OTC - JANUARY 2021 by OTC Beauty

January 2021 | $6.00

The New Year Trends Edition

BEAUTY TRENDS TO WATCH MULTI-ACTION PRODUCTS LEAD THE WAY IN 2021 12 NEW PRODUCTS FOR A NEW YEAR

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January 2021

c ont en t s

In Eve ry Is s u e Industry News

New Beginnings

New Manufacturer Alert

BIR Bits

Crazy Color

Show Calendar

New Products From Your Favorite Manufacturers

Reader Feedback

Finished Product

Ad Index

Product Spotlight

Urban Call Briefs

Top Sellers

8 10

Editorial Letter

Marketplace

The OTC Store

Mane â&#x20AC;&#x2DC;n Tail Detangler Extreme

New Products That Are Guaranteed to Sell ON THE COVER

Beauty Ambassador

Therapy Trends

Clipper Tips

2020 Best of Hair

Multi-Action Product Promise

Help Your Customers Create a More Efficient Barbershop

OTC Beauty Magazine January 2021

The Mane Choice Hair Solution does it again with another surefire collection to win over consumers. The Manetabolism Rejuvenation Solution spawned from the bestselling Manetabolism Vitamins. The vitamins were so successful that the brand decided to expand it into a full collection. To learn more about this newly-released collection, visit themanechoice.com.

DARK & LOVELY REDEFINE PROTECTIVE STYLE CARE

HOUR

NEW

Hair Hydrator instantly hydrates hair and scalp with rice water complex for stronger hair & less breakage

OTC Beauty Magazine January 2021

January 2021

c ont en t s

Feature 3 Beauty Trends That You Need to Know About For 2021

Business Tips

With 2020 officially behind us, we are ready to

where your customers are in their decision-making

the focus was on the skin-ification of haircare and

process. There are five buying behavior stages that

the continued men’s grooming boom. There’s no

a consumer will go through, and each step requires

doubt that those trends will live on in 2021, but

a different decision from your prospect. Learn the

there are more to consider as we plan our inventory

stages to increase your sales.

purchases and store promotions.

Introducing Hollywood Beauty® Hemp Seed Oil

By Jill J. Johnson Your sales and promotional messages must link to

embark on a new year of beauty trends. Last year,

Knowledge to Know

Matching Your Sales Approach to Your Prospect’s Readiness to Buy

There Is No Vaccine For Your Company Culture By Jason V. Barger There is no magic pill, button or wand to wave that

By Dawn Thompson

will quickly fix or treat the ails of your culture. We live in an instant gratification world where people/

Taking care of your graying hair should not be seen

employees/leaders want things to change for the

as a chore, but rather an opportunity to enhance

better immediately. But when it comes to your

their beauty! Once color begins to fade, your hair

company culture, there is no vaccine! Learn how to

care routine should focus more on strengthening

fix a toxic work culture and bolster morale.

your strands while increasing moisturization. By enriching gray hair with nutrients, it will give it a healthy glow while preventing future breakage.

Treat Textured Hair With Care and ApHogee Did you know that an estimated 65% of the U.S. population has curly, coily or wavy hair, with a growing percentage of textured-hair women embracing their natural hair texture? What is surprising, is that many of these consumers are guilty of not styling and treating their hair with the right conditioning products to support their specific texture. This is an opportunity to educate and sell!

3 Steps to Stop People From Stealing Your Time By Liz Uram If you work remotely either part-time or full-time, temporarily or permanently, you have probably discovered that you are a lot more productive when you are not in the office. The main reason for the increase in productivity is that people aren’t inviting you to ‘got-a-minute’ meetings. ‘Got-a-minute’ meetings are those unannounced drop-ins that always take more than a minute and result in people stealing your time – unintentionally or not. Take back your time with these tips.

OTC Beauty Magazine January 2021

CEO:

Ann Jhin

Editor:

Jessica De Vault Hale editor@otcbeautymagazine.com subscriptions@otcbeautymagazine.com

Art Director:

Sam Choi support@otcbeautymagazine.com

Advertising & Sales Coordinator:

Over 100 years ago WAHL pioneered modern men’s grooming with the electromagnetic hair clipper. Throughout the decades WAHL has continually innovated grooming tools for the hair professional and is proud to provide state of the art grooming products for the 21st century.

1919 by WAHL Professional supports hair health and delivers versatile applications for a finishing look. Today’s styles are ever-changing and 1919 by WAHL Professional offers flexibility of use that today’s professionals are looking for. All 1919 by WAHL Professional products are paraben and sulfate free.

advertising@otcbeautymagazine.com

Contributing Writers:

Sara Rueda Jason V. Barger Jill J. Johnson, MBA Liz Uram Scott Zangwill Dawn Thompson

Columnists:

Lafayette Jones Elayne McClaine

To subscribe, call us at 678-805-3291 or visit www.otcbeautymagazine.com. Subscriptions are no charge for businesses (including retailers, manufacturers, and distributors) in the U.S. of the beauty and barber supply industry. For all other subscribers, yearly subscriptions (12 issues) are $48.00.

Please send a check payable to OTC Beauty Magazine to: OTC Beauty Magazine; attn: subscriptions; 3587 Oakcliff Rd.; Doraville, GA 30340. Cover price is $6.00. OTC Beauty Magazine is a trade magazine for the multicultural beauty supply industry offering retail store

owners, manufacturers, distributors, and industry professionals a unique perspective on new and evolving

products, useful business tips, effective selling tools to boost revenue and customer traffic, and valuable product knowledge by combining insight and intelligence with depth and style. This is the only bilingual publication in the industry offering both Korean and English translations.

OTC Beauty Magazine is published monthly by Jinny Corp. Postage paid at Auburn, AL and at additional mailing offices. Reproduction in whole or in part of any text, photographs or illustrations without written permission from a staff member is strictly prohibited.

Post Master:

Please send address changes to:

OTC Beauty Magazine Attn: Subscriptions 3587 Oakcliff Rd., Doraville, GA 30340 T: 678-805-3291 F: 678-805-3292

OTC Beauty Magazine January 2021

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OTC Beauty Magazine January 2021

EDITORIAL LETTER by Jessica De Vault Hale

New Beginnings January has been all about new beginnings for as long as we can remember, but in 2021, the first month of the year has an entirely new meaning. Towards the end of 2020, most of us were ready to get a “do-over.” We want the chance to do the things we meant to do before the novel coronavirus altered our sense of normalcy. There were goals to be met, trips to take and tons of exciting plans in the works for everyone. But now that January is here, we’re given a chance to try again and take what we’ve learned from the previous year and truly put it into action for 2021.

To be the best OTC store owner you can be, we spoke with Merchandising Specialist Scott Zangwill to learn about the history of OTCs and how you can prepare your store for the future in our Finished Product column on page 18.

The past year taught us how vital customer service and social equality is to the hair and beauty landscape, too. So this year, rather than doing business, as usual, you’ll want to stay on top of the trends and cater to shoppers more than ever. To know what’s hot and what’s not, we gathered three of the top trends we see affecting the OTC retailer in our feature story on page 44.

We also hope you take a moment to review your business and make sure you’re cultivating a company culture that will encourage your employees to work hard and have pride in their job. Check out our Business Tips on how to create a healthy company culture on page 34.

This year presents tons of opportunities to improve and make 2021 the best Jessica De Vault Hale EDITOR

OTC Beauty Magazine January 2021

year yet. Don’t miss out on this chance to take your store to new beginnings and new heights!

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New Manufacturer Alert

r o l o C ! y a z c Cra s Ameri e k Ta After building a hugely successful brand spanning across six continents,

fans of the brand.

Crazy Color is expanding its digital presence across the pond to launch a

brand new website for the United States.

signed their first

2019,

ambassador “We’ve created a dedicated website platform in the United States to support our dedicated team of US artists and give them a hub for product information, education, and a place to interact; not just with us but

they who

is best loved for her fantastic vivid color work, Sophia Hilton, founder of Not Another Salon and Not Another Academy.

with each other. It’s the quickest way to find the nearest distributor and ensure

Hilton, is a national and international

we’re

educator

servicing

our

American stylist,” said Crazy

Color

brand

manager, Emma Daly.

Crazy

Color®

launched

was 1977

during the punk rock explosion Britain.

in In

Great a

time

that anarchy and free expression ruled supreme, one hairstylist was growing tired of the same natural color palette.

Crazy Color Fact Check • Crazy Color is ready to use, no peroxide required • PPD free • Vegan and cruelty free • Ammonia free • Conditioning formula for minimal hair damage • Mixable shades • Made in the Great Britain

who

teaches

across

10+

countries worldwide. Previous winner of the L’Oreal Colour Trophy, British Hairdressing awards and an amazing 3-year winning streak at the Creative Head Awards being named Colour Icon, Sophia is leading her industry.

“I’ve been using Crazy Color since I opened Not Another Salon and despite being approached by a multitude of color brands, I have never wavered from Crazy Color because I love it,” said Hilton. “Even

Celebrity Stylist Renato Brunas was at the

before being their Ambassador it was my

height of his hairdressing career and was

color of choice. That’s how you know this

set to push the boundaries of color even

relationship is genuine.”

further when he developed a new range of rainbow shades. Thus Crazy Color® was born and over 40 years later the ethos is the same, we want you to express yourself unapologetically. In every iconic pink bottle is a color that is ready to turn heads.

The range has expanded to 41 show stopping colors. The iconic semipermanent color bottles will be available in 5.08oz bottles, and are exclusive to the American market. As the shade range has expanded, so have the 10

OTC Beauty Magazine January 2021

In addition to the core shade range, an Instant Color Range, Color Mixer, Color Care Range & Color Remover will also be launching. Along with a brand-new set of Sponsored Stylists, ready to create and inspire!

Crazy Color is now available at Jinny Beauty Supply! So join us on our new website www.crazycolorus.com to learn how to live your life in color!

direct dye is here! Crazy Color semi-permanent hair color cream comes in a huge range of 40 vibrant shades and is a fantastic way to add an instant burst of color to your hair! So what are you waiting for? Itâ&#x20AC;&#x2122;s time to live your life in color.

OTC Beauty Magazine January 2021

MARKET PLACE

New Products From Your Favorite Manufacturers With a new year comes a string of new product releases from your favorite manufacturers. Just when you thought that oils or shampoos couldn’t be reinvented, these brands surprise us with something new and innovative. We chose 12 of our favorite, newly-released products that we’re sure are going to fly off your store shelves.

POMADE Finding the perfect pomade that gives you the hold you need without the crunchy, hard texture is difficult Enter: Firme Clay Pomade. It adds texture, definition, and hold without leaving hair feeling dry or stiff. The matte formula makes for an effortless style while providing enough hold to sculpt hair into place. Clay is great for fine hair that struggles to hold a style or short to medium hair that needs a little extra grip.

CASTOR OIL Jamaican Black Castor Oil will always be a winning ingredient. Known for encouraging hair growth, this classic oil will always be in demand. But for added relief, Sunny Isle has released its Jamaican Black Castor Oil with Peppermint. This formula is perfect for dry, itchy scalps, fighting dandruff, eczema and psoriasis.

POWDER LIGHTENER Color developers are a necessity for any OTC store, so be sure to provide the best. Bigen’s high dissolving, Dust Free Powder Lightener formula will quickly provide up to eight levels of lift to natural hair color. With arginine and cationic cellulose, Bigen Powder Bleach protects your hair while it lifts your color. 12

OTC Beauty Magazine January 2021

BEARD OIL The menâ&#x20AC;&#x2122;s grooming niche has grown steadily over recent years, and it shows no signs of slowing down. Having products for the fellas on hand is always smart, but make sure you have items that are sure to sell. The SheaMoisture Maracuja & Shea Oils Bear Conditioning Oil caters to this growing audience and will leave beards moisturized and healthy. This formula absorbs quickly into the hair strands to soften and condition instantly, and it also moisturizes dry facial skin.

HAIR OIL In 2021, consumers will continue to focus on internal health, as well as external. So ingestible and topical vitamins will continue to be a hot seller. The Difeel Biotin Premium Hair Oil is a natural hair loss treatment that can help thicken hair and increase growth. It also improves the strength, shine and volume of the hair.

LEAVE-IN CONDITIONER Rice water has often been a remedy for those seeking long, luxurious hair growth. Now more brands are embracing this concept with a variety of wet products infused with this ingredient. The CurlyChic Rice Water Remedy Moisturizing Hair Milk is a lightweight moisturizing that is perfect for detangling and cuticle smoothing. Itâ&#x20AC;&#x2122;s also perfect for reviving dry and brittle hair.

OTC Beauty Magazine January 2021

New Year, New Products

EDGE CONTROL Named after the daughter of the owner of SoReal, the SoReal Angelina Edge Sleek is infused with Argan oil for extra hold and beautiful shine. Best of all, this edge control can be used on moms and kiddos alike.

SCALP TREATMENT Get your curls poppin’ with the Curls So So Fresh Vitamin C + Mint Scalp Treatment. Scalp treatments continue to be an industry focus, with many offering nourishing ingredients. We have no doubt that this treatment will be a winner, thanks to its formulation of vitamins A, B1, B6 and C.

LOTION Lotions infused with moisturizing ingredients are common, but the Palmer’s® HEMP OIL Calming Relief Body Lotion takes it to an entirely new level. This lotion improves skin inflammation, extremely dry skin and eczema-prone skin. Formulated with the popular ingredient, Cannabis Sativa Hemp Seed Oil, this lotion will surely stand apart from its counterparts in 2021.

OTC Beauty Magazine January 2021

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OTC Beauty Magazine January 2021

New Year, New Products

CLIPPERS AND TRIMMERS SET Selling trimmers and clippers in combos is not unheard of; however, the Gamma Protégé Clipper and Trimmer Combo Package continuously sells out for a reason. The Protégé Clipper has a ridged taper blade with a deep tooth cutter that can be easily zero gapped. While the Protégé Trimmer also has an adjustable blade and a removable droptop option for skeleton style design to expose the blade for cooler operation and a better sight line.

TRIMMER Wouldn’t it be great to have a trimmer that feeds hair faster, stays sharper longer and can be zero gapped? Well, that exists in the Andis Slimline Pro GTX. The powerful lithium-ion battery delivers up to 2 hours of run time on a single charge and can work with or without a cord.

LASHES One of the most exciting innovations to hit the latter end of 2020 was the Ardell Aqua Water-Activated Strip Lashes. Those who struggle with using adhesives to secure their lashes will only have to dip the lashes in water to get the dramatic lash looks they desire. Plus, the lashes have tapered tips and a black band to mimic the look of eyeliner.

OTC Beauty Magazine January 2021

Finished Product By Scott Zangwill

The OTC Beauty Supply Store If you go back to the 1950s and 1960s, you will

shop owners either retired or sold their

multicultural beauty brands offer as the OTC

find tiny beauty supply stores scattered across

businesses,

stores do. They also do not carry wigs in the

the country. They carried a very large selection

These new owners and their families worked

of very few products. There were no curly

very hard, many of them sleeping upstairs in

puddings, no coconut or avocado shampoos

the building above. Today’s Korean owners

Today’s modern OTC stores have beautiful

or conditioners, and no edge controls or

occupy 95% of the OTC beauty supply stores.

LED lighting, big-screen televisions, and

mousse for your hair. It was essential shampoo

Over the years, the OTC stores have had a new

music playing through speakers. It’s a new

and conditioner and plenty of petroleum hair

beast to deal with: the large and bustling, big

environment and atmosphere, and it’s getting

grease. Sure, you had several skincare lines

box stores.

rarer to see OTC owners with only one or two

they

became

Korean-owned.

big box stores.

stores. Nowadays, we’re seeing the OTC store

and some wigs, but certainly not the selection, Walmart, Target, Walgreens, CVS, and even

owner have anywhere from two to 20 stores.

your local grocery stores carry a decent

They have the cash and credit to go through

African

selection of items. But they currently do not

the good and bad times.

Americans, Jews, and Caucasians. As these

have the space for the vast selection many

cut, color, and size of today’s wigs.

These

stores

were

owned

MEET SCOTT

Scott Zangwill is the founder and owner of Merchandising Specialists, Inc. His company specializes in getting your new products into the stores very quickly, as he has an excellent rapport with the store owners. Not only does Merchandising Specialists put out POP material, sales sheets, and samples, they are excellent at getting turnover orders quickly, getting the new products into the store and turning monthly detailed reports, as well.

OTC Beauty Magazine January 2021

Hicks

OTC Beauty Magazine January 2021

KNOWLEDGE TO KNOW by Dawn Thompson

Introducing Hollywood Beauty® Hemp Seed Oil Winter Rescue with Hollywood Beauty Hero Oils Assortment (Variety and Sizes) Hemp Seed Oil is a multi-use oil rich in vitamins E, C, B1 and has Omega

Hollywood Beauty® is excited to offer the #1 selling beauty oils for hair

3, 6, 9 fatty acids to promote healthy hair growth. Hollywood Beauty®

& skin with premium quality ingredients. Our Hollywood Beauty Tea

Hemp Seed Oil is perfect for daily use and moisturization for all hair and

Tree® proprietary formula with Vitamin E and Aloe, over 20 years old,

skin needs. It has no sulfates, parabens,

has thousands of positive, loyal consumer reviews

mineral oil, CBD, THC or animal

across retail.com. Trusted, proven experience

testing.

in retail across top retailers has shown that pre

As consumers learn via education (in-

and post CoVid, consumers can’t get enough of Hollywood Beauty® Hero Oils in all sizes. We have

store or online) about Hemp Seed Oil,

a few experiences that have shown when retailers

they definitely will make room for it

offer both variety and larger sizes, our retailers have

in their daily regimen. Hemp Seed Oil

increased their sales overall.

comes from the seeds of the cannabis Sativa plant. This gives it a rich profile of nutrients for hair, scalp and skin.

Adding Assortment, in Variety and/or Sizes,

Hemp Seed Oil has been reviewed as

Grows Your Business

useful in many ways: 1.

promotes healthy hair growth;

protects from inflammation and helps with a variety of skin issues like eczema, dermatitis, psoriasis

Retailers carrying a varied offering of our Hollywood Beauty® oils have seen significant Hemp Seed Oil Photo Credit: Adobe public domain

and some acne; 3.

hair detangler/styler and moisturizer in LCO- liquid/ conditioner/oil or PMP-penetrate/moisturize/protect, seal hairstyling methods;

conditions split ends; and

promoter of healthier hair, scalp, skin and nails.

growth over the entire assortment, pre and postCOVID. We now have 2-ounce, 8-ounce and the newly-launched 16-ounce available in Tea Tree. We expect to see strong consumer excitement for our newly introduced Hemp Seed Oil. We have seen consumers increase their spontaneous spending when they have been offered an assortment and larger sizes. Because of many users and different needs, multiple sizes with variety meet consumer needs at shelf or online. We judge adding education via display, at-shelf or online opportunities will only increase these outcomes even more.

OTC Beauty Magazine January 2021

Healthier Hair, Scalp, Skin and Nails with Hollywood Beauty® Hero Oils Photo Credit: FCM/GWCreatives

Larger Sizes/Popular Uses Beauty supply stores can continue to take the lead in offering both

Now with more DIY and problem-solving needs, this trend is continuing to rise.

assortments with variety and education. Education helps direct consumers

For hair, skin, scalp and body daily use, treatments, moisturization and

to the oils that will provide them with benefits to meet their real DIY/

wanting to help promote growth, consumers are reaching for oils rich in

problem-solving needs better. This is

Omega 3, 6 and 9, nutrients and vitamins

even more critical as seasons become

cooler, and many consumers have

Beauty Hemp Seed Oil. Tailoring an

dryer hair and skin moments.

assortment around these on-trend oil

sales. But, also don’t forget to include the

2-ounce size of the same oil type. With

variety of size offerings, as consumers

early sales increases, the distribution

almost doubled. Beauty and multi-use oils have always been mainstays for

Hollywood

shopping experience and increase your

was put in a few select stores with the

2-ounce was not lowered. After over 12 months, the overall business has

newly-launched

offerings can enhance the consumer’s

In the fall of 2019, the 8-ounce size

on the 8-ounce was broadened, and the

our

want all sizes to meet their varied needs (Hollywood Beauty® Tea Tree in 2-ounce, 8-ounce and the newly-launched Hemp Seed Oil 2-ounce).

a number of hair, skin, scalp and body uses for individuals and families.

OTC Beauty Magazine January 2021

Hollywood Beauty®, The No. 1 beauty and hair oil brand (based

•

Perfect Results® from Hollywood Beauty®, six Pre-Mixed Pure Oil Cocktails with a touch of fragrance

on IRI) includes a “hero oil” to meet all needs, everything from Tea Tree, Vitamin

Available at Beauty Supply Stores and Your Local Beauty Supply, Worldwide.

E, and Hemp oils to Jamaican Black Castor and Avocado oils to help

PLEASE FOLLOW US to learn about our latest innovation, education and

promote hair growth and retention, provide moisture, and reduce frizz.

•

Hollywood Beauty® Effective Blends, 2 oz., 8 oz. new just launched 16 oz. Tea Tree, Hollywood Pure® Tea Tree 1 oz., and 30 plus varieties

tips, and giveaways!

Instagram (IG) @hollywoodbeauty_products

now available with new Hemp Seed Oil

Facebook (FB) @hollywoodbeautyproductsinc

•

Hollywood Pure® Certified Organics, 1 oz., 10 plus varieties

Website: hollywoodbeautyproducts.com and perfectresultsonline.com

•

Hollywood Beauty® Jamaican Black Castor Oil, 3 oz., seven varieties

Meet Dawn W. Thompson

Dawn W. Thompson has spent about three decades in the consumer products, beauty and hair industry. Dawn loves versatile hairstyling, and knows keeping your hair moisturized is at the foundation of having healthier curls and coils. She is now the EVP & Head of Brand Management at Hollywood Beauty® and Kuza® Products.

36 colors / each 9pcs

An ultra-matte, super-rich lipstick with the smooth feel of a hydrating lip treatment.

OTC Beauty Magazine January 2021

KNOWLEDGE TO KNOW

Treat Textured Hair With Care and ApHogee Did you know that an

resilient, and future damage is prevented. This product can be used weekly

estimated 65% of the U.S.

to maintain curls regardless of your current styling regimen.

population has curly, coily or wavy hair, with a growing percentage of textured-hair

Curlific! Moisture Rich Leave-In

women embracing their natural hair texture? What is surprising, is that

($8.99 / 8 oz.) This is the perfect leave-

many of these consumers are guilty of not styling and treating their hair

in moisturizer that also detangles any

with the right conditioning products to support their specific texture. Itâ&#x20AC;&#x2122;s

snarls on any head, even on the toughest

vital to ensure you are using the right products for your hair type/texture

textured hair! This amazing leave-in

to ensure beautiful, healthy, vibrant results!

conditioner moisturizes curly strands that interlock like no other product in the market and nourishes hair prone to

ApHogee not only supports curly, wavy or coily hair with targeted

dryness. This is perfect for use before

products, but has developed a range that delivers serious care and

styling touch-ups for added moisture.

protections to ensure perfect results at home with their Curlific! range.

Can be used on damp or dry hair! One

What makes ApHogee so unique? They take a scientific approach to

use and you will be hooked!

hair care with the ideal ratio and types of proteins, plus essential amino acids, emollients and humectants that help restore and maintain the health and vitality of hair. Two key ApHogee conditioning products that every

ApHogee is available at Sally Beauty

textured hair woman and mand should have in their arsenal are:

Supply stores nationwide, Walmart.com,

Curlific! Texture Treatment ($8.99/ 8 oz.) â&#x20AC;&#x201C; This helps restore hair to its optimal condition and also eliminates hair loss due to breakage and split ends. With quinoa protein as a key ingredient, hair becomes stronger, more

OTC Beauty Magazine January 2021

and other independent beauty supply stores and salons. For more information or for easy online shopping, visit us online at www.Aphogee.com.

Hydrating Curl Serum

Imparts Lasting Hydration, Luxurious Gloss, and Perfect Control for Healthy Coils, Curls and Waves.

No Sulfates • No Parabens • No Pthalates

...nothing works like ApHogee. OTC Beauty Magazine January 2021

2X @UrbanBeautyHair 28

OTC Beauty Magazine January 2021

Passion Twist by

! k o o l s i h t t Ge OTC Beauty Magazine January 2021

BUSINESS TIPS By Jill J. Johnson, MBA

Matching Your Sales Approach to Your Prospect’s Readiness to Buy Your sales and promotional messages must link to where your customers

the framework for their thinking. Don’t overwhelm them at this stage by

are in their decision-making process. There are five buying behavior stages

giving them every single bit of information you have available. Think about

that a consumer will go through awareness, interest, evaluation, trial, and

what they need to understand by providing your prospects with high-level

finally, the adoption stage. Each step requires a different decision from

information about your products and services. Shape how you want them

your prospect. By matching your

to think about getting their needs

sales and promotional strategies

met. Help them gain confidence in

to their decision focus at each

their basic understanding.

stage in the buying process, you can more effectively shift them closer to their final decision.

Your call to action should be engaging your prospect in a next step, such as signing up for your

Let’s break down the importance

mailing list, calling you directly or

of each stage.

setting up a meeting with you for lunch, coffee or Zoom meeting. If

Awareness Stage

they’re at a point where they are aware of you, they are ready for

In this stage, your prospect

you to establish the basis of their

perceives they have a problem or

understanding of the information

need to be addressed. They often have limited insight into their options for dealing with their issue. The objective is to provide your prospect with basic information. Consider the information you need to tee up to establish

OTC Beauty Magazine January 2021

and why they should look at you further.

Interest Stage

such as giving a presentation to their decision team or asking to submit

By now, your prospect is curious about what you can offer to meet their needs. They have a basic level of understanding about their overall options for addressing their issue. Provide them with more details on the specific options or choices you offer. Your prospects will be evaluating how your products and services will meet their needs. Consider the objections they might have at this state, which prevent you from closing the sale. Shape

a customized proposal to respond to their specific concerns. If they are at a point where they are evaluating you, they are very close to making a decision. Clearly establish how you can meet their need within their budget in their timeframe. If they are evaluating you, your prospect has narrowed their options and is looking for ways to eliminate other vendors from consideration.

your messaging to frame their thinking about these key objections. Help them gain confidence in understanding your pricing, quality, value and other benefits or features. Match the value of your offerings to showcase where you fit relative to your competitive alternatives.

Trial Stage Your prospect now has narrowed down their options and is testing to see if you are actually able to meet their need. Your objective should be to provide them with the final insight they need to have the confidence

Your call-to-action is to build trust with your prospect so they will provide

to select you. By now, your prospect has eliminated most or all of the

you with more detail about their specific situation to enable you to address

competitive alternatives, and they are nearly ready to buy. Address any

their unique concerns. Make sure your promotional messages at this stage

unique questions holding them back from approving the sale. You must

give them the confidence

now prove that what you said in

to continue considering

your

you as an option. If they are interested, you have a prime opportunity to establish the framework for how your prospect should evaluate the information they receive from your competitors.

“ ”

In this stage, your prospect has more insight about their options for

addressing their issue. Provide them with detailed information on your features and benefits. Be specific in establishing your uniqueness in meeting your prospect’s need in their top decision factors. Your prospect is seriously considering your products and services. They have likely

materials

matches the experience they will

This focused approach will allow you to customize your sales and promotional strategies to offer your prospect exactly what they need, so they become longterm customers.

Evaluation Stage

promotional

have with you.

Your call-to-action is to ask for the final sales confirmation or the signed contract. You have fully engaged with your prospect, and they are now confirming that you are their best choice. In the Trial Stage, you are at the

make or breakpoint. Help them confirm that you are their best choice by ensuring you manage their customer experience. Make sure your team is ready to produce service delivery, and the prospect experience matches the expectations you established. Showcasing your ability to deliver what they need or want is essential to closing the sale.

narrowed it down to two or three options and are going back and forth from you to your competition. Help them gain confidence in their choice by matching their decision criteria to your options. Your call-to-action is to get your prospect to move forward and engage

Adoption Stage Now your customer finally has chosen you, and you should be ready to fully deliver on all of your promises and successfully integrate your

in a deeper sales dynamic. Now you can focus on making a major ask –

OTC Beauty Magazine January 2021

prospect into your satisfied customer base. Your prospect is now a paying customer. Identify any additional issues they have that you may be able to address going forward.

Final Thoughts By using the five stages of buying behavior as a sales framework, you can maximize your opportunity to provide your prospect with exactly the type

Your call-to-action is to ensure you and your team provide a high level of

of information they need and minimize any wasted sales effort on your

satisfaction with the sale. Build deeper ties with your customers and make

part. This focused approach will allow you to customize your sales and

sure you consistently deliver a superior experience. Manage the customer

promotional strategies to offer your prospect exactly what they need, so

on-boarding process by delivering what you promised, so they become

they become long-term customers.

your advocates.

Meet Jill

Jill J. Johnson, MBA, is the president and founder of Johnson Consulting Services, a highly accomplished speaker, an award-winning management consultant, and author of the bestselling book Compounding Your Confidence. Jill helps her clients make critical business decisions and develop market-based strategic plans for turnarounds or growth. Her consulting work has impacted more than $4 billion worth of decisions. She has a proven track record of dealing with complex business issues and getting results. For more information on Jill J. Johnson, please visit www.jcs-usa.com.

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OTC Beauty Magazine January 2021

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OTC Beauty Magazine January 2021

BUSINESS TIPS by Jason V. Barger

4 “Musts” For Leading Through Times of Change There is no magic pill, button or wand to wave that will quickly fix or

and work on developing the mindsets and behaviors throughout their

treat the ails of your culture. We live in an instant gratification world

ecosystem.

where people/employees/leaders want things to change for the better immediately. They want the negativity, dysfunction and toxic elements of

There are four “musts” for leading your culture through times of change:

the organization to be eradicated overnight. But when it comes to your

1. Name It — You must be able to name what is working and what isn’t

company culture, there is no vaccine!

working within your culture. Honestly. It’s not a time for blowing smoke However, developing people and culture isn’t a drive-thru pharmacy. It

or making excuses. The best teams have the ability to be honest with one

takes time. It’s a process. It requires intentional rehab and development of

another and name the very best of their culture and spot the areas that are

how we show up as leaders and the culture we create with those around us.

troubling. Only after we are able to name the current state of our culture

It takes commitment, discipline and focus.

are we able to move the culture for-ward.

Culture is dynamic, which means it is being shaped moment-by-moment every single day by the way we Think, Act and Interact. Every member of your cultural ecosystem impacts and adds or detracts from culture

with

describe the culture you are

Only after we are able to name the current state of our culture are we able to move the culture for-ward.

the culture each mo-ment the

“

2. Define It — If you can’t

their

”

trying to create in the future, then you can’t be surprised when it doesn’t exist. Language Drives Behavior. This is why the most successful and com-pelling teams and cultures have Values language that is clearly defined and linked to action and behav-

thoughts, actions and interactions. The best leaders and organizations

ior. They have a vision for the future culture they want to create and clearly

realize that in a world that is changing quickly and where it is often easier

define the values they believe will guide them in that direction. Values

to disengage, disconnect and become disillusioned or even disgruntled,

become a compass for their journey, not a poster on the wall.

they must have a proactive strategy to align the minds and hearts of their

3. Plan It — The word “culture” gets thrown around very loosely by many

people.

leaders and within some organizations and then only becomes talk. It The best team cultures don’t just magically happen; they are intentionally

becomes vague, and the words do not line up with action. The best leaders

designed and led along the culture-shaping process. It’s not reactionary;

and organizations realize they need a cultural strategy and plan of attack.

it’s proactive. The best team cultures proactively teach, practice, rehab

Culture is not an “add on” to the work you do; it is everything. So what’s

OTC Beauty Magazine January 2021

the plan? The best cultures donâ&#x20AC;&#x2122;t just happen. They are grown, developed, cultivated

4. Anchor It â&#x20AC;&#x201D; Teams and organizations that lead significant cultural

and led with intentionality. The process for developing high-performing

change know they must anchor the values of their culture in everything

and engaged cultures never stops, and the best leaders, teams and

they do. The vision they have for the future and the values that will guide

organizations are committed to the continuous journey of development,

them there becomes a living and breathing element for the ways in which

vision, communi-cation, engagement, authenticity, and action. The best

they hire, onboard, develop emerging leaders, do performance evaluations,

leaders invest in their cultures and realize the health of the organization is

lead meetings and raise the bar on leadership throughout every level.

an ongoing process that never ends.

So, is your culture waiting for a magic vaccine, or are you proactively

At your next visit to your doctor, youâ&#x20AC;&#x2122;re welcome to get the vaccine, but for

rehabbing the culture you want?

your company culture, remember; there is no vaccine for that!

Meet Jason

Jason V. Barger is the globally-celebrated author of Thermostat Cultures, ReMember and Step Back from the Baggage Claim, as well as the host of The Thermostat podcast. As Founder of Step Back Leadership Consulting, he is a coveted keynote speaker, leadership coach and organizational consult-ant who is committed to engaging the minds and hearts of people and growing compelling cultures. Learn more at JasonVBarger.com

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OTC Beauty Magazine January 2021

BUSINESS TIPS By Liz Uram

Steps to Stop People From Stealing Your Time If you work remotely either part-time or

So, how do you protect your time and establish boundaries without being

full-time, temporarily or permanently, you

bossy or getting a reputation for being unapproachable or missing-in-

have probably discovered that you are a lot more

action? It starts with being pre-active - that means anticipating what will

productive when you are not in the office. The main

happen and taking actions to prevent that thing from happening. For

reason for the increase in productivity is that people aren’t

example, it’s not hard to anticipate that you will be interrupted when you

inviting you to ‘got-a-minute’ meetings. ‘Got-a-minute’ meetings are those

sit down at your desk and try to work, especially if any of the scenarios

unannounced drop-ins that always take more than a minute and result in

above sound familiar.

people stealing your time – unintentionally or not. Follow these three steps to stop people from stealing your time: These ‘got-a-minute’ meetings can be frustrating and time-consuming. You may wonder why so many people want to steal your time. This happens for

Designate time. When you have to focus on a specific task that takes all your brain power, don’t try to multitask. Studies reveal that multitasking

a variety of reasons, including:

does not make people more productive. According to a University of Utah study, only 2% of people can actually multitask and the other 98%

•

of us are overestimating our abilities. This means that we might not

It makes their job easier. Some people are stealing your time because

be producing the highest-quality work or as much work as we think.

they know you will say yes to their requests. They know they can get out of doing their work because you’ll do it for them. This is sometimes

The antidote to multitasking is to focus on one task at a

called ‘reverse delegation’ and can happen when you delegate a task

time. Do this by designating time on your calendar to focus

to a team member or co-worker. When they ask you a question about

on those tasks that require a high level of concentration.

it, you take the task back from them instead of helping them find the answer.

•

They’ve been conditioned. Have you unintentionally trained your team to check in with you before taking action? If you catch yourself saying things like “Run that by me…” or “Let me know...”, you could be micro-managing (gasp!) your team without realizing it.

•

You feel responsible. Leaders sometimes fall into the trap of thinking that they aren’t doing their job if they aren’t always available. Banish that thought. You could actually be depriving someone of the opportunity to develop their skills if you are too available. Give people the chance to figure things out on their own.

Communicate your plans. While many people agree with the idea of time blocking in theory, they fear that other people won’t respect their time. Whether it’s your team, your co-workers, or your boss, people will typically respect your wishes if you tell them in advance what you are trying to do. Some people react to this idea by saying “I can’t do that. Someone might need something from me.” If you said to your boss, “Hey boss, I’m going to block off an hour on Friday to get these reports done. Do you need anything from me before then?” Do you think the boss will say, “That’s a terrible idea, stop trying to be so productive”? Of course not! They will probably say, “Great

OTC Beauty Magazine January 2021

idea. I should try that too.” Your team and co-workers will respect

second,” you say, “I can’t stop what I’m working on. I’ll be free at 11.”

your wishes, as well, if you communicate your plans ahead of time. This is called the Broken Record technique. Yes, you could have If you are in a leadership position, you are modeling good

answered their question in the time it took you to repeatedly say

communication techniques for your team when you take this approach.

no but that isn’t the point. The point is you are establishing new

When you tell your team in advance that you will be unavailable,

expectations. Don’t give up a long-term win for short-term relief.

you are demonstrating that you trust them to make good decisions. 3.

Hold your ground. Despite your best efforts, you should be prepared for people who will try to steal your time. When this happens, not if, hold firm. If you have a previous pattern of accepting ‘got-a-minute’ meetings then you should expect that it will take time for people to get used to the new you. When you get interrupted, simply say, “I’m in the middle of something. I’ll be free at 11 a.m. Come back then and I can help you out.” If they persist and say, “But it will just take a

To recap, the cornerstone of communicating like a boss is to be clear, direct, concise, and nice. When you develop these skills and learn to be assertive when it comes to protecting your time, you will quickly realize the tangible benefits of higher quality work and increased productivity. Don’t lose sight of the bigger, and maybe more important, benefits of increased trust and respect you will earn from others and the feeling of confidence you will experience when you set boundaries and learn to protect your time.

Meet Liz

Liz Uram is a nationally-recognized speaker, trainer, consultant, and author. She equips leaders with the tools they need to communicate like a boss so they can make a bigger impact, get better results, and motivate others to do their best. With 20 years of experience, she’s developed systems that work. Uram’s written four books packed full of strategies leaders can implement to get real results, real fast. For more information, please visit www. lizuram.com.

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OTC Beauty Magazine January 2021

URBAN CALL BRIEFS By Lafayette Jones

Belinda Madujibeya

Speech Pathologist and Founder of BJM Speech Language Therapy & Rehab. Services Inc.

Dr. Pernessa Seele

Founder & C.E.O. of The Balm In Gilead, Inc.

Belinda Madujibeya, Speech Pathologist and Founder of B.J.M. Speech Language Therapy & Rehab. Services Inc.

Belinda Madujibeya is a successful speech language pathologist with over

Belinda Madujibeya

Speech Pathologist and Founder of BJM Speech Language Therapy & Rehab. Services Inc.

25 years of experience in pediatric speech language pathology services.

LaRachelle Samuel-Smith Educator, Speaker & Entrepreneur

Miki Wright Beauty Super Star

fashion shows and was named first runner-up in the Miss Black Arkansas State University Pageant. Madujibeya was the first in her family to attend college and was able to achieve her goals and become the President and C.E.O. of B.J.M. Speech Language Therapy & Rehab. Services Inc. Today, Belinda continues to fulfill her passion by making a difference in the lives of children and their families by providing a needed service in the communities in which she serves. She is also a Lifetime Member of Every.Black (www.Every.Black), a company that assists entrepreneurs in creating wealth by leveraging technology and utilizing a strategy of global networking.

Madujibeya was born Belinda Edwards in 1960 in Warren, Arkansas, a small rural town where tall pines and pink

tomatoes were the primary industries. Her parents were high school

Dr. Pernessa Seele,

sweethearts and married in 1960 and were married for nearly 50 years

Founder & C.E.O. of The Balm In

before her father’s death from throat cancer.

Gilead, Inc.

She completed her Bachelor of Science Degree in Education, majoring in Speech Pathology from Arkansas State University in 1983. She also

Dr. Pernessa Seele is the Founder and

acquired her Master’s in Speech Pathology in 1987.

C.E.O. of The Balm in Gilead, Inc., a

Her journey began as a shy, skinny child who did well in school. She was introduced to a program known as 4-H, which helped her come out of her shell. While in 4-H, Madujibeya received several awards in the areas of cooking and sewing. Madujibeya also learned about makeup and modeling while in the program. Madujibeya’s greatest accomplishment in

not-for-profit organization celebrating

Dr. Pernessa Seele

Founder & C.E.O. of The Balm In Gilead, Inc.

4-H was when she entered a national essay writing contest on citizenship, and her essay won her an expense-paid week trip to represent her state of Arkansas on Capitol Hill in Washington, DC. This was a wonderful opportunity, where Madujibeya was able to experience a world that she was not accustomed to. When she returned to Arkansas, she was offered another opportunity, which propelled her to become the person she is today. Madujibeya’s advanced English teacher, Mrs. Culp, commended Belinda on her writing and directed her to meet with the school counselor. She then discovered that there were loans and grant programs available for her to attend college. She applied to three schools and was accepted to all of them. She chose Arkansas State University, where she modeled in school

30 years of providing technical support that strengthens the capacity of faith institutions in the U.S.A. and in Africa to promote health education and services that contribute to the elimination of

health disparities. Dr. Seele is well-known for her extraordinary vision and ability to create national and global partnerships among leaders of various cultures and religious doctrines in areas of health promotion and disease prevention. Dr. Seele is the recipient of numerous citations and honors, including being featured on the cover of TIME magazine in 2006 as One of the Most Influential Persons In the World. Ebony Magazine selected Dr. Seele as one of their Power 150; Essence Magazine has honored her with numerous features. In its 35th Anniversary issue, she was named one of the 35 Most

The preceding article is the property of SMSi – Urban Call Marketing, Inc. - and may not be reproduced without written permission from the author. OTC Beauty Magazine January 2021

Urban Call Briefs by Lafayette Jones Beautiful And Remarkable Women In The World; In May 2010, Dr. Seele

and communications specialist’s mindset, she hosted an award-winning

was selected as 21 Leaders of the 21st Century of Women E-News in New

and nationally syndicated radio program (Outlook on Agriculture). She

York City. In April 2008, Clark Atlanta University honored Dr. Seele with

also served as Chief Technology Officer and Director of Communications

the Pathway of Excellence Award, citing her as one of its most outstanding

for the College of Agriculture and Human Sciences for her alma mater –

graduates of all time. In October 2017, His Eminence, Timothy Michael

Prairie View A&M University. Concurrently, she functioned as Executive

Cardinal Dolan, Archbishop of New York, bestowed the Pierre Toussaint

Editor of Tri-Ag News, a print and digital magazine that brings to light the

Medallion upon Dr. Seele.

services of the nation’s largest H.B.C.U. with a land grant mission.

She has worked with thU.S.U.S. presidential administrations on issues of health in the United States and abroad. Dr. Seele was an invited guest of former President and First Lady Laura Bush for the State of the Union Address as a symbol of President Bush’s commitment to fighting HIV/ AIDS in the world. In 2010, Dr. Seele was invited to participate in the Fortune TIME CNN Global Forum in Cape Town, South Africa, along with President William “Bill” Clinton and a host of international leaders and Fortune 100 chief executive officer to focus on challenges and solutions

She frequently serves as the keynote speaker for corporate meetings and professional retreats. Hosted by business and professional groups – such as the Texas Workforce Solutions Seminar series H.R.r HR Training and Development and the National Black Doctoral Network Conference – she talks about subjects involving decision-making behavior and strategies to foster black entrepreneurship.

in the developing world. Dr. Seele is the author of Stand Up to Stigma! How to Reject Fear & Shame. She is an honorary member of Alpha Kappa Alpha Sorority, Inc. Dr. Seele received a Bachelor of Science degree and Master of Science from Clark Atlanta University in 1976 and 1979, respectively, and a Doctorate of Humane Letters from the College of New Rochelle, NY in 2007. She is a

Samuel-Smith, the mother of two, married to an active-duty Senior Officer in the U.S. Army, received her B.S. in mechanical engineering. Her MBA was awarded from the University of Phoenix, and she is a doctoral candidate in Leadership for Higher Education at Capella University, Spring 2021.

native of Lincolnville, South Carolina. “It’s hard to prove a counterfactual,” she asserts, “but I believe that the incidents in Durham, North Carolina (Hayti) and Tulsa, Oklahoma (Greenwood) – both of which destroyed major Black business districts a

LaRachelle SamuelSmith,

century ago -- are reasons why we do not have as many thriving Black businesses in the United States today, as we should.”

Educator, Speaker & Entrepreneur Samuel Smith’s Table SALT Group is clearly named after what it seeks to be: Rachelle Samuel-Smith is Managing

the salt of the earth, genuine, unpretentious, and morally sound.

Director with the Table SALT Group, a business and leadership development

LaRachelle Samuel-Smith Educator, Speaker & Entrepreneur

company with offices in Houston and Tulsa that provides innovative

Miki Wright,

coaching

Beauty Super Star

and

full-service

project

management to entrepreneurs, nonprofit organizations, and public agencies.

Miki Wright, a three-time Salon Today 200 honoree, is the founder of www.

Earlier this year, at the height of the COVID-19 pandemic, Samuel-Smith

BeautySuperStars.com and the Beauty

– through the Table SALT Group – was awarded a grant from the 400 Years of African American History Commission. It frames a strategy for

SuperStars Online Academy, which

rekindling Black businesses in the Greenwood District of Tulsa, Oklahoma,

Miki Wright

which, at the time of its destruction a century ago, was the wealthiest Black

Beauty Super Star

community in the United States, known as “Black Wall Street.”

provides training and tools to help beauty

professionals

work

smarter,

earn more and boost their salon profits. Wright is regarded as a leader in the

beauty industry, from her work as a highly respected hair designer and Samuel-Smith is a strong advocate for people with learning disabilities in the mixture of diversity and inclusion in the workplace. A strategist with training and experiences as an engineer (Boeing) and a research scientist 42

OTC Beauty Magazine January 2021

platform artist, competitor, educator, mentor, and a business coach who gets results. At the top of the list of many honors and awards, she was the youngest recipient of the Bronner Bros. Legend Award. Wright was the

owner of Fabulous Finishes Salon and Day Spa, one of the first African-

As the daughter and sister of accomplished stylists, she has developed

American owned salon and day spas in the country! Her Salon and Spa

savvy business acumen and strong devotion to her profession. These

was featured in Essence and Washingtonian magazines, The Washington

talents, together with a willingness to share her knowledge, add up to the

Post and was selected by Salon Today Magazine as one of the “200 Fastest-

continued success that Wright enjoys. Along the way, she has acquired a

Growing Salons in the Country” for three consecutive years!

wide range of skills and experience that she hopes will inspire others and

As a Market Trainer for Ulta Beauty, she led her salon team and district

help them to achieve the success they desire. With all this, Wright gives

to several national honors. She has consulted with SoftSheen-Carson as

ultimate credit for her success to a deep spiritual faith, which constantly

an Educator and as their Salon Business Coach. Wright, who is also an

guides her toward her highest goals.

author with more than 30 years of experience, enjoys empowering stylists

To that end, she recently launched Beauty SuperStars Talk, an interview

and other beauty professionals to better serve their clients and create a life

show committed to celebrating the excellence of Black artists in the beauty

and business they love.

industry and giving others a ‘backstage pass’ into the world of beauty.

Each month, Urban Call Briefs covers subjects that provide readers of OTC Beauty Magazine with information on multicultural consumers, Hispanics and African Americans, who are the fastest growing consumer segments in the U.S. The mission of this column is to build a bridge of communications and information between manufacturers and retailers and the ethnic consumers they wish to serve better. The column offers resources covering marketing, retail merchandising, consumer research, purchase behavior, fashion and beauty trends, industry events and people, trade association news, new product launches and a potpourri of information designed to help the readers make intelligent decisions about the customers they serve. Urban Call is a registered trademark of Segmented Marketing Services, Inc. (SMSi). For more information, call 336-759-7477 or visit www.segmentedmarketing.com. The preceding article is the property of SMSi – Urban Call Marketing, Inc. and may not be reproduced without written permission from the author.

OTC Beauty Magazine January 2021

Feature

3 Beauty Trends That You Need to Know About For 2021 “

With 2020 officially behind us, we are ready to embark on a new year of beauty trends. Last year, the focus was on the skin-ification of haircare and the continued men’s grooming boom. There’s no doubt that those trends will live on in 2021, but there are more to consider as we plan our inventory purchases and store promotions. Thanks to extended months of being on lockdown, the beauty industry shifted gears completely. Heavy contours and bold makeup may not be as much of a concern to shoppers as they once were. Even how shoppers do their hair and purchase their products has changed considerably since 2020. Here are a few trends that will be important to OTC retailers:

#TikTokMadeMeBuyIt

Forget Instagram; TikTok is quickly becoming the social media platform to sell on. Fans may watch a video and feel

inclined to shop. Their favorite YouTubers will still share details on their favorite products, but TikTok

will have just as much influence on consumer buying patterns moving forward.

Earlier this summer, brands like

SheaMoisture were heralded as

the must-have curly girl products

to have in your arsenal. The brand’s popular Coconut & Hibiscus Curl & Shine Shampoo and Conditioner are classic

staples that should be in

your beauty supply store! keep the hair healthy and hydrated.

OTC Beauty Magazine January 2021

”

Solid Skincare

The pandemic of 2020 taught us the importance of having great skin, not just great makeup. Thanks to wearing masks or being under strict, stay-at-home orders, the idea of slathering on foundation

feels a little pointless. Instead, shoppers are spending all of their energy on having great skincare. Better skincare equals less makeup.

There are tons of selling opportunities with this trend. Use an end-cap to display some of your

newest skincare products. Items that cater to clearing skin of acne or scars will be on-demand.

Products like the TAHA Organic Coconut Black Soap is just the all-natural skincare favorite to have on hand for your shoppers.

And since we’re wearing less makeup and sporting a

face mask on most days, the focus point for many of

your shoppers will be the eyes. Chances are, you’ll see an increased interest in eye makeup and adornments like faux lashes. We are in love with the Ardell Naked Lashes because they add just a bit of depth to the eye without looking like fake eyelashes. Perfect for a natural eye look, without too much fuss.

You can also spice up your brows with the

Godefroy Instant Eyebrow Tint Kit that can easily be used at home, resulting in four weeks of rich, vibrant eyebrow color.

Clean and Transparent Beauty

In recent years, consumers have become more obsessed with buying into

beauty brands that use clean ingredients. But now, we are taking things a

step further. Shoppers want to know about the product packaging, whether or

not a products’ formulas are sustainable and its impact on the environment. While this trend is being seen more in the mainstream beauty space, the concept of transparency was seen in 2020, with more companies supporting social justice causes like Black Lives Matter.

A brand’s view on the culture, its consumers, and the world will now be a determining factor for shoppers. Black-owned brands like Eden Bodyworks will continue to be popular sellers moving

into 2021. We are especially fond of their Coconut Shea Hair Oil and Peppermint Tea Tree Temple Balm to keep our hair healthy and growing, especially while we’re on lockdown and not styling our tresses.

There’s no doubt that there are tons of trends that will

impact how your customers shop at your stores. But, by

staying knowledgeable and providing your customers what they

need, 2021 will be a prosperous year for your beauty supply store. OTC Beauty Magazine January 2021

TOP FIVE

New Releases Christmas may be over, but that doesn’t mean that you can’t rack up on some great new products for your store. With many manufacturers waiting until the last few months to announce their new releases, it may be challenging to know what to add to your inventory. Here are five products, now available at Jinny, that we’re sure your customers will love.

My Black Is Beautiful Curl Cream PG47574

Now that we’re in the depths of winter having a moisturizing curl cream is

essential. That’s where this product comes in. You’ll have bouncy curls in no time with this cream!

Highlights

• Defines, smoothes and shapes hair • Reduces frizz • All-day hold

OTC Beauty Magazine January 2021

Ampro Shine ‘n Jam Rainbow Edges AAM41285

Get the same sleek hold that Shine ‘n Jam is known for,

with a new selection of yummy scents like Blueberry Blast,

Caliber .380 Adjustable Professional Clipper CPI322

Cherry Apple, Strawberry, Banana Pudding and Melon

Slice. Plus, you can count on this conditioning, non-flaking,

This stunning set of clippers is specifically

alcohol-free formula to not leave your hair dry.

designed for professional barbers and stylists. It is also created with a proprietary black ceramic Fade Blade to provide concise and consistent cutting.

5. Cantu Flaxseed Smoothing Hair Wax CTU7986

Banish flyaways and frizz with the Cantu Flaxseed Smoothing Hair Wax. It

conditions and smooths

those pesky hairs for longlasting, soft hold. Made of

pure shea butter, castor oil, beeswax, honey, vitamin E

Infa-Lab Magic Touch Liquid Styptic Nails Skin Protector IFL50DP

always nourished after use.

stock up on this product. While nails are being manicured, cuts

and flaxseed oil, strands are

If you have nail techs that frequent your store, then you’ll want to and abrasions can occur. This item stops bleeding instantly. OTC Beauty Magazine January 2021

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OTC Beauty Magazine January 2021

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OTC Beauty Magazine January 2021

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OTC Beauty Magazine January 2021

CLIPPER TIPS Sponsored by Andis Co.

Help Your Customers Create a More Efficient Barbershop We all look forward to a strong start to 2021. What better way to do this than stocking items that can help your professional customers be more efficient behind the chair while adding incremental sales to your store! Andis has launched new barbering accessories to their lineup that can help make your customer’s workday a little easier and improve the quality of their service. Check out these new Andis items!

Clipper and Trimmer Grip Accessories – three types of Andis grips are now available. And all provide a snug fit with a non-slip grip, giving barbers complete control and stability during clipper and trimmer use. The flexible material can be repositioned on the tool as needed for the best individual fit. The Detachable Blade Clipper Grip fits Andis Supra® ZR series clippers. The Outliner® Series Trimmer Grip fits the Andis T-Outliner®, Outliner® II and GTX T-Outliner® trimmers. The Slimline® Pro Trimmer Grip fits the Andis Slimline® Pro Li trimmers.

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OTC Beauty Magazine January 2021

THERAPY TRENDS Multi-Action Product Promise By Elayne McClaine

This coming year will herald many new retailing strategies. There will be the challenge of virtual living and virtual shopping. Consumers will reevaluate beauty regimens largely due to online access to new technology. Multifunctional products will be the new benchmark for the promise of performance; more specifically, fewer products with more punch. Consumers are overindulging in multiple products. They’re learning that proven concentrated ingredients are available in overlapping products which take up space and under deliver in efficacy. Muti-action products will become the new criterion for how consumers will shop for hair, skin and cosmetic needs. OTC retailers will have to respond with super performance items that deliver the promise across categories. Also, OTCs should not shy away from the fact that consumers will pay for these super serums! Multifunctional products and multifaceted remedies are not new; however, consumers are spending time coordinating their purchases to buy less but buy smart. They want to spike their beauty regimen with serums and techniques that work harder. If they are looking for more sophisticated benefits, they’re looking for more than sunscreen. They want to kill multiple birds with one stone. There are three basic areas where they look for multi-action. One is in finishing products with more than one consumer benefit (i.e., a facial product that targets both aging and hair repair). They are also looking for an ingredient story that offers more than one function in a single product. One such high-end retinol serum targets the eyes, forehead and neck on alternate days. Another scenario involves product boosters that benefit multiple formulations. As consumers become more familiar with the “super power ingredients,” they will want one product to address various needs. They have become alchemists as they are locked in front of computer screens. Multi-action products are becoming another aspect of the new normal retailing and streamlined regimen performance. Elayne McClaine has identified and developed emerging domestic and global trends in hair care, skincare and other consumer categories for such firms as Chesebrough-Pond’s, Revlon and Pharmacia (div. of Pfizer). Her expertise in therapeutic treatments for hair, skin and scalp led to the creation of the Women’s Institute for Fine and Thinning Hair, sponsored by Rogaine. McClaine has been acknowledged by the American Academy of Dermatologists for marketing and promotional excellence. ESME Market Specialists, LLC consults with firms that require expertise in strategy development, multicultural marketing and account planning. For more information, visit www.esmemarketspecialists.com. 54

OTC Beauty Magazine January 2021

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2:26 PM

OTC Beauty Magazine January 2021

INDUSTRY NEWS A Statement From Reed Exhibitions Limited – Organisers Of The In-Cosmetics Events: LONDON, November 05 2020:

Reed Exhibitions Ltd, the organiser of the leading global event for the personal care industry, has announced today the new dates for the 2021 event and in-cosmetics Global will now take place in Fira Barcelona, on the 5-7 October 2021, moving from the original April dates.

This early announcement will hopefully allow time for the impact of COVID-19 across the world to stabilise and when safe to do so, ensure that the event can continue its critical role in bringing the global industry together again. Speaking about the announcement, Roziani Zulkifli, Exhibition Director at Reed Exhibitions, said: “After consulting with exhibitors and key stakeholders, we recognise that in order to hold an international event there needs to be more time to allow for the reopening of borders and lifting of travel restrictions. It is clear that the industry needs to meet in person later in 2021. Large-scale events are subject to ever-changing national and local guidelines and regulations. Our priority is to deliver an engaging and COVIDsecure face-to-face event with combined virtual solutions in October as we are able, one that gives our exhibitors and visitors the additional time to adapt and continue on the path to recovery. Now, more than ever, there is a strong need to reunite, connect and do business. The importance of in-cosmetics Global cannot be underestimated as the largest global event that brings together cosmetic manufacturers and

suppliers of ingredients. in-cosmetics Global has been running for the last 30 years and there is an excitement that surrounds live exhibitions. Nothing can fully replace face-to-face meetings, whilst seeing and experiencing new cosmetic ingredients. We are confident that this decision best supports the industry, and in October we will be ready to regroup and look ahead to the future.

Even though we have been unable to hold the live exhibition in 2020, it has been exciting to step into the digital world. We held five virtual events over the past seven months and the virtual in-cosmetics Formulation Summit coming up on the 17-19 November 2020 that will focus on formulation in the climate change age and we will not be stopping there! Our current priority is on keeping the industry connected during this time, fostering collaboration, promoting new innovative solutions and helping to nurture critical business contacts, so watch this space for a virtual experience coming next April. Once again, we would like to take this opportunity to thank all of our exhibitors, visitors and partners for their support. We believe this extra time ahead of the 2021 event will offer exhibitors reassurance and more opportunity to prepare their fantastic showcases for our visitors to continue in their personal care creations.” For updates, upcoming events, digital content on-demand and further information, please visit the in-cosmetics connect website: connect.incosmetics.com

Remembering the Life of Vincent Joseph Curcio Vincent “Vinnie” Joseph Curcio, 65, of Toms River, NJ, the son of the late Victor and Catherine Curcio of Haworth, NJ, was reunited with his parents and sister, Carol Curcio-Mertz on Dec. 8, 2020 after a courageous battle with cancer. Vinnie was born in Brooklyn, New York, on July 6, 1955. He grew up in both Hillsdale then Haworth, NJ and attended Northern Valley Regional High Vincent Joseph Curcio School, in Demarest. As a proud member of the class of 1973, he was co-captain of the high school football team and was a member of the wrestling team. He attended Rochester Institute of Technology. His medical battle was one of courage, grace, and determination, having endured 10 years fighting Stage 4 lung cancer. A non-smoker, Vinnie still stayed active in life and never allowed his illness to hold him back. He was a brave warrior who did not slow down, but rather continued being dedicated to his career, family and friends. He also loved travelling to Puerto Vallarta. In addition, he loved golf, skiing, swimming, traveling, writing, boating, fishing, and, of course, riding his Harley Davidson. He did it his way. Vinnie was born into the beauty industry where he held various sales positions and gave his heart and soul to the business. Vinnie started his career working for the family business, the V.J. Curcio Company, then in Jersey City, NJ, as a third-generation family member. He started in the stock room and spent his summers delivering orders and learning the business from the best – his father Victor Joseph Curcio. A true people person, Vinnie spent his life working in the beauty business and was a master of his trade. He went on to work for Revlon-Realistic, was the co-owner of The Wild Company and was a sales executive for The Kirschner Group. 56

OTC Beauty Magazine January 2021

He was well loved and respected for his business acumen and detailed knowledge of the many brands he represented. His love for his customers and manufacturers was deep and reciprocated. He won countless awards and received many accolades for excellence in his career. Vinnie loved what he did, the friends he made, and the clientele he served. If you were a customer of Vinnie’s, you were a friend and if you were a friend, you were family. He was a consummate storyteller and, God forbid, if you interrupted him. If you were lucky enough to be his girlfriend, you never paid for a dinner, a date, or a vacation. Plus, he was a great gift-giver. Vinnie is survived by his son, Jarred Victor Curcio, and his wife, Katelyn, daughter, Kara Lynne Barker, and her husband, Ryan, his adored twin granddaughters, Fia and Ella Barker, his sister Joni Rae Russell and her husband, Robert, his sister Marie Grace Elwell and her husband, Bob, his niece and nephew Lauren Elwell, and Robert William Elwell, his brother-inlaw William Mertz and his wife, Kathi, his niece and nephew Caitlin Mertz and Taylor Mertz, his goddaughter Victoria Strange and his girlfriend Susan Silver. He leaves behind many cousins and dear friends. The family, in this time of the pandemic, asks that in lieu of flowers or donations, that you patronize your favorite restaurants, either as dine-in or take-out, say a prayer for Vinnie, make a toast to his memory and tip your servers well. The immediate family will hold a private Mass and Burial at St Luke’s Parish in Toms River, NJ and Holy Cross Cemetery, North Arlington, NJ.

OTC Beauty Magazine January 2021

INDUSTRY NEWS

Formulating in the climate change age The in-cosmetics Formulation Summit returned to explore the science behind the latest cosmetic and personal care trends 7 DECEMBER 2020 – The renowned in-cosmetics Formulation Summit returned last month in a new virtual format. More than 148 delegates, from 34 countries, tuned in to watch a total of 19 presentations, panel discussions and main stage interviews that explored the science behind the latest cosmetic trends and gave exclusive insights into how brands can formulate in the climate change age. The latest intelligence The three day event was moderated by Barbara Brockway, Director, Personal Care at Applied DNA Sciences. Andrew McDougall, Associate Director – Beauty & Personal Care at Mintel, opened the 2020 Summit with a packed-out presentation looking at navigating a safer future through eco-conscious living. Touching upon the Covid-19 pandemic, Andrew addressed what climate changes mean to both the industry and consumers, and how this has affected the challenges of business sustainability. He revealed exclusive insights into changing consumer behaviours, stating that 49% of US consumers would stop purchasing from a company that manufactures products that harm the environment. He also revealed that nearly half (48%) of US consumers agreed that brands/companies have a responsibility to do what’s best for the planet, even if it’s less profitable. A future of sustainable formulations Following Andrew’s session, Iguatemi Costa, PhD, Senior Scientific Manager for natural & sustainable ingredients at Natura, introduced the company’s Sustainability Vision 2030: Commitment to Life including its vision and practices to innovate below 1.5 degrees. It aims to address the climate crisis and protect the Amazon, defend human rights and be human-kind, embracing circularity and regeneration. Iguatemi showed that if sustainability is built into a brand’s strategy, it’s possible to innovate cosmetics for a more sustainable world. Providing a Roadmap to a more positive future for the beauty industry’s impact on the planet and climate change, Jayn Sterland, Managing Director at Weleda, revealed how the brand has continued to be fully sustainable for more than 90 years. Jayn shared information about the brand’s mission to be closely aligned to the UN Sustainability goals and its approach to biodynamic agriculture. In a session titled Cosmetic business for a sustainable planet: A fascinating challenge, Konstantinos Gardikis, R&D Director at APIVITA, discussed how the company invests in the research of bee products and pharmaceutical plants to develop safe, effective, sustainable and clean products. He imparted APITIVA’s key initiatives for sustainability in the areas of processes, ingredients, packaging, research and certification and highlighted the company’s short-term goals over the next few years. This includes reducing electricity consumption per employee to 2% by 2022 and limiting the use of non-recyclable packaging materials to 5% by 2023. Marketing sustainable cosmetics and the future of beauty Carys Smith, Regulatory and Sales Director at Ayton Global Research, delivered an informative session on Making advertising claims for the new wave of climate change formulations. Using case studies to cover a number of key areas under the climate change topic – including global advertising standards, current advertising claim trends, methods of claim substantiation and how to choose the appropriate study design and methodology – she warned viewers that product reviews and testimonials do not constitute substantiation, recommending that marketers do not rely on this to support any direct or implied claims. Paul Matts, Research Fellow at Procter & Gamble, kicked off proceedings on the second day by asking ‘is there a societal standard of beauty?’ He confirmed that more than 4,000 years of history across cultures and countries revealed the same principles of beauty with key characteristics of what is commonly deemed as ‘facial attractiveness’, comprising shaperelated features such as symmetry, sexual dimorphism, and facial skin biology. He presented a range of studies that showed how visible skin colour distribution or colour evenness contributed to perceptions of 58

OTC Beauty Magazine January 2021

health. The results from these studies proved universal, with the same criteria across gender identifications. The session demonstrated the importance of skin health, and its impact on the quality of life, self-esteem, and overall confidence of consumers. Behind the scenes of a sustainable business Showcasing how brands can play a key role in the climate change age, Susan Curtis, Director of Natural Health and Louise Green, Head of Sustainability at Neal’s Yard Remedies delivered a thoughtful session on NYR cosmetics in the climate change age and how the brand is taking steps to respond to consumer concerns. They reported, through NYR research, that 85% of British consumers are concerned or very concerned about climate change. NYR was the first UK high street retailers to achieve the Carbon Neutral certification in 2008 and Louise outlined the company’s ambitious targets to cut direct and energy carbon emissions intensity by 46% from its 2010 baseline – reaching 87% by 2050. Speaking about the NYR product range, Louise stated that everything begins with the ingredients and the brand’s choice to prioritise certified organic ingredients. She discussed how the brand prioritises by-product ingredients to maximise value from crops, for example using apricot kernel oil rather than almond oil or using industry waste such as fruit peels and nutshells and even post-consumer waste such as coffee grounds. Susan also updated attendees on the Frankincense extract used in NYR’s agewell range. The extract fits well into current skincare trends as it has a very positive environmental story as both a natural ingredient and aiding a holistic lifestyle and approach to skincare. Microalgae and supporting ocean food chains Another highlight on Day 2 was Dr. Claudio Fuentes, Composites Research Officer Biosciences at the University of Swansea. He delivered a session on Advanced bio-products from microalgae, discussing why microalgae are so important in supporting food chains in the ocean, taking CO2 emissions out of the atmosphere and for cloud formation, and why microalgae can be a competitive raw product for cosmetics. Using several examples, Claudio took attendees on a deep scientific dive into the possibilities of different microalgae and demonstrated how they are a rich source of different metabolites for cosmetic purposes. Brand new roundtables see great engagement With the Summit delivered virtually for the first time, the event provided smaller, more in-depth roundtables to facilitate and drive problem-solving discussions. On the second day, eight virtual breakout sessions took place with participants offering their questions for panellists including Paul Day, NPD & Packaging Consultant; Barbara Olioso, Founder of The Green Chemist Consultancy; and Minna Yamamoto, Senior Specialist, Biorefining Business Development & Production at St1. The roundtables covered a wide range of topics around climate change, from the safety of natural ingredients and waste reduction/circular economy to natural Claims, misinformation and how to implement sustainable elements in a cosmetic formula. Direct learning with Live Demos On the third and final day, five 30-minute Live Demos offered attendees further solutions and insights into the science behind the cosmetics industry’s most pertinent trends. Key highlights included John Lofthouse, Director Global Sales & Marketing at Chemisches Laboratorium, who spoke about changing skincare demands due to climate change, and Carmo Fraga, Senior Quality Technician at Sovena who spoke about the latest developments in sustainable extracts using Oil4Health. Elsewhere, delegates watched a fully automated O/W formulation process and discovered how to digitalise cosmetics development with Adam Gorman, PhD, Automation Chemist at Chemspeed. For more information, visit the in-cosmetics Formulation Summit website here: https://summit.in-cosmetics.com/.

OTC Beauty Magazine January 2021

INDUSTRY NEWS Henkel joins The Climate Pledge by Amazon and Global Optimism Rocky Hill, CT – Henkel reinforces its commitment to climate protection and joins The Climate Pledge, an international cross-industry commitment cofounded by Amazon and Global Optimism. As a signatory, Henkel commits to achieve net-zero annual carbon emissions ten years ahead of the 2050 target set by the UN Paris Agreement – an ambition in line with the company’s long-term target to become a climate-positive company by 2040. “Climate change is a global challenge, which requires our collective action. At Henkel, we want to make a positive contribution to protecting the climate. Based on our achievements to date and in line with our ambitions for the coming years, we are very pleased to join and support the Climate Pledge,” said Henkel CEO Carsten Knobel. “Together with Amazon, Global Optimism and the other signatories, we are fully committed to drive tangible progress and jointly take action to limit global warming.”

To drive progress in sustainability, Henkel focuses on close collaboration along the value chain. Henkel has been working closely together with Amazon to promote sustainable innovation – for example, to enhance customer experience through new and sustainable packaging.

“By signing The Climate Pledge, companies around the world are taking collective action to protect our planet from the catastrophic impacts of climate change,” said Jeff Bezos, Amazon founder and CEO. “We welcome Henkel as they join us in our commitment to be net-zero carbon by 2040, a decade ahead of the Paris Agreement. The companies are demonstrating important leadership as they help us accelerate the transition to a lowcarbon economy and protect the planet for future generations.” Strong commitment and collaboration

The Climate Pledge was launched in 2019 and aims to unite leading global businesses in a forward-thinking and ambitious commitment to climate change. Henkel is the twelfth company to join the pledge. As a signatory to The Climate Pledge, Henkel agrees to: • •

•

Measure and report greenhouse gas emissions on a regular basis

Implement decarbonization strategies in line with the Paris Agreement through real business changes and innovations, including efficiency improvements, renewable energy, materials reductions, and other carbon emission elimination strategies Neutralize any remaining emissions with additional, quantifiable, real, permanent, and socially-beneficial offsets to achieve net-zero annual carbon emissions by 2040

“Scientists tell us that we have a limited window to make unprecedented headway towards addressing the biggest crisis of our time, the climate crisis. The Climate Pledge offers companies the opportunity to take collective action to protect our planet from the disruptive risks associated with climate change,” said Kara Hurst, Vice President of Worldwide

Sustainability, Amazon. “We welcome Henkel to join us in the fight of our lives as we tackle climate change and build a better future for all. We are also excited for Signify, which achieved carbon neutrality earlier this year, to join The Climate Pledge with the goal of collaborating with other signatories and sharing best practices.”

“The Paris Agreement set out a unifying roadmap for all countries, all companies, and all people to address the climate crisis by taking actions to ensure we do not exceed 1.5C in global warming,” said Christiana Figueres, the UN’s former climate change chief, now founding partner of Global Optimism. “By joining The Climate Pledge, these companies are demonstrating both their ambitions for the future and for recovery now. Their actions and investments are creating sorely needed jobs, spurring innovation, regenerating the natural environment and helping their consumers to buy more sustainable products. The growing collective of companies joining The Climate Pledge, acting in accordance with science, is cause for optimism.” Henkel’s progress toward becoming climate-positive by 2040

The Climate Pledge commitment is in line with Henkel’s long-term goal to become climate-positive by 2040. As intermediate steps, Henkel plans to reduce the carbon footprint of its production by 65 percent by 2025 and 75 percent by 2030 from a 2010 base year. The company intends to achieve this by continuously improving its energy efficiency and using electricity from renewable sources. By 2030, 100 percent of electricity shall come from renewable sources. By 2040, Henkel aims to have converted all remaining fossil fuels used in production to climate-neutral alternatives and supply surplus carbon-neutral energy to third parties. In addition, Henkel wants to leverage its brands and technologies to help customers, consumers and suppliers save 100 million tons of CO2 in a ten-year period from 2016 to 2025.

Joining the Climate Pledge is yet another step in Henkel’s commitment to take action and reduce its environmental footprint. Recently, the company signed a large-scale virtual power purchase agreement (VPPA) relating to a new wind farm in Texas. The agreed capacity equals 100 percent of the electricity demand of Henkel’s operations in the US. Earlier this year, Henkel’s science-based emission reduction targets were approved by the Science Based Targets initiative (SBTi) as consistent with levels required to meet the goals of the Paris Agreement. The Science Based Targets initiative by CDP, the UN Global Compact, World Resources Institute and the World Wide Fund for Nature (WWF) defines and promotes best practice in science-based target setting and independently assesses companies’ targets. For more information on Henkel’s sustainability strategy, performance and progress, visit www.henkel.com/sustainability.

Henkel Names North America President Rocky Hill, CT – Henkel, the company behind wellknown brands such as Dial® soaps, Right Guard® antiperspirants, Schwarzkopf® hair care, Persil® laundry detergent, and Loctite® adhesives, has announced Steven Essick as President of the North America region. Steve-Essick America.

Essick, who also serves as the Regional Head of Finance, is a 23-year Henkel veteran, who has served in global financial and commercial leadership roles with Henkel across Asia-Pacific, Europe and North

“Our employees and our North American leadership team are well-positioned to stimulate further growth, innovation and sustainable value in the years to come,” said Essick. “We have a lot of opportunities ahead of us.”

Additionally, Nicolas Krauss, was recently appointed Henkel’s Global Head of Industrials and Electronics, and Regional Head of Adhesive Technologies 60

OTC Beauty Magazine January 2021

Americas, and will join Essick on the North America Leadership team. Krauss, who joined Henkel in 2012, was most recently Head of Adhesive Technologies Industrials, and previously held leadership roles in the company’s Automotive Electronics and Electronics Materials business, and Global Strategy and Business Development Adhesive Technologies. Rounding out the North America Leadership team are Alan Wolpert, Corporate Senior Vice President and Regional Head of Laundry & Home Care North America; Filippos Minaidis, Senior Vice President and General Manager, Beauty Care Retail North America; Jenny Schiavone, Vice President, Corporate Communication; Frank Steinert, Senior Vice President, Head of Human Resources and Marcy Tenaglia, Senior Vice President, Chief Legal Officer and Secretary.

“I am excited to head this team of seasoned leaders for North America who bring a wide range of perspectives, an exceedingly strong set of business experiences and talents, and passion for building diverse, empowered and collaborative teams,” said Essick.

OTC Beauty Magazine January 2021

BIR BITS

TRENDS Henkel reinforces its commitment to climate protection and joins The Climate Pledge, an international cross-

industry commitment co-founded by Amazon and Global Optimism. As a signatory, Henkel commits to achieve net-

zero annual carbon emissions 10 years ahead of the 2050 target set by the UN Paris Agreement—an ambition in line with the company’s long-term target to become climate positive by 2040.

“At Henkel, we want to make a positive contribution to protecting the climate. Based on our achievements to date and in line

with our ambitions for the coming years, we are very pleased to join and support the Climate Pledge,” says Henkel CEO Carsten

Knobel. “Together with Amazon, Global Optimism and the other signatories, we are fully committed to drive tangible progress and jointly take action to limit global warming.”

To drive progress in sustainability, Henkel focuses on close collaboration along the value chain. Henkel has been working closely with Amazon to promote sustainable innovation—for example, to enhance the customer experience through new and sustainable packaging. As a signatory to The Climate Pledge, Henkel agrees to:

•

Measure and report greenhouse gas emissions on a regular basis

•

Implement decarbonization strategies in line with the Paris Agreement through real business changes and innovations,

including efficiency improvements, renewable energy, materials reductions and other carbon emission elimination strategies

•

Neutralize any remaining emissions with additional, quantifiable, real, permanent and socially-beneficial offsets to achieve net-zero annual carbon emissions by 2040.

For more information on all of Henkel’s sustainability initiatives, visit www.henkel.com/sustainability

FINANCE Coty Inc. (NYSE: COTY) recently announced that the strategic sale of its Professional and Retail Hair business— including the Wella, Clairol, OPI and ghd brands (“Wella”)—to KKR is anticipated to complete by November 30,

2020. The sale will see KKR own 60% of the standalone Wella entity, while Coty retains the remaining 40%. Upon closing, Coty will receive $2.5bn of proceeds, net of tax and expenses. The net proceeds coupled with Coty’s retained 40% stake in Wella, initially valued at $1.3bn, will considerably strengthen Coty’s capital structure. Coty expects to utilize approximately $2bn of the net proceeds to pay down its Term Loans A and B on a pro rata basis, with the remainder used for general corporate purposes. Visit coty.com. Sally Beauty

OTC Beauty Magazine January 2021

SHOW CALENDAR JANUARY / FEBRUARY WHEN

WHAT

WHERE

CONTACT

January

Indie Beauty Expo

Los Angeles, CA

indiebeautyexpo.com

January

Int’l Makeup Artists Trade Show (IMATS)

Los Angeles, CA

www.imats.net

January 13-15

Cosme Tech/Cosme Tokyo 2020

Tokyo, Japan

https://www.cosme-i.jp/en/

Atlanta, GA

https://thenbbs.com

January 17

4th National Barbers/Beauty Symposium 2021

January 17-18

International Beauty Exposition

Las Vegas, NV

www.internationalbeautyexposition.com

January 17-18

Serious Business 2020

Orleans, LA

www.seriousbusiness.net

Washington, DC

www.naw.org

January 26-28

Nat’l Assoc. of Wholesalers-Distributors Executive Summit

January 26-29

ECRM Impulse, Front-End & Checklane

TBA

https://ecrm.marketgate.com/sessions

January 29-31

Beacon Student Program by PBA

Long Beach, CA

www.probeauty.org/beacon

January 30

North American Hairstyling Awards

Long Beach, CA

www.probeauty.org/naha

Jan 31-Feb 4

ECRM Hemp/CBD Health/Beauty Program

Denver, CO

https://ecrm.marketgate.com/sessions

February 4-6

Beyond Beauty Americas

Miami Beach, FL

https://www.beyondbeautyamericas.com/

February 8-9

BeautyWorld Japan Fukuoka,

Fukuoka, Japan

www.beautyworldjapan.com

February 20-21

Professional Beauty GCC

Dubai, UAE

www.professionalbeauty.ae

Feb 28 - Mar 1

Professional Beauty Business

London, England

FEBRUARY

https://professionalbeauty.co.uk/e/London/ site/PBBusiness

OTC Beauty Magazine January 2021

READER FEEDBACK Let your voice be heard!

In this segment, OTC Beauty Magazine wants to find out what is important to you, our loyal readers. Posing a handful of questions each month, our goal is to learn through feedback how to better serve you. We ask that you take a few minutes to share your thoughts; write responses on this sheet and mail it back to us, or send it via email.

여러분의 목소리를 내세요! 여러분의 목소리를 내세요! OTC 뷰티 매거진은 소중한 여러분의 의견을 수렴하려고 합니다. 매달 몇 가지의 질문을 통해 여러분의 의견을 듣고, 좀더 발전된 잡지를 만들고자 합니다. 약간의 시간을 내 주시어 여러분의 생각들을 전달해 주세요. 질문지에 답변을 하여 저희 사무실로 보내주시거나 이메일을 보내 주시면 됩니다. (연락처는 이 페이지 맨 밑에 있습니다)

•

What information would you like to receive from OTC Beauty Magazine in 2021?

•

What will you do differently in 2021?

•

What challenges do you anticipate will lie ahead in 2021 for your store?

When we receive your feedback we will choose a few answers to feature in the next month’s issue. You could be famous just by answering a few questions – simple as that! We look forward to hearing from you and thank you for supporting this publication. 보내주신 답변 중 몇몇을 뽑아 다음달에 기재하도록 하겠습니다. 몇 개의 질문에 답변을 함으로써, 여러분이 잡지에 실릴 수 있는 것입니다! 여러분의 성원에 감사 드리며, 많은 참여 부탁 드리겠습니다.

Name (성함) _________________________________________ Store Name (상호명) __________________________________ State (주) ___________________________________________ 64

OTC Beauty Magazine January 2021

Mail this form to: (보내실곳: ) OTC Beauty Magazine, Attn: Editorial Dept. 3587 Oakcliff Rd. - Doraville, GA 30340 Email: editor@otcbeautymagazine.com

OTC Beauty Magazine January 2021

SPECIAL

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OTC Beauty Magazine January 2021

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OTC Beauty Magazine January 2021

Store name

Phone

Address

Jinny Invoice Number

Date

ATLANTA

DALLAS

1-800-936-8733

1-800-925-4669

1-800-535-6110

1-844-421-9736

CHICAGO

HOUSTON

DETROIT

I. 2. 3. 4. 5.

Signature

MEMPHIS

1-713-343-5636

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LOS ANGELES

MIAMI

NEW JERSEY 1-844-358-8967

Purchase the required amount of the vendor’s products. Coupon good for ONE TIME PURCHASE ONLY. Fill out the coupon, supplying all necessary information. Return the refund coupon* along with a copy of your original Jinny invoice** per Manufacturer’s request. You’ll receive a credit from your Jinny Beauty Supply Accounting Department to be used on your next Jinny invoice. NO RETURNS will be accepted on coupon purchases.

*Original only, NO COPIES will be accepted. **Copy of invoice MUST ACCOMPANY refund for credit.

Store name

Phone

Address

Jinny Invoice Number

Date

ATLANTA

DALLAS

1-800-936-8733

1-800-925-4669

1-800-535-6110

1-844-421-9736

CHICAGO

DETROIT

I. 2. 3. 4. 5.

Signature

HOUSTON

MEMPHIS

1-713-343-5636

1-844-525-4669

1-877-644-0167

1-866-616-3200

LOS ANGELES

MIAMI

NEW JERSEY 1-844-358-8967

*Original only, NO COPIES will be accepted. **Copy of invoice MUST ACCOMPANY refund for credit.

OTC Beauty Magazine January 2021

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OTC Beauty Magazine January 2021

AD INDEX

AFAM Concept ................................................................... 45, 61

Kendo, LLC................................................................................. 17

American International Industries.......................................... 59

Proctor and Gamble ................................................. Back Cover

Ampro........................................................ Inside Front Cover - 1

R&R Corp..................................................................................... 55

Crazy Color................................................................................. 11

SMSi - Urban call Marketing, Inc............................................. 40

www.afamconcept.com

www.ardelllashes.com

www.amprogel.com

www.crazycolor.co.uk

E.T. Browne................................................................................. 15 www.palmers.com

Fantasia ......................................................................................... 7 www.fantasiahaircare.com

Hair Queen..................................................................................... 9 www.shophairqueen.com

Helen of Troy.............................................................................. 49 www.helenoftroy..com

Hollywood Beauty...................................................................... 25 www.hollywoodbeautyproducts..com

Innovative Beauty................................................................ 20-21 www.godefroybeauty.com

Inspired Beauty Brands............................................................... 5 www.inspiredbeauty.com

JBS Hair.................................................................... 28-29, 50-51 www.jbhair.com

KAB Brands................................................................................. 27 www.aphogee.com

OTC Beauty Magazine January 2021

www.tahanatural.com

https://pantene.com/en-us/gold-series-collection

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http://multicultural.com/multicultural-marketing-news/smsiurban-call-marketing Softee.......................................................................................... 57 www.softeeproducts.com

Softsheen Carson........................................................................ 3 www.softsheencarson.com

Straight Arrow ............................................... Inside Back Cover www.manentail..com

Stylecraft..................................................................................... 33 www.stylecraftus.com

Sunny Isle ................................................................................... 53 www.jamaicanblackcastoroil.com

Taliah Waajid .............................................................................. 63 www.naturalhair.org

The Mane Choice Hair Solution ....................................... Cover www.themanechoice.com

Wahl Pro......................................................................................... 6 www.wahlpro.com

OTC Beauty Magazine January 2021

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OTC Beauty Magazine January 2021

“

WATCH ME WORK

The new Gold Series Hair Repair Collection, developed by Black PhD scientists, reduces breakage by 50% for 2x stronger hair. So no matter how you work your hair, Gold Series works hard while you work wonders.

OTC Beauty Magazine January 2021

Tell your story, or someone else will tell it for you. y

DEMETRIA L. LUCAS PODCASTER | AUTHOR CULTURAL CRITIC