Beauty Fashion June 2012

BEAUTY FASHION www.beautyfashion.com

速

FOUNDER & PRESIDENT

JUNE 2012

JUNE 2012 • VOLUME 96 • NUMBER 6

BEAUTY

BEAUTY FASHION www.beautyfashion.com

®

FASHION

®

JUNE 2012

On the cover:

Behind The Brand: A Beauty Industry Insider Throughout her career working in the cosmetics industry, Sarah McNamara heard from women all over that they felt they didn’t have the time to use the multiple products recommended to them in order to feel beautiful and flawless.

There had to be a better way…an easier way, to deliver short-cuts to beautiful, flawless skin. Noticing a gap in the market, Sarah spent years formulating Miracle Skin Transformer—a complete breakthrough, proprietary formulation that puts beauty and protection at your fingertips.

Sarah McNamara Beauty New York’s mission is to create skincare innovations that deliver results and greater functionality, without over-complicating our already hectic lives.

founder & president

AT-COUNTER 20

Beauty Shoppers’ Best Friend

22

Makeover At Sephora’s First US Store

27

Shiseido Touches The Customer

THEBEAUTYBIZ 8

The Beauty Flash

14

Industry Ear

17

arah McNamara Simplifies Skincare With S Miracle Skin Transformer

23

Ageless Beauty

24

The Fragrance Foundation Unveils 2012 FiFi® Finalists

26

Change-Up The Beauty Industry Copes With The New Retail Economy

30

Marla Beck’s Game Plan For Bluemercury

31

Olfactive Odyssey The Sniffapaloozas’ Spring Fling

32

Where Are They Now? Louise Caldwell, Grace Beauty LLC

33

Macy’s Workshop For Start-Up Businesses

51

Men’s Grooming Directory - 2012

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21

© 2012 BY BEAUTY FASHION. No reproduction of material contained herein without express permission of the copyright owner. Reproduction by photographic or any method will be treated as willful violation of the copyright laws.

2.500.000.000 beautiful.

P&G Beauty brings the power of 11 beauty categories across 180 countries to touch and improve lives – 2.500.000.000 of them every year. Our innovation in beauty has the power to make women’s lives be�er – and to us, this is the most beautiful thing a beauty company can do. We’re touching more women’s lives than any other beauty company today. And we’re doing it with transformative programs that make beauty accessible to women in ways they haven’t experienced before. We believe that the beauty of each of us enriches the beauty of all of us. And that, together, we can make the world more beautiful for all.

©2012 P&G

JUNE 2012 • VOLUME 96 • NUMBER 6

BEAUTY FASHION

®

THEPARTYSCENE 16

On The Avenue

21

Beauty Fashion Celebrates Awards Season

24

FOREIGNCORRESPONDENTS 34

Notes From Paris -Sarah Colton

35

Brazil Beauty Brief -Fernanda Bonifacio

REGIONALCORRESPONDENTS 36

Sitting Pretty In The Tar Heel Triangle -Bridgette A. Lacy

37

Atlanta Peach -Toni M. Lublin

26

THELATESTLAUNCHES 18

Top Shelf

28

First Look Beach Babe

29

First Look Sunkissed

EVERYMONTH 6

Editorial

8

ComingUp

10

Calendar

27

BEAUTY FASHION (ISSN00057487) is published monthly by Beauty Fashion 16 E. 40th Street, Suite 700 New York, NY 10016 U.S.A. (212) 840-8800. Fax: (212) 840-7246. Subscription: Domestic $25.00 a year. Foreign: Canada and Mexico $50.00: Air Mail-Europe and all other countries $175.00. Single copy price: $5.00 except directory issues which are $10.00.

Periodical postage paid at New York and additional mailing offices. POSTMASTER: Send address change to Beauty Fashion 16 East 40th Street Suite 700 New York, NY 10016 U.S.A PUBLISHER CONFIDENTIALITY POLICY The subscription lists of this publication are maintained on a confidential basis. Beauty Fashion has never marketed, sold or otherwise distributed, its subscription lists for any commercial or other purpose.

A Daimler Brand

EDiTORiAL LET THE BRANCHING BEGIN As we fast approach Father’s Day, it’s only natural for us to be anxious to get out to the stores during these summer months, since Beauty Fashion is all about retail. And this issue is all about in-store activity, in-store launches (those Yankees boys of summer), in-store customer experience with Beauty Stylists and merchandising that drives the traffic.

No one else even comes close to doing what Beauty Fashion can achieve.

Our branching stories are all about that in-store experience at the counter level. Furthermore, this is executed on a global level, so stay tuned for some groundbreaking efforts in the third and fourth quarters.

I encourage our retail and vendor partners in these coming months to take advantage of the opportunity to go out in the stores with us to tell that unique story like nobody else.

Allow us to recognize that successful vendor/retail partnership and tell the inspiring story of the People of Beauty who make it happen.

George Ledes President and CEO

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THEBEAUTYBIZ

Pin Stripe Power Point

JULY

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Tiffany L. Clark Photography

Tiffany L. Clark Photography

In the first two weeks of its April launch, the New York Yankees fragrance ranked #1 at Macy’s/ Herald Square in Manhattan.

Also launched at 80 Macy’s doors in the New York Tri-State area, the fragrance has hit a home run with customers. In late May, the fragrance was joined by New York Yankees for Her and, in the summer, both Fans lined up to meet New York Yankees’ Mr. Butkiewicz and Mr. Keogh (r.) with Mr. Rivera and will enter Macy’s doors in the Mariano Rivera.

Macy’s Terry Lundgren Southeast market.

A special event to celebrate the New York Yankees fragrance was held at Macy’s/Herald Square on April 26. The Brand Ambassador for the fragrance, New York Yankees’ Curtis Granderson, met the press joined by Macy’s executives. Later the same day, New York Yankees’ Mariano Rivera signed baseballs and fragrance bottles for customers who purchased the New York Yankees fragrance gift set of 1.7 oz. and 3.4 oz. sizes of Eau de Toilette Spray and 1.7 oz.

Body Spray for $126.00.

“The brand equity of the Yankees is all about winning, and fans have a passion for all things Yankee,” affirmed The Cloudbreak Group’s Senior Vice President Marketing, Dennis Keogh. “We found that the hard-core fans at Yankee Stadium love the juice, and it is bringing in new male customers to the category that had not had a reason to buy fragrance.” Mr. Keogh divulged that the New York Yankees for Her was selling well at Yankee Stadium as well.

The Cloudbreak Group’s Principal, Tom Butkiewicz, declared that a fragrance inspired by a baseball team had never been done before. “We created a fragrance around the New York Yankees, a global iconic brand,” and it was introduced at the world’s largest retail store, Macy’s/Herald Square, “a global iconic retailer. It’s a dream come true for Yankee fans,” Mr. Butkiewicz expressed.

Macy’s DMM for Fragrance, 2012 FiFi® Awards Shawn Austin, reported that the New York Yankees’ Curtis Granderson, Macy’s Shawn Austin and Linda Levy with Mr. Butkiewicz Jill Belasco’s new role New York Yankees fragrance was at Coscentrix “bringing in a diverse customer who had not necessarily been a fragrance shopper before. Fathers and sons are coming in to purchase the scent.”

Mr. Butkiewicz said the rollout of the New York Yankees fragrance was “exquisite at Macy’s and was promoted with social media as well as advertising.”

He believes that the success of the New York Yankees fragrances and New York Yankees for Her has given The Cloudbreak Group “an opportunity to build around.” In the future, he sees “non-traditional as well as traditional” inspirations Cosmetic Executive Women’s Beauty Insiders’ Choice Awards 2012 for new products.

BF

Tiffany L. Clark Photography

The Cloudbreak Group’s Dennis Keogh and Tom Butkiewicz

The power of three night creams in one jar.

In one nIght’s sleep: 100% noticed an improvement in their skin 100% noticed smoother and softer skin 100% saw improved hydration 90% felt their skin looked more luminous and radiant 90% saw an improvement in the appearance of fine lines and wrinkles

“Simplifying your nightly skin care regimen simply makes sense. The unique feather light texture addresses all your anti-aging concerns.

Wake up transformed.”

*based on a 20 women consumer perception study

WWW.MIRACLESKINTRANSFORMER.COM

BEAUTY FASHION

®

PRESIDENT AND CEO

GEORGE LEDES

gledes@beautyfashion.com SENIOR RETAIL EDITOR

ADELAIDE P. FARAH

SENIOR PRODUCTS EDITOR

afarah@beautyfashion.com ADVERTISING DIRECTOR

ladams@beautyfashion.com

DEBRA DAVIS

ART DIRECTOR

ddavis@beautyfashion.com DIRECTORY EDITOR

LINDSEY E. ADAMS

JAMES MCLERNON

jmclernon@beautyfashion.com

HOWARD BIEGEL

PHOTOGRAPHER

hbiegel@beautyfashion.com PUBLISHER AND EDITOR EMERITUS

ERIC MICHELSON

JOHN G. LEDES EXECUTIVE OFFICE 16 E. 40th Street Suite 700 New York, NY 10016 Telephone: 212-840-8800 Fax: 212-840-7246

www.beautyfashion.com www.cosmeticworld.com

BEAUTY FASHION EVENTS CALENDAR SUBJECT (A) Awards (B) Benefit (E) Retail Event (I) Product Intro

(M) (P) (R) (S) (T)

Meeting Press Trip Reception Seminar Trade Show

ADMISSION DETAIL (IO) Invitation Only (TA) Tickets Available * Phone numbers provided are for further information.

JUNE 4

CIBS Joe Baroncini Memorial Golf Outing Ballyowen Golf Club • Hamburg NJ (TA) www.cibsonline.com

JUNE 5

Fragrance Foundation “Pop Your Cork” Wine & Food Tasting Event City Winery • NYC 6:30 PM (R) (TA) (212) 725-2755 x103 www.fragrance.org

JUNE 6

Women in Flavor & Fragrance Commerce Woman of the Year Dinner Chart House • Weehawken NJ 5:00 PM (R) (732) 922-0500 www.wffc.org

JUNE 12 - 14

World Perfumery Congress MGM Grand Hotel • Mashantucket CT (M)

JUNE 13

CIBS Monthly Luncheon The Manhattan Club • NYC 12:00 PM www.cibsonline.com

JUNE 14

Arcade Marketing Summer Solstice Party Central Park Boathouse • NYC 6:00 PM (IO)

JUNE 17 - 18

The Makeup Show Chicago Venue One • Chicago IL (T) (TA) www.themakeupshow.com

JUNE 19 - 21

HBA Global Expo & Conference Javits Center • NYC (T) (609) 759-7603 www.hbaexpo.com

JUNE 20

ICMAD Annual Meeting/CITY Awards Presentation NYC (A) (M) (TA) (847) 991-4499 www.icmad.org

JUNE 26

Cosmetic Executive Women Women & Men in Beauty Series New York: Formula for Success with Givaudan’s Olivier Gillotin, Elizabeth Arden’s Ron Rolleston and Kathy Widmer Harmonie Club • NYC 5:30 PM (R) (S) (TA) (646) 929-8026 www.cew.org

JULY 11

Women in Flavor & Fragrance Commerce Annual Open Golf Outing Farmstead Golf & Country Club Lafayette NJ 1:30 PM (732) 922-0500 www.wffc.org

JULY 12

Cosmetic Executive Women Newsmaker Forum with Coty Beauty’s Renato Semerari and Coty Prestige’s Michele Scannavini Harmonie Club • NYC 5:30 PM (R) (S) (TA) (646) 929-8026 www.cew.org

SEPTEMBER 20

Women in Flavor & Fragrance Commerce Annual Open Dinner Westmount Country Club • W. Paterson NJ 6:00 PM (R) (TA) (732) 922-0500 www.wffc.org

SEPTEMBER 22 - 23

The Makeup Show Europe Station-Berlin • Berlin Germany (T) (TA)

SEPTEMBER 27

American Cancer Society DreamBall Cipriani 42nd Street • NYC 7:00 PM (B) (TA) (212) 237-3915

SEPTEMBER 29 - 30

BeWell Expo Los Angeles Convention Center Los Angeles CA (TA) bewell-expo.com

CIBS Summer Luncheon Central Park Boathouse • NYC 12:00 PM (R) (TA) www.cibsonline.com

OCTOBER 10

AUGUST 15

OCTOBER 11

CIBS Monthly Luncheon The Manhattan Club • NYC 12:00 PM www.cibsonline.com

SEPTEMBER 12

CIBS Monthly Luncheon The Manhattan Club • NYC 12:00 PM www.cibsonline.com J U NE 2 0 1 2 /

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CIBS Monthly Luncheon The Manhattan Club • NYC 12:00 PM www.cibsonline.com Fragrance Foundation Circle of Champions Dinner St. Regis • NYC 5:30 Members Only (A) (212) 725-2755 www.fragrance.org

OCTOBER 21 - 26

Tax Free World Exhibition Cannes France (T) www.tfwa.com

CONTRIBUTING editors&columnists CONTRIBUTING EDITORS

Italy Simona Barello simona.barello@gmail.com Fax: +39-06-59887673

Marc Rosen marc@mra-nyc.com

France Sarah Colton sarahcolton@sarahcolton.com Fax: 011-331-45885386

UK Lorraine Wilson-Morris lorraine@esprit-magazine.co.uk

Australia Andrea Ferrari andrea@esprit-magazine.com.au

Brazil Fernanda Bonifacio mfmbonifacio@hotmail.com

Germany Heide Kuhn-Winkler info@hkw-pressoffice.de Fax: 011-49-621-400-6065

Spain Julia Rossi juliarossi@hotmail.es

REGIONAL COLUMNISTS

Seattle, WA Mary Elizabeth Cronin tel.: (206) 284-8998 mecronin@mecronin.com

Raleigh, NC Bridgette A. Lacy tel.: (919) 872-4234 bridgettelacy@att.net

Boston, MA Brittany Jasnoff tel.: (617) 262-9700 bjasnoff@hotmail.com

Colorado Hilary Martin tel.: (303) 499-6244 fax: (303) 499-6245 winedunce@gmail.com

Chicago, IL Lisa D. Lenoir tel.: (773) 643-0238 lenol66@aol.com

Dallas/Fort Worth, TX Normita Joven tel.: (214) 504-6157 normita.beautyfashion@gmail.com

Washington, DC Bernadette Lacy tel.: (571) 451-4187 bernie368@gmail.com

Houston, TX Mary Sit tel./fax: (713) 973-6798 maryesit@gmail.com

Richmond, VA Emily Kirkpatrick eskirkpatrick@gmail.com

Los Angeles to La Jolla, CA Lynn D. Ludlam tel.: (760) 295-6999 lynndludlam@aol.com

Atlanta, GA Toni M. Lublin tel.: (404) 874-6998 toni_lublin@yahoo.com

San Francisco, CA Raphaella Barkley tel.: (775) 849-7724 raphaellabrescia@msn.com

South Florida Kay Renz kayrenzpr@aol.com

Celebrating

20

years of Creativity, Innovation & Beyond

JUNE 19-21, 2012 Jacob K. Javits Convention Center, NYC

HBA Global is celebrating 20 years!

To mark this very special year, HBA will provide a variety of new onsite activities, pavilions and tools to assist you and your needs in an ever changing competitive marketplace, which include:

• NEW online appointment making feature for exhibitors and attendees!

• Enhanced New Product Showcase in prime location on HBA Global’s show floor.

• New SPLASH! Pavilion showcasing the best in emerging brands.

• Innovation Pavilions, showcasing suppliers, education, networking opportunities all in one area!

• Design Hot Spots — a new area for inspiration, innovating materials to further develop creativity and ideas.

Celebrate with us and register for your complimentary Exhibits Hall Pass at www.hbaexpo.com/register with priority code: PBFT

For more information and updates visit us online at

www.hbaexpo.com

THEBEAUTYBIZ

Jill Belasco has resigned from her position as CEO of Maesa and has assumed the role of CEO of Coscentrix, a new company which will become the primary home fragrance manufacturing partner for Maesa.

Gregory Mager, Founder and Co-Chairman of Maesa, will assume management responsibilities in the US.

According to The NPD Group’s BeautyTrends report, BB creams—also known as ‘blemish balms’ or ‘beauty balms’—have recently shown significant sales growth. In the 12 months ending in March 2012, BB creams sold in US department stores generated close to $9 million. The report showed that about eight in 10 beauty shoppers favor beauty products that offer multiple benefits.

Perfumania Holdings, Inc. and Parlux Fragrances, Inc. announced that on April 17, their shareholders approved the merger of Parlux and a subsidiary of Perfumania, with 98.9% of the shares voted at the Parlux special meeting and 99.2% of the shares voted at the Perfumania special meeting voting in favor.

Aveda Corporation has appointed Martin Kaufmann to General Manager, Aveda North America. Mr. Kaufmann will lead the acceleration of Aveda’s growth in North America, with oversight of Aveda Retail and Institute Development, North America Salon/Spa Sales and Education, New Business and North America Applied Marketing teams.

FEED’s Lauren Bush Lauren and Clarins’ Christian Courtin-Clarins prepare lunch at a school in Comayagua.

FEED’s Lauren Bush Lauren and Clarins’ Christian Courtin-Clarins recently traveled to Honduras with the UN World Food Programme to witness firsthand how the school meal program works in one of the world’s poorest and most dangerous countries. Ms. Bush Lauren and Mr. Courtin-Clarins also met with government officials to gain further understanding of the challenges the nation faces.

The trip stemmed from the partnership between FEED and Clarins and their shared commitment to provide one million school meals to children in developing nations.

Sephora Americas announced the promotion of Artemis Patrick to the position of General Manager of Sephora inside J. C. Penney, the joint initiative with J. C. Penney Company, Inc. Ms. Patrick has been with Sephora since 2006 serving in leadership roles at J U NE 2 0 1 2 /

Women in Flavor & Fragrance Commerce (WFFC) is celebrating 30 years of commitment to the professional development of women in the fragrance and flavor industry and to honor the occasion, it is unveiling a new, contemporary brand identity and tagline. The new icon consists of a floral shape made up of slices of fruit, which reflects the industries served, while the new tagline, “Educating, Engaging, Empowering,” symbolizes the WFFC’s ongoing mission.

According to the third installment of Insight into the Youth Beauty Market report by The NPD Group, teens (ages 13-17) and tweens (ages 8-12) are becoming increasingly engaged in the beauty category. Based on reported spending in the past month, tweens estimated spending an average of $9.80 on beauty products, up $.60 from 2009 estimates. Likewise, teens report spending an average of $13.60 on beauty products in the past month, up from an average of $12.10 in 2009.

Driven by double-digit growth since its 2005 launch, Viktor & Rolf’s Flowerbomb is for the first time ranked #3 in the United States market for April 2012, up 14.6% compared to 2011. According to The NPD Group, this represents the strongest growth in the prestige fragrance category’s Top 15 scents.

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INDUSTRY EAR

sephora.com. In her new role, she will report to Satish Malhotra, Senior Vice President of Sephora Operations and Sephora inside J. C. Penney.

Just the Numbers For the first quarter 2012 ended March 31, Inter Parfums, Inc. reported net sales of $165.4 million, an increase of 24% over first quarter 2011. At comparable foreign currency exchange rates, net sales rose 26% for the period.

International Flavors & Fragrances Inc. reported first quarter 2012 revenue of $711 million, one percent lower than the prior year period. Excluding the impact of foreign currency, revenue in local currency increased one percent.

Beiersdorf AG increased sales in the first quarter of 2012 by 6.9% compared to the previous year. Sales of the NIVEA brand rose 10.1% compared with the same quarter of the previous year, while Eucerin generated sales growth of 7.8%. La Prairie recorded a decline in sales of 1.2%.

The 5th edition of Luxe Pack Shanghai, held on March 28–29 at Shanghai International Convention Centre, featured 91 exhibitors at this year’s show—up 11% over last year. The fair received an increase of nearly 3,000 visitors, up 4%, despite implementing stricter access guidelines.

According to The NPD Group, fragrance sales within prestige department stores during the first quarter of 2012 reached $501.2 million, a gain of 11% versus prior year. Almost every brand among the top 10 women’s fragrance brands posted growth, with four that experienced gains stronger than the category performance of 11%.

For first quarter 2012, Avon Products, Inc. reported its total revenue of $2.6 billion—a decrease of 2%, up 1% in constant dollars compared to first quarter 2011.

Beauty sales declined 1%, up 2% in constant dollars.

On a reported basis, color was flat, fragrance and skincare declined 1%, and personal care was down 2%.

Constant-dollar Beauty was driven by growth in all categories; color was up 4%, fragrance increased 3%, skincare grew 2%, and personal care was up 1%.

International Flavors & Fragrances Inc.’s Board of Directors has declared a regular quarterly cash dividend of $0.31 per share on the common stock of the corporation, payable on July 10 to all shareholders of record as of June 26.

This spring, former Glamour Associate Editor Erin Zammett celebrated her 10th anniversary of being cancer-free. She wrote about her treatment for chronic myelogenous leukemia in the magazine, and Glamour Editor-in-Chief Cindi Leive acknowledged Ms. Zammett’s triumph with the touching “Sorry cancer; Erin won” in her May letter to readers.

Steve Cohn, Editor in Chief, Media Industry Newsletter

MIN’S Monthly Boxscores Source: Media Industry Newsletter <<>> 2012.

Title

MAY 2012

MAY 2011

% of Diff.

YTD 2012

YTD 2011

% of Diff.

Allure

146.23

103.58

41.18

550.72

464.58

18.54

Cosmopolitan

136.72

153.93

-11.18

519.75

538.91

-3.56

Elle

213.84

204.96

4.33

937.04

940.62

-0.38

Glamour

164.70

162.35

1.45

593.92

593.90

0.00

Harper’s Bazaar

133.71

112.93

18.40

649.66

618.57

5.03

InStyle

260.11

258.60

0.58

1,055.62

1,001.05

5.45

Lucky

97.44

95.76

1.75

345.00

407.88

-15.42

Marie Claire

190.46

133.25

42.93

623.33

515.10

21.01

Vogue

177.00

164.16

7.82

1,024.68

994.45

3.04

W

71.58

69.72

2.67

452.68

387.90

16.70

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THEPARTYSCENE

NYC Osmothèque

The Fashion Institute of Technology (FIT)’s Master’s Degree Program held its Class of 2012 Presentations at the school’s campus. The evening’s reception, keynote and awards were followed by this year’s graduates’ presentations on “Innovation Through Diversity in the Beauty Industry.” Graduation candidates had their Capstone projects sponsored by L’Oréal USA’s Office of Diversity & Inclusion.

Skin Cancer Prevention

L’Osmothèque’s Patricia de Nicolai (c.) with The Academy of Perfumery & Aromatics’ Yann Vasnier and Christophe Laudamiel

Patricia de Nicolai, President and Perfumer from L’Osmothèque at Versailles, France, helped launch The Academy of Perfumery & Aromatics in New York City recently. The event, at the Library of the Italian Academy at Columbia University, was attended by members of the fragrance industry and the press.

Christophe Laudamiel, President and Perfumer of The Academy of Perfumery and Aromatics and a member, Givaudan’s Perfumer Yann Vasnier, gave a presentation on the heritage of L’Osmothèque and a brief history of fragrance.

MC Solar Sciences’ Paul Ainsworth and Jen Gross

A Night The Stars Shine On is an event to benefit The Skin Cancer Foundation’s research and education initiatives. The cocktail reception, held at Manhattan’s Ristorante Barolo, had celebrity attendees and beats by Jarrell Entertainment and featured a silent auction.

FIT Capstone Grads UV SunSense’s Jean Horovitz, Tatiana Sare, Lucia Davis and Jim Davis

Express Facial

FIT’s Dr. Joyce Brown (c.) and Stephan Kanlian (r.) with Maybelline NY/Garnier/Essie’s David Greenberg, L’Oréal USA’s Angela Guy and Frédéric Rozé

Christie & Co. Salon in New York City unveiled the new express facial treatments in a special Mother’s Day promotion. The Repêchage Facial Bar Concept by Ly d i a S a r f a t i expands the opportunity for clients to experience facial services without disrobing or removing shoes.

Christie & Co. Salon Spa’s Lois Christie with Repêchage’s Lydia Sarfati

(Continued on page 49) J U NE 2 0 1 2 /

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THEPARTYSCENE

on the avenue

THEBEAUTYBIZ

Simplifies Skincare With

A

fter 15 years of experience in the corporate beauty world, New Zealand-born Sarah McNamara, Founder of Sarah McNamara Beauty New York, recognized a need for change in the skincare category. While there were many options available on the market, Ms. McNamara observed that the modern-day woman doesn’t always have the time, energy or desire to invest in a full regimen of products for their skin. “The industry has proliferated the idea that women have to purchase multiple products and formulations to layer on top of their skin,” stated Ms. McNamara, nixing the notion that great skin can only be achieved through use of a battery of products. “I want women to rethink their skincare routine.” With this vision, Ms. McNamara set off to create Miracle Skin Transformer, a new approach to skincare that achieves the same efficacious results that are offered by prestige skincare products—in a single step.

The brand launched in 2010 with its first product, Miracle Skin Transformer SPF20 FACE and has since expanded to include eight SKUs, including Miracle Skin Transformer MEN SPF20, Miracle Skin Transformer Treat & Conceal and Miracle Skin Transformer SPF20 BODY. The one-step approach of the Miracle Skin Transformer range allows users to obtain transformative results without the commitment of an extensive routine. Though touted as a multibenefit, all-in-one product, Ms. McNamara maintains Miracle Skin Transformer should not be compared to the Beauty Balms that have recently been flying off store shelves. “This is not a BB cream,” informed Ms. McNamara. “It’s a skin transformer; it’s a completely new category.”

Sarah McNamara For the creation of Miracle Skin Transformer, Ms. McNamara worked with specialized chemists to formulate an active, anti-aging moisturizer that combines the benefits of priming, enhancing, mattifying and protecting the skin. “The touch and feel of each formula is completely innovative due to its naturally-derived silicone base,” she stated. Every Miracle Skin Transformer product is formulated with the proprietary M3 Complex, which is comprised of high-performance natural ingredients and formulated without petrochemicals, synthetic fragrances, parabens or dyes. “We want women to wear less highly-pigmented products and instead use products with less carcinogens and greater natural active ingredients.”

Two new products were added to the line this month—Miracle Skin Transformer Heal Everything Balm and Miracle Skin Transformer Triple Active Night Treatment—and excitement has been growing around new hero products in the lip treatment and high-definition face categories set to launch in the second half of the year.

The range is currently available at Sephora, Bergdorf Goodman, nordstrom.com, sephora.com and miracleskintransformer.com and on HSN. It will be introduced into all doors of Nordstrom on September 1. Miracle Skin Transformer will also make its overseas debut this fall with a UK launch at leading retailers.

(Continued on page 38)

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THEBEAUTYBIZ

SARAH McNAMARA

THELATESTLAUNCHES

Skincare launches arrive this month to give skin a glowing, youthful look for summer.

Estée Lauder Perfectionist [CP+R] Wrinkle Lifting/Firming Serum A firmer, youthful look can quickly be achieved with this new fast-acting serum from Estée Lauder. The formula’s dualaction advanced amino acid and protein complex, CPR-75 Technology™, accelerates the speed of skin’s natural energy potential and doubles its power to reduce the appearance of lines. Skin is instantly plumped, and wrinkles are filled with Flexible Elastomer Technology while Wrinkle Lift Restructuring Peptides ™ increase collagen and elastin production. The serum is available at Estée Lauder counters nationwide, major international airports and esteelauder.com.

30 ml, $65.00; 50 ml, $95.00

CHANEL SUBLIMAGE LA CRÈME – Texture Fine The silky, rich texture of CHANEL’s SUBLIMAGE LA CRÈME works to create a softer, smoother complexion that glows from within. Formulated with the active essence of potent vanilla planifolia, skin is regenerated, and a more youthful-looking appearance is evident as facial contours are firmed and an even skin tone is revealed. The cream’s delicate fragrance enhances the luxurious experience. It is available at department and specialty stores and on chanel.com.

1.7 oz., $390.00

La Prairie Skin Caviar Liquid Lift The fast-acting formula of Skin Caviar Liquid Lift, which incorporates La Prairie’s signature golden caviar pearls, provides an instant lift to the skin. The potent serum contains xanthan gum crosspolymer that works immediately to tighten and smooth while caviar extracts firm, lift and energize the skin. A rejuvenating pentapeptide protects skin cells against aggressors and promotes the recovery of past damage.

The formula also includes the proprietary Cellular Complex— comprised of glycoproteins, horsetail and ginseng extracts—to repair, hydrate and revitalize the skin for optimal function. The serum is available at Bergdorf Goodman, Bloomingdale’s, Neiman Marcus, Nordstrom, Saks Fifth Avenue and shoplaprairie.com.

1.7 oz., $500.00

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THELATESTLAUNCHES

TOP SHELF

Hydroxatone Anti-Aging BB Cream SPF 40 Hydroxatoneâ&#x20AC;&#x2122;s Anti-Aging BB Cream SPF 40 delivers a multitude of anti-aging benefits within a foundation to perfect the complexion immediately and over time. Offered in three shades, the cream acts as a foundation, concealer, moisturizer and sunscreen while also working to address wrinkles and hyperpigmentation. Plant stem cells protect skinâ&#x20AC;&#x2122;s stem cells to maintain a youthful appearance as oligopeptide-68 promotes luminosity and ascorbyl glucoside reduces the appearance of lines and wrinkles. Sodium hyaluronate, ceramide 3 and glycerin combine together to deeply hydrate the skin. The Anti-Aging BB Cream SPF 40 can be purchased on HSN, hydroxatone.com and hsn.com.

1.5 oz., $50.00

m-61 Brilliant Cleanse This creamy cleanser for dry/mature skin types gently exfoliates with glycolic, salicylic, lactic and malic acids in combination with an exclusive blend of four alpha beta hydroxy acids that work to remove dead surface skin cells for a smoother, softer complexion.

The brightening power of vitamin C from grapefruit extract provides skin with a natural burst of luminosity as orange peel extract tones and soothes. The cleanser is available at Bluemercury locations, m61labs.com and bluemercury.com.

8.4 oz., $32.00

Jurlique Herbal Recovery Antioxidant Gel Mask Rejuvenate a dull complexion and protect skin against environmental aggressors with this ultra-hydrating gel mask. Along with an infusion of triple-action moisturizers, the formula contains a nourishing combination of fennel seed extract, willow bark extract, vitamins C and E to defend against the first signs of aging. Rose, licorice root, chamomile and black elder soothe skin and promote overall radiance. The gel mask is available at Jurlique flagship stores, Sephora and jurlique.com.

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ith so many brands to choose from, how do beauty shoppers at Nordstrom decide what’s right for them? The retailer has answered that need with Beauty Stylists that give customers the luxury of personal assistance not connected to a specific brand. The Nordstrom Beauty Stylists are the Personal Shoppers of the Beauty Department. Beauty Fashion sat down with Nordstrom Merchandising Group, Cosmetics’ Tawni Hart, EC Regional Beauty Director, to discuss the Beauty Stylists program and how it enhances the customer’s experience in-store.

Beauty Fashion: When did Nordstrom initiate the Beauty Stylists concept and what inspired it?

Tawni Hart: Everything we do at Nordstrom revolves around our customers, so we really wanted to know what they expected and what they were requesting. We learned that our customers love to shop in a variety of different ways at different times. For example, some love to shop with their branded beauty advisors, and at times, some enjoy shopping across all brands. So, Nordstrom started the Beauty Stylists program approximately two years ago.

BF: How do the Beauty Stylists help to engage the customer?

TH: Because of our Beauty Stylists, our customer feels that they have found someone they can trust. Someone that is giving them advise about what’s right for them, and making sure their needs are met. The Beauty Stylists are not just selling the customer a product. This is what is so engaging about our program.

Nordstrom’s Tawni Hart

We are now seeing word-of-mouth about the Beauty Stylists. Customers are bringing their friends and telling them, “You have to meet my Beauty Stylist.” So, the Beauty Stylist becomes the Personal Shopper for Cosmetics. It provides a very safe environment that allows our customers to try new things and explore new ways of shopping for cosmetics.

BF: Do you see an increase in loyalty to the Beauty Department by customers’ return visits?

TH: Absolutely. Our customers are continuing to reach out to our Beauty Stylists now that they have established a relationship with them. We like to say, “The Beauty Stylist is your new best friend in beauty, “because the customer has someone they can trust who is going to shop for them.

Nordstrom’s Beauty Stylist updates a customer’s look.

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BEAUTY SHOPPERS’ BEST FRIEND

THEPARTYSCENE

Celebrates Awards Season O

n May 17, Beauty Fashion hosted its annual cocktail party to fete the upcoming industry awards. Members of the fragrance and beauty community gathered together at Doubles in New York City to celebrate the approaching Cosmetic Executive Women’s Beauty Awards and The Fragrance Foundation’s FiFi® Awards, which were both held at the end of May.

Beauty Fashion’s George Ledes with Maxim’s Jack Kliger

The Estée Lauder Companies’ William Lauder with Theo Spilka of Firmenich

Arcade Marketing’s Larry Berman with Jim Krivda of Mane

Gurwitch Products’ Matt Gurney, Claudia Poccia and Ellen Greenwald

Macy’s Nancy Schmidt with Elizabeth Arden’s Art Spiro and Laurie Dowley

Marc Rosen Associates’ Marc Rosen (c.) with Bliss’ Beth Ann Catalano and Sarah Filderman

The Estée Lauder Companies’ Lew Rice and Diana Espino with Alan Beck of Beauty Bridge

Francesco Borghese (c.) with his sons, Lorenzo and Skip

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Beauty Fashion

AT-COUNTER

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MAKEOVER AT

S

FIRST US STORE

ephora opened its first store in the United States in 1998 in Manhattan’s Soho. The retailer has now unveiled a completely transformed space that will continue to showcase product favorites but now offers enhanced services, new areas to explore and a few surprises for customers.

“Soho and the subsequent Manhattan re-openings this year signal the beginning of the next phase of redefining and elevating the retail experience at Sephora,” affirmed David Suliteanu, President and CEO of Sephora Americas. “With each new store renovation, you’ll see us incorporating modern interactive spaces, innovative new services and expanded product offerings displayed in creative ways that will, above all, excite our clients.”

Beauty Fashion asked Paul Loux, Sephora’s Senior Vice President of Design, to define the objectives of the makeover and how it engages the customer.

Beauty Fashion: What were your objectives in designing the makeover of Sephora Soho?

Paul Loux: Sephora Soho was our first US store in 1998, and we felt that it was important and appropriate to begin our makeover of some of our Manhattan stores with our very first one. Over the past few years, Sephora has grown tremendously in our product assortments, services offered and digital environments, and we wanted to continue to eleSephora’s Soho location has been set up in an easy-to-understand way vate our in-store beauty experience with an updated beginning with the world of color. store design that reflected how far we’ve come. We are excited to unveil a modernized, sleek, beautiful and completely enhanced shopping experience at Sephora Soho.

BF: What major changes were made in the layout?

PL: Sephora Soho will feature an entirely updated appearance including displays for 13,000 products, an expanded 30-foot Beauty Studio where our Cast Members conduct Express Services and Customized Makeup Applications, a Nail Studio, a private Personal Beauty Advisor (PBA) room in which to provide Sephora’s signature beauty services and a separate fragrance room. Aesthetically, the store will also feature a specially commissioned art installation by Michigan-based Artist Eric Daigh, combining his unique portraiture and Sephora’s brand codes. He has used the flame, a symbol synonymous with Sephora since its creation in 1970, in addition to its sleek and iconic black and white décor and glass lighting. Additionally, each of our Cast Members will don new costumes designed by Prabal Gurung.

BF: How has traffic flow been improved?

PL: We believe that the overall renovation of the store has elevated the experience, not just in our product offerings, but in the way that our clients shop for beauty. Clearly labeled, organized and structured linears allow our clients to shop in a stress-free environment where they are encouraged to try, test and play with each of the products.

Moreover, we have set up our store in a very easyto-understand way, beginning with the world of color, followed by nails, hair and skincare and, ultimately, fragrance.

Sephora’s updated appearance features art installations by Eric Daigh.

BF: How have the displays in the aisles and at the wall been changed?

PL: The product displays still uphold Sephora’s open-sell philosophy but have just been updated with sleek, black displays and lighting to showcase each product in the best possible way. We have also installed a free-standing nail display, the Sephora Nail Studio, which showcases all of our nail offerings from nail polishes and stickers to embellishments, tools and nail care products.

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Beauty

AGELESS

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eauty at every age was evident in the celebrity-packed crowd at Harper’s Bazaar’s and Estée Lauder’s reception at Manhattan’s Hearst Tower on May 2 in honor of the finalists of Harper’s Bazaar’s annual “Fabulous at Every Age” reader search. The finalists were saluted at the event by Harper’s Bazaar’s Carol Smith, Vice President/Publisher/Chief Revenue Officer and Editor in Chief Glenda Bailey as well as Estée Lauder’s Global Spokesmodel Carolyn Murphy.

The five finalists, each representing a decade, were: 20s: Cara McLeay, 27 of Vancouver, British Columbia; 30s: Nicole Holmes, 32 of Bronx, New York; 40s: Monday Sipiaguine, 48 of Aquebogue, New York; 50s: Alyssa di Edwardo, 54 of West Palm Beach, Florida and 60s: Sandy Bohl, 68 of Toronto, Ontario.

Ms. McLeay, who believes you are only Harper’s Bazaar’s Glenda Bailey (2nd r.) with Mary Ann Freda (2nd l.) and The Estée Lauder as old as you feel, is a fashion blogger that Companies’ Cedric Prouvé, Fabrizio Freda, Caroline Murphy and Jane Hertzmark Hudis was declared the winner of this year’s “Fabulous at Every Age” reader search. The key to beauty at any age, Ms. Holmes believes, is “owning your own style with no apologies.” In her 40s, Ms. Sipiaguine, a Musician and Composer, has an “understated style with a twist. Ms. di Edwardo, a Writer and Artist, transformed her life by shedding 35 pounds and editing her closet. A Model for 48 years, Ms. Bohl radiates beauty and grace and admits, “I never tell my age.”

When Ms. Smith joined the magazine ten months ago, she received an email from Nancy McKay, Senior Vice President/ General Manager of Estée Lauder and Tom Ford Beauty, her first day on the job. Ms. McKay emailed, “We love the ‘Fabulous at Every Age’ prog r a m ,” a n d M s . S m i t h answered, “We love Estée Lauder.” So the deal was sealed to preserve the partnership between the magazine and the beautymaker for “Fabulous at Every Age.” Ms. McKay shared, “There is a perfect synergy between two iconic brands together celebrating fabulous women. It expresses [Estée Lauder’s] heritage in a Estée Lauder’s Gustavo Andriani (c.) with Harper’s Estée Lauder’s Nancy McKay with Harper’s modern way.”

Bazaar’s Alexandra Parnass and Nessi Erkmenoglu Bazaar’s Carol Smith BF J U NE 2 0 1 2 /

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®

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he Fragrance Foundation hosted a breakfast at the Mandarin Oriental Hotel in New York City on April 27 to reveal the finalists for its FiFi® Awards. Dubbed the “Oscars of the Fragrance Industry,” 2012 marks the Foundation’s 40th year of recognizing industry standouts through its coveted awards. Jill Belasco, Chair of the Foundation, welcomed guests to the event and introduced the morning’s emcee, Janice Huff of WNBC. As attendees enjoyed breakfast, contenders were narrowed down to the top five finalists in each category—with winners revealed at the FiFi® Awards ceremony on May 21.

During the breakfast, the Editorial Excellence in Fragrance Coverage category winners were announced. Elle took home the award for Men’s Feature, while Allure captured FiFi®s for both the Women’s Scent Bite and Women’s Scent Feature categories. Bois de Jasmin was given the Blog/E-zine honor for its article entitled “Luxury vs. Function in Perfumery.”

The Technological Breakthrough of the Year awards will be presented at the World Perfumery Congress on June 14 at the MGM Grand at Foxwoods Resort in Mashantucket, CT. It will recognize innovation in Fragrance Ingredients, Creation & Testing; Packaging Technology & Delivery Systems and Information Technology.

Coverage of The Fragrance Foundation’s 2012 FiFi® Awards will be featured in the July issue of Beauty Fashion.

Beauty Fashion’s George Ledes and WNBC’s Janice Huff join Coscentrix’s Jill Belasco and Scott Kestenbaum of Maesa Group.

Robertet’s Joe Lattarulo and Christophe Maubert (r.) with Inter Parfums’ Andy Clarke and Kellie Como

Givaudan’s Cos Policastro (2nd l.) with Arcade Marketing’s Larry Berman, Diane Crecca and Eric Dalbo

Coty Prestige’s Tennille Kopiasz (2nd r.) with L’Oréal USA’s Marc Rey, Sophie Lilley and Andre Branch

Pochet’s Gerald Walle and Kal Kalyanasundaram with Richard Ferry of Valjean Corporation

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IFF’s Veronique Ferval with Coty Prestige’s Lori Singer and Christine Beattie of Coty Beauty

THEBEAUTYBIZ

The Fragrance Foundation Unveils 2012 FiFi Finalists

P&G Prestige’s Sandra Caro, Don Loftus, Erika Wirtz and Eileen Spillane

Limited Brands’ Benedicte Bron (2nd r.) with Firmenich’s Arpi Buzantian, Hervé Pierini and Jerry Vittoria

Victoria’s Secret Beauty’s Dulce Almario with Pierre Wulff of Robertet

Clarins’ Amber Mitilineos, Lionel Uzan and Tanya Pushkine

SGD’s Peter Acerra and Harry van Malsen

Victoria’s Secret Beauty’s Meredith Griffith with Mane’s Frederic Jacques

GQ’s Libby Conover with Elle’s Emily Dougherty

Fragrance Resources’ Rob MacDonald with Mr. Smith

Firmenich’s Theo Spilka with Palm Beach Beauté’s Joelle Guedalia and Paul Smith

Givaudan’s Cos Policastro with Elizabeth Arden’s Ron Rolleston

QVC’s Claudia Lucas and Cheryl Hamilton with Marie Claire’s Ying Chu (c.)

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The Beauty Industry Copes With The New Retail Economy

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ow to get the beauty consumer’s attention? That question drove the Fashion Group International’s panel discussion at its 2012 Annual Beauty Symposium. The event, held at the New York Hilton in Manhattan, tackled the question on the minds of every member of the beauty industry—“Changing Lanes: New Model. New Distribution. New Beauty World.”

The panel, moderated by The Young Group’s CEO, Karen Young, included Nordstrom’s GMM/Executive Vice President Cosmetics Laurie Black; Bliss’ President, Mike Indursky; Bumble and bumble’s President Peter Lichtenthal and Chrysallis’ Chief Marketing Officer Jill Scalamandre. After a market overview on social beauty by SELF’s Vice President & Publisher, Laura McEwen and Beauty Director, Elaine D’Farley, members of the panel discussed key issues facing the beauty industry—new business models, new systems of distribution and the new beauty world of technology and social media.

SELF’s Elaine D’Farley and Laura McEwen

stories. So choose the best tool to tell the story.” He noted that it is essential to do things differently and even more so for smaller brands.

Ms. Scalamandre, using StriVectin and Nia-24 as examples, realized “in 2009, we needed to change the car before we changed the lane.”

They changed the packaging and the

Nordstrom’s Laurie Black, Bumble and bumble’s Peter Lichtenthal, The Young Group’s Karen Young, Bliss’ Mike Indursky and Chrysallis’ Jill Scalamandre

Fashion Group International’s Margaret Hayes (c.) with Macy’s Linda Levy and Nancy Schmidt

Sharing information with the consumer with so many media options is a challenge for the beauty industry, Mr. I n d u r s ky i n f o r m e d .

“There is no fixed environment. Everyone is trying to figure it out, but there is no right answer.” He did offer guidelines. “Strengthen the core of the brand and speak from one p l a c e . Pe o p l e l ove

P&G Prestige’s Marc Bachman and Glenn Renegar with LVMH The Estée Lauder Companies’ Bari Seiden, Thia Breen Fragrance Brands’ Bettina Bamberger and Nicholas Munafo and Marisa Thalberg

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Shiseido’s Heidi Manheimer and Rita Mangan (r.) with Lord & Taylor’s Barbara Zinn-Moore

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hroughout its long history, Shiseido has placed great importance on the philosophy of creating beauty and wellness and the spirit of Omotenashi, which is service from the heart, according to Heidi Manheimer, Shiseido Cosmetics America’s CEO. At a special event in Manhattan’s flagship Lord & Taylor in honor of the brand’s 140th anniversary, Shiseido’s team practiced high touch with complimentary hand massages for customers.

“Our counter at Lord & Taylor Fifth Avenue is one of our global installations and has been doing extremely well with a staff that exemplifies the Shiseido brand,” Ms. Manheimer expressed. “The hand massage offers something special for our loyal customers.”

The theme of Shiseido’s special promotion for the 140th anniversary is “Touching the heart by touching the skin.”

During its anniversary year, Shiseido is offering the hand massage service to customers globally in recognition and gratitude of their on-going loyalty.

Complimentary massages are an iconic service of the Shiseido brand and hand massages were selected because “it is calming, comforting, improves circulation and promotes well-being to create an overall feeling of beauty and wellness,” explained Rita Mangan, Senior Vice President of Sales, Education, and Retail Strategies for Shiseido Cosmetics America.

Ms. Manheimer informed that after the March 2011 earthquake, Shiseido employees in Japan offered hand massages to people in the affected areas as part of the support activities. “Both those who gave and those who received this care shared the mutual feeling of comfort. This simple gesture was said to heal people’s hearts through the touch of skin.” That same effort now has been replicated throughout the world Shiseido’s Elenita touches the Tsubo pressure points as she gives a customer a hand massage. to touch Shiseido’s customers.

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TOUCHES THE CUSTOMER

THELATESTLAUNCHES

FIRST LOOK

beach babe

SinfulColors Nail Enamel in Irish Green $1.99

Striking shades and seductive scents will spice up sultry summer days.

Sally Hershberger Curvaceous Elasto-Curl Daily Treatment 5 oz., $12.99

Yves Rocher Nail Polish in Pink Sorbet $3.00

Bond No. 9 New York Sag Harbor Eau de Parfum 100 ml, $230.00

Too Faced Summer Eye Summertime Sexy Shadow Collection $36.00

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CHANEL JOUES CONTRASTE Powder Blush in Tumulte $43.00

FIRST LOOK Secret Agent Beauty in Kiss Kiss Rendezous Agent Lips-Galore $16.00

sunkissed

Illamasqua Nail Varnish in Swinger $14.00

CHANEL LE CRAYON KHÔL Intense Eye Pencil in Pêche Cuivré $28.00

Offering the radiance of the sun, these new launches are perfect for summer days−and nights.

Givenchy Rouge Interdit Satin Lipstick in Delicate Rose $30.00

BECCA Bronzing Skin Perfector 1.35 oz., $36.00

Laura Geller Dream Creams Concealer & Highlighter Palette in Regular $32.00

M.A.C Nail Lacquer in Tangerine Fizz $16.00

TOCCA Bagno Profumato Body Wash in Giulietta 8 oz., $18.00

BF

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ith the launch of her M-61 Powerful Skincare line and further expansion of locations for the Bluemercury spa retail chain, Marla Malcolm Beck has a well-focused agenda that is driving the business. Beauty Fashion asked Ms. Beck, the Co-Founder of Bluemercury, how she positions the company, how its message is communicated and what she has on her agenda going forward.

Beauty Fashion: How did you shape the concept of Bluemercury to engage the customer?

Marla Malcolm Beck: Our whole concept is about being the friendly, neighborhood store where you can receive expert, honest advice. We started in 1999 when you could only buy cosmetics at drugstores and department stores.

Sephora and ULTA did not then exist in the US. We created an open-sell environment where the staff was trained on all brands and were experts on beauty and on really listening to the client. We hire beauty junkies and Estheticians who love skincare and makeup and know everything there is about using skincare and makeup. We always say we’ve done our job if our client learns a new tip or trick. There is an energy and excitement about beauty in Bluemercury that is unparalleled.

Bluemercury’s Marla Malcolm Beck

Bluemercury Union Square in New York City

BF: What determines your product mix? How will the new M-61 line fit with your product selection? Will M-61 be sold exclusively at Bluemercury?

MMB: Our product mix is about creativity, innovation and quality. We love brands that have people/founders behind them with a point of view. We love brands that break new ground. M-61 is the first green cosmeceutical line. We marry proven Dermatologist-loved ingredients with powerful, scientifically researched naturals. M-61 is currently exclusively at Bluemercury. It is a separate venture and a separate company. We have had inquiries and are debating where we want to go next.

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MARLA BECK’S GAME PLAN FOR BLUEMERCURY

THEBEAUTYBIZ

The Sniffapaloozas’ Spring Fling

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ragrance was in the air at every stop on the intrepid Sniffapalooza group’s itinerary on May 5 and 6 in Manhattan. The first destination on their Saturday schedule was Bergdorf Goodman where the fragrance aficionados breakfasted on the beauty floor while listening to presentations on scents.

CHANEL’s Business Manager for the New York City area, Mireille Bassil, highlighted the anniversary of CHANEL Nº 5, which was launched on May 5 and gave a presentation on the brand’s new fragrance, Jersey by CHANEL. Robert Piguet Parfums’ CEO and President Joseph Garces, Vice President of Sales DJ Pesta and Account Representative Annemarie Tibaldi, spoke about their Nouvelle Collection. Only one store in each country where the Robert Piguet Parfums are distributed will have the 5-fragrance collection, which debuts in the US next month at Bergdorf Goodman. As a pre-launch perk, the Sniffapalooza group got the opportunity to purchase any of the collection, which includes Bois Noir, Casbah, Mademoiselle Piguet, Notes and Oud. Sandra Lang, who directs marketing services at Palm Beach Beauté, announced that a purchase of Judith Leiber Amethyst that day would be accompanied by a Robert Piguet Parfums’ Joseph Garces (c.) with Sniffapalooza’s Karen Adams and Karen Dubin complimentary 10 ml Judith Leiber Night Eau de Parfum Spray.

CHANEL’s Mireille Bassil showcases the new Jersey fragrance.

BeautyNewsNYC’s Candice Sabatini sniffs Mademoiselle Piguet at the Robert Piguet Parfums counter in Bergdorf Goodman.

Palm Beach Beauté’s Sandra Lang with Judith Leiber fragrances

PUIG US’ Leah Dean holds Valentina and Coty Prestige’s Nicholas Truhan presents L’Eau de Chloé.

FIT’s Virginia Bonofiglio (r.) and her Saturday Live class Mr. Garces observes as Museum of Art and for FIT’s Business of Beauty for High School Students Design’s Chandler Burr gets a whiff of a visit the Bergdorf Goodman Fragrance Department.

Robert Piguet Parfums scent.

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OLFACTIVEODYSSEY

Louise Caldwell Senior Vice President Grace Beauty LLC

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assion, persistence and purposeful learning have been the keys to my career in the beauty industry. My family would say that it must have all started when I came home from kindergarten with blue chalk on my eyelids. I have always loved everything about the artistry and glamour of makeup. Accompanying my mother to the Alexandra de Markoff counter for her foundation, I was enthralled with the Beauty Advisor’s red hair, full makeup, jewelry and the way her fragrance wrapped around us as we stood in her presence. I had no idea then that I would become one of this special species entering the beauty business on the ground floor.

As a college student, I was fortunate to have a part-time position at what was then a glamorous specialty store, filling in for full-time employees’ breaks, vacations and sick days. Oh the joy when I was assigned to the Cosmetics Department! A very savvy Store Manager gave me a permanent position handling men’s fragrances and a love affair began. I was a Fashion Merchandising and Marketing student, but as I began to meet with the Account Executives from the various fragrance companies, I determined that sitting behind a desk and writing orders was not for me.

Visiting stores and working with the Beauty Advisors as an Account Executive became my goal. I was fortunate to have a fantastic veteran Department Manager whose mentoring was invaluable. She advised that I consider an Account Coordinator position with the Ultima II division of Revlon, which was still a top-ranking brand in department stores at that time. Revlon had a reputation for being a great training ground, and many of today’s executives did their time at Revlon.

I started as an Account Coordinator and, over a decade later, had grown and stretched to a Field Vice President position. That decade was filled with opportunities for me to be exposed to many brilliant and talented peers and executives both at Revlon and in the industry. I embraced every chance to spend time learning and observing the selling techniques, negotiating skills and the management styles of the many dynamic personalities in the industry.

A new player in the industry, French Fragrances, with a very different business model, had emerged in South Florida, and I joined the company as they geared up to acquire Elizabeth Arden and take on its name. Following a transition time as Vice President of Sales for one of the divisions, I had then added to my department store experience not only a true entrepreneur’s perspective but also experience in the masstige retail sector. This was followed by several years working with small start-ups and a partnership in a consulting company.

Currently, as Senior Vice President at Grace Beauty LLC, I am able to incorporate all of these experiences and passion into my position. Grace Beauty LLC is an entrepreneurial company bringing together a number of business models to best service and support a portfolio of brands. Sales and service, licensing and distribution are all part of the opportunities we provide to both existing and new brands in the beauty industry.

Grace Beauty is poised to effectively market, manage and distribute brands at whatever point they come to us in their life cycle. I am delighted to have had both the corporate and entrepreneurial background to help navigate in this always exciting industry. BF J U NE 2 0 1 2 /

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where are they now?

THEBEAUTYBIZ

FOR START-UP BUSINESSES

Women’s- and minority-owned businesses get a boost from the Workshop at Macy’s, a four and a halfday business development program. This retail 101 crash course mentors and fosters growth for a new class of up-and-coming minority- and women-owned businesses. It takes promising enterprises to the next level in order for them to achieve and sustain positive and successful vendor relationships.

“This program is beneficial to Macy’s as well as the graduates,” affirmed Terry Lundgren, Chairman, President and CEO of Macy’s. “We need new energy, new talent and ideas coming to our business from entrepreneurs. Sometimes it’s hard to do business with big companies. Now the graduates have learned those steps in this course.”

Macy’s Terry Lundgren speaks to the graduates of the Workshop at Macy’s.

Mr. Lundgren was impressed with the students who “asked all the right questions and took the course very seriously. This is the foundation and knowledge to get them to the next step.”

The intensive workshop was developed by a consortium of experts from Macy’s Learning & Development, Macy’s Multicultural Merchandising and Vendor Development and Babson College, which took the financials from each student’s company and set up a business plan for them. The course included classes on merchandising and assortment planning, marketing, EDI, financial management and access to capital.

Macy’s Tim Baxter, Shawn Outler and William Hawthorne (r.) with At the graduation for the second annual Workshop at Johnson Publishing Company’s Desiree Rogers Macy’s, Johnson Publishing Company’s Desiree Rogers, Chief Executive Officer, spoke about her company and its founding by John H. Johnson in 1942. She shared that people questioned “who would buy a magazine for black people and who would advertise in it.” With the loan of $500.00 from his mother, Mr. Johnson went on to make history with the founding of Ebony magazine and later built a publishing empire with magazines for black readers.

Seeing the need for a cosmetic line for black women, Mr. Johnson created Fashion Fair. Ms. Rogers said that Macy’s is a key partner with the Johnson Company as “we reinvigorate the Fashion Fair line.”

She advised the graduates of the Workshop at Macy’s to keep up with trends and make changes when necessary. “Pay attention and learn from your competitors.

Business is more difficult than ever, so to be successful entrepreneurs takes great dedication.” BF Carol’s Daughter’s Lisa Price leads a Workshop at Macy’s class during the week’s program.

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WORKSHOP

FOREIGNCORRESPONDENTS

PARIS

by Sarah Colton

essential mixture of a rich and storied heritage and a contemporary appeal.”

Mr. Garces had reminded me that Givaudan Perfumer Aurélien Guichard was responsible for reformulating the classic Piguet fragrances, originally created in the 1940s

by Perfumer Germaine Cellier, and is also the creator of all the contemporary Piguet fragrances.

At this moment, there was a sudden flurry of activity at the counter, and we could only stand mesmerized and watch a phenomenon unfold. The Piguet Sales Consultant, Fonseca Edite, sprang into action with elegance that mirrored the brand, and following a succession of sprites on mouillettes, the surrounding air became a heady mixture of Robert Piguet Parfums’ sensuous luxury. Bandit and Fracas worked their classic magic, as Bois Noir, a darkly sensual woody fragrance, strode boldly forward to claim her place. Hearts were won. Sales were made.

Robert Piguet Parfums’ Joseph Garces, Fonseca Edite and Mathieu de Villelongue with Printemps’ France de Foucher at the first custom-made Robert Piguet stand in Paris

The first custom-made Robert Piguet “corner” at The Scent Room in Paris’ luxury department store Printemps had not been open an hour before clients began to arrive.

The backlighting had not yet been hooked up, there had been no advanced advertising, and one of The Scent Room’s two exclusives from Piguet’s “The Nouvelle Collection,” though imminently expected, had not yet arrived in the store. And still the clients came−in record numbers, it turns out−as if drawn by a magnet.

I witnessed this occurrence while meeting with Robert Piguet Parfums’ CEO Joseph Garces and Brand Manager for France Mathieu de Villelongue as well as France de Foucher, Product Manager for The Scent Room, as they discussed last minute details of the installation.

Mme. de Foucher had explained the importance of Robert Piguet Parfums as the newest arrival in The Scent Room. “It’s only natural to include Robert Piguet Parfums in this space because the brand corresponds perfectly to the universe of The Scent Room, which is the largest ‘rare parfume’ space in the world,” she stated. “At The Scent Room, we have taken the position of militants of ‘la belle parfumerie’ and of fragrances that can be found nowhere else. Obviously, each of our brands manifests its unique universe in a very high quality perfume. But most importantly, all the brands in The Scent Room possess the

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Ms. Edite displays the limited-edition Swarovski crystal bottle of Fracas.

Though impressive, it appears that this is not a rare occurrence at Piguet stands worldwide, and that what I observed could perhaps be described as the current ‘Piguet phenomenon.’ I’ve even heard the expression ‘on fire’ used by more than one person when describing the brand. There can be no doubt that the Robert Piguet Parfums’ brand does, indeed, possess the essential mixture of heritage and contemporary appeal as described by Mme. de Foucher, and that the Piguet story—first told more than sixty years ago—is very much alive and ‘on fire’ today. BF

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FOREIGNCORRESPONDENTS

NOTES FROM

FOREIGNCORRESPONDENTS

BRIEF

by Fernanda Bonifacio

Nail polish has definitely replaced lipstick as the new index for the cosmetic industry during times of economic uncertainty. The recession-proof beauty product offers the feel-good factor at relatively affordable prices—substituting for more expensive items like clothing and jewelry.

Nail polish was one of the fastest growing categories within the global beauty industry for the third consecutive year as revenues jumped by an extra US$700 million to reach US$6 billion in 2011. In the US, nail polish sales grew 30% in 2011 with a staggering performance from premium brands such as Essie and OPI, which were brought to the retail market.

Brazilian women have always considered carefully manicured nails to be very important. A survey by TNS Institute reveals that 56% of Brazilian women have manicures done every week. Since the 1980s, when the Brazilian J. Sisters started spreading the word on their signature nail services among US celebrities, nail care has been taken very seriously in Brazil.

While enjoying an economic boom, the world’s second largest nail polish market increased 10.9% in total nail products sales and reached US$920 million in 2011, according to Euromonitor. The fact is that not every Brazilian woman can have their own CHANEL handbag, but a CHANEL nail polish is an affordable luxury to the newly emerging middle class, eager to bring the interlocking C’s into their lifestyle.

The fast rising popularity of nail art, the incorporation of nail color into runway looks and the birth of innovative formulas have set up a trend, not only in Brazilian retail outlets but also in beauty salons. In both São Paulo and Rio, nail bars are the new beauty destination.

The idea is to offer a warm and relaxed space, free from the loud noise of hair dryers, where girlfriends can share a fun moment, listen to good music and enjoy a glass of champagne while they get pampered.

With over 700 bottles of nail polish from brands such as OPI, CHANEL, Dior, Revlon and M.A.C, Cosmopolish offers a menu with several options of nail art. “We treat nails as fashion accessories,” stated Co-Owner Agnes Cruz. Before opening Cosmopolish, she visited nail bars in London, Paris and Amsterdam and called on Nail Technician Jack Cardoso to run the nail team.

Inside Cosmopolish

The nail menu at Cosmopolish

“We are always up-to-date with the latest trends and brand launches,” said Ms. Cruz, who constantly updates Cosmopolish’s tablet with new designs of nail art to inspire the clients. The working hours are another point of difference for the nail bar. Cosmopolish opens Monday to Friday only, from 12pm to 10pm. During the happy hour (5pm to 10pm), the drinks are on the house.

Cosmopolish’s Jack Cardoso and Agnes Cruz

(Continued on page 48) JUNE 2012 /

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FOREIGNCORRESPONDENTS

BRAZIL BEAUTY

REGIONALCORRESPONDENTS

SITTING PRETTYIN THE

TAR HEEL TRIANGLE

Saks Fifth Avenue invited customers to its FineTune Your Foundation event last month. The store’s beauty experts helped clients find the perfect foundation and provided complimentary trial sizes of their perfect match.

“When looking for the right foundation, it’s important to consider not only the tone, but also the texture to Bobbi Brown Cosmetics’ Laura Watson bring out the best in your complexion,” says Cara Fratto, the Marketing Director of Saks located in Raleigh’s Triangle Town Center Mall.

“Women often neglect to change their foundation with the changing of the seasons, but as we get sun or use selftanners, it’s important to make sure that we are using the proper tone on our faces year round. Just like we change our clothes with the seasons, we need to change our foundation too.”

Barbara Yurko, the Department Manager for Beauty at Saks, noted that women need to adjust their foundation like they do their wardrobe. And like clothes, foundation is not onesize fits all. Foundations come in liquid as well as mineral powder; and some are sheer and others come in the form of heavier powder.

Ms. Yurko explained that foundation should Estée Lauder’s Lynn Sharkey shows off be refit at least twice the latest products. a year.

Bobbi Brown Cosmetics Makeup Specialist Laura Watson said the brand offers one of the widest spectrums of foundation colors, including a range of shades and undertones. For summer, Ms. Watson suggested Bobbi Brown’s Tinted Moisturizer. The gel-based formula glides

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on and evens out skin tones, she explained. The SPF 15 double-duty moisturizer is oil-free and provides sun protection. You want your natural skin to show through, without hiding some of your natural beauty trademarks such as freckles, advised Ms. Watson. The goal is to enhance, not hide.

Estée Lauder Specialist Lynn Sharkey boasted about her company’s new Invisible Fluid Makeup, which provides natural looking, lightweight coverage. She says often women are stuck in a rut when it comes to foundation—so spring is the perfect time to see if there’s a better fit out there. Sisley’s Lovey King-Imonti shares the secrets of Skinleÿa’s anti-aging foundation.

After all, foundation has come a long way from Max Factor’s Pan-Cake makeup, originally used for Hollywood stars and then released to the public to hide facial imperfections.

Saks’ Barbara Yurko (r.) at the counter with Ms. King-Imonti

Sisley Beauty Specialist Lovey King-Imonti shared Skinleÿa’s Fond de Teint Lissant Anti-Âge Foundation, which offers coverage and anti-aging ingredients including alkekengi calyx, willow and einkorn wheat. The creamy soufflé, lightweight foundation covers imperfections and leaves skin radiant.

“Foundations do more than they used to,” said Ms. Fratto.

Isn’t that the truth? BF

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REGIONALCORRESPONDENTS

by Bridgette A. Lacy

Bloomingdale’s Courtney Anderson and Tom Abrams with Courtney Rhodes of Urbanity Communications

REGIONALCORRESPONDENTS

REGIONALCORRESPONDENTS

ATLANTA PEACH

by Toni M. Lublin

Bloomingdale’s sure knows how to roll out the red carpet for their customers. The cosmetics department was serving up great new product launches and makeovers at the wellheeled department store located at Lenox Square Mall, along with lots of other entertaining events to please the palette.

In April, The Art of Shaving set up shop in

is very relaxing,” said Alyssa Hamamgian, SE Regional Trainer for The Art of Shaving. By noon on the day of the event, 30 men had the luxury experience of 4 elements in 4 minutes: Pre-shave Oil, Shaving Brush, Shaving Cream, and After Shave Balm.

Mr. Bentley used a series of hot towels and steam to provide a relaxing shaving experience and facial, which really added to the positive experience.

The Management Team at Bloomingdale’s: Tom Abrams, Lia Panos and Larry Chambers

Chef Jason Ellis and customer Lois Winter

Master Barber, J. Bentley, demonstrates the perfect shave.

The Art of Shaving’s Alyssa Hamamgian, Mr. Bentley and Ms. Rhodes with P&G’s Gail Arrojo

the men’s department and offered “The Perfect Shave” from master Barber J. Bentley. The Georgia-native has a long list of celebrity and sports clients, who get the same royal treatment that the men attending the event were treated to. “The o l d - s ch o o l way o f shaving is so fresh and new to an entire generation. It’s a ritual that not only is meant to help your skin but also

The women also received their share of pampering at Bloomingdale’s annual Beauty 101 event held i n l a t e April.

CHANEL treated its clients to makeovers and GWPs, while introducing them to their latest CHANEL’s Sarah Brown and Thomas Swartz product launches. “The Le Blanc line has been an amazing launch. We sold out of the products within the first week,” said Thomas Swartz, CHANEL Counter Manager, (Continued on page 50)

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SARAH McNAMARA Simplifies Skincare With

(continued from page 17)

The Miracle Skincare Transformer product range

Last month, the brand introduced its first multi-channel, long-form commercial that has been broadcast on all major networks. The 30-minute infomercial offers viewers an exclusive look inside the brand and its bestselling products. Largely filmed within Sephora at its Times Square and Los Angeles store locations, the segment includes product education along with consumer feedback and before-and-after clips. The Miracle Skin Transformer segment marks the first time the beauty retailer has allowed an infomercial to be filmed within its doors.

Along with advertising, sampling has also been a major component of the success of Miracle Skin Transformer. Before the official launch, the brand partnered with major magazines to offer readers deluxe-sized samples when they signed up through the Miracle Skin Transformer Web site. This sampling promotion received a tremendous response from consumers and provided the initial boost of brand awareness. Miracle Skin Transformer continues to utilize sampling through all of its retail channels.

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In addition to the new products coming down the pike, Ms. McNamara’s latest venture is hosting her own radio show, Face Forward with Sarah McNamara, which airs on VoiceAmerica’s Variety channel. “Face Forward is about beauty, life and everything in between,” said Ms. McNamara. “I believe in multi-channel marketing, and this is a great way to reach out to consumers in a different way.” Face Forward, which debuted on March 7, is a lively hour that covers a range of topics to pique the interest of the modern woman—from politics to celebrity gossip to healthy living. The show also features timesaving tips as well as regular guests and motivational speakers.

VoiceAmerica reports Face Forward is currently ranked within the top 5 of its 80 most popular radio shows.

Understanding its target customer is a driving factor in the success of any company, but with finding the perfect balance between running a business, hosting a radio show and raising two sons in New York City, no one better understands the modern-day, does-it-all Miracle Skin Transformer consumer quite like Ms. McNamara herself.

BF

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TOP SHELF (Continued from page 19)

Dr. Dennis Gross Skincare Alpha Beta Glow Pad for Body with Active Vitamin D The textured towel of the Alpha Beta Glow Pad for Body with Active Vitamin D delivers a natural-looking tan with the addition of anti-aging benefits and properties to smooth skin and diminish hair growth. Willow bark extract exfoliates the skin as vitamin D, microencapsulated DHA and soy proteins work together to provide skin with a long-lasting, streak-free glow. Lactic and glycolic acids accelerate cell renewal to diminish visible signs of aging while caffeine and potent antioxidants promote firmness.

The Alpha Beta Glow Pad for Body is available at Nordstrom and nordstrom.com.

Box of eight applications, $45.00

AMOREPACIFIC TIME RESPONSE Skin Renewal Gel Creme Capturing the revitalizing powers of green tea stem cells, saponin and EGCG, this gel crème uses the restorative benefits of Asian botanicals to reverse the signs of skin damage caused by internal aging. As the formula restores skin’s optimal state of firmness and hydration, magnolia works to reduce hyperpigmentation by regulating melanin production, and centella asiatica boosts cellular regeneration for improved texture and radiance. Its 24-hour time-release formula ensures for longer lasting benefits. The gel crème is available at select Neiman Marcus, Bergdorf Goodman and the AMOREPACIFIC Beauty Gallery and Spa in New York City.

1.7 oz., $450.00

Miracle Skin Transformer Triple Active Night Treatment Wake up with radiant skin using Miracle Skin Transformer Triple Active Night Treatment. This multi-benefit, anti-aging treatment cream provides an all-in-one solution to nightly skincare regimes as it exfoliates and moisturizes the skin while you sleep. The formula’s signature M3 Complex combines powerful natural actives that work to replenish, reverse and revitalize to reveal radiant skin. Skin is moisturized with the hydrating effects of sunflower while bamboo silica, pea extract and glucosamine help naturally stimulate collagen synthesis for firmer, younger-looking skin. Ultrasomes, enzymes that are derived from soybeans, repair photodamaged cells as the regenerating properties of edelweiss stem cells work to diminish the appearance of wrinkles and fine lines. The cream is available at Sephora stores and online on miracleskintransformer.com and sephora.com.

50 ml, $78.00 JUNE 2012 /

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Beauty Fashion Celebrates Awards Season (continued from page 21)

Palm Beach Beauté’s Paul Smith and Joelle Guedalia with Karl Gordinier of drom Fragrances

Tony Griffiths and Fragrance Resources’ Rob MacDonald join Demi Thoman.

Pochet’s Lucie Ray and Gerald Walle

Abigail Ledes with Beauty Fashion’s John Ledes

George Ledes with CEI’s Justin Spiro, Fragrance Resources’ Cutler Whitman and Bliss’ Mike Indursky

Multimedia Exposure’s Tracy Cruise and Katie Borghese with Arcade Marketing’s Diane Crecca and Kathy Torelli of Givaudan

P&G Prestige’s Don Loftus with Dana Kline of Fusion Brands

Elements Showcase’s Jeffrey Lawson and Frederick Bouchardy with Elgantine Imbert (c.)

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Robertet’s Jérôme Epinette and Christophe Maubert with George Ledes (c.)

drom Fragrances’ Mr. Gordinier, Doug Boissonault and Andy O’Shea with Beauty Fashion’s Debra Davis

Anne Demas with Mr. Whitman

Stölzle’s Xavier Adnet and Johannes Schick with SGD’s Schéhérazade Chamlou join Dr. Cap Lesesne.

Nest Fragrances’ Laura Slatkin with Westly Morris of Firmenich

The Cloudbreak Group’s Tom Butkiewicz with Frederic Jacques of Mane

Givaudan’s Melissa Montfort, Rose Eckert, Eva Garcia and Martha Basanta

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PZ Cussons Beauty’s Maggie Ciafardini and Michelle Feeney

Dermaceutical Laboratories’ Renato Jose and Jimmy Chang with George Ledes and Jenny Wang of Millward Brown Optimor

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Beauty Fashion Celebrates Awards Season

The Fragrance Foundation’s Amy Rubin and Mary Ellen Lapsansky (r.) with Rich Nightingale of Arcade Marketing

Seventeen’s Margurite Berard with Jim Berard of Scentisphere

EC Scott Group’s Tim Greene with George Ledes and Mr. Berman

Raymond Matts and Robertet’s Rhona Stokols with Michael Edwards

Coty’s Emily Bond with Mr. Morris and Linda Levy of Macy’s

Richard Blum and Bayly Ledes

Mr. Jacques with The Fragrance Foundation’s Lyn Leigh and Peter Acerra of SGD

The Cloudbreak Group’s Jennifer Mullarkey with Julianne Pruett of IFF

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BF

The Fragrance Foundation Unveils 2012 FiFi Finalists ®

(continued from page 25)

Elizabeth Arden’s Robin Mason, Marcy Fisher, Paul McLaughlin and Lori Mariano

Cosmopolitan’s Karen Deutsch and Sue Katzen (2nd r.) join The Estée Lauder Companies’ Carol Russo and Michelle Herrera Mulligan of Cosmopolitan Latina.

Robertet’s Mr. Lattarulo and Jérôme Epinette

IFF’s Christophe de Villeplée with Ms. Guedalia

SGD’s Shéhérazade Chamlou with Ms. Kopiasz

Givaudan’s Kate Greene and Cathy Torelli with Elizabeth Arden’s Art Spiro (c.)

CHANEL’s Kate Babb Shone and Joyce Green

Brides’ Michelle Myers with Macy’s Linda Levy

Mane’s Michel Mane with L’Oréal USA’s David Suffit

Inter Parfums’ Marina Mamakos with Scott Spicer and Jill Liebmann of Clarins Fragrance Group

Coty’s Trisha White and Avon’s Denise McEvoy with IFF’s Lorenzo Cavallaro

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CHANGE-UP (continued from page 26)

way they communicated the message. “You have to know your consumer and how to engage with her. We chose the self-made woman who cares how she looks and needs to stay ahead of the aging game.” They chose to advertise in Time to “stand out from the clutter,” and Ms. Scalamandre affirmed that they “really connected with the customer through the magazine.” Sampling through social media was also key to their strategy, as well as bringing the customer to the stores for special events.

Combining their expertise and the values of the Bumble and bumble salon, Mr. Lichtenthal shared how the products eventually were sold in top salons. However, in 2008-2009, “we upendGivaudan’s Cosimo Policastro and ed the basis we believed Michael Carby in. It’s not enough to change lanes; you have to be the architect of change. We partnered with prestige retailers and then drove consumers back to our network partner salons for our products.” For example, a card would be given to a customer in Sephora, which would invite them to a network salon. He reported that “it worked and our Mr. Indursky (c.) with Hudson’s Bay Company (The Bay, Lord & Taylor)’s Barbara Zinn-Moore and Liz Rodbell network salon sales rose.”

Steiner Leisure Limited’s Cynthia Cohen, Mr. Indursky and Bliss’ Katie Welch

Givaudan’s Irina Burlakova Rucinski, Michelle McCabe and Yara Karmiloff

“Nordstrom is customer-centric for product and service,” declared Ms. Black. “The customer shops in different ways at different times.” She explained that Nordstrom began its Beauty Stylists program for those customers who want advice across all cosmetics and fragrance brands. “For those customers who are unsure of what they want, we have a Floor Watchers program that matches up that consumer with what is right for them.” Nordstrom has revamped its Personal Book system, which holds customer details as well as service how she wants it. “We continue to listen to the customer in order to stay ahead of them.” BF

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TOUCHES THE CUSTOMER (continued from page 27)

Shiseido’s Ms. Manheimer, Dena, Karina, Elenita, Renata, Ms. Mangan, Andrea and Dawn Hilarczyk

“We selected Lord & Taylor’s Fifth Avenue store [for the hand massage special event] because we have a fabulous partnership with Barbara Zinn-Moore and the team here, which is also the location of our most recent global counter design,” Ms. Mangan explained. “Lord & Taylor gave us wonderful visuals down the main aisle to support this inaugural promotion within the United States. For one day only, on June 2nd, we will continue to reach customers outside of New York by offering the 140th hand massage service in Nordstrom stores nationwide.”

The hand massage begins with a softening and exfoliating application of Eudermine Revitalizing Essence, a signature Shiseido product since its initial launch in 1897.

“Eudermine is iconic to Shiseido and is one of the focus products for our anniversary celebration. Although the packaging has been updated many times throughout its 115 years of production, the formula has remained virtually unchanged. I believe this speaks volumes to Shiseido’s leadership position in research and development,” added Ms. Mangan. Following Eudermine, Shiseido Beauty Consultants massage the hands and fingers using Shiseido Benefiance Protective Hand Revitalizer SPF8.

Dena, Shiseido Counter Manager at Lord & Taylor’s flagship store, shares that the hand massage “gives us the opportunity to interact one-on-one with our clients. The special benefit of the hand massage lies within the Tsubo J U NE 2 0 1 2 /

pressure points. The service only takes about five minutes, but it can literally make your day. We also can teach our customers how to do the hand massage treatment for themselves at home.”

“When a customer comes to the counter, they may be stressed or busy from a hectic day,” reported Dawn Hilarczyk, Director of Sales Development, Shiseido Cosmetics America. “At the end of the service, they feel relaxed and pampered. It’s a small act of kindness and an example of putting the customer first. It’s exciting for all of us at Shiseido to be unified with one another through this gesture of pure Omotenashi spirit.”

“We are very proud of the Shiseido team here at Lord & Taylor,” affirmed Ms. Zinn-Moore, Senior Vice President and GMM for Cosmetics and Fragrance, “and its installation as well as the special events the company brings us. We also think that it’s very special to celebrate Shiseido’s 140th anniversary in Lord & Taylor, which is 186 years old. It’s a great relationship with great results.”

Ms. Zinn-Moore said, “We love our Shiseido installation, but it’s the people who make it come alive. We have an incredible leader in Dena who has achieved amazing results. They have had two record-breaking years in a row and are on a path for a third one this year. Dena is a great role model at Lord & Taylor’s Fifth Avenue store and the epitome of what a Counter Manager should be.” BF

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MARLA BECKâ&#x20AC;&#x2122;S GAME PLAN FOR BLUEMERCURY (continued from page 30)

BF: What products have you been using in your face and body treatments? Will the M-61 line now be used exclusively?

MMB: Bluemercury spas have always had exclusive multi-brand protocols designed by our Esthetician team. We have never used only one brand in our spa. We adore all of our brand partners and will continue to use them in our treatments. Each one has a specialized point of view. We also will continue to do creative, treatment-of-the-month programs with our brand partners. We just did a Fabulips treatment with Bliss that our clients adored. We like to use the spa to launch new skincare products.

BF: Do you give spa treatments in every Bluemercury location?

MMB: We have been operating spas for 13 years, and it is part of our DNA. I think this is why we are so strong in the skincare category. We know skin and how to advise our clients on taking care of their skin. We have done over one million spa treatments in the last 10 years. We have spas at all but four locations.

BF: Along with designated Makeup Artists at Bluemercury, are the other staffers Estheticians?

MMB: We have over 400 Makeup Artists and Estheticians on staff. Some of our store Managers are also Estheticians.

BF: How do you train the staff in Bluemercury to provide good customer service?

MMB: We have Bluemercury-specific training programs, which provide a skincare and makeup consultation overview and specific brand and service training.

Training right really starts with hiring right. We have an amazing team of people and have very low turnover. Some of our Estheticians and Makeup Artists have been with us over 10 years.

The M-61 Powerful Skincare collection

BF: What determines where you have your locations for Bluemercury?

MMB: We look for neighborhood, residential locations where we can see our clients frequently and get to know them, their families, and their pets. We like urban and suburban environments.

BF: Are you planning to expand Bluemercury internationally and if so, where would be a good market for this concept?

MMB: We have been approached by many potential partners who would like to join with us to expand into Asia and the Middle East.

BF: Who is the typical Bluemercury customer? Do you think Bluemercury appeals to a male customer?

MMB: The Bluemercury customer is a young urban professional, mom, socialite, or powerful career professional aged 25-60. She is educated and sophisticated and knows what she wants. She has significant disposable income and loves to spend in the category. About 15% of our customers are men. We appeal to a male customer because our stores and spas are not overly feminine and because we merchandise in an open-sell environment. BF

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OLFACTIVEODYSSEY (continued from page 31)

The luncheon at Opia restaurant was sprinkled with several presentations of interest to the scent seekers. The Fragrance Foundation’s Mary Ellen Lapsansky, Terry Molnar and Lyn Leigh gave an update on this year’s 40th anniversary of the FiFi® Awards held May 21 at Lincoln Center. The group was urged to participate in the 2012 Consumers’ Choice FiFi® Fragrance Awards. The 100% consumer-generated awards crowned the winning fragrances in the women’s and men’s categories.

Krigler Parfums’ Ben Krigler explains the notes in one of his fragrances.

Bond No. 9’s Ariona Dyrmishi displays Central Park West.

Another highlight of the luncheon was the overview given

by Givaudan’s Sid Shah of the fragrance house’s iPerfumer 2.0 program. “It helps consumers find the right fragrance by matching them up with people around the world.” The recommendations are based not only on fragrance families, but also on the information a user gives as well as the fragrance preferences of the iPerfumer user community.

Kelly Jones was inspired by wines to create the Kim Spadaro is the Founder and Creative Chandler Burr, Director and Kelly & Jones Notes of Wine Collection.

Director of Spadaro Luxury Fragrances.

C u ra t o r o f t h e C e n t e r o f Olfactory Art at the Museum of Art and Design, spoke about his plans for exhibitions and programs including a Perfumer Artist in Residence. There will also be a series of events at the museum set up only for Sniffapaloozas.

The trek continued at Henri Bendel’s new Fragrance Department space where Sniffapaloozas sniffed and nibbled on cake pops.

Other stops were at the Krigler Perfumery and Bond No. 9 at Madison Avenue and 73rd Street.

Sunday’s trip to downtown Manhattan began at the Molton Brown Boutique where there was a mini-master class on “Navigations Through Scent.” After visits to Le Labo and Atelier Cologne, lunch followed at Ristorante Barolo where presentations by entrepreneurial Perfumers provided interesting insights. The scent tour ended with a walk on Bleecker Street where Diptyque, Luncheon emcee cafleurebon.com’s Mark Behnke (c.)

Fresh, Bond No. 9 and NARS welcomed the group. with Ms. Adams and Ms. Dubin at Ristorante Barolo

BF JUNE 2012 /

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BRAZIL BEAUTY BRIEF (continued from page 35)

Lily Nail Bar Spa

Located in Vila Olímpia, a busy business center in São Paulo, Lily Nail Bar Spa has a loyal clientele of women executives, who visit the salon on a regular basis in search of services such as manicures, pedicures, massages and relaxing baths. According to Owner Paula Regina De Maria, Sally Hansen and other brands hand-picked from trendy fashion stores like Urban Outfitters are the favorites among Lily’s clients. “We serve tidbits, soft drinks, juices, tea, wine, champagne and beer,” said Ms. De Maria. Clients who prefer to have their own pliers used at all times can leave them at Lily Nail Bar Spa. They are kept aside with the client’s name for every visit.

Juliana Diniz, Owner of Detrich nail bar and beauty bistro, says the idea of opening the business came from a personal need. “I have always had my manicure done on Frid ay nights, after work. But the salon owners never took me seriously when I asked for a beer. At Detrich, we often see clients who have never met before Detrich’s Juliana Diniz chatting and enjoying their drinks together.” The love for good quality beer has inspired the creation of Detrich’s own beer, brewed only four times a year with no preservatives and a touch of ginger. “Our clients love it.”

Ms. Diniz has even found a way to please impatient customers. “Whenever an imported brand launches a new color, it might take some time until we receive it.

While we wait for the original product to arrive, our nail technicians create a personalized mix of nail polishes so that we can anticipate the release to our clients,” she revealed.

The nail bar brews its own beer four times a year.

BF

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BEAUTY SHOPPERS’ BEST FRIEND

on the avenue (continued from page 16)

(continued from page 20)

WFFC In Cincinnati

We have a program called Personal Book, which is a way for Nordstrom to reach out and connect with our customers as well as track their history. If a customer forgets what foundation shade she is using, we can look it up. It can be a reminder about replenishment. Personal Book is also a way for us to communicate about great events coming up.

BF: How has the Beauty Stylist program progressed to this point?

TH: In the past two years, we’ve continued to grow the Beauty Stylist program as we see the need for them in stores, and as the customer continues to respond. We see this as a really important part of our overall service experience at Nordstrom.

BF: Has social media been involved in this program?

TH: Each store has its own Facebook page, and the Beauty Stylists can partner with the store and feature beauty must haves and also promote upcoming local events. .

(Front row) Kerry Ingredients’ Megan Fisher, Wild Flavors’ Carrie Jaeger, Skidmore Sales and Distributing’s Karen DeWitt and Givaudan’s Jamie Crosby; (back row) Flavor Systems International’s Lisa Sanders, and Kathy Miller, Givaudan’s Lois Ehlers, Kerry Ingredients & Flavours’ Dolores Avezzano and Melissa Pfennig, Meg Pineault and Cargill, Inc.’s Inke Sexton

Women in Flavor & Fragrance Commerce (WFFC) presented its 2012 Board of Directors for the Cincinnati Chapter.

BF: Are there specific perks at Nordstrom that Beauty Stylists can call out for their customers?

TH: Through our social media campaign, we have a program called Sample Saturdays—a Nordstrom exclusive initiative—where we have a featured sample in all stores every Saturday. But at Nordstrom, we stand for giving our customers samples on a daily basis. We know that the customer likes to “Try Before, they buy.” This customization of samples allows us to make a sample of anything we carry for our customers to try. It’s a way to make sure that product is right for the customer.

BF: What are the qualities you look for in a Beauty Stylist?

TH: A Beauty Stylist must have the customer’s best interest at heart. Our Beauty Stylists must be extremely wellversed in product knowledge. To make sure our Beauty Stylists are up-to-date on the continuous changes in the beauty industry, we have invited them to summits with beauty vendors from every brand. Every spring and fall, the Beauty Stylists are trained by the vendors on the top hot products for the season and what makes each brand different.

Beauty Stylists must have the ability to be the expert across all brands and give Nordstrom’s All-Star Service, ensuring that the customer always comes first. Like the Personal Shoppers we have for fashion, our Beauty Stylists program is for cosmetics. We invite everybody to come in and experience this complimentary service. BF

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SELF Honors Healthy Beauty Awards Winners

SELF’s Elaine D’Farley, Laura McEwen and Lucy Danziger with Oribe Hair Care’s Daniel Kaner (l.) join Sonia Kashuk (2nd r.).

On April 24, SELF hosted a breakfast at the Museum of Modern Art to recognize the winners of its 14th annual Healthy Beauty Awards. To select the star products, the magazine’s beauty team sent 1,200 readers over 1,300 new products for assessment to find the best in beauty.

Product selections were narrowed down to a total of 89 winners in the face, makeup, nails, sun, hair and body categories.

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MAKEOVER AT

ATLANTA PEACH (continued from page 37)

an eight-year veteran of the brand. The line is all about the brightening agent that helps to fade dark spots and create a more even-toned skin. The formula and research took nine years to perfect and contains TXC, a protein extracted from pearls.

FIRST US STORE (continued from page 22)

The clearly labeled and structured linears allow customers to shop in an environment where they can try, test and play with each of the products.

BF: How does the Beauty Studio engage the customer, and what does it add to Sephora?

PL: Our Beauty Studio has always been the go-to destination for the season’s hottest looks, as well as for complimentary makeovers and consultations with our clients. At our Beauty Studio, we are able to offer our clients personalized attention and teach them how to create any beauty look. Within just a few minutes at the Beauty Studio, our clients leave with not only a new look, but a better understanding as to how to achieve each in the comfort of their own home with the products that are just right for them. With the expanded Beauty Studio, we are able to accommodate more clients and continue to elevate our in-store services as an integral component of the Sephora experience.

BF: How have you improved the Fragrance Department to attract customers to that area?

PL: Fragrance is such an important part of the Sephora beauty world that we felt it was necessary to create a completely separate environment for clients to really experience scent in a personal and immersive way. We offer an expanded area and roster of products, including an entire gondola dedicated solely to rollerballs—one of our favorite portable forms of fragrance.

BF: How do you think the makeover of Sephora Soho has improved the store’s image and the customer’s experience?

PL: Sephora Soho’s transformation will continue to showcase product favorites, along with enhanced services, new areas to explore, an elevated shopping experience and overall aesthetic. At Sephora, we pride ourselves on leading the industry in product assortment, innovation, and service and felt that our stores needed a complementing design. BF JUNE 2012 /

CHANEL’s Susan Petix and Ms. Brown with a client

The Clinique GWP promotion at the Beauty 101 event

During the Beauty 101 event, the Clinique counter also was buzzing with new spring launches. “Our Clinique Even Better Clinical Dark Spot Corrector has been a big seller for Clinique,” noted Counter Manager Keri Everly.

“It helps to visibly reduce dark spots in just four weeks.”

The Bloomingdale’s Lenox Clinique Team

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BF

MEN’S GROOMING DIRECTORY - 2012 The prices in this directory were provided by the manufacturers/ distributors at the time of compilation, and thereby represent the best efforts of BEAUTY FASHION to supply the prices prevailing in the U.S. marketplace. However, because prices change continuously, please contact the distributor for the most current price. U.S. distributor listings for each of the product lines may be found at the end of this directory.

The suggested retail prices appearing herein are those of BEAUTY FASHION based on historical record.

These products are listed under their Brand Names and classified in BEAUTY FASHION’s copyrighted and exclusive system.

Note that for newly introduced brands to be listed in this directory, the necessary information must be made available to us at least 30 days prior to publication.

CLASSIFICATION CODES: (a) Soap/Bath Substance (c) Pre-Shave & Shaving (e) Facial Skincare (g) Color (i) Set or Kit (b) After Bath (d) Post Shave (f) Bodycare (h) Haircare (j) Other Please note that men’s fragrances (cologne, EDT, EDP, etc.) will be listed in July’s Fragrance Directory.

A*Men

(Thierry Mugler Parfums) (a) Hair & Body Shampoo 7 fl. oz. $32.00

(b) Deodorant Stick 2.7 oz. $25.00 (d) Tonic After Shave 3.4 fl. oz. $55.00 N

Acqua di Gio for Men (Giorgio Armani Parfums)

(b) Stick Deodorant 2.6 oz. $20.00 (d) After Shave Balm 3.4 oz. $49.50 After Shave Lotion 3.4 oz. $49.50

(h) Hair & Body Shampoo 6.7 oz. $30.00 N

Acqua di Parma Colonia (Guerlain, Inc.)

(a) Bath Oil 6 oz. $95.00 Powder Soap 4.2 oz. $37.00 Shower Gel 6.7 oz. $46.00

(b) Body Lotion 6.7 oz. $69.00 Natural Spray Deodorant w/o Alcohol 5 oz. $40.00 Stick Deodorant 2.5 oz. $35.00 Talcum Powder - Shaker 3.4 oz. $47.00 (d) After Shave Balm 2.5 oz. $73.00

(f) Body Cream 5 oz. $69.00 N

Acqua di Parma Colonia Assoluta (Guerlain, Inc.)

(a) Shower Gel 6.7 oz. $46.00

(b) Deodorant Spray 5 oz. $40.00 (d) After Shave Balm 6.7 oz. $73.00 N Acqua di Parma Colonia Collezione Barbiere (Guerlain, Inc.) (a) Exfoliating Cleanser

6.7 oz. $49.00

3.4 oz. $50.00 After Shave Pour 3.4 oz. $50.00 N

(c) Shaving Cream 125 ml. $62.00 Shaving Cream Tube 75 ml. $43.00 Shaving Gel 5 oz. $43.00

Allure Homme Edition Blanche

(d) After Shave Balm 3.4 oz. $75.00 After Shave Lotion 3.4 oz. $75.00

(Chanel, Inc.)

(d) After Shave 3.4 oz. $50.00 N

Allure Homme Sport

(j) Razor and Shaving Brush and Stand $645.00 Shaving Brush $349.00 Shaving Razor $310.00 N

(b) Deodorant Stick 2.5 oz. $21.50

(Guerlain, Inc.)

(Aramis, Inc.)

(Chanel, Inc.)

(d) After Shave Lotion 3.4 oz. $50.00 N

Acqua di Parma Colonia Intensa

Aramis

(a) Bath Soap (box of 3) $27.00

(a) Hair and Shower Gel 3.4 oz. $46.00

(b) 24 Hour Antiperspirant Stick 2.6 oz. $18.00 24 Hour Deodorant Stick 2.6 oz. $17.00 Muscle Soothing Soak 1 lb. $30.00

(b) Deodorant Spray 5 oz. $40.00 Deodorant Stick 75 ml. $35.00 (d) After Shave Balm 6.7 oz. $73.00 After Shave Lotion 3.4 oz. $73.00 N

(c) Shaveplexx Super Luxury Shave Foam 6.7 oz. $12.00 Shaving Soap Refill x 2 3 oz. $14.00

Ahava (Ahava)

(d) Advanced Moisturizing After Shave 4.1 oz. $42.00 After Shave 4.1 oz. $40.00; 8.1 oz. $58.00 After Shave (plastic) 6.7 oz. $45.00

(a) Men’s Mineral Shower Gel 6.8 oz. $19.00

(c) Men’s Foam-Free Silk Shave 6.8 oz. $20.00

(d) Men’s Soothing After-Shave Moisturizer 1.7 oz. $30.00

(e) Men’s Age Control Moisturizing Cream SPF 15 1.7 oz. $32.00 Men’s Exfoliating Cleansing Gel 3.4 oz. $19.00 (f) Men’s Mineral Hand Cream 3.4 oz. $20.00 N

Allure Homme (Chanel, Inc.)

(b) Deodorant Stick 2.5 oz. $21.50 (d) After Shave Moisturizer

(f) Body Shampoo on a Rope 5.75 oz. $14.00 Bracing Body Splash 6.7 oz. $14.00 Invigorating Body Shampoo 6.7 oz. $18.00

(h) Maltplexx Protein Enriched Styling Gel 3.4 oz. $14.00 Protein Enriched Hair Thickener 3.4 oz. $14.00 Protein Enriched Two-in-One Shampoo & Conditioner 6 oz. $14.00 N

Armani Attitude

(Giorgio Armani Parfums) (a) Shower Gel 5.1 oz. $28.00 (d) After Shave Balm 2.5 oz. $55.00 After Shave Lotion 2.5 oz. $55.00 N

Armani Code for Men (Giorgio Armani Parfums)

(b) Deodorant Stick 2.6 oz. $20.00

(d) After Shave Balm 3.4 oz. $49.50 After Shave Lotion 3.4 oz. $49.50 N

Armani Code Sport for Men (Giorgio Armani Parfums)

(d) After Shave Lotion 3.4 oz. $49.50 N

Bijan Classic for Men

(Five Star Fragrance Company) (b) Deodorant Stick 70 gr. $15.00 N

Biotherm Homme (L’Oreal USA)

(a) Lait de Douche Cleansing Shower Milk $26.00

(b) Lait Corporel Anti-Drying Body Milk $25.00 Lait de Gommage Gentle Exfoliating Milk $26.00

(c) Aquapower D-Sensitive Shave Foam $18.00 Sensitive Skin Shaving Foam 7.1 fl. oz. $18.00 Shave Gel 5.29 fl. oz. $18.00 (d) Razor Burn Eliminator 3.4 fl. oz. $28.00 Ultra Confort Soothing Moisturizing Balm & After Shave 2.5 oz. $31.00 (e) Age Fitness Daily AntiAging Facial Moisturizer

CLASSIFICATION CODES: (a) Soap/Bath Substance (b) After Bath (c) Pre-Shave & Shaving (d) Post Shave (e) Facial Skincare (f) Bodycare (g) Color (h) Haircare (i) Set or Kit (j) Other THE SUGGESTED RETAIL PRICES APPEARING HEREIN ARE THOSE OF BEAUTY FASHION BASED ON HISTORICAL RECORD.

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2012 MENâ&#x20AC;&#x2122;S GROOMING DIRECTORY 1.7 fl. oz. $37.00 Age Fitness Night Recharge Anti-Aging Fortifying Night Care for Men 1.69 fl. oz. $39.00 Age Fitness Visibly Rejuvenating Eye Care .5 fl. oz. $31.00 Age Refirm Eye Force .5 fl. oz. $34.00 Aquapower Absolute Transparent Moisturizing Gel 3.38 fl. oz. $34.00 Aquapower Cleanser Oligo Thermal Fresh Cleanser 4.41 fl. oz. $22.00 Aquapower D-Sensitive Cleanser $22.00 Aquapower D-Sensitive Daily Moisturizing, Soothing & Fortifying Care $29.00 Aquapower Lotion - Ultra Moisturizing & Soothing 6.76 fl. oz. $32.00 Aquapower Moisturizer for Normal/Combo Skin 2.5 fl. oz. $29.00 Aquapower Ultra Moisturizing Oligo-Thermal Care for Dry Skin 2.5 fl. oz. $29.00 Biovergetures Stretchmark Smoothing Concentrate $42.00 Cleansing Gel for Normal/Combo Skin 5.1 fl. oz. $22.00 Facial Exfoliator 5.1 fl. oz. $22.00 Force Supreme Gel Total AntiAging Gel 1.7 fl. oz. $49.00 Force Supreme Lotion $35.00 Force Supreme Neutralizer 1.35 fl. oz. $49.00 High Recharge Energy Cleanser 3.53 fl. oz. $22.00 High Recharge Energy Shot $30.00 High Recharge Energy Splash 6.76 fl. oz. $31.00 High Recharge Eye Shot $20.00 High Recharge Moisturizer 1.7 fl. oz. $35.00 Hydra-Deto2x Homme Detoxifying Cleanser 5.1 fl. oz. $22.00 Hydra-Deto2x Homme Detoxifying Eye Gel .5 fl. oz. $31.00 T-Pur Gel Mattifying Moisturizing Gel $29.00 T-Pur Intense Anti-Shine Facial Cleanser 5.1 fl. oz. $22.00 T-Pur Lotion Purifying Mattifying Pore Reducer Lotion $30.00 T-Pur S.O.S. Corrective AntiImperfection Moisturizing Concentrate $29.00

(f) Aquafitness Shower Gel for Body & Hair

6.7 fl. oz. $25.00

Piedi Vitale Therapeutic Foot Creme 3.5 oz. $21.50 Ristorativo di Vita Conditioning Treatment for Hair & Scalp 8.4 oz. $18.50 Shampoo Purificante Cleansing Treatment for Hair & Scalp 8.4 oz. $18.50 Splendide Mani Smoothing Hand Creme SPF 8 7 oz. $31.50 Tono Body Lotion 8.4 oz. $37.50

(j) Force Fragrance $55.00 N

Black - Kenneth Cole (Coty Prestige)

(h) Hair & Body Wash 6.7 oz. $22.50 N

Black Suede

(Avon Products, Inc.) (a) Hair & Body Wash 5 oz. $6.50

(g) Cura-C Vitamin C Eye Treatment .5 oz. $46.00 Fluido Protettivo Advanced Spa Lift for Eyes 1 oz. $47.50 N

(b) Roll-On Antiperspirant Deodorant 1.7 oz. $0.99 Talc Powder 2.65 oz. $4.00 (d) After Shave 3.4 oz. $15.50 After Shave Conditioner 3.4 oz. $5.00 N

Boss Bottled

(P&G Prestige Products Inc.) (b) Deodorant Stick 75 gr. $23.00

Black Suede Leather

(d) After Shave 3.4 fl. oz. $48.00 N

(Avon Products, Inc.)

(a) Hair & Body Wash 5 oz. $6.50 N

Bvlgari AQVA (Bvlgari)

Bleu de Chanel

(d) After Shave Emulsion Splash 3.4 oz. $52.00 N

(Chanel, Inc.)

(a) Shower Gel 6.8 $32.00

Bvlgari AQVA Pour Homme Marine

(b) Deodorant Spray 3.4 $26.00

(d) After Shave Balm 3 oz. $50.00 After Shave Lotion 3.4 oz. $50.00 N BLV Pour Homme (Bvlgari)

(Bvlgari)

(d) Aftershave Emulsion 3.4 oz. $50.00 Aftershave Lotion Splash 3.4 oz. $50.00

(f) Shampoo and Shower Gel 6.8 oz. $29.00 N

(d) Aftershave Emulsion 3.4 oz. $50.00

(f) Shampoo & Shower Gel 5.1 oz. $38.00 N

Bvlgari Man (Bvlgari)

Borghese

(d) After Shave Balm 3.4 oz. $44.00 Deodorant Spray 3.4 oz. $30.00 Shampoo & Shower Gel 6.7 oz. $38.00 N

(Borghese)

(a) Bagno Di Vita Gentle Foaming Gel For Bath & Shower 16.9 oz. $33.50 Crema Saponetta Cleansing Bar for Face & Body 11.5 oz. $18.50 Sali Esfoliante Salt Scrub 16 oz. $39.00 (b) Crema Saponetta Cleansing Creme 6.7 oz. $33.50

Bvlgari Pour Homme (Bvlgari)

(c) Cura Di Vita Protettivo Protective Moisturizer SPF 15 1.7 oz. $45.00 CuraForte Moisture Intensifier 1.7 oz. $67.50 Equilibrio Equalizing Restorative 1.7 oz. $45.00 (e) Esfoliante Delicato Gentle Cleanser & Exfoliant 3.5 oz. $27.00

(f) Fango Active Mud for Face & Body 7 oz. $35.00; 17.6 oz. $66.00 Fango Ferma Firming Mud for Face & Body 7 oz. $37.00; 17.6 oz. $70.00

(d) After Shave Emulsion 3.4 oz. $50.00 N Bvlgari Pour Homme Soir (Bvlgari) (d) After Shave Emulsion 3.4 oz. $50.00 N

Chrome

(Loris Azzaro, Parfums) (b) Deodorant Stick 2.7 oz. $20.00 (d) After Shave Balm (pump) 3.4 fl. oz. $45.00 After Shave Lotion 3.4 fl. oz. $45.00 N

Chrome Sport

(Loris Azzaro, Parfums) (a) Icy Shower Gel 6.8 fl. oz. $25.00

(b) Deodorant Stick 2.7 oz. $19.00 N

ck one

(Coty Prestige) (b) Body Spray 5.4 oz. $15.00 Deodorant 2.6 oz. $18.00 (e) Skin Moisturizer 8.5 fl. oz. $24.00 N

ClarinsMen

(Groupe Clarins USA Inc.) (b) Antiperspirant Deo Stick 2.6 fl. oz. $14.50

(c) Shave Ease shaving gel 1.06 fl. oz. $25.00 Skin Difference 1.06 fl. oz. $38.00 Smooth Shave foaming gel 5.25 oz. $17.50 (d) After Shave Energizer 2.5 oz. $25.00 After Shave Soother 2.5 oz. $25.00

(e) Active Face Scrub 2.6 fl. oz. $19.50 Active Face Wash 4.4 fl. oz. $18.50 Anti-Fatigue Eye Serum .7 oz. $29.50 Bright Plus HP On the Spot Brightening Corrector $35.00 Fatigue Fighter 1.7 fl. oz. $33.00 Line Control Balm 1.7 oz. $52.00 Line Control Cream 1.7 oz. $52.00 Line Control Eye Balm .68 oz. $35.00 Revitalizing Gel 1.7 oz. $37.00 Shine Free Gel 1.7 fl. oz. $29.50 Super Moisture Balm 1.7 fl. oz. $25.00 Super Moisture Gel 1.7 fl. oz. $25.00 UV Protection SPF 40 1 fl. oz. $42.00 (f) Active Hand Care 2.6 fl. oz. $17.00 Shampoo & Shower 7 fl. oz. $20.00 N

Cologne Thierry Mugler (Thierry Mugler Parfums)

(a) Hair and Body Shower Gel 8.8 fl. oz. $30.00

(b) Deodorant Stick 2.7 oz. $20.00 N

Connected - Kenneth Cole Reaction (Coty Prestige)

(b) Deodorant 2.6 oz. $17.00

CLASSIFICATION CODES: (a) Soap/Bath Substance (b) After Bath (c) Pre-Shave & Shaving (d) Post Shave (e) Facial Skincare (f) Bodycare (g) Color (h) Haircare (i) Set or Kit (j) Other THE SUGGESTED RETAIL PRICES APPEARING HEREIN ARE THOSE OF BEAUTY FASHION BASED ON HISTORICAL RECORD.

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(d) After Shave Balm 5 oz. $42.00 N

Core Elements Ice for Him (Avon Products, Inc.)

(a) Body Bar $6.00 Hair & Body Wash 5 oz. $6.50 (b) Deodorant Body Spray $9.50; $9.50 N

Core Elements Wind for Him (Avon Products, Inc.)

(a) Body Bar $6.00 Hair & Body Wash 5 oz. $6.50 N

Cravache

by Robert Piguet

(Fashion Fragrances & Cosmetics Ltd.) (d) After Shave 3.4 oz. $75.00 N

Davidoff Cool Water (Coty Prestige)

(b) Deodorant Stick without Alcohol 2.4 oz. $17.50 (d) After Shave 4.2 oz. $45.00 N

declaration

(Parfums Cartier) (a) Bath & Shower Gel 6.75 fl. oz. $40.00

(b) Alcohol Free Deodorant Stick 2.5 oz. $31.00 (d) After Shave Lotion Splash 3.3 fl. oz. $70.00

(e) Revitalizing Facial Skincare 1.6 fl. oz. $45.00 N

Dior Homme Sport

(Christian Dior Perfumes, Inc.) (b) Deodorant Stick 75 ml. $20.00 (d) After Shave Lotion Pour 3.4 oz. $50.00 N

Dirty English - Juicy Couture for Men` (EA Fragrances Co.)

(b) De-Funk Deodorant 2.6 oz. $20.00

(d) English Cream After Shave Soother 4.2 oz. $42.00 Skin & Tonic After Shave Tonic 3.4 oz. $50.00 N

DKNY Men

(Donna Karan Cosmetics Company) (a) Body Wash 5 oz. $24.00

(d) After Shave Gel 5 oz. $44.00 N

Dolce & Gabbana Pour Homme

Ecko by Marc Ecko

(P&G Prestige Products Inc.) (a) Shower Gel 6.7 fl. oz. $36.00 (b) Stick Deodorant 2.5 fl. oz. $26.00

(Christian Dior Perfumes, Inc.)

(b) Alcohol Free Deodorant Stick 2.6 oz. $19.00 N

(b) Deodorant Stick 75 ml. $20.00

Ed Hardy Born Wild (New Wave Fragrances)

(d) After Shave Balm 3.4 fl. oz. $39.00 After Shave Lotion 4.2 fl. oz. $48.00

(h) Deodorant Stick 2.75 oz. $15.00 Hair & Body Wash 6.7 oz. $18.00 N

(f) Refreshing Body Gel 6.7 oz. $36.00 N

Ed Hardy Eau de Toilette (New Wave Fragrances)

Dolce & Gabbana Light Blue Pour Homme

(b) Alcohol Free Deodorant Stick 2.75 oz. $15.00 N

(P&G Prestige Products Inc.)

Emporio Armani Diamonds for Men

(a) Shower Gel 6.7 fl. oz. $33.00 (b) Stick Deodorant 2.4 fl. oz. $26.00

(Giorgio Armani Parfums) (a) Shower Gel 5.1 oz. $30.00

(d) After Shave 4.2 fl. oz. $49.00 After Shave Balm 2.5 fl. oz. $39.00 N

(b) Deodorant Stick 2.6 oz. $20.00 (d) After Shave Lotion 2.5 oz. $49.50 N

Dolce & Gabbana The One for Men

ENCOUNTER

(P&G Prestige Products Inc.)

(Coty Prestige)

(a) Shower Gel 200 ml. $33.00

(b) Body Spray 5.4 oz. $15.00 Deodorant 2.6 oz. $20.00

(b) Deodorant Stick 75 ml. $26.00

(d) After Shave Balm 75 ml. $39.00 After Shave Lotion 100 ml. $49.00 N

Dolce & Gabbana The One Gentlemen

(a) Shower Gel 6.7 oz. $33.00

(b) Deodorant Stick 2.5 oz. $26.00

(d) After Shave Balm 2.5 oz. $39.00 After Shave Lotion 3.3 oz. $49.00 N

Eau de Cartier

(d) After Shave Spray 3.4 oz. $50.00 N

ETERNITY for men (Coty Prestige)

(b) Body Spray 5.4 oz. $15.00 Deodorant - Alcohol free 2.6 oz. $18.00

(P&G Prestige Products Inc.)

(d) After Shave 3.4 fl. oz. $48.00 After Shave Balm - Alcohol free 5 fl. oz. $48.00 (h) Hair and Body Wash 6.7 fl. oz. $24.00 N

ETERNITY for men AQUA

(Parfums Cartier)

(a) Bath & Shower Gel 6.75 fl. oz. $45.00

(b) Deodorant Stick 2.5 oz. $31.00 Hydrating Body Lotion 6.75 oz. $47.00 N

Eau dâ&#x20AC;&#x2122;Orange Verte

(Coty Prestige)

(b) Body Spray 5.4 oz. $15.00 Deodorant 2.6 oz. $18.00

(d) After Shave 3.4 oz. $48.00 N

euphoria men

(Hermes Paris)

(a) Soap w/Box 5.3 oz. $30.00

(b) Deodorant Stick 2.5 oz. $35.00 (e) Moisturizing Face Emulsion 2.5 oz. $65.00 (f) All-Over Shampoo 6.7 oz. $40.00 Body Lotion 6.7 oz. $55.00 N

Eau Sauvage

(Christian Dior Perfumes, Inc.) (d) After Shave 3.4 oz. $50.00 N

Fahrenheit

(Parlux Fragrances, LLC.)

(Coty Prestige)

(b) Body Spray 5.4 oz. $15.00 Deodorant 2.6 oz. $16.00

(d) After Shave 3.4 oz. $48.00 After Shave Balm 6.7 oz. $48.00 N

Exquisite Bijan

(Five Star Fragrance Company) (b) Deodorant Stick 2.5 oz. $18.00 (d) After Shave 3.3 fl. oz. $47.00 N

(d) After Shave Splash 3.4 oz. $50.00 Face System After Shave Balm 2.3 oz. $43.00 (f) Shower Gel 6.8 oz. $33.00 N

Fahrenheit 32

(Christian Dior Perfumes, Inc.) (b) Deodorant Stick 75 ml. $19.00 (d) After Shave Balm 2.3 oz. $41.00 N

Fuel for Life Men (Diesel Fragrances)

(a) Shower Gel 6.7 oz. $28.00 (d) After Shave Balm 3.4 oz. $45.00 N

Givenchy Pour Homme Blue Label (Parfums Givenchy, Inc.)

(d) After Shave Splash 3.3 oz. $47.00 N

Gucci by Gucci Pour Homme

(P&G Prestige Products Inc.) (a) All Over Shampoo 6.7 fl. oz. $33.00

(b) Deodorant Stick 2.5 oz. $27.00 (d) After Shave Balm 2.5 fl. oz. $40.00 After Shave Lotion 2.5 fl. oz. $59.00 N

Gucci by Gucci Pour Homme Sport

(P&G Prestige Products Inc.) (a) All Over Shampoo 6.7 fl. oz. $33.00

(b) Deodorant Stick 2.5 oz. $27.00 (d) After Shave Balm 2.5 fl. oz. $40.00 After Shave Lotion 2.5 fl. oz. $59.00 N

Gucci Guilty Pour Homme

(P&G Prestige Products Inc.) (a) All Over Shampoo 5 fl. oz. $33.00

(b) Deodorant Stick 75 gr. $27.00 (d) After Shave Balm 2.5 fl. oz. $40.00 After Shave Lotion 3 fl. oz. $59.00 N

Gucci Pour Homme II

(P&G Prestige Products Inc.) (b) Deodorant Stick 2.7 oz. $27.00

CLASSIFICATION CODES: (a) Soap/Bath Substance (b) After Bath (c) Pre-Shave & Shaving (d) Post Shave (e) Facial Skincare (f) Bodycare (g) Color (h) Haircare (i) Set or Kit (j) Other THE SUGGESTED RETAIL PRICES APPEARING HEREIN ARE THOSE OF BEAUTY FASHION BASED ON HISTORICAL RECORD.

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2012 MEN’S GROOMING DIRECTORY (d) After Shave Lotion 3.3 fl. oz. $54.00 (f) All Over Shampoo 6.7 fl. oz. $33.00 N

Guerlain Homme (Guerlain, Inc.)

(b) Deodorant Stick 2.5 oz. $28.00 (d) All Over Shower Gel 6.7 oz. $40.00 N

H2

(EA Fragrances Co.) (d) Aftershave Splash 4.2 fl. oz. $42.00 N

Hearts & Daggers

(New Wave Fragrances) (b) Alcohol Free Deodorant 2.75 oz. $15.00 N

Hugo Man

(P&G Prestige Products Inc.) (a) Shower Gel 3.7 oz. $26.00

(b) Deodorant Stick 75 gr. $22.00 (d) After Shave Balm 2.5 oz. $40.00 After Shave Lotion 3.4 oz. $45.00 N

I am King by Sean John (MAC Cosmetics)

(a) Shower Gel 6.7 oz. $20.00 (d) After Shave Balm 3.4 oz. $54.00 N

John Varvatos Artisan (EA Fragrances Co.)

(b) Deodorant Stick 2.6 fl. oz. $24.00 N

John Varvatos Vintage (EA Fragrances Co.)

(b) Deodorant Stick 2.6 fl. oz. $24.00 N

John Varvatos, The Fragrance

(EA Fragrances Co.) (b) Deodorant Stick 2.6 oz. $24.00 (d) AfterShave Gel 4.2 oz. $49.00 (h) Hair and Body Wash 6.7 oz. $30.00 N

Joop! Homme (Coty Prestige)

(b) Deodorant Stick without Alcohol 2.4 oz. $15.00

(d) After Shave 2.5 oz. $36.00 After Shave Balm 3.4 oz. $45.00 N

Jovan Black Musk for Men

Invigorating Face Scrub 3.4 oz. $24.00 MAX LS Age-Less Face Cream 1.7 oz. $66.00 MAX LS Daily Renewing Cleanser .5 oz. $35.00 MAX LS Instant Eye Lift .5 oz. $44.00 MAX LS Light Moisture Lotion $52.00 MAX LS Overnight Renewal Serum 1 oz. $60.00 MAX LS Skin Recharging Water Lotion 6.7 oz. $40.00 Multi-Action Face Wash 3.4 oz. $19.00 Night Recovery Lotion 1.7 oz. $38.00 Oil Control Daily Hydrator 1.7 oz. $32.00 Oil Control Face Wash 4.2 oz. $22.00 Oil Control Solution 3.4 oz. $14.00 Power Brightening Eye Balm +DR4 .51 oz. $30.00 Power Brightening Serum +DR4 1.7 oz. $59.00 Power Protector SPF 50 3.4 oz. $44.00 Power Wash 8.5 oz. $22.00 Skin Revitalizer Lotion 1.7 oz. $35.00 Water Lotion 6.7 oz. $30.00

(Coty US LLC)

(d) After Shave/Cologne 4 oz. $17.75 N

Jovan Musk for Men (Coty US LLC)

(b) Stick Deodorant 3 oz. $4.15

(d) After Shave/Cologne 4 oz. $17.75; 8 oz. $27.20 N

Jovan Sex Appeal (Coty US LLC)

(d) Aftershave/Cologne 4 oz. $15.65 N

Kenneth Cole Reaction (Coty Prestige)

(b) Deodorant Stick 2.6 oz. $17.00 (d) After Shave 3.4 oz. $48.00 (h) Hair & Body Wash 6.7 oz. $22.00 N

La Nuit de L’Homme

(Yves Saint Laurent Parfums) (b) Deodorant Stick 2.6 oz. $22.00 (d) After Shave Lotion 3.3 oz. $48.00 N

Lab Series Skincare for Men (Aramis, Inc.)

(b) Antiperspirant Deodorant Stick 2.6 oz. $15.00

(c) Electric Shave Solution 3.4 oz. $16.00 Maximum Comfort Shave Cream - jar 8 oz. $25.00 Maximum Comfort Shave Cream - tube 3.4 oz. $16.00 Maximum Comfort Shave Gel 6.7 oz. $17.00 Smooth Shave Oil 1 oz. $20.00 (d) 3-in-1 Post Shave 1.7 oz. $28.00 Moisturizing After Shave Soothing Spray 6.7 oz. $34.00 Razor Burn Relief Ultra 3.4 oz. $32.00

(e) Age Rescue Eye Therapy .5 oz. $33.00 Age Rescue Face Lotion 1.7 oz. $40.00 BB Tinted Moisturizer SPF 35 PA+++ $38.50 Daily Moisture Defense Lotion SPF 15 3.4 oz. $40.00 Instant Moisture Eye Gel .25 oz. $28.00 Instant Moisture Gel 1.7 oz. $32.00 Instant Skin Booster 1.7 oz. $33.00

(f) Ab Rescue Body Sculpting Gel 6.7 oz. $30.00 Active Body Wash 6.7 oz. $20.00 Active Hand Cream 2.5 oz. $15.00

(h) Root Power Restorative Shampoo 8.5 oz. $24.00 Root Power Restorative Styling Wax 1.7 oz. $18.00 N

Lacoste Essential

(P&G Prestige Products Inc.) (a) Shower Gel 5 oz. $27.00

(b) Deodorant Stick 2.5 oz. $22.00 (d) After Shave Balm 2.5 oz. $37.00 After Shave Lotion Spray 2.5 oz. $40.00 N

Lacoste Essential Sport (P&G Prestige Products Inc.)

(b) Deodorant Stick 2.5 oz. $21.00 N

Lagerfeld

(Coty Prestige) (b) Stick Deodorant 2.3 oz. $10.00 (d) After Shave Splash 4.2 fl. oz. $34.00 N

Le Male

(Jean Paul Gaultier Parfums)

6.7 oz. $32.00

(b) Alcohol Free Deodorant Stick 2.6 oz. $26.00

(d) After Shave Lotion 4.2 oz. $54.00 Soothing Soothing After Shave Balm 3.3 oz. $48.00 N

L’Eau d’Issey Pour Homme

(Parfums Issey Miyake) (a) Shower Gel 6.8 oz. $32.00

(b) Alcohol Free Deodorant Stick 2.6 oz. $26.00 (d) After Shave Balm 3.4 oz. $52.00 After Shave Lotion 3.4 oz. $52.00

(e) Revitalizing Moisturizer 2.5 oz. $37.00 N

L’Eau d’Issey Homme Sport

(Parfums Issey Miyake) (b) Deodorant Stick 2.6 oz. $26.00 (h) All-Over Shampoo 6.7 oz. $32.00 N

L’Homme Yves Saint Laurent

(Yves Saint Laurent Parfums) (a) Shower Gel 6.6 oz. $27.00

(b) Deodorant Stick 2.6 oz. $22.00 (d) After Shave Balm 3.3 oz. $38.00 After Shave Lotion 3.3 oz. $48.00 N

L’Homme Libre Yves Saint Laurent

(Yves Saint Laurent Parfums) (a) All-Over Shower Gel 6.6 oz. $27.00

(d) After Shave Gel 3.3 oz. $35.00 After Shave Lotion 3.3 oz. $48.00 N

L’Instant Pour Homme (Guerlain, Inc.)

(a) All Over Shampoo 6.7 oz. $41.00

(b) Deodorant Stick 2.5 oz. $28.00 (d) After Shave Lotion 3.4 oz. $59.00 N

Love & Luck Eau de Toilette

(New Wave Fragrances) (b) Deodorant Stick 2.75 oz. $15.00 (h) Hair & Body Wash 6.7 oz. $18.00 N

(a) Gentle All Over Shower Gel

CLASSIFICATION CODES: (a) Soap/Bath Substance (b) After Bath (c) Pre-Shave & Shaving (d) Post Shave (e) Facial Skincare (f) Bodycare (g) Color (h) Haircare (i) Set or Kit (j) Other THE SUGGESTED RETAIL PRICES APPEARING HEREIN ARE THOSE OF BEAUTY FASHION BASED ON HISTORICAL RECORD.

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Marc Jacobs Men (Coty Prestige)

(d) After Shave Splash 4.2 oz. $58.00

(h) Hair & Body Shampoo 6.7 oz. $30.00 N

Men’s Expert (L’Oreal Paris)

(d) Comfort Max Anti-Irritation After Shave Balm w/SPF 15 3.3 fl. oz. $7.99

(e) Hydra-Energetic Eye Roller .34 fl. oz. $10.99 Hydra-Energetic SPF 15 AntiStreet & Fatigue All-In-One Moisturizer 1.6 fl. oz. $14.29 Hydra-Energetic Turbo Cleanser 5 oz. $6.99 Hydra-Energetic Turbo Recharger 1.6 fl. oz. $10.49 Hydra-Power Invigorating Moisturizer 1.7 fl. oz. $16.99 Vita Lift SPF 15 1.6 fl. oz. $11.88 Vita-Lift Anti-Wrinkle & Firming Moisturizer 1.6 fl. oz. $10.49 N

Mesmerize for Men (Avon Products, Inc.)

(a) Hair & Body Wash 5 oz. $6.50 (b) Roll-On Anti-Perspirant Deodorant $0.99 Talc Powder 2.65 oz. $4.00 (d) After Shave Conditioner 3.4 oz. $5.00 N

Michael Jordan Cologne for Men

(Five Star Fragrance Company) (b) Deodorant Stick 70 gr. $10.00 N

Musk Maine

(Avon Products, Inc.) (d) After Shave Conditioner 3.4 oz. $5.00 N

Mustang

(EA Fragrances Co.) (d) Aftershave 3.4 fl. oz. $25.00 N

91X Rocawear

(EA Fragrances Co.) (b) Deodorant 2.6 fl. oz. $16.00 N

OBSESSION for men (Coty Prestige)

(b) Body Spray 5.4 oz. $15.00 Deodorant (alcohol free) 2.6 oz. $18.00

(d) After Shave 4 fl. oz. $48.00 After Shave Balm (Alcohol free) 5 fl. oz. $48.00 N

On Duty

(Avon Products, Inc.) (b) Original Roll-On Anti-Perspirant Deodorant $0.99 Sport Roll-On Anti-Perspirant Deodorant $0.99 Unscented Roll-On AntiPerspirant Deodorant $0.99 N

1 Million

by Paco Rabanne

Platinum Egoiste (Chanel, Inc.)

(b) Deodorant Stick 2.5 oz. $21.50

Origins for Men

(Origins Natural Resources Inc.) (a) Skin Diver Active Charcoal Body Scrub 5 fl. oz. $21.00 Skin Diver Active Charcoal Body Soap 7 oz. $13.50 Skin Diver Active Charcoal Body Wash 6.7 fl. oz. $19.50

(c) Blade Runner Energizing Shave Cream 5 fl. oz. $15.00 Easy Slider pre-shave oil 1.7 fl. oz. $20.00 (d) Fire Fighter after shave lotion 1.7 fl. oz. $17.50

(e) Lip Remedy Soothing Lip Saver .17 oz. $12.50 Plantscription Anti-Aging Serum 1.7 oz. $75.00 Save the Males Multi-Benefit Moisturizer 2.5 fl. oz. $35.00 N

Pasha de Cartier (Parfums Cartier)

(b) Deodorant Stick 2.5 oz. $31.00

(d) After Shave 4 fl. oz. $42.00 After Shave Balm 4 fl. oz. $32.00 N

Perry Ellis for Men (Falic Fashion Group)

(a) All Over Body Shampoo 6.7 fl. oz. $18.00

(f) Deodorant Roll On 2.5 oz. $19.50 N

(d) After Shave Lotion 2 oz. $20.00 Deodorant Stick 70 gr. $8.50 N

(d) After Shave Balm 2.5 oz. $36.00 After Shave Lotion 3.4 oz. $48.00 N

(EA Fragrances Co.)

(Parfums Givenchy, Inc.) (d) After Shave Lotion 3.3 oz. $47.00

(Five Star Fragrance Company)

(b) Deodorant Stick $22.00

Paul Sebastian

π Neo

Pierre Cardin

(Paco Rabanne Parfums, Inc.)

(d) After Shave Lotion Splash 3.3 fl. oz. $60.00 N

(f) All-Over Shampoo 6.7 oz. $25.00 N

(d) After Shave Moisturizer 2.5 oz. $46.00 N

Play

(Parfums Givenchy, Inc.) (d) After Shave Splash 3.3 oz. $47.00 N

Polo by Ralph Lauren (Ralph Lauren)

(d) After Shave 4 oz. $45.00; 8 oz. $57.50 N

Polo Black

(Ralph Lauren) (b) Deodorant 2.6 oz. $17.00

(d) After Shave Gel 4.2 oz. $49.50 After Shave Splash 4.2 oz. $49.50 (h) Hair & Body Wash 6.7 oz. $18.50 N

Polo Double Black (Ralph Lauren)

(d) After Shave Splash 4.2 oz. $49.50; N

Polo Ralph Lauren Blue (Ralph Lauren)

(a) Shower Gel 6.7 oz. $18.50

(b) Deodorant Stick 2.6 oz. $17.00 (d) After Shave 4.2 oz. $49.50 After Shave Gel 4.2 oz. $49.50 N

Polo Ralph Lauren Explorer

(b) Deodorant $12.00

(d) After Shave $30.00 N

π

(Parfums Givenchy, Inc.) (d) After Shave Care 3.3 oz. $45.00 After Shave Splash 3.3 oz. $47.00

(Ralph Lauren)

(a) Shower Gel 6.7 oz. $18.50

(d) After Shave Gel 125 ml. $49.50 After Shave Splash 4.2 oz. $49.50 N

Polo Sport

by Ralph Lauren (Ralph Lauren)

(b) Alcohol-free Deodorant Stick 2.6 oz. $17.00 N

Pour Monsieur (Chanel, Inc.)

(d) After Shave Moisturizer 2.5 oz. $46.00 N

Preferred Stock (Coty US LLC)

(d) After Shave 3.4 oz. $23.55 N

Realm Men

(Five Star Fragrance Company) (b) Deodorant Stick 3 oz. $14.00 N

Roadster

(Parfums Cartier) (a) Bath & Shower Gel 6.7 fl. oz. $40.00 (b) Deodorant Stick 2.5 fl. oz. $31.00 (d) After Shave Lotion 3.3 fl. oz. $70.00

(e) Moisturizing After Shave Emulsion 3.3 fl. oz. $55.00 N

Roadster Sport (Parfums Cartier)

(b) Deodorant Stick 2.5 fl. oz. $31.00 (d) After Shave Lotion 3.3 fl. oz. $70.00 N

Rocawear

(EA Fragrances Co.) (a) Shower Gel 6.8 fl. oz. $25.00 (b) Deodorant 2.6 fl. oz. $16.00 N

Royal Copenhagen Classic

(Five Star Fragrance Company) (b) Stick Deodorant 2.5 oz. $12.50 (d) After Shave 2 fl. oz. $27.00; 8 fl. oz. $45.00 N

Royal Copenhagen Musk (Five Star Fragrance Company)

(d) After Shave 2 fl. oz. $27.00; 8 fl. oz. $45.00 N

Shiseido Men

(Shiseido Cosmetics (America) Ltd.) (c) Shaving Cream 3.6 oz. $24.00

(e) Cleansing Foam 4.6 oz. $22.50 Deep Cleansing Scrub 4.5 oz. $25.00 Deep Wrinkle Corrector 1 oz. $52.00

CLASSIFICATION CODES: (a) Soap/Bath Substance (b) After Bath (c) Pre-Shave & Shaving (d) Post Shave (e) Facial Skincare (f) Bodycare (g) Color (h) Haircare (i) Set or Kit (j) Other THE SUGGESTED RETAIL PRICES APPEARING HEREIN ARE THOSE OF BEAUTY FASHION BASED ON HISTORICAL RECORD.

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2012 MEN’S GROOMING DIRECTORY Energizing Formula 2.7 oz. $33.00 Eye Soother .53 oz. $36.50 Hydrating Lotion 5 oz. $30.00 Moisturizing Emulsion 3.3 oz. $35.00 Total Revitalizer 1.8 oz. $63.00

(h) Andenogen Hair Energizing Formula 5 oz. $68.00 N

Skin Supplies for Men (Clinique Laboratories, Inc.)

(b) Stick Form Anti-Perspirant Deodorant 2.25 oz. $14.00 (c) Cream Shave 4.2 oz. $13.50 M Shave Aloe Gel 4.2 oz. $15.00 (d) Post-Shave Healer 2.5 fl. oz. $18.00 Post-Shave Soother AntiBlemish Formula 2.5 oz. $18.00 Post-Shave Soother Beard Control Formula 2.5 oz. $18.00

(e) Acne Solutions Emergency GelLotion .5 fl. oz. $15.00 Age Defense for Eyes $26.00 Age Defense Hydrator 1.7 fl. oz. $32.00 Anti-Fatigue Cooling Eye Gel $26.00 Face Scrub 3.4 oz. $19.00 Face Soap Refill (regular or extra strength) 6 oz. $12.00 Face Soap w/dish (regular or extra strength) 6 oz. $13.00 Liquid Face Wash (regular/extra strength) 5 oz. $16.00 M Gel Lotion 3.4 oz. $22.00 M Lotion (tube) 3.4 fl. oz. $22.00 M Protect SPF 21 3.4 oz. $24.00 Maximum Hydrator 1.7 oz. $30.00 Non-Streak Bronzer 2 oz. $17.00 Scruffing Lotion (1.5, 2.5, 3.5, 4.5 strengths) 6.7 fl. oz. $13.00 N

Stetson

(Coty US LLC) (b) Stick Deodorant 2.75 oz. $5.75 (d) After Shave 2 oz. $18.30; 3.5 oz. $23.80 After Shave w/Aloe 1.5 oz. $12.50 N

Success by Trump

(Five Star Fragrance Company) (b) Deodorant Stick 2.5 oz.. $14.00 (d) After Shave 3.4 fl. oz. $40.00 N

TAOS

(P&G Prestige Products Inc.) (c) Pre-Shave Oil (4 scents) 2 oz. $22.00

Shaving Cream (4 scents) 5 oz. $22.00 Shaving Soap Refill (4 scents) 95 gr. $26.00 Shaving Soap w/Bowl (4 scents) 95 gr. $45.00

(d) After Shave Balm (4 scents) 3.4 oz. $38.00 After Shave Gel (4 scents) 100 ml. $35.00

(Hermes Paris)

(b) Perfumed Deodorant Stick Alcohol Free 2.5 oz. $36.00 (d) After-Shave Balm Bottle w/ Pump 3.3 oz. $67.00 After-Shave Lotion Bottle 3.3 oz. $67.00 Shaving Foam 6.5 oz. $48.00 N

(d) After Shave Balm 2.5 oz. $40.00

(e) Hydrating Emulsion 5 oz. $34.00 N

(Aramis, Inc.)

(j) After Shave Balm Pump (4 scents) 1 oz. $16.00 Alum Block 50 gr. $18.00 Brush Stand $6.00 Classic Stand - Nickel $100.00 Compact Brush & Razor Stand Nickel $60.00 Compact Brush Stand Nickel $55.00 Contemporary Brush & Razor Stand - Nickel $120.00 Fine Badger Brush #3 $55.00 Fusion Engraved Luxury Razor $175.00 Fusion Razor $80.00 Horn Fine Badger Brush #3 $175.00 Luxury Stand - Nickel $150.00 M3 Classic Razor - Black & Nickel Razor $150.00 M3 Classic Razor - Horn & Nickel Razor $175.00 M3 Engraved Luxury Razor $150.00 M3 Razor - Black & Nickel Razor $80.00 Pre-Shave Oil Pump (4 scents) 1 oz. $14.00 Pure Badger Brush #3 (Ivory or Black) $55.00 Shaving Cream Pump (4 scents) 1.15 oz. $15.00 Shaving Cream Tube (4 scents) 2.5 oz. $14.00 Silvertip Brush #3 $180.00 Syptic Pen $12.00 Travel Pure Brush $55.00 Turnback Travel Silvertip Brush $120.00 N

(a) All-Over Shower Gel Bottle 6.7 oz. $40.00

(Tom Ford)

Tommy Hilfiger Tommy

(i) Carry on Kit (4 scents) $50.00 Full Size Kit (4 scents) $100.00 ProGlide Power Shave Set $150.00 Starter Kit (4 scents) $25.00 Travel Kit (4 scents) $150.00

Terre d’Hermes

Tom Ford

(d) After Shave 3.4 oz. $38.00 After Shave Balm 3.4 oz. $38.00 (f) Body Wash 6.7 oz. $16.00 N

True Religion Drifter (New Wave Fragrances)

(b) Deodorant Stick 2.75 oz. $15.00 N

True Religion for Him (New Wave Fragrances)

(b) Deodorant Stick 2.75 oz. $15.00 N

Unforgivable

by Sean John (MAC Cosmetics)

(a) Shower Gel 6.7 oz. $20.00

(b) Deodorant Stick 2.5 oz. $16.00

(d) After Shave 4.2 oz. $52.00 After Shave Balm 4.2 oz. $52.00 N

UR

(EA Fragrances Co.) (b) Fresh Deodorant 2.6 oz. $16.00 (d) After Shave Tonic 3.4 fl. oz. $45.00 N

Urban Edge for Him (Avon Products, Inc.)

(a) Body Bar $7.00 Hair & Body Wash 5 oz. $6.50 N

Usher He

(EA Fragrances Co.) (a) Shower Gel 3.4 fl. oz. $25.00 (b) Deodorant 2.6 fl. oz. $16.00 (d) After Shave Tonic 3.4 fl. oz. $45.00 Skin After Shave Soother 3.4 fl. oz. $40.00 N

Usher VIP

(EA Fragrances Co.) (a) Shower Gel 6.7 fl. oz. $25.00 (b) Deodorant 2.6 oz. $16.00 (d) After Shave Soother 3.4 fl. oz. $40.00 N

Vera Wang for Men (Coty Prestige)

(b) Deodorant 2.6 oz. $18.50

Versace Pour Homme (Euroitalia Srl.)

(b) Deodorant Stick 2.5 oz. $24.00 (d) After Shave Balm 3.4 oz. $42.00

(h) Hair & Body Shampoo 8.4 oz. $34.00 N

Versace Man Eau Fraiche (Euroitalia Srl.)

(b) Bath & Shower Gel 6.8 oz. $30.00 Deodorant Stick 2.5 oz. $24.00 (d) After Shave Balm 2.5 oz. $32.00 N

Very Irresistible Givenchy for Men

(Parfums Givenchy, Inc.) (d) After Shave Splash 3.4 oz. $47.00 N

Vetiver

(Guerlain, Inc.) (b) Soothing Alcohol Free Deodorant Stick 2.5 oz. $28.00 (d) After Shave Lotion 4.2 oz. $61.00 N

Voyage d’Hermes (Hermes Paris)

(a) All-Over Shower Gel 6.7 oz. $60.00

(b) Deodorant Natural Spray 5 oz. $40.00 Deodorant Stick 2.6 oz. $36.00 Perfumed Body Lotion 5 oz. $65.00 (d) Moisturizing Balm 6.7 oz. $70.00 N

Wild Country

(Avon Products, Inc.) (a) Hair & Body Wash 5 oz. $6.50 Roll-on Anti-Perspirant Deodorant 2.6 oz. $0.99 (b) Talc Powder 2.65 oz. $4.00 (d) After Shave 3.3 oz. $15.50 After Shave Conditioner 3.4 oz. $5.00 N

Z Zegna

(Ermenegildo Zegna) (b) Deodorant Stick 75 gr. $20.00

(d) After Shave 3.4 oz. $55.00 After Shave Balm 3.4 oz. $55.00 (h) Hair & Body Wash 6.7 oz. $35.00 N

(d) After Shave Balm 3.4 oz. $45.00 N

CLASSIFICATION CODES: (a) Soap/Bath Substance (b) After Bath (c) Pre-Shave & Shaving (d) Post Shave (e) Facial Skincare (f) Bodycare (g) Color (h) Haircare (i) Set or Kit (j) Other THE SUGGESTED RETAIL PRICES APPEARING HEREIN ARE THOSE OF BEAUTY FASHION BASED ON HISTORICAL RECORD.

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