esprit issue 50 October 2016

YOUR RESOURCE FOR EVERYTHING YOU NEED TO KNOW IN RETAIL BEAUTY RIGHT NOW

ISSUE 50 OCTOBER 2016

50

FACTS & FIGURES, TRENDS, BUSINESS, TIPS & TRICKS, MARKETING, SHOPPING HABITS AND HOT TOPICS GALORE!

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EDITOR’S LETTER

4

esprit Magazine Australia hits a milestone!

50TH ISSUE

I

– in all our golden glory!

went to London in June. That’s a trip in itself, from Australia, but for me it was a return to my home country for the first time in almost 13 years, since emigrating. On my hit list of things to do was to ‘just nip into Selfridges’.

I’ve always had a soft spot for Selfridges on London’s Oxford Street – one of the world’s busiest shopping streets but what a cute, pretty locale with its historical buildings and not a high-rise to be seen. After four hours I needed to be prised out of the gorgeous shiny halls and spun out of the rotating front doors. It was too good. It was thrillingly entertaining. There were such fabulous things I needed, I truly did.

Ringing in my ears were the words of the man who reinjected the passion into Selfridges in the late 1990s, Vittorio Radice, the thenCEO. He created an environment and 4| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

merchandise which evoked the desire to buy something you didn’t even know you needed, until you saw it in Selfridges. In a state of bliss, walking through the book department my feasting eyes fell upon a book I didn’t know I wanted…until I saw it. ‘Shopping, Seduction & Mr Selfridge’ by Lindy Woodhead. I bought it and what a fascinating read it is. In fact it was Harry Gordon Selfridge who introduced the notion of shopping as a pastime, buying things you didn’t know you wanted, and enjoying it.

He trained his staff to welcome shoppers into the store to entertain themselves and to browse.

Before this the culture was to shop or hop it!

In 1909, in his fifties, Harry Gordon Selfridge opened what was to become the world’s finest store. Over a million people walked through the doors in the first week of opening and literally hundreds of new, innovative ideas were born in the founding years, from the way Mr Selfridge advertised the store to retail theatre. Reading the book you keep gasping that such exciting, tempting, customer-centric ideas for retail have been around for more than a hundred years.

Not quite hitting the hundred, but arriving at the golden 50, esprit Magazine Australia is celebrating its 50th issue. Over the last 12 years esprit Magazine has become the central information point and desk-networking publication for anyone and everyone working in the retail beauty business. We are celebrating our significant anniversary with a fresh look, which we’d love to hear your feedback on.

5

Andrea and Gavin Front of mind is to hero the Beauty Advisors.

They…YOU are the ones that deliver to the customer…the products we make, the services we devise, it’s YOU who connect one-on-one with customers every day. esprit Magazine Australia is written and literally hand made for you to keep on top of trends, business, new products, retail news and all the fun of make-up application tips & techniques, perfume stories and skincare science. All this is gathered into a touchy-feely book that you can read where and when you choose to. Then pick it off the shelf when you want to refer to something, easily flipping through the pages to find it. I love beautiful, paper publications, collating and curating information and images you cannot find elsewhere, in one place.

As we set about creating this 50th issue, I re-watched the documentary/movie The September Issue, let’s say “starring” Anna Wintour, Editor-in-Chief of US Vogue. The spine of that issue each year is fatter than an inch…I am not comparing esprit Magazine Australia with US Vogue, but I’m with her in the passionate creation of a beautiful book: the pictures, the words, the fonts, the design, the flow, the adjacencies of pages, the balance.

I have been in magazines almost as long as Anna Wintour, all my career and my studies, and I love and am so proud to bring you esprit Magazine Australia every three months, crafted with care and YOU in mind.

My heartfelt thanks go to Elisabeth King who has written for 49 of the 50 issues…(it was Michael Edwards – Fragrances of the World who introduced us to each other after issue No.1 to an enduring collaboration on business features). Thank you, E. And now with a bigger team, introducing Nicci Herrera, National Sales Manager who joined late last year and very recently, Yasmin Border, our digital expert, both bringing their experience, knowledge and drive to building a bigger ‘esprit’ offer tailored to the beauty industry’s needs and interests.

Two further acknowledgements of industry friends who are frequently in my gratitude thoughts for their belief in me and ‘it’…Terry Little – now the Managing Director of Estée Lauder Companies who opened his door to me when I arrived fresh from the UK in 2003. I’ve known Terry since the 1980s in London where he was Sales Director for Clinique and I was Editor/Founder of esprit Magazine UK. His belief in me fuelled my passion to launch in Australia. And Gavin Blackburn – Managing Director of Coty who didn’t know me from a bar of soap when I arrived but found out through a mutual international colleague what I was doing and invited me to a meeting. There and then he booked the front and back covers for his latest launch. “What is the product?”

I asked, burning with excitement. “Kenneth Cole BLACK,” he said. “Fabulous. When does it launch?” I needed to know. “July,” he said.

“OK that’s the first issue!” I made my statement of intent. July 2004. It was as scientific as that.

But it worked didn’t it…we remain flexible, in touch with you and absolutely loving our role in this powerful, life-changing…actually, literally life-saving industry.

Gavin has just retired from the helm at Coty – admired, loved, respected are the words frequently used when describing this gentleman and long-time supporter of the industry’s charities (especially The Cancer Patients’ Foundation and LGFB). Thank you Gavin for hosting our photo session for the photos seen here – it was such fun but also so fitting to return to the place where we made that handshake in 2004 for issue 1. Enjoy “smelling the roses” as you take time out.

Let’s raise a red lipstick to our 50th! Your business is our business – let’s celebrate it!

Industry

acknowledgement from ACCORD

“Accord Australasia is delighted to congratulate esprit Magazine Australia on its 50th edition!

This significant achievement is testimony to esprit’s niche and valuable offering as Australia’s only independent magazine specifically dedicated to a cosmetic industry audience.

As the national advocate of the cosmetic industry, Accord values our ongoing association with esprit as a regular columnist. esprit is a key platform to share industry-wide news and information and we are pleased to contribute to the magazine’s success.

Accord also recognises esprit’s evolution over the years in particular the strengthened focus on inspiring, supporting and acknowledging the important role of the Beauty Advisor.

We look forward to many more future editions!”

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |5

YOUR RESOURCE FOR EVERYTHING YOU NEED TO KNOW IN RETAIL BEAUTY RIGHT NOW

ISSUE 50 OCTOBER 2016

ESPRIT MAGAZINE AUSTRALIA

50 th

ISSUE

50 OCTOBER/NOVEMBER/DECEMBER 2016

ISSUE

Contents.

50

Snapshot

KNOW YOUR OWN BUSINESS

YOUR NEXT CONFERENCE VENUE | 10

FACTS & FIGURES, TRENDS, BUSINESS, TIPS & TRICKS, MARKETING, SHOPPING HABITS AND HOT TOPICS GALORE!

Find out the offer for Bells at Killcare

Corporate Culture

Naturally beautiful new eye collection SPINE

Managing Director Andrea Ferrari M: 0410 067 966 E: andrea@esprit-magazine.com.au National Sales Manager Nicci Herrera M: 0426 826 977 E: nicci@esprit-magazine.com.au Digital and Social Media Manager Yasmin Border E: info@esprit-magazine.com.au Mailing address: 25 Cove Street, Birchgrove NSW 2041, Australia Design: The Defectors T: 02 9993 0450 E: esprit@thedefectors.com.au SUBSCRIPTION RATES $132.00 per annum (Aus) $167.70 per annum (NZ) $205.20 per annum (Int) All rates are inclusive and AUS$.

Articles that appear in Esprit Magazine may not be reproduced without permission of the publishers.

The opinions expressed in Esprit are not necessarily those of the publishers.

CHRISTMAS | 78 Getting Gifty

TREND | 16

Anti-pollution Skincare

Inspired by the extraordinary colour palette of Australia, Nude by Nature has designed a new Eye Collection capturing nature’s stunning skies, shimmering sands and deep water. Easily create a variety of looks in rich, luminous shades and beautiful finishes. Like all Nude by Nature products, all the formulas are enriched with active natural ingredients, including the native Australian Kakadu Plum, known for its abundant Vitamin C content. Nude by Nature is more than cosmetic, it’s good for you.

The Beauty World Goes Around!

HOT BUTTON ISSUE | 75

NUDE BY NATURE | 14

Front Cover Details

OUT & ABOUT | 54

BUSINESS | 80 Working smart

INDUSTRY NEWS | 22 Business Update

MY JOURNEY | 100

MARKETING REPORT | 38

Craig Stewart - Elizabeth Arden

DAVID JONES | 52

Beauty Advisors’ comments

Scents for the Festive Season

Fresh Identity

BEAUTY & THE BEST | 102

BRAND NEWS | 106 New Products on Counter

Subscribe to esprit Magazine Australia’s online newsletter for insights, competitions, sales tips. Go to: espritmagazineaustralia.com.au

Andrea Ferrari Pty Ltd ACN 602410784 Issue 50: ISSN 1449-8018 Printed by Pegasus Print Group Building B, 1A Bessemer Street, Blacktown, NSW 2148 For printing enquiries contact: Saurabh Arora Corporate Account Manager, Pegasus Print Group P: 0433 839 043 E: sarora@pegasusprintgroup.com.au

6| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

FOLLOW US ON SOCIAL MEDIA FOR BEAUTY INDUSTRY INSIGHTS facebook.com/ EspritMagazineAustralia @EspritMagazine

Expert Contributors

Feature writer

ELISABETH KING Winner of the beautydirectory Star Award for Outstanding Contribution to Beauty Journalism 2012. Elisabeth is one of Australia’s leading lifestyle and business journalists and contributes regularly to leading newspapers and magazines in Australia and the UK. She has an economics Honours degree from University College London and is a three-time winner of the CTFA (Cosmetics, Toiletry and Fragrance Association) annual beauty writing award on “The Business of Beauty”, and has also won a CTFA award for writing about men’s grooming. In November 2001, Elisabeth co-wrote the best-selling book - Secrets and Lies - All You Ever Wanted to Know About Beauty. In May 2003, she was the inaugural Australian winner of the Jasmine Award 2003, an international award for excellence in fragrance journalism. She is also the grooming editor of House & Garden and Reader’s Digest Health Smart magazine and columnist for beautydirectoty.com.au.

MARY ZAVAGLIA The name Mary Zavaglia is recognised by women all over Australia as one woman they can trust to make them look and feel good. An authority in all facets of beauty reporting, commentary and direction, Mary is both an award winning beauty journalist and hair stylist. During her career she has interviewed some of the most elegant stars including Australia’s Nicole Kidman, Naomi Watts, Miranda Kerr and Kylie Minogue as well as Hollywood stars such as Julia Roberts, Courtney Cox, Andie MacDowell and pop princess Fergie. Mary has built up a reputation as the beauty expert who will try anything once for the good of her readers. She investigates, questions, trials, travels and then reveals all.

AINSLIE WALKER Ainslie has worked with brands such as Selfridges, Harrods, Harvey Nichols, The Refinery and Gentlemen’s Tonic in the UK. In April 2014, she was recognised in Australia for her contribution to Fragrance Journalism, receiving a Jasmine Award for Best Blog 2014.

Ainslie is available for spa, fragrance and retail consultancy, product development and fragrance journalism. www.ainsliewalker.com.

KATE MORRIS adorebeauty.com.au Beauty junkie and e-commerce veteran Kate Morris, founder and CEO of adorebeauty. com.au, had her inspiration to start an online beauty store in 1999 at the age of 21. Today adorebeauty.com.au attracts more than 2 million visitors per year and has over 4000 products. Kate was awarded the Telstra Business Women’s Award for Innovation (VIC) in 2014, and was also Telstra’s Young Businesswoman of the Year (VIC) in 2010.

ACCORD AUSTRALASIA LIMITED Accord is the national industry association for the Australasian hygiene, cosmetic and specialty products industry representing the full range of products from luxury cosmetics and fragrances to industrial specialties. In keeping with the strong scientific basis of this industry, Accord also adopts a principled, evidence-based approach to policy inputs and representation with governments.

8| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

AMANDA STEVENS Amanda Stevens is a global thought leader on retail marketing, customer advocacy and the future of consumers. She’s a renowned speaker, having delivered presentations to over 500,000 people in 14 countries. Amanda is also a best-selling author of six books on sales and marketing. She’s the host of Retail Renegades, a 13-part online TV show on Business Blueprint TV.

MICHAEL BROWN Growing up as a dancer in Perth, Michael Brown was quick to learn the ‘Art’ of Make-up Artistry and in 2001 he landed his first role in retail cosmetics as an event make-up artist.

Michael’s career as a travelling make-up artist for some of the industry’s biggest brands saw him leave Perth for Sydney in 2006 where he became a National Makeup Artist and Makeup Trainer for AUS/NZ. His creative flair and great communication skills gave him wide exposure within the Australian celebrity and media scene, that when he went freelance in 2012, his journey was only at the beginning…

Michael is now not only a Celebrity Makeup Artist, but also presenter, educator and brand ambassador with regular appearances on Channel 9’s Today Extra as well as beauty voice at rescu.com.au.

BRIGITTE BENGE Creating, building and sustaining profitable businesses is Brigitte’s focus and expertise.

Specialising in the beauty industry is where her passion lies. Rarely are the two combined, she says. With a strong belief that businesses should be built from the inside out, Brigitte has changed the financial futures of hundreds of beauty businesses in Australia and New Zealand over the last decade. +61 (3) 9523 9549, visit www.creamsolutions.co.

ASHLEIGH SHARMAN Skin health and wellness fan, Ashleigh Sharman is passionate about beauty inside and out. A freelance writer, her work has been published across hair, beauty, spa and aesthetic industry titles and she has been involved as a volunteer with charities Every Little Bit Helps and Look Good Feel Better. She is currently studying Health Science.

Guest columnist

CAROLYN MCCALLUM Carolyn McCallum is the Director of Feng Shui Harmony and is a full time Feng Shui consultant, based in Sydney with clients worldwide.

She commenced her study in 2004 and is one of Australia’s leading experts in the field and is regularly interviewed on radio and TV. Her priority is to ensure her clients are supported and believes that by tapping into the unseen energy, you can ensure prosperity, abundance and wellbeing in all areas of your life. For more information visit; www.fengshuiharmony.com.au

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Bells at Killcare...

...INDULGENCE FOR YOU AND YOURS...

LEISURE OR BUSINESS Relax, unwind and enjoy at Bells at Killcare Boutique Hotel, Restaurant & Spa. If you haven’t been here or heard of it you are in for a treat.

P

ositioned on the NSW Central

a deep couch and pictured olives with a glass of

to your cosy cottage accommodation. They

Coast and only an hour and a

something sparkling. Both were at arm’s length

offer assistance in arranging local activities

half from the city, Bells at Killcare

within moments. Sipping Venetian prosecco

such as a breath taking coastal walk into the

is a world class boutique hotel.

we watched Adam, the restaurant manager,

wilderness equipped with a Manfredi gourmet

Once through the gates you are

engage the restaurant team in a pre-dinner

lunch pack. Uplifting vistas and an invigorating

transported to the Hamptons-like hotel, far

service gathering where the menu, cooking

walk enjoyed, thoughts of the in-room bath

enough away from home you get a break but

methods and seasonal changes on the menu

became too tempting to ignore. The trusty

close enough to easily motor back to the hustle

are discussed. Their knowledge of the food

Tim, arranged by Prudence at reception,

and bustle of the big city. The surrounding

takes you on a journey, where diners can learn

arrived in the hotel car to pick us up and drive

landscape and scenery lets you enjoy Australia’s

of the sourcing of the fine ingredients and that

us back to our designer cottage.

native bushland and serves as a real reminder

many of the herbs, veggies, honey and eggs are

you’ve come to the right place. Acclaimed

produced on site.

One of the best features about this celebrated Australian hotel is the ability to accommodate

chef, Stefano Manfredi welcomes you to join him at Manfredi at Bells restaurant centrally

From only moments into dinner service, where

functions of many sizes. Attending Bells for

located in the manor house with the option

the waitress addressed us by name, it was clear

out conference the team exceeded our utmost

of al fresco dining overlooking the gorgeous

each staff member we had connected with is

expectations. The property provides two main

gardens. Should you prefer a drink by the bar

skilfully educated about Bells and is happily

spaces; the Library (for smaller functions up to

or private dining, the staff will accommodate

part of a team who universally strive to make

16 sitting) and the Conservatory (comfortably

and genuinely are interested in making your

guests’ experience the most indulgent and

200 standing and 115 people sitting). Our

stay as customised and comfortable as possible.

bespoke as possible.

opening

To kick start our esprit magazine Australia

Attention to detail includes a personalised

for business. Inspired, energetic and feeling

conference/mini-break we sat within the bar in

welcome where front of house accompany you

productive we enthusiastically got down to

session,

preceded

by

aromatic

Espresso di Manfredi, began well equipped

10| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

BELLS DAY SPA Strength Vitality Gratitude

Complementing the hotel’s mantra of Relax, Unwind Enjoy, the Bells Day Spa brings guests into a world of calmness and tranquillity.

Jen Bateman, the Day Spa manager and yoga teacher, believes in the foundation of strength in mind, body and spirit. Treatments are experiences inspired by the Aboriginal Dreamtime. Using LI’TYA products, which are made using Australian native botanical oils, fruits, plants and flowers. Each therapist is a master in setting the intention of creating an energy that transports the guest’s mind and indulges the body in wellness. “We, as therapists, are here to assist the kings and queens, our guests, into dreamtime with the LI’TYA ritual,” says Jen. Continuing the guarantee of an exceptional experience, Bells Day Spa provides a bespoke menu of face and body treatments referencing the

client’s

personal

preferences,

which

includes private yoga classes in their cottage.

Jen practices a range of yoga styles, including meditation.

Bookings

are

advised

and

preferences are discussed.

business as a family quietly played coquet on the nearby lawn. One of the best things about such personal service is you know your invited guests will be taken care of; from their dietary requirements to the local Bouddi epsom bath salts in their bathrooms. Bells at Killcare makes conferencing easy with plenty of power outlets, AV screens, projectors, sound system, big tables, temperature control, flexible space, and enough rooms to fit 25 single guests or 50 couples. Should the toasty in-room fire get too hot, enjoy opening the French doors to welcome a breeze.

YOU KNOW WITH BELLS AT KILLCARE YOU WILL BE TAKEN CARE OF FROM THE SEASONING OF YOUR RAGU TO THE PRESSURE OF YOUR MASSAGE. ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |11

Bells at Killcare Bells at Killcare Boutique Hotel, Restaurant & Spa is a luxury retreat located in a quintessentially Australian coastal setting, 90 minutes’ drive from Sydney city. Its Killcare Heights location, surrounded by Bouddi National Park, immerses one in natural beauty. There are seven pristine beaches and bays nearby, glorious local waterways and numerous scenic coastal walking trails.

Sprawling across 25 acres, the property comprises the main manor house, 25 designer cottages, a multi-award winning restaurant run by acclaimed chef, Stefano Manfredi, and a heavenly day spa.

INDULGENCE, LEISURE, TRAVEL

BUSINESS

For more information:

Bespoke Conferences & Business Meetings

www.bellsatkillcare.com.au

The 5-star property offers a high-end level

Instagram: @bells_at_killcare

of comfort, privacy, luxury and service. “No Signature Bells at Killcare packages are on

Tel: +61 2 4349 7000

problem” is the mantra. Bells at Killcare has

offer and with a few different options to

Address: 107 The Scenic Rd.,

an uplifting atmosphere to set the mood for

Killcare Heights, NSW 2257, Australia

choose from, you’ll be sure to find the right

successful business meetings. Authenticity/trust

one for your needs. From a Couples romantic

on delivery of promises is guaranteed. Notably

getaway, Blissful babymoon and Sneaky

the attention to detail and sophistication in

Sunday surprise. Plus the add-on of a seaplane

service inspires confidence in those hosting

experience; sporting activities such as kayaking

events to impress. It is the perfect environment

and scuba diving; and food activities including

for executive retreats, conferences, meetings,

cooking classes and wine tasting. Just ask…

product launches, staff incentives or staff

you’ll be delighted.

rewards.

Getaways & weddings

facebook: facebook.com/bellsatkillcare Twitter: @bellsatkillcare

WIN

Would you like to win some indulgence at Bells at Killcare Boutique Hotel, Restaurant & Spa? Simply tell us what appeals to you most about what you’ve read here on the property – in 25 words or less.

Enter at espritmagazineaustralia. com.au. Your name will go in to a lucky draw on November 30th 2016.

The first name out of the bag wins a $500 voucher and the 2nd name out wins a $200 voucher: to be used for accommodation, at their fabulous award winning restaurant, Manfredi at Bells, or in the Bells Day Spa.

12| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Espirt Magazine promotion

A natural approach to wellbeing

13

Leah Simmons, Vashti Whitfield and Jacqueline Alwill On September 18th Jurlique launched

its annual Wellbeing Month. Teaming up with three of Australia’s prominent wellness

warriors,

the

brand

is

promoting the importance of taking

fitness. To promote these key aspects of health Jurlique has partnered with nutritionist

Jacqueline

Alwill,

fitness

instructor Leah Simmons and thought leader Vashti Whitfield.

care of yourself - both inside and out.

“As a nutritionist my role is to guide As a leader in natural skincare and a

people in their journey to good health

true pioneer of the wellness movement,

and provide easy practical, nourishing

Jurlique’s purpose is to inspire people

solutions to inspire and help people feel

to wellbeing through a connection with

empowered. I am incredibly excited to

nature. Jurlique’s holistic approach to

have teamed up with Jurlique as part of

health and optimal self-care centres not

their Wellbeing campaign to offer this to

only on the ingredients you put on your

everyone,” says Jacqueline Alwill.

skin, but also the food you consume, mental clarity and physical health.

The aim of Jurlique’s Wellbeing Month is

“While we believe in the power of nature

to showcase practical ways to boost your

to promote radiant, healthy skin, beauty

general wellbeing. “Via our Jurlique stores

is holistic; how you feel on the inside

and website we are offering practical and

shows on the outside – so it’s vital that we

useful wellness tips such as ways to boost

creating a point of difference for the

look after the body as a whole,” explains

energy, how to nurture your mind as well

brand, a reason to engage and a greater

Jacqui Rosen Weisz, Brand Manager -

as nourishing wholefood recipes. We hope

sense of community with the primary

Jurlique International.

that people find these inspiring and easy

focus resting on how we can make little

enough to incorporate into their daily life

changes to create greater wellbeing,

Month,

for a greater sense of wellbeing,” Jacqui

balance and happiness.”

everyone is invited to engage with the

Rosen Weisz explains. “Using challenges

brand via the four pillars of wellbeing

and bespoke content across our bricks

— skincare, nutrition, mindfulness and

and mortar and digital platforms we are

During

Jurlique’s

Wellbeing

Visit Jurlique.com.au

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |13

Naturally Beautiful Eyes

Nude by Nature Makes Healthy Fun & Glamorous

Nude by Nature, Australia’s number one mineral make-up brand, is bent on blazing a new trail: naturally beautiful eye make-up. The company that ignited the fast-growing mineral make-up trend knows that an increasing number of beauty-conscious consumers are looking for healthier make-up alternatives beyond powders and foundations. Eye makeup, for example, can be absorbed by the highly sensitive mucous membranes and mascaras and eyeshadows with a high proportion of synthetic ingredients can be irritating for women with very sensitive eyes.

Natural make-up is recasting the global beauty industry because of its appeal to younger consumers. Millennials dominate the growing number of women purchasing make-up containing predominantly natural ingredients, reports Kline & Co. Consumers are willing to invest in more expensive natural products, says the researcher, but only if they deliver effective results.

Definition Eyeliner and Contour Eye Pencil in Black 14| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

F un, E xci t ing, On-T r end That’s our main goal with the new eye collection, says Lucile Papon, Senior Product Manager for Nude by Nature. “The range is a healthy yet very glamorous lineup which showcases the brand’s commitment to high quality standards and advanced product performance. But it’s also fun and exciting, even though the products were designed with even the most sensitive skin in mind”.

Nude by Nature had a small eye collection, but the category was very minor for the brand, says Papon. “The eye sector has huge growth potential as more young women seek out eco-friendly formulas. But we had to be true to the brand which is why the colours reflect our Australian DNA - blues, greens and earth colours. Finishes are very important in today’s eye make-up market, so there’s a mix of matte, satin and sheen finishes to create a wide variety of on-trend looks”.

by Elisabeth King

The timing of the new collection couldn’t have been better planned. Influenced by international runway trends, this season’s colour palette for eyes ranges from blues to anchoring earth tones with vibrant pops of colour. Millennials also view colour cosmetics as a means of artistic self-expression, says Eleanor Dwyer of Euromonitor International.

A trend which is driving demand for an everexpanding array of colour cosmetics with widely varying textures and hues, she says.

Innovat ion K e y t o N at ur a l C ol our B oom Nude by Nature meets this strong market force with three eyeshadow options, says Papon. “The Natural Wonders Eye Palette offers 10 highly pigmented shades to create a full range of day-to-night looks. The Natural Illusion Eye Shadow Trio sets contain three

Shimmering Sands loose eyeshadow in White Sand and Coral Sand

A standout of the new collection is Shimmering Sand Loose Eyeshadow.

Enriched with kaolin to extend wear, the fine, easyto-blend formula teams intense pigments and pearls perfect for today’s natural yet polished eye looks.

colour-matched shades. The Single Pressed Shadows, available in 12 shades, also deliver extraordinary colour payoff. All three contain natural active ingredients such as quandong and desert lime”.

Innovation is key to the ongoing natural colour cosmetic boom. “A standout of the new collection is Shimmering Sand Loose Eyeshadow”, says Papon. “Enriched with kaolin to extend wear, the fine, easy-to-blend formula teams intense pigments and pearls perfect for today’s natural yet polished eye looks. The brush applicator ensures that women apply the amount of product they need - no more or less - and yet the shadow is very buildable”.

The colour payoff, texture and wear of eye products ultimately close the sale, but most consumers are initially drawn to the packaging.

“Today’s beauty shoppers are also interested in greater product portability”, says Papon. “The new eye collection stands out strongly because of its luxe-style packaging, which makes all the products contenders for impulse buys and gifts”.

Even as little as five years ago, it was difficult to find natural make-up that performed and looked as good as its upmarket mainstream counterparts, says Papon. “At Nude by Nature we are committed to constant innovation.

Complexion-enhancing products have become a major trend for the social media generation, so we created Perfecting Eye Primer, enriched

with oat and carnauba wax to smooth the eye area and extend make-up wear. The revised smoky eye was a hot trend at recent international runway shows, so consumers will love the Contour Eye Pencil, available in six shades, and the Definition Eyeliner. The key difference is ‘good for you’ ingredients, including mango and macadamia oils”.

Sensitivity to mascara can affect the most dedicated make-up maven. With the growth of social media, comparing, testing and reviewing products has become a global phenomenon, says Papon. “Brands have to step up because it will not go unnoticed. Our Allure Defining Mascara lengthens and delivers intense colour in a single swipe. Yet doesn’t flake, thanks to active naturals such as Pro Vitamin B5”.

C on t inued E x pa nsion It’s a major challenge to bring 100 per cent natural eye make-up to the broad market, notes Papon. “The collection was in development for a year because we know women are looking for healthier formulas, but they don’t want to compromise”.

Millennials have also driven the so-called ‘Sephora Effect’, where they go to stores to play to their heart’s content to discover the latest products and beauty trends. “The new eye collection buys into this try-before-you-buy trend”, says Papon. “When customers come to our stands, we can offer them a total make-up look from flawless-looking mineral coverage to a glamorous eye look”.

Nude by Nature always has an eye to the future.

“Apart from the core collection, we will offer limited editions, Christmas collections and seasonal stories”, adds Papon. “Consumers also come to us for cruelty-free, high quality hair make-up brushes, so we are launching a collection of Pro brushes for the Eyes. We have enjoyed strong growth internationally in recent years and will launch the eye collection in the UK, Germany, France, the Nordics and Hong Kong. For existing and new customers looking for pigment, slip and wear, we are offering the latest innovation in natural eye make-up that is as wearable as it is sophisticated”.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |15

TREND

SKINSURANCE THE SURGE IN ANTI-POLLUTION SKINCARE

by Elisabeth King Over the past five years, the Asia/

a major impact on their looks. At last year’s

The World Health Organization considers

Pacific region (APAC), led by South Korea

World Congress of Dermatology in Vancouver,

air pollution to be a carcinogen. City living is the

and China, has become the global hotspot of

more than 12,000 dermatologists discussed

status quo for the vast majority of the world’s

anti-pollution care. From 2011 to 2013, new

one skincare development in particular - the

population, not just the mega-metropolises

launches of soap and deodorants boasting anti-

rise of anti-pollution skincare.

of Asia and South America. L’Oréal-owned

pollution claims rose 63 percent in the region, followed by a 61 percent spike in haircare

SkinCeuticals, for example, presented a multi-

Particle Matters

and a 46 percent increase in skincare. Global

year study at the 2014 American Academy of Dermatology Annual Meeting. The core

research agency Mintel rightly tapped anti-

The Chinese have played a major role in

findings outlined the effects of pollution on

pollution claims as a major beauty industry

drawing the world’s attention to an air pollutant

the skin - from impaired cell function through

focus for 2015.

called PM 2.5, tiny particles of different

inflammaging and an increase in free radical

The trend shows no sign of slowing and

sizes produced by vehicle exhaust emissions,

production which leads to early onset wrinkles.

has gone global. Between 2009 and 2013,

which are capable of penetrating the skin and

Several other studies have also discovered that

there were nearly 4000 beauty and personal

weakening its barrier function, causing dryness

as pollution levels increase and react with

care launches worldwide which included the

and sensitivity. Many skincare brands in China

other environmental aggressors such as UV

word ‘pollution’ in their description. Europe

now specifically claim that their cleansers and

radiation, an even more damaging by-product

accounted for 54 per cent of total launches, but

moisturisers help to eliminate PM 2.5 from the

is produced - ground level ozone - which speeds

Asia and North America were close behind

skin.

up skin ageing.

as more women identified pollution as having 16| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Acne, Sensitivity, the Great Indoors All Linked To Pollution

still depend on anti-oxidants and antiinflammatories, but they are also formulated with ingredients to coat the skin with a

There’s also a strong link between pollution

protective layer. What researchers are saying

and pigmentation on the face, previously

is that sun damage remains the top priority in

thought to be caused solely by the sun.

preventing premature ageing, but minimising

Pollution and exhaust fumes can also lead to

exposure to the sun and using sunscreen

inflammation, pore blockage and a higher acne

isn’t enough. The regular use of potent anti-

risk. It’s not even safe indoors. More recent

oxidants and proper cleansing are also crucial.

research has identified ‘undercover’ sources of pollution from cooktops to fireplaces and

A Comprehensive Skin Routine

computer printers.

Many of the world’s biggest cosmetic players

The focus on cleansing is a boon for sonic

are at the forefront of analysing the impact

cleansers such as Clarisonic and Clinique’s

of pollution on the skin and formulating new

Sonic System Purifying Cleansing Brush

products to battle its effects. Leaders in the

for men and women. Scientists say that just

field include Procter & Gamble through Olay,

washing the face manually may not be enough

Clarins, L’Oréal through its Lancôme and La

to shift pollution particles. But sonic brushes,

Roche-Posay brands, Elizabeth Arden, Clarins,

which vibrate hundreds of times per second,

Clinique and Simple. It’s not just average city

remove six times as much dirt and the most

dwellers who are worried about looking one or

minuscule of pollutant particles from the skin.

two years older by the time they are 40 because

A benefit even more important for those who

of pollutants. People with sensitive skin, a

cycle and jog in a city environment, whose skin

hefty percentage of the population in Europe,

often attracts up to three times as much grime

Australia and the US, as well as those who

and pollutants.

suffer from inflammatory skin diseases such as

Protecting the skin from the effects of

eczema are more susceptible to the effects of

pollution involves a group effort, starting with

air pollution.

cleansing and the regular use of face masks.

Back To The Future

IT’S LONG BEEN KNOWN THAT HIGHER LEVELS OF POLLUTION CAUSE LONG TERM DAMAGE TO THE SKIN. BUT THE TOPIC HAS MOVED FROM BEING A BACK STORY TO CENTRE STAGE.

Kiehl’s recently launched a series of masks, including Purifying Mask with probiotics and broccoli extract to cleanse and detox,

Well over 20 years ago, brands such as Estée

and Cilantro and Orange Extract Pollutant

Lauder launched products like Daywear Super

Defending Masque, an overnight treatment

Anti-Oxidant Complex, billed as a ‘safe haven

which repairs damaged skin.

for skin from the signs of premature ageing

A high level of anti-oxidants remains the gold

caused by indoor and outdoor pollution’.

standard of anti-pollution skincare because

Containing a triple protection system of anti-

they neutralise ageing free radical damage.

oxidant nutrients, moisturisers and SPF15,

Elizabeth Arden Prevage City Smart Broad

it provided an ‘instant shield’ to treat skin

Spectrum Hydrating Shield is the whole box

suffering from impaired barrier function.

and dice. Developed in an environment that

In 2004, Yves Saint Laurent teamed with a

simulated a ‘hazardous’ level in the Air Quality

leading French cosmetology research centre to

Index Spectrum, it contains an anti-pollution

create Ideal Defense to protect the skin from

complex made up of a patent-pending anti-

the effects of pollution. Clinique City Block has

oxidant blend of idebenone, green tea, ferulic

been around so long, it’s become a cult classic.

acid and L-carnosine. Other major releases

So what’s different now? A flood of scientific

include Lancôme City Miracle CC Cream

studies have not only confirmed the role of

(containing the antipollutant Detoxyl), Clarins

pollution in ageing, allergic reactions and

Extra-Comfort

inflammation. They have also proven how

Cream, La Roche-Posay Toleriane Ultra and

easy it is for pollution particles to enter the

the Philosophy Take A Deep Breath range.

skin, causing DNA damage and premature

Many more are on the drawing board over the

cellular death. Today’s anti-pollution products

next couple of years at all price levels.

Anti-Pollution

Cleansing

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |17

ARDEN’S

PROTECTION POLICY

T

he setting couldn’t have seemed more idyllic. A chic breakfast in the Museum of Contemporary Art on a sunny Sydney morning with the Harbour glistening in the background. But the message at hand soon sobered up the crowd of key media and influencers. Even when the sky looks clear, pollution can be very high and Sydney’s levels rank close to US and European cities, according to global data from Elizabeth Arden.

Craig Stewart, Acting General Manager of Elizabeth Arden, opened the proceedings by welcoming guests and detailing the latest developments and product successes for the company over the past year. Then it was down to discussion of two hero launches - Prevage City Smart and Prevage Foundation and DualEnded Foundation Brush.

Melissa Lyme, Marketing and Communications Manager, positioned Elizabeth Arden as a leader in the current anti-pollution skincare trend, outlining the company’s extensive research and development of the triple action technology in Prevage City Smart. David Whyte, National Training Manager, punched home the message about the product’s pioneering protection and defence capabilities against sun and pollution damage.

TRAINING COMMENT

DAVID WHYTE NATIONAL TRAINING MANAGER

"Most customers in Australia are aware of the harmful effects of the sun and therefore aware of the need for sunscreens in their beauty products. They are not however aware of just how damaging pollution is for the skin and the fact that pollution can double the harmful effects of the sun. As a result Prevage and especially the new Prevage City Smart needs to be talked about and recommended to every guest that visits the counter. All our 18| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Following the in-depth presentation, Stephen Gaskett, National Makeup Artist, added a touch of glamour by applying Prevage foundation on a model, using the new brush for a luminous finish. Media were also allowed to discover the breakthrough formula for themselves, as Gaskett colour-matched the correct shade for each guest.

Carli Alman - Beauty Crew and Janet Hayward - Beauty Directory

Alfred Sin and Icy Ling Indulgence Magazine

Rosemary Bracey - Beauty Heaven, Anne Fullerton Ninemsn HONEY and Becca Gilmartin - Laud Magazine

Emily Taylor - InStyle, Kellie Hush - Harper’s BAZAAR and Stephanie Darling - Sunday Life

Sheree Mutton - AWW, Ellen Presbury - Russh and Chloe Brinklow - Tomboy Beauty

Team Arden: Jennelle Meyer, Stephen Gaskett, Sadie Staley, David Whyte, Craig Stewart, Melissa Lyme, Melisa Woodgate, Ariana Janiw, Michelle Wilson

consultants are trained in how the environment damages the skin and how the active ingredient, Idebenone assists to neutralise free radical damage. To introduce Prevage to our guests our team is trained to ask questions about lifestyle, outdoor activities and work environment and then educate them about how this promotes premature ageing. Ms Arden was quoted in saying: “Every woman who comes to my counter will leave having gained as much in confidence and knowledge as she has gained in beauty”. This legacy we honour at all times and strive to educate our customers in what damages the skin and what solutions we can offer them to address their needs. The team has been trained to talk about Superstart and Prevage City Smart as book ends to their

skincare regime. Superstart is where skincare begins and Prevage City Smart is where it ends.

Prevage Anti-Aging Foundation is an exciting addition to our make-up portfolio. The team is trained to highlight the fact that the foundation is a treatment foundation and with constant usage it will help to smooth, treat and protect the skin. Demonstration of this foundation is vital and all guests will be invited to sit down, have their foundation removed and their skin prepped with the whole Prevage range. With the launch of the new Dual-Ended Foundation Brush that has been specifically designed to be used with the Prevage Foundation, experiencing the brush first-hand will show the guests the buffed luminous finish that can be achieved."

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |19

SAFE HAVEN Elizabeth Arden Prevage City Smart First-of-a-Kind Protection Against Pollution

by Elisabeth King

Instant Shield Defence Time and sun damage aren’t the only culprits that can lead to premature ageing of the skin. Recent research has shown that pollution which collects in built-up urban areas is far more damaging to the skin than previously thought. Made up of tiny particles that bind to the fats of the skin or slip through the pores, airborne pollutants cake the faces of millions of people worldwide in an invisible layer of dirt and grime that sticks around all day. The result is dull and lifeless-looking skin more vulnerable to early on-set wrinkling, sensitivity and allergies and dehydration.

It is impossible to escape exposure to pollution and UV light wherever you live in the world, says Lavinia Popescu, Senior Director, Research & Development for Elizabeth Arden. Over the past five years, she has helped to develop over 20 products for the company’s signature skincare franchises, including Prevage, Eight Hour and Ceramide. An in-demand speaker at leading international skincare and cosmetic conferences, Popescu previously worked as a senior R&D scientist for Estée Lauder. Based in New York, she is an expert on antioxidants and UV-induced inflammation, and has presented papers on the subject at such prestigious industry events as the European Society for Dermatological Research Meeting.

20| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

At Elizabeth Arden, we really started to track the anti-pollution skincare trend five to seven years ago, says Popescu. “We conducted a major survey in the US and Europe to discover how to treat skin suffering from an impaired barrier function due to environmental irritants.

The problem of such damaged skin includes an inability to hold moisture and a decrease in its capacity to prevent the penetration of irritants. Unless the skin is protected as quickly as possible, it develops an uneven texture and tone, dryness and fine lines”.

Elizabeth Arden Prevage City Smart acts as an instant shield, says Popescu. “The first line of defence is the DNA Enzyme Complex, which helps to reactivate the skin’s own natural protection against free radical activity. Three different enzymes derived from plankton, arabidopsis thaliana and ocean bacteria extracts work synergistically as a catalyst to activate the skin’s DNA repair mechanisms.

This technology helps to release the skin's untapped potential for self-defence”.

Double Trouble UV radiation and air pollutants also combine to form a skin-damaging tag team. Sun exposure in a polluted environment causes double the damage. Ozone, a photochemical oxidant which generates free radicals on the skin increases dramatically during the day from the interaction of sunlight and irritants caused by smoke, industrial and car emissions. Oxidants are formed as the skin attempts to defend itself against ozone, triggering a cascade of damage.

The patent-pending Anti-Pollution Complex in Prevage City Smart has a bumper effect when partnered with the DNA Enzyme Complex, says Popescu. “Free radicals damage what they

touch first, so antioxidants are critical in saving the skin. The complex contains Idebenone, the world’s single most powerful antioxidant, green tea, thiotaine, ferulic acid and L-Carnosine.

Blended together they produce a multi-effect that protects against the progressive loss of collagen and elastin, the skin's two major proteins, to strengthen and support the skin”.

Extra Vigilance UV exposure remains a primary skin aggressor. There’s also a link between air pollution and pigmentation spots on the face, which previously were thought to be caused solely by the sun, says Popescu. “A powerful broad spectrum sunscreen completes the triple protection system of antioxidants and enzymes. Made up of 100 per cent minerals (zinc oxide and titanium oxide), it acts as a physical block to screen out UVA and UVB rays. The skin’s barrier function is improved through hydrating, invisible protection and the skin feels soothed and supple”.

The specialist nature of Prevage City Smart reflects the pattern of Elizabeth Arden skincare launches in recent years and into the future, says Popescu. “Elizabeth Arden Superstart Skin Renewal Booster targets the first layer of the skin in a similar high tech way. The product debuted a new era of skincare development for Elizabeth Arden and it’s been a huge success.

To bind moisture to the skin and ensure long term hydration, Superstart should be used after cleansing, followed by Prevage Anti-aging Daily Serum and then Prevage City Smart”.

The skin is the body’s largest eliminative organ.

It flushes out toxins, but if it’s covered with pollutants it becomes weak and loses its glow.

“Today, women need to be extra vigilant”, says Popescu. “The good news is that high tech products such as Prevage City Smart help them to fight back. Elizabeth Arden has more breakthroughs in the pipeline to meet the needs of a wide range of specific consumer groups”.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |21

INDUSTRY NEWS

LANCÔME SIGNS TAYLOR HILL

Lancôme has a new brand ambassadress: Taylor Hill. The 20 year old American model recently took one of fashion’s most notable gigs as one of the youngest Victoria’s Secret Angels, she has also walked the runway for Chanel, Dolce & Gabbana, Balmain, Givenchy and more. She’s described as the role model of a generation of energetic free spirits who follow her on Snapchat and Instagram. Taylor shares the most exciting moments of her life with fans all over the world…and now that includes her work with Lancôme.

MECCA HOLIDAY As part of its ongoing partnership with the National Gallery of Victoria and a commitment to supporting local female artists, Mecca has once again, collaborated with a contemporary Australian to inspire its limited-edition Holiday Collection (pictured here). Pip & Pop, the pseudonym used by multidisciplinary Perth-based artist Tanya Schultz, encourages viewers to immerse themselves in the wonder and joy associated with childhood through her intoxicating installations of dream-like colour. For Mecca Christmas, Pip & Pop was inspired by the ancient Japanese tradition of gifting Temari Balls to children, where parents and grandparents would create beautiful, hand embroidered balls using threads of old kimonos. These brilliantly coloured balls would often contain handwritten New Year well-wishes for their children. Pip & Pop’s take on the tradition of the Temari ball employs washi tape to create unique patterns which are then digitally altered to bring them to life across multiple platforms. Available in stores and online from November 8th.

22| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

DESIGNER BRANDS’ DECADE Launched a decade ago by husband and wife team Tony and Sharon Rechtman, Designer Brands was created to challenge the notion that affordable cosmetics were not as good quality as high end brands.

While living in the United States, Sharon and Tony noticed that women in LA managed to look a million dollars wearing high street fashion brands, yet in cosmetics, inexpensive more often than not meant poor quality. They devised their big plan on the back of a napkin over dinner, to create great, high-end quality, affordable cosmetics, and moved back to Australia to launch Designer Brands with 15 products and one staff member (Tony!). Ten years on and DB sells millions of products each year in over 4,000 pharmacies across Australia and New Zealand and has experienced 20% growth year-on-year for the past three years.

Tony, pictured here, says: “The growth and success of Designer Brands over the past 10 years has well exceeded what Sharon and I expected, but with over 20 million products sold since we launched and close to 4 products sold each minute, the Designer Brands offer has really resonated with Australian women.”

In 2011, Designer Brands’ parent company, Total Beauty Network, was named as one of the country’s fastest growing companies in the BRW Fast 100 List and the company now employs over 65 staff. Strong growth continues with numerous new and innovative products being launched including the first strobing stick for the mass market in Australia, a cushion foundation, False & Flared False Lash Effect Mascara, Crème Gel Eyeliner and mineral eye shadows.

Sales for male grooming in Australia are taking a hit from the decline in men’s shaving, driven by the rise of the ‘hipster’ sub-culture and the increase in popularity of facial hair.

Manufacturers are predicted to launch products that cater to beard and facial hair grooming, such as beard oils and moisturisers that ‘speak’ to the hairy dude hipster.

Skin lightening: there’s no slowing down in the growth of the skin lightening category, in Asia-Pacific. A key development however is coming in the ingredients used. With consumer groups questioning such potentially dangerous ingredients as hydroquinone and mercury, manufactures are answering the concern with R&D into natural ingredients that effectively lighten the skin.

L’Oréal Paris, as the official beauty partner of the 2016 Melbourne Cup Carnival, will once again open the L’Oréal Paris Powder Room to racegoers. For the first time since 2010, guests can visit the L’Oréal Paris Powder Room at Flemington for touch ups and on-trend beauty consultations. They’ll take away the coveted gift bag filled with the latest L’Oréal Paris beauty must-haves. The Powder Room will be situated in The Park, a new fashion and entertainment quarter at Flemington Racecourse, and will be open to the public every day throughout the 2016 Melbourne Cup Carnival. L’Oréal Paris will also be a support sponsor of Myer Fashions on the Field 2016 providing backstage beauty expertise to competition entrants.

Premium unisex fragrance sales are growing significantly - 23% in value sales in 2015 - while the mass unisex category is in decline - 6% in current value terms in 2015, says Eleanor Dwyer, research associate at Euromonitor. Unisex fragrances are about individual preference rather than being assigned a gender, and appeal to those who seek a scent for them rather than being guided to a certain sex fragrance. Price can be a stumbling block for some, yet value-conscious consumers still want premium fragrances, so companies launching 30ml sizes and body mists are onto a winner with their “buying into” accessibility.

Liz Webster has joined Priceline as General Manager, Merchandise at Priceline Pharmacy (former GM of Cosmetics at Myer).

Gillian Ridley Whittle is appointed as the new Group General Manager of Cosmetics and Intimate Apparel at Myer.

Gillian with esprit Magazine’s Andrea Ferrari

INDUSTRY NEWS

SNIPPETS

TOM FORD Tom Ford’s Face Focus collection launches on the 23rd of October. This collection offers the tools to create a flawless complexion with Tom Ford’s first full-coverage, waterproof foundation that leaves a naturally radiant finish. Also included in this collection is a Fiber Brow Gel which has a unique gel formula with small fibers that groom and define sparse brows to have a healthy and natural shape.

On October 30th, Tom Ford introduces the Tom Ford Orchid Collection – a limited edition series of luxurious scents and cosmetics as an ode to the launch of his first fragrance within the Tom Ford beauty collection, the iconic Tom Ford Black Orchid Eau de Parfum.

To Tom Ford, there is no more dramatic accessory than a perfect lip. The anticipated re-launch of Tom Ford’s Lips & Boys collection is on counter from the 26th of November. The collection showcases a wardrobe of 50 rich, vivacious, sensuous shades that influence a mood and transform an entire look with maximum impact.

Are you ‘Drake’? Perhaps ‘Jay’? Or maybe even ‘Justin’? You decide!

On December 10th and for the very first time, Tom Ford introduces unexpected dimensions of green into his Private Blend Collection with a series of classicallyinspired yet thoroughly modern interpretations of the green olfactive family from floral citrus to deepest woods, LES EXTRAITS VERTS.

L’ORÉAL ACQUISITIONS L’Oréal closed its biggest deal since 2008, with the acquisition of IT Cosmetics, the beauty brand founded in the US by news anchor Jamie Kern Lima specifically to address problem skins. Jamie suffers from rosacea and her honesty and ‘realness’ has resonated with customers around the word.

IT Cosmetics is available in Australia at Sephora – www.itcosmetcis.com.

L’Oréal has also bought niche fragrance brand Atelier Cologne. Founded in New York in 2009 by perfumers Sylvie Ganter (French/Italian) and Christophe Cervasel (French born, Italy lover) it is the first modern fragrance house entirely dedicated to cologne. Atelier Cologne is marketed and distributed in Australia by Agence de Parfums and available at Myer’s Galerie de Parfum in Melbourne and Sydney, Amuse Beauty Studios, Libertine Parfumerie and select boutiques and niche perfumeries in Australia and New Zealand – www.ateliercologne.com

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |23

INDUSTRY NEWS

Natalie Roser

POSES FOR MANICARE An advertising campaign starring Natalie Roser and shot on Bondi Beach supports a limited edition Manicare, Glam by Manicare and Lady Jayne collection designed in collaboration with luxury Australian lifestyle brand We Are Handsome. Emblazoned with bright, fun and tropical designs the collection includes nail files, mini tweezers, nail polish remover pads, a compact mirror, false eyelashes and nail sets each with statement nails in the print design, too.

The Bondi Beach shoot shows Australian bikini IT GIRL Natalie Roser capturing the essence of an Aussie summer. The three tropical prints Flight, Parade and Territory speak to the millennial audience that aligns with the brand values of innovation, quality and playfulness.

Capturing the spirit and emotion of summer, the limited edition collaboration offers quality beauty products infused with tropical vibes.

Jeremy Somers, Managing and Creative Director, We Are Handsome, says: “The collections prints are aviary-themed with lots of birds, bright colours and plumage. We love fresh colour in the print selection and designing such colourful, vibrant prints was an absolute delight.”

An Ordinary collection This month Canadian beauty company DECIEM is launching its latest ‘abnormal’ beauty brand into Australia. The Ordinary is made up of ten SKUs including Niacinamide 10%, Hyaluronic Acid 2%, Advanced Retinoid 2% and 100% Organic Cold-Pressed Rose Hip Seed Oil and products will be priced between $9.80 - $24.90.

DECIEM founder Brandon Truaxe, who was previously behind Indeed Labs and Euoko, has created the new revolutionary range to celebrate and encourage integrity and honesty in the beauty and skincare industry on a global scale. “The Ordinary is an evolving collection of treatments offering familiar, effective clinical technologies positioned to raise pricing and communication integrity in skincare.”

The Ordinary is the third skincare concept brand to be launched under the DECIEM umbrella, following Hylamide and NIOD.

CHANEL Chanel opened its first Fragrance & Beauty boutique in Auckland, New Zealand. The boutique is located in the historic Britomart Building and marks the 12th Fragrance and Beauty boutique opening across Australia and New Zealand collectively.

To warmly connect old with new; Chanel has restored and incorporated original 1900’s brickwork and the traditional New Zealand Kauri timber floors of the building into the design concept of the loft-like boutique space. It is this distinctive feature coupled with the new Chanel Fragrance and Beauty boutique design that has set the tone for the unique and inviting boutique atmosphere, suitably signifying Chanel’s first footprint in New Zealand.

Customers are invited to discover the latest Chanel make-up creations as well as a skincare bar which showcases the tailored offerings for every complexion. The fragrances area features all Chanel olfactory creations, including the legendary collection Les Exclusifs de CHANEL.

24| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

magically

ing brows transfosirncm e 1976

BENEFIT WANTS YOU If you’ve got personality, pizzazz, bags of enthusiasm and want to work for Australia’s most exciting cosmetic brand, then send your CV and cover letter to benefit@au.lvmh-pc.com, or drop it off in store!

@BenefitAustralia Benefit Cosmetics Australia

INDUSTRY NEWS

SNIPPETS Eating clean and the booming health and wellness lifestyle is snowballing. From Western markets and Australia it’s rolling in to Asia-Pacific bringing with it a raft of natural beauty products. Eating-clean consumers say it’s a ‘no-brainer’ to follow through with the same choices about what you put IN your body and what you put ON your body. The clear claim of Free From Chemicals tips almost 50% of consumers to buy the product, according to Mintel. Manufactures must pay attention to shelf life of ingredients however, and ensure they use them efficiently in production to offer consumers a good length on use-by dates. Some oils will last four years but some herbs and fruit ingredients only last six months.

Christina Aguilera fragrances will have a new home by the beginning of 2017. Elizabeth Arden is acquiring the celebrity’s fragrance brand in the sell-out by current owner, P&G. It’s described by industry sources as a perfect fit. Already Europe’s top selling celebrity fragrance and a leader across Northern America, Arden promises to dedicate efforts immediately to elevate and enliven the brand to its full global potential. Arden’s Fragrances Division is reporting significant growth in celebrity fragrances driven currently by John Varvatos and Juicy Couture. And remember Arden has the confident clout of being acquired by Revlon with its sights set on building the fragrance division. Seemingly a win all round.

GLAMBASSADORS Benefit celebrated its top performing BeneBabes’ ongoing efforts and passion with a day of surprises, pampering and bubbles. The group of 16 Glambassadors from around Australia were recognised for their continued efforts to go above and beyond with outstanding sales, leadership and living and breathing the Benefit DNA. The BeneBabes were welcomed with Breakfast at Benefit Beauty Central (Sydney HQ) before being surprised by Makeup Artist Maria Yousif (@mariayousif). Maria, the HOOLA addict and Selfie Queen, answered questions from the Glambassadors from how to start an Instagram page, to her make-up routine and favourite celebrity make-up trends. Maria wow’ed with a make-up masterclass and finished off with teaching everyone how to take the

Photo: Maria & Glambassadors perfect selfie, including her perfect pout technique.

The girls were then water taxied to Luna Park to put their new selfie skills to work with the stunning backdrop of Sydney Harbour and spend the morning grabbing life by the giggles on rides and indulging in carnival food. The afternoon finished with each of the Glambassadors receiving a Blow Dry and personalised shopping experience at Top Shop, complete with bubbles, ensuring they were red carpet ready for the evening’s Gala Dinner.

Beth Glancey, General Manager and Sharon Butcher, National Sales Manager, took the opportunity to thank staff for their dedication to their work, the brand and their customers day after day. The night culminated in Tracey Harwood from Benefit Geelong being crowned Australia’s Glambassador of 2016 and winning a trip to San Francisco to join Glambassadors from around the Globe for a 4-day conference.

26| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

MOLTON BROWN Molton Brown perfumer, Jennifer Jambon, as winner of a perfume competition to create a new sandalwood-base fragrance, has travelled from London to Australia to witness the planting and harvesting of Indian sandalwood across the Top End of Australia. She was hosted by TFS, the owner of Australia’s largest sandalwood plantation and the world’s largest supplier of sustainable, plantation-grown Indian sandalwood. Ms Jambon beat 127 perfumers from 13 countries to win the perfume creation competition, which was run by the American Society of Perfumers and TFS. Her winning fragrance, Voyage D’Iris, combines sandalwood oil and orris (iris roots) to create a sophisticated fragrance that would bring to mind images of a journey through Australia.

Describing the winning perfume, competition judge Chris Dienno says: “The winning fragrance topped a world class selection of contenders by striking a delectable balance of complementary notes. Capturing the magic of the TFS Sandalwood, Jennifer exposed it just enough to allow it to peek out and blend with the beautiful orris accord she had developed. This gave an elegance to the creation that became the determining factor for the judges.”.

Roadshow

INDUSTRY NEWS

EDUCATION

LA PRAIRIE SKIN CAVIAR ESSENCE-IN-LOTION IS A NEW BEAUTY STEP • Skin Caviar Essence-in-Lotion adds a new step in the Skin Caviar collection beauty routine.

La Prairie Management held training roadshow events across Brisbane, Sydney and Melbourne to celebrate the year’s success to date and introduce the next big launch, Skin Caviar Essence-in-Lotion.

The training started with a recap on the year by Managing Director, Rosi Fernandez, who congratulated the team on another record breaking year. An achievement that she credits to the hardworking experts in the room.

Skin Caviar Essence-in-Lotion was introduced by Training and Events Manager Belinda Besant. Staff were informed about the revolutionary creation of caviar water

by La Prairie scientists and what this new product can do to supercharge any skincare routine. Everyone was asked to demonstrate the whole Caviar Collection beauty routine on their hands, one hand with and one hand without Essence-in-Lotion, the difference amazed the room, Isabelle Cameron – Marketing and PR Assistant tells esprit Magazine.

Tammy Pall, acting Marketing and PR Manager, outlined the marketing strategy in place to support the Beauty Advisors during this launch. Each Beauty Advisor left with their own Skin Caviar Essence-in-Lotion.

• Specifically developed by La Prairie scientists, it is the very first time caviar water is used in cosmetics.

• Skin Caviar Essence-in-Lotion contains 100% active caviar water in lieu of water.

• The association of caviar in different forms results in unique skincare lifting, firming and hydrating benefits.

Key benefits: • Lifting and firming • Hydrating and smoothing • Improving skin’s elasticity • Preparing skin to better absorb the actives of the serum to follow

LALIQUE Founded by René Lalique in 1888, Lalique is a symbol of artistic tradition and craftsmanship of the highest order. Internationally recognised as the undisputed master of crystal, Lalique thrives as a global luxury lifestyle brand, standing for artistry, excellence and creativity. The brand’s fragrance collection, is synonymous with French luxury. Lalique’s fragrance portfolio is now available in Australia through Libertine Parfumerie and Myer Sydney and Melbourne as well as through select boutiques and niche perfumeries in Australia and New Zealand.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |27

INDUSTRY NEWS

Pretty Pair from Sisley Sisley Double Tenseur provides instant and long term beauty benefits. Described as a ‘second skin moisturising gel’ it has a cooling sensation upon application. Instantly it leaves a uniform lifting veil over the whole face making it appear fresher and more rested. Long term, the skin’s firming capacity is strengthened.

The powerful combination of plant based active ingredients such as Tiger Nut extract, Cottonseed extract, Red Vine extract and Watercress extract, will result in the skin being more toned, feeling denser to touch and plumped up. RRP $220.00, 30ml.

Sisleÿa Le Teint anti-ageing foundation promises to beautify mature skin while providing it with skincare benefits. An exclusive synergy of make-up and skincare, this sophisticated foundation offers an immediate rejuvenating effect to the skin. Visible anti-ageing benefits and optimal comfort last beautifully all day long.

Notable ingredients: Persian Acacia Extract and Red Vine Extract help to increase the radiance of the skin day after day; Soy Peptide Extract, White Willow Extract and Vitamin E Acetate help protect the skin from external damage and preserve its youthful appearance; Wheat Sugar Extract and Cherry Blossom Extract provide a plumping action. There are six natural shades from pale to peach. RRP $190.00, 30ml.

uxe

FORUM FOR L

Deborah Symond - Founder and Managing Director, Mode Sportif, Chris Kyvetos - Founder and Creative Director, Sneakerboy, Julie Stevanja - Founder and CEO, Stylerunner and Donna Player - Retail Expert Australia’s leading annual deLuxforum returned for its fourth consecutive year to deliver a thought-provoking line-up of international and local speakers all experts in the luxury and prestige sector. This year speaker’s explored the highly relevant theme: Balancing Tradition, Embracing Technology.

Attended by local and international heads of business, key decision makers, innovators and entrepreneurs who seek to expand their operational knowledge, the charter of the day is to delve into the current challenges and future opportunities fronting the specialised sector.

With rapid digital innovation continuously impacting consumers’ interactions with products and services: deLux16 spoke to harnessing the customer experience and why it is the ultimate quest for high-end brands.

The forum was elegantly guided by Channel 9 Today Show host and journalist Lisa Wilkinson AM. Opening the day with gusto, 28| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

the morning session showcased a trio of international visionaries presenting a global view on the new dynamics of the luxury market; Luca Solca, Managing Director, Sector Head of Luxury Goods at Exane BNP Paribas (Switzerland): The Global Luxury Sector – Current and Future Analysis; Gregoire Blanche, Regional Managing Director Cartier, South East Asia & Oceania (Singapore): Cartier’s cross cultural appeal - balancing tradition with digital innovation; and Michel Campan, CEO mcgarrybowen Luxury agency (Paris, Hong Kong, Shanghai): The Rules of Engagement – Digital, eCom & CRM. Further debate around the strategy of online engagement continued with local expert and deLux15 favourite, Jonathan Pease, Chief Creative Officer at DTDIGITAL joining Michel Campan on stage, responding to the question, What is Digital?

Forum alumni Craig Woolford Managing Director & Head of Consumer Sector

Research Citi provided an enlightening local outlook with The Current State of Retail & Consumer Shifts. The unique aesthetic of Australiana made its way to the stage with guest speakers Raju Vuppalapati, Global Chief Executive Officer, R.M. Williams and Allison Bard, General Manager - Global Brand Director Helen Kaminski. Moderated

by Lisa Wilkinson, the panel spoke to Antipodean Artisans - cutting through on the global stage. Aligning the role of technology in redefining luxury; Paul Gracey, Director, Personal Systems HP APAC joined Nick Smith, Group Publisher - Lifestyle News life Media/Editor-in-Chief GQ for a 1:1 interview - The Technology Sartorialist, Decoding the man.

A dynamic panel discussion bdetween Deborah Symond, Founder and Managing Director, Mode Sportif; Chris Kyvetos, Founder and Creative Director, Sneakerboy and Julie Stevanja, Founder and CEO Stylerunner, covered the retail phenomenon of Sportsluxe. Moderated by Donna Player, Retail Expert, Informal Luxury Scaling the Heights – a new generation laced up! Leaving no doubt as to why they are considered ‘disrupters’ Neil Perry AM, Director, The Rockpool Group and James Kennedy, MD & CEO Emerald Group Investments, in a conversation with Lisa Wilkinson; High End, High Tech – Redefining the experience & plating it up! To close the day, Floyd Larsen, Chief Executive Officer of Cure Cancer spoke on the achievements of young scientists and the imperative role of technology in research.

The opportunity to reconnect with or be introduced to industry colleagues is an important objective of the day therefore concluding deLux16 with a Champagne cocktail reception hosted by Charles Heidsieck ensured the conversations flowed.

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the essence of caviar introducing skin caviar essence-in-lotion Gentle, yet highly effective, extravagant, yet essential, rich with caviar water, it will become the first transformative step of your daily lifting and firming ritual.

There is nothing else like it, so beneficial to your skin, so sophisticated, so utterly precious.

You will discover that the missing link to ultimate skincare, was the very first step: Skin Caviar Essence-in-Lotion.

INDUSTRY NEWS

TERRY WHITE CHEMISTS CONFERENCE

Pharmacy has become a major destination for fragrance and beauty since Terry White Chemists co-founder, Rhonda White, first introduced the category to the channel through the Group’s Australia Fair pharmacy on the Gold Coast.

Terry White Chemists National Merchandise Manager Matt McLoughlin speaking at the company’s conference highlighted that it’s Christmas time that the category “really comes into its own” with seasonal sales anchoring yearround success.

“Fragrance and beauty products are on many a Christmas list and for us, it is a time of year that accounts for almost 40 percent of annual fragrance sales – great customer service is vital at this time of year,” Mr McLoughlin said.

“You can offer great deals to attract a customer in to your pharmacy but you must also be prepared to greet that customer with high levels of service when they arrive at your door.

Outstanding product knowledge, listening to the customer and taking the time, even when busy, to assist them ensures you convert the visit to a sale and the customer leaves satisfied.”

The Terry White Group includes the Terry White Chemists & Chemplus networks and is merging with Chemmart for a combined total of around 500 pharmacies across Australia.

Mr McLoughlin said high service levels in the area of fragrance and beauty offered an important opportunity to build long-time loyalty. “Beauty consultants are an integral part of pharmacy and together with the health-

focused pharmacy teams, contribute greatly to building loyalty and ensuring a customer returns,” he said.

“When a customer leaves happy with the product they have purchased and the friendly professional service they have received, they are sure to come back”.

Napoleon Perdis joined the Terry White Group annual conference in Adelaide in August but did not come alone. Perdis, who speaks often and lovingly of the importance of family, introduced the Group to his four daughters as well as to the brand’s co-founder and first lady, Soula-Marie. “At the end of the day, a family business is what it’s all about,” Mr Perdis said.

Taking to the stage in front of the 453 conference delegates, Napoleon and SoulaMarie’s four daughters – triplets, Athina, Angelene and Alexia and new face of the brand, big sister, Lianna, took turns thanking the Terry White Group for their support.

Lianna echoed a sentiment expressed by her father – that being the significance of the youth market. “In your stores, please

don’t forget about and neglect, my type of customer,” Lianna said. “Customers between 15 and 20 years old have a huge disposable income – either their own or their parents.

But sometimes I feel that when they are in a pharmacy, the staff may feel that they may be menacing youngsters.

“Well social media has taught us to be more particular, careful and judging, therefore expecting customer service to be more intense. So my final message, beyond thank you for supporting Napoleon Perdis and the business we have together is that my type of customer – the social media generation - wants you to pay attention. The rewards will be great in your stores.”

Napoleon said research showed the younger generation had $40 billion to spend in the next three years. “We want that. When they come after school, don’t alienate them, encourage them,” he said.

“Don’t look at skin colour, don’t look at age, don’t look at demographic, don’t look at what they look like – it’s just about making sure we accept them in our retail environments. Allow her to celebrate who she is with you.”

Napoleon Perdis has redesigned its Flagship store located in Sydney’s Double Bay Maintaining the brand’s eclectic mix of modern art and elegant timeless decor the store gives the feeling of luxury and glamour. A customer can fulfil heaps of beauty needs here, from the wide range of make-up itself to a variety of services including makeovers, lash application and lessons on how to create any kind of beauty effect. The store has a specially designed V.I.P. area created to be both stylish and exclusive.

30| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

...partnering with Australian beauty brand ModelCo Australian beauty brand ModelCo, renowned for its glamorous celebrity ambassadors, is partnering with one of the hottest “IT” girls as its latest muse. Model of the moment, Hailey Baldwin (pictured here), the uber cool celebrity daughter of actor Stephen Baldwin will release her own Hailey Baldwin for ModelCo product range which she designed in collaboration with ModelCo CEO and Founder Shelley Barrett. Hailey will be in Sydney in November 2016 to launch the limited edition capsule collection for ModelCo which will be available in stores at Mecca Maxima, Australia and online at www.modelcocosmetics.com Hailey’s signing is a huge coup for the brand as the model representing the new wave of social media models that has propelled the likes of (Hailey’s friends) Gigi Hadid and Kendall Jenner from up-and-coming model to global celebrity, who have not only stunning faces, killer bodies but great personalities and huge followers too. It is a signature ModelCo move for the brand which has an impressive list of past ModelCo ambassadors including Elle Macpherson, Dannii Minogue, Cheyenne Tozzi and Rosie Huntington-Whiteley. Shelley, a former model agent, prides herself on identifying up and coming talent that will resonate with her customers: “Hailey epitomises raw beauty and has a look which is very edgy, modern and cool. I felt compelled to join forces and bring Hailey’s fresh take on beauty to her many fans around the world.

It was inspiring to work with her on this project and inject a renewed, contemporary feel to the ModelCo brand.”

NUDE BY NATURE IN CHEMIST WAREHOUSE Australia’s No.1 Mineral Make-up Brand, Nude by Nature launches into Chemist Warehouse from October 2016. This is a strategic addition to the brand’s stockist portfolio given Chemist Warehouse is the fastest growing retailer in the pharmacy sphere. Nude by Nature will launch into over 250 Chemist Warehouse stores which will be rolled out from October through to mid-November 2016.

The brand’s Global POS Merchandise Manager Lucia Garajova announces a new point of sale look going into Chemist Warehouse stores: “We launched our new POS with an updated look in late 2015, and our brand presence in store has been evolving since. We have elevated the look and feel of our wall units, introducing key brand elements like rose gold accents, visuals of the natural environment to animate our Australian heritage and prominently featuring Elyse Taylor as the face of the brand.”

Garajova also explains that stronger communication components have been introduced to help educate customers during the buying process: “The new look and feel of Nude by Nature point of sale represents our position as the market leader in the mineral make-up category. It was developed not only with our loyal customer in mind, it was also created to attract new consumers and to introduce the brand to the wider audience.”

INDUSTRY NEWS

Hailey Baldwin cosmetics range

Fragrancesoftheworld.com features a fresh, exciting and innovative virtual journey for the senses. New features include: The Fragrance Wheel - a brand new, playful and enticing interactive experience. Discover the fragrance families and their icons.

The Book - dip into the pages and order your copy of Fragrances of the World 2016 (32nd edition). Michael Edwards’ definitive guide to perfumery that charts every fragrance under the same, universal classification system for unrivalled reference and comparison.

The Database - gain exclusive access to the Fragrances of the World professional database, the most comprehensive and reliable fragrance resource, updated weekly.

The Retail App - select with confidence, helping customers choose a new fragrance made beautifully simple. Not just a comprehensive training and sales tool, this customisable Retail App takes clients on their own unique fragrance journey at point of sale.

The Fragrance Finder - the latest releases revealed. Find out what’s new, be inspired by the new matching tool and help your customers indulge in new favourite fragrances.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |31

INDUSTRY NEWS

SAM & NIC CHAPMAN IN AUSTRALIA Sam and Nic Chapman are make-up artist sisters who’ve become known, and genuinely so, as YouTube sensations.

They are also the names behind Real Techniques Australia’s number one selling make-up brush collection.

HOW TO Sam & Nic share tips with esprit Magazine Australia for you to share with YOUR customers Why use brushes when fingers will do?

With Real Techniques you will get amazing results for an amazing price. The bristles are so soft and can be used with creams, powder and liquids.

What are the essentials for a brush kit for the average consumer?

Sam Chapman, Tegan Martin and Nic Chapman Make-up artist/influencers Rachael Brook, Heidi Scarlett King and Stephanie Bailey

• Expert Face Brush: a great tool to really buff in foundation and get that almost airbrushed look • Miracle Complexion Sponge: you can really achieve a flawless base when you use it damp • Deluxe Crease Brush: this brush is so fantastic for not only shadow but applying concealer. It’s our secret weapon • Setting Brush: if you don’t want to powder the entire face, it’s perfect to get small areas. Also amazing for shadow and highlighting • Bold Metals Tapered Shadow Brush: great for really getting into the crease of the eye - we were so excited about launching this guy

In partnership with Priceline Pharmacy’s Beauty School campaign, Chemcorp International – the exclusive distributor of Real Techniques in Australia – hosted events in Sydney and Melbourne. Fans of the brand and followers of their YouTube channel Pixiwoo met the girls and took part in an exclusive one-off masterclass.

Erica Galea, Marketing Manager of Chemcorp International says: “In only five years, Real Techniques has become a top selling make-up brush collection worldwide. At Chemcorp, working with Sam and Nic, we have many exciting plans for both consumers, media and fellow YouTubers.”

“Real Techniques has been a powerhouse of a brand for us at Priceline Pharmacy.

Developed by the make-up artist sensations – Pixiwoo – Real Techniques is a multimillion exclusive brand for us with three of their products sitting in the top 10 of our accessory category. And we expect the brand to grow as we move into 2017,” says Liz Webster – GM Merchandise at Priceline Pharmacy.

ESTÉE LAUDER Estée Lauder has just launched Modern Muse Le Rouge Gloss – a bold, new fragrance inspired by a sexy red, lacquered vinyl that is said to “provocatively invigorate all the senses”. Launching on the 23rd of October, the Re-Nutriv Ultimate Lift Regenerating Youth collection is inspired by the magic of nature’s morning dew, and by Estée Lauder’s legendary love of flowers.

The formulations work in synergy as a potent force to reawaken skin’s innate powers of visible regeneration, strength and youthfulness. In late October, Estée Lauder makes brow grooming easy with new Brow Multi-Tasker – a 3-in-1 product that creates fully groomed and defined brows in minutes.Leading up to the holidays, Estée Lauder teamed up with renowned imaginative fashion illustrator Ruben Toledo to create holiday sets that are extra special, designer-style gifts.

32| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Bang On Trend Burt's Bees 100% Natural Facial Cleansing Oil ... balanced skin is healthy skin The Burt’s Bees brand has been built on the belief that nature knows best. As the business has grown over the past 30 years, it has become more selective about its famous natural ingredients—from root to stem and bark to blossom— to provide the ultimate harmony for skin's natural chemistry.

In September 2016, Burt’s Bees took its renowned skincare range to the next level by introducing its first 100% natural Facial Cleansing Oil to the Australian market.

The unique, non-comedogenic blend is filled to the brim with nourishing botanical oils, including cold-pressed Coconut and Argan Oils as well as Crambe Oil, (rich in Omega-9 fatty acids) to gently dissolve dirt and makeup without stripping the skin’s naturally protective barriers and inherent moisture. The Facial Cleansing Oil has been given the stamp of approval by dermatologists and has proven safe for contact wearers, is free of nasties, and leaves skin velvety soft and silky smooth.

When the skin is well-fed, it can function more beautifully. Just as the right mix of foods from the earth nourish your body from the inside, the right mix of ingredients from the earth help nourish your skin from the outside, giving it a fresh, natural vitality.

WHY GET OILED UP? It’s no secret that when products work in harmony with the skin’s natural rhythms, the skin looks healthy, balanced, and radiant.

Burt’s Bees Facial Cleansing Oil is formulated specifically for normal to dry skin users due to the blend of oils and moisturisation benefits. Additionally, the blend of Coconut and Argan oils have been specially selected as ‘carrier’ oils that are rapidly absorbed by the skin to help replenish the compromised hydro-lipid layer of those with dry skin. The result is luxuriously clean healthy-looking skin without the oily residue.

KEEP IT CLEAN So, how should this nutrient-rich super-cleanser be applied to the skin? Burt’s Bees recommends dispensing the oil into dry hands and gently massaging over your dry face. Follow with wet hands, gently massage the face, rinse thoroughly and pat dry.

The Burt’s Bees Facial Oil Cleanser is now available in David Jones, Myer and selected pharmacies nationally.

Burt’s Bees® has been offering distinctive earth-friendly, natural health and beauty care products for 30 years. From a beekeeper’s backyard in Maine to the leading edge of natural, Burt’s Bees knows natural body care solutions from head-to-toe and operates with The Greater Good™ top of mind. No parabens, phthalates, petrolatum or SLS and no animal testing.

Superfood For Your Face Cold-pressed Coconut Oil is light, non-greasy and full of skin-friendly nutrients like fatty acids and antioxidants. Native to the tropics, Coconut Oil acts as a natural moisturiser that helps soften and smooth skin.

Organic Argan Oil is cold-pressed from the fruit of the Argania spinose tree, known by the local Moroccans as the “Tree of Life”. Managed almost exclusively by women’s groups, the Argan fruit collection and oil production in Morocco has significant cultural value.

Argan Oil is rich in antioxidants and nourishes skin. The unique blend of these natural oils gently cleanses your skin and keeps it feeling moisturised.

34

IN THE MOMENT Lancôme Énergie de Vie Meets The Updated Needs of Millennials

by Elisabeth King

The skin ranks low on the body’s list of priorities and is the first place to show up any deficiencies.

In today’s hot-wired life of mental challenge and response played out at breakneck speed, the effects of urban fatigue are being felt at a much earlier age. No other demographic experiences the phenomenon more acutely than Millennials, says Lucy Bradshaw, Marketing Manager for Lancôme.

“Millennial’s and more specifically women aged 25 to 35, are a generation often defined by their desire to experience and discover everything here and now as well as their instant connection to abundant information.

As a consequence, this generation is overwhelmed and exhausted that shows on the skin as dark circles, dehydration, uneven texture and loss of radiance which can evolve into the first signs of ageing if left unaddressed”.

34| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Espirt Magazine promotion

35

Old Approach No Longer Works The old anti-wrinkle route of easing a new generation into a lifetime skincare plan no longer works. Study after study has revealed that Millennials aren’t looking for skincare that delivers results in four weeks, they want fast, immediate outcomes. They also look at ageing differently. Social media has had a strong impact on the skincare market. A generation that spends hours on Instagram and Snapchat is more interested in products which deliver instant benefits for their complexions.

That’s where Lancôme Énergie de Vie comes in, says Bradshaw. “Millennials value simplicity and they are more solution-focused.

The hero product of the Énergie de Vie lineup is Liquid Care. A multi-benefit product that acts as a toner, serum and moisturiser, it is Lancôme’s first liquid moisturiser. According to our studies, regular use leaves the skin seven times more hydrated. Mega hydration with high water content is half the battle against the first signs of ageing and urban fatigue”

Natural Meets Scientific Millennials are also pushing the growth of natural skincare and the beauty-from-within concept. Vitamins, supplements and drinks are playing strongly in today’s approach to great skin. “The ingredients in Énergie de Vie are closely aligned with these personal values and living healthily”, says Bradshaw. “The lemon balm oil used in the range is 100 per cent sustainably sourced in France. It also offers great antioxidant protection, as does goji berry extract, one of the most powerful antioxidants used in skincare. Gentian root extract has a potent healing and anti-inflammatory effect to help the skin look smoother and more glowing”.

Lighter, Asian-style textures are absorbed better than heavier creams. Énergie de Vie launched in the US and the UK in April and the Sleeping Mask has been a huge success, says Bradshaw. “Inspired by Korean sleep packs and masks, it has a deliciously fresh texture which cools the skin by 1.8 degrees C on contact. Formulated to provide intense overnight recovery, the mask strengthens the skin’s barrier function to help it absorb active ingredients more thoroughly. Following a string of late nights or a lengthy period of stress, it produces soft, supple skin”.

Complexion Perfection According to the NPD Group, products that emphasised complexion perfection experienced the biggest sales gains worldwide in 2015, thanks to the popularity of selfies.

“The Millennial consumer is trying to get the benefits, but she’s not locked into using skincare to get the skincare benefits”, says Karen Grant, global beauty analyst at NPD. “The need doesn’t go away. The opportunity lies in understanding how to address needs that may be becoming more realised, then fulfilling them and keeping ahead of the trend. Because she’s moving, we just need to move with her”.

Lancôme is strongly tracking this generational shift. As social media has become a leading communication channel for major beauty brands, creating high performance skincare products now involves delivering benefits with an element of fun. Few things resonate more strongly with Millennials than the appeal of looking great first thing in the morning, says Bradshaw.

“Energie de Vie Pearly Lotion contains translucent pearl spheres of different sizes which provide an instant, fresh look”, she says. “According to our studies, nearly 90 per cent of women found their skin felt smoother, revitalised and more toned instantly. For Millennials more interested in investing in the appearance of beautiful, luminous skin, it’s an amazing hybrid product that takes the skincaremeets-healthy look to an entirely new level”.

Looking Ahead Ageing has never been top of mind for the young until a glance in the mirror reveals the first fine lines. Few brands know this better than Lancôme, which has been a leader in the global skincare business for over 70 years. “The Energie de Vie range is very complementary to Génifique Advanced Youth Activating Concentrate, our global best-selling youth concentrate”, says Bradshaw. “We recommend using Génifique in conjunction with the three new products to counteract the signs of premature ageing. Offering instant results might be a huge micro-trend at the moment, but the prestige anti-ageing market is still growing strongly. In Asia, Génifique is known as “the little black bottle” and enjoys major sales among global duty-free shoppers worldwide”. Énergie de Vie resonates strongly with the current values and attitudes of Millennials.

But research shows they are also seeking authoritative skincare advice. “With Lancôme’s proven heritage in research and incredible testing abilities”, we also know Millennials are passionate about connecting with brands they trust to understand their lifestyles - now and in the future”, says Bradshaw.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |35

Something In The Air...

TOP ROW L TO R: Coach EdP 90ML RRP $135.00, Chanel No5 L’Eau 50ml RRP $164.00, Hanako Therapies I AM...

INSPIRED 50ml RRP $29.95, Shay & Blue Amber Rose 100ML RRP $105.00. BOTTOM ROW L TO R: Marc Jacobs Decadence One Eight K Edition EdP 100ml RRP $195, Givenchy L’Ange Noir Limited Edition 75ml EdP RRP $165, Atkinsons Oud Save The Queen EdP 100ml RRP $305, AERIN Tangier Vanille EdP Spray 50ml RRP $175

36| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Nadia Fairfax

Social photographer: Alice Mahran

TORY BURCH SCENTS OF STYLE Tory Burch is an American fashion, accessories

warm cedar and sensual sandalwood give it

and Bath & Shower Gel 250ml, $105.00.

and lifestyle designer known for her “effortlessly

real depth and complexity.

Following swiftly on its footsteps is Absolu, a

chic style”. Her first fragrance is a modern,

“It’s similar to the clothes and accessories

new variation of her signature fragrance bearing

colourful interpretation of this. Classic and

we design - sophisticated but down-to-earth,

components of the first. This is in the Floral

unexpected, the fragrance captures the casual

combining disparate ideas you don’t usually

Woody family. Tory Burch Absolu intensifies

ease and polished optimism that define Tory’s

see together. The fragrance is the same way.

the classic elements of the original for a boldly

aesthetic. It is in the Citrus Floral family.

There’s a brightness to the scent when you

sophisticated take on the designer’s signature scent.

“Fragrance is part of my personal history - my

first smell it, and then you realise that it’s more

Absolu opens with an immediate vibrancy created

parents each had their favourite scents that

complex,” says Tory. The elegant packaging is

through contrasting elements of black currant

are so tied to my memories. When we decided

a nod to her mother Reva Robinson’s bedroom

buds and pink pepper blended with the soft natural

to create a fragrance, we spent a lot of time

vanity and the classic perfume bottles and

femininity of lily of the valley. The heart is enriched

thinking about what it should be - a balance

atomisers that graced it. The super-chic glass

by a bold floral bouquet of rose, fresh tuberose and

of femininity and tomboy, citrus and floral,

bottle features many of Tory’s favourite design

the radiance of jasmine sambac. The base offers an

grounded and graceful,” says Tory.

elements: clean, bevelled edges and a signature

intense refinement, balancing creamy sandalwood

When creating Tory Burch eau de parfum,

fretwork top. Fretwork is a recurring design

with the textured facets of vetiver and cedarwood,

Tory felt it needed to have something grounded

element in Tory’s life, from a pair of Chinese

while vanilla creates a warm and sensual trail. A

to anchor it, like her father Buddy Robinson’s

Chippendale chairs in her childhood home to

bold and dynamic mix, Absolu is packaged in a

signature vetiver. Vetiver has a dynamic, earthy

the brass details at the Tory Burch Madison

superchic glass bottle with a signature fretwork top.

quality to it - unfussy and unexpected. For

Avenue flagship. “I have always been inspired

Tory Burch Absolu eau de parfum 50ml $165.00;

brightness and optimism, there are citrus and

by my parents,” she says. “Fretwork was very

100ml $205.00.

fruit notes like crisp grapefruit and mandarin,

much a part of their design sensibility. It was a

Available at David Jones, Myer and Sephora.

sweet bergamot, succulent neroli and tangy

part of their vernacular, and now it’s become a

The Sydney media launch welcomed Nadia

cassis. For a more classically feminine

signature of the brand, and the perfect accent

Fairfax. Local ‘it’ girl about town, Nadia is the

component, florals such as saturated pink

for the fragrance.”

official fragrance launch partner Influencer/

peony, lush tuberose, luxurious jasmine sambac

Tory Burch eau de parfum: 50ml $155.00,

Blogger and “Local Favourite of Tory Burch.”

and sweet alyssum are included. Woodsy,

100ml $195.00, Body Lotion 225ml $105.00

Pictured above.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |37

MARKETING REPORT

Making Scents of the

Festive Season

by Elisabeth King

The arrival of Spring and the leadup to Christmas is the most dynamic sales period of the year for prestige fragrances. There may be over 1000 fragrances launched globally, but the big sellers remain proven hits, flankers and this season’s new releases from the major players.

Fine fragrance has been on a roll in 2015 and 2016. In the US, fine fragrance is outperforming skincare, says the NPD Group, as perfume dollars jumped 4 per cent to US$4 billion last year.

38| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

The rise of niche and gourmand fragrances has prompted mainstream fragrance brands to re-evaluate their approach. “Looking at some of the top performing brands, we are also seeing that consumers are increasingly drawn to emotional rather than functional appeal”, says Karen Grant, global beauty analyst, the NPD Group. “This craving of a more sensory experience is having a positive influence on fragrance sales as well. Brands and manufacturers that win listen, and find compelling ways to respond to the increasingly diverse crowd of consumers before them, who are being influenced and inspired in everchanging ways”.

Consumers Haven’t Changed That Much In a counter-argument, consumers haven’t changed that much warns A.T. Kearney. In a new study - Dollars & Scents - Winning in Fragrances - the management consulting firm backs the fragrance industry’s strategy of relying on flankers of established hits. In the US, as in Australia, a big chunk of last year’s top five women’s fragrances held the same rankings in 2010. In spite of millions spent on launching new fragrances, the survey revealed that one third of fragrance

buyers are loyal to a favourite perfume. What marketers need to focus on, reveal the authors, is the bulk of fragrance shoppers who purchase on impulse, as a gift or to try something new.

It won’t come as a surprise to Australian retailers that promotions and discounts hold the number one position when it comes to influencing buying decisions (32 per cent). In descending order, the other major springboards to purchase were: service (25%), samples in store (22%), free gifts (20%), spritzers (12%) and point-of-sale ads or materials (12%).

Drilling deeper, the study alarmingly revealed key failures in ROI. Over 60 per cent of shoppers claimed they did not notice instore advertising or were not influenced by it. Considering how much money is invested in samples and hiring and training fragrance sales staff, less than one in two samples (45%) given out in stores leads to purchase.

So what does play a critical role in getting consumers to switch to another perfume or make more purchases? The right sales associates and beauty advisors influence buying decisions, said more than 20 per cent of women surveyed. As the fine fragrance category heads into the party and festive seasons, new introductions and re-interpretations of classics - recent and established - are becoming even more fashion designer-led as the appeal of gift sets wanes.

Leading New Launches For Christmas 2016 As Coty braces to absorb 43 personal care and beauty brands from Procter & Gamble, the multinational’s fragrance launches in the last quarter reflect the tried-and-true.

Marc Jacobs has been a major goal-kicker for Coty and three branded scents will launch in September and October - Marc Jacobs Divine Decadence, the Decadence One Eight K limited edition in a collector’s bottle and the Daisy Holiday trip. Chloe is one of the top 10 women’s fragrance franchises globally, and October sees the release of Chloe Fleur de Parfum, a floral blend meant to evoke the blooming season. Aussie star, Margot Robbie, is the face of the new Calvin Klein juice Deep Euphoria. Bottega Veneta offers Eau Sensuelle, an intense floral with a powdery note.

L’Oréal Luxe will extend its winning streak with Yves Saint Laurent Mon Paris, a sparkling fruity/floral with an intoxicating heart of datura (devil’s trumpet). Other extensions of established favourites include: Lancôme Trésor La Nuit Légere, Viktor & Rolf BonBon

Intense and Giorgio Armani Si Le Parfum.

Trimex is positioning itself for a really strong end-of-year with a flow of designer juices.

For men, there’s Salvatore Ferragamo Uomo.

Perfume creator, Puig is making its global bestsellers - Paco Rabanne 1 Million for Men and Lady Million for women - more expensive and exclusive. Lady Million Prive and 1 Million Prive feature more intense, high quality ingredients to attract a more discerning fan base.

Versace Eros pour Femme is the female counterpart to the popular men’s scent from Trimex. Thierry Mugler Angel Muse bills itself as a futuristic gourmand and relies heavily on the sexiness of vetiver. The distributor will also debut Missoni EdP and EdT. The new master brand duo from Prada - L’Homme and La Femme - are premium fragrances sure to skewer the attention of luxury fragrance lovers - in quality and presentation.

Estée Lauder continues to target younger customers with a new twist on Modern Muse - Le Rouge Gloss - a sexy hot choice for the new year. Tom Ford goes ‘green’ with a quartet of crisp, sharp fragrances launching in early December - Vert Boheme, Vert d’Encens, Vert des Bois and Vert de Fleur. In late October, three all-over body sprays from Tom Ford (Tobacco Vanille, Tuscan Leather, Noir de Noir) are perfectly timed for summer.

The debut fragrance of US style icon Tory Burch is a major focus for Lauder’s Aramis & Designer Fragrances division. To capitalise on the signature fragrance, a trio of scents - the Tory Burch Jolie Fleur Collection - arrives on counter in late October. Michael Kors has seriously upped the brand’s perfume offerings over the past two years. For the party season, Midnight Shimmer and Wonderlust are the two major releases set to excite Millennials.

Guerlain has revived its historic fragrance chops in recent years. Under the Exclusive Collection banner, distributor Cosmax is launching two haute parfumerie lineups in mid-November - Desert d’Orient and L’Art et la Matiere - for perfume connoisseurs.

Givenchy goes sensual with L’Ange Noir, a floral oriental. As does Azzedine Alaia with an intense version of his launch fragrance - Alaia Extrait de Parfum.

His and hers duos are a strong trend for Christmas. Leading contenders for a double purchase from Cosmax are: Van Cleef & Arpels So First for men and Van Cleef & Arpels Midnight In New York for women.

Bulgari reflects the opulence of its jewellery collections with Bulgari Goldea Rose eau de parfum and Bulgari Man Black Orient.

Shiseido turns intensely floral for Ever Bloom.

But the biggest new introductions from Australia’s leading independent distributor are Zadig & Voltaire his-and-hers fragrances from the edgy French fashion brand and the

re-launch of Coach under its new license with Inter Parfums. The gorgeous fruity floral oriental is widely tipped to be among the top three new fragrance releases of the year in Australia.

The popularity of Chanel’s eternal cash cow - No 5 - has flatlined in recent years. To reintroduce its allure to a younger generation, the prestige French fashion house is placing bets on its biggest launch of the year - Chanel No 5 L’Eau - a fresh and spicy juice boosted with Rose de Mai to appeal to Millennials. A new addition to the Les Exclusifs lineup is Boy Chanel, a unisex fragrance named after the love of Coco Chanel’s life.

First Rank Niche Few distributors have done as much to educate the Australian market about high quality, expertly crafted fragrances as Agence de Parfum. Penhaligon’s is launching a quartet of fragrances with a lush aristocratic back story Much Ado About The Duke, The Tragedy of Lord George, The Revenge of Lady Blanche and The Coveted Duchess Rose. From Atelier Cologne, recently acquired by L’Oréal, comes the unisex trio Encens Jinhae, Tobacco Nuit and Clementine California. Lalique de Lalique is a major landmark for the worldrenowned crystal maker - a limited edition homage to the brand’s first-ever feminine fragrance.

by Kilian, recently acquired

by Estée Lauder, and Amouage are two more onthe-rise brands from Agence de Parfum and confirm their fragrance prowess with new releases such as On The Rocks - Addictive State Of Mind, Lilac Love and Bracken Man - a distinctive fougère topped with a white cap sporting a Peridot Swarovski crystal. A retro paisley box confirms the gifting mood.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016|39 2016 |39

A I N S L I E WA L K E R TA L K S

NICHE FRAGRANCE NEWS Eco Luxury or Accessible Organic Niche?

Cult On The Radar A huge accolade for Australian Niche Artisan brand, Cult of Scent, with renowned perfume critic, writer and biophysicist, Luca Turin favourably reviewing two of six of its fragrances in the collection (Amber Fire Baby and Something Beautiful.) Cult of Scent’s Jocelyn Fullerton is a self-taught perfumer. She holds regular workshops in both Sydney and Melbourne where students learn about the art of perfumery and leave at the end of the day with a bottle of fragrance they have created for themselves from the raw materials supplied.

Information on Cult of Scent fragrances and upcoming perfume workshops with Jocelyn can be found at: www.cultofscent.com.au Follow Luca Turin’s blog at www.perfumesilove.com

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In Niche we observe more and more of what is deemed “Eco Luxury Niche.” Brands such as by Kilian demand luxury prices while also offering an ‘eco’ bent to their story – all bottles are refillable and packaging consists of gorgeous reusable clutch bags and trinket boxes. Mud Australia’s luxurious niche scented candles, similarly offer refills for refilling the handmade Australian porcelain votives after burning. What next? Enter Adelaide’s One Seed Perfumery, offering accessible organic luxury fragrances. Self-taught perfumer Liz Cook says she “aims to create accessible organic luxury products because not everyone has upwards of $200 or more to try bottles of niche fragrance.”

The range is made with a minimum of 80% organic ingredients listed with 30mls priced at $85. New release, Symphony was launched in August 2016 and is based on a warm summer jasmine experience. For fragrances, stockists and to potentially retail One Seed fragrances go to www.oneseedperfumes.com

Perfume Meetup Sydney Perfume Lovers Meetup Group was in for a big surprise as they assembled at Berkelouw bookstore in Paddington recently. The subject for the evening was Naomi Goodsir parfums and I was asked by host, Catherine du Peloux Menagé to be guest speaker to discuss the time I spent with Naomi earlier this year. With perfect timing I heard Naomi and partner, Renaud were currently visiting Sydney from France so invited them along unbeknownst to the group! One by one the collection of fragrance enthusiasts arrived, taking in the surprise, assembling at the table where the intimate, one-off experience took place. We were privy to hearing about the inspiration

and ingredients behind the collection. What it is like to work with perfumers and the language required. All the while group members were able to smell the collection for themselves.

The history of the brand and more about Naomi’s life and Millinery designs was also covered. Four lucky guests left with samples of the fragrances as their names were pulled, quite aptly, from a hat. A truly inspiring and unforgettable experience.

Sephora Exclusive Commodity Goods launched its niche fragrance line at Sephora’s exclusive brands event, this season. Perhaps more ‘Niche inspired’ than purely niche, Commodity Goods borrows from existing brands, yet offers its own unique story. Commodity Goods was created from a branding exercise by a design agency in LA. It launched via Kickstarter, however within a year the idea and products were literally shelved. Hardworking London-based entrepreneur and now CEO of Commodity Goods, Ash Huzenlaub was in Australia for the launch and in an exclusive interview, enlightened me on how he subsequently took the brand on, thrusting it quickly into expansion, chiefly due to the union with Sephora worldwide. Commodity Goods is available from 418 locations in nine countries.

Within Sephora, sitting comfortably next to brands such as Juliette Has a Gun, Atelier Cologne and Etat Libre D’Orange. The range has striking simplistic packaging and catchy names for fragrances that pack a punch!

Natural Perfume Hanako’s ‘I Am...’ Vibrational Scents were carefully created to provide a natural alternative to synthetic perfumes.

Derived from the Earth’s raw materials – using pure essential oils, gem and flower essences, crystal-infused purified water – and mantra, this Natural Perfume range helps to raise your spirits and energetic being, not only through scent but through the energetic properties each ingredient holds.

Hanako’s mission is to bring a moment of sacredness and stillness.

A moment to breathe consciously, set a positive intention and nourish

ALL HANAKO PRODUCTS ARE: • Vegan • Free from animal testing • Derived from sustainable farming practices • Eco friendly • Housed in recycled packaging Hanako is based on love, nature and life. A portion of the sale of each Hanako product goes to Bears Of Hope Pregnancy & Infant Loss Support, a notfor-profit organisation that is close to Rachel and Jeff’s hearts.

one’s being with self care and love before beginning the day.

Simply spray over the crown of the head, around and on the body, take a deep breath and voice your ‘I Am…’ affirmation. Why ‘I Am…’ you ask? For whatever you put after these two powerful words creates your reality. Live your light – be it, share it, spread it, honour it.

What ‘I Am…’ are you feeling today?

MAKE HANAKO YOUR POINT OF DIFFERENCE. www.hanakotherapies.com To become a stockists call Jeff 1300 856 332

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |41

THE GREAT FRAGRANCE ESCAPE

by Elisabeth King

Michael Kors Wonderlust Debuts New Era of Scentspiration Shoes, belts and handbags bearing the initials MK - for Michael Kors - are coveted by women all over the world from Sydney to New York and Tokyo. Two years ago, the charismatic designer icon, who enjoys household name status because of his appearances on Project Runway, became fashion’s newest billionaire.

Known as the king of the jetrosexuals, global online sales are soaring and the brand’s fleet of retail locations now numbers 771 worldwide.

The luxe label is growing at breakneck speed in Japan and Europe where quarterly sales recently grew by over 70 per cent. Yet the New York-based designer has moved far beyond his American sportswear roots to collections that seem tailored-made to be worn on yachts by tanned beauties.

Concept and Glamour Kors’ belief that beauty is heightened reality is also very apparent in his global best-selling fragrances. One of America’s most travelled designers, he jokes that he grew up on an island - Long Island - and vacations in Capri and the Caribbean. His first scent, the tuberose-infused Michael Kors, was launched in 2000 and became an instant classic.

His fragrances aren’t just about flowers, spices and notes; they are concept fragrances that conjure up moods, memories, places and objects. Last year, the scentspiration of Michael Kors Gold Collection showcased a trio of scents all about the ‘feel’ of white, yellow and rose gold, designed to complement a woman’s preferred taste in the precious metal.

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The Sexy, Glam, Sporty, collection of fragrances mirror his collections and reflect the Michael Kors woman, who is always glamourous and jet-set ready.

Wonderlust is the new blockbuster from Michael Kors. Deeply romantic, the fragrance is inspired by the unexpected, the unknown, the exotic. “Fragrance is meant to inspire romance and adventure and evoke the feeling that anything can happen”, he says. “The name is a play on wanderlust, of course. But it’s about more than the destination, it’s about the journey.” Wonderlust cues in with this deep-seated taste for adventure.

The fragrance is an Oriental Floral Gourmand and was inspired by icons such as Lauren Hutton and Ali MacGraw, the first true jet-setters. Today, the Wonderlust spirit is about adventurous, passionate women like Lily Aldridge, the face of the fragrance. A Victoria’s Secret Angel, Lily epitomises modern, natural and accessible beauty, she is every girl’s best friend.

Espirt Magazine promotion

Strong Australian Market “Australia is a strong market for Michael Kors fragrances”, says Edith Magerstein, Brand General Manager, Aramis & Designer Fragrances, Estée Lauder Companies. “for a number of years now, the brand has posted consistent double digit growth. There is strong brand awareness and loyalty for the existing Michael Kors fragrances. With the launch of Wonderlust we are looking forward to even more exciting results this year.

“Over the past few years, Michael Kors fragrances have undergone an evolution”, says Magerstein. “From the original Michael Kors signature scent, a statement of classic luxury, to the Collections, accessible luxury, and now with Wonderlust, debuts a new category, spontaneous luxury, a fresh, new and modern perspective for the brand.

“Through the fragrances, consumers can experience an affordable entry into the Michael Kors luxe universe”, says Magerstein.

“Wonderlust will allow us to further expand our reach and make Michael Kors even more accessible to Australian consumers.”

New Fragrance Journey Michael Kors is famous for his white floral and citrus scents, but Wonderlust is a clear departure from past trends. “This is the first time Michael Kors has ventured into Oriental Floral Gourmand territory”, says Trudi Loren, Senior Vice President, Corporate Fragrance Development at the Estée Lauder Companies.

“Most gourmand fragrances use either vanilla or candy sweet ingredients to create the edible notes. With Wonderlust we used Almond Milk for its nutty sweetness. I started off with evoking the brightness and vivacity of spontaneity with notes of pink pepper and star anise. We also needed to capture the idea of romance, turning to dianthus for spicy floralcy. The adventure comes from exotic locales such as Thailand and Laos with Benzoin Siam. Like all Michael Kors fragrances, Wonderlust is sophisticated and glamorous and can be worn everywhere”.

Packaging has to be more than a container it also has to be a beautiful object, says Michael Kors. Every way you look at the Wonderlust bottle, it’s interesting. The luminous gradient bottle is curved and accented with gold. The colours are inspired by the carefree spirit of an impromptu escape – they’re reminiscent of a fabulous island sunset.

To ramp up the ‘you’ll still feel everything with your eyes closed’ appeal, the Wonderlust global campaign is all about taking charge of how the world interprets the wearer’s

adventurous, confident spirit. Shot by the legendary photographer and director, Mario Testino, the new strategy sees Lily Aldridge with Dutch model Wouter Peelen, first on a yacht and then escaping to a remote island.

“An island is a total escape”, says Michael Kors.

“There’s something about seeing a horizon that gives you a change of perspective”.

As Michael Kors continues to reach an even wider global audience of aspirational shoppers with his fashions, accessories and fragrances, he is also very involved with other key components of luxury living. In July, the brand announced a new partnership with McLarenHonda, as the official lifestyle partner of the World Championship Formula 1 team. He also partnered with Google to launch the Michael Kors Access Smartwatch. Our brand is built on giving our customers what they want for their 24/7, fast-paced lifestyle, says Michael Kors.

“We’re now offering them a smartwatch that lets them have access to a world of glamour, escape and adventure”. Like Wonderlust fragrance? Exactly.

Michael Kors Wonderlust EdP is launching in department stores and select pharmacies in November 2016. Sizes: 50ml $120.00, 100ml $150.00.

Behind the scenes on location

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |43

The lap of

L U X U RY E X PA N S I O N P R O G RA M D R I V ES SA L ES G R OW T H FO R M O R B O U T I Q U E

With more and more people looking for little pleasures and an escape from the pressures of modern life, the prestige bath and body care category is booming. A recent report from Research and Markets estimates that the global market will reach US$15 billion over the next three years. Many brands are re-evaluating strategies to take advantage of the rebound, but analysts predict that companies with extensive expertise will strengthen their market position. MOR Boutique, with a long track record in launching innovative, high-end bath and body products along with lifestyle products and fragrances, is in the box seat.

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The bath and body and gifting sectors have become a hotbed of buyout activity, fueled by private equity firms and major players in the cosmetic industry looking for new sources of expansion. In December last year, Uniasia Group, one of the largest manufacturing and R&D companies in Asia, acquired MOR. “It’s an exciting time with many opportunities,” says Anne-marie Guida, Marketing Manager for MOR. “Our parent company is based in Guangzhou, China, but the Head Office remains in Melbourne. MOR will continue to produce all of its skin and body care formulations in Australia, but we now have access to one of the biggest R&D centres in Asia, which specialises in body, skin, and hair care”.

QUALITY INGREDIENTS A N D I N N O VAT I V E NEW LINES

BOOSTING BRAND AWA R E N E S S A N D N E W CONCEPT STORES The financial clout of Uniasia opens up other exciting opportunities, too, says Guida.

“Major investment from our parent company is focused on re-positioning and strengthening the brand. The appointment of noted Sydney PR agency, Coote Connex, earlier this year is part of a significant increase in investment in public relations, advertising and sampling to boost brand awareness”.

A clear signal that MOR is shifting up several gears is the establishment of a new training department, says Guida. “We recently held our first MOR conference at The Mansion Hotel & Spa at Werribee Park. To become a leading player in the prestige bath, body and skin care category, we have hired a national training manager, 11 new sales representatives and 17 beauty advisors nationwide. Our increased focus on department stores requires the right service levels and back-up to attract new and existing customers to our expanded portfolio, offering them a more personalised approach”.

Opening standalone concept stores has long been a major goal. For maximum impact, MOR’s first store will open in The Strand Melbourne, located on the corner of Elizabeth and Little Bourke Streets. Following a $20 million redevelopment, the centre is home to a mix of upscale fashion and lifestyle stores and has direct access to the Emporium Melbourne. “It’s so exciting to be able to showcase the full MOR collection in one space where the true essence of the brand can be experienced”, says Guida.

“We will also stock an exclusive MOR branded home and accessory collection featuring lines such as leather pouches, knitted throws, turkish towels and bathroom accessories”.

Other key stores are on the drawing board.

Sydney’s first MOR concept store will open in Chatswood in early November.

A HUGE FOCUS ON EXPORT MOR’s major expansion program is not only centred on increasing its brand presence in Australia, the company is strongly geared to target new overseas markets. “Export has become huge for MOR over the past two years”, says Guida. “Uniasia recognises the value of Australian-made products in the global market, and is investing strongly in new product development and local manufacturing. Asia, Europe and North America form the core of our current 13 exports markets - Japan, South Korea, Malaysia, Hong Kong, Singapore, Thailand, USA, Canada, Sweden, Denmark, Norway, Iceland and the UK. In September, we presented at the Top Drawer Trade Show, the UK’s leading international design-led event for creative retailers and brands”.

The Middle East has long been a major market for luxury fashion and watches and has become a boom market for cosmetics and fragrances. The advantages for MOR to increase its global footprint in this part of the world is totally clear, says Guida. “In the last quarter of the year, we are planning to launch in five new Middle Eastern markets - the UAE, Bahrain, Qatar, Saudi Arabia, Kuwait and Oman. We are also entering three new European markets - Spain, Portugal and Andorra, a great dutyfree destination. Looking forward, we are also working on launching in Germany, Italy, France, Taiwan and the Philippines”.

Consumers today have a growing affinity towards bath, body and skin care with specific ingredients. MOR has always been a standout for its innovative packaging and fine fragrances, but is using more niche and gourmet ingredients expected by today’s consumers. A strategy that tracks the prevailing global trend of customers looking for more expensive and aesthetically appealing products with different fragrances and effective ingredients.

“Customers not only want visually appealing products but want enriched formulations that care for and invigorate the skin. All MOR formulations contain noted Extracts and Oils in a luxurious base that not only feels beautiful on the skin but actually delivers nourishment and beneficial properties” says Guida.

The lead-up to the festive season reinforces MOR’s premium positioning and expansion program to drive sales growth. “Holiday gifting is not only a time for us to showcase a beautifully designed campaign, but also allows us to offer our customers great value sets and sample products they may never have thought to try”, says Guida. “This year’s holiday gifting is all about inciting mindfulness and taking a moment to reflect. Each gift set has been finished with an inspiring reflective expression such as BELIEVE, BREATHE and BLESSED - a beautiful way to continue the sensory journey”.

Storytelling is a vital aspect of all the collections. MOR is launching a new candle collection called Scented Home Library at the end of October, available in 9 spellbinding scents adds Guida. “Inspired by antique literature, each aroma is bookmarked with its fragrance name and allows your own story to emanate. Another exciting element of this collection is that one of the fragrances, French Pear and Vanilla, will see 10 per cent of the RRP of every candle sold going to National Children’s Charity, TLC for Kids.

by Elisabeth King

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |45

Milani Conceal + Perfect 2-In-1 Foundation + Concealer RRP $19.95

Festive Make-up

Givenchy Superstar Liner RRP $43.00

MAC Banging Brilliant Powder Blush RRP $33.00

Nude by Nature Shimmering Sands Loose Eyeshadow RRP $22.95 Sisley Paris Phyto-Lip Twist RRP $55.00

Klara Cosmetics “Sculpt Me Skinny” Contour Stick RRP $29.95

Bobbi Brown Luxe Lip Color RRP $52 Rimmel London 24HR SuperCurler Mascara RRP $17.95

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A Chemcorp International Brand

CELEBRATING A MILESTONE Since 1996, founder & CEO of The Marc Edward Agency (MEA) Edward Kaleel and team have worked with some of the biggest names in luxury, beauty, FMCG and consumer lifestyle brands, offering highly sought after recruitment and training for the deployment of specialised brand ambassadors along with creative thinking for implementation of through-the-line marketing activities.

Two decades on, the agency is celebrating its 20th anniversary. Not only has the agency remained relevant and a renowned leader in its category, but it continues to help brands find new and creative ways to stay ahead and cut through the clutter in an ever-changing retail landscape.

“MEAs philosophy has always centred on ‘bringing brands to life through the use of people’ and that remains true today. This ethos is the heritage of the agency and something we’ll continue to always try to do brilliantly”, says Kaleel.

“We create brand experiences through creative design, production development and the execution of experiential, which requires the right kind of people.”

It’s about ensuring a clear point of difference in the marketplace,” explains Kaleel. “We disrupt the customer’s journey in positive ways to steer them to the point of purchase, not just into the category where a sale can be lost to a competitor brand.

MD Nigel Hickey with Founder & CEO Edward Kaleel

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Pa s sion at e a b ou t p eop l e Kaleel says, “When we recruit, the focus always remains on the conversation around the instore consultation, creating dialogue through open ended questions that builds trust between customer and consultant, understanding the customer’s needs and not being afraid to ask for that sale.

“There’s more and more pressure today on the recruitment piece; with experience and a proven track record now being a crucial part of the selection process, with clients insistent on the need for BAs that can hit the ground running.”

Clients often ask Kaleel where he finds his amazing talent pool of people to which he explains that having been in business for 20+ years now has enabled MEA to build up a reputation, both in the local Australian market and overseas, where a lot of potential candidates come to MEA via word of mouth from within the beauty and the FMCG industry. Having said that, MEA still receives hundreds of resumes a week purely on this one fact!

When recruiting beauty staff, Kaleel looks for people who potentially want a career, not just a job. He says, “It’s this one simple question if answered honestly and correctly can reduce

the time required to sift through hundreds of resumes to finding the needles in the haystack so to speak. We can teach anyone to do the job but their attitude and cultural fit are the two things that become the deal breaker.

“I’m always looking for the X factor. Like each person’s fingerprint or DNA that makes them unique; it’s the key difference, it’s what is going to make them stand out from everyone else around them in store.

“A brand’s core asset is its people; it doesn’t matter how creative or wonderful an experiential zone or pop up store we’re bumping into a shopping centre might look like, if the staff working it are substandard, then that will be the experience and perception the customer walks away with regardless of how big the brand is.”

T he cu s t omer serv ice e x p er ience Kaleel says, “The heartland of our business is ultimately about driving sales for clients; everything we do has a productivity target to measure the return on investment.

We have the ability to be able to get brands into the hands of a shopper who may then make a purchase. There are few marketing channels

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where you can ask for a sale at the point of connection. The driver of everything we do is the ability to ask for the sale in such a way that the customer will not only buy once off, but remain a loyal customer to both BA and brand.

This is built on trust and loyalty by customer in the sales consultant.

“What is it that drives an impulse purchase? It’s the merchandising, point of sale and ultimately the retail consultant. Amazing customer service is about building a rapport that leaves a lasting impression on the shopper believing ‘they will potentially have the customer always wanting to come back to them as their service was a standout’.

“Great customer service is about not being pushy. Customers today have heard and seen it all before. Having that genuine smile on your face along with direct eye contact, and creating genuine dialogue in a flowing way, are first steps to making the customer feel like they’re the most important thing at the time,” Kaleel says.

There’s no denying technology has changed the way we shop. Nowadays we can browse a multitude of stores all from the comfort of our armchair. Yet Kaleel stresses that online shopping can’t offer the desirable one-on-one experience that in-store retail can.

“The rise of online retail has actually thrown the spotlight back onto the attributes of

today’s customer service consultant. We’ve experienced growth in the need for great BAs and I believe the customer if we are talking the beauty category, will still prefer going into store if the quality of the consultative approach is nothing short of excellent.

“It’s been an amazing 20-year ride,” notes Kaleel. “We’ve contended with the GFC and the massive popularity in online shopping but this has simply challenged us to think outside the square, to focus more on the finer attributes when recruiting that delves down to delivering amazing customer service and making sure our eye always remains on loyalty.”

Ne w f ron t ier s

Ho (ex-Myer Sydney City) and this will bring a new energy into the business,” says Kaleel.

Our elevator statement has evolved too, “Bringing brands to life through the use of People Activation, Comms” to better represent who we are today.

“The continued working relationships we’ve enjoyed with our clients, many of whom have been with us for more than 15 years, will continue to come down to delivery, being proactive, innovative, understanding the industry, and delivering on ROI. One thing that will not change is our passion for what we have always done, and will continue to do, in our pursuit of flawless execution as the face of our clients’ brands.”

As MEA marks 20 years in business it has moved into brand new premises—an indication itself of exciting changes ahead. The new office, which resides in an early 1900s eight-storey Federation warehouse-style building right next to Pitt St Mall, offers the ideal creative space and an abundance of natural light for all at MEA to begin the next chapter.

“Alongside appointing a new MD Nigel Hickey, we’ve appointed a new senior manager with Account Director Emma Mumford (exHavas WW) and Retail Regional Manager Liz

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |49

AGEING HAS NEVER LOOKED SO GOOD With the global market for anti-ageing products predicted to reach $352.7 billion by 2020 and Suncorp Bank’s The Cost of Looking Good Report revealing that Australians spend a combined $729 million per month on skincare products, there’s no denying that anti-ageing is big business.

Yet while consumers are willing to spend big on skincare and, according to the Cosmetic Physicians Society of Australasia’s (CPSA) annual survey, one in two Australians worries about looking older, consumers want products that deliver visible instant and long-term results.

New Zealand born BeeBio Advanced Skincare harnesses the healing, anti-bacterial, anti-inflammatory and antioxidant properties of medical grade Manuka Honey to effectively stimulate skin cell production. This is

teamed with the use of Royal Jelly, active botanicals and natural Bee Venom to develop a multi-functional skincare range, specifically formulated to be topically effective and activate skin cells.

By sourcing the highest quality medical Grade Manuka Honey, which has received FDA and CE approval for its natural healing properties, BeeBio can ensure it is producing truly advanced anti-ageing skincare that addresses the immediate signs of ageing as well as the future health of the skin.

Not only is BeeBio backed by the integrity of its natural ingredients, medical research and clinical trials, the effects are clearly visible — the outcome consumers are looking for.

ADVANCED MANUKA SKINCARE BeeBio is the result of more than $25 million in medical and clinical research and testing to ensure that every product baring the BeeBio badge of honour is of the highest quality.

Key to the range is Manuka Honey, but not just any Manuka.

BeeBio uses only the best medical grade Manuka Honey.

“We use the same medical Grade Manuka Honey that is used across the world in advanced wound care for burns clinics and surgical trauma units. Manuka Honey is highly sought after for its ability to actively stimulate new skin cell production, which is not only reparative but also anti-ageing.

Our sister company Watson & Son is the world leader in the production of Manuka surgical dressings and advanced wound care treatments. They are also New Zealand’s largest producer of premium Manuka Honey, so our understanding of Manuka really is unsurpassed,” explains Adam Boot, Marketing Director, BeeBio - Natural Health Products.

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“We took the same formulas and what we had learnt from the medical side of the business to develop the BeeBio advanced skincare range.”

However, developing a first class product based on high levels of Manuka Honey combined with active botanicals and 100% Bee Venom is not as straightforward as it might sound. For BeeBio, the manufacturing process is equally as important as the quality of the Manuka Honey itself.

“It took a couple of years of design, development and formulation; we had to get the manufacturing right as Manuka doesn’t blend well, which leads to very small quantities of Manuka being used by other brands. The correct Manuka grades, quantities and formulation percentages are critical to achieving genuine topical effects on the skin”

QUALITY AND CONSCIENCE “We wanted to ensure the amount of Manuka Honey in BeeBio was more than enough to produce results. Our proprietary formulation has enabled us to use the same levels of concentration of Manuka Honey used in wound care. We use nothing less than 16+ medical grade Manuka Honey at specific concentration level, which is at least three times more than other brands, and this guarantees the results,” explains Adam.

“Nothing compares to BeeBio. The brand is backed by millions of dollars in medical testing and clinical trials and the product formulation is based on that used in wound care throughout Europe, America and in the military.”

While BeeBios’s active ingredients are all 100% New Zealand sourced, the brand also believes in a mutual, long-term commitment to its supplier partners and is committed to returning a fair deal to the landowners from whom the honey is harvested.

BeeBio’s Manuka Honey is grown in some of the most isolated, pristine areas of New Zealand — far away from the influence of urban contaminants or pollutants. To maintain the purity of the honey it is grown and harvested without the use of chemicals or pesticides.

“We have more hives and plant more Manuka than anyone. In fact, Watson & Son will plant three million Manuka seedlings this year alone. Every kilogram of honey can be traced back to the land and the hives from which the bees harvest honey from the flower of the Manuka bush. Each hive has a GPS location, so it’s possible to scan the batch number of each product and ‘Google Earth’ the location of the hive from where the honey came from,” says Adam.

All Manuka Honey supplied to BeeBio is tested under the Molan Gold Standard™ (MGS), a grading system reviewed by the Ministry of Primary Industries of New Zealand to ensure that the natural marker methylglyoxal found in Manuka Honey meets the legislative requirements, assuring purity and quality. The Molan Gold Standard™ helps give consumers full confidence in what they are purchasing.

THE BENEFITS OF BEE LIFE Today’s savvy consumer looks beyond the prettiness of the packaging to the ingredient list and this suits BeeBio just fine.

“BeeBio is not so much about what it says and more about what it does. Our actions are a result of our commitment to only source the highest quality ingredients in the most conscious way possible in order to be the best,” Adam says.

With the assistance of the New Zealand Ministry of Science and Innovation, BeeBio has scientifically proven the ability of its 16+ active Manuka Honey and pure Bee Venom to regenerate skin cells by 80% compared to controls, demonstrating its anti-ageing and reparative ability.

Manuka Honey also offers anti-inflammatory and antibacterial benefits while providing the skin with essential fatty acids, vitamins, minerals and antioxidants. Its humectant nature attracts water for improved skin hydration and it can also help to treat acne, eczema, blemishes and psoriasis.

Alongside Manuka Honey, BeeBio also collects the venom from its bees. Adam explains, “No harm comes to the bees when extracting the venom; it is done by placing glass plates, through which a light electric current runs, at the entrance to the hive. The bees sting the glass (without losing their stingers), the electric current is then turned off and the beehive restarts normal activity within 5-10 minutes. Pure Bee Venom is hugely expensive, costing as much as $½Million per Kilo. The are 10,000 stings in each gram ” A complex and powerful mixture of proteins, peptides and molecular components, Bee Venom increases blood circulation, stimulating skin cell production of collagen

and elastin. It helps plump, lift and firm the skin, adding to BeeBios’s myriad of age addressing attributes.

Yet another powerful anti-ageing ingredient that we can thank the humble bee for is Royal Jelly. Known to improve the texture and tone of the skin, due to its moisturising, healing and protective properties, Royal Jelly is sourced from the glands of nursing honey bees.

Rich in amino acids, proteins, minerals, folic acid, fatty acids and vitamins, Royal Jelly helps to stabilise collagen structure, soften and smooth the skin and help eliminate age spots – all of which are essential for younger looking skin.

One of the purest ranges of anti-ageing skincare, BeeBio is suitable for all skin types and aptly addresses the concerns of consumers who are looking for products based on natural and active ingredients and free from chemicals and preservatives.

“BeeBio’s longest selling hero product is Venomenous, an anti-ageing face mask featuring Bee Venom and active fruit extracts. A multi-functioning skin treatment, it works to tighten and renew the skin, reducing the appearance of wrinkles and injecting life into dull skin.

“In the last few months we’ve launched three new products—Nectar Eye Serum with active Manuka Honey and pure Bee Venom, Nectar V Shaping Serum to firm and lift the face and neck and Lava, a face masque that uses rare Rotorua Mineral Mud, Manuka Honey and pure Bee Venom to stimulate the skin tissue and support collagen production. These new products in the range are rapidly closing in on the top spot.”

Fresh Identity For David Jones 52

by Elisabeth King

BEAUTY PLAYS A MAJOR ROLE AS STORIED RETAILER CREATES NEW DESTINATION STORES

The department store sector is remaking itself for a new era of retailing. David Jones, like its successful counterparts overseas, has embraced change and is in the middle of a spectacular expansion and reinvention. Over the next three years, Australia’s premium retailer has a dynamic plan to up-end the worldwide trend where speciality stores were bringing a lot of the newness and excitement to retail.

It’s been an action-packed year for the world’s oldest department store still trading under its original name. In April, the David Jones store in Eastland in Melbourne confirmed the success of the iconic retailer’s pioneering strategic shift.

Named as the best new department store globally in the Retail Design Institute’s international design competition, David Jones beat off competition from international heavyweights such as Nordstrom.

A month later, TV celeb and David Jones ambassador Jesinta Campbell opened the retailer’s new store at Pacific Fair on the Gold Coast. Following a $670 million redevelopment, Pacific Fair is now the largest shopping centre in Queensland and the fourth largest nationwide. A true showpiece for luxury offerings such as David Jones VIP Styling Suite, fine jewellery and a curated range of exciting fashion brands.

52| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Sophie Kalofonos, General Manager of Beauty at David Jones.

Future Thinking and International Expansion Continuing its pledge to become ‘a customercentric, innovative, inspiring, omnichannel retailer connected to its customers’, David Jones will follow the Eastland and Pacific Fair template to open a world-class department store at Wollongong Central in late 2017. Also on the drawing board is a new 8000 square metre store offering the best in fashion, beauty, accessories and homewares slated to open at Sunshine Plaza in Maroochydore in Spring 2018.

The first David Jones store on the Sunshine Coast will centre a $400 million revamp of the heritage shopping centre. Beginning next year, David Jones Elizabeth Street store in Sydney will be transformed to become a benchmark of global retail through a $200 million upgrade to be completed in the second half of 2019.

In a year of such stunning expansion, another landmark stood out. The opening of David Jones' first overseas store in its 178 year history in Wellington, New Zealand. Housed in a heritage-listed building once occupied

by the New Zealand capital’s home-grown department store, Kirkcaldie & Stains, a $20 million facelift based on the new Australian flagship model has injected new energy into Lambton Quay, Wellington’s ‘Golden Mile’.

In late July, David Jones Ambassador, Jessica Gomes, cut the ribbon and New Zealand prime minister, John Key, headed the exclusive guest list.

The New Zealand store has exceeded all expectations, says Sophie Kalofonos, General Manager - Beauty at David Jones. “We’ve really brought the David Jones next generation approach with our re-energised customer service model. We have introduced prestige beauty brands such as Aesop and Tom Ford.

There’s a big make-up business in Wellington and we have expanded the space for major brands such as Bobbi Brown and M.A.C”.

David Jones is making much of the fact that the company tailors its spectrum of brands and products to the location of its new stores.

“Wellington is a government and banking town and we have a high proportion of male customers”, says Kalofonos. The store is not only open until 7pm, the luxury brands have more space in the boutique environment to provide consultations. Wellington has a notoriously windy climate, so skincare is a huge focus, especially for high end brands”.

53

Sydney’s Most Talked-About Development But the project that will really allow David Jones to showcase how the company is changing the face of department store retailing in Australia is the new signature boutique at the heart of Sydney’s most talked-about development Barangaroo South. Opening in November, the 1400 square metre store, one tenth of the size of the average David Jones store, will feature an edited luxury collection across beauty, fashion and accessories. According to Leif Olson, head of retail brokerage leasing for CBRE, the new Barangaroo store “could be a game changer”.

Barangaroo is the first CBD opening for David Jones in 16 years. The opportunities are enormous as the development’s exclusive department store partner, says Kalofonos.

“Barangaroo is surrounded by a population of 38,000 living and working close by. A further 90,000 people who match the David Jones core customer profile will be within a 10 minute walk.

We will cater for two markets - office workers and domestic and international visitors”.

Beauty will have a major impact and presence, says Kalofonos. “The Barangaroo store will be very service-oriented, offering makeovers, facials and nail services. Younger-skewing premium brands such as M.A.C will be major sellers because of their appeal to young professionals from PAs to senior executives. Indulgence will be the keynote for personal styling, VIP rooms and concierge services. Luxury skincare will be a strong focus because of Barangaroo’s ability to attract Chinese and other global shopper tourists. We are also expecting major momentum from gifting - last minute, impulse and planned”.

Customer attitudes have changed enormously in the past decade. This new breed of shoppers, whether they are new or existing David Jones customers, are at the forefront of everything we do, says Kalofonos. “Our Click and Collect service gives customers greater purchasing flexibility. The broader strategy of new store openings and upgrades have also been designed to attract more Millennial customers. At Macarthur Square, for example, we recently added M.A.C and sales have exceeded all estimates. For younger consumers, make-up is key and we introduced Beauty Tribe, an exclusive club which allows them to access events and the latest and greatest. It’s all about colour for the social media generation. With their attitude of best face forward, foundations and lip colours are flying”.

David Jones Wellington

“

FOR YOUNGER CONSUMERS MAKE-UP IS KEY

”

On the Scent Newness and “beauty theatre” isn’t the only surging activity at David Jones, adds Kalofonos. “We have a great luxury skincare business across stores, especially with our existing customers. Fragrance is also a major growth area. Customers of all ages come to David Jones for something different, so we theme strongly on newness, niche and point-of-difference in fragrance.

Select distribution brands such as Tory Burch are a natural fit. The annual David Jones Flower Show, now in its 31st year, pictured here, sets us up as the fragrance destination leading into Christmas”.

With such a long and successful heritage, David Jones never forgets the enduring appeal of the classic, says Kalofonos.

“The launch of Chanel’s new fragrance - No5 L’Eau - will attract a new, younger customer. But the original No5 will still be one of our top fragrances for Christmas.

The new release will refresh the entire brand. And that’s what David Jones is doing across the board to deliver a truly world class experience to all our customers”.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |53

OUT & ABOUT

in the first place.” Core customers are aged 16-24 with other significant consumers in the ‘mature’ and ‘early adopters’ age groups who tend to buy the everyday tanning products as part of their grocery routine. Distribution in Australia is 4000 stockists across Priceline, Coles, Woollies and independent pharmacies.

New Zealand is a dominant market, as is the UK with the US offering massive opportunity in growth. “Accessibility is key to our brand

THE DARK SIDE

equity,” says Shaun.

sustainable practices has thrived since their inception in 1983.

Guided by intensive research and a pursuit of excellence, aiming to understand and improve skin and overall health through both scientific and medical-based studies, [comfort zone] is shaped by Davines Group President Dr. Davide Bollati, whose dynamic vision through tireless research is grounded in a background as a pharmacist and cosmetic chemist.

Editors from Vogue, Harper’s Bazaar, Esprit, Russh, Stellar and Vogue Living were in

with BONDI SANDS

attendance, together with digital platforms Tom Boy Beauty, Byrdie, Beauty Crew and Sporteluxe.

With the vision of being the No.1 Self Tan brand in the world, Bondi Sands drives R&D with the key words ‘innovation’ and ‘relevance’. Joining the product line-up this season is the next level in self-tanning, Ultra Dark - the darkest tan yet. Bondi Sands has used the highest level of active ingredients to

1

create the darkest self-tan achievable. Enriched with nourishing Aloe Vera and Vitamin E, the skin feels hydrated while developing an ultra dark glow. Bondi Sands co-founder, Blair

Bondi Sands’ Shaun Wilson and Blair James

James says: “Since launching Self Tanning Foams, the Dark shade has been our best selling product and we knew that it was time to

COMFORT ZONE

It really is the next level in self tanning”. Ultra

AUSTRALIAN LAUNCH

Dark Self Tanning Foam combines everything

Italian luxe skincare label Comfort Zone,

Bondi Sands customers love about the range,

guided

with the salon quality formula, in the award

sustainability and vitality, celebrated its launch

winning foam formulation, featuring Bondi

into Australia with a multi-day press launch at

Sands’ signature coconut scent. Available in

La Porte Space.

Priceline Pharmacy nationwide, independent

Hosted by Australian distributor BLC Cosmetics

pharmacies and Bondi Sands online. Ultra

and PR company Élysée Collective, the event

Dark Self Tanning Foam - 200ml $24.95.

welcomed Comfort Zone’s Barbara Gavazzoli

Shaun Wilson and Blair James - brand owners

and Stefano Anzola from Italy to officiate the

hosted a beauty media launch at Watson’s

brand’s entrance into the market taking guests

Bay Boutique Hotel. Shaun tells esprit

through the history of both Comfort Zone

Magazine: “Bondi Sands is diversifying into

and its heritage with its parent company, the

a new category in 2017. We are expanding

Davines Group.

our presence into international markets and

With a philosophy founded not just on

we have 20 new products in the pipeline for

technology-driven formulations and active

launch over the next two years (professional

ingredients but with a greater purpose to

and retail). International markets believe in

encourage overall health, the essence of the

us being experts in tanning coming from the

brand is ‘Skin, Science and Soul’, considering

Australian sunshine and outdoors lifestyle. The

skin as a mirror of one’s mental wellbeing,

Australian-made positioning works really well

physical state and lifestyle choices.

for us. Education is still a big part of our comms

Established in Parma, Italy in 1996, the brand

message – we are very clear about what the

is the skincare division of The Davines Group,

products do and how to tan safely. Packaging

the family-owned company of the Bollatis,

and merchandising is created to help customers

whose reputation for their dedication to

navigate the range and make the right choice

science while promoting soulful, healthy and

step it up and create a tan that was even darker.

54| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

by

principles

of

2

innovation, 3

4

5 1: Longevity Regimen 2: Body Strategist 3: Julie Conti-Fitzhenry demonstrates a Comfort Zone facial 4: Beauty editors’ briefing 5: Emilie Durand, Stefano Anzola, Nikki Somerset – BLC, Barbara Gavazzoli, Kim Thomasson and Julie Conti-Fitzhenry

55

products being demonstrated in this great vibrant environment, or quiet perfume bar and

LA PRAIRIE TRAVELLING TIMES La Prairie, the world leading luxury skincare brand, held its first travel retail Asia and Pacific BA Conference in Seoul, Korea. The company’s team of eleven Beauty Advisors for travel retail attended and enjoyed true La Prairie-style attention to detail for the duration of their visit. “Team Australia and New Zealand came away with a lot of knowledge, enthusiasm, drive and each is now equipped to achieve the growth outlined in our

skincare oasis that offers sit down consultations for those looking for escapism from a crazy shopping world around.”

Seated left to right: Lenny Chitra - Sydney Airport, Anna Jaza and Jingwen Liu - Melbourne Airport, Elodie Prin - Perth Airport with Rosi Fernandez Managing Director Standing left to right: Lulu Wang - DFS Auckland, Ping Gong - Auckland Airport, Coco Liao - Brisbane Airport, Veronika Tian - Sydney Airport, Iris Chen - Melbourne Downtown, Belinda Besant - National Training and Events Manager, Rad Petek - National Sales Manager, Travel Retail, Jenny Tan - Auckland airport and Gulcan Capar-Melbourne airport

SHU’S SYDNEY TOKYO BROW BAR Shu uemura General Manager, Ali Shoraka, hosted the opening of Sydney’s first Tokyo brow atelier at its concept store in Queen Victoria Building. “As the No.1 Asian beauty brand in the market, shu uemura has been

goals for our Roadmap 2020”, says Rosi

breaking the boundaries of beauty creation

Fernandez – Managing Director, La Prairie

for over 50 years…we celebrate a real

Australia and New Zealand.

Laurent Marteau, Vice President, Travel Retail shared with attendees, the global TR sales results. The Australia and New Zealand market has achieved the highest growth in

LUSH COSMETICS FLAGSHIP STORE AT QVB

milestone…the first Japanese Atelier concept store here in Australia,” says Shoraka.

In the past six months alone the shu uemura brand has grown by 22%, he tells us. “As our first product and really core to our brand, our

2015 of +75%. An impressive result which

hero Cleansing Oils remain the bread and

was the talk of the conference.

butter of the business, while our cult brow

“Our major launch in 2nd half – Skin Caviar

category is seeing growth of 130%. The local

Essence in Lotion was received with excitement

success reflects what we know and love about

and all agree it will be welcomed by our loyal

shu uemura: its uniqueness. Shu inspires

and new customers. The BAs were involved

beauty lovers to follow their own path and

in a lot of role plays and demonstrations to

embrace their creativity. As an artistry brand

improve their skills on counter with our Art of

steeped in the history of quality ingredients

Perfection program.”

and innovative technologies, both our skin

The Mandarin speaking BAs from Team Australia and New Zealand all attended

LUSH Cosmetics flagship est. 1997 has

training in Mandarin. La Prairie’s Mandarin

relocated in Sydney’s QVB to Shop 70, Lower

speaking BAs will now all have the same

Ground floor, (opposite Windsor Smith). The

‘language’ as those BAs who are in Shanghai

direction of the new LUSH global concept

and Beijing. “The PRC customers that have

store design is one of sustainability in both the

visited our counters in China will now be

materials and processes used and in the style

hearing the same thing in Australia and

and look. Materials used are either upcycled,

New Zealand which will ensure continuity

reclaimed or have recycled and recyclable

of product messages.

content. This has led to beautiful reclaimed

“All our collections were presented and

timber furniture, that reduces contribution

refreshed, and the importance of every item

of wood to landfill each year, LED lighting

in the Caviar range was highlighted for the

throughout shops and long lasting durable

Chinese customer. The BAs looked well-

concrete sinks.

groomed and proud to be wearing the new

Michelle Brindle, LUSH Property Development

La Prairie uniform. Grooming guidelines

Manager says: “Customers are always first in

handouts were distributed and addressed.

everything we do at LUSH, and an innovative

“The conference was an extremely beneficial

shop design is no exception. The idea behind

experience for all beauty advisors involved.

our design is to create a magnificent shopping

Equipped with this experience, La Prairie

experience to QVB visitors and to showcase

Travel Retail Australia and New Zealand will

our wonderful fresh, handmade product in

continue the positive trend in 2nd Half 2016,”

the best light possible. In this shop everyone

promises Rosi.

is able to find something they need, whether it is our colourful, naked (packaging free) bath

and colour collections embrace the spirit of the true artist.”

1: Shu uemura General Manager Ali Shoraka welcomes guests 2: Shu uemura atelier staff pose with Brand Manager, Niki Kiskiras and shu girl Wengie

1

2 ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |55

core of the new range is Skin Strengthening Concentrate. In a new, more in-depth consultation and diagnosis, Kiehl’s customer representatives use a dermatologist-inspired

MADE TO MEASURE

skin atlas to assess a customer’s two major

YSL BEAUTÉ

FOR MYER SS17

skincare concerns from a range of five targeted

KIEHL’S LAUNCHES APOTHECARY PREPARATIONS

complexes - Wrinkle Reducing Complex,

by Elisabeth King

Complex and Brightening Complex”.

WHEN IT COMES TO SKINCARE, ONE SIZE DOESN’T FIT ALL. PERSONALISATION MAY BE THE NEW BUZZWORD IN GLOBAL BEAUTY, BUT THE TREND HAS ITS LIMITS IN PRE-PACKAGED PRODUCTS.

Once the diagnosis has been made, the Skin

When it comes to customised skincare advice,

just prior to the first application for a potent,

few brands do it better than Kiehl’s. “When

customised skincare treatment”.

the company started 165 years ago, we made

Beyond personalisation, Apothecary Preparations

bespoke treatments using a mortar and pestle”,

has addressed a crucial skincare issue affecting

says Cammie Cannella, Vice President, Global

millions of women, especially in Australia. If

Education and Customer Relations for Kiehl’s,

the skin barrier is weakened by ageing, sun and

pictured below. “For us, one-to-one customer

environmental damage, the health and treatment

Ross Andrewartha, Creative Director YSL

service and personalisation is the way we have

of the skin is compromised, says Cannella. “Our

Beauté, hosted pre-show make-up trials

always operated”.

Skin Strengthening Concentrate contains 35 per

behind-the-scenes to show beauty media the

To call someone the face of a brand is faint

cent squalane and a skin lipid complex at 20 per

shades and how to apply them. “Skin on skin”

praise when it comes to Cannella, who visited

cent, which firms, hydrates and protects the vital

“nude on nude” were the first words he used.

Australia in August. Over the past 20 years,

functions of the skin barrier. All of the complexes

Almond, nutty, sepia, caramel, butterscotch…

the dynamic executive has worked her way

contain the high-performance naturally-derived

the shade descriptions roll off his tongue as he

up from being a customer representative in

ingredients Kiehl’s is trusted for, but we are

blends blusher in with his ring finger. “It’s what

the original Kiehl’s flagship store in New York

excited to introduce retinol and pro-retinol for

the Australian girls love. A dreamy radiance,

to her current role, where she is responsible

the first time - the gold standard of anti-ageing”.

three dimensional skin. No harsh lines, no

for developing and implementing service

Apothecary Preparations also offers a major

liquid liner. It’s not about using lots of tools.

standards for Kiehl’s customer representatives

opportunity to introduce new customers to

Blending is huge…massaging in coloured

and sales force worldwide. Cannella operates

the brand’s authentic, values-based business

textures and buffing up a muted hue.”

more as the corporate memory of Kiehl’s and

model. “The new range confirms Kiehl’s

Bitten lips in rosebud and berry stains are the

is also a living example of the brand’s ability to

know-how and craftsmanship and the more

theme here, but with a glint in his eye Ross

deliver healthier, revitalised skin.

in-depth consultations allow customers to talk

reveals a cheeky lip statement he’s throwing

We have always asked our customers to identify

more directly to us and learn about us”, says

in, that’s so very on-brand YSL. “It’s YSL’s

their key concerns, says Cannella. “We don’t

Cannella. “The approach is also on-going.

signature. Iconic, cheeky, bespoke.” Created

advertise and invest heavily in sampling. This

Once customers treat more pressing concerns

for the MYER SS17 show, the shade is

strategy of letting customers try the products

such as fine lines and roughness, they can come

described as Oxblood. It’s a mix of Vernis à

before they commit to purchase is one of the

back to us for solutions to other problems such

Lèvres Cream shade 401 mixed with Baby Doll

major reasons behind Kiehl’s global success.

as dullness and lack of radiance. Our loyal

blush. “It’s a semi-matte stain finish that is well

We create a no-pressure environment which

customers believe in and trust Kiehl’s, and

adhered to the lips.”

allows customers to try appropriate products

Apothecary Preparations will only add to their

So what is Touch Éclat le Teint doing this

for their skin type, knowing they will come

confidence in our ability to deliver the most

season? “Touche Éclat is your best friend…

back to buy them because they know they are

effective skincare solutions”.

the optical diffuser…massage it in to contour.

Texture Refining Complex, Visible Redness Neutralizing

Complex,

Pore

Minimizing

Strengthening Concentrate and the two recommended complexes are enclosed in a personalised box, says Cannella. “Following our customer representative’s instructions, customers then mix in the prescribed amounts

Realism is a key word in YSL Beauté’s look for Myer Spring/Summer 2017 fashion launch.

spending their money on skincare solutions

Contouring is not about being heavy with

that work for them”.

product, it’s about shadow and being one with

Apothecary Preparations takes this philosophy

the skin.” Use Les Saharienne Stone.

to the next level while referencing Kiehl’s

“Tea bag stained eyes are a must for Spring/

historic roots, says Cannella. “Hand-made,

Summer and the Australian Girl. Stepping

customised formulas were available in the

away from contoured and liquid lined eyes,

original Kiehl’s pharmacy until the 1980s. The

these sepia, nutty caramel tones on the eyes add

56| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

to achieve this look; by adding these colours into the crease is a great start which you can eventually build on, even swapping your black pencil for a brown for soft definition.

“Brows are groomed but not the prominent brow we are seeing overseas.” It’s more of a shadow over the brows for the Australian

confidence to be her own brow expert, solve her brow dilemmas and instantly transform her look. Skimpy brows, patchy brows, barelythere brows… all your brow dilemmas will instantly disappear”. The drawcard is in the high-performing formulas, custom-designed applicators and mistake-proof shades.

Available nationally at Benefit Counters, Myer, Sephora and Adore Beauty.

edition tint in gelato for lips and cheeks, stage performer invisible powder and stage performer glow creator.

Uchiide spent time in Sydney with the shu uemura Beauty Advisors, presenting a masterclass and having dinner with them at Mr. Wongs.

Spring and Summer. It’s a lighter colour than

57

OUT & ABOUT

a really feminine touch. It doesn’t take much

the natural hairs and brushed over the whole brow area. Lashes: “We’re not over doing it – using Jet Black mascara one coat is perfect.”

BENEFIT BROW

4

CELEBRATION

5

6 1: Sarah Ellen and Katie Angus 2: Maria Oishi and Demi Harman 3: Kate and Emily Schepis with Britney Lee Saunders 4: Brow stations 5: Beth Glancey – GM Benefit 6: Benebabes

1

The look for the David Jones show is on-trend for the whole spring/summer season, being built from the Nude Atelier collection. The Complexion is sun-kissed, dewy, glowing. A light contour is given using Uchiide’s favourite shade of Tint In Gelato:

2

MODERN NUDE Uchiide­ San - shu uemura International Artistic Director, was in Sydney recently to lead the make-up creation for David Jones’

3 Benefit’s new Brow Collection, was always going to raise eyebrows. But with the launch of its nine easy-to-use brow products Benefit has reinforced its position as the Brow Authority.

Beth Glancey, General Manager of Benefit Cosmetics and Hannah Terrett, National Brow Artist hosted Australia’s top ‘it’ girls, make-up artists, celebrities and beauty, fashion and lifestyle influencers to a brow-tastic night to remember to celebrate the launch of the Brow Collection – pictured here. Playing on its ‘magical’ theme, used for the launch, they transformed the Crystal Bar of No. 1 Martin Place, Sydney to the magical Benefit High Brow Bar. Entertainment and brow-wowing was the order of the evening.

Benefit has been “magically transforming” brows since 1976, but Beth Glancey says: “the brow market is on the cusp of an explosion”.

Benefit’s Brow Collection “gives every gal the

SS16/17 fashion show and introduce media to the new Nude Atelier collection.

Uchiide has been with the brand since 1988 and works to the teachings of Mr. Shu Uemura, always inspired by the possibilities of make-up. In creating the Vision of Beauty Collection Vol.3, the Atelier collection reverts to basics, minimalism and a fresh nude effect. This year he’s focusing on face shapes: square, triangle and round - shading facial features three different ways to transform the overall impression. Uchiide says: “Nude make-up can be tricky to master.

Incorporating shapes and lines allows you to make a bold statement using minimal items. This approach opens the doors to greater possibilities and fun with make-up”. There are three palettes for the eyes based on brown tones;

Nudy Brown. It’s worked into the skin with fingers to seem ‘barely there’. Cheeks are brightened with the Glow On Blush. The complexion is finished with the new Stage Performer Invisible Primer. A true colourless powder designed to set make-up and blur imperfections. Lips are given a subtle hint of colour with the Nudy Brown gelato tint. On the lips it glides on creamy and sets semimatte. The signature of shu uemura, the brow is crucial to the look, however not the main focus. Natural, defined and clean brows are achieved with Eyebrow Manicure. Using new Limited Edition Nude Atelier Palette in Cool the focus is on the Rosy Brown and Rosy Taupe to bring a natural, healthy colour to the socket. The lashes have a simple slick of Ultimate Natural Mascara in Black.

Bringing a modern edge to a simple summer look we see the most modern element of the look: incorporating an updated use of Gel Pencil Eyeliner on the crease of the lid, for a fresh take on a classic winged eye.

eye brow manicure, painting eye liner, limited ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |57

1

3

4

2

TANNING EVOLUTION With 20 years of tanning up its mitt, St Tropez’ creative team – led by parent company PZ Cussons’ Jacqueline Burchell – Global Marketing & Product Development Director and Dr. Paul Evans - Technology and

questions which help a customer ‘Discover

Colour Specialists — or via a convenient, self-

Your Ultimate Tan’.

navigated journey throughout the space,” adds

At the media launch Michael Brown – St

Horgan.

Tropez ambassador demonstrated application

The newly refurbished, 220 square metre

on a model. Top tips: moisturise every day so

MECCA Myer Sydney space will allow

the tan goes on well. Start at the feet and work

customers to shop from over 80 of the world’s

up and massage in using the mitt in sweeping

most-wanted

movements. “Think ‘lifting, not changing’ the

MECCA exclusives such as NARS, Too Faced,

colour,” says Michael.

bareMinerals,

1: PZ Cussons’ Jacqueline Burchell – Global Marketing & Product Development Director and (left, seated) Dr. Paul Evans Technology and Innovation Director 2: Michael Brown – St Tropez ambassador demonstrates application 3: The Tan Finder 4: Andrea Ferrari – esprit Magazine Australia, Andrew Perera – Director of Global Communications, PZ Cussons and Kate Baskin, Brand Manager Fudge and Fudge Urban

Innovation Director – says there remains a lot of work to be done in educating consumers on tanning. The expert pair were in Sydney

MECCA-MAZING

recently – from their UK headquarters – to

use when researched are: sun kissed look, no smell and a confidence boost.

While St Tropez had an established line of self-tanning options, the developers worked on all formulations and have “taken them

Decay,

Hourglass, Stila, Eve Lom, Dr Dennis Gross Skincare, Le Labo, Diptyque, Byredo and Frederic Malle.

The MECCA Beauty Concierge will be an instore destination where customers can source information about their MECCA Beauty Loop status (MECCA’s customer reward and recognition program) as well as product availability, pricing, services and bookings.

YSL VINYL UNVEILED year - Vernis A Levres Vinyl Cream lipstick. The

MECCA opened its non-existent doors to the reincarnation of its retail concept, with the impressive MECCA at Myer Sydney store to showcase the best in global beauty. For the first time, the brand will offer customers everything they love about Mecca Cosmetica, alongside everything the MECCA beauty junkie lusts

to the next level”, says Jacqueline. “New

after at Mecca Maxima.

technologies address the fact that we all tan

“We are so delighted to unveil our new

differently, and react differently to DHA.

MECCA within Myer’s Sydney flagship

And we’ve tackled the mal-odour challenge,

location,” says MECCA Founder Jo Horgan.

putting in a fragrance, made by Givaudan,

“We really wanted to offer Mecca’s entire

that enhances the experience of self-tanning.

brand line up in the one location, in an

We’ve addressed how the tan fades day after

environment that is both glamorous and

day, with the new formula staying natural-

technologically advanced whilst also including

looking as it changes over time”.

new customer experience innovations to make

New packaging is designed to help customer

it a truly unique shopping experience.”

navigation so they start the whole experience

In keeping with the MECCA aesthetic,

successfully, choosing the right tanning product

the elegant and modern space has been

for their needs in the first place. Another huge

created by interior designers Meacham

plus is the addition of moisturisers in the self-

Nockles McQualter and is a result of a

tan formulations. Self-tan can dry the skin;

major refurbishment to the former Mecca

with added moisturisers you can achieve four

Cosmetica and MECCA POP! spaces. “We

to seven days of tan with no colour fade.

will have an elevated service offering that

With a modern wardrobe of tanning options,

allows our customer to choose his or her own

St Tropez worked on taking the confusion out

adventure; either through expert attention

of ‘which one’s the right one for me?’ The Tan

from our new MECCA Beauty Concierge

Finder diagnostic tool used in store poses three

service and dedicated Fragrance, Skin, and

58| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Urban

Vogue Fashion’s Night Out this

St Tropez’ attitudinal study preceded any new

products. Other key trigger words customers

Smashbox,

including

striking lippie at Sydney’s annual

self-tanning range.

when consumers are looking for self-tanning

brands,

YSL Beauté unveiled its latest

share news on the brand’s totally overhauled

product development. A natural look is tops

beauty

brand took a marquee in Pitt Street Mall where Brand General Manager, Ali Shoraka and his team cut the ribbon to open up shop to thousands of beauty consumers on the night. Celebrating the first moments of Vernis A Levres Vinyl Cream lipstick, Edwina McCann – Vogue Editor – joined Ali to welcome shoppers. Playing on the vinyl theme, there was a DJ rocking the discs and setting the upbeat theme for the event.

Vernis A Levres Vinyl Cream, RRP $55.00 combines ceramide-type skincare to nourish the lip along with lavish intense pigments for pure, bright colour. Plus vinyl shine – in 12 shades.

1

2

1: Vogue Editor, Edwina McCann cuts the ribbon with Ali, opening YSL’s marquee 2: YSL’s Ali Shoraka – General Manager and MarieLaure Claisse – Marketing Manager, centre and the team at Vogue Fashion’s Night Out

60

AMOUAGE

MYTHS COLLECTION International,

luxury

fragrance

house

with narcissus laced with green facets of

stylists, industry influencers and VIPs, taking

violet leaves and galbanum to evoke a radiant

each of them on his entrepreneurial journey

journey into surreal and mythical themes. At

from when he first landed in Paris more than 25

the heart carnation and green facets radiate

years ago to where he has found himself today.

against the sultriness of musk and patchouli.

Day one of the tour saw Vogue Australia host

Dark nuances of amber, moss and leather give

an intimate influencer event where guest of

depth and texture.

honour Mr Mallett was given a warm and

Crafted from glass crystal, each architectural

highly personal welcome from editor in chief

bottle is painted in a rich purple fading to

Edwina McCann, someone privileged to have

lavender, with each gold cap decorated with

seen the stellar rise from his early days in

either an amethyst or fuchsia Swarovski crystal.

Australian hairdressing in the 80s and early 90s

Available at Libertine Parfumerie, selected

to where he is today.

David Jones and other niche perfumeries in

David also held personal appointments at

Australia and New Zealand.

Sydney’s Park Hyatt where he spoke candidly with Australia’s premiere session stylists about

Amouage celebrated the Australian launch

his story, the salon and the launch of his brand.

of its Myths Collection with a lunch at China

The culmination of the week’s festivities was

Doll in Woolloomooloo, showcasing the scents

a beautiful and intimate lunch with Australia’s

to media and buyers. Hosted by Amouage’s

top beauty print and digital media, held at Café

Australian distributor Agence de Parfum,

Sydney as a thank you from David for their

guests included author and journalist Kirstie Clements, Margaret Khoury of Fragrances

ongoing interest in his brand.

1

Those in attendance included, Harper’s

of the World, David Jones designer brands

Bazaar’s Eugenie Kelly, Elle Australia’s Janna

and fragrance buyer Christiaan Hobson, and

O’Toole and Amy Starr, Gritty Pretty’s Eleanor

a number of other journalists from esteemed beauty publications.

Guests were taken on a sensory journey delving deeper into the second cycle of the Amouage narrative. Bringing intelligence and self-exploration to the art of scent, the Myths Collection is the second chapter to Creative

Director,

Christopher

Chong’s

Portraits of a Life, a deeply personal narrative of metamorphoses that draws on his personal life experiences, mutating them with other art forms and ideas to articulate and define his

2

1: Michael Marzano and Nick Smart, Agence de Parfum with Margaret Khoury, Fragrances of the World 2: Nick with Kirstie Clements, author

and GQ’s David Smiedt.

The event marked the arrival of the brand and also presented itself as a platform to announce what is next on the David Mallett agenda – the

DAVID MALLETT AUSTRALIAN TOUR

opening of a salon in the prestigious Ritz Paris, additional haircare products to the deluxe line, and a planned multi-team Australian tour for 2017.

1: Remy Rippon – Vogue with Elle’s Amy Starr 2: David Mallett product wall 3: David with Edwina McCann – Vogue

Myths Man and Woman explore ‘life as a dream’ through the art of Opera, a long he turns to the symbolic and expressive

The Australian’s Glynis Traill-Nash, Russh’s Billie Iveson, Sunday Life’s Stephanie Darling

world through fragrance.

time muse of Chong’s. With these fragrances

Pendleton, Tom-Boy Beauty’s Chloe Brinklow,

1

20TH FOR LAURA MERCIER

movements of the Beijing Opera, intrinsic to his Chinese heritage. The Myths Collection tells the story behind Chong’s experience of the Chinese, Western and Arab cultures creating a

2

subculture of fusion and ambivalence.

Represented by the celestial Chinese dragon,

To celebrate 20 years of Laura Mercier beauty, Benjamin Ruiz, international make-

3

up ambassador hosted a high-tea media event

a symbol of enlightenment and honour, Myths Man opens with the classic beauty of

Internationally

Paris-based

at Chiswick, Art Gallery of NSW. Benjamin

chrysanthemum and orris paving the way to an

hair stylist David Mallett visited Sydney

is one of Laura Mercier’s longest-standing

intoxicating heart defined by an interpretation

to celebrate the Australian launch of his

talents. After working for Dior, Estée Lauder

of a thorny rose accord. Labdanum, ashes and

visionary collection of luxe haircare products,

and Guerlain, he met Laura Mercier and

leather dry down to create both peace and

now available in Australia at select boutiques

has worked alongside her since the brand’s

clarity.

nationally.

inception in 1996.

Evoking the immortal phoenix, symbolic of

The Australian-born hairdresser spent a

Commenting to esprit Magazine, Ruiz says: “I

peace and prosperity, Myths Woman opens

number of days meeting with press, session

have always been an artist at heart and have

60| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

acclaimed,

make-up artist seemed to be the logical choice. The gratification that comes from helping one feel better about themselves is priceless. I got my start by taking a part-time job while I was attending college. I fell in love with the industry and never looked back.”

Demonstrating to the beauty press, Benjamin showed how to create an iconic Laura Mercier naturally healthy look. To create a glowing base he applied Laura Mercier Foundation Primer ($50) to give the skin a supple and radiant quality needed for a smooth and flawless makeup application. Next, Laura Mercier Tinted Moisturizer ($62) to even out the complexion.

To cover blemishes and conceal redness, he applied Secret Camouflage ($52) with the Iconic Technique Brush. Using Laura Mercier Secret Concealer ($40), he showed the best technique for application and how to brighten dark circles and conceal puffy eyes. Secret Brightening Powder ($60) is followed by the Translucent Powder ($62), the timeless product responsible for the hottest recent trend of ‘baking’. Benjamin then used Cake EyeLiner ($37),

demonstrating

Laura’s

legendary

technique, which can be created with Long Wear Crème Eye Pencil ($33). Following from the eye liners is Bonne Mine ($33) (Bronzers, Cheek Colours and Highlight) to make the skin look healthy. ‘Bonne Mine’ means ‘healthy glow’ in French and this look is about giving yourself a fresh application of healthy colour.

To create a beautiful finish, Benjamin used the Caviar Eye Sticks ($42) and Full Blown Volume Supreme Lash Building Mascara ($42). Finally, to complete the look, Velour Lovers Lipstick ($37) and Lip Pencil is applied ($33).

1: Benjamin with…beauty YouTubers, Sharon Farrell and Karima McKimmie and …

2:…make-up artist, Rachael Brook and beauty YouTuber, Stephanie Bailey

1

OUT & ABOUT

worked in various mediums, and being a

ZADIG & VOLTAIRE’S

PERFUMED PAIR

1

Zadig & Voltaire is a Paris-born and quintessentially French fashion house, est.1997.

The founder, Thierry Gillier’s nickname is Zadig and the Voltaire ‘bit’ is inspired by the Voltaire novel, Zadig ou la Destinee. Born

2

into a world of doing things differently, he is the grandson of Andre Gillier, co-founder of Lacoste, who shook up sportswear as the noted creator of tennis wear. Thierry has a passion for perfume: “I can’t imagine life without fragrance. I like when it leaves behind a trail,

3

asserts a personality. It’s an alchemy between you and someone else.”

From

fashion

to

fragrance…Thierry

collaborating with the expertise of

is the

international perfume maker Beauté Prestige International (BPI), a trusted partner for some of the biggest names in fashion as they evolve

4 5

into the world of fragrance.

To create Zadig & Voltaire’s olfactory statement, BPI took the brand’s rock chic DNA and bottled it into two alter ego fragrances.

Her, him: opposites attract. Key note is an

LANCOME

elegant signature of sandalwood. The bottles present a graphic attitude in black and white.

This is HER! A woody, heady floral fragrance created by Sidonie Lancesseur and Michel Almairac (Robertet). Price range: 30ml EdP, $70.00 – 100ml, $120.00, plus department store exclusives: Body Lotion and Scented Candle. This is HIM! A woody oriental fragrance by Nathalie Lorson and Aurélien Guichard (Firmenich). Price range: 30ml

1: Sheree Mutton – Australian Women’s Weekly, Alexis Teasdale Cosmopolitan and Cassidy Loane – Cosmopolitan 2: Lucy Bradshaw – Marketing Manager, Lancôme 3: The Lancôme team: Bethany Cartan, Kelly Fall-Armytage, Lucy Bradshaw, Natasha Bridges and Christine Burke 4: Icy Ling – Indulgence 5: Justine Dunton Rose – POPSUGAR and Laura Wilson – OK magazine

EdT, $62.00 – 100ml, $99.00 and department store exclusive Shower Gel. Distributed by Cosmax, on counter now at Myer, David Jones, Independent stores and selected pharmacies.

1: Cosmax team: Rhonda Campbell, Dianna Mannion, Giona Zen, Elodie Orliac and Lara Michell 2: Giona Zen, International Marketing Director Zadig & Voltaire Parfums at BPI presenting to the media

1 2

Lancôme hosted a fresh and energising breakfast at Chiswick Woollahra, to share the launch of its skincare range Énergie de Vie with beauty media. The beautiful venue captured the very essence of Lancôme through an inspired voyage of the senses. As guests sipped on a bespoke fresh green smoothie, they were treated to a detailed and informative introduction to the range from Lancôme’s Marketing Manager, Lucy Bradshaw.

“Energie de Vie is the promise of a simple and highly effective routine. Nourishing, concentrated moisture, along with energising and antioxidant active ingredients, for fresh, re-energised skin glowing with health.”

Read more: pages 34-35 ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |61

2

to create a romantic garland as patchouli and

CREED LAUNCH NEW FRAGRANCES

styrax enhance the natural leather found in

1

history’s most powerful women – royalty,

Oud. The traditional Creed glass flacon is stained in an elegant, regal red.

Aventus For Her takes inspiration from artists, writers and visionaries – while heralding the strong, modern woman of today. An olfactory celebration of vibrant and passionate femininity, Aventus For Her is an opulent, sensual, fruity floral scent. It opens with accords of crisp succulent green apple blended with violet leaf, fragrant pink pepper

2

and Calabrian bergamot. Rose, styrax and sandalwood from Mysore create a tantalizing bouquet at the heart, to a rich tenacious base of peach, cassis, ylang ylang and amber. The bottle is the traditional masculine Creed glass flacon with crisp white accents for the feminine touch.

Available at Libertine Parfumerie, selected

Luxury fragrance house Creed introduced

David Jones, Harrolds and niche perfumeries

media to its new fragrances: Aventus for

in Australia and New Zealand.

Her, Royal Mayfair and Royal Princess Oud. Agence de Parfums, the Australian and New Zealand distributor talked guests through the evolution of the fragrance house and the development of each fragrance. as

one

of

London’s

grandest

esteemed, luxurious labels that attract dapper

KIEHL’S SPLEND OUR

and elite gentlemen. A refreshing green

1

neighbourhoods, Mayfair thrives as one of the world’s most desirable fashion hubs, toting

fragrance, Royal Mayfair opens with a swirl

Music has long been a part of the Kiehl’s DNA. Founding family member, Aaron Morse used to play music in the pharmacy to promote creative problem solving when Kiehl’s chemists were challenged developing a product. In celebration of this heritage we wanted to take Kiehl’s to an audience that also loves music for all that it can do to enrich our lives.

2: What were your top goals for the outcome of the sponsorship?

of British gin, a blast of bright Jamaican lime and a whisper of Scottish highland pine. A floral heart filled with Duke of Windsor roses,

2

Bahamian orange and aromatic cedar, this natural romantic scent closes with a hint of Australian eucalyptus.

Royal Princess Oud is a captivating scent inspired by the family’s couturier legacy and early 19th century volumes of fashion illustrations drawn by Henry Creed II. Taking cues from the empowering and historical sketchbooks, Master Perfumer Olivier Creed pays homage to the family’s rich tailoring heritage and craftsmanship with Royal Princess Oud. The woody floral fragrance features the signature note of oud. A modern and fresh scent, it opens with fine sparkling bergamot, revealing majestic floral notes of sweet violets and fresh roses, which slowly intensifies into an oud dry down. Vanilla and benzoin combine 62| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

COLLETTE O’NIELL – KIEHL’S GM TALKS WITH ESPRIT MAGAZINE: 1: What won you/Kiehl’s over as a sponsor for this event?

1: Royal Princess Oud, Royal Mayfair and Aventus for Her 2: Elisabeth King, Beauty Business writer and Nick Smart, Agence de Parfums

Royal Mayfair celebrates all men of style.

Known

Retreat. Kiehl’s Customer Representatives took their expertise to the masses, with backto-back appointments, treating both girls and guys to a Kiehl’s signature specialist 15-minute consultation and facial. While the Kiehl’s Rocks Skincare Retreat proved a hit with festival-goers, performing artists and managers were treated to 45-minute facials behind the scenes at the backstage container. Reclining in an old-school barber chair, VIPs took time out while the Kiehl’s team went to work rejuvenating their skin.

Away from the grounds Kiehl’s hosted its first Kiehl’s X Splendour brunch offsite at The Atlantic. A retreat for media and influencers, #KIEHLSxSPLENDOUR turned the deck of The Atlantic into a native Australian flora oasis and the pool into a stage for a surprise acoustic performance from lead Aussie export and Kiehl’s Skincare partner, The Preatures. #KiehlsRocks #KiehlsxSplendour

3 Over the course of four days, skincare brand Kiehl’s Since 1851 set up shop at Australia’s hugely loved music festival, Splendour In The Grass.

As the official skincare partner for the 2016 event, Kiehl’s had the opportunity to engage hundreds of festival-goers at the Kiehl’s Rocks Skincare

Firstly we hoped it would drive a deeper awareness for our charity partner - The Australian Children’s Music Foundation, (ACMF) - and the work we are doing with them and The Preatures to raise funds. In July, $2 from every pot of our bestselling Ultra Facial Cream went to ACMF. Secondly, we wanted to allow festival goers to experience Kiehl’s, possibly for the first time via our Kiehl’s Rocks Skin Retreat, where they could meet our Kiehl’s Customer Representatives and have a refreshing festival facial using our Kiehl’s products.

3: How will you evaluate the commercial success of the sponsorship?

For Kiehl’s we simply hope our festival goer’s had such a great time with us that they visit us in store in the future.

1: Yan Yan Chan with Collette O’Neill, Kiehl’s GM 2: Bryce Gage works the Kiehl’s magic in the Skincare Retreat 3: The Peatures

GILDED CAGE UNLEASHING A NEW ERA OF BEAUTY

Elegant, individual and insightful, Gilded Cage is inviting and empowering women to define beauty for themselves. Rather than telling women how they should look or promoting a one-dimensional concept of beauty, Gilded Cage provides high-quality textures and long-lasting products that enable women to create their own idea of beauty.

With a new set of beauty rules the potential is endless… ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |63

SIDE STEPPING THE MAINSTREAM STEREOTYPES OF WHAT IT MEANS TO BE ‘BEAUTIFUL’, GILDED CAGE EMBRACES AND ENHANCES THOSE UNIQUE QUIRKS THAT MAKE YOU WHO YOU ARE. WITH CAREFULLY SELECTED, HIGH-QUALITY SKIN–CARING TEXTURES AND A RANGE OF ADAPTABLE SHADES, GILDED CAGE COSMETICS ARE FORMULATED TO GIVE WOMEN THE CONFIDENCE AND ABILITY TO REVEAL THEIR NATURAL BEAUTY. With a longstanding fascination with fashion

“'Made in Italy’ ensures our textures are

and beauty and almost 20 years experience in

manufactured in facilities that comply with

sales and marketing Rhys Williams, founder of

the EU cosmetic GMP (Good Manufacturing

Gilded Cage, has traveled the world to make

Practices) and adhere to the strictest cosmetic

his passion a reality.

regulations in the world. After rigorous

Despite being born in Australia, the brand

assessment, it was apparent to me Italy led the

was designed in Paris and textures formulated

way in terms of safety, best practice and colour

and made in Italy. Rhys explains, “Paris has

cosmetics.”

a unique take on prestige and I wanted our

Rhys’ careful choice of suppliers has ensured

positioning to be luxe, with a road map to

strong, long-term professional partnerships that

prestige in time.

afford him access to world-leading technology,

“Like Parisian women, Gilded Cage is timeless

research and innovation departments, as well

and elegant and our Singular Beauty ethos is

as global trends and forecasting insights. This

an idea that will endure across time. I admire

ensures the products are not only on-brand but

European women for highlighting their natural

the textures align with what women are looking

beauty. Trends come and go but natural beauty

for in a cosmetics brand.

remains timeless.”

64| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Espirt Magazine promotion

R E -W R I T I N G T H E B E AU T Y R U L E S

“I wanted the initial focus of the brand to be on eyes and lips as these are products that were familiar enough for women to embrace. Eyes

“ During my time in Paris I learnt that French women do not want to be told how to be beautiful; they highlight their face in accordance with what they want to achieve and that’s something to admire.”

are the windows to your soul and your smile is your resume in life.

“Beauty is about more than how you look; it’s about attitude and personality and those charming peculiarities that make you unique.

Whether intended or not, promoting only one way to be beautiful can set a beauty standard.

Beauty is multifaceted; why promote one way, when you can highlight many ways to beautiful.

“The concept of singular beauty or individual beauty is about highlighting your natural

C O LO U R C O N F I D E N C E

beauty and not feeling like you need to conform

The ethos of singular beauty extends beyond

or transform into something that you’re not.”

the campaign, filtering down into the products

To communicate the idea of singular beauty

themselves. At this point in time Gilded Cage is a

Gilded Cage partnered with a friend and

luminous to medium coverage brand with a range

mentor to the brand, beauty and fashion

of textures formulated accordingly.

influencer Natasha Oakley, who assisted

“The coverage is buildable, the textures are tactile

with an online casting call to recruit four

and the pigment payoff ranges from sheer to highly

undiscovered faces.

luminous, depending on the desired look.”

A firm favourite is the Revelation Eyeshadow in Rose Gold, Metallic Mahogany and Antique Silver.

“Through consultation with women around applying makeup it became apparent to me that each woman had varying degrees of confidence or skill, so the beautiful thing about the texture of our eyeshadow is that you can create a smokey eye in minutes and

Left to right: Marina (Italy), Jessica (UK), Lou (France) and Leonie (Germany)

“We were really specific about how we presented the four faces of the campaign. It wasn’t about making these young women look like something else; it was about highlighting their best assets in the most beautiful way.

“There’s a temptation to push into a total transformation, but that’s not what the brand is about; that’s not how we see women living their life on a day-to-day basis.

“During my time in Paris I learnt that French women do not want to be told how to be beautiful; they highlight their face in accordance with what they want to achieve and that’s something to admire.”

it’s longwearing. It provides up to 14 hours of budge-proof, crease-proof colour."

Hero shades of the Charisma Lipgloss include Natural Shimmer, Copper Rose and Gilded Cage’s signature gloss, Aurora. “There’s nothing more natural than a clear, mirror-like finish on the lips. Wax free and enriched with Kendi Oil, it also smoothes the lip surface, which reinforces that Gilded Cage is not just about colour; it’s about delivering something that’s tactile, tangible and a benefit.”

Women looking for the ultimate pop of colour can’t look past Unleashed Lipstick, the brand’s

ingredients to ensure a silky smooth, creamy texture that nourishes the lips without compromising on colour.

Gilded Cage Revelation Eyeshadow and Unleashed Lipstick are free from talc, fragrance, parabens and D5. Charisma Lipgloss is wax, D5 and paraben free. Gilded Cage products are not tested on animals.

With a new lipstick range set to hit the market next year and plenty more products in the pipeline, Gilded Cage is expanding its offering for the discerning beauty buyer.

The next step for Gilded Cage is experiential retail touch points, allowing women to touch and feel the texture of our products and us to collate on-the-spot feedback and communicate in person what the brand is about.

“We are working closely with select beauty influencers and makeup artists to educate and raise awareness online and as a key part of our experiential touchpoints to come”.

For retailers wanting to stand out from the crowd in a competitive market, Gilded Cage is an exciting opportunity to collaborate with a brand that is actively working with influencers and opening up new conversations surrounding beauty.

B E PA R T O F T H E C O N V E R S AT I O N

Contact Rhys directly: 02 8007 4172 Rhys.Williams@gildedcage.com

signature Singular Red, while the Nude and Peachy Pink shades are also big sellers.

Offering weightless, pure colour pigment release, the lipsticks contain six natural

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |65

Celebrity Beauty by Mary Zavaglia reporting from LA exclusively for esprit Magazine

HOLLYWOOD’SHOTTEST MAKE-UPLOOKS Smouldering eyes, super bright pouts and sparkling skin still reign supreme in tinseltown.

So, if you love Kim Kardashian’s smoky eyes, Miranda Kerr’s super bold pout or Emmy Rossum’s radiance, here’s how to steal their look to wear and share with your customers.

MIRANDA KERR – BOLD LIPS Miranda Kerr’s natural beauty means that, for her, screen siren glamour is as simple as a slick of mega-watt lipstick. One day she’s sporting a juicy coral gloss and the next a bright-red lipstick. Her skin always stays really fresh and natural, which means she can push the colour on the lips and eyes without looking overly done.

So, how do you give your best Hollywood smile without lippy on your teeth? Simply put your index finger in your mouth and swipe it out.

Any gloss or lipstick that was on the inside rim of your lips will now be on your finger!

Get her look…Outline lips using a lip pencil that is close to the natural lip tone, and follow the natural shape of the lips. To make lips appear fuller outline them just outside the natural lip shape. If lips are naturally full, then line inside the natural shape to make them appear smaller.

Fill in lips with lip liner as a long-lasting base for lipstick and to prevent a ring forming around the mouth when lipstick fades.

Your tool kit…

KIM KARDASHIAN – EMMY ROSSUM – SMOULDERING EYES GOLDEN GLOW Man magnet Kim Kardashian knows that nothing screams sexy like a smoky eye. Kim not only follows trends, she starts them. She has fantastic eyes and of late you will have seen her wearing different (eyeshadow) colours, most recently a blue smoked eye. Sound like your sort of girl? Then, stock up on a lash thickening mascara, darkest blue eye shadow and false lashes.

And, don’t forget to team lips with a nude, creamy lipstick and a dab of lip-gloss on bottom lip.

Get her look… Apply a dark blue or charcoal grey shadow over the lid and blend upwards and out. Then, draw on a black liquid liner on top lash line and wing out at the outer corners. Finish with lashings of mascara and false lashes.

Your tool kit…

Shine like a golden goddess and follow Emmy Rossum’s lead by mixing up a cocktail of warm tones to create a flawless glow. Her barely there make-up and pulled back hair teamed with a cut-away gown has made her a red carpet staple.

Emmy’s look is a natural, confident understated sexy… Less is definitely more with this look.

Get her look… For glowing sexy skin, mix a foundation that’s one shade darker than the natural skin tone with a small squirt of daily moisturiser. Then dust a bronzing powder on the high points of the face and apply a peachy pink blush onto the apples of the cheeks. For a “wow” factor finish use a lip-gloss with gold highlights.

Your tool kit…

Giorgio Armani Rouge Ectasy, $52. A long wearing, velvety-soft lipstick that leaves lips hydrated and saturated with colour.

Lancôme Juicy Shaker, $34. Adjustable, easy application that gives you just the right amount of intensity and vibrancy.

Kora Tinted Day Cream, $ 59.95. Creates a radiant, even skin tone while leaving skin smooth and supple.

Benefit BADgal Lash Mascara, $38. A sexy, sultry, pure unadulterated black mascara for full, voluminous lashes.

Laura Mercier Crème Eyeliner, $35. An easy to apply smudge-proof liner that glides on effortlessly.

Shu Uemura Flip Color Yaz False Eyelashes, $35. For super sized lashes with an edgy colour effect.

Bobbi Brown Beach Nude Eye Palette in Sunkissed Golden, $85. An ideal combination of hues to create a sheer eye make-up look.

Guerlain Terracotta Bronzing Powder, $74. Perfectly reproduces the golden and copper shimmer of sunlight.

Tom Ford Lip Color Shine, $78. Delivers a veil of colour with a lustrous, high-shine finish.

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BROADENING THE SPECTRUM OF SUN PROTECTION AND AWARENESS W I T H SUMM E R FAST APPROACHI NG , L A RO C H E-PO SAY FO C USES ON S U N SAFETY I N AUST RAL IA A major shift in consumer perception has seen skincare products with a SPF30 or higher experience a major sales increase. This has been driven by a more prevention-focused mindset in regard to sun damage amongst society, rather than taking corrective action after the fact. This shift is not just isolated to Australia, it is a global phenomenon, says Karen Grant, Global Beauty Analyst with the NPD group.

“Consumers today are more proactive than reactive when it comes to managing their wellbeing. The growth in products with a high SPF ties into today’s mindset, as consumers move from a singular focus on correction to a broader focus on prevention”. As part of its mission to promote health and beauty, La Roche-Posay, global experts in skin care and sun protection, partnered with IPSOS, the global survey organisation, to assess attitudes in regard to sun protection across 23 countries.

A concerning finding from this research is that Australians are highly aware of the dangers of UV, but still have a way to go in consciously practicing sun safe behavior and checking their skin regularly.

The Digital Landscape Key to Reaching Millions With this in mind, La Roche-Posay launched the Skinchecker campaign in Australia to help combat the disparity between awareness and action in regard to sun safe behaviour. Rather than employ scare tactics, a light and engaging approach was taken for the campaign, with its Dalmatians now an icon for the Skinchecker movement. “The campaign has been a huge success. In the first year, we reached 500,000

people, increasing reach to five million in the second year” says Rebecca Smith, Marketing Manager, La Roche-Posay. “Digital media have been a pivotal focus for us. For the third year, we will be working with leading social media platforms, such as Instagram and Snapchat, to drive awareness and encourage people to practice sun safe and skin checking behaviors.”

The digital focus of the Skinchecker campaign not only allows it to reach all perimeters of Australia, but it also creates an engaged community of individuals online who share the Skinchecker message with their loved ones.

The Formula of Success The use of a sunscreen is a critical component of practicing sun safe behaviour. “UV radiation is a leading cause of cell damage and as such it is important to use a sunscreen which offers very high UVA and UVB protection” says Rachel McAdam, Medical Relations Manager, La Roche-Posay. However, not all sunscreen formulas are created equal.

Traditionally sunscreens have been thick, white and one-size fits all. Now, through innovative new formulations, very high UVA and UVB protection is available in a variety of textures and formats to meet the needs of your skin and lifestyle. New to the Anthelios range this summer is an extension of its cult Ultra Light range with Anthelios Ultra Light Tinted SPF50+ and Anthelios Ultra Light Spray SPF50+. The much-loved Anthelios Melt-In range will also be replaced by the new Anthelios Comfort Cream SPF50+ and Anthelios Comfort BB Cream SPF50+.

Keeping it in the Family La Roche-Posay’s dedication to sun safe practice and products extends to the entire family. Of note, research has shown that just over 87 per cent of new births in Australia are to millennial-aged mothers, principally in the 28 to 35 age group. This younger demographic is driving the use of natural and sensitive skin formulas and they want the same for their children. “There’s growing emphasis on specially-formulated sun care for children.

Up to 85 per cent of sun damage over a lifetime occurs before the age of 18, so being proactive about higher levels of protection is critical”, says McAdam. “It can be tough for mothers to ensure that their children have the best protection at all times, whether they are at the beach or in the park or pool. Ease of application is vital.” To meet this growing need, La Roche-Posay is launching its first sunscreen for children, Anthelios Dermo-Pediatrics Spray SPF50+, in Australia in October. With this, La Roche-Posay now offers a comprehensive range of sun care products to suit all skin types for the entire family this summer.

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LO O K I N G A FT E R N U M B E R O N E :

SETTING YOURSELF UP FOR THE ONSLAUGHT You’ve survived winter but the busiest retail months of the year lie in wait; and this time it’s your own health and wellness that takes top billing.

By Ashleigh Sharman

Cruel as it may be, the busiest sales months of the year not only coincide with the season we adore most, summer, but a calendar brimming with festive season engagements; not to mention long lines of stressed customers, crowded stores, out-of-stock items and departments that, at the end of the working day, resemble nothing less than a war zone.

It’s a jungle out there but this year, you’ll be cool, calm and collected thanks to some handy tips for you and your team.

EATING RIGHT While it should be your daily retail mantra, staying hydrated and making sure you eat breakfast is all the more important when temperature and stress levels rise. Learn to master a simple smoothie with protein powder to keep you going; consider a multi-vitamin or probiotic to assist immune function throughout the season and switch the odd coffee for green tea to amp up the antioxidants. Preparing your own lunch will also reduce food court stress and allow you to enjoy your break (which you must take!) so where possible choose organic and seasonal ingredients with fresh fruit instead of chocolate or lollies as tea room rewards.

Don’t skip breakfast

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MOVING RIGHT Exercise gets the blood moving and endorphins flowing so consider a morning walk or getting off the bus/train a few stops early - a chance to get some much needed vitamin D and fresh air.

Being on your feet all day: where possible put your feet up on a break, wear support stockings and shoe insoles, anything that helps you get comfortable. It’s also a good time to check the state of your work shoes, and for the sake of your posture learn some simple yoga or Pilates exercises like the basic spinal roll-down to assist your lower back throughout the day.

Manage your stress levels

SCHEDULING RIGHT Everyone else is winding down and you are winding up! Remind friends and family that you’re working and remember it’s a great time to focus on your retail family who know exactly what you’re going through. Manage your season and get your own shopping and errands out of the way as soon as possible.

Travel light to work, taking the time to make sure your uniform is ready for the season ahead - including deodorant and sunscreen as the weather heats up.

Schedule your shopping

FEELING ALRIGHT It’s a busy time for everyone and emotions are high so be mindful of those around you, especially stressed-out customers and fellow team members. Ensure you have a personal ritual when dealing with difficult situations and remember to let it go! This could be yoga, meditation, or pre-bedtime rituals to help you get through the next day because having patience with grumpy customers is all well and good but you need your own coping strategies - even if it is just escaping to the stock room for a few quiet breaths.

And while you learn to tune out the repetitive Christmas music playlist, the best thing about this time of year is that it goes fast. And you know that already, so just smile and it will be 2017 before you know it!

Currently studying Health Science, freelance writer Ashleigh Sharman is passionate about all things skin, health and wellbeing.

Hints & Tips

FROM REVLON MAKEUP DIRECTOR MELANIE BURNICLE

TOP TIPS FOR EYES

HOW TO CREATE THE LOOK

Natural look: 1.

Apply a wash of colour from the lash line to the socket line. Use the amber

Using Revlon Color Stay

gold and sweep it across the eye. If you

Not Just Nudes™ Shadow Palettes

want a more intense look remember to use the pressing action with your brush and then blend out the edges throughout

2.

Available in two colour combinations, each palette features 10 neutral, wearable ColorStay shadows in matte and pearl finishes.

The luxurious formula promises 16-hour wear without creasing or fading. The compact looks chic and includes a dual-ended brush. RRP $29.95, available mid October 2016 from department stores and key retailers nationwide.

Shadow

Application Tips

the socket line.

FRESH FACED TO GOLDEN GODDESS USING PASSIONATE NUDES PALETTE

line as an eyeliner (top and bottom),

6.

even working into the socket line.

7.

the socket line.

Use the top left neutral colour along the brow bone or to blend out the colours in You can play with the shades by mixing them on the brush before application.

Depending on eye shape, you can also

Something I do on set all the time. Try

apply the same colour along the lower

the metallic chocolate brown (bottom

3.

lash line.

right) over the dark brown shadow for

Then add the warm matte brown into

more depth.

4.

5.

the look.

the socket line, outer corner of the eye and along the lower lash line to intensify

8.

You can take the look to a sexy evening glamorous look or leave it on the softer side. The benefits of having so many

Use the pale gold to highlight the inner

fabulous colours is that you can use all

corner of the eye.

the steps, choose one or two, mix and

Use the dark brown shade at the bottom

match, creating many amazing looks

left to take the look even further, work

along the way. It’s so convenient having

into the outer edge, press along the lash

everything in the one palette.

Blending: The

Layering colour

key to blending

Layering

combinations in different

is using the right

shadows

orders will change the look

motion with the

gives the

of your end result, meaning

brush, move

look of a

you have many different looks

the eye shadow

professional

that you can create with the

brush in a back

makeup

one palette. A great idea is to

and forwards or

artist.

play with colour combinations

circular motion.

Colour Intensity: Press the eye shadow into the lid with your brush for added intensity. This will give you concentration of the eye shadow colour to the area.

on the back of your hand, changing the order of colour you use as a base and layering colours over the top.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |69

70

5 MINUTES WITH...

MICHAEL KLIM Nicci Herrera talks with the Olympic swimming-star-turnedskincare-founder

Tell us about the KLIM range?

It’s an evolution of the brand. We’ve got a really good loyal customer base who we’ve researched. Listening to them we found that the guys wanted something slightly more masculine. The brand was called Milk & Co, the connection back to myself and Lindy wasn’t that obvious so we put KLIM back on the bottle: KLIM by Milk & Co for the consumers to ‘get’ that there’s a local connection with an Aussie male who’s created the brand.

What’s different about this men’s range to others on the market?

We’ve got a great heritage in our old range.

There are SKUs that have performed really well and, surprisingly, ones such as the Face Wash + Scrub, which prove that men’s skincare is definitely on the up - guys are using scrubs and our Moisturiser which is our secondbestseller by about 30%. We are focusing on 70| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

71

more of what we call the 360 degree skincare fitness regime rather than a beauty-based skincare regime or anti-ageing to distinguish us from the other guys, and that we are Aussiemade. It’s not a rebadged product, the focus is that it’s already tried and tested…on myself, my friends, my family, so there is certainly a really, strong local connection.

So you’re not going to have Michael KLIM delivering the stock into the store?

Who is a KLIM customer?

Aussie males. It’s kind of wide, but a bull’s eye would be the demographic of Aussie male who’s very health-conscious and selfappearance is important. KLIM is a regime focusing on wellbeing and an active lifestyle, so we’ve added Invigorating Body Wash, Sports Moisturiser SPF30 and now, Deodorant. We’re doing a fragrance called Aqua Beyond by KLIM with Chemist Warehouse, sort of trying to encapsulate more the aspirational outdoor Aussie lifestyle that we’re all trying to lead.

What’s your best sales tip?

Passion. People sometimes tell me they don’t ‘get’ my passion. I just think I’m gonna give it a

Olympic Gold medal swimmer to skincare, what’s the connection?

I fell into it accidentally when I was coming towards my first retirement from sport. And as a swimmer spending hours in chlorinated pools and swimming outdoors, I always had dry skin and had to try to protect myself from the elements. So I sort of had an incidental insight into skincare. In 2006 or 7, the skincare market was growing by about 40%, which is quite high for Australia. Predominantly through Myer and pharmacies. So, I felt there was a great opportunity to design a range for the young, active Aussie male. I had a crack, and I launched with only three SKUs. We’ve evolved to 13 SKUs in our range.

What’s the goal in retail?

We have some great relationships with Coles and Woolworths and we’ve launched the brand into Chemist Warehouse, Sephora and Amazon, so we have some big buyers but we also have some great affiliations with About Life (Sydney-based health food and lifestyle retailer) some independent health groups and independent pharmacies have been really good. We’ve got some great extensions into amenities: we already have a presence in Best Western hotels and about 18 properties in China. We’ve just partnered with Jetstar, so we’ll be launching the business kits with them in October.

I’ve been there, done that, for many years. We do have a little van, actually, which I drive.

I’ve got a lot of local shops that I pass on the way home from the office and I always drop in some stock.

“

Once your sights are committed to something, you just don’t give up.

”

go. You see guys out there that are so passionate about a certain brand, and won’t take no for an answer. That’s me.

What’s your “why?” What makes you do this every day?

It’s a very similar ‘why’ to the ‘why’ when I was swimming. Because, I try and put myself in sometimes uncomfortable situations; it’s sort of an unknown space for me and it’s almost a test. So, yeah, it’s the challenge of it. Once I’ve got the sense of purpose, it’s all about getting through to the end.

Tell us about the business challenges you’ve faced?

Probably the first one would have been

financial-wise. So, managing your finances, very early on when you need to overcapitalise…it’s a catch-22, because you need to invest more to grow a business but then you need to be very cautious with the expenditure to make sure the business is taking off. Getting our business to a sustainable cash flow, not always cashflow-positive, and re-investing, that’s been probably the biggest learning curve and it’s taken us close to seven years to get there. Business planning, having a proper plan and knowing your customer, knowing your space…I’m quite opportunistic and probably one of my weaknesses is I try to appeal to everyone and every space and every channel.

It’s taken me a while to make sure that I’m playing in the right space.

For the next generation of brand developers, what would be your best tips?

Innovation is probably the key. But you don’t have to reinvent the wheel. Innovation of a new ingredient or packaging, application, whatever, there’s gotta be an element of innovation, a point of difference. Know the space you’re playing in; knowing your business as well as other people’s business. So, know the numbers, know yourself, know the dollars in business, it’s all about making choices every day…you’ll make bad ones, but obviously you want to make the majority of them good decisions.

OK grab one product off the shelf, what would it be and why?

I think you’ve got to go with things that are proven and things that have, gone through the test of time. So, for us it’s the Face Moisturiser + Sunscreen, it appeals to everyone - every guy should be moisturising - and with the fact that it’s got SPF15 you can’t go wrong.

The future of Milk & Co; will you have your own reps visiting stores, topping up shelves, company training and culture education?

Absolutely. That’s the key. As I founded the business, I do all my selling. I have partners in marketing and sales, they’re the ones that can really sell, translate and explain the brand rather than maybe second or third parties.

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INTRODUCING

Michael Brown

… C E L E B R I T Y M A K E - U P A RT I S T, I N D U S T RY E D U CATO R A N D B R A N D A M BA S S A D O R How long have you been in the industry and where did you get your start?

I started in the industry professionally in 2001.

All through high school I was a dancer. Makeup application was something that interested me, with the dancing, stage shows and the productions I was in. And the girls used to love me doing their make-up. So after high school, thinking in my head I was always going to be a dancer as a career, I thought: “I’ll just go and do a make-up course, just in case something happens later on in life.” Turns out, in the end, the make-up kind of outweighed the dancing and I got my first job in a department store, entering the cosmetics industry in 2001.

In Perth, where I’m from, there wasn’t enough work to just be a freelance make-up artist all the time. That’s why I started in department stores, working in more of a sales role. I wasn’t really a good salesperson, to be honest, in the beginning, but then I started loving the drive for a sale; that feeling you get when you make a great sale - you feel really good. So then I became competitive and was offered many different roles in Perth, and then more when I moved to Sydney. It’s that drive of gaining knowledge and experience of makeup application first of all, then it was sales.

From there I was offered a training role across major luxe brands and now I am a beauty and grooming expert, writer and presenter.

but in ten years, you’re going to be one of the country’s most recognised beauty and make-up experts. I always knew I wanted to do more of a training role but never knew how to get it.

My sales were so good on the floor, and just being a bit of a team leader at the time, it just kinda happened, it came into play. So, things can happen if you really want it.

From then to now. What is Michael Brown up to these days?

I’m doing a lot of make-up and hair work, and most of those are fashion related and a lot of red carpet or A-list clients. Most of my clients are either an ambassador for a brand, or they’re attending an event, media day or photo shoot. I’m also the ambassador for Australia and New Zealand for St. Tropez, the skin finishing expert. I have been working with Channel Nine now for four years. Mornings, for three of those years, and then from this year it’s called Today Extra, and that’s with Sonia and David. My role is really to educate the general consumer. I am a contributor for rescu. com.au and I’m also the grooming expert for thetailoredman.com.au, which is more men’s focussed.

What’s the perks of your industry?

the more they’ll buy. Ten years later, that is something that I do not agree with at all. I think the more you show, the more confused the customer gets. They’re thinking in price tags and how much time this routine will take every morning. Today’s customer is very wellinformed. They research, blogs, YouTube, Instagram. Now, they already pretty much know 50% of what they need to know. It’s up to us to show make-up technique, application and shades.

So, for me, it’s actually trying to find things that stand out and solve key concerns. If I was still selling on the floor today, there is no way that I would show a customer ten thousand products, It’s more like: “Tell me what you’re missing in your routine?” “What’s your main concerns?”

“What are you currently using?”

This reveals what they’re not using and I can show those type of things. And I’m the same with my make-up kit. Obviously, things run out, and you think: “Okay. I’ve been using that highlighter now for two years. Maybe I should try something else.” And you touch and play, and you know what you like from trying new products - you put it in your kit and within, sometimes, a week, it’s become your favourite product.

What are your 5 top tips for working in store?

Originally, it was all about literally just applying make-up. I love transforming the face, I love seeing women’s beauty come out, and seeing the differences you can make in someone’s confidence. Just a little concealer trick, little brow filling or contour can make someone look so different.

Endless products! I can say that for years, I’ve never been short of cosmetic products ever since I started. Even back on the floor in my make-up artist role I would get all the colour collections before anyone else to try and test them. You get fragrances, skincare…being in media, I actually can’t believe how many products I get. It’s an amazing way to really learn and try what’s out there. If someone looks at my make-up kit, they know that I’ve chosen that product to be in my kit and therefore, it must work!

Do you believe retail cosmetics can be a career?

How do you cut through the cosmetic clutter?

2. It’s all about the customer.

It really is all about the customer, finding out their needs, what they’re wanting, what they’re looking for, what they use, what they don’t use, how they use brands that they like, they don’t like…finding out information, because then, you can really get them the best tailored solutions.

I would never have thought, if you’d said to me ten years ago, you’re working on the floor now,

When I started my department store, cosmetic career, fifteen years ago, we were pretty much trained that the more you show a customer,

3. The power of education.

Use the tools the brands give you. If there’s face charts, use them. If you’re not good at doing

Why are you in this industry and what do you love about it?

72| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

1. Am I on Brand?

Does my make-up and hair resemble the brand, and also attract the type of customers that come to the brand?

73 E s t é e L a u d e r N ew Dimension Shape + S c u l p t Fa c e K i t $98.00.

Michael’s Top 5

Highlighters Benefit Sun Beam $45.00.

YS L To u ch e Éclat $55.00.

M.A.C Strobe Cream $55.00.

face charts in terms of make-up and drawing it beautifully, you can just write on it and do arrows. If your brand has got lip shade finders or skin tone finders, I think it’s really good to use them. Even though in your head, you might look at someone and know instinctively.

Does she know you know it? Maybe not!

5. Rebook or open dialog for a next visit.

Book them for an appointment if they can, or create a conversation that will entice them back to store, or to you. Mention that there may be a new release or special offer you would love to share with them. This creates rapport and a loyal following to you and the brand.

4. Closing the sale.

This is one of the things consultants find the hardest. They’re amazing at their skincare knowledge, or they’re amazing at putting on make-up. And then they kind of back away, just waiting for the customer to go: “Oh, I’ll just take everything”. It doesn’t happen like that. Sometimes you have to put a bit of a feeler out and say something, like: “From these make-up products, what would look good in your make-up kit? What would complete your make-up kit at home?” You’ve got to make them start thinking about using it at home and then you’re closing the sale to get that result.

What celebrity secret product/trick should we all use?

The product that I use on celebrities is some form of a highlight product. People know about highlighting but are they actually using it every day? Probably not. I don’t necessarily mean the metallic, shimmery ones that you put over your foundation at night to make you look really glowy; it could be just a brightening kind of cream like MAC’s Strobe Cream. It’s so good to put on underneath foundation as well as over the top…it then becomes more transparent. I think one of the biggest mistakes Australian women, especially, make, is their

Laura Mercier Fa c e I l l u m i n a t o r $42.00.

foundation looks heavy because they’re putting it on just skin that’s bare. Most wake up and go: “Oh god, look at my face!” and plaster on foundation, whereas if they spent two extra minutes putting on a hydrating product and then highlighter first then their foundation sits better. It looks more transparent. So, highlighting, for me, is my number one thing I use on a celebrity to get their skin looking real.

Who are some of the most recognisable faces that have had the Michael Brown touch?

Probably the most recognisable names that I’ve worked on are Gisele Bündchen, Miranda Kerr, Jennifer Hawkins, and Margherita Missoni. I’ve also done Jesinta Campbell, Jodi Gordon, a lot of Australian personalities. Nikki Phillips is one of my favourite go-to regulars at the moment, which you will see a lot of on my instagram. (@mbrown_beauty)

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |73

“Always treat people the right way and listen to what they have to say.”

- Terry Little, Managing Director, Estée Lauder Group of Companies.

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HOT BUTTON ISSUE W H Y C O R P O R AT E C U L T U R E I S T H E K E Y TO S U C C E S S Peter Drucker, the legendary US management guru, nailed the importance of company culture in the following quote: “Culture eats strategy for breakfast, operational excellence for lunch and everything else for dinner”.

by Elisabeth King

Ultimately, a company’s culture is the glue that holds it together. Because most of their waking hours are spent at work, an attractive company culture is as important to employees as their home life, the sports team they barrack for and their circle of friends.

According to numerous studies, when company leaders and executives align their goals, values, mission and ethics with employees, there is a direct impact on productivity, job satisfaction and overall happiness. Today’s job hunters are more educated and have more career choices because of new technology and innovation.

But employers have become just as picky.

To attract and keep top talent, it’s become a priority to create a positive work environment and hire candidates who will be a good fit in the long term.

Good pay, security and advancement are as important as they ever were, but a successful company culture also helps to foster an ownership attitude and empowerment. Team members feel they have a real stake in the company’s growth.

Esprit talks to some of Australia’s leading beauty players about how they have improved their corporate cultures. And how shifting from the old command and control style of management helps to achieve better results.

WA L K I N G T H E TA L K Walking the talk is essential to creating a strong corporate culture, says Terry Little, Managing Director at Estée Lauder Group of Companies. “We’ve been involved with the Aon Hewitt management survey for the past six years, which reviews companies across the region as the best places to work. Estée Lauder achieved a ranking of 61 at first, and most recently climbed to 87. I have a simple management philosophy. Always treat people the right way and listen to what they have to say. I sent out a survey asking two main questions - Tell us what you like and what you don’t like. That’s the only way for management to know what’s going on”.

There have to be rules, but there’s no need to be humourless, says Little. “Years ago, we instituted Casual Fridays, but stopped the practice because some of the staff came in wearing fashionable jeans with holes and tears.

People missed the chance to dress down, so I revived the idea even though torn jeans were back in again. There’s no need to penalise everyone, so I joked that casual has its limits and no one wants to see what you had for breakfast”.

One of the most innovative workplace policies Little has introduced this year is flexitime.

“Our core hours are 10am to 4pm, and everyone has to be in the office during that time. But if staff want to start earlier or later they have the option. It’s not written in stone and they can change their original choices if

they want to. My management style doesn’t involve clock-watching. When you trust and encourage responsibility in employees, the peer pressure for them to work as a team makes them more effective and committed to their jobs and other staff members”.

Little doesn’t like the old Matthew & Son work practices of yore where bosses were little more than tyrants. “I’m not Mr. Little. I’m Terry and the door is always open for everyone to talk to me. I’ve put other things in place to make staff feel valued - a massage room and remembering people’s birthdays. I don’t allow eating at desks, so there’s a great lunch room that I use myself.

We also have drinks on Friday nights. These are small gestures but people really appreciate them, in addition to other benefits”.

The right cultural fit is paramount, says Little.

“People may have the best résumé, but if they have zero social skills they won’t gel with our corporate culture.

We do personality tests for certain jobs, but experienced managers also assess what type of person the candidate is. A good corporate culture starts at the top, and I believe that the same rules should apply to everyone. That’s the bedrock that creates a work environment people want to be part of, and contributes to continuing success”.

INCLUSIVE ENVIRONMENT One of the most common questions I am asked is - Why do you think La Prairie in Australia continues to gain market share and deliver double digit growth, says Rosi Fernandez,

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |75

Managing Director, La Prairie Group Australia. “Of course, there are market forces and the basic facts of our business. The products work, many customers are trading up to luxury items, a favourable currency exchange and increased international tourist numbers. But our unique point-of difference is our service which is brought to life by our loyal team of experts”.

Our inclusive culture ensures that we retain talented people, says Fernandez. “To achieve this, we create an environment where we train, develop, acknowledge and reward our team.

By ensuring that all team members are aligned, recognised for their achievements and are regularly asked for their feedback, we have an extremely low staff turnover. A well-known fact in the beauty industry”.

The measurable benefit of these core values translates to a highly skilled and experienced team, who strive to find more effective and efficient paths to achieve targets and goals, says Fernandez. “Word has spread, too. We are regularly approached by highly qualified people who want to join the La Prairie team.

An added bonus that has become the norm for La Prairie through tough sales periods as well as the current boom in luxury skincare”.

The value of a powerful team culture is only part of the equation, says Fernandez. “A great culture can only continue to thrive if the strategy is clear.

At La Prairie, we ensure that we regularly communicate our five year plans to the team to deepen their commitment as the retail landscape changes. Our talented team, driven by this culture, is the backbone of our brand”.

T H I N K G L O B A L LY , AC T L O C A L LY Corporate culture is one of the hottest topics in the workplace today, says Amber Kristof, Human Resources Director for L’Oréal Australia. “Seventy per cent of our global workforce is female. They are our greatest asset, and we trust them to do their jobs effectively rather than checking how many hours they are at their desks.

Companies who succeed today recognise that a good corporate culture is the heart and soul of any business - large or small - and is just as important as strategy”.

Being a French company is a very motivating force, says Kristof. “A lot of emphasis is placed on the old revolutionary cry of – Liberté. Égalité. Fraternité (Freedon. Equality.

Fraternity). In France, this egalitarian ethos has made L’Oréal the number one place to work. We are also active in sponsoring women in science, genuine sustainability and being a true corporate citizen. We operate in more than 100 countries and have instituted employment programs in developing countries to offer key employees similar benefits to their developed world counterparts”.

If a company wants to continue to be a success, it must trust, engage and reward its employees, says Kristof. “Owing to our huge diversity, we also encourage the entrepreneurial skills of our staff. If they love haircare, for example, they can gain experience in the consumer products division and move to L’Oréal Professionnel. When people love their jobs and the company they work for, they are even more invaluable during periods of slow growth. That’s what makes a company successful in the longterm”.

CULTURE DEFINES A BRAND

People may have the best résumé, but if they have zero social skills they won’t gel with our corporate culture.

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Company culture defines an organisation, says Mark Thompson, CEO of Nude

by Nature. “It’s the edge one company has over another. Building a great strategy is the planning phase of any project, but only focuses on what to do next.

You still need great execution to be successful.

Strategy is simply a document, whereas culture determines ‘how’ things are done, says Thompson. “Working with different departments and people with varied skill sets often means there are very few common denominators. A great company culture, however, can create an environment where people are encouraged to contribute and work

together on agreed goals. A win mentality”.

It’s staggering to witness so many multinational organisations rank company culture so low in their priorities, says Thompson. “This attitude frequently results in a low retention rate of key employees. Winning in any competitive industry or sector requires a great team. Our business is focused heavily on retaining key talent instrumental in delivering results year after year”.

Beth Glancey, General Manager, Benefit Australia agrees. “At Benefit, establishing a unique and winning team culture doesn’t just outrank strategy. It is our strategy. As we continue to expand, our focus is on attracting candidates who best represent our unique DNA. Dynamic, creative and innovative problem solvers who are passionate about our brand and making women feel good”.

If potential team members exhibit these characteristics, they are much more likely to suit the role and contribute to our business objectives, says Glancey. “Skills can be developed over time, but our DNA is that intangible but essential quality you can’t put a finger or value on. Sometimes that will mean it takes us longer to find a perfect candidate. But we would rather wait than recruit someone who is not the right cultural fit”.

Authentic leadership is a major part of Jurlique’s corporate culture, says Jocelyn Gartner, Culture & People Manager.

“General Manager Ann Donohue and Managing Director Laurence Crussol are inspirational in understanding the career goals of our employees and where they want to go. Our mantra is - the right person for the right role. If it’s not working for a staff member, there’s nothing personal. Our authenticity is based on being honest. It’s an ongoing strategy, and we have had people who have left and come back because of our feedback and the accessibility of senior management”.

Jurlique’s success is also built on being flexible and agile, says Gartner. “What most people notice about everyone who works for us is their passion. Our employees are proud to work for the brand and this flows on to a positive attitude for customers. We value our team members highly and have a global awards program. Rising stars and proven performers are given the opportunity to visit other major markets such as Hong Kong, China and Japan. Jurlique employees are very motivated by the fact that we are

Culture starts at the top and all business leaders should be culture champions.

the number one prestige skincare brand in Australia, and that the company values and rewards their contributions”.

Many of Jurlique’s employees have been with the brand for more than five years, says Gartner. “A great part of their loyalty comes from what the brand stands for, but they also appreciate the fact that we trust and support them by being flexible. We are constantly approached by job aspirants who have heard about our strong culture. There’s no better compliment”.

E M P L OY E E S M O S T VA L U A B L E A S S E T At L’Occitane, we believe our people are our most valuable and powerful ingredient, says Rosemary Rae, Human Resources and Learning & Development Director for L’Occitane Australia. “The right culture is vital. We all work hard and spend the majority of our time working alongside others. So it’s important to create a team-spirited, open and supportive environment that provides the opportunity for challenge and growth. Not just in our work roles, but also as human beings”.

Companies can have a brilliant business plan and strategy, but won’t find ultimate success if their people are unhappy, unmotivated, feel unappreciated or micro-managed, says Rae. “A good company culture will help you to achieve business goals faster and with less effort. But building the right culture takes time and needs constant reinforcement”.

At L’Occitane, we talk about culture from day one, says Rae. “We explain to interviewees what it’s like to work for the company and what

behaviours we expect. We look for language and ideas which align with the company’s values and vision. Our interview process for most roles is divided into three steps, starting with a ‘culture check’. This method not only helps the company to find the right cultural fit to balance the team, but also assists the candidate in discovering whether L’Occitane will be a good fit for them and the kind of environment they will be working in”.

Following the hiring of candidates, L’Occitane uses coaching logs, appraisals and talent reviews to identify development opportunities, adds Rae. “Our goal is to create and maintain a healthy, high performing culture. Whether it’s a group training session with tips and tools for active listening, understanding other people’s perspectives, giving and receiving feedback, one-to-one coaching - our goal is to invest in our people”.

Culture starts at the top and all business leaders should be culture champions, says Rae. “Managers who care are not only able to observe and identify key areas for improvement, they can also deliver qualitative feedback in a respectful way. They provide coaching to help their team grow, which helps to retain happy, productive and effective employees. An approach that’s not only good for business, but also minimises the potential for unpleasant issues such as bullying and harassment. Building a great culture saves everyone pain, time and money”.

S H A R E D VA L U E S Close to 40 per cent of job candidates in the Asia/Pacific area say that culture tops the list when they apply for a new role. The Elizabeth Arden team at head office is small, says Lisa Thomsen, Human Resources Manager, and we place as much importance on cultural fit as we do on skills and experience when interviewing prospective employees.

“The interview process involves the direct manager, in addition to peers to assess cultural fit. The discussion centres around core values such as respect, work ethic, trust and brand engagement. We also ask applicants what they liked and didn’t like about the culture of their previous workplace. It’s equally important to know the other reasons they are applying for the job - proximity to home, career progressions or benefits”.

Work-Life balance is a reality at Elizabeth Arden, says Thomsen. “We’re all about give and take, not take and take. We trust our employees to work productively, so they

don’t feel guilty about leaving the office at a reasonable hour. My department has worked hard to ensure that our employees enjoy a variety of monthly engagement initiatives and staff benefits.

Long-serving employees are generously rewarded and recognised. Elizabeth Arden also prefers to promote from within and cross train to provide career progression and experience. New staff are also given a thorough induction grounding”.

To get the right person, we are very open to attracting people from outside the beauty industry, says Thomsen. “I felt very gratified recently when we interviewed a really great candidate. She had the option of taking a contract role with us or a permanent role at another company. She accepted our offer”.

Company culture is built around shared values, and it’s the mesh that holds the team together, says Lisa Wilson.

International Communications Director for Trilogy.

“Social media, where we get to choose our communities, squads or tribes based on our belief systems, has had a huge effect on the workplace. More and more people are placing increasing importance on working for companies whose practices align with their personal beliefs”.

Environmental and social responsibility are ingrained in Trilogy’s culture, says Wilson. “We know that this core mission is one of the key things that attracts talent to our business. Many Millennials genuinely care about the planet and its people.

It’s natural for them to look at joining a company which is a force for good, rather than just a profit-making machine”.

L’Oréal Australia is very aware that employees and candidates consider a great culture to be as important as its core business, says Jorn Zempel, General Manager ANZ of Active Cosmetics Division. “We have had resounding success with the Active Cosmetics Division since launching in Australia four years ago. It is our job as leaders to create a culture where everyone can thrive and contribute strongly”. As a relatively small division we are able to meet regularly to talk about our ways of working and to focus on our key pillar of connecting health and beauty, says Zempel. “I am passionate about working with my team to develop our culture together. But it’s also important that all our team members have a direct and visible impact on our business and are able to see how their role contributes to its success”.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |77

Guerlain Marc Jacobs

Bold. Electric. Vibrant. A high shine holiday twist. Daisy marc jacobs shine edition is inspired by vintage holiday ornaments. The season’s limited edition collection of vivid bottles in three metallic hues – red, gold, and pink – is a festive interpretation of the classic daisy. The fragrance is the original sparkling floral bouquet. EdT 100ml, RRP $120.00.

Available from 6th November 2016 for a limited time only.

This Holiday Collection includes: Soufflé D’or De Shalimar Perfumed iridescent body and hair powder RRP, $124.00 (pictured here). Meteorites Pearls collector’s item RRP, $84.00 - a new packaging inspired by an Indian universe, with gold and blue pattern: gold - to warm and illuminate the cheekbones; small size Indian Blue - to correct skin irregularities; and medium size Indian Pink - to revive cheeks natural colour and bring freshness to the complexion. Giant size Guerlain Holiday Collection ÉCRIN Shalimar RRP, $60.00 - a two-colour palette (gold and sapphire) with new exclusive creamy and ultra-shimmering texture.

Benefit

Girls Gone WOW Kit includes new mink-brown Tinted Lash Primer that takes lashes from feathery and natural-looking to dramatic and sexy. Comes in a collectible doll-head tin. Here’s what’s inside: they’re real! mascara in beyond black, the POREfessional, gimme brow in 03 (medium), a mini size benetint and they’re real! tinted primer in fun-size. RRP $81.00, on counter Oct 7th.

Ecoya

Evoking the sense of Christmas through scent, the collection features the iconic festive fragrance, Fresh Pine (now in its fifth year), along with the hugely popular scent, Sweet Fruits, which debuted last Christmas. Both natural soy, the full size candle and mini candle are poured into luminous rose gold and silver glass jars, sealed with a solid glass lid and presented, along with the reed diffuser, in luxurious new packaging which features metallic detailing and hand drawn illustrations depicting the fragrance.

MOR

A wonderland of nostalgic treasures evokes the senses of sight, scent, and touch. Mesmerising scents and luxurious formulations captured in decadent creations, are encased in ornate tins and packaging to celebrate the festive season.

Each indulgent gift, hand-tied with a romantic floral ribbon, is finished with a reflective expression to incite mindfulness and create a beautiful sensory journey.

LUST / $49.95: A hypnotic duo in the seductive scent of Rosa Noir. Containing a nourishing Hand Cream and captivating Eau De Parfum. Contents: Hand Cream 125m, Eau de Parfum 50ml.

DESTINY / $29.95: A trio of Mon Amie Hand Creams enriched with Shea Butter in the très chic scents of Cecilia, Monique and Rosalie. Contents: Hand Cream 50ml x3.

78| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Jurlique

It’s a tradition each Christmas for Jurlique to launch a Limited Edition Rose Body Oil RRP, $88.00 (worth: $118.00) on counter 3rd October. In addition, Jurlique has a variety of sets for different skin types, ranging in price from $45.00 to $470.00. Pictured here is Rose Favourites for smelling like roses from top to toe: 300ml sizes of Rose Shower Gel and Rose Body Care plus 100ml Rosewater Balancing Mist, the RRP is $89.00 (worth: $122.00.)

Givenchy

Super Stellar Autumn/Winter Collection 2016. An alluring compact, it contains a densely pigmented powder in three flattering festive shadows. Superstar palette RRP $89.00. Also for the festive season is: Superstar Le Rouge Lip RRP, $59.00 in two new Limited Edition shades and Superstar Liner No3 RRP, $43.00. Available October, 2016 exclusive from Sephora stores.

Philosophy

A range of gift sets offers desirable gifts at value prices. Amazing Grace set combines: shower gel 240ml, EdT 60ml and Whipped Body Cream 120ml, at RRP $70.00. Renewed hope in a jar 30ml day and night creams plus 7ml eye, at RRP $49.00. A David Jones exclusive: snow angel set, includes shower gel 180ml, body lotion 120ml, body polish 120ml and body spritz 120ml at RRP $45.00. philosophy’s Christmas gift sets are available now at selected David Jones stores, Mecca Maxima and adorebeauty.com.au.

Natio

Natio’s limited edition collection of Scented Candles (RRP $26.95 for 280g) has two additions – making five in all. Perfect for the festive season: Poached Pear & Cinnamon and Quince & Rhubarb. Floral printed glass, natural soy wax, two lead free cotton wicks, up to 50 hours burn time, prestige box. Australian made. Available at Myer, David Jones and selected Pharmacies from 17 October 2016.

Napoleon Perdis Cosmetics

This year the theme is Exuberant. These are the words the brand is using to describe it: “abounding in vitality and extremely joyful and vigorous…effusively and almost uninhibitedly enthusiastic and lavishly abundant”. Hero gift - pictured here – is Brush Me Up, $125.00. This 8-piece brush collection contains all the essentials including brow and liner brush, sponge applicator brush, foundation and contour brush.

Jo Malone London

The Christmas Cracker is back. A statement of generosity and wit it is inspired by the Harlequin in gold, cream and black and tied with grosgrain. Open it to discover an array of carefully puttogether Jo Malone London treats. Customers can choose what it contains: a Home Candle or Cologne Intense Home Candle 200g, Body Crème or Cologne Intense Body Crème 175ml, Body & Hand Wash 250ml of choice: RRP $455.00 - $570.00. The entire, enticing Harlequin Christmas collection is available from 30th October 2016 at Jo Malone London Boutiques and from 13th November 2016 at selected Department Stores.

Nude by Nature

Splendour - 12 Days of Christmas.

For wherever life takes you this holiday season, count down the days to Christmas with 12 daily delights, including award winning deluxe minis and other beauty treats. RRP $69.95, VALUED AT $135.40.

OPI

The classic film Breakfast at Tiffany’s inspires OPI’s holiday collection. “I believe in manicures.” The words famously uttered by film and fashion icon Audrey Hepburn could not ring truer at OPI. Timeless reds and burgundies, sophisticated, chic glitter shades, sexy pink, statement-making black and elegant pearls. All Breakfast at Tiffany’s Nail Lacquer ($19.95) shades are also available in GelColor, for a salon-perfect finish with two-week wear. Holiday gift items range from “Mini Mani Month” – a set of 25 OPI Mini Nail Lacquers ($89.95) to the “Style Icon” Mini 4 Pack ($24.95) and the stocking stuffer-perfect Mini 2 Pack ($29.95). Available nationally from 16th October 2016 at Myer, David Jones and selected salons.

L 'Occitane

L’Occitane plays on its Provencal heritage with bright Mediterranean shades and tantalising scents. From gifts petite to grande a highlight is the Advent Calendar filled with 24 “irresistible Provencal treats”. From iconic hand creams to pampering body and face care products behind each little pop-open door. RRP $85.00.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |79

BUSINESS

The Five cs. of being a Retailing

Rockstar

By Amanda Stevens

Today’s consumer has never been more time poor and has never had more choice when it comes to cosmetics – both in brand options and purchase channels. So how do you retail to today’s busy, distracted shopper who is often overwhelmed by choice and confused by the mixed messages they’re bombarded with every day?

Here Amanda Stevens gives us five strategies to consider and incorporate into your retail sales process – strategies to not only improve your sales results, but turn your customers into advocates.

80| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

1

As humans, we’re only ever in one of two states – we’re interested or we’re interesting. The temptation to share our product knowledge and professional recommendation – being interesting, rather than interested – early in the customer interaction can actually lead to a negative customer experience. Consumers want to be listened to, heard and understood and the more they have the opportunity to tell you about themselves, the more they subconsciously feel invested and the more they are likely to purchase.

Often, it’s the questions we ask that are more powerful than the answers we give.

Connection

4

Your product knowledge and professional experience is important but it’s your ability to truly connect with your customers that will make all the difference. Consumers buy from people they feel connected to. When your intention is to connect in a unique and meaningful way with each and every customer, the game changes. You have the ability to make someone’s day – each and every day. What a privilege!

Another way to strengthen the connection between your customer and the products you recommend is to understand that ‘proximity is power’.

Engaging multiple senses in the retail process impacts results dramatically. Give your client an opportunity to feel the product, smell the product and actually hold it. The research shows that as soon as a customer holds a retail product, the probability of them purchasing it increases by more than 30%.

Commonality

When we ask more questions, it gives us a wonderful opportunity to build commonality. When we build multiple points of commonality with a customer, we build trust, rapport and comfort.

Talking about a product in terms of how other customers have benefited from it (or even better if you or a friend or family member use it yourself) will have far greater influence than talking about the product benefits.

5

3

Compliments

BUSINESS

Curiosity

2

Sounds simple, but making your customers feel good is a powerful precursor to a sale. Make it your mission to find one thing to compliment every single customer on. It will not only put them in a positive frame of mind, it will potentially be a conversation starter.

Communication

Often, it’s not what you say but how you say it. Successful retailers usually have one thing in common – they are master storytellers. If you want a customer to remember a message, wrap it up in a story they can relate to. Tell your story, tell the story about the products you’re recommending. Often consumers resonate more with a product’s history – where it’s made and how it’s made – than the product’s benefits. The more you can humanise the products you’re selling, the greater your sales results will be.

Another powerful communication technique is to explain to your customer the future or cumulative effects of the product you’re recommending. As humans when we think about our futures, we generally think about it in positive, more hopeful terms than it’s likely to turn out. Scientists call this The Optimism Bias. So, by getting your clients thinking about the future benefits of the products you’re recommending, they’ll generally attach a positive emotion to it and that will help your retailing outcomes. This is called Future Focused Marketing.

Incorporate these five strategies into your interactions with customers and watch your retailing results skyrocket.

To learn more about these strategies and how you can turn your customers into advocates, get your free digital copy of my new book Turning Customers into Advocates at www.ravingfans.com.au

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |81

TALK THE TALK

82

GLOSSARY OF TERMS RELATING TO YOUR JOB.

Here we spell out some common acronyms used in business, ingredients and digital.

Link Sell

AHA

PPH

Adding products or tools to a

Alpha Hydroxy Acids used in topical

Product Per Hour

sale for better results

skincare for exfoliating and anti-ageing

(sales ÷ hours worked = PPH)

benefits

DHA

SPF

COB

Dihydroxyacetone, a colour additive that darkens

Close Of Business (end of business hours)

the skin, used in tanning

Sun Protection Factor

products

CTT

WIP

AUS

Clip The Ticket (Earning a % of a sale)

Work In Progress

Average Unit Sale (Total sale ÷ units sold = AUS)

KPI

FMCG

ROI

Return On Investment (Reward for effort)

Key Performance Indicators

Fast Moving Consumer Goods

P&L

$ MADE

$ SPENT

Profit and loss

Google each for more info!

If you don’t know something, never be afraid to ask.

Ask esprit and we can help, or point you in the right direction: info@esprit-magazine.com.au

(Goals used to track measurable success)

83

Milani Cosmetics has just launched its Conceal + Perfect 2-in-1 Foundation + Concealer, which has already won many a fan’s stamp of approval in overseas markets.

Formulated to address a multitude of skin imperfections from under eye circles and uneven skin tone to redness, it’s available in 14 shades.

Milani Cosmetics is a colourful make-up collection rolling out in Australia. Inspired by cutting edge Italian style - it’s designed for women from all cultural backgrounds. Milani Cosmetics’ VIVID yet easily wearable colours allow women to explore the latest beauty trends, without breaking the bank.

Make Milani’s point of difference YOUR point of difference...Milani Cosmetics gives your local customers the perfect reason to stay loyal and shop local. With established cult best sellers and fans worldwide, Milani Cosmetics offers high-quality make-up for women of any age, colour or income.

Terry Johnson, Milani Cosmetics Distribution Manager says: “As a brand Milani Cosmetics is passionate about the cosmetic industry and deeply committed to innovation, quality products and sustainable, long term growth. In terms of the pharmacies being our key stockists, I want to offer the independent guys something different from the big department stores and that’s why we’re focused on the independents and smaller pharmacy groups - to present them with a unique offering as a drawcard for customers. We’ve also lined up makeup artists for in-store demonstrations and monthly promotions - all of which will help ensure success.”

YOUR CUSTOMER DRAWCARD • SET YOURSELF APART FROM COMPETITORS unique offering for smaller, independent pharmacies • AFFORDABLE BEAUTY quality cosmetics for wide appeal • VIVID COLOURS a large range of colours to satisfy customers • MULTICULTURAL COSMETICS Milani Cosmetics spans age, income and ethnicity

A REASON TO SHOP AT YOUR PHARMACY “Our plan is to partner strongly with pharmacies to offer them something different for their customers, which will ultimately bring business to other areas of the pharmacy,” says Terry.

TAKE THE NEXT STEP Talk to Terry today about stocking Milani Cosmetics in your pharmacy: PHONE: 02 4311 6604 EMAIL: terry@advantagesales.com.au ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |83

84

Successful Selling IS A SIMPLE FORMUL A

by Brigitte Benge

84| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

The global beauty care products industry is set to reach $265Billion (USD) in 2017*. What that means is that the ‘demand’ is there. Women (and men) worldwide are WANTING to spend their money in the beauty arena, the question is….how much of that will be spent in YOUR business?

Well it all depends.

I believe there are three key areas you need to evaluate for sustained growth in your business.

1. Interest & Passion 2. Knowledge 3. Motivation

85

2.

KNOWLEDGE

1.

Equally as important as interest and passion is knowledge. What you sell needs conversation and the sharing of important information in order to get the sale over the counter. There’s nothing more frustrating than going to a Big Name counter in a department store and being served by someone who has no idea about the differences between the six mascaras Big Name sells. Or why their foundation is well over $100 but the retailer can’t explain what’s in the product or what’s so special about it that justifies its high price.

INTEREST AND PASSION

You see, successful selling is all based on one simple formula. Grasp this formula and you can sell absolutely ANYTHING. The formula is…BENEFIT > COST.

Truth is, you cannot sell anything successfully and consistently if you don’t believe in the product you are selling. Genuine selling comes from within. From a place of passion and interest in the product. If you’re not interested, don’t or wouldn’t use a product you sell, surely you can appreciate that the chances of you selling it successfully are going to be pretty slim. For example, as a business coach specialising in the beauty industry, I can stand up on any stage and successfully present a workshop without any problems at all. There isn’t a question someone could ask that I can’t answer. I make a good living out of it and repeat/referral business is huge for me. Why? Because I love it. And it shows.

I’m passionate about this industry and I most definitely practice what I preach. The passion is in my voice and the content of what I teach.

Ask me to talk about share trading and I’ll fall in a heap. I’m not interested in share trading and my passion for it is nonexistent.

When you can show a customer that the benefit she will derive from a product is far greater than the price she will pay for it, selling is really easy. No matter what the cost is. Selling a Chanel foundation for over $100 is equally as easy as selling a L’Oréal foundation at around $20 as long as you are successfully able to articulate and justify the benefit of a product as being of greater VALUE than its price. If you know about the hydrating qualities, nonirritant ingredients, why it lasts all day, how and why it applies so smoothly and removes so easily, its pleasure-to-use packaging (etc.) about the Chanel foundation, selling it won’t be hard at all. But if all you can say is that it’s good and lots of people buy it, then the $100 price tag will sound way too expensive. No sale. It’s so rarely about the price but more about the value. People will purchase on price alone in the absence of anything else.

If you sell make-up but don’t wear it, you’ll find it challenging to sell. If you sell skincare but use soap and water at home, guess what? Selling it to the requirement of the business is not going to happen. When you talk from within, from experience, you’re no longer ‘selling’ as such. You’re sharing what you believe in and your passion for it shows through the tone of your voice and the interest your body language reveals.

Now of course, the customer’s budget does come in to play sometimes and you have to adapt. With knowledge of what your business has on offer, you can successfully move on to sell say a L’Oréal foundation that is less costly than the Chanel one with less benefits but in relation to the cost, the benefits will outweigh the cost.

3.

MOTIVATION If you’re interested in what you sell and you know a lot about what you sell, the motivation for selling increases dramatically. Personal satisfaction is a great motivator for retailing.

The more you sell, the better you become at it.

And the better you become at it, the more you sell! Success begets success. It’s a great feeling when you do your job well; you meet your targets and customers keep coming back to YOU because of your passion and knowledge.

They trust you. Trust is incredibly valuable in retail. Once you have your clients’ trust, you have their loyalty and more than likely, you will also have them referring you to their friends.

To finish, I have one more tip for you. The male segment of the beauty industry is growing. At a time that looking younger for longer, sooner is prevalent, the men also ‘want in’. Make sure you pay attention to growing your male market.

Target promotions to men. The best way to get to the men is through…..their women! *Lucintel - Global Beauty Care Products Industry 2012-2017 report

It’s a simple and effective formula.

Product knowledge is the key to selling in the beauty industry. The more you know, the easier you’ll sell and the more your customers will buy from YOU. ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |85

Feng Shui

your workspace and calculate the benefits!

by Carolyn McCallum

Feng Shui is all about using unseen energy to your advantage. Energy is all around us and activating the good energy can greatly assist in your overall prosperity. It is also important to harmonise any challenging energy in your environment.

Without getting a professional in to do a specific analysis on your workspace it is difficult to know how the energy is impacting on your business and the health and relationships of your staff. There are however some general rules that you can apply regardless of your location.

The key is to ensure the space is as attractive as possible so the Chi (energy) directs people to your business/sales counter.

To do this, you need to ensure the area is not cluttered, is as beautifully presented as possible and is clean. Having too much stock on display can feel quite overwhelming to potential clients.

Not having enough to look at is also problematic so finding a balance is key. Using well placed mirrors to amplify the energy around you and double the size of the selling space is a great strategy. Damaged and old stock or signage, flaky paint, messy draws and counter tops all equal bad Feng Shui. Ensuring brushes and testers are always clean is essential. Have a discreet rubbish bin where used make-up wipes and disposable mascara wands can be placed once used. Displays should be thoroughly cleaned regularly. Eye shadows and blushes have a habit of sprinkling themselves over other products quite quickly. Blobs of foundation are never a good look on your counter.

The presentation of your sales staff is just as important as the products they are selling. Ensure they are using or wearing the products for sale. A genuine smile and greeting can make all

Tricks & Tips • Declutter to allow the Chi to flow • A cluttered space equals a cluttered mind • Beautiful presentation is essential • Cleanliness is key • Attention to detail is paramount • Fix or discard anything that is broken • Fresh paint and signage improves prosperity • A smile is worth dollars • Well presented staff are important • Use mirrors to double the size of the space • Burn aromatherapy oil

the difference to helping the customer feel at ease and willing to linger in the space for a longer period of time. This will translate to more sales for you. Creating an area where clients feel comfortable is key. You may like to have a scented candle

Carolyn McCallum is the Director of Feng Shui Harmony and is a full time

burning or use aromatherapy oil dispensers so that your sales

Feng Shui consultant, based in Sydney with clients worldwide.

area not only looks beautiful but smells divine as well.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |87

TREASURES FROM THE TROVE at Mecca African Botanicals

This Los Angeles based luxury skincare company has a curated line of highperformance beauty products which are beautifully crafted in South Africa and include the award winning pure marula oil, neroli infused marula oil, facial skincare, bath & body and wellness lines developed to counter the skin-damaging effects of ageing, lifestyle and the modern environment.

Pure Marula Oil RRP $180.00

IIUVO

IIUVO candles are developed and made in the south of France, with the founders Tomi and Leo working closely with a worldclass parfumerie to deliver only the finest quality product.

Inspired by Japanese minimalism, Scandinavian materials and the history of the French perfume industry, IIUVO scents are designed to burn with a unique yet harmonious fragrance.

Bullshit Candle RRP $108.00

CLEANSE by LAUREN NAPIER

Created by celebrity make-up artist Lauren Napier, this luxury make-up remover is perfect for the traveling executive, fitness enthusiast, lover of cosmetics and carrying along on a glamorous holiday.

Made with pure ingredients, this hydrating make-up remover can be used to prep and refresh skin as well as remove stubborn mascara, eyeliner and eye make-up without irritation.

The Weekly (5 pack) RRP $14.00

MDMflow

MDMflow is a premium beauty brand that extracts its styling and inspiration from mid 90s to early 00s Hip Hop! Catering to the need for vibrant, high quality, and luxury beauty products for the 21st century downtown girl, this brand has fast developed a cult following.

Semi Matte Lipstick in Supreme RRP $42.00

Omorovicza

Working with a Hungarian Nobel Prize-winning laboratory of dermatology, Omorovicza products are powered by Hungary’s mineral-rich healing waters. This is combined with the finest vitamins, essential oils and other natural ingredients from across the globe, delivering smooth, hydrated and visibly rejuvenated skin.

Hydra Melting Cleanser RRP $140.00

ONLINE SHOPPING TRENDS

ONLINE CUSTOMERS EMBRACING NEWPAYMENT TECHNOLOGIES

By Kate Morris

As esprit magazine’s ‘go to’ for trends in online shopping Kate Morris is well paced to help us understand technologies that make buying at the click of a button easier.

The founder of leading online e-tailer Adore Beauty tells us that as a consumer, she loves any advance in technology that makes life easier.

“As an online retailer, I’m an even bigger fan of making life easier for my customers - particularly when it comes to helping them pay!”

Just as Australian consumers have embraced Paypass tap-and-go for instore payments, there are also some great new payment technologies that are smoothing the way for seamless online transactions.

Afterpay

Tokenised payments

An Australian business that’s just launched on the ASX, Afterpay enables online retailers to offer an attractive alternative to the oldfashioned lay-by: shop now, but pay over four interest-free fortnightly instalments. The retailer receives settlement upfront (minus a fee), so the customer’s order can be shipped immediately. We’ve just launched Afterpay on Adore Beauty and are already noticing a big uptake by customers: in addition, the customers who use Afterpay are spending more than those who don’t. Afterpay is particularly popular for big-ticket items such as hair straighteners.

Many customers do still prefer to use a credit card, however typing in a 16-digit number is not exactly convenient or easy on a mobile device - and particularly not in public. I know I don’t fancy having to pull my credit card out on the train! Tokenised payments alleviate some of the inconvenience of typing in a card number, by enabling logged-in users to securely ‘save’ a credit card number for future purchases. The card details are saved with the secure payment provider, not the retailer, thus minimising any potential security risk.

Alipay

Paypal

A payment service owned by Chinese retail behemoth Alibaba, Alipay is used by most Chinese consumers instead of credit cards think the Chinese version of PayPal. Alipay has 400 million registered users, and boasts nearly 80% share of the China mobile payment market by total transaction value.

We’re adding Alipay to Adore Beauty’s suite of payment options to make things easier for our local Chinese customers who prefer Alipay to credit card.

While not exactly new, PayPal has become integral to the online shopping experience in Australia - particularly on mobile devices, where we find that 65% of Adore Beauty mobile shoppers prefer to use PayPal. Recent feature additions such as persistent login (so the user stays logged into PayPal on their device, even across different shopping sites) help customers complete their order in just a couple of taps.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |89

When Social Media Opportunities bring results The key is to let people explore your brand,

Define Your Audience Social media has changed the world of beauty and fashion forever. While on the surface it looks like it’s just a matter of posting pictures with some snappy text, social media marketing runs a lot deeper than that, with the power to make and break brands, both good and bad.

The huge amount of beauty bloggers, vloggers, influencers and opinion leaders with followers in the millions might get you thinking that launching a new beauty product using social media is relatively easy with soft untapped markets ripe for new products and brands. But actually it’s a noisy, crowded market place in which you need more than a good product and a following on social media accounts to make a beauty brand cut though it all and stand out.

Here’s some advice from social media specialists, The Defectors: 90| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

understand it and enjoy it before they purchase.

So give plenty of opportunity for them to come back to your social channels, and not leave

Who are you going to be talking to? Spend

straight away due to a hard-sell experience.

some time thinking about this. Defining

Know Your Product

your audience is imperative to ensuring you communicate with them in the right way and using the right channels. While you are always

By now, you know where your product fits in

looking to increase sales, social media is also

the market, who your target market is and how

a great opportunity to gain insights from your

to talk to them. Just make sure you’re ready for

audience and communicate with them about

the questions, comparisons and the unknown.

the product, clearly answer questions and retell your brand story.

Know where you might find resistance and obstacles to purchase, beyond social media

A well-executed social media and communication

marketing. This could be price points,

plan will create valuable advocates. People

packaging, competition or distribution. Be

who will love your brand so much that they

realistic about your product’s weaknesses and

will spread the word about it, increasing your

strengths. Be prepared for anything.

sales indirectly through word-of-mouth or

Tone of Voice

social shares. Nurture these people. Send them products, ask for their opinion and share their posts too - it’s a two-way street.

Knowing your target audience will make your job, or your agency’s job, a lot easier. It’s

Mix up your content; slide in promotional and

through tone of voice development that you

sales posts with brand posts, value-add posts

can really start adding value to a consumer’s

and content that informs, advises and engages.

experience, to understand whether you’re

Consumers on social media are becoming

speaking to Snapchat addicted teenagers,

increasingly savvy of when a brand is trying

businesswomen or sports fanatics for example.

to sell them something upfront and are often

Once you have identified that tone of voice,

rejected for it.

social media will flow very easily.

91

Too long, didn’t read?

HERE’S YOUR REALITY CHECKLIST BEFORE EMBARKING UPON SOCIAL MEDIA ACTIVITY FOR YOUR BRAND:

1 DEFINE YOUR TARGET AUDIENCE 2

Forget Viral, Be Consistent & Engaging There are probably more social media campaigns on these days than ever before.

Going “viral” is wishful thinking and may not impact sales or your bottom line at the

DON’T HARD SELL – ADD VALUE AND GAIN INSIGHTS 3 KNOW YOUR PRODUCT’S STRENGTHS AND WEAKNESSES

end of the day. Having a consistent, relevant and engaging message will take you far. Viral is great but cannot be manufactured for most brands.

Boosting Tricks One of the greatest strengths of social media advertising is its ability to serve ads to a highly targeted group of people. It also allows you to experiment with different audience pools to

4 FIND THE RIGHT TONE OF VOICE 5 FORGET ABOUT GOING VIRAL - BE CONSISTENT AND ENGAGING

find out what content works best with different audiences. Social media advertising is one of the best ways to invest in a product’s social media presence and reach the right people.

Secondly, reaching out to social media

6 USE ADS TO PROMOTE YOUR MESSAGE

influencers and beauty bloggers will also give you a lot of visibility. Identify influencers who align closely with your brand ethos and are

If you need more tips,

known to your target markets. They don’t have

you know who you’re gonna call.

to be the most well-known (and expensive) influencer in the world. It’s better that they are respected by your audience and would be happy to build a relationship beyond launch. t. 02 9993 0450 | joel@thedefectors.com.au | www.thedefectors.com.au

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |91

92

Regulation Speculation!

Key challenge facing the cosmetic industry – a regulatory system that is out of whack!

Terry Little, MD Estée Lauder Companies Australia

and

Accord

Vice-Chairman,

recently addressed an audience spanning industry, academia and government as part of Accord’s Industry Leaders’ Panel*.

Terry was joined by Chris Pedersen (VP South Pacific Region, MD Australia, ColgatePalmolive) and Peter Keech (MD, Tasman Chemicals) representing the FMCG and commercial/chemical specialties sectors, respectively.

Our company has many products that we’d like to sell in Australia but can’t – these may be ‘new’ to Australia but they are certainly not new to the rest of the world.

So, why is that?

Why do we need to reassess products that are already available in other advanced economies? Why are cosmetics regarded and regulated as industrial chemicals? Why are our sunscreens regulated as medicines? Why – when we have the highest rate of skin cancer in the world – don’t we have access to the most innovative sunscreens?

92| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

And how is it justifiable from an industry perspective, that you can then go on line and purchase these same products – the same ones we are not permitted to sell locally?

All of these issues are a consequence of a regulatory system that is ‘out of whack’.

This a huge challenge for the Australian industry. We need a proportionate and more efficient regulatory system, one that is much more closely internationally aligned than we have now. One that facilitates innovation and new products on to the market and improves access for the Australian consumer.

And yet, ironically, one of the other key challenges facing the industry is counterfeit, and non-compliant imports.

So much over-regulation of the legitimate industry, but perhaps not enough on those that blatantly flaunt the existing regulations and requirements…?

Admittedly, the increasing sophistication of fakes can at times make it extremely difficult to tell the fake from the genuine article. And counterfeit is not just a question of a fake luxury handbag or watch anymore.

The OECD report into the Trade of Counterfeit and Pirated Goods released in April this year found that imports of counterfeit and pirated goods are worth nearly half a trillion dollars a year, or around 2.5% of all global imports. US, Italian and French brands are the hardest hit, and up to 5% of goods imported into the European Union are fakes.

Most originate in middle income or emerging countries, with China the top producer.

In launching the report the OECD Deputy Secretary-General Doug Frantz said, “The findings of this new report contradict the image that counterfeiters only hurt big companies and luxury goods manufacturers.”

In cosmetic and personal care goods, counterfeits risk consumer standards and potentially human safety.

Only last month, five men were busted in New York for running a multimillion-dollar

counterfeit-perfume operation that peddled phony merchandise containing trace amounts of a cancer-causing substance.

And we have had problems in my own company locally, with retailers selling fakes.

Counterfeiting and piracy harm government, business, consumers and our broader society by: • reducing business and government revenues, • reducing technology investment, transfer and innovation; and, • hindering economic growth resulting in direct and indirect job losses.

There is also growing evidence of a link between counterfeit goods and international organized crime networks and money laundering.

But it seems easier to over-regulate the compliant industry than seriously tackle those who are not.

Counterfeit is not only misleading and deceptive conduct, but in the case of cosmetics products could result in unsafe goods due to unknown ingredients and/or poor manufacturing.

We do need a regulatory system – we need a more proportionate one, but we also need a more responsive and effective one to address counterfeit and other non-compliant imports as a priority.

Thankfully Accord on behalf of the cosmetic industry continues to raise these issues, both politically and strategically, to comprehensively improve the environment in which our companies operate.

Accord Australasia is the peak body representing all companies operating in the cosmetic, fragrance, personal care and toiletries sector – from multinationals to small Australian-owned businesses, importers to local manufacturers. www.accord.asn.au *The Industry Leaders’ Panel was part of Accord’s Industry Briefing and AGM, hosted

by Monash University at their Green Chemical Futures facility.

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Beat the counterfeiters ...it’s all in the tube!

EVERY BUSINESS IS AIMING TO DO THE SAME THING….. GROW.

Successful growth strategies for Australian and New Zealand personal care and cosmetics businesses normally always have an export component, with Asia (mainly China) firmly at the front of many expansion strategies. The numbers of potential customers are simply too large to ignore. The further away from your home market you are, the harder it is to keep control and to monitor your product in the market.

The more successful you become, the more unscrupulous traders will try and take a free ride of your hard work, your success, your image. What can you do? Here Aleks Lajovic at Impact International gives an insight on how.

"Impact International has been manufacturing tubes in Australia since 1958. Through our partnership with another innovative and successful Australian company (YPB Group Ltd ASX: YPB), Impact and YPB can help brand owners protect their brand with an internationally patented anti-counterfeit protective measure which passes US, Euro and China FDA food contact regulations. It’s all about forensically secure nano particles embedded in the ink used to print your packaging so it can easily be authenticated.

The solution offers value for money, is nondestructive and takes less than 10 seconds to complete. Using a device the size of a small garage door opener, you can scan your tube anywhere in the world and check that the tube has been manufactured in Australia by the company you trust with your tube packaging.

When the scanner sees the internationally patented particle hidden in the ink, it lights up green. Your artwork does not need to be modified nor do you need to change your print colours.

Counterfeiters exploit your hard work and place your brand at risk. Once consumer trust

is lost, it is hard (and expensive) to get it back.

The sad reality is that many brand owners are making the lives of counterfeiters very easy. Brand owners need to be pro-active and protect their brand's reputation.

In 2010, the trade of counterfeit goods was estimated at USD $600 billion.Today the trade of counterfeit goods is estimated at USD $1.7 trillion.

What a great growth story for those unscrupulous counterfeiters who: • • • •

do not use high quality raw materials do not design and execute marketing strategies do not commit money to research and development do not manufacture products in clean, accredited and respectable manufacturing environments.

Please contact Impact today to discuss how we can help ensure your product remains unique and your brand avoids the negative press that having counterfeits emerge in the market creates. "

SERIOUS ABOUT TUBES www.impacttubes.com.au

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |93

Avène Tolérance Extrême Cleansing Lotion 200ml RRP $47.95

Jurlique Purity Specialist Treatment Mask 100ml RRP $85

Swisse Natural Defence Moisturiser SPF15 60ml RRP $24.99

Great Skin!

Shu Uemera maxi:hydrability moisture essence-in gel 50ml RRP $98.00

Dermalogica AGE smart Age Reversal Eye Complex 15ml RRP $94.50

HYLAMIDE SubQ Anti-Age 30ml RRP $59.99

Simple Hydrating Cleansing Oil 125ml RRP $9.99

94| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

Espirt Magazine promotion

Where Beauty Meets Science New to Australia but already hailed as a

About 85% of 12-24 year olds experience

revolutionary cure for acne in the US and UK,

at least minor acne with most remedies

SKINUE’s secret lies in its patented active

ineffectual and serving only to dry out the

ingredient: CAMEL MILK. Sourced from

skin. SKINUE does not cause skin dryness

the Camelicious Farm of the Royal Family in

or irritation; rather its breakthrough formula

Dubai, SKINUE’s camel milk has been proven

provides a natural end to the cycle of acne by

to be rich in natural proteins that nourish

hydrating the skin and clearing the problem.

the skin, as well as having numerous other

Camel milk is NATURALLY moisture-rich;

health benefits. SKINUE products provide an

its antibodies survive and kill bacteria longer.

amazing solution to a variety of skin problems,

Nature + science = great skin and most acne

revealing a clear complexion and thus restoring

sufferers see a remarkable difference to their

self-esteem, particularly for teenagers and

skin within 72 hours.

adolescents suffering from acne.

SKINUE – The Innovation

SKINUE products have been dermatologically tested - indeed the brand has over 10 years of scientific research behind it - and approved as both safe and natural. When the treated camel milk is combined with additional ingredients, it increases their effectiveness, resulting in an extraordinary product range that nourishes, moisturises, brightens and ultimately controls acne. SKINUE products contain no parabens, benzoyl peroxide, salicylic acid, or other

SKINUE’s specially designed products for acne-prone skin comprise a three-step process to CLEAN, ENHANCE and PROTECT. The range is made up of the Vitalizing Facial Wash, Sensational Serum and then either the Illuminating Cream for normal skin or the Ultra-Gentle Gel for oily skin.

SKINUE also offers a wide range of other premium skin and body care products including Argan Cream, Foot Cream, Hand Cream, Brightening Cream, Moisturizing Cream for Dry Skin and Massage Gel.

potentially harmful substances for the skin.

CALLI N G AL L R E T A IL E R S Become a Stockist!

Talk to Karin today about stocking SKINUE in your pharmacy: Karin Hughes Phone: 0412272380 Email: info@achievebeauty.com.au

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |95

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Be A’kin ™ with Nature INTRODUCING NEW-LOOK, NEWLY EXPANDED, NEWLY RENAMED A’KIN… MERGING A’KIN AND A’KIN BY AL’CHEMY TO CREATE AUSTRALIA’S NEXT GLOBAL NATURAL POWERHOUSE BRAND. A’kin and A’kin by Al’chemy are two of Australia’s best-loved natural pharmacy brands. With the brand’s creation dating back to 1994 when botanical chemist Will Evans pioneered the way for paraben free haircare under the Al'chemy brand.

He had a mission to capitalise on new advances in natural chemistry and as a result created pure and natural skincare under the A’kin brand. Since this time they have found a dedicated following amongst discerning beauty lovers.

As A'kin heads towards it's 15th anniversary, their huge potential is about to be unlocked by new owners, McPherson’s. Both lines are to be consolidated under one brand name - A’kin - and to support McPherson’s intention to significantly grow the business in the next three years. It is being completely repackaged and reinvigorated with the introduction of numerous new product innovations.

96| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

JUST AS NATURE INTENDED The new A’kin will continue to highlight its origins as a locally made and owned allAustralian brand. While the intention is for it to become a truly global property with its roots always at home.

“Our focus for A’kin is to build a leading, high quality natural brand by continuing with its philosophy of simplicity – pure, authentic and beautifully aromatic skincare, crafted without parabens, sulfates, artificial colours or fragrances”, explains Brand Manager, Lucy Robinson. “A’kin skincare is rich in botanical extracts which nourish and enhance the appearance of the skin, just as nature intended”.

The A’kin skin principle is that healthy skin leads to beautiful skin. Botanical Chemist at A’kin, Annabelle Personeni explains more.

“Skincare is first and foremost about regularity.

If you have a solid routine of cleansing and moisturising, that’s 80% of the job done. Many people spend hundreds of dollars on highly active skincare products that are then used irregularly. By simply committing to a naturally based cleanse and moisturising routine, the skin will reap the benefits”.

IT’S ONLY NATURAL… Not surprisingly, Personeni recommends using natural skin and haircare products. Why? “Natural products work with the skin instead of providing a bandaid fix”, she explains. “They can teach the skin to balance itself, making more of its own moisturising substances,

boost natural processes that make elastin and collagen to fight wrinkles, and so much more.”

The fact that women (and men) are discovering the truth in this is reflected in current sales data. The natural skincare market is valued at $122M in pharmacy, growing at almost 20%. “We know that all core categories are in double digit growth – moisturisers, cleansers/toners and facial oils – so this is the perfect time to really capitalise on the strength and appeal of the A’kin brand”, comments Robinson. “We know from research that consumers love A’kin – it is now up to us to harness the right look, feel and messaging to maximise the success of the brand”.

OUT OF THE BOX The first step in the transformation is a complete redesign which will give A’kin a unique on-shelf presence. “A’kin’s new packaging is a beautifully evolved take on high end, all-natural products”, comments Robinson. “We’ve elevated the range to a new premium look and feel, basing the packaging redesign around a subtle woodgrain textured finish, highlighted with a clean and impactful new logo and a hint of verdant natural leaves.

It’s a clear expression of the natural goodness consumers will experience inside”.

Research has clearly shown that consumers respond extremely positively to the new packaging – and that this new raw feeling, linking back to nature will generate a much higher purchase intent with key sectors of the market.

Espirt Magazine promotion

97

WHAT’S NEW? Coinciding with this brand revamp comes a whole plethora of new product development which will delight existing A’kin customers, while attracting fresh attention to the brand.

A new Hydrating Day Cream and Replenishing Night Cream provide daily and overnight hydration to boost and replenish the skin’s moisture levels.

The Hydrating Day Cream is super hydrating and fast absorbing, enriched with ingredients of the moment, organic Coconut Water and Green Tea to help protect the skin against pollution and free radical damage. The same ingredients can be found in the night cream which penetrates deeply to nourish and replenish skin while you sleep.

A new Hydrating Mist Toner is pH balanced and infused with organic Coconut Water to instantly cool, refresh and hydrate skin. Enriched with Green Tea to tone and Chamomile to calm and soothe tired, stressed skin, it can be used daily under or over makeup as required. RRP $19.95.

New Micellar Cleansing Water is the product of the moment and features these hero ingredients for pH balanced, soap free cleansing. With the addition of Cucumber and Lavender to cool, soothe and refresh skin, it gently lifts away make-up and impurities. With a reasonable entry-level price point - $14.95 this one is sure to be popular with consumers .

A’kin will also feature new innovation in the key facial oils market. New Weightless Rosehip Oil can be used on the face and the body and is ideal for consumers who find standard Rosehip oil too heavy for their skin.

This unique blend of oils offers a reduced viscosity for non greasy, lightweight and fast absorbing hydration. Based on everyone’s favourite, Rosehip oil, to revitalise and restore moisture for optimal skin health, the blend also features Sandalwood oil. This helps to diminish the appearance of skin imperfections and cellulite, while Abyssinian and Macadamia oils absorb easily to lock in moisture. Packaged in a larger 45ml bottle, this new oil is ideal both for facial use, but also all over the body and even as a pre-wash hair treatment or frizz controller for dry hair.

Given the strength of the Rosehip oil market, A’kin is also launching a 45ml version of its renowned Certified Organic Rosehip Oil. With a minimum concentration of 80% essential fatty acids (Omega 3,6 and 9) for optimal skin health, A’kin prides itself on the purest possible CO2 extraction process.

No heat, no oxygen and no solvents in the extraction process ensure the integrity of the seed is maintained resulting in a fresher, purer and more concentrated oil.

A’KIN – ONE GLOBAL BRAND “McPherson’s truly believes in A’kin”, comments Robinson. “We are investing heavily going forward, driven by the passion, excitement and potential we see for this brand in the future. Our intention is to remove any potential confusion in consumers’ minds which results from having two brand names, but at the same time to leverage the strength and heritage of the much-loved Al’chemy in order to drive them towards A’kin. We believe this focus on building one global natural skin and haircare brand under one name – A’kin – will be the basis of phenomenal success not only for McPherson’s, but also for our retail partners”.

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |97

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Terry Little, Kerri-Anne Kennerley, Judy Breen, David Blakeley, Zoe Foster Blake (LGFB ambassador) and Carol Kavurma

DREAM BALL RAISES THE ROOF... and $$$$s Held on Friday 26th August at The Star in Sydney, Dream Ball is the annual opportunity for supporters within the Australian cosmetic, retail and publishing industries to celebrate the success of the charity’s works and raise funds for the Look Good Feel Better (LGFB) program.

98| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

99

Vanessa – cancer paitient speaker

Hosted by Australian television icon and Patron of the charity, Kerri-Anne Kennerley, the event lived up to the industry’s high expectations of a fun way to raise the dollars needed to run and build the workshops. Kennerley invited Terry Little, Deputy Chairman of Accord Australasia and Managing Director of Estée Lauder Companies to acknowledge the role of Event Director, Garth Phillips and the companies who donated prizes to be auctioned off on the night.

More than 550 guests also heard from David Blakeley, Chairman of the Cancer Patients Foundation and Managing Director of Chanel about the role of the LGFB workshops today.

Blakeley took the opportunity to thank the charity’s corporate supporters including David Jones, Myer, Priceline and StarTrack.

Blakeley urged guests to continue supporting LGFB. “There’s no doubt that what we do is powerful. But more than the apparent physical transformation, comes a complete makeover from within. Time and time again, participants tell us about the inner strength

Vanessa and Kerri-Anne

they’ve discovered having shared a few hours with others going along the chemotherapy or radiation treatment path,” said Blakeley.

“I ask each one of you to think about how you can extend your support – particularly during September as we launch our biggest fundraising campaign yet: Feel Better Month.

It’s a time to show your commitment to the charity.”

Carol Kavurma, LGFB National Manager announced the LGFB Volunteer of the Year as NSW’s metropolitan volunteer Judy Breen, and LGFB Venue of the Year to the team at Joondalup Health Campus.

LGFB’s new television campaign was revealed on the night, with particular acknowledgement and thanks going to the MEC media agency, Channel 7 and Red for developing and producing the commercial.

Vanessa, LGFB’s patient ambassador fronting the campaign shared her story with guests on the night. The 40-year-old, careerdriven mother of three described how a regular health check turned into a harrowing breast cancer diagnosis.

Vanessa thanked LGFB for giving her a sense of control and confidence. “The thought of handing so much control over to my wonderful medical team has been somewhat daunting. But there are parts of this disease that I can control. I can control my approach to the illness, dealing with it with energy and positivity. I can control how I look, for both myself and for others, I can control how I feel, and how I heal.

“The workshops helped me to regain that control, to reconnect with me, as well as connecting with others going through the same experience. I got some great tips on how to face the world every day. I regained my confidence, and knew that leaving the house was not going to be an issue. I have the tools to make sure I can bring back the old me,” added Vanessa.

Guests were left dancing the night away to performances by Justice Crew and Groove Academy.

Photos: Daisy Stockbridge Photography

ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016 |99

MY JOURNEY

CRAIG STEWART Acting General Manager, Elizabeth Arden

For a man who claims to have envied peers who knew what they wanted to be when they grew up, synchronicity a.k.a happenstance has played a major role in Craig Stewart’s career.

The Acting General Manager of Elizabeth Arden first encountered the cosmetics industry working part-time in his father’s pharmacy in the small town of Hermanus near Cape Town in South Africa. “We mainly stocked Revlon, Helena Rubinstein and Dorothy Gray - cosmetics were just a commodity to me.”

Stewart initially embarked on a career in accountancy. But like many 20-somethings - before and since - discovered that it wasn’t the right career choice for him. “I changed direction to a marketing course and loved it.

I also came to the realisation that to succeed across industries, marketing and sales must be closely aligned. My first job as a sales executive for Coca-Cola was great training, and allowed me to experience first-hand the strong interrelationship between sales and marketing.”

Following a gap year in Europe, Stewart returned to Cape Town in the mid-1980s.

“Believe it or not, I applied for a job as a marketing associate at Elizabeth Arden. I didn’t intend to carve out a career in cosmetics.

But the fast pace and technological advances of the industry over the next 14 years really got into my blood, and I rose to position of Marketing Director”.

Elizabeth Arden South Africa was a very profitable business, says Stewart. “I had an amazing mentor in Theo Breedt who had a broad skillset. South Africa was one of only four countries in the world with a local factory, which required involvement in all aspects of the business from manufacturing and quality control to sales, marketing and packaging”.

Stewart was approached by Elizabeth Arden Australia in 1999 to become the company’s Sales Director. “The role meant switching disciplines from marketing to sales. The South African and Australian lifestyles are similar, but it was a steep learning curve dealing with stores such as Myer and David Jones and multiple pharmacy groups. Paul Zahra, later CEO of David Jones, was relatively junior and it was a great experience dealing with people such as

by Elisabeth King

Gary Davey and Carol Rugman”.

After an 18 year career working in the beauty business, Stewart was worried about being pigeon-holed. “I needed a break from the corporate world, too. I joined Cat Media to run sales for the Australian and New Zealand divisions for SkinDoctors Cosmeceuticals and Naturopathica health supplements. Not only did I have to adjust to working in a smaller, private business, I also needed to add value and extend my knowledge in the complementary health category”.

The cosmeceutical revolution was in a phenomenal growth phase, says Stewart.

“The launch of products such as Relaxaderm, containing the ground-breaking active Argireline, pushed sales of mid-tier skincare to unprecedented volumes. Technological advances in the category led to extensive media coverage, an evolution which raised the bar in terms of consumer expectations”.

Building on local success, Cat Media decided to tackle the US market with SkinDoctors,

"I would encourage anyone starting out in the industry to grasp each and every opportunity to gain experience and to learn from it." says Stewart. “One of the joys and challenges of a smaller operation is total immersion in all aspects of strategy and operation. I was involved in setting up a 3PL (third-party logistics) in Orlando, Florida and IT Interfaces, right down to launching counters across the US. It’s a tough market to crack and we had to deal with so many TV networks and negotiate with magazines asking for US$140,000 for a single page ad”.

In another case of serendipity, Stewart had played a key role in appointing Frostbland as the distributor of Elizabeth Arden fragrances during his tenure as Sales Director of the

100| ESPRIT AUSTRALIA OCTOBER/NOVEMBER/DECEMBER 2016

company. “I became General Manager of Sales at Frostbland and Uri Ferster (the founder of Frostbland) gave me great latitude to expand the business. Over the next 10 years, I was not only responsible for Elizabeth Arden fragrances but also extended my knowledge and expertise in mass fragrance, colour cosmetics, skincare, accessories, self-tanning, drug testing and diabetes control”.

We nurtured brands such as Bondi Sands and Batiste dry shampoo, says Stewart. “Look where they are today. But decision-making is a constant as a distributor. Some brands are successful and some aren’t, and you have to acknowledge that. My time at Frostbland really extended my capabilities in state-of-theart warehousing, the latest software and data on tap. Although my biggest takeaway was the realisation that some things don’t change.

Business principles and practices remain constant, no matter what the category. And the most valuable asset of any business or organisation is the people. That may sound clichéd, but it’s true”.

Stewart started a consultancy business in 2014.

“The concept was to identify small brands with growth potential. I felt that I could share a lot of my accumulated knowledge. But after six months, another call came from Elizabeth Arden. In early 2015, I was asked to re-join the company to run the masstige fragrance division. Within months, I was appointed Acting General Manager on a maternity contract, where I find myself today”.

Stewart considers himself extremely fortunate to have enjoyed a long and rewarding career, not only in the cosmetics industry but also with Elizabeth Arden. “I would encourage anyone starting out in the industry to grasp each and every opportunity to gain experience and to learn from it. Never take your eye off the ball. I’ve seen a lot of strategies and product launches, and fortune favours those who stay flexible and keep abreast of new developments and ways of doing things”.

LGFB

FEEL BETTER MONTH During September, Look Good Feel Better called on supporters to get behind its annual fundraising and awareness campaign: Feel Better Month.

F

or over 26 years, LGFB has built itself on the principle that a touch of colour; be it a dab of blush, a sweep of lipstick or a brightly coloured turban can work wonders to boost the self-esteem and confidence of women undergoing chemotherapy or radiation treatment.

The Feel Better Month campaign encouraged Australians to think about the importance of self-confidence and positive well-being in support of the 10,000 patients who will experience a confidence-boosting workshop this year.

September 2016, both David Jones and Myer supported the charity’s campaign by donating $1 from the sale of every lipstick and

lip gloss throughout the entire month to LGFB. Last year, the lipstick initiative resulted in more than $168,000 donated to the charity.

Carol Kavurma, LGFB National Manager said, “The month-long support from both David Jones and Myer is incredible and will ensure that Look Good Feel Better can continue to assist Australian women to face their diagnosis with confidence.”

Various community fundraisers were also held around the country with substantial awareness initiatives in place. KeySun Laboratories has also committed an ongoing 15% donation from the sale of every LGFB branded make-up brush sold through Priceline stores nationwide.

For more information, visit www.lgfb.org.au.

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BEAUTY & THE BEST

Beauties on Brand

Here we ask the Beauty Advisors how they manage their company’s Grooming Guidelines. Getting up every day to don the brand from top to toe.

Being on brand is crucial in today’s competitive retail world. Customers identify with a brand because it ‘speaks’ to them. Everything about the brand appeals to them, it resonates with them, it is aspirational to them…whatever its appeal, the customer wants a bit…or a lot…of it. As a Beauty Advisor YOU are part of a brand, whether you are a BA for a luxe designer house or a pharmacy’s BA working across different cosmetics, YOU are an ambassador for the company you work for. Many beauty houses have Grooming Guidelines that must be adhered to…to ensure YOU are on brand.

Alley Mitchell

want in person which then allows me to point them in the right direction for the best product to achieve the look they are after. Being able to share my passion and knowledge with customers is one of the biggest highlights in my job and being able to wear full glam make-up every day is just a bonus.

Company: Malouf Group Pharmacies Store: Malouf Southside Gympie QLD As I sit down in front of my make-up desk a few things go through my mind: what makeup events am I holding today and what was that new make-up trend seen on Instagram last night. These things are a contributing factor on how I will be doing my make-up for the day.

Holding make-up events means focusing on a certain product or brand, which in doing so we need to promote it and the best way to promote the product or brand is by using it. I often get customers asking what make-up I’m wearing or how I achieved my look. Once we get talking it’s easy to understand what they want or need out of a product.

As well as promoting new products keeping up with trends is a must! Customers want to know how to get those perfect chiselled cheek bones, on fleek highlight or big matte lips. Wearing all this to work lets customers see what they

Betty Lung Company: La Prairie Store: David Jones, Elizabeth Street Sydney NSW As a La Prairie Beauty Advisor first impressions are key. Personally, grooming guidelines mean a lot to me. Before leaving for work I go through a checklist: La Prairie uniform, wellgroomed nails, styled hair and comfortable, but elegant shoes.

Make-up is nicely applied and never overdone. I always wear appropriate make-up colours to suit current launches, or fashion trends – this can be one of my selling tools. I will then check the cleanliness of the counter.

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Grooming extends to our counter as it is a part of the brand experience. I love for our counter to always be sparkling clean and neat – with no finger marks on any of our tester units.

It’s important that we put ourselves into our customers’ shoes and experience the counter as they would. Representing La Prairie means representing the brand’s reputation for luxury and this also extends to providing our best ‘diamond service’.

To become beauty leaders and operate a successful business I believe all the details matter. As such, grooming plays a large part in my every day duties.

Upholding this high standard as Counter Manager sets an example for the rest of the team and this embodiment of our brand ensures we always meet our customers’ expectations.

Chris Cooke Company: Tom Ford Beauty Store: David Jones Adelaide SA

Like Mr Ford, I have a deep conviction that taking care of oneself adds quality to life.

Working for an uber luxury brand, there are grooming guidelines expected for all TOM FORD specialists.

For me this starts with my skin, by using a straight forward and effective grooming regimen designed by TOM FORD. Clean, hydrated skin, a well-groomed brow and well-kept hair are my starting point. My most pleasurable experience is selecting a scent, depending on the weather or my mood, and creating a personal signature.

Our specialist uniform is specifically designed

by TOM FORD. It reflects the modern glamour and sophistication of the TOM FORD client.

I take great pride in presenting myself as Mr Ford would expect, as if he were on counter with me. All of this helps set the standard for being well polished, elegant and the very best specialist I can be, and most importantly wearing a welcoming and genuine smile.

T y l e r D av i s Company: Napoleon Perdis Store: Concept store Double Bay NSW All employees are the face of their brand. I think of this every morning when I’m getting ready for work. I’m lucky because Napoleon Perdis celebrates the individual stories of not only its customers but its employees. My brand inspires my style, and I want to inspire my clients in the same way. I make sure my makeup is on point, and current with the company’s direction. I ensure my outfit is clean, has an overall message, and represents myself but also supports the company’s roots, Fashion, Art and Culture.

The last thing I do before I leave home is look in my full-length mirror and think: “If my company were a magazine and they asked me to be on the cover today, would I need to change anything?”

Courtney Thomason Company: Estée Lauder Store: Myer Brisbane QLD There is a feeling of pride to be a part of a luxury brand with such great heritage. Estée Lauder revolutionised many things in the beauty industry and believed that every woman can be beautiful, personalising their experience with the power of touch. I love wearing the Estée Lauder uniform, using the beautiful products and representing the brand and all it stands for every single day. It’s a great feeling to be a part of continuing her legacy as the brand continues with velocity to create waves within the beauty industry. With so many new and exciting products consistently launching, I absolutely love starting my day using these products. Each day I create a new look from skincare through to make-up that I can then share with my customers each day. Even today, Estée Lauder continues to inspire us.

V i c k i K e l ly Store: Terry White Chemists Coffs Harbour QLD

I have worked in the cosmetic industry for over 30 years and the past 20 years I have been employed at Terry White Chemists in Coffs Harbour. My role for the past two years is the Fragrance Manager for the store. Being a beauty and fragrance advisor at Terry White Chemists has allowed me to help countless women and men create a positive perception of themselves with our broad range of beauty options.

Hair, nails, uniform and make-up. All facets of my appearance must be attended to each morning so I can personally feel confident to earn the respect and the faith of our customers.

Attention to detail with your make-up is

important as you are an example of the products available in the store. Paying attention to my personal hygiene is a must.

I have Terry White grooming guidelines to follow for the presentation of the uniform I wear and I always pay attention to wearing my clothing clean and ironed. With my shoes clean and polished I always try to give a head to toe presentable attire suitable for my work place.

My accessories are also kept to a minimum.

As Coco Chanel once said: “Simplicity is the keynote of all true elegance.” She also said: “Before leaving the house, a lady should look in the mirror and remove one accessory.”

I am selling make-up and fragrance at Terry White Chemists not accessories.

D a n i e l l e M c k ay Company: Benefit Cosmetics Store: Myer Sydney City Sydney NSW Benefit’s uniform and grooming guidelines are bold (vibrant coloured wigs) and girly (pretty aprons) and always resonate with our DNA and are a direct reflection of the Benefit brand.

We sure do raise eyebrows on the cosmetics floor and our uniform is one of the aspects of the brand that speaks to our customers, from top to toe.

Our grooming guidelines prove that make-up doesn’t have to be serious to look good. That’s not to say we don’t take them seriously and always ensure we look flawless; but Benefit’s grooming guidelines allow us to show our personality. I ensure that every day I show a little piece of my personality whether it is through my vibrant coloured winged liner or my strong brow game.

I love the fact that every day I know I’m going to make real connections with new people who have all had different experiences and emotions and I’m going to introduce them to all things Benefit.

I am proud to make waves and help my customers feel at ease with me and learn more about Benefit as a brand but most of all create a Benefit experience where customers walk away believing that laughter is the best cosmetic.

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PRICELINE SHOWCASE

Priceline the beauty prescription

Facts and figures are the focus as Priceline Pharmacy - Australia’s biggest beauty retailer - converts its The Beauty Prescription monthly e-publication to a live show. An on-stage presentation by the buyers is followed by a trade show with 52 beauty brands manned by founders through to demonstrators. This is a hotbed for beauty news. Here’s a snapshot.

What’s trending, data, stats, new ranges, what’s stealing the spotlight – beauty related: this is what the media attends this event for.

As Australia’s No.1 beauty retailer, No.1 skincare retailer and No.1 beauty accessories retailer, Priceline is getting a lot right.

Mark O’Keefe, General Manager, Marketing says it’s the Priceline Difference: “We understand women, we are Australia’s biggest beauty playground. The Sister Club connects meaningfully with women, we are a destination for new and a high level of service and expertise.” The trained Beauty Advisor team is hero-ed and now numbers 650 across the 400+ stores. As Australia’s favourite beauty destination it means that loyal customers go in store more often, are more likely to spend longer in the store and recommend to their friends. In store they’ll find 17,000 health and beauty products: 4,900 cosmetics products, 3000 skincare products and 2,700 haircare items. Top selling item for five years running is Nude by Nature’s Mineral Powder in medium. “55,508 units were sold in the past 6 months,” says O’Keefe.

Liz Webster made her first appearance as

General Manager, Merchandise at Priceline Pharmacy (former GM of Cosmetics at Myer). Liz spoke about the growth of skincare, namely skinceuticals, dermaceuticals and natural. An exciting category, she says, is that of Designer Haircare – brands you could only buy in salons are now appearing on the shelves in store. Interesting to hear what this beauty guru rates as personal must-haves: The Real Techniques make-up sponge for the most flawless foundation application; L’Oréal False Lash Mascara, NYX Lip Gloss in Lingerie shade, Nip+Fab’s Dragon’s Blood hyaluronic shot and the Ariana Grande fragrance for her teenage friends!

a beauty smorgasbord

Natio’s biggest news is the launch of its Eyeshadow, Blusher & Contour Palette, including a 5-piece brush kit and ‘how-to’ instructions.

RRP $49.95, on counter October 24th.

Burt’s Bees is all about the natural look – 100% natural lipsticks in sheer, natural shine to rich, vibrant hues. The Summer Look uses BB Cream, Sedona Sands Lip Crayon and Suede Splash Lipstick.

Nude by Nature takes inspiration from Australia’s natural palette for its new Eye Collection capturing sunny skies, shimmering sands and deep water.

Models Prefer is Priceline’s private label cosmetics. New is the Make Me Blush Spring/ Summer palette. Universal shades are formulated to give a soft focus finish. RRP $14.99. There’s a comprehensive haircare line now too, with no product costing more than $10.00.

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Live

Maybelline New York’s Make-up Director, Nigel Stanislaus is spreading the word about Vivid Matte Lip Colour. “People think matte is dry but this one feels like soufflé on the lips with a punch of true colour. My favourite shades for the upcoming season: Nude Illusion, Fuchsia Ecstasy and Rebel Red. Revlon promises new shades of its Ultra HD Matte Lipcolor in early 2017. The formula applies wet and then dries to a velvety, matte, high definition colour with a lightweight, moisturising feel.

Australis has added to its AC on Tour contouring palette line after customers had demanded a lighter version. There’s Lighter than Light Powder palette and Cool Tone Creams; plus 10 new brushes and new Don’t Sweat It long-lasting foundation.

To demonstrate CoverGirl’s True Collection – primer, blusher and bronzer – make-up artist Jessica Diez created five different looks on model, Naomi, on the stand.

Little Honey is a New Zealand founded and made brand. Kate Walsh’s motivation in creating the brand was to make the best tanning range: no smell, no transfer, gorgeous colour, luxurious mitt and beautiful packaging.

Jbronze has an exclusive Priceline 1 Hour Rapid Tan Mousse for controllable, quick tanning. It’s 100% vegan friendly and provides a rejuvenating tan. Launching in October at RRP $34.95.

Bondi Sands caters to those wanting the regularity of daily-use subtle, buildable tan.

Its new Gradual Foaming Tan increases the colour depth to a bronze glow and includes

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01. Leia Berryman, Vera Osmimina, Fiona Mendonca & Georgina Barnes. 02. Melanie Burnicle – Revlon Makeup Director. 03. Emma Hogan – cosmetics buyer with Priceline Beauty Experts Sophia Georgas – Priceline Rockdale & Maddison Girdler – Priceline Penrith. 04. Nigel with Zoe Michel & Louise Byron. 05. Nude by Nature. 06.

Loan Nguyen & Rhiannon Tapscott 07. Jessica Diez.

08. Kate Walsh, Natalie Coote & Nikki Hammond. 09.

Jo Louziotis & Florence Orton. 10. Hannah Brooke & Michelle Stephens. 11. Erica Galea & Tegan Martin.

12. Klorane. 13. Alexandra Peek. 14. Jenny Dong. 15.

Klara. 16. Aimee Sanderson, Izzi Dymalovski & Fontaine Hatzikalis. 17. Elisa Tubecki & Belinda Hess.

moisturisers for totally controllable tanning.

With the No.1 tanning mitt in Priceline, now even better with an improved design.

It’s all about hydration with Le Tan’s completely reformulated tanning range.

The more hydrated the skin, the better the tan goes in, says Michelle Stephens – Group Brand Manager, Suncare. Coconut Water and Moroccan Argan Oil are the two regular variants for the self-tanning range, plus a new Ultra Dark option.

Remescar Medmetics, in Keysun’s stable, has four products targeting common concerns.

Eye Bags and Dark Circles improves the appearance of the eye area by up to 75%; Spider Veins, Stretch Marks and Scars are also tackled by this brand.

Lord Pharaoh, the creator and founder of the cult Egyptian Magic Skin Cream was in attendance at the show. Olive oil, beeswax and various other bee-derived ingredients make this multi-purpose cream effective to hydrate, repair and soothe skin from head to toe.

1000 Hour lashes are all about making it easy to wear falsies. Make-up artist, Rachael Brook was demonstrating the new Twin Pack options available: Day to Night (both a subtle and a dramatic lash included), joining Daring Twist (dramatic pair) and Exotic Black (subtle pair).

RRP $15.99.

Manicare, GLAM by Manicare and Lady Jayne accessories brands have joined forces with Aussie designer, We Are Handsome for its second design collaboration featuring aviarythemed prints with lots of birds, bright colours and plumage.

The newest range from Klorane is formulated to deeply repair and nourish dry, damaged, and brittle hair. Sustainable and eco award-winning Desert Date range is made from the uniquely nutritive extract of Africa’s desert date kernels.

The range also plays an instrumental role in Klorane Botanical Foundation’s support of Africa’s Great Green Wall initiative.

John Frieda’s world-first, root touch-up in a palette – Root Blur Colour Blending Concealer – looks like a make-up contour kit.

Two themed shades of pigmented, pressed, mineral powder plus application brush come in four natural colourways. RRP $19.99.

La Roche-Posay showcased two key launches for Anthelios. These two products are renovations: Anthelios Melt-in Cream and Tinted Cream which have subsequently arrived on shelf. Both products have received significant upgrades in their formula: Anthelios Comfort Cream SPF50+ (non-fragranced and leaving no white marks); and Anthelios Comfort BB SPF50+ (fresh, hypoallergenic fragrance). Both offer faster absorption and contain anti-oxidant Baicalin to fight against free radicals on the surface of the skin.

Nip+Fab has three new products: Viper Venom Micro Blur is described as an amazing primer, Viper Venom Frown Fix hits that spot between the eyes and Dragon’s Blood Hyaluronic Shot for a slug of moisturisation.

Avène’s new Tolérance Extrême daily care for sensitive skin is formulated with eight essential ingredients, each carefully selected for its physiological similarity to skin’s natural composition to limit any chance of irritation while providing 24 hour hydration.

Priceline’s private label, Moreish – Superfood for the Skin is made in New Zealand and 100% natural, says Suzie Bearzi - Manager - Personal Care at Priceline. There’s a full, and growing, skincare line. Sampled at the event was Emergence Clay Mask formulated with “liquid gold” argan oil, kaolin clay and manuka honey.

Pinning Klara, founder of Klara Cosmetics, down requires nimbleness! The cosmetics and skincare creator has started her own TV Reality Show – Klara No Filter and was seen scooting about the show meeting, greeting and sampling her highly pigmented professional cosmetics line.

I for Izzi, I for impressive. Young teenager Izzi Dymalovski has created a skincare line for her own demographic. LUV UR SKIN comprises: three face products, three body products and two Glow in the Dark nail polish kits. “Created for girls, naturally” is her tagline.

Innoxa is innovating with its new range: SOS – Save Our Skin. Focusing on effective delivery systems and active ingredients, Innoxa’s promise is to rescue skin from invasive treatments with a full range of cosmeceuticals.

Deciem The Abnormal Beauty Company is forging its way in Australia and used the Priceline trade show to talk media through its umbrella of brands. Hylamide and the Chemistry Brand were highlights.

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Brand

NEWS

Rimmel Scandal’Eyes Reloaded mascara

promises extreme volume, extreme wear and 24-hour impact. This is the mascara for those who want the heavily lashed-up look. The formula is now sweat-proof, smudge-proof, humidty-proof for 24 hours and yet washes away easily with warm water. With those famously wowing brows, Rimmel is working with Cara Delevingne on the campaign for this mascara. She makes her debut appearance for Rimmel London as she turns secret agent in the fun TV and print ad campaign – out October.

RRP $17.95 at Priceline, Chemist Warehouse, Target, Kmart, Big W, selected pharmacies, Coles and Woolworths.

Rimmel’s

Rimmel

Magnif ’Eyes Eyeshadow Palette is an eight-pan, all-in-one pressed eyeshadow, liner and highlighter kit - a spectrum of stay-true shades, a soft, double-ended applicator and an integrated mirror. The beautifully blendable, ultra-smooth powder can be used on the lid, in the crease of the eye and as a liner – the noncrease, non-fade formula has serious staying power for eyes with lasting impact.

Keep Calm & Wear Gold offers a molten mix of gold and copper hues with pale taupes to highlight and rich coffee colours to define.

Grunge Glamour is the palette for a sultry smokey eye: neutral greys and browns, wine, bronze and pewter hues.

RRP $19.95 from December 2016 at Priceline, Priceline Pharmacy, Chemist Warehouse, Target, Kmart, BIG W, selected pharmacies and selected Coles and Woolworths.

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new Fresher Skin Foundation with SPF15 provides a medium coverage with a barely-there feel, for an even, natural-looking, fresh finish that stays shine-free all day. The formula represents a radical breakthrough in lightweight foundation - the quick-break texture that transforms while blending it on the skin from a bouncy water-gel to a refreshing cream.

The formula dries quickly and evenly onto the skin leaving it looking shine-free and freshly applied all day long. Sweat and humidity resistant, its ultrasmooth and breathable structure doesn’t clog pores or settle into fine lines. The skin-caring formula features natural mineral powders to help absorb excess oil and control shine throughout the day. Aloe, Chamomile and Sea Algae Extracts help to smooth the skin and reduce the appearance of redness. For extra TLC the formulation contains SPF15. Eight shades: pale Porcelain to warm Natural Beige. Available from November 2016 at Priceline, Priceline Pharmacy, Chemist Warehouse, Target, Kmart, BIG W, selected pharmacies and selected Coles and Woolworths.

Giorgio

Armani

Si Le Parfum is a vibrant and sensual fragrance with a new intensely ambery accord, said to magnify the femininity of strong women with a dazzling wake.

Giorgio Armani Lip Magnet is the new liquid lip colour from Giorgio Armani Beauty - for colour that binds with lips for a long-lasting, no migration magnet effect. Lip magnet is inspired by two of Giorgio Armani Beauty’s most iconic products: the ultra-thin film of the Maestro Fusion Makeup and the incredible colour intensity of Lip Maestro Velvet Colour. It is the first liquid lip colour to offer unprecedented colour concentration in the finest of textures, while fusing perfectly with the lip.

BRAND NEWS

Bulgari

Rose Goldea combines passionate rose and sophisticated musks. Yep, it’s a seductive fragrance for sure created by perfumer, Alberto Morillas. In a bath of sensual white musk, Rose Goldea wraps Damask rose absolute with jasmine from Egypt. The seductiveness and refinement of white incense has been encased in delicately scented sandalwood. Opening as floral, fruity and fresh all at once, it has a heart of royal flowers and heightened with the iridescent musk of a woody, powdery finish. The delicate shades of this floral-rose-musk fragrance are seen in the colouring of the juice.

Bulgari 25ml EdP Rose Goldea RRP, $74.00; 50ml RRP, $147.00 and 90ml RRP, $203.00.

Available 1st November, 2016 exclusively from Myer for four weeks, then available from David Jones.

Alaïa Paris

EdP Blanche is in the Musky Almond Floral olfactory family. Created by perfumer Marie Salamagne at Firmenich.

Monsieur Alaïa’s inspiration for this fragrance comes from the medieval palace in Spain’s Grenada region – the Alhambra. From the delicate openwork marble subduing the rays of sunlight to its gardens softened by the shade of almond trees. The top note of almond creates a white impression. At the heart, the floral impression radiates in contact with heliotrope. And the base note, the bare skin impression - signature of Alaïa fragrances, is enriched with a vanilla absolute.

Alaïa Paris EdP Blanche 30ml RRP, $92.00; 50ml RRP, $124.00 and 100ml RRP, $168.00. Available October 2016 exclusive to David Jones.

Czech & Speake

Luxury British-designed gentleman’s bathing and lifestyle brand Czech & Speake ‘Air Safe’ manicure set is a new concept in travel. Designed with rounded ends to conform to even the strictest international handluggage restrictions and security checks, the gender neutral ‘Air Safe’ manicure set features instruments crafted in Solingen, the German town renowned for its high quality steel and unparalleled craftsmanship in the world of men’s grooming tools. Available at Men’s Biz Melbourne and Sydney, RRP $435.00.

Jurlique Purity Specialist...

is a new ritual for skin detoxing. There are two products: Purity Specialist Compress Concentrate (200ml, $65.00) and Purity Specialist Treatment Mask (100ml, $85.00).

Rich in purifying botanicals and natural antioxidants, the formulations are specifically designed to work together to remove pollution and product build-up and leave skin deeply cleansed and glowing. On counter now.

Guerlain

Orchidée Impériale Black The Cream is an ultra-premium cream that harnesses the power of Blackimmune technology. This technology was inspired by the latest scientific advances on Total Protection against all aggressions both internal and external. The cream considerably reinforces the skin’s self-defence system, which is then continuously preserved against external aggression. With each application, skin is protected from the inside, its defensive barrier becomes stronger and more resistant; skin recovers its resilience in order to regenerate and combat the signs of ageing. Wrinkles and imperfections are reduced, skin texture is more refined, the complexion is brightened and the facial contour better defined. Skin is completely nourished and hydrated; it is firmer, more elastic and incredibly radiant.

With its $1,700.00 pricetag it is also luxuriously presented. Available from November 13th at Myer and David Jones stores.

by terry lippie

To celebrate the 10th anniversary of Light-expert Click Brush, by terry’s iconic foundation in a brush, Terry de Gunzburg debuts Rouge-expert Click Stick, a three-in-one lippie. With one click to release the perfect amount of colour, application is foolproof for instant glamour. Applied with pencil precision, it wears beautifully with balm-like conditioning. There are 25 velvety matte shades. Available now at RRP $55.00, at Mecca Cosmetica and Mecca.

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BRAND NEWS

Biology:

Sulphates can have a stripping effect when used on the hair and scalp which can later lead to sensitivity, dryness, redness and itching. Stripping the natural oils from the hair can also lead to dull, dry, brittle hair. All of Biology products are free from sulphates as well as many other chemicals. Biology Pure Hydration Shampoo and Conditioner cleanse the hair and scalp, leaving it silky smooth without stripping the natural oils. Biology No.301 Pure Hydration Shampoo and Biology No.302 Pure Hydration Conditioner both priced: $27.00 375ml, $14.00 100ml.

Calvin Klein

Chloé fleur de parfum extends the successful Chloé fragrance line-up

with a completely new olfactory story that, this time highlights the flower’s heart - the source of its richest and softest scent. Chloé fleur de parfum is a pure concentrate of skin-deep sensuality created by master perfumers Michel Almairac and Mylène Alran. It unfolds with slightly tangy inflexions that recall the scent of raspberry – unusual for a Chloé fragrance which has never displayed such fruity tonalities. The heart of verbena flower adds a fresh and luminous verdant dimension that sublimates the luxurious rose heart while retaining an absolute delicacy. The heart of cherry blossom diffuses milky almond notes. Fleur de parfum remains faithful to the iconic bottle of the Chloé signature line. The ivory beige perfume is tinged with a touch of pink. Chloé fleur de parfum EdP 30ml $90.00; 50ml $130.00 and 75ml $170.00. Available from 30th October 2016 at Myer, David Jones, Sephora, Mecca Maxima and selected pharmacies nationally. Since Fall 2015, actress and model Dree Hemingway has been the face of Chloé’s fragrances. For the new fleur de parfum, she was shot by Inez and Vinoodh. Their striking black-and-white photograph is a perfect embodiment of the Chloé spirit.

deep euphoria enters a new olfactive territory as the first vibrant chypre floral in the brand’s portfolio. Created by Firmenich perfumer Honorine Blanc in collaboration with Ann Gottlieb.

The fragrance opens with notes of cascalone and black magic rose that intertwine to create an aura of humidity throughout the fragrance, imparting a sultry wetness that enhances the signature sensuality. The top and mid’s mix brings a modern femininity and a pure quality of richness to the fragrance. The drydown of enveloping musk brings a smooth, sensual texture that is rich and undeniably sensual - evoking warmth and pleasure.

The deep euphoria Calvin Klein bottle speaks to the youthful, modern woman who embodies femininity in an empowered way.

It plays up the curved contours and luxurious textures with a deep aubergine colour, contrasted with glossy black accents.

This Fall, actress Margot Robbie stars in a powerful new global advertising campaign that projects lust through various experiences.

Situated in an unassuming hotel room, it’s the “morning after” and she is bathed in daylight. The look is raw and natural. What happened the night before begins to unravel through a series of flashbacks that reveal Margot’s deepest fantasies and innermost desires.

EdP spray 50ml $90.00 and 100ml $120.00 with Body Lotion 200ml $30.00. Available beginning 16th October 2016 at Myer, David Jones, Priceline, Chemist Warehouse and selected pharmacies nationally.

Nars

For Fall 2016, ’ Audacious Collection features single-stroke Audacious Lipstick in five new shades ($48.00), Audacious Mascara ($39.00) and limited edition Unrestricted Eyeliner Stylos ($40.00) that deliver inky lines that apply from thin to thick, satin or matte. Brow Defining Cream ($34.00) softly blends and sets. Available now at Mecca Cosmetica Mecca Maxima.

Sally Hansen

Complete Salon Manicure has a revamped formula incorporating a keratin complex to help reinforce nail strength to resist breaking and chipping for up to 64% stronger nails and up to 10 days of chip-resistant wear - from pretty blues to poppy purples. RRP $14.95.

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marc jacobs

decadence one eight k edition is an invitation to indulge in luxury. Inspired by 18 karat gold, the limited edition bottle and packaging design is classic and glamourous. The fragrance is the original juice - a luxurious sensual woody scent.

So it’s down to the bottle to draw attention: gilded in gold-tinted glass with an exotically textured arched python cap in complementary hues with a black silk tassel. Eau de parfum 100ml $195.00. Available from 20th November 2016 for a limited time only.

BRAND NEWS Benefit kits and colours

Two fun make-up kits come from Benefit. Benefit’s Girlesque Kit includes all the products needed for achieving long lashes, rosy cheeks and sunkissed, smoother-thansmooth skin. And it comes in a cute doll-head tin. RRP $85.00. Benefit’s Girl o’Clock Rock Kit includes 12 bestsellers. Open the set to play an original “Bene-song” then pop open each door for goodies galore. RRP $75.00. Both available 7th October at Myer.

Benefit’s Benetint launches in a Limited Edition rosebud bottle.

Known as “the sexiest flush you can get from a bottle,” Benetint was originally created in 1977 as a nipple tint for an exotic dancer. The see-through, kiss-proof tint quickly rose to cult-favourite status…a true TINTernational sensation! RRP $55.00. Available 28th October.

Bobbi Brown Cosmetics’ 25th Anniversary The

Nude Library, is an edited palette of the mostloved classic nude eye shadows from over the years. Inspired by the natural beauty of bare skin and Bobbi’s belief that the most flattering nudes are the shades found naturally in a woman’s skin tone, there are 40 eye shadow shades – a mix of flat, shimmer wash, sparkle and metallic formulas - designed to flatter all skin tones. RRP $375.00.

Also new: Eye Shader Brush - a wide, flat brush specially designed to apply eye shadow

Shiseido Bio-Performance LiftDynamic range works synergistically to promote

youthful functioning of the skin, maximising its moisture potential. Bio-Performance LiftDynamic Serum is applied after cleansing and before moisturising and eye cream to lift, firm and fight wrinkles: RRP $199.00, 50ml. Bio-Performance LiftDynamic Cream Lifting has firming and anti-wrinkle benefits, used morning and night: RRP $180.00, 50ml. Bio-Performance LiftDynamic Eye Treatment works on the skin around the eye area.

Lifting and firming while treating wrinkles and dark circles: RRP $110.00, 15ml. Available October, 2016 from Myer, David Jones, and Sephora stores.

Korres suncare

After Sun Moisutrising Body Milk Aloe Vera, $39.00. The organic extract of active aloe, rich in vitamins C, E, Zinc and antioxidant enzymes, enhances the immune system of the skin and helps reduce the visible signs of ageing. Provitamin B5 and avocado butter deeply hydrate and relieve from burning, while chamomile and calendula extracts soften and condition the skin. At the same time, biomolecules of natural aminoacids prolong natural suntan and reinforce the photoprotective role of melanin.

After Sun Cooling Face & Body Yoghurt, $39.00 is an ultra-cooling and soothing cream-gel for long-lasting freshness and comfort. Yoghurt, a natural source of lactose, proteins, minerals and vitamins, increases the water content of the top layers of the skin instantly relieving UV-induced

over the entire eye area from lid to brow bone.

RRP $50.00. Eye Contour Brush - a tapered brush designed for a seamless diffusion of colour. RRP $50.00.

The New Classics bring fresh takes for 2016 on the original ten Lip Color shades that launched the brand. Today’s New Classics pay homage to the originals with ten new modern shades in Luxe Lip Color, Bobbi’s most sumptuous lipstick yet. In addition to vibrant, full-coverage colour, this contemporary formula moisturises and leaves lips looking lush. RRP $52.00.

On counter now at the Bobbi Brown Studio Mosman, select Myer and David Jones stores.

Dermalogica

redness (erythema) and burning sensations.

Epilobium Angustifolium and Fennel extracts demonstrate exceptional anti-inflammatory and anti-irritant properties, helping the recovery of sun harassed skin. Both available now exclusively at Mecca Cosmetica and Mecca Maxima.

’s newly reformulated AGE Smart Age Reversal Eye Complex is tougher on fine lines thanks to the inclusion of retinol microspheres which ensure maximum potency, stability and delivery deep into the dermal layers. Niacinamide microspheres maintain hydration in the eye area and tame puffiness.

Overall the promise is to strengthen collagen, hydrate and stimulate cell renewal. To use: apply on alternate nights for the first two weeks as skin builds up a tolerance to retinol, then apply nightly. RRP $94.50, on counter October 1st 2016.

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BRAND NEWS

Givenchy

L’Ange Noir Eau de Parfum is a floriental, following in Givenchy’s Ange ou Démon and Ange ou Démon Le Secret fragrance line. Key notes are white iris and black sesame. The slightly powdery, luminous tones of iris glide towards the addictive, faintly salty notes of sesame – a stirring combination that is unprecedented in perfumery.

L’Ange Noir opens with a feeling of freshness, a surge of bergamot and fresh – almost green – almond… after a burst of bold, spicy pink pepper that kindles the flames.

Seductive iris contrasting with the dark notes of black sesame. It reaches its height as notes of amber and ambrette take centre stage, drying to the deeply sensual tonka bean.

RRP $165.00, 75ml. Available 9th October, 2016 from Myer, David Jones, Sephora, and independent stores.

Francis Kurkdjian Petit Matin and Maison

Grand Soir fragrances, $246.00 (70ml). “The freshness of an early morning. The radiance of a grand evening. I live to the rhythms of this enchanting and luminous Paris. I love these unique moments. They have inspired me in the creation of this duo of fragrances, to be worn and experienced like an olfactory escapade in the heart of the City of Light.” Francis Kurkdjian, prefumer.

Petit Matin: Olfactory family: woody, floral, citrusy. Grand Soir: Olfactory family: amber, woody, oriental. Available exclusively at Mecca Cosmetica now.

Nivea

Sun Protect & Moisture Moisturising Sunscreen Lotion cares for skin in more ways than one. With broad spectrum sun protection and a moisturising formula, this sunscreen both protects from harmful UV rays and nourishes skin. With the use of Protect & Moisture Moisturising Sunscreen Lotion SPF 50+ there’s UVA+UVB protection against ageing and sunburn, protection from skin dehydration with Vitamin E and 4 hours water resistance when applied correctly. Protect & Moisture Moisturising Sunscreen Lotion SPF 50+ combines strong UVA and UVB filters that shield the skin from sun damage through a caring formula with panthenol and vitamin E that protects the skin from the drying effects of the sun.

RRP $24.99, 400ml and $10.00, 100ml.

Natio’s Sunlit Mineral Bronzer

and Radiant Mineral Blush Palettes - RRP $19.95 - return to shelves this November, on the 7th. The mosaic pattern of five soft natural shades, in bronze or rosy colourways, gently enhance skin with flattering radiance. Enriched with Vitamin E and Rosehip Oil, oil absorbent Kaolin and light reflecting Mica, the powders build naturally on the skin, helping to blur imperfections.

M·A·C limited edition celebrates the erotically charged and elegant work of legendary photographer Helmut Newton. A regular contributor to Vogue and Vanity Fair, Newton is known for his precise, glamorous and empowering photography of women.

This limited-edition colour collection captures the photographer’s provocative, exquisite taste, dressing wine-stained lips in sultry rouge while darkening eyes in the black and white shades of his signature aesthetic. Nails are lacquered in colours inspired by Monte Carlo and Berlin, two of his homes. A selection of Newton’s most iconic photographs adorns the bespoke packaging – his work remains as distinctive and influential as ever. Price range M· A· C Studio Nail Lacquer, RRP $24.00 to Point ‘n’ Shoot Eye Shadow X 4, RRP $65.00. Available from the 6th of October 2016 at M· A· C locations.

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BRAND NEWS Versace

Nars Velvet Lip Glide is a new liquid lipstick

striking the perfect balance between softness and strength, coverage and comfort in a full range of colours.

Laced with Nars’ Oil Infusion Complex, this hybrid lip colour combines the fluidity and effortlessness of a gloss with the coverage and comfort of a lipstick. The smooth-glide effect instantly delivers saturated colour with sensorial comfort. The new doe foot applicator offers a plush application delivering effortlessly nourished lips and intense colour. Named after the iconic venues and new attitude that emerged from the sexual revolution of the ‘70s, Velvet Lip Glide shade names capture the freedom of personal power and play.

At Mecca Cosmetica and Meccamaxima $41.00.

Inika’s100% natural and the most

Certified Organic make-up brand, is extending the line. This comes as part of the relaunch of the brand which has seen it adopt a sleek new look and ‘Healthy is Beautiful’ brand ethos.

The most recent launches include a Certified Organic BB Cream with Certified Organic ultra-hydrating Prickly Pear, Pressed Mineral Eye shadow Duos which are naturally pressed to avoid the use of harsh chemicals normally required in pressing, Certified Organic Lip Glazes, Tints and Certified Organic Lip, Brow Pencil and Eye Pencils. Launching now.

“Dylan Blue is the essence of the man today. It’s a fragrance full of character and individuality, an expression of a man’s strength and also his charisma. I love how it takes traditional notes and scents and makes them totally modern, totally fresh for today, and tomorrow.” - Donatella Versace.

A fougère fragrance - a fragrant, woody aroma based on the unique olfactory properties of natural ingredients and the latest generation of molecules.

New and exquisite qualities of natural citrus, bergamot and grapefruit combine with modern hints of fig leaf to give an incisive, Mediterranean freshness. Aquatic notes lend depth and round off the citrus tang.

Violet leaves with a dash of black pepper add another virile dimension. The sophisticated and innovative woody notes of ambrox, papyrus and organic patchouli form the perfume’s powerful, pulsating heart. Tonka bean, saffron and hints of pyrogéné incense instil a warm sensuality. Finally a new quality musk, with mineral accents sets off the intense and seductive character of this fragrance.

Aftershave Lotion, After Shave Balm, Perfumed Deodorant, Deodorant Stick and Perfumed Bath & Shower Gel. A range of products for daily grooming, with soothing properties to freshen and calm the skin, leaving it soft and bathed in a sensual fragrance.

Upcoming fragrance launches Versace Eros Pour Femme EDT (100ml) – RRP $140.00 Ferragamo Uomo (100ml) - RRP $128.00 Paco Rabanne Lady Million (80ml) – RRP $155 Paco Rabanne 1 Million (100ml) – RRP $125.00 Mugler Angel MUSE (50ml) - RRP $149.00

Natio’s Eyeshadow, Blusher & Contour

Palette (RRP $49.95) holds 32 shades inspired by nature’s beauty. The kit features 24 luxurious eyeshadows in Natio’s most popular neutral, petal and autumnal hues, a silky four shade blusher palette to boost any complexion, and a universally flattering contour palette to add definition. Complete with an easy to follow guide, a neat mirror and all the specialised tools needed for the season’s effects.

Packaged in a printed box – a gift or a self-gift! On counter 24 October 2016.

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SEPHORA EXCLUSIVE BRANDS SHOWCASE IT cosmetics

The nimbleness of niche brands means they deliver on-trend innovations fast.

This is what customers love about Sephora’s exclusive brands. Here’s the latest from the retailer’s recent showing. Hosted by brand founders and representatives from around the world, each stand featured new products due for launch this spring.

caolion for pores Caolion is a South Korean skincare brand that focuses on pore care. Formulated for sensitive skins it is free from irritants. The packaging brings two pots together – one screws on top of the other. At the showing we were sampled with Pore Blackhead Steam Foam Cleanser and Pore Tightening Cooling Foam Cleanser; and Blackhead Steam Pore Pack and Pore Original Pack.

Ole Henriksen

Developed with leading plastic surgeons, IT Cosmetics creates clinically proven, innovative, problem-solving colour cosmetics and skincare products. Cutting-edge, anti-ageing technologies combined with high performance, skin-loving ingredients mean IT Cosmetics is synonymous with serious beauty solutions.

Rebecca Suarez – Brand Ambassador was bursting to tell us about how the brand’s famed eye-bag diminisher - Bye Bye Under Eye – is now even better. This hero product reduces the bagging and cosmetically clears the darkness around the eye, and now the formula includes an illuminator. Bright eye-dea!

Also new is: You Sculpted – soft contouring kit for highlighting and strobing; Blurred Lines – blurs out lines on the lips and plumps them up: Naturally Pretty palette of essential colours in a handy size. IT Cosmetics is now owned by L'Oréal.

B e c c a C h a m pa g n e C o l l e c t i o n

Becca’s most popular ever powder highlighter, created in 2015 in collaboration with make-up artist and YouTuber Jaclyn Hill, Champagne Pop has inspired a full Champagne Collection.

The flattering peachy-gold skin brightener is joined by new Prosecco Pop, sitting side by side in the limited edition Champagne Glow palette. Plus three blush shades - Rose Spritz, Amaretto and Pamplemousse.

directly onto the face or after foundation OR into any foundation promotes oil control.

Why? “Because you can have a dessert and a rainforest on the same face,” says Brett. Also new are the Enhancer Drops – an illuminator in four shades which can be added to body lotion or face creams to brighten the complexion.

Amongst the Ole Henriksen initiated there’s a fan club for the ‘Ole Glow’. It is achieved through a three-step system: polish (mask), brighten (concentrate), glow (cleanser). The professional-strength 25% concentration of Vit C (stable ascorbic acid) gives instant radiance and long-term skin firming and boosting. Make-up goes on seamlessly, says Rosie, representing Ole Henriksen at Sephora.

p e r cy & r e e d

Cover FX

Cover FX is all about customising foundations and cover-ups because no one skin is the same.

Cover FX’s Senior Education Manager, Brett Gallagher always flies over from HQ in San Fran to host Sephora’s Australian showings.

New this season is an extension of the drop Liquid Blotting Paper. A drop or two used

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Adam Reed enjoys popping over to Sydney from London for the Sephora showings.

This time he brought the other half of his eponymous brand: Paul Percy…plus Nick Meager, their associate based in Melbourne.

News this time is about the Perfectly Perfecting Wonder Over Night Recovery Mask. Left on overnight it nourishes and strengthens all types of hair.

a lt e r n a h a i r

Professional hair technology available in retail at Sephora – that’s Alterna Haircare’s promise.

Building on its anti-ageing Caviar Volume Category (which uses new technology with marine botanicals) is the launch of Miracle Multiplying Volume Mist. Kirsten Reynolds – Director, Luxe Haircare tells us: “This multitasking styler delivers instant and long lasting root-to-tip volume, providing flexible hold and leaving hair touchably soft.”

pat r i c k s h a i r

It’s always fun on the Patricks Hair stand. The founder himself, Patrick Kidd has loved the seven-year journey of creating this luxury, high performance haircare brand for men. From the click of the lid as the products close to the scientifically engineered Patricks Recovery Compound (PRC) used in every product to stimulate hair growth and prevent the process of hair loss, the line is smart and relevant.

New is the bathroom bag. Created as a legacy product, Patrick has raised the bar to its peak in men’s toiletry bags. “It’s my pride and joy,” he tells us. Every element is the highest grade from the leather being the same as that used

by Bentley cars…and water tight means water tight. Mini sizes (60ml) of the shampoo and conditioner have also been launched. Me thinks he’s been thinking “travel”.

expanding into High Shine. Matte Lipstick is launching 16 shades – so there’s 36 in all.

The Tinted Balm for lips launches eight new shades. Really nourishing but with not so much pigment as High Shine.

An infused Make-up Wipe range introduces variants: Yuzu for brightening; Coconut for soothing and Rose for hydration.

Coloured mascara – highly pigmented and in four shades, it also offers lashes increased volume.

Beauty Amplifyer is a finely milled setting powder for smoothing and brightening the skin and goes on after foundation.

Eye Primer is introduced for those who want to take out the colour of their natural lid in preparation for applying shadow and seeing the true hue.

Sponge Brush Cleaner makes those of us feel guilty who don’t wash our brushes regularly.

Buy hey, that’s why Sephora has created this water-free cleaner.

Colourful Eyeshadows launch in palettes that are aligned to skintones: Porcelain, Light, Medium and Tan. Making it easier for customers to choose a compact of shades that will flatter their colouring.

A microfibre mitt launches for those who like to wash their face with water. You actually don’t need cleanser with this one – simply use fresh water and rinse afterwards.

Estelle & Thild luxury organic skincare range has been repackaged in glassware. Sara Kaplan, Brand Ambassador in Australia drew our attention to the popular Advanced AntiAgeing line which is rich in marine micro bioalgae, apricot kernel oil, hyaluronic acid and bears the EcoCert stamp. Already heroed overseas the Super BioActive Age Control Serum won the Elle Sweden Beauty Award.

“You can wear it under moisturiser or, a little trick of mine is to mix it with our oil complex into a milky emulsion and wear it as an overnight treatment,” she says.

Studio 10

Clean Fragrance

sephora own brand

Kirrily Ellison, Angelique Hogan, Madeline Smith and Megan Tayor – Sephora OK heaps happening here. Let’s start with the lips. Colour is coming through but with texture. The existing creamy matte shades are

Estelle & Thild Stockholm

A so-called ‘green’ fragrance company, Clean Fragrances only use ingredients from sustainably farmed sources giving regular income to that community. Every element of the packaging is considered and environmentally friendly, even down to the cellophane wrap, says Pam Wilson, Marketing Director Pacific SMM, the distributor. The scents are not about past memories but evoke future possibilities, she says. They are all designed to be paired.

New at Sephora is Sueded Oud – it can be paired with any of the fragrances within the entire range.

Grace Fodor, founder of Studio 10, the cosmetics brand based on quick-fixes for age perfecting, skin covering and problem solving has its first true skincare product. And what a hit it’s been overseas – just launched in Australia. Miracle Effect Priming Serum is clinically proven to reduce wrinkles instantly and improve the signs of ageing - age spots, dark circles, puffiness are gone within 15 minutes.

With 6 weeks’ use wrinkles are reduced by 42%. Grace is over the moon with the success of this product: “The formula works to hydrate and plump the skin. It’s like a facelift in a bottle! I use it every day before applying makeup and I’ve seen such a dramatic change in my skin.” Also new is a nourishing and volumising mascara with brush and comb heads.

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INDUSTRY NEWS

BIO-OIL

WHY AND HOW TO RECOMMEND BIO-OIL TO HELP IMPROVE THE APPEARANCE OF SCARS, STRETCH MARKS AND UNEVEN SKIN TONE

What is Bio-Oil®?

Bio-Oil is a specialist skincare oil that helps improve the appearance of scars, stretch marks and uneven skin tone. It is also effective for ageing and dehydrated skin. Bio-Oil has won 298 skincare awards and has become the No.1 selling scar and stretch mark product in 23 countries since its global launch in 2002.* Bio-Oil offers many unique benefits that makes it different to everything else on the market. It is a market leading product containing the breakthrough ingredient PurCellin Oil; there are a number of clinical trials to demonstrate its efficacy; and there is substantial investment into the brand to drive new users into your pharmacy.

What is Bio-Oil’s breakthrough ingredient PurCellin Oil™?

Oils have always been a most effective agent for the treatment and care of the skin.

Bio-Oil’s breakthrough ingredient PurCellin Oil™ is a mixture of two ingredients both are esters; natural oils that have been through an esterification process to make them more effective. This combination, PurCellin Oil™, reduces the thickness of the Bio-Oil formulation, making it readily absorbed into the skin. This assists in the delivery of its key ingredients: Vitamins A and E, and Calendula, Lavender, Rosemary and Chamomile oils. PurCellin Oil™ exhibits spreading properties on the skin, producing a thin, protective film which is neither sticky nor greasy. It acts as an emollient, making the skin soft, smooth and supple. It also assists in maintaining the natural water vapour permeability of the skin, thus allowing it to ‘breathe’ properly and maintain its normal physiology.

How has Bio-Oil proved its efficacy through clinical trials & skin testing?

Bio-Oil has undertaken a number of clinical trials and skin testing to provide pharmacy with a product that is proven to be effective in helping to improve the appearance of scars, stretch marks and uneven skin tone.

2010, proDERM institute for applied dermatological research, Hamburg, Germany

2010, proDERM institute for applied dermatological research, Hamburg, Germany

2011, Thomas J. Stephens & Associates, Inc., Texas, United States of America

With Bio-Oil investing into the efficacy of the product, you can confidently recommend the use of Bio-Oil to help improve the appearance of scars, stretch marks and uneven skin tone with confidence

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How to recommend the use of Bio-Oil?

When recommending Bio-Oil encourage the patient to massage the product in a circular motion on the face or body until fully absorbed.

It is recommended that Bio-Oil be applied twice daily, for a minimum of three months. It is safe to use Bio-Oil on a scar as soon as the skin on the surface has fully healed. Bio-Oil should not be applied to an open wound or broken skin. It is intended for topical cosmetic application only.

Bio-Oil’s results will vary from individual to individual. * www.bio-oil.com

Bio-OilŽ is Australia’s No.1 selling scar and stretch mark product.

Aztec Segment and item list as defined by Aspen Pharmacare, based on the AU Grocery & Pharmacy Scan Combined Data within the Hand & Body Skin Care Database.

This is based on 12 months of AU Grocery & Pharmacy Scan Combined Data, AU Grocery & AU Pharmacy Data to 8th May 2016