both assist with the infection associated with acne and help reduce the visible signs of hyperpigmentation.

Best Ingredients for Acne Salicylic Acid (treatment) Glycolic Acid (treatment) Retinols (treatment) Benzoyl Peroxide (treatment) Sulfur (treatment) Tea Tree Oil (treatment) Glycerin (hydration) Yeast Protein (hydration) Hyaluronic Acid (hydration) Ceramides (hydration) Vitamin C and E (antioxidant) Niacin/Niacinamide (antioxidant) Glutathione (antioxidant) Green Tea (antioxidant)

Opt for natural ingredients for prenatal acne: tea tree, sulfur, glycerin, yeast proteins, citrus oils, and fruit enzymes. Hormonal Acne The acne that has a tendency to ebb and flow, hormonal acne usually appears with menstrual cycles, oral contraceptive use, or other hormonal changes. This type of acne may or may not present itself with melasma, or hormonally induced hyperpigmentation. Like perimenopausal acne, alter your treatments of this type of acne with the client’s skin type (balanced, dry, combination, oily) to prevent drying or sensitizing their skin. Clients with hormonal acne have multiple treatment options depending on the degree and severity of their acne. Oily skin with comedonal acne can benefit from a comprehensive oil control regimen, whereas a dry skin with occasional comedonal breakouts will only need a spot treatment product. Stimulating anti-aging products may be too stimulating for a client with balanced to dry skin and hormonal acne, so keep their regimen simple with a vitamin C and retinol serum for anti-aging. 16

December2017

 Clients who have had facial waxing, used depilatories, or have had a laser procedure within the past two weeks.  Clients who tan or use a tanning bed, or are exposed to the sun daily with her/his occupation.  Do not peels, or use extreme caution when performing a peel on clients who use cosmeceutical exfoliants and/ or retinol (OTC and Rx). Clients should stop using these products 48 hours before their facial appointment.  Do not use products that the client is allergic to—know your products and ingredients.  Always perform facial treatments that are within your scope of practice, license, and insurance policy.  References 1. Pappas, A., Johnsen, S., Liu, J.C., Eisinger, M. Sebum Analysis of individuals with and without acne. Dermatologist Endocrinology. 2009 May-Jun; 1(3): 157-161 2. Albuquerque, R.G.R., Rocha, M.A.D., Bagatin, E., Tufik, S., Andersen, M.L. Could adult female acne be associated with modern life? Archives of Dermatological Research. 2015 Oct; 306(8): 683-688

Best Practices for Estheticians  Perform a consultation and skin analysis at every appointment and note changes in regimen and medications (OTC and Rx).  Do not perform facial peels, microdermabrasion or ultrasonic on the following: Inflamed or sensitized skin, or skin with open lesions. This includes facial injections; the client must wait 48 hours before receiving a peel.  Isotretinoin use, or use within the past six months. This includes Accutane, Myorisan, Amnesteem, Claravis, Absorbica, and Zenatane.  Visible active inflammation or sensitized skin, including rosacea, inflammatory acne, cold sores, eczema, psoriasis or dermatitis.

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3. Tanghetti, E.A., Kawata, A.K., Daniels, S., Yeomans, K., Burk, C.T., Callender, V.D. Understanding the Burden of Adult Female Acne. Journal of Clinical and Aesthetic Dermatology. 2014 Feb; 7(2): 22-30 Tina Zillmann is a practicing esthetician and licensed hair removal professional with expertise on innovative esthetic treatments and post-surgical care. She is vice president and director of Skin Rejuvenation Clinique, Inc. and Advanced Rejuvenating Concepts. Zillmann was a recipient of the Female Entrepreneur of the Year award through the National Association of Women Business Owners. She served as the president of the Aesthetic International Association from 2009-2010, and was an advisory board member for the American Electrology Association.

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Psoriasis SpaTherapy Calm your clientsâ&#x20AC;&#x2122; sensitive skin with these psoriasis spa therapy tips

by Kris Campbell

Psoriasis is a skin condition that estheticians are seeing more often these days in the treatment room. Psoriasis is an immune-mediated disease that causes raised, red, scaly patches to appear on the skin. Itâ&#x20AC;&#x2122;s a disease that comes and goes. At this time, there is no cure for it; however, there are ways to avoid its triggers, as well as products and treatments that can help alleviate the symptoms when the skin flares up. Psoriasis should first be treated by a physician. Afterwards, professional skin care treatments can help to relieve and destress the client and calm the reactive state of the skin during a flare-up.

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skin psoriasis spa treatments

Psoriasis scales and red patches are itchy and can occur all over the body. At times, this can be painful, as psoriasis tends to speed up the life cycle of cells and causes layers to rapidly build up on the epidermis. It is not contagious. It can affect both men and women, and usually shows up in early adolescent years. Psoriasis is often mistaken for other skin conditions such as dandruff, eczema and seborrheic dermatitis.

How to Differentiate Seborrheic dermatitis is commonly called dandruff when found on the scalp, where psoriasis can also be found. Psoriasis is more common on the scalp if the person also has it elsewhere on their body. Scales are usually a good way to distinguish the two, as psoriasis scales are thick and tend to be silver or grey in color, while seborrheic dermatitis flakes are thinner and tend to be more yellow or white and greasy in appearance. Seborrheic dermatitis is not usually painful, while psoriasis on the scalp is very tender and painful to touch. 20

December2017

Eczema, or atopic dermatitis, is more common than psoriasis. Skin diagnosed with eczema may appear red, inflamed, peeling, cracked, blistered, or pus-filled. It does not build up into dead, scaly skin like psoriasis does. There are five main types of psoriasis: plague, guttate, inverse, pustular and erythrodermic. No set cause has been determined, but studies suggest genetic, environmental and immune factors are the most likely culprits. Discuss with your client what type of psoriasis their physician has diagnosed. Are they on medications? Have they noticed anything specific that triggers a flare-up of the condition? Are there any items or treatments that they have noticed aggravate or dissipate symptoms? You can look for contraindications with any treatments or products that you use in your treatments.

What Triggers a Flare-Up? Diet While skin care professionals are not doctors, we can suggest to a client who presents psoriasis that they should dis-

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cuss with their physician which things to eat and to avoid in their diet. Many foods are commonly thought to be triggers, such as alcohol, foods containing gluten, nightshade family foods (tomatoes, white potatoes, eggplant), red meats including processed ones like sausage, junk food, dairy, refined sugar, citrus, certain condiments and spices. Some of these foods link back to obesity, diabetes and inflammatory reactions, which may trigger a flare up of psoriasis. One should also look at their vitamin D levels, as low levels can cause issues as well. Lifestyle A variety of other lifestyle habits can also trigger a breakout. Smoking, heavy alcohol usage, and stress can also be triggers. Stress can affect a personâ&#x20AC;&#x2122;s immune system negatively, which can trigger a psoriasis flare-up and make symptoms worse. Where a person lives, works or plays should also be considered, as temperature, chemicals and fragrances in that environment can subsequently cause irritation.

skin psoriasis spa treatments Injury to the Skin or Infections Cuts, scrapes and even bug bites can set off a reaction. Recent illness affecting the immune system may also trigger the skin to be irritated. Medications Certain medications can trigger conditions. People suffering from psoriasis should always let any physician or skin care professional they see know they have been prescribed some medications for diseases like high blood pressure, malaria prevention, arthritis and mood disorders, which may interfere with other medications or cause skin reactions.

Spa Therapies - “Do No Harm” Sanitation- A client with psoriasis can be more prone to other bacterial skin infections than the normal client. In the treatment room, it is recommended to “go the extra mile” when it comes to sanitation. Consider using gloves as protection so they do not get any other infections. Make sure that the room is clean and that all equipment that may touch the client’s skin is sanitized properly. Linens- Linens that are soft and free of irritating detergents are also be great for a client with psoriasis. Many detergents have heavy fragrances and alcohols, which can trigger and irritate psoriasis. Extra soft sheets, and even microfiber towels, are softer on the skin. When providing treatments, recommend to refrain from using hot towels. Rather, use linens that are lukewarm to help calm inflammation. LED Therapy- Both blue and red LED exposure have been shown to have a positive effect on inflamed skin. The blue light works on antibacterial issues associated with psoriasis and prevents any more bacterial skin infections for those with the condition. If a client has all-over body psoriasis, you may want to look for one of the newer LED beds on the market to get a larger body area covered.

“

A client with psoriasis can be more prone to other bacterial skin infections than the normal client.

Massage- Since stress is a trigger, it is most reasonable to expect that using massage therapy will help reduce some of the built up anxiety in the client. Many of those who suffer from psoriasis have stress from the appearance of the outbreaks, as it can be very uncomfortable both physically and emotionally. Because it can be painful at times, make sure to avoid outbreak areas when massaging. Also, consider the products that you are using in regards to fragrance and ingredients. Products- Salicylic acid has been approved by the FDA in treating psoriasis, however estheticians must be careful to not use too strong of an acid, or leave it on the skin for too long, as it can then become irritated. Antimicrobial and antibacterial ingredients will be beneficial in preventing conditions that promote infection. Calming, hydrating and barrier function ingredients will also help with the inflammation. Ingredients that help with the itch factor, like calamine, mirabilis jalapa, and figwort, will relieve the urge to scratch. Creams with shea butter will help hydrate the skin. Sulfate free products should also be considered.

Home Care While we de-stress and calm a client’s skin in the treatment room, we should also go over what they are do-

ing at home between spa treatments. Suggest to your client that many of the same precautions you take in the treatment room should be replicated at home. Types of linens, products (ingredients), fragrance, water temperature, and relaxation methods will be helpful. If the condition is triggered by work or living environment, offer suggestions about how to protect the skin from being exposed. The economic burden of psoriasis is approximately $35.2 billion in the United States per year. Costs are rising yearly for those suffering from this condition. Approximately 7.5 million people in the United States have psoriasis, and many of them are looking to us to help them with the symptoms. Encourage clients to get an official diagnosis from a dermatologist. Understanding your client’s medical condition will help you educate them and build a long and rewarding client/ spa professional relationship.  Kris Campbell is CEO and a formulator for Tecniche, a skin care line dedicated to sensitive skin. She is a certified oncology esthetician, and works with Morag Currin to address the skin concerns of clients who are undergoing cancer treatments. Campbell trains professionals, writes for trade publications and speaks at industry events about conditions faced by people with health challenged skin.

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Euphoric Facial Treat

This exquisite, nourishing and uplifting Inlight Chocolate Face Mask from Hug Your Skin is a euphoric treat for the face and mind, designed for brightening, deeply calming and feeding the skin! Organic cacao gives a beautiful aroma, while the argan oil refines and detoxes the pores. This product also contains rose to restore and balance the skin and baobab to gently exfoliate and deliver a burst of antioxidant protection!

941.350.0014 hugyourskin.com

spiced wine

Cheers! This refreshing Spiced Wine Toner from Sorella Apothecary is PACKED with antioxidants and vitamin C from rich pumpkin extracts that leave skin hydrated and fresh! Normal to oily skin gets toned and balanced as pores are refined with this deep pore cleanse! Provide your clients with long-lasting, intense moisture retention as you gently remove excess oil and impurities.

800.253.0450 sorellaapothecary.com

Skin

SKIN CARE PRODUCTS AND TREATMENTS

Reveal Glowing Skin!

NEW Triple Action Peptide Mask from RepĂŞchage! Apply, press and peel to reveal glowing skin in as little as 10 minutes with this cooling sheet mask infused with peptides and pure seaweed filtrate to help hydrate, firm and brighten skinâ&#x20AC;&#x2122;s appearance! Suitable for all skin types, this soft, cooling mask can be used any time, combining the hydrating and revitalizing benefits of seaweed with renewing peptides to drench skin in replenishing moisture. Skin will look more luminous, rested and restored!

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surge of moisture

Experience a SURGE of moisture! This Reti Age Anti-Aging Mist from Sesderma USA smoothes the skin, tightens the pores and provides an INSTANT burst of radiance preparing the skin for serums and moisturizers by helping the absortion of key ingredients!

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TRIPLE ACTION PEPTIDE MASK For All Skin Types Cooling Sheet Mask Infused with Peptides and Pure Seaweed Filtrate

Hydrating + Firming + Brightening = LUMINOUS skin This ready-to-use sheet mask is infused with peptides combined with Seaweed extracts, Aloe, Chrysin, Sweet Almond Seed Extract, and Mirabilis Jalapa to moisturize, help reduce the appearance of fine lines and wrinkles, giving skin a temporary “lifted ” appearance. ISO

9001

Professional Skin Care for At-Home Created by Master Esthetician Lydia Sarfati

CERTIFIED COMPANY

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Pioneers in Seaweed Based Products. Say you saw it in LNE & Spa and circle #170 on reader service card

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Rivage Day Spa

Birmingham, Michigan How Director Jessica Lundberg Makes Her Spa A Center of Community

SPA OF THE MONTH

Photograpy by Jeff Garland

by Cristina Beecham

Nestled in the heart of downtown Birmingham, Michigan, this 7,500 square foot haven of tranquility and wellness is the perfect mix of luxury, style and comfort. With a variety of restorative facials, relaxing massages, detailed mani-pedi services and state-of-the-art medical spa treatments, this breathtakingly unique spa is under the direction of owner Nahil Gerbara and director Jessica Lundberg, a fierce and dynamic mother-daughter duo!

Signature Treatments Rivage Day Spa offers a wide variety of treatments including facials, massages, body treatments, waxing, tinting and nail services. One of the spaâ&#x20AC;&#x2122;s most popular treatments, however, is their Liftosome Facial ($185/60 minutes). This luxurious facial treatment was designed to lift the skin while nourishing, plumping and smoothing skinâ&#x20AC;&#x2122;s overall appearance using stabilized vitamin C and melanoxyl to reduce the appearance of dark spots and brighten the skin.

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spa spa of the month we are expanding our staff or learning about a new product line or treatment, our trainings consist of several hours of education to assure we have mastered the trade.” The spa has quarterly department meetings, as well as full staff meetings twice a year with dinner and light snacks to discuss any changes, issues, growth and recognitions. Lundberg uses email and staff memos to communicate day-to-day notes with her staff. To review staff performance, Lundberg meets individually with the members of her team on a quarterly basis to discuss sales, client retention and teamwork. Goals are set with each individual team member based on experience. To keep her employees incentivized, Lundberg offers free services, gift cards and discounts on products to employees with the most upgrades and treatment enhancements per week and month, for example.

Marketing Rivage Day Spa has a number of marketing techniques to both attract new clients and encourage their existing clients to return. “Having been in this industry for over 30 years, my mother and I rely a lot on word of mouth to assure our clients come back,” says Jessica Lundberg, director of Rivage Day Spa. “However, we also work hand in hand with a small marketing company to make our presence known through social media, charity events and through cross-promoting between our departments and partnering with local vendors,” she continues. Lundberg believes that the overall experience they provide to their clients is what truly 26

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brings people back to Rivage. She mentions, “From the moment they check in for a service, to when they have a service completed, guests always remember how they were treated!” Lundberg, on a consistent basis, also runs advertisements in local newspapers and magazines to help boost the traffic of clientele to Rivage. The spa runs ads on social media via Facebook and Instagram, and also donates to several charity events throughout the year. Lundberg states: “We feel that it’s important to give back to the community and help raise money for a desired cause and at the same time it helps us to gain exposure in a helping and healing industry.”

Training Each employee of Rivage Day Spa understands that keeping up with the latest trends is a key part of staying relevant and being successful in the industry. Training and education sessions at Rivage occur approximately three times per month at about four-hour spans. Lundberg mentions, “Whether

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Special Events & Promotions The spa’s one-year anniversary party hosted approximately 200 guests and celebrated the success of the spa thus far, as well as acted as a ‘thank you’ to the local community for their support. For the anniversary party, the spa teamed up with Wish Upon a Teen, a local organization to help terminally ill teenagers, and half of the ticket sales went to support the cause. Lundberg mentions, “We also plan an annual holiday sale where we offer 20 percent off on everything in our spa for one day only. Last year was a huge success!” From ladies’ nights and couple’s nights to private events and special promotions, Rivage has hosted parties for groups of up to 75 guests at a time. The spa also partners with local restaurants and art galleries. “We cater the restaurant’s champagne in our spa and display local art galleries’ work on our walls, as well as team up with local hair salons that have hair services that complement ours,” Lundberg explains.

Photograpy by Jeff Garland

By helping to tighten facial fibers, the effect of dull, tired skin disappears to unveil a more youthful, radiant appearance. While the thermal mask sets on the client’s skin, the therapist performs an intense hydrating foot treatment to allow the guest to fully relax. The mask is then removed to conclude the treatment.

spa spa of the month

Retail To select the products that the spa retails, Lundberg looks for products that stand out aesthetically and also for those that have a strong educational team with high quality research and development to assure the products are meeting the needs of the industry. To incentivize clients to purchase their retail products, Rivage features one product each month that they offer at a discounted rate in addition to their annual holiday sale, which offers 20 percent off products during the holiday season. “We try our best to always listen to what our clients’ lifestyles is like and what their needs are so we can meet them with our product recommendations,” Lundberg states. “We believe in educating our clients on the quality of the products and the ingredients that work best for them individually.”

Rundown

Sesderma, MorroccanOil Bodycare, Thalion, Naturals Organic Polish, IDUN Mineral Cosmetics, Oka B and Chella Brow Bar Spa Revenue Composition: 45 percent massages and body treatments, 35 percent medical spa services and facial treatments, 10 percent nails, 10 percent retail Client Ratio: 35 percent male, 65 percent female; 75 percent local, 25 percent non-local Staff: 10 massage therapists, six estheticians, four nail technicians, five front desk Awards: Best Facial and Best Massage in HOUR Detroit Magazine

Spa Director Spotlight:

Jessica Lundberg has been involved in the spa and salon industry for over 18 years. Jessica enjoys traveling all over the world on spa excursions and to spa trade shows to learn all the insider techniques on services, products and how to make each client’s spa experience better. From coordinating group events, to having extensive product knowledge and thoroughly training employees, Jessica has a true passion for making the spa industry part of every day life!

Cristina Beecham is the Managing Editor of Les Nouvelles Esthetiques & Spa. She is also a licensed esthetician with an intense passion for the skin care industry. Cristina is your source for

Rivage Day Spa 210 S. Old Woodward, Suite 250 Birmingham, MI 48009

inspiration in progressing the gift that estheticians give their clients. Please connect with her at mcristina@lneonline.com

rivagedayspa.com 248.839.2021 Launch: September 2016 Spa Owner: Nahil Gerbara Spa Director: Jessica Lundberg Amenities: Six massage rooms (includes a body treatment room and a couples room), six facial rooms (two are also used for medical spa services) three nail stations, lockers, showers, robes and bathroom amenities upon request. A 1,000 square foot relaxation space that includes lounge chairs, coffee, tea, daily infused water, mimosas and sweet local treats. Retail Lines: Guinot Paris, Janssen Pharmaceuticals, Maria Galland, LNEonline.com

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BodyPeel Treatments Targeted body peel treatments for top-to-bottom radiance by Carrie Borzillo

For years, peels were reserved for the face. But as spa-goers continue to shift toward preserving their youthful appearance through non-surgical procedures from head-to-toe, body peels are gaining popularity at spas around the country. "Peels for the body have been used in Europe for centuries, but there is definitely an increase in interest in the U.S. While deeper peels were popular in the past, most patients today simply do not have the downtime available to sit at home while their skin sheds for four to five days. Lighter peels are in demand nowadays," says Elizabeth Adam, owner of Elizabeth Adam Salon and Day Spa in Chicago. Here are five easy body peels with little to no downtime that brighten, tighten, rejuvenate, and nourish the skin...

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spa body peel treatments

Tightening & Resurfacing Body Treatment with Chemical Peel The Tightening & Resurfacing Body Treatment with Chemical Peel (75 minutes, $295) at Spa La Quinta at La Quinta Resort & Club in La Quinta, California addresses rough, dull skin and targets sagging skin on the abdomen, buttocks, thighs, knees, and upper arms with a combination of manual and chemical exfoliation. The chemical peel is made of both glycolic and lactic acids to exfoliate surface cells to soften and smooth the skin texture, revitalize the skin, and improve appearance of uneven skin tone or hyperpigmentation. It also improves visible signs of fine lines and wrinkles. "The treatment begins with a full body polish and cleanse with the Vichy shower. Then the chemical peel is applied to the neck, chest, and hands with a fan brush. Once the peel is applied, then the body re-texturizing treatment 30

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is massaged into the legs and abdomen," says director of spa and fitness Jennifer Reich. While there is no downtime for the treatment, it does tingle and feel hot on the skin. "But a neutralizer is applied to the skin once the peel is removed. We recommend this as a series of four to six treatments, at least one week apart," adds Reich.

O2 Body Perfection Peel The O2 Body Perfection Peel (50 minutes, $139) at Ă˘me Spa & Wellness Collective at Turnberry Isle in Miami, Florida is geared toward the sun lover. It helps to heal sun-damaged skin, restore elasticity, and provide a deep, intense hydration. The treatment begins with a relaxing inhalation and body alignment, followed by an exfoliation for all skin types using a hydra-peel whose main ingredient is gluconolactone. The ser-

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vice also features a body mask made of quinoa and artichoke extracts, spirulina algae, and other ingredients, and a massage using a mix of oils, including amaranth and chia. As for the service's star ingredient, gluconolactone, spa operations manager Marisa Gonzalez, explains: "It's a 25 percent polyhydroxy acid (PHA) that effectively exfoliates and, at the same time, captures and retains water molecules in the skin due to its multiple hydroxyl groups. The gluconolactone molecule is larger than the traditional alpha hydroxy acids (AHA). This allows it to penetrate the skin more slowly without causing unwanted reactions, such as burning, irritation, or itching. It's ideal for all skin types, even sensitive skin," she says.

Healthy Aging Body Peel Gwen Santos, owner of Pretty Woman Day Spa in Buffton, South Carolina, believes in the power of the peel so much that she has six of them on her treat-

“

spa body peel treatments

These regenerating acids can improve texture of the skin, revealing a more youthful appearance.

ment menu. They include their most popular, Healthy Aging Body Peel (60 minutes, $150 and up) for the entire body, along with peels specifically for the décolleté, hands, arms and hands combined, lower leg, and feet. "Body peels have become increasingly popular here in the south," she says. "These regenerating acids can improve texture of the skin, revealing a more youthful appearance. We encourage our clients to begin with a hand peel as an add-on with their facial." The Healthy Aging Body Peel targets the chest, arms, and hands using ingredients free of dyes, artificial coloring, and artificial fragrance in their formulations to bring less toxicity to the skin. The main ingredients are 25 percent AHA solution, pumpkin peel, and melanin suppressant solution. "Not only does the peel exfoliate and polish the skin, but it also helps to smooth and soften dry skin, improve lipid barrier function, lighten solar pigmentation, and suppress melanin production," says Santos. The peel is best suited for clients who have cumulative sun damage, lipid impairment, and aging skin. "I find that it is most requested by women who are 50 + or individuals who are having concerns with premature aging," she adds.

Depigmentation Peel The Depigmentation Peel (45 minutes, $850) at Maintenance, a medical spa in Beverly Hills, California, is aimed toward that client who has neglected the full-body sunscreen over the summer. "Peels to treat pigmentation concerns in areas such as the back, shoul-

ders, chest, and hands are gaining more interest. No one wants the 'body doesn't match the face' look commonly seen with photo-aging, where an individual has protected their facial skin from sun exposure, but neglected to take the same care of their body," notes co-founder Chelsea Hagopian. The peel is a two-step process starting in the office. "It contains retinol and hydroquinone as active ingredients for skin brightening. The mechanism by which hydroquinone lightens the skin is by preventing the production of pigment. Retinol increases cell turnover of the skin, improves penetration of hydroquinone (i.e., helps the hydroquinone to be more effective), and decreases the actual transfer of pigment to the skin from the pigment producing cells (i.e., melanosomal transfer from melanocytes to kerintocytes)," says Hagopian, who notes that most clients need two treatments spaced four weeks apart. The client applies step two at home. "It contains the following key brightening ingredients: phytic acid, which causes injury to the skin, and, thus, exfoliates melanin present on outer skin layers; kojic acid, azelaic acid, arbutus and licorice root, all which work to block melanin production through slightly different mechanisms," she adds.

cold weather skin crepiness, age spots, post acne scars, and marks from ingrown hairs. "We use a combination of acids and anti-inflammatory ingredients. It's formulated with 20 percent lactic acid, great for brightening and lightening while increasing moisture; 10 percent glycolic acid, a mild skin peel that stimulates collagen synthesis used to reduce signs of aging; five percent mandelic acid, derived from bitter almonds that refines the tone and texture of the skin, evens up the skin tone, repairs sun damaged skin; and two percent citric acid, which increases dermal thickness and fights free radical damage," says Adam. The fifth acid is salicylic acid (one percent) derived from willow bark. "It's highly keratolytic and comedilytic and it dissolves dry, dead skin cells not only on the skin surface, but it's also able to get down into the pore, dissolve the oil, and break apart the debris inside that commonly leads to acne," she continues. The second step of the peel is a neutralizing solution and a wash to remove the chemical agent. "The skin neutralizer formula is a soothing gel mask with natural tyrosinase inhibitors of bearberry, licorice, and mulberry extracts along with phytic acid to reduce melanin production and help brighten the skin and even-out skin tones. The treatment is concluded with an application of a moisturizer with SPF 50," she adds. 

Carrie Borzillo is an award-

Brightening Acid Body Peel The Brightening Acid Body Peel (50 minutes, $95) at Elizabeth Adam Salon and Day Spa in Chicago is formulated with five powerful acids and helps to eliminate skin imperfections, dryness,

winning lifestyle and entertainment journalist covering spas, health and wellness, sex and relationships. Her work has appeared in magazines such as Men's Health, SELF, People, Entertainment Weekly and more. She is the author of three pop culture books. Borzillo can be reached at carrie.borzillo@ gmail.com.

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The 2017

International Congress of Esthetics and Spa

Miami! The Hyatt Regency Hotel in Downtown Miami was home to thousands of spa industry professionals on October 22nd and 23rd. Spa directors, spa owners, estheticians, dermatologists and medical spa professionals gathered alongside the Miami River to showcase new products, combine new techniques and discuss the industryâ&#x20AC;&#x2122;s latest innovations. The International Congress of Esthetics and Spa was an INSPIRING two days of bringing together like-minded professionals in an energized, electric atmosphere. Attendees, exhibitors and speakers linked together to discuss

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the art of reinvention, taking both their newly found studies and years of experience to ignite a new spark of enthusiasm to drive growth and success!

An Energizing Main Stage Lineup! Jaclyn Peresetsky, master esthetician and host of this yearâ&#x20AC;&#x2122;s Miami Congress, lit up the Main Stage both Sunday and Monday morning with an uplifting Opening Ceremony centered on DARING to make a change within yourself and your business. Spreading encouragement with every word, Jaclyn

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gave each attendee the SPARK to inspire a new chapter in their career. She encouraged attendees to participate in motivational yoga movements, healing vibrational therapies, advanced breathing techniques, happiness and gratitude lectures and MORE! A contagious energy flowed through the aisles of our Main Stage on both Sunday and Monday as skin care and spa professionals came TOGETHER to not only soak up new knowledge and perspectives, but also BALANCE and OPEN their minds to the increasingly popular trends of this captivating industry.

Filled with inspiration and ecstatic energy! Comprehensive Tools For Success… Attendees had the opportunity to learn from the BEST about how to bring joy into the lives of their clients through topics that THRIVED on rejuvenating the energy of a business! Experts provided a well-rounded plethora of tools, tips and trends in a variety of conferences including Marketing, Business, Retail, Happiness, Mindfulness, Makeup and Social Media, where they released the latest trends and styles customized for different clientele! Attendees took advantage of each expert’s willingness to provide nothing but the BEST information to further the growth of their own success.

A Chance to Discover and Enhance Industry Skills! Product Focused Training sessions concentrated on meshing technology with beauty and wellness. Spa industry experts guided attendees, motivating them to REINVENT their businesses with innovative technologies and exclusive information that they received in these intimate training sessions. Experts revealed their insights on chemical peels, micro-channeling, cosmetic lasers, anti-pollution skin care and MORE, while attendees had the opportunity to work hands-on with the most groundbreaking waxing methods, micro-needling techniques, quick-fix peels and LED technology.

An incredible lineup of speakers and exhibitors!

POSITIVITY as they moved from one exhibitor booth to the next! Innovative products, fresh techniques and bustling trends added an extra dose of inspiration to this year’s Exhibitor Floor as attendees had the opportunity to network one-on-one with exhibitors while the ECSTATIC energy on the floor reminded attendees why they chose to work in such a beautiful industry. The International Congress of Esthetics and Spa, Miami offered a two-day exclusive opportunity for attendees to refresh their minds within a supportive, like-minded community. Exhibitors, speakers and attendees shared their passions for all things skin care, spa, and wellness, while helping one another inspire greatness within themselves.

The congress was life-changing for my business!

Packed with Products, Tools and Trends… Exhibitors covered the floor with their latest and HOTTEST products, engaging with attendees and guiding them on their own paths to success. A sense of community quickly formed as clients and business members exuded

Spa + Wellness Summit A NEW way of WELLNESS debuted in Miami this October 21st-23rd at our Spa + Wellness Summit held at the Hyatt Regency Hotel in Downtown Miami! Co-hosted by The International Congress of Esthetics and Spa, professionals from all over the world gathered TOGETHER with some of the industry’s LEADING educators and holistic healers for a weekend filled with workshops and conferences specifically designed to guide attendees into reviving a vibrant light within not only themselves,

but also within each of their clients. Incense, candles and a mandala of roses created a warm energy in the room as attendees of the Summit gathered to embrace the WELLNESS shift. Attendees throughout the weekend indulged in a series of emotional mind-opening meditation techniques, negative energy-shifting techniques, sound healing therapy practices and an opportunity to connect to their inner self through the power of an eye gazing experience, and were enlightened with the expertise of industry professionals’ tips and tactics for incorporating wellness programs, superfoods and super herbs into their businesses. Attendees of the Summit opened their eyes and embraced the opportunity to connect with each other while accessing some of the most cutting edge transformational resources of this beautiful industry. Exhilarating HAPPINESS and MINDFULNESS conferences concluded both Sunday and Monday and guided attendees into discovering a whole new world of WELLNESS!

We look forw ard to seeing you nex t year on October 28 th and 29th for Th e 2018 Internat ional Congress of E sthetics and Spa, MIA MI!

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Ultimate Therapeutic Massage

Bon Vital’ is excited to announce the launch of Bon Vital’® Complete™ Massage Creme - a premium, hypoallergenic dual purpose creme that flawlessly combines the features of an oil and lotion, making it extremely versatile and ideal for techniques and modalities ranging from high glide to deep tissue. Formulated with a unique blend of premium ingredients purposefully selected to benefit the therapist and the client, Bon Vital’® Complete™ restores, moisturizes and soothes skin and sore muscles for the ultimate therapeutic, relaxing full body massage.

800.253.6466 bonvital.com

Matte finish

This Aroma Matte Day Cream SPF 30 from Control Corrective fights free radical damage and delivers full spectrum sun protection with fast-absorbing hydration that is noncomedogenic. This product combines much needed sun protection with the power of antioxidants, Japanese green tea, and aloe vera while micro-fine zinc and other skin defenders provide broad spectrum sunscreen protection from both UVA and UVB radiation. Safe for sensitive skin or those with hyperpigmentation.

866.290.4290 controlcorrective.com

SPA

EQUIPMENT, SUPPLY AND BODY PRODUCTS

Body montage

This slimming Anti-Cellulite Body Montage from Sesha Skin is formulated with powerful ingredients such as theophylline alginate and methylsilanol mannuronate, to fight and help eliminate the appearance of cellulite. Anti-Cellulite Body Montage works in a two-fold process, by first dissolving fat and then by preventing future cellulite development.

610.355.2454 seshaskin.com

Quickly vanish! Formulated with natural ingredients that produce blood support, strengthen capillaries, and enhance coagulation, this Vanish Spider Vein Cream from M'lis helps minimize bruising and discoloration of the skin due to surface veins. This product works to diminish the appearance of spider veins and rosacea and prevents future tissue damage with key ingredients including vitamins K, C, A, E and chamomile extract.

800.548.0569 mlis.com

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GET YOUR

HOLIDAY STARTED New affordable starter kits: an easy way for your clients to get amazing lashes & brows, just in time for the holidays.

& local distributors www.grandecosmetics.com www.grandewholesale.com 1.877.835.3010 Say you saw it in LNE & Spa and circle #286 on reader service card

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INSPIRATION • How did you get involved in the spa industry? I like to think I ended up in the spa industry as a result of passion and love for the service industry! I started off as a fitness attendant at a hotel in Miami Beach in the year 2000, and the learning experiences were truly captivating for me. I ended up as the Supervisor of Recreation, where I learned more about spa services… and the rest is history! I was hooked and decided to make it my career!

• What is your advice for developing the concept of a spa? Having a concept for your spa is extremely important. Normally, I like to first have a clear idea of the vision and mission statement of the spa as well as have a great understanding of the market including the culture, history, people and natural and local resources. This helps me to understand the cultural position for both my guests and my employees. Then, all can be incorporated to determine the product selection, facility design, decoration, procedures and protocols that create the full spa journey!

LEADERSHIP ROLE • What daily challenges do you

encounter as a spa director?

How Manager Laura Kain Flourishes In the Growing Spa Industry

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The undeniable spa industry growth is constantly presenting the typical challenge of supply and demand in the market. This affects a variety of sectors such as pricing, labor cost and especially quality of spa professionals. This is why it is so important to ensure the creation of an effective business model!

• How do you manage stress that work brings into your life? Short meditations, comedy movies, attending live concerts and enjoying quality time with family and friends are all ways that I help cope with stress. Sometimes just hanging at home while reading a book on my sofa is the perfect release, too!

TEAM BUILDING • What is your hiring process? Finding quality employees is not easy, and when we don’t take our time, the results reflect rather quickly. Once an employee is hired, it is extremely important to discuss clear expectations and an organized training plan to successfully get your new candidate on the right path.

• How do you select the

employees that are going to be working with you? After looking at a resume, I always use a short, initial phone interview in which I observe voice tonality and attitude. I like to first describe the position and expectations, as well as ask a couple of standard questions to know whether this candidate is truly interested in the position and why. Then, during the in-person meeting, the candidate’s presentation, smile, eye contact, communication and ability to discuss their experiences are what I focus on primarily.

• How do you evaluate employees? At The Red Door Salon & Spa, we are a performance-oriented company and focus on closely tracking guest surveys. On a monthly and yearly basis, we discuss team members' performance results using a number of key performance indicators such as retail sales, weekly sales, etc. An outstanding employee stands out from the rest when he/she brings solutions to the challenges we face, is respectful of all coworkers and guests and takes pride in building our business.

• How do you train members of your staff? I like to be directly engaged in the first phase of training that includes orientation, discussion of company culture and five-star service expectations. Then, they move to the lead in each department for their specific technical training.

• How do you keep your

employees happy and incentivized?

We offer our employees a discount that allows them to experience our services for themselves at an incredibly discounted rate.

RETAIL • How do you determine your retail goals? Our retail goals are determined by the retail and service penetration percentage calculation. Each department has a different penetration goal from eight to 35 percent per service provider.

• What incentives do you offer your staff to reach these retail goals? We have a standard commission base incentive as a company, and we also enjoy creating a variety of games and programs based on the focus for that month or week. We do raffles, prizes for higher achievers and ‘Spa Bucks,’ which are dollars that they can use to purchase products or services at the spa.

thought out and structured marketing plan is a must! It has been most effective for us to depend on word-ofmouth, referrals and frequent guests. The elementary strategy tools should include innovative social media and guest promotions as key parts of the plan. Loyalty programs and local partnerships can also be excellent tools to expose your spa without incurring high costs.

EXCEPTIONAL CLIENT CARE • What incentives do you offer to your clients to be sure they come back again? We have numerous incentives that include series sales, seasonal programs, wellness membership, gift with purchase and valuable promotions throughout the year in which we specifically invite our loyal guests. Our loyal guests are 80 percent of our business, and they are coming back to us primarily because our team makes them feel AND look fantastic after each visit. They feel at home in a nurturing and professional environment that provides first-class products!

• Where do you feel is the most efficient location for a retail section in a spa and why? I feel that all home care recommendations should be located at easy access for both providers and spa guests. It should be assigned to the higher trafficked areas where service guests and walk-in guests are exposed to an experiential retail opportunity. Having the retail area closer to reception also helps to prevent theft.

MARKETING & PUBLICITY • What have you found is most effective when it comes to marketing techniques and strategy?

TIPS FOR SPA LEADERS What advice coul d you give to someone who would like to man age a spa? Be ready to work hard and be open-minded! Th e spa industry is constantly evolving and you must be ab le to embrace change and learn how to adapt fast.

I firmly believe it is different for each location based on demographics and type of spa. The creation of a wellLNEonline.com

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Tackle Your Inventory Tips and tricks for conquering your spa product inventory by Dori Soukup

As a spa owner or operator, you more than likely have a boutique or a retail area containing an inventory of products, as well as professional products that you are managing. The question is, do you have a system in place to manage your inventory? Most people donâ&#x20AC;&#x2122;t. As a matter of fact, this is a topic that is rarely talked about or taught. Having inventory can be a very costly undertaking if you are not turning over your inventory frequently enough. As a business owner, your goal should be to shorten the period where the cash flow is tied up in inventory, monitor restocking cost, and make sure you have a control over damaged goods, expiration dates, theft and stock out.

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business tackle your inventory

In this article, you will discover the ins and outs of inventory management so you can ensure good profitability and minimize cost. Many businesses lose a large sum of money annually due to lack of retail and professional product inventory tracking. Now is the time to reevaluate your process and improve it!

Why should you track your inventory? 1. Increase turnover rate 2. Avoid out of stock 3. Minimize disappearing inventory 4. Reduce the cost of carrying excessive inventory 5. Balance supply and demand 6. Improve efficiency and sell more products 7. Reduce professional treatment cost

Where should you start? Organize Your Products By Vendor Begin by organizing your products by vendor, departments, classifications, lines, and SKU for all professional and retail products you buy from each 40

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vendor. Enter and price all of them in your software program. You can also organize them by product type. If you already have that in place, the next step is identifying your best sellers. Run a report by items sold and revenue amount from highest to lowest. Notice the products that are not selling and begin making plans to put them on sale, turn them over, or stop ordering them. Ask your vendors to begin giving you two invoices - one for professional products and one for retail products. This will help you determine better product cost-and-profit margins.

The Importance of a Software System The last thing you want to do is manage your inventory without a software system and a scanning device. Having a software system will allow you to track what is sold, flag quantities and notify when you should order to automate the process. It can also help you create purchase orders, input new inventory upon arrival, and much more.

Purchase Orders In many spas and medi spas, there is rarely a process or management for or-

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dering and receiving products. This is a very dangerous practice. A Purchase Order must always be placed and approved by the leader prior to ordering. This will help you manage your cash flow and reduce overstock. Once a Purchase Order is placed, it’s essential to have one person designated to check received product against the Purchase Order. Usually that person is the spa manager or the front desk manager. Catalogue all new inventory, price it, and put it away in the stockroom or in your boutique based on needs. Confirm that the shipment is consistent with the PO you submitted. Note any inconsistencies of inventory number or product price on the supplier’s copy of the invoice and your PO. If you find errors, contact your supplier within 24 hours to explain the inconsistency and correct the invoice. The National Retail Federation’s report on inventory shrink found that 28 percent of shrink could be assigned to vendor and administrative errors.

Tracking Professional Product Usage Professional products can be overused. The best way to track professional product use is to put a date on bottles or jars when you place them in the treatment rooms. Once empty, run a report to see how many facials or body treatments were performed during that period. This will give you a very clear picture of whether your cost per treatment is on track or not. For larger operations, I suggest having a dispensary to track professional product use more effectively.

Back Orders Back-orders can be costly. A great way to handle back orders is to contact the vendors and get an expected delivery

business tackle your inventory

Negotiating with Suppliers Put on your negotiator hat and ask for help from your suppliers. Your suppliers need you to buy from them. This puts you in a position to negotiate great terms. Here are some items you should ask for: • Free samples • Free shipping • Team training • Limited backorders • Product displays • Testers

Merchandising Merchandising is key to your success. You want to display everything with appeal and proper lighting. Move things around frequently, always dust your shelves, and keep things organized and enticing. You need to look like you are in business. Don’t have too little or too much inventory; somewhere in the middle is good. Carry the right inventory, the right amount and the right price.

Team Goals and Targets To succeed, it’s essential to have someone responsible for managing your inventory. This person should be accountable for efficiency and productivity. To improve your turnover rate, implement a retail recommending system and set targets for sales and product use protocols for the team.

Inventory Terms You Must Know Inventory Turnover Rate Turnover refers to the number of times retail inventory is sold within a specific period, normally one year.

Calculating Turnover Formula • Annual retail sales ÷ annual inventory cost = turnover rate • Good turnover = 3 • Above average = 4 • Excellent = 6 Let’s assume your inventory is $10,000 each month X 12 months = annual inventory of $120,000. If sales were $600,000, what would the turnover be? $600,000 ÷ $120,000 = 5, which is very good. Calculate your turnover rate and make new goals to improve it.

Stock-to-Sale Ratio Stock-to-sale ratio is an important concept relevant to your success. It’s calculated by taking • Monthly sales ÷ by beginning of month inventory cost = Stock-to-Sales Ratio. • Let’s assume sales are $10,000 and monthly inventory is $30,000. The stockto-sales ratio is 3 to 1. • The ideal ratio is 3 to 1 or 4 to 1.

Inventory Shrinkage Loss of products is referred to as shrinkage. It’s the difference between the inventory the spa has on hand and what it should have on hand. Retail average for shrinkage is 1.54 percent of annual sales. To minimize shrinkage, I encourage you to place cameras in your boutique area. The average shrink percentage in the retail industry is about two percent of sales. While that may sound low, shrinkage costs U.S. retailers over $31 billion according to the National Retail Security Survey on retail theft. 

Say you saw it in LNE & Spa and circle #167 on reader service card

date. If it’s too long of a period, ask if there is a similar product you can order. If not, inform the team immediately that you are out of this product and tell them what to recommended instead so you are not losing sales. If backorders are a reoccurring scenario from a vendor, you may want to reconsider this relationship and look for another source.

Dori Soukup is an executive coach, author, professional speaker and the founder of InSPAration Management. She speaks at conventions around the world and hosts public and private seminars. Her Spa BizTools and strategies have helped thousands of spa professionals experience exponential growth and profits.

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PHILADELPHIA, PA April 22 & 23, 2018 Pennsylvania Convention Center The International Congress of Esthetics and Spa is the place to CONNECT with thousands of like-minded skin care professionals, and the place to find the tools you need to learn, create, inspire, innovate and expand your esthetics practice! Retail Conference • Business Conference • Wellness Conference Mindfulness Conference • Makeup Trends Conference Marketing Conference • Social Media Conference Product Focused Training • Hundreds of Leading Exhibitors + Countless Networking Opportunities

SPONSORED BY

Call 1.800.471.0229 for your official show program or visit us at www.LNEonline.com USA: 305.443.2322 / FAX: 305.443.1664

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Make a great first impression with a quality spa front desk staff by Michael Perez

Every client who comes into your spa goes through a similar experience. They enter, interact with your front desk staff, have their service, interact with the front desk staff again, and then leave. Although the main attraction for their visit is their experience with the service provider, it is really the front desk staff who make the first and last impressions, and set the expectation for the service the client is about to receive. The clientâ&#x20AC;&#x2122;s interaction with your receptionists or check-in staff should be treated as part of the treatment

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business spa front desk itself. In fact, it is just as important, if not more so, than the treatment, as the front desk is where the client will (hopefully) rebook or make a retail purchase. By training your front desk staff as though they, too, are providing a service to the client, you can create a unified and seamless spa experience for everyone who walks through your door.

Have Them At Hello The check-in process is not something that people usually look forward too. It's a necessary step to check off the list before the client can lie down and relax. But, it doesn’t have to be this way! The check-in process is an important time to gather information, excite the client for their treatment, and set

the tone for the rest of their experience. Add the following to your front desk training program to make a great first impression: Anticipate client arrivals: Every morning, your front desk staff should review the book for that day. Be aware of who is coming in, at what time, and for what service. This is the best time to catch scheduling mistakes and anticipate which enhancements to offer. Greet the client by name (if known) as soon as they approach the desk! Confirm the client’s service: The best way to do this is to say: “Hello Ms. Jones, we have you for a 60 minute Oxygen Facial at 3:45 today, correct?” If there is a mistake, you don’t want to

catch it when the client is in the locker room, or worse, after the treatment is finished. Acknowledging the service ahead of time removes room for error, and makes the client feel like you have been awaiting her arrival. Use luxurious language: This may vary based on your salon or spa culture, but making sure that your front desk staff is using the level of language that you desire can make a huge difference in how your client is received. The difference between “Can I take ya upstairs?” and “May I escort you to the treatment room?” has a major impact on the client’s comfort and overall experience, depending on what atmosphere and vibe you are trying to create. Lead by example: As the spa manager or owner, it’s important to lead by example when training your desk staff. Spending the majority of the day at the desk, checking in clients, is the best way for your employees to learn. They will see how you do it, and they will emulate it. Desk staff should never feel that their role is not important, or that you have a lower expectation level for them. Their job is vital to the success of the business, and your spending time at the desk will reinforce that notion.

Return Appointment Rundown The best time to schedule a client’s next appointment is when they are relaxed and satisfied after their present appointment. How many times has a client said “I’ll call you next week” or “I have to check my schedule then I’ll get back to you”? Don’t let a client slip through the door without interacting with your front desk before leaving. If you see a client approaching the door, you can say “Ms. Jones, how was everything?” Inquiring about the quality of the treatment is the first step to opening the dialogue about rescheduling. Should the client have any complaints, this is your chance to correct it and invite them back and ensure them 46

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business spa front desk that everything will be to their satisfaction when they return. If the client was completely satisfied, great! Invite him or her to return for another fabulous experience. Small discounts or incentives are also a great way to encourage rebooking. Give your staff the confidence and freedom to offer a 10% discount or free product samples if they feel that is the necessary push to get that client back in the door. Empower them! Remember to say the client’s name whenever possible. Even as the client is leaving, as simple “Thank you for joining us today, Ms. Jones, and we look forward to your next visit with us!” is a personal touch to the necessary and often overlooked checkout process.

Empowered and Unstoppable! Your desk staff plays a leading role in how your business success plays out. Make sure they are informed, well trained, and empowered to make on-the-spot decisions when a manager or supervisor is not available. Support your staff in upholding your spa’s scheduling and cancellation policies, and be aware of any guest who is inappropriately rude or aggressive at the desk. First impressions are everything, and a motivated and well-trained staff is in the best position to make an unforgettable first impression! 

Consistency Is Key Michael Perez is Senior Director of Revenue Operations for Steiner Land Based Spas. Perez is a driving force of spas’ personalized service, with standards that are second to none. Prior to his post at Steiner, Perez managed the opening and operations of several upscale spas in Florida, including The Spa at Four Seasons Resort Palm Beach, Elemis Spa at Loews Miami Beach Hotel, and The Spa at Naples Beach Hotel and Golf Club.

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Phone Etiquette Each of your staff members interacts with clients, but your front desk has the important task of phone interactions. Training the staff properly on phone etiquette, how to handle complaints, and how to schedule over the phone is vital. If a new client calls to make an appointment, this is their true first impression of your establishment. Your staff should know the schedule, and know the menu like the back of their hand to make the scheduling process as quick and seamless as possible for the client on the line. The ease with which your staff answers questions, resolves scheduling conflicts, and avoids placing guests on hold makes a big difference in the overall perception of your spa’s commitment to customer service.

Made in USA Dr. Jeff Skin Care Toll-Free: 1-888-316-3683

Email: info@dr-jeff.com Web: www.dr-jeff.com

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Say you saw it in LNE & Spa and circle #248 on reader service card

Your estheticians and spa therapist are highly trained on the complex and varying protocols of each of your treatments. They know the products used, the ingredients, and for what type of client each service is intended. This knowledge should not be a secret! Your front desk staff should be just as educated about the treatments as your service providers are. The more detailed information your staff can give about a treatment, the more likely it is that your client will schedule. Instead of saying “We have great facials, you should try one!” your staff should be informed to say: “Our vitamin C facial uses a potent antioxidant serum and a foaming oxygen mask! Its great for brightening the skin.” This is a much more attractive description, and it sounds like your staff really enjoys the treatment. Making it more of a personal review, rather than a description of the menu, makes clients feel more trusting when deciding to book a service. The level of knowledge across all of your spa staff should be consistent. Just as the front desk should be aware of the products and ingredients used in treatment, the therapists need to be aware of the check in/out process, as well as any cancellation or scheduling policies. This limits the “he said, she said” when dealing with clients, and makes sure that the policies and protocols are clear.

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Rebranding Launch!

Makes Scents Natural Spa Line is excited to announce their official rebranding launch! As part of its rebranding, Makes Scents Natural Spa Line has launched several new products, including “Burly” line for men, a scrub, body balm, mask, and oil for the beard and hair. “We are absolutely thrilled about our rebranding and where our company will go in the future," said Heather Kreider, owner of Makes Scents Natural Spa Line, “I am proud to be a 100-percent vegan and certified cruelty-free line.”

717.824.3094 makesscentsspaline.com

Improving the Lives

COMMERCE, TRADE, INDUSTRY AND PEOPLE

Business

New 'Skin Kits!'

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December2017

Osmosis Skincare is proud to announce the launch of their first collection of skincare kits. Unwrinkle Me, Firm Me Up and Spoil Me offer three special regimens designed to reverse the signs of aging. Taking the guess work out of choosing the right product combinations, the new Osmosis Skin Kits put the best serums and activating mists together, no questions asked. This ensures all of the ingredients work synergistically, creating the ideal environment to encourage permanent change and overall radiance.

Shankara recently donated net profits to programs that improve the lives of children. The Shankara team set out to create a new business model, one that would reflect the intent to go far beyond sales and customer service and one that would be in alignment with their vision to bring balance and beauty to the individual as well as society! In addition to manufacturing truly green, resultoriented products, 100 percent of Shankara’s net profits fund global non-profit humanitarian projects, implemented by the International Association for Human Values (IAHV).

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877.777.2305 osmosisskincare.com

Happy Anniversary!

November 1st, 2017 marked 10 years for Skin Script Skin Care! Skin Script specializes in fruit puree enzymes which address a variety of skin conditions. Lisa VanBockern started Skin Script in 2007 with the intent of providing great product to licensed estheticians without minimums and fussfree ordering. VanBockern credits her success to great products, an amazing customer service team, outstanding education, and their amazing estheticians who grow and prosper because of their talent using the products.

480.543.1121 skinscriptrx.com LNEonline.com

solo

esthetician

guide

A comprehensive guide for starting, growing, and succeeding in a solo spa business!

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December2017

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Solo Esthetician

Spa Guide Finding the best solo esthetician spa location for your practice by Wendy Jacobs

So you’ve decided you want to be your own boss. Congratulations! Whether you just couldn’t take being on someone else’s schedule, or you want to seize the opportunity to keep all the profit for yourself, you are about to be faced with many important decisions that will impact the immediate and future success of your solo skin care business. No matter what type of treatments you want to do, who you want to do them on, or how much you want to charge, you need a place to do them. Determining what location set-up is right for your budget, your treatments, and your clients, is the first step.

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solo esthetician guide

There are a lot of rules and regulations that vary from state-to-state when it comes to setting up a skin care and spa business. It is your responsibility to be aware of these regulations, and to set up your business wisely and legally. Though the options you have access to will vary based on where you live, lets go over a few different options and why they might be best for different estheticians.

Going from #girlboss to actually being the boss Before you pick a location, you need to be honest with yourself about what you can afford, and how you will budget your money in the long term. Sit down with your calculator and create a working budget to determine your

December2017

start up costs before you look at location options. A business plan can be long and complicated with financials and analysis, or it can be directed and concise. If you’re really going to do this - and do this right - you need to see “it” in writing: your customer profile and how to find it, products and services you’ll offer, basic start up expenses and budget and most importantly, the legalities, insurances and location for opening your dream. Unless you’re approaching a financial institution and seeking formal funding, a one-page business plan is something you can go back into to correct, expand and clarify your vision, mission, objectives and strategies. Skipping this simple step will cost you time and money that you won’t get back.

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Can I do that? There? Knowing your scope of practice is crucial to your future. Our US Constitution grants each state control over determining the scope and legality of skin care practices, treatments, and location requirements. What is legally within the scope of your license varies state-bystate. While many exclaim in frustration that they “can’t do anything here,” step back and remember: technology and ingredient development moves faster than statute, so plan accordingly and be patient. Before you sink your hard-earned tip stash on this startup-expedition, know your scope of practice and the laws and regulations that you are held to on a state, county and city level. Equipment manufacturers and prod-

solo esthetician guide uct suppliers are selling their wares to practitioners of all kinds, domestically and internationally and should not be the go-to for knowing if your next investment is regionally legal and within the scope of your particular practice. Use the resources available to you from your liability insurance carriers, your state’s Board of Barbering and Cosmetology website, Environmental Health Departments and the other governing agencies before you sign any lease or commit to any supplier. Can you have body wraps in the same treatment room that you are doing facials in? Does your county allow for esthetics and permanent makeup services to be done in the same room or do they each need their own rooms that are set up differently? Do you, personally, have the right licensing and insurance coverage for the services you are going to provide? When you run a more focused startup business, not only do you perfect your skills and attract your ideal clients, but you also simplify the need for extra licensing, additional construction build outs and superfluous things that will get in the way of your immediate goal of being a successful solopreneur.

hustle and bustle. Depending on location, walk-in clientele is one way of building your book of business along with face-to-face marketing with the stylists’ already loyal customers. Some of these clients have been dying for a one-stop-shop to take care of all of their beauty needs, if they don’t already have a go-to gal. If you and your tribe that will follow you are fun and filled with spirit, this may be the right location to consider. Along side all of this fun and bursting at the seams energy comes noise, often the thumping of both music and shampoo bowls right on the other side of your wall. Level 4 Reiki treatments and Tibetan Singing Bowl relaxation gurus may not be so happy with this type of cultural interaction and need a more chill vibe. While the temptation of an established clientele may seem like a good idea, is this the client base that you are looking for?

Shared Room Not sure you’re going to be able to make the rent when first starting out? Sometimes just a couple days a week is right for you. Shared rooms can be

found in quiet spas and trendy salons, so its easy to find the right energy level for you and yours. Whether you are starting up with someone you know well or someone new to you, be sure to set up, in writing, an agreement of all of your terms for using the room before you open your doors. This includes the equipment, backbar and supplies, operational hours, changing decor, services offered and much more. Remember; if inspected, you both may be responsible for any violations found.

Salon Suite Ah, your own little establishment with the feeling of a social salon and the ability to close your door for a bit of privacy. Some times quiet, but often not, salon suites can be a great solution for those starting their solo career with a steady stream of regular clients and a desire to network with other stylists and bring in more business. Salon suite franchise owners are looking for a good fit for their culture and often have appealing gradual rent increase programs to get you started. Part social, part private, these little cubbyholes are considered their own “establishments,” so be sure

Location Refer to your state board in finding out which location options are available to you. Once you have a list of legal options, think through the culture and atmosphere of each of these and how it aligns with your vision for your skin care practice. Here are a few examples of location options and the different pros and cons that come with each:

Salon “Bustling with energy” is what comes to mind when one thinks of a salon environment. It’s a social culture with music, chat, art and vibrant energy all under one roof. Salon startups are great for those who thrive on this kind of

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solo esthetician guide

Check with the respective governing agency for any conflicts before you sign that lease. to obtain proper licensing and permits. If you are considering offering esthetic and permanent makeup services, you may or may not be able to perform them in the same room, so check with the respective governing agency for any conflicts before you sign that lease.

On-demand Who doesn’t want an awesome esthetician to come to their home or office and save them some time? On-demand apps are hot right now and allow you and your clients a ton of flexibility with the bonus of no rent due at the end of the month! With some savvy packing skills and portable equipment, you can be on the road with your new business venture quickly. Be smart and check the legality of providing treatments outside of a brick and mortar establishment in your state, what services you can legally provide, procure proper insurance coverage and know what city licenses you’ll need.

Residential You have the perfect casita just waiting for you, right in your back yard. It’s quiet, private, has the plumbing you need and it’s all yours. But before you start decorating, check with your city and county laws for zoning issues that may prohibit you from doing business in a residential zone and give your home owners insurance a call to make sure you are covered. Residential spas are subject to the same laws and regulations as any licensed establishment, assuring safety and access for all clients. 54

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Finding you and finding yours If you love all things sparkly and pink, find your sparkly pink tribe. If you are a makeup glamour girl, find your glamsquad gals. And if all you can talk about is your next triathlon, attract like-minded people. These are the people that will be with you and your business in good times and bad. If you really despise waxing, even though the money may be in it for someone else, that’s their favorite thing to do, but it’s not yours. Hone in on your niche and what you do best, because after all, you’ll be doing it a long time. Remember you chose to step out and make your dreams happen; follow your passion and your people will follow you. The process of any startup is overwhelming, so stay directed and focused. There is no need for you to create a vast menu with 57 different facials, three kinds of hair removal, body scrubs and wraps, microblading that you’ve always wanted to try, makeup princess parties, lash extensions and more just to see what sticks. What sticks with clients is becoming the go-to-brow artist in your town, if that is what you dream about at night. Your dream niche will help you narrow your back bar and retail choices, allowing you to start with exactly what you need and takes away the temptation to over commit to products, gadgets and services that you don’t need right now. With feedback from your repeat clients, you’ll know how to move forward.

Wendy Jacobs Founder of California Aesthetic Alliance & California Estheticians - Esthetician Advocacy, Wendy leapt into her second career as a California licensed esthetician and initially formed the California Estheticians - Esthetician Advocacy group to help other licensed estheticians understand California's unique and sometimes complicated regulations. Since then, Wendy’s following has grown and she continues to help inspire and educate estheticians around the country.

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Identify Your Spa

Demographic Why you need to identify your spa demographic before launching your business by Mara Shorr

Whether you’re fresh out of school, have training from your town’s top resort spa, or have spent the past decade with a local dayspa, we understand that going out on your own brings a whole new set of opportunities and challenges. Not quite sure where to start? Before you start designing your menu, buying products and equipment, and setting up your social media pages, you must determine your demographic – who you want to be your clients. In order to grow large, you have to start small. By narrowing your focus on a small target group based on age, location, skin concern, or income, you will waste less time and money trying to find clients that just aren’t there.

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solo esthetician guide

Here are our tips on finding your demographic, narrowing your focus, and making it big as a solo practitioner!

Location First and foremost, decide where you’ll be practicing your craft. For example, if you’ll be renting a spa room from an existing spa, your issues look quite different than if you plan on providing services out of your home. We find that some clients find success in a spa “shared space” facility as well, renting a single room where each tenant is beauty based as well. Decide what will work best for you, and then we can move on to the next step.

Determine Your Target Demographic When starting out on your own, you will probably be so excited about the venture that you may want to skip straight to the fun stuff – designing your menu, buying products, etc. But doing a little research on your prospective clients is the necessary first step. This way, you will be spending your time and money on products and marketing both wisely and efficiently. Your branding, your logo, your social media channels… you can portray yourself however you now choose! Sure, you need to think about how you want your brand represented, both in imagery and colors, but narrowing down the following target demographic for your clients is the absolute first step when it comes to marketing, designing your treatments and retail menu, outfitting your space, and more. Determine your client demographic:

• Age Are you looking to treat Millennials, Gen Xers or Baby Boomers? Decide what you’re most passionate about, 58

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and go from there. In a perfect world, you would be able to help everyone, with every problem. However, it’s more than likely that you will be treating a certain type of client most frequently. When establishing your menu of services, think about the fact that a baby boomer may not be as concerned with acne as they are with dry skin. Of course, the list goes on, but take this time to think of the treatments your certain age demographic seeks.

• Income What is the income bracket of the clients you’re looking to treat? Do they have money for a $150 chemical peel or microdermabrasion, or are they trying to save money and are more apt to come in for a brow wax? Consider this as you think about the services you’ll offer and where you’ll market. You can

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find a lot of free information on your demographic online through the U.S. Census Bureau.

• Geography Which part of town and mile radius are you aiming for? If you live in a more rural area, driving five miles for a treatment may be nothing. This will also determine the reach of your marketing efforts and give you a target radius to reach the clients who will actual make the trip to come see you.

• Ethnic background Will you specialize in serving a specific Fitzpatrick type or issues associated with a specific ethnicity? Consider this when establishing your marketing material as well, and make sure the images you put out to the public look and feel like the patients and clients you hope

solo esthetician guide

to serve in your practice. This might also determine what type of ingredients you look for in your product line, as you will need to know the common concerns for your targeted skin type.

• What do you want to be known for? Are you going to specialize in acne, hair removal, homeopathic treatments, or something else? Do you want to be known for fast treatments, excellent customer service, or relaxing and pampering services? Keep this in mind as you connect with each client. Remember: you don’t have to be everything to everyone. Fish where the fish are instead of trying to fish in every single sea and ocean!

Marketing You have an important decision to make: who will you promote to and how will you grow? If you’re renting a

room from a spa or beauty co-sharing space, you’ll be happy to promote your location on a website, social media and business cards. If you’re planning on traveling to clients or setting up a residential salon, your marketing efforts might be a little more private. When marketing, come back to your target demographic. You’d be surprised how many people don’t think of this before creating their brand! Think about where your target demographic is going to be… and be there! Studies have shown that the average Facebook user is between the ages of 25 and 44. On Instagram, however, the average user is between 18 and 24. Use this information to determine where you will be focusing most of your marketing, based on which clients you’re looking to serve. Remember, as you create your marketing plan, you’re the one absorbing the costs of your entire marketing mix, including, but not limited to, graph-

ic design, costs for sponsored posts on social media, website creation and maintenance, and all the manpower behind all of this. You’re the one that’s going to hit publish on e-newsletters from now on, and you’re the one getting your Instagram alerts! The more targeted and specific your efforts are, the less juggling you will have to do and the more confident you can be that your efforts will be worthwhile, as they will be based on the research you have done.

Remember: you don't have to be everything to everyone.

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solo esthetician guide

Purchase of equipment and space allocation A number of factors go into deciding which pieces of equipment you’ll be purchasing for your new venture. First and foremost, come up with a plan. Think about: • What will be included in the menu of services you’ll be offering to your clients? • Will your clients be sitting in a treatment chair or lying on a spa bed? • How much space will you have in the treatment room? • Is there room for you to move around during the treatment? • Where will you keep your supplies while you’re not actively using them? • Where will dirty (and clean!) linens go? • What is the minimum level of supplies you’ll keep on hand? Think of everything from back bar skin care to cotton balls and robes, plus retail items, if you plan to sell retail. Once you know which pieces of equipment will best treat your target market, you’ll need to think about purchasing new or gently used devices. While both have advantages, consider whether a warranty will transfer with used equipment. (Hint: be sure to ask, as this differs based on the machine!) What happens if the machine breaks down? Who pays for the shipping back and forth and are you entitled to a loaner while the device is in for repair? Whether it’s your microdermabrasion machine of choice or the massage table you’ve been coveting, now is the time to go with the device that will make your job as easy as possible, and within range of your budget. Remember: now that you’re on your own, those things are all your responsibility, not that of another spa owner.

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Client scheduling and booking One of the biggest issues facing “solopreneur” estheticians is that, as new solo providers, you might not be setting aside specific blocks of time for your administrative work. Remember that clients still behave as they always have, despite the fact that you’re now a one-person operation. Block out specific time to focus on your business. For some people, this works best daily, while others prefer to set aside one day a week to focus on admin tasks. This includes: • Setting up your marketing: Yes, we already talked about this, but making sure you’re setting time aside to focus on this is key. Creation and scheduling of e-newsletters and social media takes time and careful attention. • Analytics: Look at your top-selling and most-booked treatments, as well as retail product sales. Why is this? Are you promoting hair removal services but hate doing hair removal? When it comes to your business, remember

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to do more of what’s working and less of what’s not. • Reaching out to return customers: If you spend an hour focusing on bringing your current clients back into your treatment room, you’d be amazed at how many more clients you’ll see. Remember that your current clients already love you, but life may just get in the way of them booking their next treatment. Make it easy by reaching out to them by phone or text message, whichever they prefer (and, as it applies, consider HIPPA compliance).

Mara Shorr, B.S., CAC II-XI, serves as a partner, as well as the vice president of marketing and business development, for Shorr Solutions, a consulting company assisting spas, medspas and aesthetic and cosmetic medical practices with the operational, financial, and administrative health of their business. She is level II-XI certified aesthetic consultant, utilizing her knowledge and experience to help clients achieve their potential. She is also a national speaker and writer.

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Marketing for Solo Estheticians 62

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Start building your clientele with these solo esthetician marketing tips by Natalie Iovino-Shoenfeld

Imagine being your own boss, working your own schedule, and only having to answer to yourself - sounds pretty good, right? Luckily, it's a real possibility in this field! Being a solo esthetician can have immense benefits, but it is not without its share of difficulties. Having to wear the many hats that go along with running a business, like booking your own appointments, handling your own billing, managing inventory, running promotions and advertising all while having to perform services and live your life, can be a tough path to navigate. When you are working for yourself though, itâ&#x20AC;&#x2122;s important to find balance between being the service provider, the business manager, and an individual. Maybe you are just starting out and have no following, or maybe you have a noncompete agreement with a past employer. Regardless of the reason, one of the major roadblocks estheticians face when they go out on their own is building a clientele. This is why knowing how to market yourself properly can have a significant impact on your business growth.

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solo esthetician guide

When it comes to marketing options, there are plenty to choose from. Which would suit you best as a solo esthetician? Social networks are some of the biggest platforms for marketing right now, plus they are either no cost or low cost, depending on your advertising needs. Many businesses don't even have their own website anymore, just a Facebook page linked to other social media sites like Instagram, Twitter, and YouTube. Facebook enables you to promote your business with paid, targeted advertising as well, which is a great option for reaching local clientele. You can offer or run promotions through this method and reach people in your direct area. You can offer a free gift for anyone who “checks in” with you on Facebook. This will encourage them to “geotag” (share their direct location via social media) themselves at your location, which in turn advertises your business to all of their friends or followers. 64

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Facebook also has a rating system in place for business pages. Encourage your clients, or friends you have treated if you are just starting out, to leave you positive reviews and interact with your page. This will make you more visible to others on the network and give you more credibility to potential new clients. Also, if someone messages you through your business page, make sure you answer as soon as possible. Facebook will advertise to everyone how responsive you are to messages you receive, and you don't want to come off as having poor customer service. Some potential clients won’t look for anything other than a Facebook page, so make sure you are present and include as much information as possible. Be sure to post at least three to five times a week, although the more you post, the more visible your page will be. Keep in mind that Facebook allows you to utilize hashtags just like some other sites, although they don't

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seem to be as popular. Instagram has become a fantastic marketing tool for businesses. You can link directly to your business Facebook page, or run adds directly in the Instagram app. The use of hashtags allows you to categorize everything you post, which is a great way to reach potential new customers and keep your name attached to everything you promote. Clients can utilize Instagram to hashtag your business as well, leading to even more exposure and promotion. One popular method for using Instagram is running contests. You ask followers to promote your business by posting something specific and hashtagging or linking directly back to you, then you select one of the followers who promoted you as a winner and offer them a gift! Of course, you can set limitations in the fine print of your contest to include things like the radius from your location, times when the post must be shared, and time frame of the

solo esthetician guide

contest in general. One thing to keep in mind with Instagram is that your growth (meaning number of followers) should be organic because you want your followers to be engaged, meaning that they interact with your posts by “liking” or commenting. You can use hashtags like “#followforfollow” to gain more exposure, but you should try adding hashtags specific to what you are posting about that encourage people on other social media platforms to follow your Instagram account. YouTube is a really popular means of promotion for reaching the millennial generation, since many of those interested in the beauty industry follow popular makeup artists and celebrities on YouTube to find out what products are trending at the moment. The key with YouTube, unlike the hashtagging of Instagram, is all in your video title and keywords. Include popular keywords and “click-bait” worthy phrases to entice people to watch your videos. Be sure to ask them to subscribe to your channel and send them to your Instagram and Facebook business pages as well! This can be a great means of self-promotion, but it takes a while to get the hang of what makes a great video, so it might not be as quick as Facebook or Instagram.

Working for yourself, as opposed to a bigger business, means that you have to figure out a way to stand out from the crowd. You may not have the support of a brick and mortar storefront or a wellknown company name to back you up. You may not even carry name brand products to advertise if you choose to private label or work with your own skin care line. This means that the only true promotion you will have to get your business started is your own skill and sparkling personality. The skill you will earn as you go, but as for the personality, start developing it now if you don't already have one. Going out on your own is not the territory for a timid esthetician, as you will need to promote yourself again and again. Why would someone choose you over any number of local businesses they could patronize? The difference really will have to be with you as the individual. Clients will choose you over others because you make them feel important and like they are your number one priority. Clients should feel they are always getting the benefit of your one-on-one attention, so be ready to give that to them. Clients want to be treated by someone who knows what they are talking about, so you will need to be confident and poised. Keep your work

You have to figure out a way to stand out from the crowd. area clean and neat, and develop a brand for yourself. People are just as likely to talk about a negative experience, as they are a positive one - if not more. One of the biggest means of growth for your personal business will be word of mouth recommendation, and social media gives everyone a platform to talk to the masses, so make sure they are only singing your praises on the internet. It can be easy to get overwhelmed with the amount of work that goes into just keeping yourself employed and your business buzzing, but once you get all of these self-promotion tools in place, they are super easy to update on the go, right from your cellphone. Ultimately, you will have more time to enjoy the benefits that go along with being your own boss.

Natalie Iovino-Schoenfeld, a licensed esthetician and esthetics educator at the New York Institute of Beauty, believes that fostering positive client relationships is paramount to a thriving business. With more than a decade of management experience in the industry, she strives for exemplary customer service and enjoys guiding students and employees to success. She lives in Long Island, N.Y. Follow her on Instagram to view her portfolio work, business observations and the latest trends in the industry @Natalie_LE_MUA.

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Skin Care Retail Boost How to approach skin care retail in your one-person spa by Cristina Beecham No matter the size of your skin care business, you are always looking for ways to bring in extra revenue. As a solo esthetician, selling retail products might be the last thing on your list of todoâ&#x20AC;&#x2122;s. You have so many important tasks at hand: finding a location, buying product, getting clients to pay for your services, paying the rent, being your own business manager. You might think that retail for solo estheticians seems like too much added stress with too little added benefit. Think again! Retail for solo estheticians is an easy way to bring in the extra bucks at the end of the month. Letâ&#x20AC;&#x2122;s go over how to incorporate retail products without breaking the bank, ending up with overstock, or forcing sales upon your hard-earned clients.

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Choosing Your Retail Products The time to consider what products you want to sell is when you are considering what to use in your professional treatments. Finding a line that will translate well, both at home and in the treatment room, takes time and research. Your products need to pack a punch in the treatment room, but remain easy to use and gentle enough for clients to use on their own. Make sure you sample plenty of products, and read their ingredients thoroughly. Check with each brand to see what options they have for retail sizing, promotions, and free samples. As a solo esthetician, it’s important to have a good relationship with your brand representative, as they will be the ones helping you order and giving you bonus perks that will make a huge difference in your budget. Refrain from buying too many different products. For a solo esthetician, one line of retail that will suit many clients’ needs is the most efficient way to go. Remember that clients often won’t use a cleanser, toner, exfoliant, serum, eye cream, moisturizer, etc. There’s no need to go out and buy every retail product to stock your shelf. Stick to the basics; if you have a client craving more, you can order accordingly. Here are the basics that you should have in stock for every client: Gentle Cleanser Exfoliating Cleanser Antioxidant Serum Moisturizer SPF These will make sure your client’s skin is cleansed, hydrated, and protected between facial appointments. Start small, and you can order more as you go.

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The Sales Pitch As a solo esthetician, you will often form stronger and more personal bonds with your clients than you would working in a big spa or salon where clients have access to many different service providers. That being said, the last thing you want to do is jeopardize that relationship by seeming overly aggressive or sales driven. In fact, your current thought might be that you don’t want to sell at all, exactly for that reason – to avoid pressuring or seeming desperate. You are an authentic and caring service provider. Look at retail product as a way of taking care of your clients when you can’t be there. Give them the most complete service by helping them out at home with professional products chosen just for them. The key to selling retail for solo estheticians is being authentic. Show the client that you care about the health of their skin, and having a proper home

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care regimen is vital to continuing the progress you make in the treatment room. Assure them that you wouldn’t sell them anything they didn’t need, and remind them that it doesn’t work if they don’t use it. This will make them feel like you are caring for their skin, not your own wallet.

A Personal Approach A great sales technique to give your clients a unique experience while being transparent and authentic is to ask your client to bring in the products they are currently using at home. By reviewing with the client her current products, you can both educate her on why ingredients might not be so great, while simultaneously making a mental note of the items she needs now, and what she might need in the future. Unless the client is using products that are actively wrecking havoc on

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her skin, encourage her to finish using what she has, then purchase your recommended products. This makes the client feel like you are not in a rush to get her money, but rather are understanding of her time, money, and space in the medicine cabinet! Educating clients about their current products is a unique, personalized experience that clients won’t find at a larger spa. As a solo esthetician, you have the freedom to speak openly with your clients about their skin care routines. Use this to your advantage!

The Sample Solution Who doesn’t love free samples? And who doesn’t love feeling generous when giving them out? Samples are a great way to introduce clients to new products, but they can also be a oneway ticket to forming bad habits in your clients. If clients get too accustomed to your generosity, those full-size retail products might never leave your shelves. The key to using product samples to your advantage is to only dole them out when the client is making a purchase or when you are recommending a product they have never used before. For example, if a client takes your advice and purchases a good cleanser and an SPF, go ahead and give her a sample of your antioxidant serum. This way, she can see if she likes adding the extra step into her routine, and you are still bringing in some extra revenue. Everybody wins. If you have a client with severe acne who is completely unfamiliar with the concept of an enzyme peel, offering a sample is a great way to introduce the client to the concept of exfoliating treatments. But if the client uses acids regularly, and just wants to try something new, you’re better off using it in a treatment, and then selling the full size product.

Reap The Benefits of Repeat Purchases Your client bought the cleanser, serum and SPF, great! You’ve got some extra cash on hand, and your client’s skin is going to be a-okay for the next month or two. But many estheticians fall into the single-purchase retail hole, and find that initial purchases, even from every one of their clients, isn’t steady enough income to make it worth while. Here are some great tips to get your clients to repurchase retail products: -Keep a record of who bought what, and when. This way, you know when they should be running out and ready to make a new purchase. -Make a note of instructing your clients on how often they should be using each product. Emphasize the importance of everyday use to see results. -Take advantage of seasonal changes! Every four months or so, remind

your clients that the temperature and humidity are changing, which will effect their exfoliation and moisturizing regimens. -Introduce new and exciting products during treatment. While the client is on your facial bed, educate them about the product as they are feeling it work on their skin. Creating sensory memories is a great driver for retail sales! -Include retail products in your promotions and incentivize your clients. For example, offer your client a free brow wax with the purchase of two products. Cristina Beecham is the Managing Editor of Les Nouvelles Esthetiques & Spa. She is also a licensed esthetician with an intense passion for the skin care industry. Cristina is your source for inspiration in progressing the gift that estheticians give their clients. Please connect with her at mcristina@lneonline.com

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Tips from Solo Estheticians We asked solo estheticians around the country for their best advice. Here's what they had to say!

Vanessa Fabian Morris

Becca Warlick

Denise Gaston

Brittany Sweeney

Lynette D. Jones

Lauren Farmer

Fort Myers, Florida "Make sure you are taking care of business before you open your business! You can be an amazing esthetician, but you won’t meet your career goals if you don’t educate yourself and get some business savvy! You need to understand your state licensing, taxes, contract and rental law, employment law, bookkeeping, insurance and a million other things. Plan for every worstcase scenario!"

Bremerton, Washington "As my business has grown, I’ve started paring down the services I offer to simplify what I do. I think it’s best to stay simple with product lines and services (1-2 product lines, a simple description of services on menu). Too much can be overwhelming and backfire on estheticians and clients for so many reasons."

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Woodstock, Georgia "Be yourself! This is my #1 tip because I believe this has been the best tool to help me succeed in my business. Always be connected with your authentic self in any decision that you make. Don’t jump on the train that can make you the most money the quickest. This can lead to a quick burn out and it will attract the wrong kind of client. Over time, you will have clients that honor you and want to support you!"

Toledo, Ohio "Retail, retail, retail!! Educate your clients on product ingredients and recommend products that will help them reach their skin care goals. Retail from an education mindset, not a pushy sales one."

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Castro Valley, California "Never shortchange yourself, and most of all, do not underprice your services to attract clients. Understand that with a higher price point, it has to be a top shelf, results oriented treatment. I love what I do and have never regretted for one second getting into this business!"

Addison, Texas "Word of mouth has been the best way to build my business and gain the most loyal clients. I also use Yelp and Google as another way to gain clientele. These days, everyone reads reviews. It has taken a few years for me to feel like I am in the best place of my career and a lot of heartache at times but every struggle and tear has been worth it!"

Say you saw it in LNE & Spa and circle #303 on reader service card

Clear Skin is Happy Skin! 2 3 4 1

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1. DermAware, Blemish Banisher Peel • dermaware.com 2. Lady Burd, Vitamin C Toner with Lemon Fruit Oil and Grapefruit Peel Oil • ladyburd.com 3. Bella Schneider Beauty, Anti-Inflammatory Therapeutic Serum • bellaschneiderbeauty.com 4. Luzern Labs, Clarify Serum Absolut • luzernlabs.com 5. Karin Herzog, Correct & Treat Oxygen Face Normalizing Cream • karinherzog.com 6. M’lis, Clay Facial Masque • mlis.com 7. Lira Clinical, ICE Balancing Lotion with PSC • liraclinical.com 72

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Discover the latest in cleansing, treating, and protecting blemish prone skin... 10

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8. Elina Organics, Oil Control Formula • elinaorganics.com 9. Epicuren Discovery, Clarify Polishing Mask • epicuren.com 10. Destiny Boutique, Charcoal Facial Detox • destinyboutique.com 11. BelleCôte Paris, Marine Volcanic Mud Cleanser • bellecoteparis.com 12. Eminence Organic Skin Care, Clear Skin Probiotic Cleanser • eminenceorganics.com 13. Sky Essentials, Face Ultra Light Hydrating Fluid • skyessentialskin.com 14. GR8SKN, RESET Rebooting Night Treatment • gr8skn.com 15. Hale Cosmeceuticals, Lifting Complex • halecosmeceuticals.com LNEonline.com

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Powerful exfoliants, detoxifyig masks and soothing botanicals... only the best for your clients! 1 2

1. Repêchage, Hydra Medic Sea Mud Perfecting Mask • repechage.com 2. ARC Skin Care, Clear Skin Cleansing Bar • arcskincare.com 3. Shankara, Blemish Support Serum Meadowsweet & Lemongrass • shankara.com 4. G.M. Collin, Deep Cleansing Solution • gmcollin.com 5. AnteAGE by Cellese, Serum • anteage.com 6. Vivoderm Natural Skincare, Anti-Acne Mask • vivoderm.com 7. Susan Ciminelli, Algae Deep Cleanse • susanciminelli.com 8. Institut’ DERMed Clinical Skincare, Totarol Serum • idermed.com 74

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9. Blemfree by Equibal Labs, Toner & Balancer • blemfree.com 10. Dermelect Cosmeceuticals, Detoxifying Oxygen (O2) Facial Commission • dermelect.com 11. Somme Institute, A-Bomb • sommeinstitute.com 12. Sanitas Skin Care, Tea Tree Mask • sanitas-skincare.com 13. DermaQuest, Acne Management Kit • dermaquestinc.com LNEonline.com

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The

Charcoal Skin Care Attraction Why charcoal skin care is a universal detoxification trend

by Boldijarre Koronczay

Detoxification: It’s one of the biggest trends and buzz words in the industry right now and every day our realization of the importance of this practice grows. Our skin is the largest organ we have, totaling an area of about 20 square feet and amongst its many functions is the secretion and removal of toxins. Think of our skin as the “last exit” ramp on a highway. Our bodies use the skin for detoxification and unfortunately, many of our habits both in our diet and skin care are impeding this function from working. Charcoal is one of nature’s oldest, most potent ingredients and offers us a powerful, natural way of assisting in the removal of toxins from both the body and the skin. So how exactly does charcoal work and how can we offer it in fun, engaging ways to our clients to help aid in detoxification and increase their overall wellness?

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o&w the charcoal skin care attaction

Origins of Charcoal Charcoal itself has been used since ancient times to treat various types of poisonings, while activated charcoal has been used since about the 1900s (1)(2). Chances are, your clients have heard of charcoal, but very few people know the distinctive difference between charcoal and activated charcoal. Charcoal is traditionally produced by cooking wood (coconut shell, peat and coal can also be used) in a low oxygen environment and burning off all contaminants until basically only carbon is left over. Activated charcoal is created by heating the charcoal again to very high temperatures in an environment of oxidizing gases such as CO2, steam or air. This process erodes away the surface of the charcoal pieces and creates micropores, increasing the overall surface area of the charcoal. The massive numbers of micropores are capable of absorbing and binding to an incredible amount of chemicals, toxins and contaminants. The most common misconception about how charcoal works is that it functions like a magnet; while this is a “catchier” and simple analogy to explain how charcoal works, it is unfortunately inaccurate. Magnets attract specific metals by simply being in close proximity with them, whereas charcoal must come in direct contact with the toxins, chemicals or contaminants in order to trap and bind them to its micropores. A more accurate analogy would that charcoal is like Velcro for toxins instead of a magnet. Activated charcoal is an even stickier Velcro that functions as a powerful tool to pull these toxins and contaminants out of the skin!

How to Use Charcoal Charcoal is an affordable, easily-obtained ingredient, and the ways charcoal can be implemented in spa services are just as endless as its benefits. Here are some of the most effective, exciting ways charcoal can be utilized in the treatment room: 78

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Deep Cleanse and Pore Refinement In general, we are obsessed with overcleansing and stripping our skin by using harsh surfactants or foaming agents. We do this to our skin to try to feel squeaky clean, but unfortunately, many of these foaming agents come with two negative trade-offs: they over-strip our healthy, protective oils and lack the ability to penetrate into the skin to effectively remove trapped the pollutants and particles from deep within the pores. Adding charcoal in with your cleanser is an effective way to deeply purify the skin without stripping it. After your first cleanse, add charcoal into the second cleanser suited for your client’s skin type and massage into the skin for double the length of your typical cleanse. Allow to sit for a couple of minutes under steam, if desired, to give the charcoal the time needed to penetrate into the pores and attach onto toxins. Another option is to use a

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charcoal-based mask in targeted areas to remove the impurities in the pores. Overall body detox – Don’t forget the skin on the body! The majority of our skin isn’t on the face, and the skin on our body is bombarded by just as many toxins, if not more. Offering a decadent cocoa and charcoal detoxifying body wrap offers clients a guilt-free treat that harnesses the powerful antioxidant properties of chocolate and combines them with the toxin pulling properties of charcoal. Soothing Detoxifying Scalp Treatment Due to the harsh surfactants or foaming agents in many shampoos on the market, as well as artificial colors and fragrances, it’s easy for the scalp to become irritated, dry and flaky. Charcoal offers a natural solution to remove these potential irritants and sooth a dry, flaky, irritated scalp. During a body treatment or wrap, apply a charcoal-based mask,

o&w the charcoal skin care attaction

ing synergistic benefits. For example, mix a charcoal-based mask containing cooling tea tree and eucalyptus with a natural brightening masque for hyperpigmentation to offer a one-two punch to remove pollutants while treating uneven skin tone, all in one step. Also, mixing a charcoal-based mask with another mask that has powerful, second-generation antioxidants such as microgreens will stimulate detoxification, remove the toxins from the surface of the skin and neutralize free radicals that accelerate aging, effectively protecting our collagen and elastin.

Charcoal & Total Body Wellness

massaging into the scalp and roots of the hair and allow to sit for the duration of the service before removal. This can be customized for sensitive and irritated scalps by mixing the charcoalbased mask with a mask containing healing calendula oil and soothing, reparative arnica. Pollution Solution Don’t be afraid of using charcoal if you have dry, aging or sun-damaged skin. One of the wonderful traits of charcoal is its ability to absorb harmful pollutants while leaving your skin’s protective barriers intact. Pollutants’ harmful effects have been linked to aggravating rosacea, accelerating aging and increasing hyperpigmentation or uneven skin tone. Customizing a treatment for clients by creating a mixology of a charcoal-based treatment with an age preventing mask is a beautiful way of combining the effects of both, offer-

An important part of offering trendy treatments is creating a complete wellness experience for our clients, and charcoal offers a unique opportunity to do so, especially considering its dietary benefits. This can be done with seasonal promotions (for example, associate detox with spring time -- “spring cleaning”), or tie it in with ingredients used throughout the treatment. For example, create a facial protocol that includes both a charcoal mask and a mask containing leafy greens like kale – then complement the service by offering your clients either a detoxifying green juice with activated charcoal or a deliciously detoxifying lemonade with activated charcoal upon completion of their service. Your clients will love the fact that you are considering their overall wellness beyond the skin, all while making it a fun experience. Small amounts of activated charcoal may also be added into baked goods, chocolates and other delicious treats, so if you’re nervous about your clients having an aversion to the dark color of charcoal, offer these alternatives that hide the color all while offering the same benefits. The possibilities with charcoal really are endless for how we can make wellness and detoxification practices decadent, fun and engaging all while offering a unique service to clients. 

Detoxifying Charcoal Basil Lemonade Recipe Ingredients • 16 oz of filtered water • 1 organic lemon • 1-2 tbsp maple or agave syrup (amount may be adjusted for taste) • 1-2 capsules of activated charcoal • 1 pinch of Himalayan salt • Fresh Basil (optional) Instructions 1. Squeeze lemon into the water in a measuring cup. 2. Add salt and maple syrup. 3. Mix it until all is dissolved. 4. Pour ⅔ of the mix to a mason jar. 5. Open the capsules and add the charcoal powder into the remaining water. 6. Mix the charcoal and the water. 7. Add it to the mason jar with the lemon water. 8. Mix it well. 9. Add basil, if desired. 10. Serve!

References 1. Cecen, Ferhan; Aktas, Özgür. "1". Ac t i v a t e d C a r b o n f o r Wa t e r a n d Wastewater Treatment: Integration of Adsorption and Biological Treatment. John Wiley & Sons. ISBN 9783527639458. Archived from the original on 2016-12-20. 2- Tascón, J. M. D. (2012). Novel Carbon Adsorbents. Elsevier. p. 640. ISBN 9780080977447. Archived from the original

Boldijarre Koronczay is a trainer hailing from Budapest, Hungary. As a dedicated lecturer, herbalist and master of Eastern European esthetics and massage, he is passionate about educating clients on how to use natural ingredients in skin care to bring wellness and balance into their busy lives.

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Facial Cupping Treatments Incorporate facial cupping treatments to plump and firm your clients’ skin by Sara Kowalik Throughout history, cupping has been used for a broad range of treatments and applications, each culture having slightly different techniques. Cupping is an ancient therapy that still has relevant applications in our modern world. You may have seen the distinct marks that cupping has left on someone’s body – large bruises in the shape of circles, typically on the back. If you watched the swimming events during the most recent summer Olympics, the evidence of cupping was hard to miss. Although the marks the cups leave are alarming, cupping actually helps to reduce pain and stress and has many healing benefits, including stimulating blood flow, improving circulation and pulling toxins from the body.

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o&w facial cupping treatments

What is Facial Cupping? Facial cupping for youth maintenance is one cupping technique that has been utilized by women for hundreds of years. Now you’re thinking, “If cupping leaves those ugly marks on the skin, why in the world would l perform a treatment on a client’s face?” The good news is that facial cupping is a gentle, safe and natural way to smoother, firmer, younger looking skin without any of the telltale marks that body cupping leaves; only a youthful and radiant glow is left behind! Facial cupping is a manual, non-invasive procedure that uses specially designed small glass cups, which create mild suction that gently opens up space between the skin, allowing the old wastes to drain out and new blood and oxygen to come in and nourish the area. The result is firmer, softer skin with fewer fine lines and less noticeable wrinkles. Facial cupping is painless, safe and natural. It can be used to treat the whole face and décolletage area and is gentle enough for the delicate areas around the eyes and lips. You can treat the whole face or isolate an area, like around the eyes. Facial cupping does an excellent job at addressing the area around the eye, which may lack other treatment options. Results are noticed immediately, but a series of treatments is recommended.

Pre-Treatment Assessment Before starting any type of face treatment, always ask the client what they like about their face and what areas they would like to see improved. This is an important step in the process for both the client and the practitioner to know how the client sees themself, and it helps to set realistic expectations. A quick visual assessment of the face can reveal a lot about the person’s health and can help you decide on how to proceed with facial cupping. Pay close attention to the color of the cheeks and the area around the eyes and mouth. Are the cheeks pinker than the rest of the face, or do they appear to have a petechia? This may reveal an imbalance in hormones and a lighter touch when cupping is recommended. Around the eyes, check the texture of the skin as well as for dark circles or bags under the eyes. 82

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Facial cupping can address the bags, crepey texture and wrinkles. It can even help with some lifting and toning of the brows and lids. Look for some of the same aspects around the mouth.

Technique There are two basic ways to work the cups. he first is called kissing, where you place the cup on a single point, allowing the cup to pull up a small amount of skin and then release the suction, never moving the cup from the point where you started. The second technique is sliding, where you place the cup on a starting point, usually close to the midline of the face, create the suction with the cup and while the suction is still holding a small amount of tissue, you then move or slide the cup, following the

o&w facial cupping treatments contour of the face, releasing the suction at a point near the ear or hairline. Always start with a clean face and apply facial oil, which will not only reduce friction but also help nourish the skin during the treatment. Because the goal is to lift the face, start at the neck and work up the face. It works well to divide the face into sections to make sure you treat each part equally. In each section, you will start with the kissing technique, working over the area in overlapping lines, then sliding over the same area, doing both techniques three to four times to cover the entire section. Control the suction strength for each area. Stronger suction can be used on jaw line, cheeks and forehead where lighter suction should be used around eyes.

Step 1: Draining Begin with the largest cup, kissing the skin along the SCM down the neck and then across the bottom of the clavicle to open and drain deposits to the lymph system. Only do the kissing technique, never sliding, down the SCM due to the carotid artery that lies in the area. You will repeat this draining process after each section of face is completed.

Step 2: Section 1 Jaw line, chin and cheek Starting at the midline under the jaw, work your way up the face, using the kissing then the sliding technique, in order to cover the whole section of the face. As you are working, you will see the shift in color and texture of the skin.

Step 3: Section 2 - Around eye Ask the client to keep eyes closed. You will begin with the kissing technique. Place the cup under the eye, starting in the inside corner near the nose and release the ball to allow suction. Control the suction so that it is gentle, watching closely so that you only take up a small amount of the tissue. This area is delicate and can bruise easily if not careful. Release and move laterally about ½ the diameter of the cup and repeat until you have covered the area under the eye from the nose to the hairline at the temple. Complete the kissing, then the sliding.

Step 4: Section 3 - Forehead Start at the glabella arc up and out on the fore-

“

Always start with a clean face and apply facial oil, which will not only reduce friction but also help nourish the skin during the treatment. head toward the hairline, again using the kissing and then sliding techniques as described above.

Step 5: Around and over lips After finishing the second side of the face, come back to the area around the mouth and lips to work the area a little more. Starting at one corner of the mouth, use the kissing technique and work your way around the entire mouth. When you get back to your starting point, go around again, moving a little further away from the mouth and then the third time onto the lips. Circle the mouth in this way two to four times, making sure you overlap the lips, which will plump them naturally. Then switch to the sliding technique to do a small amount of draining away from the mouth, from the midline toward each ear. Avoid sliding over the lips directly, as this would be uncomfortable. The above steps can all be done together for a complete treatment, which takes approximately 30 minutes to complete. Or, you can just focus on one area, like around the eyes. Benefits are noticed after a single treatment and continued treatments are cumulative. A series of treatments is going to produce the best results. Eight to 12 treatments, done weekly, is the recommended starting point. Depending on the market, a facial cupping session might range between $60-$100, even up to $150. If you are going to offer facial cupping just around the eyes or mouth, price that service for $25 - $50 for an area. 

Sara Kowalik, L.Ac., is a Chinese Medical practitioner licensed to practice acupuncture in the state of Nebraska. She is a Board Certified Diplomat in Oriental Medicine by the National Certification Commission for Acupuncture and Oriental Medicine (NCCAOM). Kowalik is very passionate about using acupuncture and Oriental Medicine to help restore or maintain an individual’s health by reducing pain and stress, improving their wellbeing and quality of life.

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Aromatherapy Scrubs

These Organic Body Scrubs from Lili Aromatherapy use a variety of essential oils to give your body the best skin ever. Serenity Amongst Lavender Fields reduces stress and anxiety while tightening and toning skin; An Affair Amongst Jasmines delivers glowing and nourished skin while helping to fade away scars; Meditation Amongst Lotuses rejuvenates the body and mind by reducing stress while reducing the appearance of cellulite.

ECOFRIENDLY THERAPIES, SKIN AND SPA PRODUCTS

Organic & Wellness

732.534.5132 liliaromatherapy.com

Pumpkin, Please! Restore skin’s natural moisture balance with this Pumpkin Latte Hydration Masque from Eminence Organic Skin Care! This exlucsive Pumpkin Latte Hydration Masque includes a dreamy combination of vitamin E and omega 9 nutrients to fight the appearance of aging and environmental stress on the skin. Mix a small amount of product in your hand with a few drops of water and apply evenly over the entire face. If desired, the neck and the décolleté can also be treated with this product!

Rub of the Green

This Rub of the Green restorative balm from Aphorism Skincare is rich in bioactive chlorophyll from cold-pressed, virgin hemp seed and avocado fruit oils to improve skin oxygen levels and improve hydration at the deepest levels. Super anti-oxidant catechin, from both oolong tea and cocoa butter, defend against the elements while GLA-rich primrose oil rejuvenates fatigued skin. A little goes a long way! Great as a deep moisturizer, after swimming or when skin is dehydrated.

929.382.5471 aphorismskincare.com

Easy On The Eyes

This cutting edge Copper Easy on the Eyes Eye Repair Cream from Bella Schneider Beauty fights fine lines around the delicate eye area 24/7! Copper peptides combat free radicals and maximize collagen and elastin production. Rich shea and cocoa butters drench skin in moisture, while vitamin C, carrot and echinacea revitalize and youthify the skin's appearance for a radiant and stunning glow!

888.200.3977 bellaschneiderbeauty.com

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888.747.6342 eminenceorganics.com

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Excessive inflammation, dehydration, visible capillaries, increased sensitivity, erythema, or dullness with the skin. These are just a few signs of a Compromised Barrier in need of repair. Rhonda Allisonâ&#x20AC;&#x2122;s 2017 CBR Facial & Peel Restores the Epidermal Barrier/Infuses Skin with Nutrients, Moisture-Binding & Building Ingredients/Soothes, Nourishes & Reduces Redness/Hydrates, Protects & Revitalizes

With three-times the power of regular Vitamin C to protect, firm & brighten. Visit us at rhondaallison.com | 866-313-SKIN (7546) Say you saw it in LNE & Spa and circle #283 on reader service card

How Rose Marie Beauchemin

Developed A Top Quality Makeup Team SERVICE & RETAIL

What is the best part about working with makeup services in the spa industry? Being a part of making a woman feel more attractive and confident is exhilarating! For years, when I was doing special occasion makeup, my clients would always say, "Now, if I could only take you home." When I am performing permanent makeup services, whether it is brows, eyeliner or lip color, my clients get to take me home! Why did you decide to get into permanent makeup services? I discovered that my clients had a great deal of questions when shopping for makeup and wanted a better understanding of what brow, eye shadow, blush, lip colors, foundation colors, etc. 86

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would look best. They wanted to have more control over their overall look and providing my clients with these services did exactly that! What approaches did you take to implement these services? I launched my makeup career by creating a full makeover program that went from head to toe. Then, more than 25 years ago, I trained in permanent makeup and continued to do the full makeover but was able to incorporate the permanent procedures. What is the advantage of offering permanent makeup services? It is an incredible cure for the busy, working woman that canâ&#x20AC;&#x2122;t find the time she desperately wants and needs to take care of herself aesthetically.

What do you love about it? I love that my clients are able to sleep later or get more accomplished because I was able to free them from the laborious chore of drawing a matching pair of eyebrows every morning. I love that I can free them from the frustration and expense of purchasing countless eyeliner products and I love making life easier for my clients and helping them feel confident about their appearance! Which of your makeup services is the most profitable? At the Beau Institute, eyebrows are the most in-demand procedure in our permanent makeup practice. Whether a client is looking for fuller, more defined brows or to simplify their morning routine of drawing on a pair of matching brows, permanent eyebrows are the perfect solution.

and also place ads looking for resumes and interviews in local magazines. We focus on talent, personality and the potential employee’s ability to be a team player.

after photos are shown so the client can see what a huge difference our procedures can make. Their makeup is then drawn on to show them exactly what we would be tattooing.

What specific qualities do you look for in a member of your staff? To be an effective member of our staff, an artist must have the skills we require, motivation to grow our clientele and the ability to be a team player. Other qualities we look for are honesty, consideration, timeliness and patience with addressing client concerns.

Do you have rituals or methods of creating positive energy for your spa? I have practiced Feng Shui for years and it creates a great positive energy! I also have a singing bowl that I like to ring at the beginning and end of each day. It clears the space and lends an overall pleasant feeling for those both coming and leaving.

How do you keep members of your staff incentivized? We keep our staff incentivized with gracious commission and a positive and supportive work environment.

What does your business do that makes it UNIQUE from the competition? The overall environment we have created. We are truly passionate about pleasing our clients. Our clients feel that we are genuine from the first phone call, to our front desk administrators, to our practitioners and through their whole experience with us.

MAKEUP AREA

MARKETING

What does your permanent makeup station look like? The surface in permanent makeup spas must be non-permeable and kept immaculately clean! Our space is divided in half: training on one-side and treatment rooms on the other. Our design and decor is more of a boutique as opposed to appearing overly sterile or clinical. Our rooms are divided for privacy and can be opened for training sessions.

How do you promote your services? First and foremost on our website. This is where we list our services as well as our before and after photos. We take advantage of local events and publications as well. We are active in the breast cancer community and we utilize social media to connect with the community as a whole.

Do you tweak the area for specific events or promotions? Yes. Each event is different. For example, we repurpose and divide our rooms for more privacy for our annual Day of Hope free areola tattooing.

TEAM MEMBERS How do you select your employees/makeup artists? Client handling is as important as the service itself. We advertise on Facebook, contact certified graduates

Are your estheticians trained to promote different services after each treatment? Yes, they are! Our practitioners promote all of our services following each procedure.

INSIDER TIPS How do you perform consultations? We perform consultations very carefully to avoid contraindications. We first have a screening process for any medical concerns and then before and

What advice would you pass along to other spa owners or those thinking about or just starting to offer these specific services in their spa? • Do not sell yourself cheap. • Do not reduce your prices to attempt to beat your competition. • Create your environment using your heart and aim to make every client happy with your services.

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Makeup Primer

Magic How to choose the best makeup primer for every skin type by Ami Mallon “It’s a crime not to prime!” Whether you feel this strongly about using makeup primers or not, a certain level of professionalism and attention to detail is expected when clients come to you for a professional makeup application. Clients are looking to you to give them that smooth, pore-less base that they can’t achieve on their own. Oftentimes, clients seek your skills before a special event or photo-shoot, and need their makeup to last for many hours and look perfect in flash photography and various lighting setups. When chosen carefully for each client, makeup primers can be that difference-maker in creating a long lasting, porcelain base. Clients are more educated than ever, largely due to the presence of makeup artists on social media. They are often familiar with different brands, types of products and formulations, so they will most likely ask about the primers and foundations you are applying. Using a primer gives the client more confidence that your makeup application is going to last, look good, and ultimately be worth the price tag.

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image makeup primer magic to oil imbalances or use of aggressive skin care products, so you don’t want to apply a mattifying primer all over. Instead, apply a mattifying, siliconebased primer only to the areas where large pores and shine are visible. This will prevent makeup break-up while still preserving the client’s youthful glow. Look for silicone (or it’s less occlusive form, Dimethicone) based primers with ingredients like tea tree oil or rice powder that will gently mattify the skin. Skip on primers that claim to contain acne-fighting ingredients like salicylic acid – the concentration is usually not of a therapeutic level, and it can irritate some skin types while not doing much to mattify or prep the skin.

Combination Skin

Prime Time for Every Skin Type

Choosing the right primer based on the client’s skin type, presence of skin conditions, and desired wear time of makeup requires a bit of individual consultation. Make sure you ask your client about how their everyday makeup usually wears, where it tends to breakup most quickly, where they get oily, or where foundation tends to look dry or cakey. The answers to these questions will give you the insight you need to predict which primer formulation will best suit their needs. While there are millions of primers in the world, there are a few tried and true formulations that will help common skin types and concerns. Here are some tips and tricks for selecting the right prep-step for every client based on their skin type:

Dry or Flaking Skin

Regardless of what foundation you choose for your dry skin clients, there can often be visible dry patches or flakes that make the overall foundation look dry and cakey. Hydrating primers are your best friend when trying to prevent flaky foundation. 90

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Look for primers that are cream, gel, or light oil formulations, rather than slippery silicone primers. You want to choose a formula that will glide on the skin and create a barrier between the flaky skin and the foundation. Ingredients like glycerin, hyaluronic acid, jojoba oil, and coconut water or oil will pack the skin with hydration and quench its thirst before applying makeup. Don’t be afraid to really pile on the hydration; the foundation will dry down and set no matter what. You can always go in with a mattifying powder or utilize a setting spray afterwards, but you can’t add more moisture once the foundation is laid.

Oily or Acne Prone Skin

Many clients will complain of oily skin that shines through their foundation after a couple hours. More often than not, oily skin is accompanied by some visible breakouts that will impair a smooth application of foundation. No matter how oily the client claims to be, always take a close look at the skin before selecting a primer. Clients will usually have some dry patches due

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Finding the right primer, or combination of primers, for combo skin can be very difficult. The client is dry, flaky, oily, acne prone and sensitive all at once and in many difference zones on the face. It is absolutely necessary to consult with the client on where their skin gets oily, and where it gets dry. Simply looking at the skin and seeing large pores is not a good enough reason to apply a mattifying primer all over the skin. When applying a silicone based mattifying primer to oily areas, be sure to pat in the primer rather than spread it with a brush or your fingers. This assures that the primer will get into those large pores you are trying to fill, and also prevents the primer from spreading to area that may require a hydrating or soothing primer instead. Use your designated dry skin primer on the dryer areas of the combo skin client’s face. Creating a balanced and well-primed canvas will make sure the foundation looks even and consistent all over the face throughout the day.

Sensitive or Redness Prone Skin

When the client in your chair has very red or sensitive skin, your first inclination might be to choose a green-tinted primer for their overall complexion. Green tinted primers are usually not

image makeup primer magic

Flash Photography and Special Occasion Makeup

More often than not, clients spend money on a makeup application before a special event or big night out. There will be lots of flash photography, dancing, and probably some sweating! You need to plan accordingly when choosing your primer to make sure the client’s makeup looks flawless in all lighting and photography scenarios. Once you have determined your client’s skin type, make sure to avoid the following ingredients (unless the ingredient is triple milled or pulverized making the particle small enough not to interfere with a flash) that may cause flash back in photos: • Zinc Oxide • Titanium Dioxide • Silica • Silver Mica • Shimmery or Glittery Primers • Talc • Bismuth Oxychloride

These ingredients will be invisible upon makeup application, but flash back against a camera and show a white film over the skin. The last thing you want is for a client to leave your chair loving how she looks and then find out one week later that her face is white in every photo of that special occasion. Be aware of your primer’s ingredients; make sure to avoid those white-casting ingredients in foundations and setting powders as well! Ensuring a perfect color match with foundation will also help to alleviate this problem. Last but not least, always take a flash photo test before your client leaves your studio! Ami Mallon is a licensed esthetician and makeup artist. She has worked closely with top spas, medical spas, dermatologists and plastic surgeons. A former Director of Education, she now serves as the Global Corporate Educator for Osmosis Pür Medical Skincare. Mallon educates her clients, creatively and professionally.

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tinted enough to make a noticeable difference, and they tend to claim “onetype-fits-all” formulations. Take a minute to look closely at the skin’s texture, rather than just its color. Red and irritated skin is often textured and can be dry or flakey. You want to choose a primer based on skin texture, not skin color. Opt instead for a color correcting foundation or a CC cream (color corrective cream) that is specifically meant to cancel out any discoloration in surface tone. Choose a primer that will soothe, hydrate, and smooth the skin. You can go in with more pigmented color correcting concealers afterwards. They will cover redness more effectively and sit smoothly on the base you have already applied. When choosing a primer for sensitive skin, avoid ingredients like salicylic acid, vitamin C, or fragrance that will irritate the skin and worsen redness. Look for soothing botanicals like aloe vera and green tea instead.

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Winter Makeup Trends Keep your clients savvy with the latest winter makeup trends by Jaclyn Peresetsky

As we enter into winter and prepare for those cooler days, the beauty of the season becomes reflected in our beauty trends and well as our winter wardrobes. Designers and makeup artists are influenced by colors and textures found in nature, different cultures, and of course the seasons. From naked beauty to the return of gothic, winter makeup trends span a wide spectrum of looks and techniques. As an esthetician or a makeup artist, focus on taking what you see on runways and helping clientâ&#x20AC;&#x2122;s see how they too can emulate these trend setting looks. Often times, clients are intimidated by what they see in fashion magazines. Trends can be fun, as you can explore different looks

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image winter makeup trends and break outside of your everyday box. Clients can discover some new favorite techniques by not doing an everyday look and trying a new trend that inspires them to be adventurous. Most often, you can tailor the trend to your clients’ features, face shape, and hair color. Let’s take a look at some of the stunning winter makeup trends that are not only are interesting, but also adaptable to teach of your clients so they are always on point.

The gothic The gothic aesthetic was everywhere on the catwalks this fall/winter season. Influenced by Medieval times, the winter trend explores the darker side. In fact, rules were broken with this winter trend by combining both dark eyes and dark lips. A lot of artists used a monochromatic palette such as bronzed lid with a wine red winged eyeliner and wine red lip. Others used dark blue shadow on the lids, black liner in the outer corner and a deep burgundy lip. The look is definitely considered a statement

Recreate this trend: Be careful, as dark shades can make features appear smaller. Consider embracing the trend by using richer shades versus darker shades. Create a softer side to gothic by applying charcoal or bronze shadows and liners on the eyes along with berries or burgundy on the lips. Anyone can learn to emulate this tantalizing winter trend.

Ethereal Skin Glowing skin has been in for the last year and it looks like the trend is continuing, but with a slight twist. This winter trend is focusing strategic highlighting on the center of the face, specifically the center of the forehead, the nose and above the lip. Highlighting these defining features of the face creates the illusion of a slimmer nose and 94

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lifted complexion. To capture the beautiful light of this look, opt for glistening primers or glowing liquid foundations to apply delicately to the center of the forehead, swipe down the bridge of the nose and above the cupids bow. Keep the rest of the makeup minimal and soft. Imagine a luxurious cashmere sweater and a soft, glowing face catching the reflection of the snow.

Recreate this trend: Start off with looking at your client’s face shape and bone structure so you can strategically apply the iridescent highlights to her face. If a client has a wider nose, you want to consider a thinner stripe down of highlight down her nose to slim and enhance the natural shape. Our goal as a makeup artist is to enhance our client’s features and bring out their natural beauty by creating balance.

Fun with Falsies One of my favorite winter trends is false lashes. The 60’s inspired look of bottom lashes, cluster lashes or custom created falsies was one of the top looks on the fashion runways. Lashes can be such a playful accessory for anyone who wants to experience making

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their eyes the star. Big bottom lashes create the “doll eyes” effect and give the appearance of a wider, more open eye. Top eyelashes can create a lift if choosing the right thickness and lash texture. Consider this trend when going to a big event, costume party, or a fun night out with friends.

Recreate this trend: Depending on the amount and length of her bottom lashes, you can achieve this with layering mascara. For those clients who are more adventurous and love a bit of glam, falsies are going to look fantastic. Remember to consider her eye shape, as a hooded eye would need a more natural false lash that will create more illusion of a lift and not further weigh the lid down.

Naked Beauty With natural beauty at the forefront of the skin care industry, it makes total sense that a look that focuses on the beauty of skin would totally be in. For all estheticians, this is the moment you have been waiting for! This foundationless winter trend makes skincare a priority, not an afterthought. To capture this look, it requires healthy skin, a light

image winter makeup trends

Recreate this trend: Adding a bit of concealer to this look can really capture the naked beauty of the trend while giving more flexibility for those with less perfect skin that need to conceal sunspots, breakouts, or broken capillaries. Very few clients feel comfortable without some coverage, but they do still desire a barely there makeup look. Teaching them that less is more is crucial to capturing this naturally beautiful winter makeup trend.

Bare Brows For this winter trend, put the brow pencil down! Bold brows are no longer the trend as years prior. Instead a soft, nonfilled eyebrow is the look of winter. The theme of effortless beauty holds true for eyebrows this season. Different techniques such as bleaching the brows, or not picking up the brow pencil will achieve this look. Since the focus is not as much on the brow, it allows eye techniques such as graphic eyeliner, smoky eye, cat eye, or linear eyeliner to be the focus. Less brow is actually more in this trend!

Recreate this trend: For those who have gaps, misshaped or sparse brows, you may want to recommend having a permanent makeup artist microblade missing hairs so the brow looks as natural as possible, but with a more consistent shape. Always remind your clients to look at an artist’s work to ensure they do a more natural brow, as some techniques can look too harsh or dark. Makeup trends are all about inspiration. Whether they are created by a designer, makeup artist, or maybe even in your spa, use the inspiration of the beauty you see every day to try something new. Let your clients see how well you keep up with the trends in the beauty industry so they will see you as a true expert and will seek out your advice. Consider having a seasonal trend workshop so you can bring inspiration, exploration, and excitement to your spa. Remember to take tons of photos and mini videos so you can post them on social media and use in your future marketing. Overall, have fun and be sure to implement a trend to showcase this season! 

Jaclyn Peresetsky is not only the owner of Skin Perfect Spas in Ohio and Florida, but she is also a noted color expert, makeup artist, master esthetician, author and speaker. Her multiple books, cosmetic and skin care lines, and training courses allow other beauty pros to learn and add more services combining art and science

Very few clients feel comfortable without some coverage, but they do still desire a barely there makeup look.

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glimmer of highlighter in the inner corner of the eye, pale berry balm on cheeks and lips, groomed eyebrows and a bit of mascara. This look is so subtle; it is barely there at all.

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Pigment Power

These lightweight Collage Powders from Lady Burd offer the best variety of blended shades for bronzing, highlighting and evening out skin tones, while the holographic pigments diffuse light for a soft and youthful glow! Available in three combination shades of Cheret, Monet and Soleil in either a small or large compact, a shiny silver compact or platinum elite packaging.

800.345.3448 ladyburd.com

Naturally Glam

This gorgeous Naturally Glam collection from Jane Iredale includes rich, vibrant neutrals that provide deep, dazzling color â&#x20AC;&#x201C; wearable for day or night! Featuring a five-color eye shadow palette with shimmering neutrals, a bubblegum pink blush with a subtle gold shimmer, and two beautiful, seasonal lip colors in apple red and port wine, the collection is perfect for fall! Even the packaging evokes the trends for the season, with the eye shadow palette housed in a stunning rose gold!

800.817.5665 janeiredale.com

Image

MAKEUP, NAILS, TOOLS AND TRENDS

All In One Foundation, powder, concealer and SPF all in one! Create beautiful coverage alone or over Advanced Mineral Liquid foundation with Loose Powder from Advanced Mineral Makeup! This powder contains antioxidants vitamin A and E to fight free radical damage as it acts as an anti-inflammatory on skin to calm rosacea as well as acne prone skin. This hot product is water-resistant, great for all skin types, does not clog pores and gives great coverage with out a heavy feel!

800.439.9936 advancedmineralmakeup.com

Two-For-One Experience ultimate natural lashes AND brows with this convenient dual ended system from Grande Cosmetics: GrandeEYE OPENER! This system contains a full treatment of both GrandeLASH-MD, an award winning eyelash enhancing conditioner that promotes thicker and longer looking lashes in four to six weeks and GrandeBROW, an eyebrow restorative treatment serum that enhances natural brows giving them a bolder and thicker look in six to eight weeks.

877.835.3010 grandecosmetics.com

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Reader Service No.

Page Number

100.............Altair Instruments.................................................altairinstruments.com.................................................. 243 41...............Beau Institute of Permanent Cosmetics...............beauinstitute.com........................................................ 167 10...............Bella Schneider Beauty........................................bellaschneiderbeauty.com.......................................... 180 91...............Biomani Scientific Skincare..................................biomaniskincare.com.................................................. 276 6,7..............Bio-Therapeutic....................................................bio-therapeutic.com.................................................... 139 95...............Biopeptix Cosmeceuticals....................................biopeptix.com............................................................. 271 47...............Dr. Jeff / Beaute Attica, Inc...................................dr-jeff.com................................................................... 248 11...............Dp Derm...............................................................dpderm.com................................................................ 170 2,3..............Eminence Organic Skin Care................................eminenceorganics.com............................................... 157 99...............Equipro USA.........................................................equipro-bty.com.......................................................... 242 71...............Glymed Plus.........................................................glymedplus.com.......................................................... 303 35...............Grandelash MD.....................................................grandelashmd.com..................................................... 286 4,5..............The HydraFacial Company...................................hydrafacial.com........................................................... 201 42,43..........Int’l Congress of Esthetics and Spa: Philadelphia............philadelphia.skincareshows.com 9.................Lady Burd Exclusive Private Label Cosmetics.....ladyburd.com.............................................................. 119 55...............Lucrèce Physician’s Aesthetic Research..............lucrece.com................................................................. 263 23...............Repêchage...........................................................repechage.com........................................................... 196 97...............Rejuvi Laboratory.................................................rejuvilab.com............................................................... 149 85...............Rhonda Allison.....................................................rhondaallison.com....................................................... 283 17...............Sesderma USA.....................................................sesdermausa.com....................................................... 319 15...............Silver Shell Beauty................................................silvershellbeauty.com.................................................. 219 61...............Skinade® Bottled Science Inc.............................skinade.com................................................................ 325

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