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LNE & Spa—the magazine for skin care and spa professionals

November 2013


Award-winning organic skin care A

with results.

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50% of users reported a reduction in the appearance of skin redness in just 14 days!*

THE ORIGINAL SINCE 1958 *Clinically tested by an independent FDA certified laboratory using a selection of Éminence Organic Skin Care products. Individual results will vary depending on number of treatments, skin type, severity of condition and correct use of aftercare routine.

Calm Skin Solution Calm Skin contains a unique blend of organic ingredients

Achieve amazing results with natural skin care solutions from Éminence Organic Skin Care. The VitaSkin™

including chamomile, calendula, arnica and rosemary to

Calm Skin solution offers a complete routine designed to

detoxify and calm irritation. To purchase this results-

reduce skin redness and ease the appearance of sensitive and

oriented collection, visit

rosacea prone skin for a calm and balanced complexion.

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Vitamin A 20 Winter Itch22 Staying Results-Oriented 26 A Showcase for all Seasons 30 Skin News 33

Engaging and Attracting... the attention of your clients page 70

organic & wellness


Holiday Open House

page 54

The Power of Pine 38 Strategies for Spa Owners 48 Fibromyalgia50 Winter Body Wrap 54 Seasonal Signature Treatments 58 Spa News 61

in any season page 26


Winter Body Wrap


Staying Results Oriented

The Giving Tree 65 7 Habits of Successful Spa Marketers66 Engaging and Attracting... 70 Invitation to Engage With Your Guests Making the Most of the Season The Elements of Skin Care Top 10 Gift Card Strategies Stand Out for Success Rock Your Spa-li-day Retail Biz News

N U M BE R 1 1

Kukui Nut A Taoist Mountain Wellness Spa Retreat96 Emotional Fatigue 100 Organic & Wellness News 105 74 77 80 83 86 89 91


Emotional Fatigue page 100

extras 109 Luminous and Luxurious Makeup110 Shimmery Eyes 115 Stylish and Seasonal Nail Artistry 118 Image News 122

Luminous and Luxurious Makeup

From the Editor6 Spa of the Month: Spa Radiance, San Francisco, CA  10 Recap: The International Congress of Esthetics and Spa, Long Beach, CA 18 Holiday 2013 Gift Guide 40 Calendar of Events 124 Advertisers’ Index 130


courtesy of Franck Provost

page 110 Les Nouvelles Esthétiques & Spa, American Edition, (USPS 003-687) (ISSN 1043-9641) is published monthly, 12 times per year and is sold exclusively by subscription. Publisher’s Name: Jean Jacques Legrand, M.D., 3929 Ponce De Leon Blvd., Coral Gables, FL, 33134. Periodical postage paid at Miami, Florida, with additional mailing offices. Postmaster: Send address changes to: Les Nouvelles Esthétiques & Spa, American Edition, 3929 Ponce De Leon Blvd., Coral Gables, Florida 33134, United States Subscription: Annual Rate $45.00 Canada Subscription: $55.00 (American) 1st Class Postage Overseas Subscription: Two years for $140.00 (U.S.) Air Mail Postage

Page 4 • Les Nouvelles Esthétiques & Spa • November 2013

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from the

EDITOR Peel, Protect & Perfect your results


OVEMBER KICKS OFF A CELEBRATORY holiday season with jolly music, decorations and

Give a peel that Gives a result for summer sun damaGe. focus on protectinG your clients investment - their results.

an abundance of gratitude and happiness!

make perfectinG the skin an every day practice.

As you celebrate the upcoming season of festivities

AdvAnced rejuvenating concepts

with your clients, friends and family, we here at LNE & Spa

created by and for skin care professionals

extend our warmest holiday greetings! While this can be a very busy time of year for many of you, don’t forget to enjoy

3 simPle stePs to a more Profitable Practice

the season and be thankful for all that your business offers, especially your dedicated employees and loyal guests. Many of us get so caught up in the “busy-ness” of the holidays

peel with purpose

that we forget to actually enjoy them!

· Upgrade your treatment menu for fall with our renowned chemical solutions

Try to minimize your stress by not waiting until the last minute to make your holiday strategy. Now is a great time to

focus on protectinG

consider the decorations, gift exchanges, gourmet delights

· Advanced mineral technology for superior wearability and coverage · View the collection at

and seasonal spa treatments you will offer at your facility

ultrasonic system

holiday aromas, treatments and retail, is it any wonder that

· Hydrate, plump and perfect the skin for superior anti-aging results · Promote collagen synthesis and a more youthful look

so many guests look to spas as a great place to do their

in the coming months. You will find all the information and ideas you need in the pages of this issue! With so many opportunities to delight our clients with

gift shopping? Are you making sure to capture this market? As frantic shoppers begin seeking out the perfect gifts for their loved ones, now is the time to offer gift certificates and

To learn more call 800 689-0499 or register online at

stocking stuffers from your retail. Don’t miss out on these additional revenue opportunities! Check out our 2013 Holiday Gift Guide on page 40 for inspiration.

for your complementary information kit. Discover the science of skin rejuvenation.

I am grateful for all of the fabulous readers of LNE & Spa, and I hope you have a truly fulfilling holiday season filled with joy, peace and love. n Have a blessed and wonderful Thanksgiving! —Denise R. Fuller,

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Page 6 • Les Nouvelles Esthétiques & Spa • November 2013

be ageless with the new Perfecting Neck & Décolleté

let your beauty be endless and your age…a mystery


after five weeks visit to learn more



Perfecting Neck & Décolleté used twice daily. No professional treatments were applied. Results may vary.

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3929 PONCE DE LEON BLVD. CORAL GABLES, FLORIDA 33134 800.471.0229 (USA) 305.443.2322 Worldwide fax 305.443.1664 e-mail:

what’s your accent...

Publisher Dr. Jean Jacques Legrand Chief Executive Officer Rodolphe Legrand Editor in Chief Denise R. Fuller Art Director Sacha Smith Assistant Editor Amanda Clinton Winter Director of Sales Aché Fougere Marketing Director Christèle de La Haye Conference Coordinator Laura G. Bazo Exhibitor Operations Manager Mayli Tenorio International Editor Michele de Lattre-Pierantoni 7 Avenue Stephane-Mallarme, 75017 Paris, France - 43 80 06 47 ADVISORY BOARD Lydia Sarfati • Ben Johnson, M.D. • Lake Louise • Nina Curtis Diane Buccola • Camille Hoheb • Joseph Mandato

Forward Thinking Always.

Call Today to Find Your accent.

Contributors Patti Biro Goldie Bonnell Maria Camille Christina M. Casado Laura M. Cummins Teal Druda Gena Flores Michelle Goldsmith Nancy Griffin

Sally Robb Haims Millie Haynam Cristina Proano-Carrion Michael Q. Pugliese Lyn Ross Katia Sandoval Katie Saxton Amanda Shackleton Mara Shorr Louis Silberman

Dori Soukup Pam Stellema David Suzuki Carol Trow Rob Trow Candace Valenzuela Dave Waggoner Ruth Werner Amanda Clinton Winter Noreen Young

Printed with 100% soy-based ink. This magazine is recyclable. Please recycle where facilities exist. REV100313

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Page 8 • Les Nouvelles Esthétiques & Spa • November 2013

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“I’m excited to be designing Spa Radiance for the third time, having designed the first location 17 years ago,” says Angelina Umansky, co-owner. ing therapies combined with the industry’s latest technological advances. Clean colors in hushed hues of soft Mediterranean blue and crisp white create a blissfully comfortable atmosphere. This is perfect for overstimulated guests seeking to erase the signs and lines of stress that come with continues

Page 10 • Les Nouvelles Esthétiques & Spa • November 2013

photo: Andrew Zarivny/

SAN FRANCISCO, CA – JUST IN TIME FOR the arrival of winter, a remodeled, sleeker Spa Radiance is set to officially reopen in November after an extensive facelift. It is renowned as one of the country’s leading luxury day spas, offering the latest innovative, natural treatments that instantly deliver dazzling results. The first major renovation for the thriving Pacific Heights haven is headed up by the Jeffers Design Group. The firm took on the challenge to remake the charming 3,500 square-foot Victorian sanctuary into a more modern incarnation without losing its character. Three years in the making, the carefully planned décor is inspired by the spa’s mission to offer remarkable results by marrying the best of both worlds: centuries’ old traditional European heal-

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spa of the month|spa radiance

Angelina Umansky

In the early 1970s, Angelina and Rovner immigrated to this country without a dime, and helped launch what has now become a burgeoning $14 billion spa industry in the United States.

living in the heart of a bustling city. The newly expanded lobby’s rustic hardwood floors, custom designed light fixtures and original artwork from Dolby Chadwick Gallery, a local favorite, draw upon the building’s historic interiors while adding a chic twist that embraces clean, contemporary lines. Additionally, these themes are evident in the redesign of the 10 dreamy treatment rooms featuring specially crafted, ergonomic, heated beds made in France. There are 10 treatment rooms. The door to each room is inscribed with an inspiring quote from a famously fearless female, a subtle tip of the hat to four generations of women whose heartfelt passion and hard work helped build Spa Radiance into one of the country’s leading destinations for results-oriented skin care. “I’m excited to be designing Spa Radiance for the third time, having designed the first location 17 years ago,” says Angelina Umansky, co-owner. “This new spa is just as chic—think of a Parisian apartment with soulful French oak flooring and a fresh coat of chalky, white paint.” She explains that when she first designed the spa, she wanted her clients to feel comfortable, as if they were visiting her home.

Architect Jay Jeffers explains how he adhered to this idea. “We’ve never wavered from that vision, just given it a fresh look,” he says. Umansky shares that her travels and experiences led her to this vision. “Every year, I travel to France to train with the best-in-class estheticians in these beautiful, distinctively classic Parisian buildings that have been quietly coaxed into the 21st century,” she says. “I loved that they maintained the original, intricate crown molding, but subtly painted over it, creating a seamless look. That’s the kind of soothing space I wanted to replicate for my clients.” In addition to a state-of-the-art revamp focusing on the theme of California-clean-meetsParisian chic, Spa Radiance also offers a new menu of treatments in keeping with these principles, featuring exclusive organic products. Beloved by several generations of glowing San Franciscans, socialites and Hollywood celebrities alike, the Spa Radiance story spans four generations of women. Moscow was the place where founders Umansky and her mother Galina Rovner developed their unmatched, all natural skin care expertise under the watchful eyes of continues

Page 12 • Les Nouvelles Esthétiques & Spa • November 2013

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“It was scary because we had become such a skin care staple downtown, and the marina was still an up-and-coming neighborhood, but it’s been great,” says Umansky. She explains that the keys to running a successful spa include not only staying a step ahead of the rest, but also sticking to the tried and true basics that

“I see the value of combining the latest technological breakthroughs with holistic therapies. It’s true what they say. What’s old is new again.”

Rose, Rovner’s mother and Umansky’s grandmother. As a little girl, Umansky was intrigued by the way her mother healed people, using herbs from their garden and a nearby forest. She assisted her mother as she mixed botanicals such as chamomile, dill, aloe vera and parsley, and quickly learned to heal skin ailments holistically. “I just loved it,” says Umansky. In the early 1970s, Umansky and Rovner immigrated to this country without a dime, and helped launch what has now become a burgeoning $14 billion spa industry in the United States. With their knowledge and background in Russian modalities, Umansky and Rovner soon became well respected in their community and among their peers. Originally established in busy downtown San Francisco in 1976, Spa Radiance took a risk moving to the marina in 1997.

she learned in Europe. The forward thinking facialist is now offering such technologically advanced treatments. “In the beginning of my career, for the first 20 years, all I cared about was what’s next and what’s new,” Umansky says. “But all the gadgetry can only take my clients’ skin so far. Now, I see the value of combining the latest technological breakthroughs with holistic therapies. It’s true what they say. What’s old is new again.” With 34 employees, 10 treatment rooms and a tranquil atmosphere, Spa Radiance stays very busy. Clients enjoy body treatments, massage, waxing, facials, lash extension services and airbrush tanning. Many Hollywood A-listers have passed through their doors. Sharon Stone, Ashley Judd and Mary J. Blige are all big fans. In addition to the celebrity clientele, Spa Radiance is also known for the Caviar Dreams Facial, which vice president Randy Schreck descsribes as the ultimate sensory experience. After relaxing in the spa’s plush reception area, guests are quietly ushered into a treatment room to begin the indulgent three-hour facial. Following a deep pore cleansing and enzyme exfoliation, clear, odorless extracts of caviar are applied to the face. “The caviar is rich in healing minerals and vitamins A, D and B complex,” says Schreck. “So not only is the facial indulgent, but caviar is actually a very effective natural moisturizer.” Additionally, the $750 facial features diamond peel microdermabrasion, microcurrent desincrustation, steam with an Italian herb healing mask, warm enzyme exfoliating hand treatcontinues

Page 14 • Les Nouvelles Esthétiques & Spa • November 2013

You outh t Shield Yo Protect against the early signs of aging

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Take preventative steps to maintain your skin’s youthful

The products in this antioxidant-rich collection

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minimize inflammation, repair sun damage, and

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moisturize while keeping breakouts at bay. To purchase

to balance and protect the skin while it fights free

this collection, visit

radicals—the leading cause of fine lines and wrinkles.

to locate a spa near you.


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spa of the month

Umansky and Rovner believe in giving back to the community that has supported them for years, and are committed to making a difference in their own backyard. Over the years, Spa Radiance has supported hundreds of local nonprofits, businesses and hospitals.

Over the years, Spa Radiance has supported the following charities (among others). • • • • • • • • • • • •

“Our business is about taking care of people,” Umansky says. “We believe it is important to take care of the community we all live in and love.” Umansky and Rovner recommend being generous with charitable organizations that touch your heart, not only during the holiday season but all year long. It is no wonder that they have charmed the San Francisco community, and are referred to as the “first ladies of facials.” Now with a remodeled facility and a dedicated and talented team, the future is looking bright for Spa Radiance! n

Sally Robb Haims runs a San Francisco based public relations agency small enough to move quickly with the savvy that comes from a decade of resort and spa media relations experience. Her clients have been featured in The New York Times, Travel + Leisure, Condé Nast Traveler and Sunset. Haims can be reached at 415.254.5884 or

Page 16 • Les Nouvelles Esthétiques & Spa • November 2013

spa photos courtesy of Spa Radiance

Umansky and Rovner recommend being generous with charitable organizations that touch your heart, not only during the holiday season but all year long.

ment, a caviar eye treatment with oxygenating mist spray, the spa’s renowned Instant Lift Facial with imported French serums, a complete hand treatment with patented protein drops and LED light therapy to complete the glow. The team at Spa Radiance has not deviated from their mission to deliver the very best to San Francisco. They cite this as one of the main reasons that they have been in business for 37 years. Now that they have passed along four generations of secret botanical formulas for beautiful skin, Umansky and Rovner oversee a highly trained team of esthetician experts who excel in the art of creating gorgeous complexions, combining traditional healing with the wonders of today’s high technology tools. Umansky reminisces on how she and Rovner came to America with help from concerned organizations who brought Russian Jews overseas. “I wouldn’t be here if it weren’t for someone else’s charity,” she says.

UCSF Children of Shelters San Francisco Botanical Gardens Town School San Francisco Ballet Cystic Fibrosis Foundation Cow Hollow Preschool San Francisco Opera Teddy Bear Rescue Fund Jewish Community Center Marin Academy Breast Cancer Fund

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AN EXTRAORDINARY EXPERIENCE! THE INTERNATIONAL CONGRESS of Esthetics and Spa, Long Beach, CA was the biggest event of the year for the spa industry in California! The renowned annual event, held this year on September 29th and 30th at the Long Beach Convention Center, had the highest attendance in its history, with a 20 percent higher attendance than 2012! Attendees truly embraced all aspects of the conference, taking full advantage of the many opportunities to network, learn, experience services and explore the latest innovations on the market. The General Session, seminars and workshops were all very well attended. Vendors reported opening many new key accounts

Michelle D’AllairdBrenner, host

show floor

Boldijarre Koronczay

D’Allaird-Brenner, Strunk, Fuller

at the congress, and many completely sold out of their inventory onsite. “The Long Beach conference exceeded all of our expectations, especially the quality of the attendees,” says Stephanie Nervegna, trade show and event manager for PCA Skin. “We met many skin care professionals that share the same stances that are cornerstones for our company, including continuing education, improving lives and a high standard for values and ethics. We couldn’t have asked for a better experience.” Michael Q. Pugliese, CEO of Circadia by Dr. Pugliese echoed that sentiment. “Another great show in Long Beach! Attendees came ready to learn and ready

A Natural Difference booth

PCA Skin booth

sauna demo

Kinda-Anne Kahn

Image Skincare booth

to buy. Big thanks to The International Congress of Esthetics and Spa for putting on a great event.” “As a first-timer to The International Congress of Esthetics and Spa show in Long Beach, I was blown away by the sheer number of vendors,” says esthetician Cari Calkins of Electric Esthetics & Skincare in Palmer, AK. “I am completely surprised at how personal it could all be in such a big place. I am so glad I went! The classes inspired me to step outside the box with my career. Thanks LNE & Spa for putting on a fantastic event!” The Holistic & Wellness Pavilion, which debuted in Long Beach for the very first time, was extremely popular. Attendees in-

Bella Schneider booth

HydroPeptide booth


Pino booth

Page 18 • Les Nouvelles Esthétiques & Spa • November 2013

BY AMANDA CLINTON WINTER dulged in complimentary treatments from Skin Fitness and ilike organic skin care. Another key new feature that was offered for the first time this year exclusively for spa directors and owners was the Spa Director Symposium for Spa Connection association members. Kerstin Florian, Lira Clinical, Pino and Osmosis Skincare provided treatments for guests. “The Spa Director Symposium, hosted by LNE & Spa and the Spa Connection, was a great addition to the trade show this year,” says Joanne Berry, founder of Spa Remedies and director of spa and wellness at Bellus Academy. “With four top vendors offering complimentary services to spa directors who had been in-

show floor

Hale Cosmeceuticals booth

Le Mieux booth

vited as VIPs, this was a great networking opportunity to reconnect and showcase new treatments for our industry.” A warm thank you to all who took part in this outstanding event! We look forward to seeing you again next year in Long Beach on September 7th and 8th! n

Les Nouvelles Esthétiques & Spa and Dermascope magazines cosponsor four International Congress of Esthetics and Spa educational conferences/trade shows annually in Miami Beach, FL, Dallas, TX, Long Beach, CA and Philadelphia, PA. Dates for 2014 conferences: Miami Beach, FL, April 6-7; Dallas, TX, May

Nina Curtis

November 2013 • Les Nouvelles Esthétiques & Spa

Amanda Clinton Winter is the assistant editor at Les Nouvelles Esthétiques & Spa. Email her at


Kansa Face Wand Massage (lecture)

D’vine demo

lash demo

4-5; Long Beach, CA, September 7-8; Philadelphia, PA, October 19-20.

Circadia booth

Deborah Merhar

Christina workshop


Derme & Co. booth

Teal Druda makeup demo

Ashiatsu barefoot massage • Page 19

skin vitamin A by Rob and Carol Trow

In essence, healthier and more beautiful skin can result from the use of properly formulated and packaged vitamin A.

TOPICAL RETINOL IMPROVES FINE wrinkles associated with natural aging. Each month when we read the headlines of our professional publications, something new invariably appears to peak our curiosity. For a moment, we hope that the proverbial magic in a jar has been found so that we can offer our patients and clients even better treatments and products. This month’s headlines were no exception; however, the research does not uncover anything dramatically new. The findings have once again proven the importance of vitamin A in skin care. We have known about vitamin A for close to a century, yet it is not well understood by clients and patients. That is our fault. We have failed to educate our clients about the fact that while vitamin A is the most effective skin care ingredient, it takes time to work. But it does indeed work, producing long lasting, sustainable results.

A (retinol) Effaces Wrinkles in Naturally Aged Skin. Thus, retinol has the potential to deliver retinoic acid-like effects to human skin with improved tolerability. In May, The Archives of Dermatology published a report of a small, double blind, vehicle-controlled study of elderly patients. Studies of this type are rare in our field. After 24 weeks of treatment, proof was found that topical retinol improves fine wrinkles associated with natural aging. Continuing, the researchers believe that a stronger, healthier skin matrix that was retinol induced makes the skin more likely to withstand injury and even ulcer formation, in addition to improving appearance. In essence, healthier and more beautiful skin can result from the use of properly formulated and packaged vitamin A. Another study conducted by Man­ chester University in the UK also issues a favorable report about the effects of vitamin A on aging and photo-damaged skin. The use of vitamin A showed an increase in the production of glycosaminoglycans and procollagen, two skin com-

ponents in the treated areas exposed to retinol. It is important that any quality skin care regime must include vitamin A in an appropriate format and strength. Many over the counter products do not contain adequate levels of vitamin A, nor are they packaged to protect and maintain the efficacy of the product. A finding also demonstrates that one need not rely on the acid form to get and sustain results. Look for professional products that contain vitamin A in one or more of the following forms in meaningful strengths: retinyl palmitate, retinyl acetate and retinol—preferably in a step up line to allow the skin to acclimate to vitamin A and avoid retinoid reactions. A significant advantage to using the above mentioned forms of vitamin A is that they can effectively be converted to retinoic acid at the cellular level, thereby providing similar results to the more irritating forms, resulting in higher use compliance and better outcomes. n

Rob Trow and Carol Trow, BSN are cofounders and owners of DermaConcepts USA, the exclusive distributor of Environ Skin Care in the United States. Rob Trow previously served as president of a privately held company. Trow holds two masters degrees, and completed his doctoral studies at Harvard University. Carol Trow has served as director of marketing for a Fortune 1000 company, and founded her own marketing and consulting firm specializing in practice development for plastic surgeons, dermatologists, attorneys and CPAs. Together, the Trows have published over 100 articles for the esthetics industry.

Page 20 • Les Nouvelles Esthétiques & Spa • November 2013

photo: Goodluz/

A research team from the University of Michigan was the latest to once again demonstrate the importance and efficacy of vitamin A in skin care. The headlines, not only in the United States but worldwide, proclaimed in bold letters: Vitamin

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WITH THE FIRST SNAP OF COLD AUTUMN air, many of us will experience a phenomenon known as “winter itch,” or “xerotic eczema.” A drop in temperature and relative humidity and an increase in wind speed can bring on (or worsen) the condition that begins with the discomfort of dry skin. The advanced condition manifests in red, flaking patches, raised inflamed lesions and weeping sores. The skin has many sensors, both chemical and mechanical, which vary in number and distribution over the body. Pain sensors are the most plentiful, as they are needed to protect us, but thermoreceptors, which are capable of detecting both heat and cold, are critical to the body’s welfare. Remember that one of the skin’s functions is to regulate heat in the body. Sweating will occur if the core body temperature rises above 38° C. Consider that “winter skin” is all about circulation and water. The stratum corneum, which serves as our outermost layer of protection from the environment, is composed of the rigid protein keratin. Protein, as a rule, tends to be brittle when the moisture content is below 10 percent, and eventually it will crack. How does the body keep the stratum corneum soft and supple? It uses a very ingenious system known as transepidermal water loss (TEWL). When any given factor—cold, low humidity or harsh winds—increases the rate of transepidermal water loss, that creates a higher potential for dehydration of the skin. Untreated, the result is lipid dryness and compromised barrier function. Every day, our bodies lose approximately 500 grams of water through the skin, over an average area of 1.8 m². This is not sweat, it is just plain water. A good deal of this water is captured and held by the protein on the stratum corneum. It is this combination of water and protein that softens, or more exactly, plasticizes, the stratum corneum. It is not the cosmetic moisturizer that moisturizes; it is the transepidermal water loss that plasticizes the skin, making it soft and pliable.1 Moisturizers function to prevent the insensible water in the skin from escaping into the atmosphere.

WINTER itch In desert climates throughout the country, at 10 percent relative humidity, we lose a lot more water through the stratum corneum. Keep in mind that the body moisture content is about 70 percent water, and air is comfortable when it is at 60 to 65 percent relative humidity. One of the basic physical laws of diffusion is that things will diffuse from a high concentration to a low concentration in order to establish equilibrium. Therefore, the rate of water loss through the skin will be a function of the relative humidity and the body temperature. Why does the body temperature get into the act? The temperature of the skin regulates the temperature of the body, so that when the temperature increases, more blood is sent to the skin to carry heat away from the inner body; temperature is measured by the core temperature. It is interesting to note that the more blood that circulates through the skin, the greater the water loss. Surprisingly, increasing the body temperature a few degrees can boost the blood flow in the skin. Conversely, a decrease in body temperature will cause a vasoconstrictive effect, causing the blood flow to drop. The loss of water will track the temperature, up to a point, and that point is our main interest. With this background, we can now look at the effects of cold weather on skin.2 Skin that is exposed to cold weather will initially become pale as the blood flow decreases. This will cause a decrease in transepidermal water loss, which in turn will cause the outer layer of stratum corneum to become brittle, resulting in cracks. This damaged skin can no longer serve as a barrier to water loss, so more water will be lost through the skin as the air gets colder and dryer. This sets up a vicious cycle that perpetuates the damage. Within the confines of the epidermis, there are small unmyelinated nerves, which are nerves without a lipid myelin covering, much like an uninsulated wire. These are known as C fibers that sense itching. Itching is a poorly understood phenomenon, but a wellknown sensation that is usually addressed by scratching the spot that itches. Areas on the body that are scratched will soon be denuded of the stratum corneum, with multiple small fissures. These will allow additional portals of water loss, since the physical structure of the stratum corneum, as well as the lipid barrier, has been compromised. The total amount of water passing through the skin would now be three times that of the normal transepidermal water loss. How does the act of scratching the itch to alleviate the discomfort of the sensation lead to further inflammation?

November 2013 • Les Nouvelles Esthétiques & Spa

We have to bring cytokines into the mix. An inflammatory process orchestrated by cytokines spreads throughout the irritated area. The cytokine composition within damaged skin is different compared to normal human skin. This is not only the result of resident skin cells that produce cytokines, but

Lactic acid can be used in the treatment room as a keratolytic agent to remove excessive cellular debris. It also effectively stimulates glycosaminoglycans, or natural moisturizing factors in the skin.

also because additional immune cells are recruited. Many of the cytokines found in defective skin are able to influence various processes of differentiation and cornification.3 Keratinocytes synthesize and secrete diverse antimicrobial peptides (AMPs) and free fatty acids, which also have antimicrobial properties, during the terminal differentiation process 4. AMPs are interacting with—and binding to— the lipid envelope, and together they kill or inactivate microorganisms when they come into contact with the epidermis. In addition, keratinocytes secrete inflammation-associated AMPs as a direct inflammatory response with barrier disruption, like scratching. Defects in desquamation can result in a disturbed epidermal barrier. Cytokines play both a positive and negative role in this field. Particular negative cytokines that play a role in the inflammatory process of the stratum corneum are IL-1, IL-4, IL-6 and IL-8. The intricacies of the interaction of the cytokines are beyond the scope of this article. The esthetician must be aware that wintertime presents a serious challenge to skin integrity, and that cytokines will play a serious role in the control and amelioration of wintertime skin disease, both in treatment and prevention.

Treatment options Sun exposure only adds to the problem of cold weather by creating additional inflammation and exposure to free radicals. Daily use of an effective broad-spectrum SPF is critical during winter months. Emollient oils that contain moisturizing properties can ward off winter itch on the face, neck, hands and body. continues • Page 23

skin|winter itch

Soybean, rice bran, palm and sesame oils have great lipid profiles.

extracts of brown seaweed, marshmallow and sea whip are recognized for their anti-inflammatory properties. Look to incorporate these ingredients into skin care programs to beat winter itch. Advise your clients to stay warm and hydrated as they enjoy the holidays. n References 1. Taylor and Machado-Moreir, Regional variations in transepidermal water loss, eccrine sweat gland density, sweat secretion rates and electrolyte composition in resting and exercising humans. Extreme Physiology & Medicine, 2013, 2:41997. 2. Park DH, Hwang JW, Jang KS, Han DG, Ahn KY. Mapping of the human body skin with laser Doppler flowmetry. Ann Plast Surg. Dec; 39(6):597-60 3. Kai H. Hänel 1, Christian Cornelissen 1,2, Bernhard Lüscher 1,†,* and Jens Malte Baron Cytokines and the Skin Barrier. Int. J. Mol. Sci. 2013, 14, 6720-6745 4. Harder, J.; Schröder, J.-M.; Gläser, R. The skin surface as antimicrobial barrier: Present concepts and future outlooks. Exp. Dermatol. 2013, 22, 1–5. 5. Hamid, Q.; Boguniewicz, M.; Leung, D.Y. Differential in situ cytokine gene expression in acute versus chronic atopic dermatitis. J. Clin. Invest. 1994, 94, 870–876. 6. Int J Cosmet Sci. 2001 Apr; 23(2):121-6. doi: 10.1046/j.1467-2494.2001.00061.x. Skin surface patterns of xerotic legs: The flexural and accretive types. Piérard-Franchimont C, Petit L, Piérard GE. 7. Int J Cosmet Sci. 2003 Aug;25(4):157-67. doi: 10.1046/j.1467-2494.2003.00175.x. The cornified cell envelope: An important marker of stratum corneum maturation in healthy and dry skin. Harding CR, Long S, Richardson J, Rogers J, Zhang Z, Bush A, Rawlings AV.

Michael Q. Pugliese is the CEO of Circadia by Dr. Pugliese and the Circadia Institute of Advanced Esthetics. Pugliese and his grandfather, Peter T. Pugliese, M.D., hold in-depth classes on a variety of subjects, including cosmetic chemistry and histology of the skin. Pugliese is a licensed esthetician in the state of Pennsylvania, and holds a degree in business management and marketing from Kutztown University. Page 24 • Les Nouvelles Esthétiques & Spa • November 2013


Lactic acid can be used in the treatment room as a keratolytic agent to remove excessive cellular accumulation in the stratum corneum. It also effectively stimulates glycosaminoglycans, or natural moisturizing factors in the skin. However, caution should be used with frequency and percentage. High levels of alpha hydroxy acids can also aggravate winter itch. Soybean, rice bran, palm and sesame oils have great lipid profiles. Each has inherent anti-aging properties, including the presence of collagenase-fighting peptides and tocotrienols, a special form of vitamin E obtained primarily from natural sources. DelisensTM, a commercial peptide, can help control itch by maintaining pH levels in the various layers of the epidermis by reducing the presence of interleukins 6 and 8. DiffuporineTM is a peptide recognized for helping to increase aquaporin channels, organelles that are critical in regulating water diffusion across the epidermal cell membrane. Botanical

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metabolic waste. In addition, the skin is a natural cooling system that releases perspiration through its pores to maintain the body’s delicate internal temperature. All of these processes, as well as the firmness and physical appearance of the skin, can be compromised due to inconsistent care. Each season brings with it unique challenges to maintaining healthy skin, but there are some practices that should be routinely incorporated into a treatment plan regardless of the season. For example, exfoliation is recommended throughout the year to remove dead surface cells that dull the complexion and clog pores. And while exfoliation treatments may be required more often in the winter, they are an essential part of a year-round skin care regimen. Another example would be clients who are being treated for hyperpigmentation. In most cases, they will be

more concerned about the possibility for increased pigment deposits in the summer, although those who participate in winter sports can be at just as high a risk of developing hyperpigmentation as those who enjoy the beach in the warmer months. Consistent treatment aids in achieving a more even skin tone, and helps to maintain and enhance progress, whatever the season.

Seasonal options There are several treatments that a skin care professional will naturally perform more often during a specific time of year. Each season brings with it changes in air temperature and humidity levels, which naturally necessitate an adjustment in a patient’s daily care regimen and in-office treatment protocols. The treatment suggestions below address the most common needs of patients during the two most extreme seasons—summer and winter.

Page 26 • Les Nouvelles Esthétiques & Spa • November 2013

photo: Ninann/

THE SKIN IS THE BODY’S LARGEST organ, which makes it critical to maintain skin health for overall health and well-being. Some of the patients at your practice may tend to pay more attention to their skin in the winter due to dryness, while others may make more of an effort in the summer, due to the need for sunscreen to avoid burning and UV damage. It is critical, however, to instill in your patients the importance of skin health and proper skin maintenance year-round. Focusing on skin health seasonally rather than on a consistent basis can lead to instability within the skin, ultimately rendering it unable to properly fulfill its many functions, which maintain a balance, or homeostasis, within the body. The skin acts as a barrier, protecting the body from the elements and harmful germs. It also acts as a waste removal system by secreting toxins and

skin to exposure and reapplied every two hours, or after swimming or perspiring for optimal protection. In-office treatment options can be a little more active during the winter months, as the risk of overheating posttreatment is less likely. However, keep in mind that winter also typically brings with it drier air, and therefore a greater risk of barrier impairment. Harsher

challenging during the warmer summer months, bringing with them increased perspiration, sebum production, clogged pores and fewer visits to the skin care clinician due to vacation schedules. To gently help your patients address these challenges, the use of professional treatment masks is highly recommended. Although chemical peels are normally the treatment

Oat milk masks that infuse the skin with essential hydration and nutrients are a perfect way to keep the skin properly hydrated and maintain proper barrier function.

Suggested winter treatments The colder and drier climate of winter will present challenges for many of your patients, and there is specific guidance that you can provide, as well as treatments and daily care options, that may be advantageous. It is important that your patients understand that sunscreen use is required, even in the winter months. The cooler weather can be misleading, and many will likely neglect proper UV protection. Be sure to educate them as to the reasons for proper protection, even from the winter sun. Most people don’t realize that snow reflects 80 percent of the sun’s rays, while water and sand reflect only 15 percent and 10 percent, respectively. Regardless of the season, daily use of a broad spectrum sunscreen with an SPF of at least 30 should be applied 30 minutes prior

weather conditions, central heat and not drinking as much water in the winter may also lead to drier skin conditions. Oat milk masks that infuse the skin with essential hydration and nutrients are a perfect way to keep the skin properly hydrated and maintain proper barrier function. Chemical peels that are enhanced with hydrating ingredients such as lactic acid, chasteberry extract and soy isoflavones are ideal treatments during the winter months. These types of professional treatments encourage exfoliation, stimulate matrix proteins and replenish the skin with needed hydration. If skin is suffering from impaired barrier function, initial treatments should focus on hydration and balancing the barrier. Even gently blended chemical peels can penetrate unevenly and cause discomfort if used on skin that is not properly hydrated. For example, treat the patient regularly with hydrating masks, and once the skin’s barrier is functioning properly, bring them back in for a blended peel treatment to address their other skin care goals.

Suggested summer treatments The warmer months of summer typically result in increased exposure to UV rays with many people enjoying vacations, time off from school and longer days spent outside. SPF use should be maintained as outlined above, in the summer as well as the winter. Professional in-office treatments can be especially

November 2013 • Les Nouvelles Esthétiques & Spa

of choice, they require the patient to remain cool for up to 48 hours afterward (depending upon the type of peel being used), which may not be possible in the summer heat. Perfect treatments for summer include enzyme masks such as papaya or pumpkin, with keratolytic agents to dissolve dry, flaky surface skin for a clearer and smoother complexion; salicylic acid masks to dissolve dead skin cells, with the added benefits of regulating sebum production, and removing dirt and debris from pores; and clay masks that detoxify the skin, eliminate excess oil and minimize the appearance of pores. The strength of the sun only increases marginally during the summer. UVB ray intensity increases slightly, but UVA rays remain constant throughout the year. Regardless, it is typical to see an increase in cases of hyperpigmentation due to more time spent outdoors and in excessive heat, both of which may prompt increased melanin production, or melanogenesis. In addition, localized melanin deposits can result from postinflammatory hyperpigmentation (PIH) brought on by sunburn, acne and other forms of skin trauma. Melasma, the type of hyperpigmentation stimulated by hormonal fluctuations, is also exacerbated by both UV exposure and thermal heat. Treatments that may be performed during the summer months to address hyperpigmentation include retinoid continues • Page 27

skin|staying results-oriented

masks combined with hydrating ingredients, additional antioxidants and pigment inhibitors to brighten and protect the skin while stimulating collagen production; and kojic acid treatments that assist with the management of acne and suppress melanin production, as kojic acid functions both as an antibacterial agent that can be effective against the overgrowth of Propionibacterium acnes (acne-causing bacteria), and as a melanin suppressor for those affected

by the resultant PIH and other types of hyperpigmentation. Treatments for hyperpigmentation should be administered every three weeks for maximum results. If active breakouts are still present, however, acne-induced PIH should be treated every two weeks.

Tips for speaking to clients Many of your patients will come to see you with preconceived notions about

what constitutes healthy skin, and which products may be best for them. In fact, many may have already formulated a treatment plan in their heads based on information they have gleaned from friends, family and the media. As skin health professionals, it is our responsibility to properly educate patients as to the proper use of both professional treatments and daily care products. Keep in mind that each person is an individual, and treatment protocols should take ancestry, skin type, season and level of damage into consideration. While the information age has made it easy for patients to “self-diagnose” a particular skin condition they may think they have, only a physician can make an accurate diagnosis. Once this diagnosis has been determined, both the physician and skin health professional can design an appropriate treatment plan. If a patient comes to you with a specific treatment request, inform them that what may have worked for their friend or the person in the commercial may not be beneficial for their unique skin type and condition. Equipped with the appropriate information, you can keep your patients informed about the best methods for treating their skin throughout the year, regardless of the season. n

Michelle Goldsmith, a licensed esthetician, joined PCA SKIN ® in 2003. She has excelled as a physician’s consultant, editorial liaison and educator, conducting chemical peel trainings for students and licensed professionals. Goldsmith speaks at medical and esthetic meetings throughout the country. She mentors and trains physicians, skin care clinicians and students around the world. Say you saw it in LNE & Spa and circle #183 on reader service card

Page 28 • Les Nouvelles Esthétiques & Spa • November 2013

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The BIOLAB waxing line, not a hair out of place.

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Page 30 • Les Nouvelles Esthétiques & Spa • November 2013



for all seasons

WINTER IS THE IDEAL TIME TO REASSESS YOUR CLIENTS’ skin care routines and assist them in product choices as their skin adjusts to colder temperatures and drier conditions. Typically, promoting products that are more hydrating and richer in texture is recommended. Also, change the frequency of exfoliating, mask application and treatments targeting specific concerns. As sun exposure is limited during these months, lightening and brightening treatments are highly recommended. For example, peels that will intensely exfoliate the skin to counteract hyperpigmentation and uneven complexion can be particularly beneficial. So if everyone benefits from a change-up in their skin care routine, how can the esthetician not only survive but thrive in the competitive skin care market? Here’s an idea: Showcase the seasons! Throughout the years, express services or mini-treatments have become the perfect venue in which to highlight your specials, your space and most importantly—your services! The following article outlines how to promote, host and benefit from a seasonal showcase event. And the best part? The seasonal showcase event format can be easily modified to fit any season of the year, making it an event that you can rely upon to build your business and customer awareness for years to come. Remember, the secret to an effective showcase is planning. Grab a piece of paper and begin to plot out your most successful year yet with these tips!

Showcase event guidelines • Announce your showcase event by using social media, newsletters and other outlets. Impress upon your clients that this is the perfect time to get acquainted with your services and to take advantage of any service and product specials you will be promoting during this event. Make sure to put an expiration date on the invite. Offer your seasonal showcase event only once during each season. Keeping your clients focused on specific days or weekends boosts the sense of urgency, and compels them to make and keep their appointments.

• Treatment times should be brief, limited to 25 minutes or less, and the cost of the treatment should be minimal. • We recommend that seasonal showcase events debut at the beginning of the season. By doing so, you will draw on the excitement of the new season. • You will be busy doing mini-treatments and may need help with rebooking, selling retail and welcoming the next guest. If you are the sole service provider (single room esthetician) or work for yourself, you may want to hire a friend or family member to help you out during your event. Remember that you can’t do it all. Ask for help! • Treatment costs should be minimal. Focus on growing your client base, retailing and rebooking.

Winter seasonal showcase As previously mentioned, winter is a perfect time to promote your business by hosting a showcase peel party. Introduce your clients to your services by taking advantage of the natural draw to sensory seasonal items during the winter months. For inspiration, look at popular candle companies and coffee shops that do this well. Offering these seasonal services enables you to shake up your service menu and attract new clients. Limiting these services to specific months drives up demand. Seasonal services may include fruits such as pomegranate and orange-berry enzymes, followed by fragrant wintermint or goji berry hydrating masks. Have fun with your treatment room and lobby! Don’t be afraid to decorate for the holidays to create a holly jolly atmosphere for your clients. Focus retail sales on winter weather items, such as creamy cleansers, hydrating serums and moisturizers to combat winter weathered skin. Creating unique gift sets is another way to boost retail sales, so get creative with your top selling items and highlight a “Best of (your business name here)” holiday gift set. Post-holiday blues are quickly forgotten as springtime approaches! Replace your holiday decorations with beautiful spring flowers and bright, cheery colors as you prepare for the upcoming season. continues


skin As the end of summer approaches, it is a great time to promote your acne treatments to boost your teenage clientele. Offer express facials utilizing antioxidant rich enzymes such as blueberry to prepare for extractions. Finish with purifying masks and send the client home with appropriate home care products and instructions to aid in a clear, healthy complexion for the school year.

Fall seasonal showcase

Spring seasonal showcase Spring is a great time to continue the marketing momentum you created during the holidays. For example, Valentine’s Day is the time to introduce raspberries and chocolate treatments, or strawberries and cream treatments. Forty-five percent of women say they prefer to receive spa treatments as a Valentine’s Day gift, so create a gift certificate plan that is creative and easily accessible for purchase (look into online gift certificate purchase options and marketing those gift certificates through an email newsletter). Again, limit the time that these seasonal items are available to drive up demand and get clients in your door. Retailing efforts may be focused on fresh toners, natural sunscreens and lightweight moisturizers. Spring is also a great time to play with new cosmetic options and introduce more colors to your client’s look. As the temperatures rise, so will your retail numbers and client list!

Summer seasonal showcase Light, crisp treatments are ideal for summer. With the warm weather and a higher chance of client sun exposure, be sure to choose seasonal items that are gentle, brightening and softening. Choosing light fruit enzymes such as lemon or coconut are not only seasonally pleasing, but they are great for creating a beautiful “back from vacation glow” in your client’s skin. Create a summer escape atmosphere with ocean sounds and aromatherapy candles. Focus retail efforts on sun protection items and hydrating/soothing mists and moisturizers.

Wrapping it all up Each season brings new opportunities for growth. Execute your plan with ease by preparing for each season in advance. This includes ordering and stocking inventory and backbar, and utilizing the power of social media and other marketing outlets. Remember, word of mouth is your best advertisement. Create an unforgettable experience for each client with your unique skills and creativity! n Dave Waggoner is a licensed massage therapist, esthetician and certified laser technician. He is currently the director of education and public relations at Skin Script Skin Care in Tempe, AZ. Waggoner has experience as both an educator and a practitioner. His educational background includes a bachelor’s degree in teaching and a master’s degree in education. Email him at or visit Candace Valenzuela is a creative spirit with a passion for skin care and the esthetics industry. She enjoys her position in marketing, graphic design and social media at Skin Script Skin Care in Tempe, AZ. Valenzuela’s educational background includes a bachelor’s degree in business administration. Contact her by email at or visit

Page 32 • Les Nouvelles Esthétiques & Spa • November 2013

photo: gosphotodesign/

Rebook your peel clients for seasonal treatments including pumpkin, apples and harvest fruit enzymes. Entice your clients to prebook with you by offering a special price valid for that treatment only.

As the leaves change, so will your treatment options. Sun exposure is less likely in these months, so consider offering glycolic or lactic peels as your showcase this month. Incorporate facial massage into the cleansing portion of this mini-treatment by manipulating the cleanser into the skin using various massage-like movements. This gives the client a good sense of your touch and preps the skin by creating a stimulating “power cleanse” effect. Rebook your peel clients for seasonal treatments including pumpkin, apples and harvest fruit enzymes. Entice your clients to prebook with you by offering a special price valid for that treatment only. By now, you should have a full client contact list, and can begin sending out your holiday cards and winter service promotions!


3-STEP SIMPLICITY The naturally inspired, results focused Smart Skin System from DermaEarth is an age-defying trio that works to both reverse the visible signs of aging and slow down the natural processes that lead to unwanted signs of aging skin developing in the future. The three-step system consists of SugarBerry, a resurfacing cleanser, Peptidal, a cell activating serum and EnLighten, a cell brightening serum. 888.608.SKIN

November 2013 • Les Nouvelles Esthétiques & Spa

SKIN QUENCHER Repêchage Algo MistHydrating Seaweed Facial Spray is a hydrating seaweed facial spray formulated with a unique combination of seaweed concentrate, vitamin C and gingko biloba extract to help eliminate the appearance of fine lines due to air travel, dryness, sun or exposure to cold. It restores pH balance to the skin’s barrier, locking moisture into the skin, says the company. It comes in a great travel size for a carry-on, making it a perfect gift for holiday guests from out of town! 800.248.7546

SMOOTH SOLUTION Get in the holiday spirit with your treatments with the HydroPeptide® Apple Peel AntiWrinkle Perfecting Crystals, which provide a gentle but powerful peel that leaves behind a plumper, smoother and more radiant complexion with no downtime. This festive treatment softens skin and makes fine lines less visible by removing skin’s dull outer layer with a combination of professional microdermabrasion crystals and an exfoliating peptide. Apple stem cells reduce the appearance of wrinkles and further delay aging by protecting the longevity of epidermal stem cells, says the company. 800.932.9873


Bio-Therapeutic welcomes the Platinum Brightening Cream™ to the bT-Ceuticals™ family. It contains the latest in brightening, lightening and peptide technology, including palmitoyl tripeptide-38. The super hydrating cream is perfect for lightening stubborn darker pigmented areas with ingredients to specifically target hyperpigmentation, says the company. 800.971.6438





The Gold Resilience Eye Serum EX from Cosmé Proud is formulated with gold, silver and platinum, making it a great idea for a luxurious gift. The thick, smooth eye cream contains leading quality ingredients that deliver moisture, firmness and resilience to the eye area for lustrous, gleaming skin, says the company. 888.267.6390

SOMETHING FOR EVERYONE Control Corrective Essentials To Go Kits make the perfect holiday gift for any out of town guests this season. Each kit is stocked with a compatible quad of portable products, and each individual container in it contains less than three ounces, allowing it to be easily stowed in a purse or carry-on in accordance with airline regulations. They are ideal for all skin types, and are available in five distinct systems, including: Essential Acne Care Kit, Essential Daily Care Kit, Essential Lift and Tighten Kit, Essential Sensitivity and Redness Kit, and the Essential Sun and Sport Kit. 866.290.4290

PERFECT PACKAGE The Wilma Schumann Anti-Aging Kit contains everything anyone needs for youthful looking skin, packaged in an attractive striped cosmetic tote bag! The Collagen 2000 is a pure collagen serum. The Liposome Eye Contour is an all natural botanically based serum for intensive hydration of the contour around the eyes, face and neck area. The Collagen Booster Pads provide intense, hydrating treatment for the eye contour area with 100 percent pure collagen. The O2 Oxygen Blu is a serum moisturizer saturated with lipids and pure oxygen. 800.440.3032

PREMIUM PROTECTION A great gift for men to retail this holiday season is the Daily Moisturizing Lotion + Sunscreen from TURO Skin™. The lightweight, noncomedogenic formula hydrates the skin while protecting it with broad spectrum UV filters, says the company. It also helps to soothe shaving irritation and improve skin texture. 855.458.2822

Page 34 • Les Nouvelles Esthétiques & Spa • November 2013

Say you saw it in LNE & Spa and circle #149 on reader service card



The Clear BI-LIGHT from Michael Todd True Organics represents a true breakthrough in the treatment of mild to moderately severe inflammatory acne! The Clear BI-LIGHT effectively, safely and painlessly clears and helps prevent blemishes without the potential side effects of antibiotics or harsh chemicals that can cause sensitivity to sunlight and increase redness, irritation, dryness and flakiness of the skin, says the company. The Clear BI-LIGHT uses two types of light therapy that work synergistically to treat acne. Blue light eliminates acne causing bacteria and red light calms the inflammation, two of the major causes of acne breakouts. 772.343.0222


ANTI-AGING PACKAGE The MUVAZI® Renewal Skin Care Set specifically targets the skin’s immune cells, immediately addressing signs of aging. The set features a Foaming Cleanser Toner, Oxygenic Eye Cream, IntraCellular Moisturizer and Hydrating Face Serum. Muvazi products are made with natural ingredients and fruit extracts. The ingredients are clinically proven to reduce the visible signs of aging and create a natural moisture barrier that restores elasticity and a healthy, youthful glow, says the company. 435.563.2727

POTION OF YOUTH The 24 H Filler Cream by Domina Skincare immediately firms and tenses the skin, increasing the elasticity and decreasing the appearance of wrinkles, says the company. The extraordinary capacity of hyaluronic acid microspheres to act as a “molecular sponge” is the key factor of this innovative filler. The spheres re-hydrate on contact with the water in the skin and swell up to 30 times their size in volume to smooth wrinkles from within. 888.998.0722

MEDICAL GRADE SOLUTION The Baxt CosMedical Acne Kit Level 1 easy three-step system is a perfect gift idea for acne sufferers of any age. It includes an Acne Cleanser, Exfoliating Pads, Acne Clearing Gel and an Oil Free Light Moisturizer. The kit is also available in Level II, a stronger version. Rebecca Baxt, M.D., founder of the line, is a board certified dermatologist specializing in both cosmetic and general dermatology for adults and children.

Page 36 • Les Nouvelles Esthétiques & Spa • November 2013

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Say you saw it in LNE & Spa and circle #335 on reader service card




the power of pine

by Gena Flores

THE IMPERVIOUS PINE IS BEST known for getting Christmas shoppers in the holiday spirit, but its roots actually go much deeper than simple decorating. In 1535, French explorer Jacques Cartier and his crew fell ill to scurvy as they explored modern day Canada. The Native Americans took pity on the men and showed them how to make pine needle tea, reversing the effects of scurvy and saving the explorers’ lives. This knowledge was used to help colonists survive the harsh winters as they settled on Plymouth Rock. Later, the pine tree would be put in people’s homes, not only as a symbol of immortality (as they stay green year round), but to combat cold and flu season with the pine’s medicinal properties. The power of pine lies in its ability to adapt to harsh living conditions and pass that adaptogenic characteristic onto living creatures that resourcefully utilize the bark and needles for healing purposes. Members of the pine family contain high levels of vitamins A and C, powerful antimicrobial antioxidants that are rich in enzymes, and have tremendous amounts of the natural sulfur, Methylsulfonylmethane (MSM) to promote

When pine is infused into carrier oils and massaged into the skin, the analgesic properties reduce inflammation and bring oxygenated blood to the injured area.

sic properties reduce inflammation and bring oxygenated blood to the injured area. When added to sauna treatments, pine stimulates the detoxification process and increases perspiration. Pine can be dried and crumbled into salt scrubs, which can be used on the feet or as an entire body treatment. When used as a toner, the antiseptic properties balance the oil levels of the skin to reduce acne. In the relaxation area of your spa, offer clients a natural tea made with ¼ cup

PINE CAN BE USED FOR: Massages Facials Manicures Pedicures Hydrotherapy sessions

of pine needles to 1 cup hot water with agave nectar to sweeten, and tuck the aromatic bundles of pine throughout the spa. Bolsters can be stuffed with dried pine needles with the tips cut off, which will be especially beneficial for your arthritic customers. While the pine is inherently beneficial for most people, there are still cautions that need to be taken. Many people believe they are allergic to pine, when in reality they are allergic to the mold that can grow on the bark when it is not properly dried. For this reason, always know the source of your pine products, especially those that use pine bark. Women that are pregnant or trying to become pregnant should not use pine, as it can overstimulate the body, possibly causing a miscarriage in extreme cases. While most pine is safe, the following three types should never be used in your spa services, as they can be toxic when not extracted properly: Norfolk Island, yew and ponderosa pine. As you are celebrating this winter, incorporate the natural scents of the season into your spa. The powerful pine is a simple remedy when looking to bring an element of nature inside. Clients will appreciate the seasonal enhancement throughout the facility and therapies. n Gena Flores is a licensed esthetician and contributing writer for Les Nouvelles Esthétiques & Spa magazine. She is passionate about mentoring other spa professionals, and volunteers her time as the director of the National Aesthetic Spa Network for the Midwest. She can be reached at

Page 38 • Les Nouvelles Esthétiques & Spa • November 2013

photo: Matka Wariatka/

increased circulation and detoxification of the body. Pine calms the sympathetic nervous system to stimulate mental clarity and energy while simultaneously reducing anxiety and tension. When pine is infused into carrier oils and massaged into the skin, the analge-

Say you saw it in LNE & Spa and circle #285 on reader service card

holiday 2013 gift guide 7 5


8 3




1. Café Au Lait Lotion DERMAWARE 2. Get Lively Body Cream SRANROM 3. PMD Personal Microderm PRO AGE SCIENCES, INC.

4. Rich Body Creme Fragrance Set GET FRESH 5. BODY Reform Home System RHONDA ALLISON 6. Vanilla/Coconut Body Scrub BIO FRANCE LAB

7. Daily Body Scrub BIJA BODY 8. Face & Body Scrub SHIRA ESTHETICS 9. Bath & Shower Gel MYBODY

Page 40 • Les Nouvelles Esthétiques & Spa • November 2013



Deck your spa’s retail shelves with gifts for beauty and wellness...









1 4

1. Rice Body Polish B. KAMINS 2. Black Currant AntiAging Body Wash NATURE PURE 3. Silky Moisturizing Lotion DARPHIN

4. Frankincense Amber & Cedar Candle EVE TAYLOR 5. Cold & Flu Mineral Bath Salt KNEIPP 6. Triple Shot Caramel Coffee Scrub FARMHOUSE FRESH

November 2013 • Les Nouvelles Esthétiques & Spa

7. Power Moist Mask BIODROGA 8. Intense Moisture Formula BIODROGA 9. GEM Pro Portable SAIAN 10. Travel Shave Kit TSA ÊSHAVE • Page 41

holiday 2013 gift guide

10 6





3 4




8 1


1. Hair+Skin+Nails PURE INVENTIONS

6. Botanic Quad Candle VOLCANICA CANDLES

2 & 3. Pedi Sonic Foot Transformation System CLARISONIC

7. Detoxifying Salt Soak CUCCIO NATURALÉ

4. Calm Aromatherapy Personal Mist PLANTLIFE 5. Tattoo CPR SKIN BLENDS

8. The Balm ECO-FIN 9. Secret Santa POO~POURRI 10. Impression System CUSTOM NAIL SOLUTIONS

11. Peptide Infused Nail Color DERMELECT COSMECEUTICALS 12. Karma Hues KARMA ORGANIC 13. Dream Polish ALESSANDRO INTERNATIONAL 14. Holly Berry Hand & Body Lotion OPI

Page 42 • Les Nouvelles Esthétiques & Spa • November 2013


11 5







9 14

4 10






11. Peptide Lift Kit VIKTORIA DEANN

2. Soothing Aftershave PHYTOMER

7. Fragrance Atomizer SEN7

12. Red Velvet Lipstick MINERALOGIE

3. Shave Kit for Men RHONDA ALLISON


13. Ultimate Under Eye Lift SATIN SMOOTH

4. Snappy Brush Wand JANE IREDALE

9. Calming Roll On BON VITAL’

14. True Color for Lips BEAUTY FOR REAL

5. Refillable Compact JANE IREDALE

10. Wisdom Lip Bliss WHAT’S YOUR VIRTUE?

15. Pure Tea Tree Essential Oil BIO FRANCE LAB

November 2013 • Les Nouvelles Esthétiques & Spa • Page 43


peace 2



6 4 5

7 9


1. Vitamin A Pumpkin Cleanse LUV YA SKIN

4. Ultra Hydro Gel GLYMED PLUS

7. HP Pentapeptide Facelift HALE COSMECEUTICALS


5. Cell Plumping Hydrator ELEMENTAL HERBOLOGY

8. Anti-Aging Set LE MIEUX

6. Joy Mist TECNICHE


3. Sparkling Nature Gift Collection DECLÉOR PARIS

Page 44 • Les Nouvelles Esthétiques & Spa • November 2013

holiday 2013 gift guide



5 1 4

1. Sour Cherry Collection ILIKE ORGANIC SKIN CARE

3. Vita Rich Moisturizer SANITAS SKINCARE

2. Skin Perfecting Soufflé LABELLE

4. Perfect Pigmenation 4 Kit YÜM GOURMET SKINCARE

November 2013 • Les Nouvelles Esthétiques & Spa

5. Body Rescue Holiday Gift Set SESHA SKIN THERAPY • Page 45

holiday 2013 gift guide

10 3

11 4






9 2

1. Restorative Tonic Mist JANUARY LABS

5. Triple Fusion Masque MINDFUL MINERALS

9. Aquaporin Hydrating Cream CIRCADIA

2. Intensive Antiwrinkle Moisturizing Serum ELIXIR OF LIFE

6. Get Carded Moisturizer MINDFUL MINERALS

10. Soy Candle PURE PLANT SPA


11. bt-Cocktail BIO-THERAPEUTIC

8. Total Perfection Skin Care Kit JOEY NEW YORK

12. Total Renewal Serum CHRISTINA

3. Wondrous Earth Travel Kit OSSETRA 4. Cleopatra 24k Gold Treatment BIO JOUVANCE

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8 6 3 5

7 9



1. Pinot Blanc Cream D’VINE 2. Essentials Kit INNOVATIVE SKINCARE 3. The Essentials Holiday Gift PCA SKIN

4. Ageless Total Pure Hyaluronic Filler IMAGE SKINCARE 5. Red Wine Concentrate With Noni SKIN FITNESS 6. Facial Infusion OSMOSIS

November 2013 • Les Nouvelles Esthétiques & Spa

7. Spa Collection Brush PHYRIS 8. Spa Collection Ampoules PHYRIS 9. Extra Strength Resurfacing Activator HYDROPEPTIDE • Page 47

STRATEGIES FOR SPA OWNERS Avoiding business burnout


But does it have to be like this? I don’t believe so. Not if you have a plan to help you balance your life—a plan that ensures you don’t burn out, because you are getting the breaks you need to reduce your everyday stress. What strategies can you implement to ensure you don’t end up on the worn out pile?

Strategy 1: Use your time more efficiently There are only 24 hours in each day. No amount of wishing or hoping can create more, so you have to divide that time into segments that provide the best outcome for you. Begin by knowing how much sleep you need to be able to work efficiently. This can be different for each person, so if you need eight hours a day, make sure you get them.

The body does not forgive lost sleep, and actually accrues the debt. Even if you think you are succeeding in getting

If you do not have someone on staff that you can delegate to, you may want to consider outsourcing some of your work. away with less than you need, eventually your body will recall the debt—and down you’ll go. Loss of time with friends and family is another surefire stress builder. Avoid this by setting yourself strict starting

Page 48 • Les Nouvelles Esthétiques & Spa • November 2013

photo: Monkey Business Images/

GROWING A SUCCESSFUL BUSINESS in the beauty industry can involve a lot of stress and hard work. Many spa owners try to divide their time between servicing clients and managing their business, which is why they are often the first to arrive in the morning and the last to leave at night. What inevitably results from this routine is a lack of time to wind down and restore your sense of balance and well-being. Yes, you may be able to handle these long hours for awhile, maybe even a few years, but eventually it catches up with you, and all you can think about is selling your spa to restore your sanity and get some much needed rest!

by finding another break no more than three months down the track. These short breaks are sanity savers, so try to have at least two breaks planned in advance at all times.

Strategy 4: Develop an outside interest

and finishing times for work, and keep your personal time for living your life. So, how do you fit all the work stuff into what’s left? This takes us to our next strategy ...

Strategy 2: Learn how to delegate effectively Notice I use the word “effectively.” Poor delegation can also cause stress, so when you decide to hand over part of your workload to someone else, be sure that you have given them everything they need to do the job well. Start by choosing someone who has the right skills, and then top that off with detailed information and an explanation of the outcomes you want to see. If you do not have someone on staff that you can delegate to, you may want to consider

outsourcing some of your work. Things you can delegate include bookwork, writing salon newsletters or marketing letters, cleaning, stock ordering and display, computerized client marketing, staff training and even some clients, to name just a few. Spa ownership does not equate to doing everything yourself.

Strategy 3: Always have a short holiday planned in advance If you always have something to look forward to, your stress will be reduced enormously. Knowing there is a light at the end of the work tunnel is so important. Start by finding a spot in your calendar that allows you to have a few days away from your business. Follow that up

November 2013 • Les Nouvelles Esthétiques & Spa

Focusing 100 percent of your time on your business might help you to grow at a rapid rate, but it might lead to major burnout just as fast. Find something that you love to do that allows you some me-time. Whether it is exercise, meditation, reading or something else you love, you must incorporate it into your life. Not only will this bring you back into balance, it will actually allow you to function more efficiently for the rest of your day. During the business of the holidays, it is easy to put in long hours and try to maximize each and every client’s request. But remember, by doing this you put your health at risk and jeopardize your business. So to avoid burnout, you need to find time away from your work every day to rest, re-balance and enjoy your life. Make sure you take those short breaks at least quarterly, even if you simply relax at home and don’t go anywhere. Let go of your ego and learn to delegate jobs to others. At first, you may think that nobody except you can do them well enough, but you will soon find out that there are many talented people around you. These people are members of your team, and they will get you through the extra demands of the season and into the next year! n

Pam Stellema is the principal coach and founder of SalonSavy, where she provides specialized industry-based coaching to clients through telephone conversations. Stellema has previously owned and operated several highly successful salons, and specializes in maximizing salon productivity and profits. For more information, visit • Page 49

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photo: Martin Novak/

Recognize that she is not a “fibromyalgia patient.” She is a whole, vital, valuable person who happens to have fibromyalgia.



IMAGINE WAKING UP MOST DAYS IN DEEP, aching pain—from the top of your scalp to the tips of your toenails. Stretching, moving, walking, standing, sitting and even breathing hurts; getting out of bed and making it to work is agony. Once at your desk, you can’t concentrate; you can’t remember where you put that file, you lose an important document on your computer. At the end of the day you can’t find your car, and you barely make it through dinner before collapsing into bed, only to have a restless night. And when you wake up after a full eight hours of sleep, you feel like you’ve been hit by a truck— and it all begins again. This is the life of someone with fibromyalgia, a multifactorial condition that changes the way one feels pain. As the weather gets cooler, many people who live with this condition find that their symptoms worsen, and they may turn to their massage therapists for help.

Multifactorial disorder Specialists have identified four major factors that contribute to fibromyalgia. • Neuroendocrine disruption. This refers to the feedback loop between the structures that work together to form our stress response system. People with fibromyalgia find that their ability to respond to stressors is impaired; they have a tendency to have bigger stress reactions, even to small stressors, and the associated chemical changes linger. • Sleep disorder. Sleep studies of people with fibromyalgia reveal that they get little or no Stage IV sleep, and their sleep cycles tend to be disjointed and unpredictable. This is important, because we secrete growth hor-

mone in Stage IV sleep—the substance that promotes the production of new cells so that we can heal from everyday insult and injury. • Central sensitization. People with fibromyalgia have nervous systems that have become primed to translate any sensation into pain. Imagine having all of your senses amplified to the point that sound, light, smells and textures are overwhelming. This is the experience that many people with the condition describe.

Tender points are hypotonic and locally painful; this distinguishes them from trigger points, which are hypertonic, and refer pain to distant locations. tender points

• Tender points. These are areas in soft tissue that appear in all four quadrants of the body, usually in nine predictable, symmetrical pairs. Tender points are hypotonic and locally painful; this distinguishes them from trigger points, which are hypertonic, and refer pain to distant locations. It is important to know the difference between tender points and trigger points, because they respond to different kinds of bodywork. If we press on a tender point and tell our client to try to breathe through the pain (as we might in treating a trigger point), we will only make her hurt more. continues


November 2013 • Les Nouvelles Esthétiques & Spa • Page 51

spa|fibromyalgia: a mystery demystified

The most commonly reported symptoms include widespread changing pain, stiffness after rest, poor stamina, debilitating fatigue, memory and concentration problems (this is sometimes called “fibro fog”).

of bodywork are usually better received than massage that is more intrusive. This won’t come as a surprise to any experienced massage therapist, but it is always good to be able to point to an evidence base when we are communicating with clients and their health care providers.

“fibro fog”

Symptoms and diagnosis The symptoms of fibromyalgia vary greatly from one person to another; they can even vary from day to day in the same person. The most commonly reported symptoms include widespread changing pain, stiffness after rest, poor stamina, debilitating fatigue, memory and concentration problems (this is sometimes called “fibro fog”), sensitivity amplification, gastrointestinal pain, headaches and tender points. Not surprisingly, anxiety and depression are frequently seen in these patients as well. As you can see from this very wide range of symptoms, fibromyalgia includes symptoms that are characteristic in any number of complex, difficult conditions. Part of getting to a clear diagnosis means ruling out a lot of potentially serious and even scary conditions like MS, lupus, Lyme disease, hypothyroidism and several others. Further, fibromyalgia can easily occur simultaneously with other conditions, making its identification and treatment even more challenging. The most current way to diagnose this condition is more nuanced than the traditional “11 out of 18 active tender points” method. The American College of Rheumatology suggests using two carefully constructed surveys that measure pain and symptom severity.


Recognize their trust We must recognize that a person with fibromyalgia takes a big risk when she makes an appointment for a massage. She trusts the therapist to take her and her pain seriously, even though she has no identifiable signs of a disease. She trusts them not to hurt her, even though other medical professionals may not have understood how delicate she is; and she trusts that when they help her let go of pain, even for just an hour, they will appreciate the person behind the symptoms. In other words, to recognize that she is not a “fibromyalgia patient.” She is a whole, vital, valuable person who happens to have fibromyalgia. That fact can be hard to hold onto when you live in chronic pain, and we can all help our clients remember it. What a gift we have to offer! n *Illustrations by Lily Werner

What can massage do? People with fibromyalgia are typically treated with combinations of counseling and education about a healthy diet, along with medication, exercise and high quality sleep. The medications commonly used for this condition include analgesics, low-doses of antidepressants and mild anti-seizure drugs that interrupt the central sensitization process. The research about massage therapy for fibromyalgia is generally positive. Massage has been shown to reduce pain and improve sleep. Many studies suggest that a multidisciplinary treatment is the most effective, and lighter types

Ruth Werner is a writer and National Certifi­ cation Board for Therapeutic Massage and Bodywork approved provider of continuing education for massage therapists. She wrote A Massage Therapist’s Guide to Pathology, now in its fifth edition. Werner currently serves as president of the Massage Therapy Foundation, a philanthropic organization dedicated to advancing the knowledge and practice of massage therapy by supporting scientific research, education and community service. Contact her at

Page 52 • Les Nouvelles Esthétiques & Spa • November 2013

Salon Synergy in Manheim, PA

Poo~Pourri is the Before-You-Go速 Toilet Spray

that is scientifically Proven

to trap embarrassing bathroom odors

before they begin!

Say you saw it in LNE & Spa and circle #219

Winter body wrap


COOLER TEMPERATURES ARE KNOCKING at the door. Are your clients ready to welcome Old Man Winter? The cold season has its own charm, but many people dread it because it brings along a sizeable list of problems, such as infections, dry skin and seasonal blues, to name a few. If you have clients who don’t take very well to winter, you can help them during this difficult period of transition by prescribing season-specific treatments that help preserve their health and beauty. A winter body wrap is the perfect solution to a wide range of pesky winter problems. Not only does this treatment increase circulation and lymph flow, it also flushes toxins and excess water out from the tissues, resulting in a shapely and well-contoured body. In addition, it offers relief from joint and muscular pain, encouraging better mobility of limbs.

What goes into the winter body wrap? An innovative, aromatherapy-based spa treatment, the winter body wrap combines immune stimulant essential oils with enriching jojoba oil that engulfs the whole body in a warm, comforting cocoon. Heat is used to facilitate complete absorption and deep penetration of essential oils into the skin, muscles and joint tissue, providing instant nourishment to the skin and relaxation to tired muscles. Let us now look at individual ingredients and their therapeutic properties. Jojoba oil: One of nature’s best moisturizers, jojoba oil nourishes and hydrates the skin from deep within and cleanses the pores of all impurities (unlike other oils which often clog the pores). It is easily absorbed and suitable for all skin types.

Sea salt: Sea salts gently exfoliate the skin, removing dirt and dead cells. They also replenish lost minerals from the skin and nourish it with antioxidants, thus restoring its elasticity and youthful glow. Eucalyptus radiata essential oil: A natural antibacterial and antiviral agent, eucalyptus radiata stimulates the immune system and protects the body against infections. Lavender essential oil: One of the most versatile and multi-purpose essential oils, lavender is known to relax and comfort the mind, while its germicidal properties shield the body against disease causing organisms. Grapefruit essential oil: A fresh, feel-good scent, grapefruit is very helpful in alleviating feelings of dullness and depression. It is also a gentle diuretic, which takes care of water retention and edema. Warm compresses are an essential component of the winter body wrap. They comfort the body, and the heat facilitates easy absorption of essential oils. It also helps open the pores for deep cleansing.

How can the winter body wrap help your clients? The winter body wrap is a complete season-specific solution for beauty and health. It is relaxing, balancing and hydrating all at once. The luxurious massage stimulates blood circulation and promotes lymphatic drainage, making your clients feel more energetic and rejuvenated. The combination of oils and sea salt pampers the skin and leaves it soft, smooth and glowing. The best part is that you can customize this treatment to your clients’ individual needs. In short, the winter body wrap makes winter more pleasant and bearable for your clients!

Page 54 • Les Nouvelles Esthétiques & Spa • November 2013

TABLE SETUP: Flat sheet Thermal blanket Plastic sheet 2 body towels 6 hand towels PRODUCTS: Combine these products in a bowl to create a soupy mixture ½ cup sea salt 2 TBS. warm water 3 drops each of lavender, eucalyptus and grapefruit essential oils 2 TBS. jojoba oil


SPECIAL NOTE: • If using a hot towel cabby, first fill a sink with warm water. Add 5 drops of grapefruit essential oil. Soak towels. Wring towels out and put them in cabby. • If using a crock-pot, fill it with warm water. Add 5 drops of grapefruit essential oil. Soak towels. Wring out as needed to compress and remove salt from body. PROCEDURE: 1. Start with client face down. Massage salt mixture into client’s back and back of arms with swift, circular motions. 2. Repeat the same procedure on legs. 3. Turn client over so they are lying face up. 4. Starting with the legs, repeat salt massage and compression movements on front of body (legs, arms, torso and décolleté). continues November 2013 • Les Nouvelles Esthétiques & Spa • Page 55

spa|winter body wrap

Massage client’s scalp, put a couple drops of eucalyptus essential oil on your hands and have them breathe deeply.

The ultimate corrective treatment for uneven, hyperpigmented and photo-damaged skin

C-Oxyzyme Brightening Facial Melding state-of-the-art skin refiners with tried-andtrue change ingredients, this multilayered treatment contains the perfect balance of glycolic, lactic, malic, azelaic and phytic acids; retinol; nontoxic botanical brighteners; super vitamin C; powerful enzymes; hyaluronic acid; minerals and sun protection factors.


Cristina Proano-Carrion has 14 years of experience developing formulas for aromatherapy products for the health, spa and fitness industries. She is the owner and formulator of Aromandina, a complete line of essential oils and aromatherapy products. Proano-Carrion has been a featured speaker at workshops and seminars in North and South America, and has shared her expertise on television and radio.

Say you saw it in LNE & Spa and circle #180 on reader service card

Page 56 • Les Nouvelles Esthétiques & Spa • November 2013



5. Cocoon your client with a solar blanket (as well as a heating blanket if available) so the client stays warm. 6. At this point the client is fully wrapped. Make sure they are comfortable. This is a good time to offer an add on service such as a mini-facial or scalp treatment. Or, you can do a facial and scalp massage for the 20-minute duration of the wrap. 7. Unwrap one leg and remove salts with warm, wet hand towels. Do the same procedure on the other leg. Cover legs with a dry, clean towel to keep them warm. 8. Remove salt from arms, décolleté and stomach. Provide a dry towel to client to cover their torso, and help them sit up to remove salt from their back. 9. When the client is sitting up, roll plastic inward so that salt is tucked in the plastic. Have the client lie back down on the dry towel. 10. Have the client lift up their buttocks and remove plastic from their legs. At this point, the client is resting on a clean, dry towel. 11. Replace top towel with another clean, dry towel. Massage client’s scalp, put a couple drops of eucalyptus essential oil on your hands and have them breathe deeply. n

Say you saw it in LNE & Spa and circle #106




Page 58 • Les Nouvelles Esthétiques & Spa • November 2013

spa WHEN PEOPLE PLAN A SPA ESCAPE, WHETHER FOR a massage, body treatment or a retreat with friends, they are often eager for the necessary break from their day to day routine. Many people still view a trip to the spa as an indulgence, so it is essential that you and your staff consistently create memorable experiences for clients from beginning to end. A wonderful way to remind guests of their visit to your spa is to provide them with a small token of appreciation. This small gift can be an extension of a treatment that they had received or something special that ties into the theme of your spa. With the holidays near, this is a perfect time of year to establish such a program. Consider some of the following ideas.

to them so they could continue to enjoy it at home. This word-of-mouth translates into recommendations for your spa. Just be diligent about entering all customized recipes into your computer database so that other staff members can easily duplicate it. You may also want to think about adding these tailor made scents to other products like hand soaps, body lotions, candles and more. You can sell these items in your retail space, as well as keep some onhand to help celebrate special occasions.

Unforgettable signature treatments Do you offer signature treatments that include seasonal ingredients? If so, this is an excellent opportunity to offer small gifts that capture a component of each service. For example, let’s say that you offer a variety of pomegranate treatments during the fall season. At the end of each pomegranate pedicure, present each guest with a miniature pomegranate body butter or lotion. Just remember that presentation is everything! Place this product in a small red sachet and attach a card. On one side of the card, provide a quick overview of how guests may use this product at home. On the other side, include your spa’s contact information along with a special offer so they may easily order the full retail size of the product. Each season, create some amazing themes that will really “wow” your customers. Addressing the senses, especially the sense of smell, is very powerful, and will have them coming back for more. For best results, contact your vendors to see how they can partner with you. They may have some products already packaged in this fashion that you can order in advance and enjoy great savings.

Tailor-made experiences Instead of presenting the same gift to all of your loyal customers, try to customize them based on the treatments that each client receives each time. For instance, if you offer tailormade aromatherapy oils for your massage therapies, make a little extra when you blend it and place the excess into a small bottle (with your company logo and contact information) so guests can use this personalized mélange at home. They can add some of this oil to a warm bath, apply it to their skin after a long day, or even just keep it nearby for whenever they need an aromatherapy boost. You will find that this special touch is a great marketing tool for your business. After a visit to your spa, guests will describe to their family and friends how a bottle of the oil that was custom blended for their massage was given

Partner with a local chocolatier and have them design some heart-shaped chocolates with your logo on top. Make a lasting impression When planning off-site events for your spa, you may want to create a gift that really helps your business stand out from the crowd. It can be something as simple as a sachet filled with lavender buds along with a gift card. The front of the card should say: “A Gift for You.” On the inside, provide a call to action. For example, invite attendees to come and enjoy a complimentary mini service at your spa. Once they arrive for their treatment, offer them a beverage, take them on a tour, give them a complimentary consultation and, most importantly, provide a wonderful service! Follow up with a handwritten thank you note that is scented with an aroma you used during their treatment. Also, while at events, ask attendees to sign up for your e-newsletter for a chance to win a “spa-prize.” At the end of each event, select a winner and present them with a lovely gift. Take plenty of photos and post them to your website, social media sites, e-newsletter and blog. It may take some time to tackle all of these tasks, but it is an excellent way to keep in touch with possible customers. If your e-newsletter is content rich, recipients will be more apt to share it with their family and friends, which is what you want. The key is to be consistent with your follow-up after events. continues

BY LAURA M. CUMMINS November 2013 • Les Nouvelles Esthétiques & Spa • Page 59


Other special treats To keep things fresh at your business, you may want to design gifts that complement different seasons or inspire you to cross-promote with local businesses. Don’t look at gifts as an unnecessary expense; view them as a cost-effective way to promote your business throughout the year while continuously showing gratitude to your loyal customers. Consider providing some of these other special treats. • FALL FOR US. Put together a little gift box that includes miniature scrubs and lotions with autumn scents. Try to include products that are used in your spa treatments. Wrap each box in seasonal paper and include a bow. Attach a gift card that says “Fall for Us,” and include an offer for a discounted introductory price to one of your seasonal spa treatments. • HOLIDAY MAKEUP TIPS. Generate a postcard that highlights some key makeup tips for the upcoming holiday season. Insert a seasonal lip gloss that you just recently launched into each postcard. Hand them out during your holiday shopping party. • TIP-TOP TOES. Generate a gift tag in the shape of a foot with painted toenails. On the opposite side of the tag, offer a special promotion on your signature pedicure. Attach this card to a pair a pedicure socks. This is such a fun way to promote your pedicure services during the cooler months. • KEEP COZY. Contact a local printer and see if they can produce some mugs with your spa’s logo, tagline and contact information. From there, reach out to local tea companies to see if any are interested in creating a signature tea blend for your spa. Fill each mug with a bag of your customized tea blend along with a tea ball. Wrap in decorative plastic and accent with a gift tag with these words: “Keep Cozy.” If the tea is a hit, you can offer it in your spa lounge and sell it in your retail area. • HAVE A HEART. Partner with a local chocolatier and have them design some heart-shaped chocolates with your logo on top. February is National Heart Month, so you may want to use dark chocolate, as it promotes heart health. Package these sweet treats in a small box or sachet, and hand them out to your clients on Valentine’s Day. • SPRING FORWARD. Do you use certain herbs in your treatments? Do your clients always comment on how great

Laura M. Cummins has over 23 years of experience in the spa industry. She began her career as an esthetician and eventually worked her way up to become a senior educator for a world renowned skin care company. Now the owner of Nine Dotz Consulting, Cummins helps spas and retail businesses with their social media development, marketing and branding strategies. Contact her at

Page 60 • Les Nouvelles Esthétiques & Spa • November 2013

photo: Luis Carlos Jimenez/

At the end of the treatment give each guest a gemstone that corresponds to the chakra point that needs the most balancing.

they smell? If so, help them spring forward with their very own aromatherapy garden! Attach each seed packet to a stick that you can decorate like a flower stem. Then construct a cute bouquet with the different seed packets. Hand these out to clients on the first day of spring. After they are done planting the seeds, they can take the flower stem with the empty seed packet and use it as an herb marker in their garden. As you give the herbs out to your customers, remind them that they are herbs that you use in your spa treatments. • FUN IN THE SUN. Sun protection should be used year round, but during the summer months it is important for your clients to be extra careful, especially since they are spending more time outdoors. Right before summer starts, present your VIP clients with a beach towel (with your spa logo), a trial size sample of sun protection product, plus a list of sun smart tips to help keep their skin healthy and balanced. • MAINTAIN YOUR BALANCE. Do you offer a yoga facial? How about a chakra balancing massage? If so, at the end of the treatment give each guest a gemstone that corresponds to the chakra point that needs the most balancing. Have therapists offer some tips on how they may use it at home to help maintain their balance in between spa treatments. Each time they receive one of these services, try to give them a different stone. • STAY HYDRATED. Do you offer spa water or other refreshing beverages in your lounge? Encourage guests to stay hydrated at home by giving them a recipe card for the beverage you are serving that day. This simple gesture will really impress your guests, and again, they will tell their family and friends about their experience. Be creative with your recipes. For example, if you are offering pomegranate spa treatments during the month of November, you may also want to offer pomegranate infused refreshments. Yum! Talk about refreshing! When it comes to providing your customers with a token of appreciation, be thoughtful about the gift and its presentation. The goal is to present something that reminds them of their experience at your spa. Whether it was a treatment they had received, your excellent customer service or an event that they had attended, it is always so important to go out of your way to make them feel special and valued. n


A LITTLE ZEST Add a little spice to your holiday retail lineup with the Spice It Up Cinnamon Clove soy candle from Molly Muriel. The exotic, aromatic blend is captured in a 7 oz. soy candle. 503.888.1567

November 2013 • Les Nouvelles Esthétiques & Spa

HAPPY HANDS Small packages hold the secret to beautiful hands! The hand creams in the Hand Care Miniature Essentials collection from Jurlique are deeply hydrating, with rich formulas and powerful essential oils, says the company. The collection includes four invigorating scents: rose, lavender, jasmine and citrus. 800.854.1110

SWEET SENSATION The harmonizing Almond Soothing Bath Essence from Dr. Hauschka Skin Care softens and protects the skin with the moisturizing properties of sweet almond essential oil while the senses luxuriate in the soothing scent of almond. The gentle bath is especially beneficial for those with sensitive skin, says the company. 800.247.9907


The Facial and Body Sculpting procedure from Beautiful Image, LLC offers clients a safe alternative to plastic surgery without knives, needles or pain, says the company. Results are immediate, and there is no redness or downtime. Beautiful Image uses a combination of sequenced waveforms, which are conducted through wands, utilizing traditional acupuncture points. The machine works by re-educating the face and body muscles, which in turn causes muscle memory. The Lunch Time Face Lift tones and tightens skin, and diminishes fine lines, wrinkles and creases. The body sculpting procedure helps to tone, tighten, firm and lift the buttocks, legs, hips and tummy. 800.800.0838




Exfoliance Gommage from Enavose is formulated for sensitive skin, as it works to dissolve dead skin cells through the use of enzymes rather than harsh granules. These enzymes also promote cell regeneration to reveal firm and radiant skin, says the company. Supported with bitter almond acid and a soothing flora blend, this renewal gel maintains the skin’s natural moisture barrier and softness as tired skin is nourished. Its gellike texture is exceptionally mild, effectively and gently removing dead cells and comedones, unblocking pores and strengthening the skin’s outermost layer to defend against aggressions and bacteria.

RÉGENIQUE RE-RELEASE DermaMed Solutions is pleased to introduce the Régenique™ medical skin rejuvenation program—an innovative technological development that combines MegaPeel EX® microdermabrasion, ExcellaWave® Ultrasound/E-Stim and dmSkincare products. Régenique is a noninvasive, facial rejuvenating protocol developed for anti-aging, hyperpigmentation, acne and scar management. It is used to exfoliate, reduce inflammation, increase local blood circulation and improve the delivery of skin care products. Régenique is fully customizable. Pre-programmed settings for specific skin conditions prepare the skin for targeted skin care products, says the company. 610.324.4104

REVITALIZING RENEWAL The Cellular Refining Scrub from Valmont, part of the Body Time Control Collection, gently buffs away dead cells to reveal softer, more radiant skin on even the toughest areas of the body—including the heels, knees and elbows, yet it is soft and gentle enough for even the most sensitive skin, says the company. Argan nut powder and rose gently exfoliate, nourish and moisturize skin, leaving a soft, silky texture and radiant glow. 866.411.8256

MOISTURIZING MAGIC Clairvoyant Beauty introduces the Milk & Honey Collection, a line of soothing skin and body care products that keep the complexion feeling velvety smooth and intensely hydrated without irritation, says the company. Featuring a powerhouse combination of therapeutic natural ingredients, each of the products is designed to calm both mind and body while imparting intense levels of moisture to the skin. 888.758.1270

Page 62 • Les Nouvelles Esthétiques & Spa • November 2013

Say you saw it in LNE & Spa and circle #140 on reader service card



Sole Goddess, a new blisterprotection foot balm for the woman who loves fashionable shoes, is a great holiday gift retail item for your spa this holiday season! Sole Goddess comes in a pretty cosmetic box and lipstick tube, and is applied to feet like a lip balm. A girl can put on her highest heels, strappy sandals or favorite flats and walk around comfortably—and blister-free! 773.255.7866

PRETTY PACKAGING ‘Tis the season for Frosted Snowflake Bags from Action Bag! Snowflakes dance all over these frosted, durable plastic bags, which have folded over handles to secure a bundle of holiday goodies. They are available in two sizes for any retail or gift giving need. Complete the look by adding a frosted gift card holder, perfect for holiday promotions. Add your logo to the bag to build your brand! 888.815.5516

YEAR ROUND SMOOTH The Plum Smooth® waxing system by Universal Companies is effective on the legs, bikini area, arms, eyebrows and face. The non-crystallizing resins grip hairs firmly for easy, effective and long-lasting results. Plum Smooth waxes melt at lower temperatures for faster services. All hard and soft waxes in the line contain extra virgin plum seed oil, an antioxidant oil that absorbs quickly to nourish, moisturize and improve skin elasticity, says the company. 800.558.5571

DELIGHTFUL INDULGENCE The Truffle Butter Chocolate Body Balm from b.a.s.k.™ is crafted with a base of antioxidant-rich natural cocoa butter whipped into a silky blend of infused skinsoftening pistachio seed oil, organic coconut cream and Indian kokum. This luscious body balm can be applied to specific dry skin areas that need added moisture protection, skin softening and smoothing, says the company. It is available in the following aromatic flavors: Choco Truffle, Mandarin Truffle and Peppermint Truffle.

Page 64 • Les Nouvelles Esthétiques & Spa • November 2013

business the giving tree by Millie Haynam

THE HOLIDAY SEASON IS A WONderful opportunity for us to give back and share the love. On so many days, we are the recipients of our clients’ loyalty and hard earned money. One way we can give back to them is through something I like to call the “giving tree.” Decorate a small tree with cute little pre-decorated ring boxes that you can find online at any jewelry site. Inside of each,

even taste the difference. Many of my spa treatments come with a complimentary beverage or treat that corresponds to the service. Peppermint patties and peppermint tea accompany my peppermint pedicures; chocolate cherry hot cocoa is offered along with my chocolate covered cherry pedicure; pumpkin spice tea is served to clients receiving my pumpkin pedicure ... you get the drift.


You can also offer free gifts along with the gift cards, like a sample cuticle oil and travel hand cream. Add a few 50 percent discount offers on your retail purchases and gift boxes to get your clients excited.

tuck away a gift for your clients. In the slot where the ring would go, place a folded little piece of paper offering a treatment discount at your spa. Print several types of discounts for your clients. But don’t offer just any random gift. Strategically focus on upsells and add-on services. Offer things like a complimentary spa manicure or pedicure with a massage or facial. Or a free paraffin dip for clients who come in only for a manicure or pedicure. A 15 percent off discount for any service is always welcome. Offer the opportunity for clients to experience an upgrade on their normal services, because let’s face it—if they never experience the upgrade, they really can’t fully understand the benefit. Once they experience the upgrade, they will forever know what they are missing. This small gesture gives them the opportunity to see, feel, smell and

Once your clients have experienced the difference, they are much more likely to say yes to that luxurious spa experience the next time you ask them if they would like to upgrade their service. You can also add in gift certificate specials, like a free $10 gift card with every $50 gift card purchase. You can also offer free gifts along with the gift cards, like a sample cuticle oil and travel hand cream. Add a few 50 percent discount offers on your retail purchases and gift boxes to get your clients excited. Think about what service or treatment it is you are trying to promote in your salon, and make it a little easier for your clients to purchase and experience. The giving tree is up all season until January 1st, but the special gifts should have a very limited timeline, usually from Jan 1st until the end of February or March. This is just enough time to get through a few qui-

November 2013 • Les Nouvelles Esthétiques & Spa

et months while promoting your best services. You might even want to offer a small discount incentive if they prebook that same service again. Everyone that visits the spa—even those who are just buying gift certificates, should be encouraged to take a gift off the tree. In these next few weeks, we will see many more guests treating themselves, either for special holiday events or just as a gift to themselves. Don’t miss the opportunity to give back to your clients and thank them for their loyalty and continued support. I never forget—even for one moment—that without my clients I have no business. n Millie Haynam is a self-avowed “beauty biz lifer” who started her career at 16, traveled the world gaining experience and worked with top educators at events in the industry. She has finally settled in as an industry consultant, marketing segment producer for Nail Talk Radio and blogger for “Adventures of a Probeauty Girl.” Founder of MDBeauty and Wellness, Haynam is dedicated to helping other professionals build their brand. • Page 65




habits of successful spa marketers

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solutions & strategies

SPA MARKETING IS BOTH AN ART AND A SCIENCE. Now more than ever, spa owners and directors must embrace technology and be creative and nimble. Read on to find out how the “best of class spa marketers” are acquiring new clients and securing their loyalty for life.

1. They sell memberships Memberships are the best way to encourage repeat business. “For a small fee upfront, our guests enjoy huge discounts every day,” says Angela Cortright of Spa Gregorie’s. “It keeps them loyal, and contributes to additional services and retail purchases.” “Soulstice Spa’s wellness membership program offers customers an excellent way to make massage therapy a regular habit,” says founder Kayse Gehret. “Members receive special rates and early VIP notification on specials and events.” We are thrilled with our membership program, because we create habits, frequency of visits and loyalty,” says Blanca Caballero of Avant Gard Spa. “Once they sign up for a membership, we are guaranteed a visit every 30 days!”

2. They embrace email “Email blasts generate the most responses for us,” says Kaffee Keldie of Kaffee’s Garden Spa. “A couple times a year—in slow times—I have ‘cut to the bone’ offers that are emailed to clients and advertised with signage at our front desk.” Drew Patrick Salon and G2O and Emerge Spa have great success with Constant Contact® e-newsletters. “We offer educational information and expertise on a variety of wellness topics, rather than trying to sell them ‘the special of the day,’” says Corinne O’Hara with Drew Patrick. But beware of fatiguing your email lists with automated programs. “Many of our clients opted out of getting automated emails—they felt it was enough already,” says Keldie.

3. They utilize marketing software Managing free marketing outlets like email and social media networks requires a significant time investment and expertise

to drive worthwhile results. That is where marketing software options can be a lifesaver. Preston Wynne takes advantage of Demandforce and Locbox. “The promotions we’re doing with Locbox are a great way to beat Groupon at their own game,” says Borgman. Ambience Day Spa takes advantage of the marketing tools available through their service management platform. “We sell gift cards from Facebook, Twitter and our web page,” says King. “Eblasts and newsletters, confirmations, thank yous and surveys.”

Technology aside, there is no substitute for the human element in a spa. “At Drew Patrick, our best marketing strategy is treating each guest as a VIP and providing them with exceptional service and an unforgettable experience ... “ - Corinne O’Hara

4. They generate exciting promotions, events and contests Savvy spa marketers are getting creative with events and contests. “Community-based contests allow us to cross-market with other small businesses and receive press attention,” says Gehret. Spa Gregorie’s ran a Facebook raffle where fans posted about their favorite service for a chance to win a free treatment and two tickets to the Grand Opening VIP party for their new location. “We had over 85 fans post, share and like us,” says Cortright. G2O and Emerge Spa host an annual “spaliday,” partnering with vendors and local restaurants. “We offer 25 percent off gift card purchases and 20 percent off retail purchases,” says Christina Gallardo. Drew Patrick hosts Ladies Night Out events, where women come in groups or alone to enjoy a night of refreshments and surprises. continues


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business|7 habits of successful spa marketers

Spa Gregorie’s is growing a new generation of spa-goers by reaching out to Girl Scout groups, offering free teen skin care clinics.

5. They partner with like-minded businesses Partnering with businesses that share the same type of clients is truly a win-win. One great example is The Setai Spa, partnering with cleansing company Joulebody. “I worked closely with Yvette Rose, founder of Joulebody, to create a partnership where we could share our likeminded ideas about health and wellness with our clients,” says Amanda Wells. “Our treatment director analyzed the Joulebody menu to create a detoxifying experience using ginger, mint and seaweed. We merged our client databases and offered a special price for clients purchasing the Setai Slimming and Toning Therapy and Joulebody Three-Day Spa Cleanse package.”

MARKETING RESOURCES Constant Contact Demandforce HootSuite Locbox Mailchimp North Social Reach Local SpaBoom Vocus

6. They make their clients feel like family Technology aside, there is no substitute for the human element in a spa. “At Drew Patrick, our best marketing strategy is treating each guest as a VIP and providing them with exceptional service and an unforgettable experience, from the time they book their treatments until they walk out the door,” says O’Hara. “There is still superior ROI in delivering great service in person to guests in the spa,” says Borgman. We help the guest immediately feel like a member of our family.”

7. They become an integral part of the community The newly-opened Velvet Beauty Studio in Corona Del Mar, CA has grown business, working closely with the local Chamber of Commerce and schools. Preston Wynne Spa invites local hair stylists, realtors, servers and concierges in for free treatments.

Avant Gard offers their spa facilities for charity events. “If they send out a newsletter to their group that they can spa on a certain day, we will donate 10 percent of gross revenue to their cause,” says Caballero. Spa Gregorie’s is growing a new generation of spa-goers by reaching out to Girl Scout groups, offering free teen skin care clinics.

Conclusion So what’s the moral of this marketing story? Even the smartest marketing tactics are ineffective if you don’t first engage and retain clients inside the spa. Nail your operating strategy and service delivery, then go forth and market! n A special thank you to the following spa directors, owners and marketing directors for sharing their best marketing practices: • Criswell Abel, owner of Velvet Beauty Studio • Peggy Borgman, owner of Preston Wynne Spa • Blanca Caballero, owner of Avant Gard Day Spa • Angela Cortright, owner of Spa Gregorie’s • Christina Gallardo, director of marketing and advertising for G2O Spa and Salon and EMERGE Spa, • Kayse Gehret, owner of Soulstice Spa • Kaffee Keldie, owner of Kaffee’s Garden Spa • Nancy King, owner/spa director of AmBience Day Spa at Barona Resort & Casino • Corinne O’Hara, marketing director of Drew Patrick Spa • Amanda Wells, spa director of The Setai Wall Street

Nancy Griffin is author of the blog and principal of Contento Marketing. Committed to spa industry education and marketing for more than 20 years, Griffin founded the online spa community SpaTrade and SpaExec. Griffin has a master’s degree in hospitality management from Cornell University. She is a founding board member of UC Irvine’s Spa & Hospitality Management Program and the Advanced Spa Therapy Education Certification Council (ASTECC).

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ENGAGING AND ATTRACTING... THE ATTENTION OF YOUR CLIENTS T H E R E TA I L I N G T R E N D S F O R the 2013 holiday season are sure to be unique, focusing on different aspects than in years past. As the last few years have been very challenging, this holiday season will be more about spending money on things that bring about happiness and feelings of health. Each purchase must maximize value, either through eco-packaging, brand loyalty or loyalty rewards for all shopping activity—not just purchasing. The most significant impact on this holiday shopping season will be the “mansumer,” a new breed of male shopper created in part by the bad economy. The rise of the mansumer brings with it a whole new set of changes in advertising, purchase patterns and common marketing practices. We know men shop differently. For them, shopping is functional rather than emotional, and the purpose is to solve a problem and meet a need. An ideal shopping experience for men is about convenience and the ability to make informative decisions. Men do not shop, they buy! We need to ensure that our spa businesses are ready to market to men in this new era. • Create recognition promotions in line with the mansumer’s need for value.

• Price match opportunities on a broader scale. • Don’t say “Can I help you?” Instead, say “Let’s do this.” • Refine messages of simplicity, ease and value. • Ensure that product/service reviews, information and comparisons are included in product and service advertising. • Provide greater access to product availability and store information in online ads. It is important to use social media. It used to be that “location, location, location” was the defining ingredient for business and retail success. Those days are gone. In this era, smart phones, tablets and social sharing determine the way clients shop. Remember, clients are still expecting the best deals, outstanding customer service and consistency. This holiday season represents a new opportunity for spas to respond to the shift in the growth of mobile and social media. Now is the time to connect with clients on a new level, interacting through social media. Our industry has always relied on word of mouth to generate new business and high quality leads. Think of social media as a grander scale of “word of mouth.” continues


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5. Blog We understand the importance of building trust with our clients. Nothing is more vital than winning over clients online! When a potential new client is able to see that you are a person and a team of people, they are more likely to relate to you and trust your business. In addition, blogs are a wonderful tool for a successful SEO.

6. Search engine optimization Search engine optimization, commonly referred to as “SEO,” refers to the process of getting traffic from listings of search engines. All major search engines are linked with these. The best part is that they are free. When local listings are shown, they are ranked according to whatever the search engine considers most relevant. It is worthwhile to take a crash course in SEO to ensure that your spa business appears when potential clients start researching spa services and retail products.

1. Smartphones

7. Social media sharing

Do not underestimate clients’ likelihood of researching your spa on their mobile phones and tablets before, during or after their actual visit. Think about signing up for PayPal Here™ to take mobile credit card payments. This allows your spa to appear in the local listings for over 100 million global PayPal users.

Try adding links with your main social media sites. This enables clients to easily follow and engage with your business on multiple levels. If your spa’s Facebook page is one click away from the official website, clients are more likely to click on your link to get a better idea of what your spa has to offer. Consider pairing “social sharing buttons” with your most popular products, services and blog posts; this is an amazing way to start sharing and increasing your profits. Word of mouth is still the best way to increase your revenue, particularly when those words have an audience upscaled by social media. Never underestimate the fact that deep client relationships—not simply purchases—will always be the winner! Spa businesses that develop touchpoints to engage the clients will always create and build relationships, enabling them to ultimately outperform those who do not. The key to ongoing success is the ability to correctly address clients’ needs and customize services and products. Outstanding customer service will always be a requirement for continuing growth, longevity and ultimate success. n

2. Post on Facebook, Pinterest and Instagram Facebook is already everywhere, so it’s naturally a great place for spa businesses. Interact with your clients, share services, promotions and retail products, and educate clients on the importance of what you have to offer. Try setting up a schedule for all your posts one week in advance; therefore you can plan accordingly. There are even apps that will automatically “publish your posts” for you—just make sure that you reply when clients respond!

3. Communicate with Twitter Twitter makes communication extremely easy. Many clients turn to Twitter frequently to ask questions, express complaints and share information. This, in turn, can lead to new client leads. In addition, Twitter feeds can be linked with Facebook; therefore you are quite likely to appear regularly in your followers’ newsfeeds.

4. List with local online directories If you perform Ayuredic treatments in St.Peters­burg, FL, make sure your business appears when online searchers google “Ayurveda in St. Petersburg, Florida.” Ideally, you should list your spa business in several local business directories.

Goldie Bonnell has more than 20 years of experience in the skin care and wellness industries. She has designed programs and client treatments for many spas. Bonnell has been involved in the building of training centers for The International Dermal Institute and Dermalogica. Teaching is Bonnell’s passion, and she has been a featured speaker on numerous topics at industry trade shows throughout the U.S. and Germany.

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Many clients turn to Twitter frequently to ask questions, express complaints and share information.

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BOOST SALES WITH AN INTERNAL MARKETING CAMPAIGN LET’S BE HONEST. WHILE IT WAS ONCE acceptable to find an orange in your stocking, unless your clients’ loved ones suffer from scurvy, chances are they’re looking to find a slightly more upscale gift to pamper those closest to them, and perhaps even themselves. If you haven’t already, now is the time to begin your festivity-filled seasonal campaign. How do you maximize your sales during the time of year when you are inundated with radio, television and newspaper marketing messages, in addition to both postal and virtual mail? Your strongest campaign efforts should be marketed to the clients you already have. It’s often easier, not to mention cheaper, to do so. That’s not to say that you should leave out external marketing, but start internally. Here are 10 simple ideas to boost your holiday sales. Hold a “refer-a-friend” special amongst your existing client base. A referral card is an easy way to track which clients are driving business back to you. Make it clear that for every new client referral you receive, your existing clients get an established dollar amount off their next service to redeem after the holidays.



Get more clients in the door to purchase retail items (or gift certificates). Host a client holiday appreciation party, including wine and light appetizers. Have each client bring a friend, and offer special deals on both products and services for that night only. For example, market with this headline: “Get a head start on your holiday shopping! For every massage gift certificate purchased tonight, receive a free manicure for yourself!” Remind clients that you are their one-stopshop for holiday gift-giving. The earlier in the holiday season you extend these offers, the better. Make sure your website’s homepage has a specific, holiday-themed message. Again, the homepage is key. Don’t bury your call to action. Have a graphic with a link to your holiday gift items where clients can make online transactions. Once potential clients make the click, be sure they’re taken to a custom holiday page offering seasonal packages. Anything from a candy cane pedicure to a festival-of-lights glowing complexion facial will show your spirited side. Get creative. continues




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business|invitation to engage with your guests


Post a “Do your holiday shopping with us!” sign in your reception area. If your checkout area is separated from your entrance reception, be sure to have a sign at both locations for clients to see when they enter and exit. Your receptionist should have an abundance of gift certificates available for sale at all times. While you’re at it, be sure to include the same messaging on your outdoor signage as well, if possible.



Email marketing is key. All of the above mentioned specials and promotions should be included in your email marketing messaging! While there are many options available, some allow for easy tracking and list management, allowing you to segment your offers for female clients from those of your male clients, thereby promoting options to the relevant potential clients. General holiday reminders are great, but be sure to make it easy for your readers to purchase gift certificates to your facility online. Have a clear call to action, such as a button with big bold words: BUY GIFT CERTIFICATES NOW! If it is too difficult for visitors to the site to figure out how to act and make the purchase, you’ll lose the sale. If you can afford it, send direct mail. Reach out to your existing clients with a customized holiday card from your entire staff. Include a coupon to be redeemed either during the holidays for gift giving specials or after the holidays once you slow down. If the coupon is for a post-holiday retreat, request that the appointment be made by the end of the current year. Be sure to promote all of your current holiday deals and events on your social media channels. You should be growing your social media following year-round, or else this will not work. Engage your audience with holiday specials, invitations to client-only events and beauty maintenance tips for staying rested, reducing stress and keeping a clean, clear complexion during the holiday. You know your target audience best, so tailor your messages accordingly. n


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Mara Shorr is the vice president of marketing and business development for The Best Medical Business Solutions, a Florida-based company helping esthetic and cosmetic medical practices and spas with the financial, operational and administrative health of their business. She is a Level II and III certified esthetic consultant, utilizing knowledge and experience to help clients achieve their potential. Shorr is a national speaker, and can be contacted at

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photo: Vitaly Korovin/


Customize your on-hold messaging to include all of the holiday specials you are currently offering. Don’t ever assume that your regular clients know your specials by heart; or that they even know all of the services you provide. They could be calling for their regular Botox appointment and realize that they can complete their shopping with you at the same time. Utilize your appointment reminder software. Let’s face it, we’re all busier than normal in November and December. Don’t let a missed appointment occur because of forgetfulness. Make sure you have updated contact information for every patient or client that walks through your door, including a cell phone number and email address so the software can assist you and your staff with appointment reminders via email, voicemail and text messaging. Offer a “Pamper Yourself” promotion. During hectic times, we all forget to pamper ourselves, and often we think we should be checking things off our list rather than taking time for ourselves. Remind your clients how important it is to look and feel their best during the holiday season. With holiday party attire baring more skin than office wear and family photographs that will last a lifetime, remind your clients why they want to look their best—and how to do it during this peak period.

by Lyn Ross

photo: Kzenon/

making the most | business of the season

THE HOLIDAY SEASON IS A WONderful time to connect with clients, enjoy holiday parties with co-workers and give back to your community. It is also a financially beneficial time, and if planned correctly, this season can give your spa a revenue jump before the New Year. While retailers traditionally unveiled their holiday inventory after Thanksgiving, the holiday season is now beginning earlier and earlier. Some of your more prepared clients will begin gathering gifts for friends, family, party guests and hosts in early November, so it is wise to have your holiday retail available for purchase to ensure you don’t miss out on any sales. Spas stand to make a significant amount of their yearly profit during the holiday season, and it is in every business owner’s best interest to plan in order to make the most out of the busy shopping season. Preparation is the key to holiday success, so carefully consider all aspects of your sale necessities. Train your front desk coordinators and technicians, and preorder necessities like tissue paper and gift bags. The more you plan, the less room there is for error and stress, and thus the more likely you are to profit this holiday season. Also, create the feeling of the holidays inside your salon, and get your clients relaxed and in the mood to shop by offering spiced teas and lighting holiday scented candles. These small touches can go a long way toward getting your clients in the holiday spirit. Once you have the holiday feeling in your spa or salon, consider imple-

menting these tips to boost revenue and give your clients what they want this season.

Gift certificate promotion Spa gift certificates are always a popular stocking stuffer and gift idea. Offer gift cards for a dollar amount instead of for a specific treatment. This gives the recipient the opportunity to customize their own service. At my spa, we have found that offering a complimentary

two birds with one stone by providing them with an array of boutique items and gift baskets to purchase. Jewelry adds holiday sparkle, especially if you only have a few special pieces. This makes a wonderful gift for a party hostess, friend or family member. The boutique shopping experience makes the client feel like they are getting something that is one-of-a-kind.

Avoid clutter at all costs, and create the illusion of scarcity by only displaying a few of each item.

additional monetary amount onto the card has caused a tremendous boost in sales. For instance, when clients purchase a $150 gift card, they receive an additional $50 as a bonus. Clients love this offer, especially husbands in need of a great gift for their wives. Some clients even splurge and purchase gift cards for themselves with this deal.

Retail sales There is nothing more important in retail than how you display your merchandise. Always keep in mind the number of items you are displaying and the décor around the merchandise. Avoid clutter at all costs, and create the illusion of scarcity by only displaying a few of each item. Your clients are likely scheduling appointments and getting themselves pampered in preparation for holiday parties, so help them skip the mall and kill

November 2013 • Les Nouvelles Esthétiques & Spa

Body care products and cosmetics are always a hit as holiday gifts. Try to bundle your body or skin care products with special packaging in a creative way. Clearly, your clients are interested in their health and beauty, and will love gift wrapped baskets that are easy to purchase and require no additional work. This is also a great way to crosssell merchandise. For instance, combine eye creams and eye shadows as a mini basket or a moisturizer with a mineral makeup foundation. You can even allow clients to mix and match certain products to be made into a customizable beauty or “spa at home” gift basket. Remember to arrange some smaller merchandise (think lip gloss or hand lotions) close to the registers so it’s easy for clients to pick up impulse items for small gifts or stocking stuffers. continues • Page 77

business|making the most of the season Treatment specials Offer special holiday packages instead of monetary discounts off of treatments. During the holiday season, people want to look their best for company parties, family gatherings and get-togethers with friends. Winter weather causes clients to experience dry skin and holiday planning can cause stress, so consider introducing treatments to alleviate these problems. For instance, offer a hydrating facial with a free add-on microdermabrasion for smooth, glowing skin with no downtime. Add a foot massage onto a facial treatment to induce a state of relaxation for the stressed out shoppers. Express or flash peels are perfect ways to achieve glowing skin for those clients that don’t have time to spare for a full treatment. Customize the peel to the client’s skin type, and give them a treatment they will love in less than 30 minutes. Makeup applications are a great way to sell your retail products to clients, but it is always a wonderful add-on service

to beautify your clients for their holiday events. Create a lookbook with a selection of holiday event makeup ideas for your clients to flip through. Be sure to point out which products you are using so they can purchase them to create the same look at home!

Marketing Market your promotions to your existing client base through an email campaign, and be sure to place posters and point of sale signs around the spa to advertise your promotions. Strategically place them at the front door, in waiting rooms, dressing rooms and at the front desk. The holiday season is also an opportunity to reward loyal clients. Consider writing a letter to your top clients thanking them for their patronage, and include a thank you gift certificate or offer a complimentary service that you know they love or want to try. Boost sales by helping clients with gift ideas and indulge your passion by

offering solutions to those winter skin issues. Take full advantage of this profitable time of year as you are deciding which specials and promotions to offer this holiday season! n

Lyn Ross is a licensed master esthetics educator, a recognized leader in the professional skin care industry and the founder of Institut’ DERMed. With more than 25 years of in-clinic esthetic experience, Ross is dedicated to sharing her knowledge with licensed esthetics professionals. A true medical spa pioneer, Ross has written numerous articles, authored chapters in textbooks and appeared on radio and television shows highlighting professional skin care.

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877.760.6677 m

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skin care


The power of Mother Nature Whether we look to the gravitational force of water that allows a single hydroelectric dam to power an entire region, the new breed of solar panels being used in just about every kind of application (from vehicles to hand held consumer devices), or new high tech wind turbines that are estimated to power our entire world in the coming decades, it is apparent that our future relies on understanding and harnessing what has been available to us from the very beginning. Does that mean that our historical efforts have been in vain? Absolutely not! If it were not for the ambitious, creative nature of mankind, we would not understand the power that surrounds us each and every day, nor would we have the technology and ability to realize this power. And today, we are still merely only “scratching the surface” of our potential.

The power of the human body The power of skin care and medicine is not so different from that of Mother Nature. While we have created a plethora of amazing ideas, tools, medications and technologies, we have grossly neglected the power of the human body itself. The human body, as the rest of nature, is truly amazing, beautiful and complex. While some medications, procedures and technologies are successful with their targeted objective, they are rarely without significant side effects, which in turn require more medications and procedures in an attempt to “normalize” the body. The challenge here is that science “knows” enough to be dangerous, but not enough to understand how to return balance to the human body at this stage of the game.

Invasive evolution In the world of skin care and age management, our culture briefly paused with non-invasive technology in the late 1970s and early 1980s. However, we quickly sprinted forward to seemingly modern invasive procedures that included traditional dermabrasion, laser resurfacing, medical grade chemical peels and radiofrequency, all coming with the promise of a quick fix and final solution. Although their objective was clear and ambitious, the result was decades of trial and error that have led us to where we are today. While the modalities and procedures have evolved immensely over the decades, the most important aspect of this evolution is our view of when and how to implement. We now know that invasive technology and procedures come with risk. They are not healthy to the human body, as they work by creating controlled damage to skin and tissue. These services are generally reserved for those who have exhausted their efforts with traditional skin care, specifically the use of all noninvasive technology available—LED, microcurrent, oxygen infusion and wet/dry microdermabrasion. We also understand that when it is time to cross this threshold, we must continue to responsibly combine or layer the technologies from both the invasive and noninvasive families, as this is vital in order to sustain maximum cellular well-being, beautiful skin and the infrastructure that we as skin therapists recognize.

Champion the body Invasive procedures and technologies bombard, break down and create controlled damage to the skin and tissue, with the hopes of the body repairing and regenerating a better outcome. The entire process—starting with the infliction of the trauma— can go on for the better part of six months, depending on the procedure. Well studied and strategically designed non-invasive technologies do no damage at all. In fact, they do the opposite. They upregulate the body’s natural ability to create more cellular energy in the form of adenosine triphosphate (ATP).

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photo: Yuri Samsonov/

SINCE THE BEGINNING OF TIME, MANKIND HAS looked beyond the basics of nature for the way forward. As a result, an amazing world of intelligent sophistication has evolved. However, through this educational journey we have come to realize that nature itself is our future: light, water, air and frequency.


Cellular energy ATP is the only source of fuel for the human body, and it is required for all cellular functions in life, including younger looking skin, repair and regeneration. Aging, to a large degree, is dependent on how much ATP our bodies can produce and how fast they can produce it. At the age of 20 years and younger, we have an abundance of ATP, which allows our bodies to grow strong and healthy. Because of this, any damage or incoming “attackers” can quickly be mitigated and regenerated. As we grow older, our ability to manufacture ATP dwindles. Studies indicate that by the time that we are 60, our ATP levels will be less than half of what they were at age 20. While the world around us continues to move forward, so too does the damage of incoming cellular attackers. With a limited supply of energy to mitigate and regenerate, we end up with a buildup of damage that is realized in the form of age. Up to 90 percent of the ATP used by the human body is manufactured in the mitochondria of the cell. With this in mind, forward thinking technology and product manufacturers are “all in” when it comes to anything that can befriend and enhance the performance of the mitochondria. The manufacturing process of ATP is quite complex, however. In short, it requires three primary components—oxygen, essential fatty acids and an energy source.

Oxygen and ATP Oxygen infusion is a technology that can take the ambient air, consisting of approximately 20 percent oxygen and 80 percent nitrogen, segregate the two elements and capture up to 94 percent purified oxygen. The application of this purified oxygen to the skin with different accessories significantly increases cellular respiration and the available level of oxygen for the mitochondria. Because the manufacture of ATP is an aerobic process (requires oxygen), a higher level of purified oxygen available to the mitochondria allows it to November 2013 • Les Nouvelles Esthétiques & Spa

MICROCURRENT AND LED ARE TWO ENERGIZING TECHNOLOGIES THAT HAVE AN UNCANNY ABILITY TO WORK IN HARMONY WITH THE HUMAN BODY, AND SPECIFICALLY THE MITOCHONDRIA. function more effectively. In addition to oxygen technology, there are very new cutting edge ingredients that aspire to achieve the same objective with regard to increasing cellular respiration. Mitostime and Vitacell are two such ingredients that have very impressive clinical studies, which show their ability to increase oxygen availability to the mitochondria, and in turn a measurable increase in ATP production.

Microcurrent and ATP Microcurrent and LED are two energizing technologies that have an uncanny ability to work in harmony with the human body, and specifically the mitochondria. The normal energy source of the mitochondria derived from food, liquid and supplement intake is broken down and processed for use by the mitochondria. Specific patented frequencies, wave shapes and low levels of microcurrent have proven to have the ability to permeate the cell membrane and create a proton gradient across the mitochondria. It is essentially allowing it to “plug in.” Because this outside source of energy is friendly to the human body, it is received and used as its own. The result of this turbo blast of bio energy is an uptick in ATP synthesis to the tune of 500 percent, making this patented technology the most powerful in the world when it comes to enhancing the body’s ability to synthesize cellular energy. When it comes to microcurrent, a little is continues • Page 81

business|the elements of skin care


LED is similar to microcurrent in that it is able to energize the mitochondria. With red light 640 nm, the appropriate strength of energy (lights and power of lights), combined with the correct frequency (flickering), LED can power the mitochondria and influence its ability to upregulate the level of ATP. With LED, ATP benefits can be seen in the skin color, texture and eventual increase in collagen and elastin synthesis. Although the objective of LED is very similar to that of microcurrent, the discipline used to accomplish the objectives for each of these is very unique, making them both applicable technologies to be used in a single service.

Liquid/dry microdermabrasion and ATP

David Suzuki, president of BioTherapeutic, Inc., has been an active licensed member of the esthetics industry for more than 18 years. He is an authority on technology and regulatory issues, including FDA submission and acquisition. Suzuki serves as an advisor to institutions and state boards, writes for numerous industry publications and journals and conducts educational seminars and classes. Email him at or visit

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photo courtesy of Bio-Therapeutic

terrific and too much is devastating. Studies indicate that less than 300Ua (micro amperes) is the most productive range of stimulation. More than 300Ua actually does the opposite and reduces mitochondria activity. Higher levels of ATP synthesis created via microcurrent have been proven to increase blood circulation, collagen production and elastin production. Furthermore, when we physically manipulate the muscles of the face into shorter and longer positions, the higher doses of localized ATP stores allow for the muscles to stay in these new positions for a longer period of time. This is commonly referred to as muscle re-education. Because the depth of patented microcurrent penetration can be precisely controlled, it is also the most strategic tool in skin care for targeted specific iontophoresis. This is vitally important when focusing on highly active ingredients, as it can increase their penetration capability by as much as five times. Ergothioniene is a cutting-edge new ingredient that comes from mushrooms, and it has an uncanny ability to migrate into the mitochondria, bringing essential fatty acids along with it. The use of this ingredient with microcurrent greatly intensifies the migration efforts, making more EFAs available to the mitochondria.

Offering an aqueous/dry microdermabrasion is the next generation of exfoliation. The process is just as it sounds, applying strategic topical solutions to the surface of the skin and using a closed loop microdermabrasion system with a diamond encrusted tip to precisely exfoliate the skin while simultaneously vacuuming up the abraded debris. The result is perfectly smooth, hydrated skin. How relevant is this to ATP and the mitochondria? It is very relevant, due to the fact that the stratum corneum is a nonliving protector of the skin and body. It is nonconductive, and inhibits product penetration, cellular respiration and LED light energy. Therefore, removing as much of the stratum corneum as possible before layering other technologies is a must. As a result of our evolution and understanding of the human body, more than half of licensed physicians now prescribe natural supplements as an alternative to traditional pharmaceutical prescriptions. And this number is growing rapidly. As we look to the future, we must look to the human body, as the most powerful solutions to a younger, healthier body lie within its mastery. Although the world of skin care only scratches the surface, we know that championing and respecting the human body is the way forward. The use of technologies that are true to this objective is where and how we need to focus our energy as forward thinking skin therapists. n

by Dori Soukup

business| top 10 gift card strategies GIFT CARDS ARE ONE OF THE most popular gift purchases among consumers. According to a National Retail Fed­ eration survey, about 81 percent of American adults will purchase at least one gift card during the holiday season. This makes gift cards one of the

1. Teams view gift card clients as unqualified clients. They don’t believe that they are spa goers; therefore, they pre-judge them and don’t attempt to convert them into lifetime clients. 2. Spa staff does not attempt to upgrade them or recommend that they buy home care products.

photo: Andresr/

The last thing your receptionist should say prior to completing the checkout process is: “Are there any birthdays, anniversaries or special occasions for someone in your life who would love to have a spa gift card?”

most popular holiday presents of all! According to Shopatron, an e-commerce platform, studies indicate that a shopper using a gift card to make a purchase will likely spend 40 percent more than the value of the card. Also, 41 percent of gift card recipients will visit a new store because of a gift card, and 72 percent of gift card recipients make a return trip to the store. This is great news for all spas and salons! Within the spa and salon industry, gift card sales should represent a large portion of the revenue. It’s an easy revenue stream to maximize if it is positioned, marketed and managed properly. However most of the time, we come across the following challenges:

3. The spa owner uses the funds from gift card sales to manage their financials prior to gift card redemption. 4. The spa or salon attempts to sell gift cards mainly during special calendar months such as Valentine’s Day, Mother’s Day and the winter holiday season instead of focusing on gift card sales throughout the entire year. Find out how to elevate your success with gift card sales and avoid costly mistakes.

10 gift card success strategies 1. GIFT CARD FUNDS MANAGEMENT Open a separate account for gift card sales. Gift card sales should only count

November 2013 • Les Nouvelles Esthétiques & Spa

as a sale when the guest redeems the card. This will help you avoid the practice of borrowing from Peter to pay Paul. Improper accounting can get out of hand very quickly, ultimately putting your business at financial risk. 2. MAXIMIZE GIFT CARD REVENUE WITH RETAIL Create gift card offers that include retail products. Maximize revenue by offering retail options with gift card sales. This will enhance gift giving, increase your retail sales and boost the size of each gift card transaction. 3. ONLINE GIFT CARD SALES Make a big splash about gift card giving on your website. This is often a missed opportunity. Place a gift card offer on each page of your website, not just the home page. Make it enticing and easy for consumers to purchase gift cards. continues • Page 83

business|top 10

more money. A gift card client should be celebrated. As mentioned above, gift card clients spend more than the value of the gift, and then they come back and spend more. Everyone benefits from their visit! 9. KEEP IT LEGAL Know your state’s laws regarding gift card expiration dates so you don’t get into a legal mess. Be flexible with your redemption guidelines. You don’t want to win the battle but lose the war. redeem the card, it limits the potential for future sales, due to the fact that the person who purchased the gift card for them will not purchase another one. Have a system in place to contact the

Know your state’s laws regarding gift card expiration dates so you don’t get into a legal mess. Be flexible with your redemption guidelines. You don’t want to win the battle but lose the war.

birthdays, anniversaries or special occasions for someone in your life who would love to have a spa gift card?” This simple question will remind many of your clients to take action and purchase a gift card now. 5. PERFORMANCE EXPECTATIONS AND REWARDS Set performance targets and offer a reward program for your reception team to promote gift card sales. This will motivate them to make gift card suggestions, ultimately increasing your revenue. 6. ENCOURAGE PEOPLE TO USE THEIR GIFT CARDS Don’t think that it’s a good thing when recipients of the gift cards do not use them—it is not. You are losing the opportunity to turn them into a repeat client. Also, if gift card holders do not

gift card recipient to encourage them to reserve an appointment and turn them into a client. 7. COMBINE A GIFT CARD OFFER WITH A CHARITABLE ORGANIZATION Many spas receive requests for donations to charitable organizations. Normally spas donate a gift of some sort. Instead, give $10 gift cards to all attendees, include your menu with the card and an invitation to visit your spa. This will provide major exposure for your spa and help you generate many new clients, leading to more revenue. 8. DELIVER A GREAT GUEST EXPERIENCE Teach your team how to treat a first time gift card user. Show them the potential of this new client and how they can earn

10. BUYERS INFO Currently, most spas focus on obtaining the information of the person who is receiving the gift card. That is the norm. However, if you take the time to obtain the complete info of the person who is buying the card (such as name, email address and phone number), you will be able to segment this person in your database and send specific marketing messages, so they will buy your gift cards over and over again. Get serious about your gift card revenue stream and get ready to experience exponential growth! n

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

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photo: Charles Brutlag/

4. TEAM GENERATED SALES Train the reception team on how to promote gift cards. The last thing your receptionist should say prior to completing the checkout process is: “Are there any

Say you saw it in LNE & Spa and circle #294 on reader service card


STAND OUT FOR MAKING YOUR MARK ANYONE WHO KNOWS ME KNOWS THAT I LOVE to stand out! As a serial entrepreneur who has built businesses in several industries, I have learned that in order to be successful, you have to stand out from the pack. In business terms, it’s called a point of difference. In the salon, spa and med spa industries, a point of difference is vital because so many of these businesses offer the same services. A quick Internet search of providers in your zip code is all it takes to confirm that competition is fierce! Whether you work in a spa, med spa, salon or other beauty/skin care business, I’m sure you are not the only game in town. Check these other providers out on their web pages and social media sites to see what they are offering, and how they’re presenting their services. You will need to do this research in order to gain insight into the marketplace. Once you do this, you can figure out what sets you apart and makes you special, and what will make you stand out for success!

Determining your point of difference As an owner of med spas in Texas and Arizona, I can tell you that our main point of difference in these businesses is that our providers are also educators who teach cosmetic laser and medical esthetic procedures to professionals of varying backgrounds. While your business may not double as an educational facility, you can still highlight your expertise (or the expertise of your staff). For example, do you have extensive industry experience? Have you received advanced training in certain procedures? Do you have a specialty service that clients rave about? Do you offer laser treatments with the most advanced cosmetic laser devices? Start brainstorming and taking notes. Your point of difference must show potential clients why it benefits them to see you instead of one of the many other providers available. Let’s take a look at some examples that can inspire you to create your unique business identity: • Highlight your specialty. One example of playing up a specialty is the emergence of hair salons that offer blowouts—


and nothing else. This concept has been extremely successful because it caters to women on the go who want to look polished without spending all day in a salon. By offering a popular service at an affordable price, blow dry bars have become a multi-million dollar player in the beauty industry. Other successful businesses that have used this model are spas that specialize in waxing or weight loss. • Offer clients an ongoing experience. In SpaFinder’s 2012 report of global spa trends, a new way of looking at treatments has emerged. The concept is centered around the premise of coaching as it relates to your industry. “Beauty coaching,” or even something as specialized as “eyebrow coaching,” can help you offer a personalized approach to common services. According to SpaFinder’s report, this idea is becoming popular. This is because when clients visit a coach, they will receive a service and also get information about how they can sustain the changes in their day-to-day lives. Educating your clients to help them achieve their goals is a win-win situation. Your clients feel empowered, and you are able to build an ongoing relationship to help your clients make further improvements. • Offer alternative services. Many people are making holistic lifestyle changes, such as following a vegan or glutenfree lifestyle. I call this a lifestyle change instead of a diet because the changes often go beyond what someone eats. If someone is changing their diet for health or moral reasons, they will likely want those changes to take place in other areas of their life. For example, if a client follows a gluten-free diet, she will probably not want a provider to use wheat-based products to treat her skin. Spas and salons that cater to clients by offering services like vegan nail care or gluten-free facials can become go-to spots for clients with certain needs. • Wow clients with personal attention. One way to always set yourself apart is to give amazing customer service. According to the 2012 American Express Global Customer continues


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business|stand out for success

To begin your branding, write a brief mission statement. This isn’t necessarily something you have to share with others word for word, but you’ll need it to ensure that everything you do fits in with the message you are trying to convey.

Service Barometer, only seven percent of consumers said that the customer service they received from companies usually exceeded their expectations. More than 20 percent of consumers felt that companies take their business for granted. This shows that providing great customer service will make you stand out in a customer’s mind.

nore social media sites. Sites like Facebook (social networking) and Twitter (micro-blogging) have become so important for branding and consumer interaction. Depending on the size of your business, you may want to hire a social media consultant or attend a social media workshop. There are also plenty of free resources online to help you get started.

What about price?

Marketing your brand

It’s an age-old question in any consumer business. Should you try to compete on price? The answer is not cut and dry. While a low price may entice clients to try your services, it might not be the best long-term strategy for your salon. First of all, it is extremely tough to offer the lowest prices in town and still turn a profit. Take a look at any “daily deal” site and you’ll see prices that are unbelievable from a consumer standpoint. However, some studies have shown that daily deal shoppers are shopping around for the best deal—not for a long-term service provider.

Whether your brand consists of a company or an individual service provider, there are easy and affordable ways to promote your services. Here are some of my marketing dos and don’ts: Do use guerilla marketing. This type of marketing centers around creative outreach. For example, ask about giving a skin care presentation at a local community meeting. This establishes you as an expert and gives you access to potential clients. Don’t jump on the bandwagon. When all your competitors are doing one thing, don’t join them. For example, if your competitors are offering a half-off sale, you don’t want to offer the same thing. Zig when they zag! Do create creative partnerships. For example, team up with a local clothing boutique to offer gift certificates for a free or discounted service. This is a win-win for both businesses! The boutique gets a great gift to give to customers, and you get exposure to new clients. Do look into television advertising. The cable TV market has given small businesses access to affordable airtime in great time slots. Find out what it would cost to hire a production company to produce a 30-second commercial that conveys your message and highlights your services. Once you have the video produced, you can air it on TV for as little as $100 (depending where you live). Don’t give up! If one idea isn’t working for you, don’t throw in the towel. It will often take a period of trial and error as you develop your recipe for success. n

Branding your business Once you have established your point of difference, you’ll need to create your brand. Entrepreneur Magazine’s Small Business Encyclopedia defines branding as: “The marketing practice of creating a name, symbol or design that identifies and differentiates a product from other products.” To begin your branding, write a brief mission statement. This isn’t necessarily something you have to share with others word for word, but you’ll need it to ensure that everything you do fits in with the message you are trying to convey. Once you have your mission statement, create a logo that reflects your message. This can be done by hiring a graphic designer or using an online logo creator (some websites will let you design a simple logo for free). Once you have your logo, use it on all of your business materials: business cards, website, social media sites, etc. At this stage, if you don’t already have business cards, a website and social media accounts, you need to create them. If you are not a tech person, this may sound intimidating—but it’s not. When it comes to designing a website, there are several programs that can help you create a great site without knowing how to code. However, if you don’t want to take time out of your busy schedule to design the site yourself, you can hire a web designer. You can often find an affordable web designer by looking at community message boards or sites like When it comes to branding in 2013, you simply can’t ig-

Louis Silberman is president and founder of National Laser Institute, the largest cosmetic laser and medical esthetic training center in North America. An expert in medical esthetics, Silberman is a medical spa owner and nationally recognized author, marketing speaker and business consultant. Contact Silberman at 800.982.6817 or

Page 88 • Les Nouvelles Esthétiques & Spa • November 2013

by Patti Biro


rock your spa-li-day retail

reward your guests THE SPA-LI-DAYS ARE ALMOST here! Don’t miss out on the opportunity to maximize your retail sales. Follow these tips to make it the merriest season ever.

Make your list and check it twice Look at your holiday sales from last year. Ask yourself which products, service promotions and retail offers worked the best. The best-sellers go on the “nice” list, and anything that did not perform well should be eliminated from your retail promotions for the coming year. Plan your budget for additional retail purchases and review your current inventory for slow moving items that can be promoted to clear the way for future purchases. Identify any products that may have expiration dates in the next three to six months and make a list of them. These items are excellent for giveaways and holiday promotions. If you don’t use them, you will have inventory that simply goes to waste and costs you money.

photo: Cora Mueller/

Dress for success Do you ever wonder why stores begin to showcase holiday items in August? It is to boost retail sales! Your spa, salon or studio can spread the holiday message with tasteful decorations to set the stage for gift giving. Select decorations that match the theme or décor of your business. Stay holiday “neutral” to welcome guests of all faiths or beliefs. Focus on natu-

ral decorations such as fresh oranges, apples, greenery or cinnamon sticks, combined with natural winter elements such as twigs, flowers, nuts or pinecones. You can create holiday spirit without breaking the bank or potentially making a guest feel uncomfortable.

Create holiday spirit without breaking the bank or potentially making a guest feel uncomfortable.

Good things come in little packages Prepare small “gifts to go.” These should be less expensive items that can be positioned as impulse buys. Wrap them attractively and display them close to your checkout area. Select items that are in the $20 and under range, such as bath salts, soaps, teas, nail polishes or candles. Create a shelf talker that shares the message “gifts to go for busy shoppers.”

Remember the elves Your staff members are the key to your holiday retail success. In addition to your usual commission rates, why not plan some additional spontaneous rewards, such as a gift card for the top selling staff person for the week? The holidays are busy, and remembering to acknowledge

November 2013 • Les Nouvelles Esthétiques & Spa

and reward your staff for the extra effort of helping promote retail sales will make your cash register ring!

Bundle a retail item with a gift certificate Gift card and certificate sales are popular during the holiday season. Give yours a little added sugar and spice by combining a gift certificate with a retail item. Promoting men’s facials? You can create a great gift by combining a gift certificate for the service with a shaving balm or lotion. The recipient will not only have the service—but a little something extra makes this a memorable present. This type of bundling allows you to clear out retail items that have been taking up shelf space, or utilize excess products left over from previous promotions.

Reward your guests Remember that this is a great time to extend a special thank you for a year of support to your fans! Identify your best customers; your spa or salon software can help you identify your customers’ purchases during the last year. You might be surprised by who has spent the most in the last year. Review the products that they have purchased. Once you have identified your “A list,” create a special retail offer for them. If your budget is tight, this is a great way to allocate product samples or award a price reduction to those who are loyal to you throughout the year. continues • Page 89

business Offer special product promotions, as well as bundles or boxed sets for the holiday season. Ask your vendors what they can offer you to boost your selection, pricing and promotions.

Partner with your vendors Many retail product vendors offer special product promotions, as well as bundles or boxed sets for the holiday season. Ask your vendors what they can offer you to boost your selection, pricing and promotions. Remember that this is an opportunity to partner with your vendors and suppliers for your mutual success during the holiday season and end the year with a bang.

A-tisket, a-tasket—let’s create a spa basket! Say you saw it in LNE & Spa and circle #248 on reader service card

Select three to five themes for combination baskets. Tried and true winners are “Spa at Home” or “Winter Travel” baskets. This is the time to get creative by selecting a collection of items to carry out the theme. Decide on your basket prices after you have selected the items for inclusion. Strive to create a selection of basket options, beginning at around $50 and going up in price from there. For example, you might wish to create a “Winter Getaway” package for those taking holiday trips, with travel sizes of retail products combined with other necessities, such as a cute shower cap, sleep mask or other fun items. What constitutes a great basket? The key elements are price, creative packaging, theme and usefulness. All of these elements make for a winning combination.

Take a minute for yourself

Patti Biro is the founder and principal of Patti Biro and Associates, a consulting firm specializing in bringing marketing, special event and retail sizzle to small businesses in the spa, medical spa and wellness arenas. She can be reached at Say you saw it in LNE & Spa and circle #225 on reader service card

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photo: Buida Nikita Yourievich/

Don’t let the hustle and bustle of the holiday season take the fun out of this special season. Manage your stress by giving yourself permission for a little personal indulgence. That might be a few minutes to read a magazine, enjoy a cup of eggnog or just listen to your favorite music. n


BUSINESS SUCCESS Repêchage® introduces the second edition of Success at Your Fingertips: How to Succeed in the Skin Care Business, a comprehensive guide on how to make it one of the fastest growing and hottest industries today. The second edition has been revamped to include new business tips and statistics. 800.248.SKIN 

GIVING FOR A GOOD CAUSE On September 20, 2013, the Style & Beauty Suite at Avalon Hollywood, hosted by Wounded Warrior Project® (WWP) connected some of the biggest names in television with our nation’s wounded service members to provide an assortment of styling, gifting, spa services and beauty treatments. The luxury skin care company ATZEN™ provided treatments from their prestigious spa product line to veterans and their families, as well as celebrities, including Lindsay Arnold (pictured above with ATZEN founder Catherine Atzen) from Dancing With the Stars. The purpose of WWP is to raise awareness and enlist the public’s aid for the needs of injured service members. The objective is to help injured servicemen and women to assist each other, and to provide unique, direct programs and services to them. WWP is a national, nonpartisan organization.


Bio-Therapeutic is delving into the social media world, and is inviting you to join them. Stay connected at facebook. com/biotherapeutic with live updates from trade shows, product information and daily happenings in Seattle, WA. Stay on the lookout for upcoming offers and promotions exclusively for Facebook fans! 800.976.2544




Author and consultant Felicia Brown has released the book Free & Easy Ways to Promote Your Massage, Spa & Wellness Business. Targeted to business owners, the book explains how to obtain and keep clients easily and affordably. Volume 1 in the series tackles the topic “Getting Clients and Keeping Them.” Brown has been the recipient of many awards throughout her career, which began in 1994. She writes advice columns and blogs, and is a sought after speaker for state, national and international conferences and conventions.

FAST GROWTH INC Magazine has ranked Innovative Spa Management (ISM) number 1,063 on its seventh annual 500/5000 list, an exclusive ranking of the nation’s fastest growing private companies. ISM, based in North Carolina, provides ongoing spa management as well as conceptual and strategic planning, feasibility assessments, spa consulting and design services. The company has achieved 399 percent growth over five years. “We are honored and excited to have been named to INC’s Top 5000, and in the company of so many successful American entrepreneurs,” said Ilana Craig Alberico, founding partner of ISM. “Our company continues to grow and innovate with an excellent portfolio of luxury properties.”

MAJOR MILESTONE Éminence Organic Skin Care is excited to announce that they have now planted more than one million trees, a monumental milestone for their ongoing Forests for the Future initiative, in which they plant one tree for every retail product sold. To celebrate, Boldijarre Koronczay joined a team of company employees in Vancouver on August 22, and they invited passers-by to hug a tree. Éminence will now plant 500 more trees to match the total number of trees hugged at the event. “Giving back to the environment is an inherent part of our company philosophy and we are very proud to have planted one million trees in return for the gifts from the earth,” says Koronczay. 888.747.6342

DIRECTOR OF EDUCATION PCA SKIN® is proud to announce licensed esthetician Alicia Winkley as the director of education. Winkley has an extensive background in learning and development, and holds a bachelor’s degree in English. Previously, Winkley held the position as education content manager at PCA SKIN World Headquarters. Also a national educator, Winkley has been with PCA SKIN since 2011. 877.PCA.SKIN

Page 92 • Les Nouvelles Esthétiques & Spa • November 2013

Announcing the Award Winning, Professional Firming and Shaping Gel Embrace yourself in the natural ingredients formulated to help decrease the signs of Cellulite. Cellulite is the result of disorganized connective and fatty tissue. This light fast-absorbing gel smooths and tightens targeted areas, improving the appearance of cellulite and skin texture. Genistein promotes the reorganization of connective tissue, while Theophylline Alginate and polypeptides promote microcirculation and enhanced fat metabolism. Natural extracts of butcher’s broom and horse chestnut containing ruscogenins and aescin also help to protect against further connective tissue destruction.

Upcoming Show Southern Spa and Salon Conference November 10-11, 2013 Booth# 215

For more information, or to learn more about Circadia products, please visit us at

Committed to bringing you the latest technology in skin science through education and innovative product development. Say you saw it in LNE & Spa and circle #101 on reader service card

800.630.4710 |



Worldwide consulting and research firm Kline & Company is celebrating the 10th anniversary of its professional Skin Care Global Series report with its newly expanded coverage of seven of the world’s up-and-coming markets. The 2013 edition of the industry’s report examines emerging market opportunities in Thailand, Indonesia, Benelux, Poland, Russia, South Africa and Canada, along with continuing coverage of Brazil, the United States and India. “Over the past decade, our Professional Skin Care Global Series study has provided a comprehensive and accurate coverage of market shifts, challenges and opportunities in the industry, enabling our clients to access the critical data they need to stay ahead of competition,” says Karen Doskow, Kline’s industry manager. “As the mature markets have stabilized, we’re harnessing that knowledge and expertise to shift our focus toward those markets where we expect to see the greatest potential.”

NEW BUSINESS BOOK An Esthetician’s Guide To Growing A Successful Skincare Career by Douglas Preston is based on Preston’s vast experience as a practicing esthetician, spa owner, employer and business mentor. Written in a personable style and filled with “plain facts” wisdom for new or veteran professionals, his book can help esthetics practitioners plan or improve their career. The reader gains a far better understanding of the true opportunities, traps and challenges of the esthetics business, as well as strategies for achieving faster, more durable success. 408.677.6105

GREAT HONOR After having received the Hungarian Quality Product Award for its rosehip product line in 2012, ilike organic skin care has again received this prestigious award for its Grape Stem Cell SolutionsTM collection. The Hungarian Quality Product Award is a distinctive title acknowledging and rewarding Hungarian products, services and companies found to be innovative, and which use sustainable practices and put a special emphasis on producing the highest quality. The aim of the Hungarian Quality Product Award is to recognize and honor highquality Hungarian products that are sold in Hungary and abroad, and to promote a quality-conscious approach. Ilike organic skin care is the only skin care company ever to be honored with this award. Pictured above: Ferenc Molnar, “Aunt Ilike’s” son and owner of Ilcsi Hungary, the manufacturer of ilike organic skin care, accepts the award on September 4, 2013 in the Hungarian Parliament. 888.290.6238

Page 94 • Les Nouvelles Esthétiques & Spa • November 2013

organic & wellness kukui nut by Katia Sandoval

ARE YOU READY TO BE KUKUI’D? The word kukui means “enlightenment.” The botanical name is aleurites moluccana. The kukui nut is also known as the candlenut, Indian walnut and candleberry. The kukui nut comes from a flowering tree in the Euphorbiaceae, the spurge family; a large family of flower-

also used for healing, such as in castor oil. In Malaysia, the boiled leaves were used as poultices for headaches¸ fevers, ulcers and swollen joints. In Japan, the bark is used on tumors. in Java, it is used for dysentery. It is used for constipation in Sumatra, and in Hawaii it is a treatment for yeast infections.


This oil is a valued exfoliant and emollient for the skin, and works great on acneic skin due to its vitamins and antioxidants.

ing plants with 300 genera and about 7,500 species. The kukui nut originates in Hawaii. It is the state tree, and is considered a symbol of peace, protection and enlightenment. The kukui nut tree is about 50 to 80 feet tall with green, silver dusted maple shaped leaves that have three or rarely five lobes, and fragrant flowers. The brown to black nut is round, about 4-6 cm in diameter. The seed inside has an extremely hard coat and is high in oil content, which is great for a candle, hence the name candlenut oil. The oil is light yellow with an amber tint, and it has a sweet, nutty scent. The kukui nut has many uses. For example, in Hawaii the shell is used to make leis, wreaths of flowers strung together to hang around the neck. When roasted, the nuts are edible. In Indonesia and Malaysia, these nuts are used in cuisine. In Southeast Asia, they are substituted for macadamia, and Hawaiians use them as a condiment for fish. The kukui nut is

In ancient times, kukui nuts were used to light torches and candles. Babies were anointed with the oil as protection from the sun and salt, and it was also used on royalty as massage oil. This aromatic, luxurious oil is 100 percent natural, has a shelf life of 12 to 14 months and is composed of oleic, palmitic, alpha-linolenic and linoleic acid. In addition, it contains vitamins A, C and E, antioxidants that prevent free radical damage. This oil is a valued exfoliant and emollient for the skin, and works great on acneic skin due to its vitamins and antioxidants. The kukui nut oil locks in moisture, nourishes and protects the skin from sun, wind, salt, burns, wounds, eczema, psoriasis, acne, scars and stretch marks. It reduces cellulite, minor skin irritations, dry skin conditions and maturing skin. The constant application firms skin and pulls out impurities, which is also great for cellulite. The fatty acids make it a superior moisturizer that penetrates easily, not leaving the skin greasy or clogging up

November 2013 • Les Nouvelles Esthétiques & Spa

pores. This is great for the prevention of stretch marks, and those who suffer from eczema. The omega fatty acids and the linoleic acid helps with those deficiencies, and the deep penetrating oil helps the exacerbated dryness of the skin. Kukui nut oil is great oil that truly leaves all skin with a healthy, radiant glow! I hope this article has kukui’d you. Aloha! n

Katia Sandoval is a licensed skin care therapist and founder of Luv Ya skincare. She provides products and home care regimens for clients with every lifestyle, skin and body type, personalized for their unique needs, invigorating their well-being and allowing them to look and feel beautiful. • Page 95


SITTING HIGH ON THE MOUNTAIN AT 9,200 FEET AT the edge of Rocky Mountain National Park is Aspen Lodge, a destination resort and wellness spa retreat. It is now operating under new direction with Yun Xiang Tseng—known as Master Chen—a 25th generation Taoist priest from Wudang Mountain in China. Under Master Chen’s new ownership, the newest addition to the 82-acre wilderness retreat has been the conception, designing and building of a world-class Asian wellness spa and retreat. As a Taoist priest, Master Chen is focused on traditional Chinese medicine as a foundation for the spa, which delivers special wellness programs and advanced Asian therapies.

A spiritual location As Master Chen walked the spectacular property when he was looking to buy, he learned of the Native American culture that thrived in the valley for centuries. From an early age, the Native Americans knew this valley as Tahosa Valley. This is where the different tribes would set up council, and therefore it was considered an area of peace, where any tribe could walk upon the land by first placing their arms on the ground. Tahosa Valley sits between two spectacular mountains. The “male mountain” (Long’s Peak, 14,500 ft.) makes up the Western view, and the “female mountain” of Twin Sisters Peak (about 11,429 ft.) makes up the Eastern view. Between the two mountains is where the special energy resides, and this is where Aspen Lodge was first built in 1948.

Beginning challenges The resort was purchased in April of 2012, after being closed by the previous owners about eight months earlier. The new startup presented many challenges, partly because of the number of buildings, which needed remodeling before the re-opening planned for spring. The property consisted of the main lodge building with 36 rooms, which until recently was the largest log structure in Colorado at over 30,000 sq. ft. The property also includes a 5,000 sq. ft. restaurant, plus a 6,000 sq. ft. recreation building, along with 13 one to three bedroom cabins. With a significant investment, the first job was to remodel the lodge rooms and cabins to spa standards with new upgraded interiors, spa beds, comforters and new bathrooms. In true Chinese Page 96 • Les Nouvelles Esthétiques & Spa • November 2013

organic & wellness The spa is conceptualized After meditating on the feng shui of the mountain, Master Chen believed the beauty of nature surrounding the lodge should be honored. In addition to indoor treatments, he also wanted spa services to be possible in the midst of nature. With that idea in mind, a peaceful path was designed up the mountain into the heart of the trees, where an elegant spa tent now awaits the guests at the retreat. Master Chen then based the foundation of the resort on the concept of simplicity, which is naturally already in place with the beauty of the high surrounding mountains, forested land and broad valley that brings an immediate sense of calm and appreciation for simple joys.

Location, location, location


cultural tradition of the community coming together, Master Chen called on skilled family, friends and students to prepare the lodging and grounds for guests by the opening deadline. This first phase was completed just in time for a soft opening in the spring of 2012. The spa would be planned in the next phase of construction in the spring of 2013. In the fall, it was decided that the resort would stay open all winter—something that most of the other resorts in the area do not do because of the high altitude, severe cold, snow and winds. The lodge is located an hour away from the ski resorts, so large numbers of winter visitors cannot be expected. However, because Master Chen decided to offer sleigh rides throughout the holidays with the four experienced draft horses that had been with the property for many years, there were more guests than expected. Additionally, many local residents came to celebrate the holidays, including Thanksgiving, Christmas and even several days of the Chinese New Year. Many visitors also came to enjoy the unique and historical experience of traveling through the silent beauty of the snow, hiking in snowshoes up the mountain paths, along with ice-skating on the frozen lake at the front of the lodge. Hot chocolate and a cozy fireplace were well appreciated by the first winter guests as they shared their experiences with one another. While the resort enjoyed success, there were many challenges the first winter, such as the broken pipes on the property that froze due to the light snowfall, which did not provide much insulation over the frozen ground. At almost 10,000 ft., there was a steep learning curve for running a resort in the middle of winter. November 2013 • Les Nouvelles Esthétiques & Spa

The area of the spa that is now under construction sits comfortably under the main lodge with its own deck, offering a view of the towering peaks. The location is precious! Previously, the space had been a dorm for people working on the property. The area is approximately 4,500 sq. ft. and consists of a spacious sitting area at the front, with three treatment rooms on both sides, along with spacious rest-

Architect and designer Spa manager Maria Camille worked with architect and designer Larry Scheiderer of Transform Development, LLC to conceptualize the spa buildout.

rooms situated at the back. The space was already the perfect layout for the spa, as it had large rooms, natural walkways, a beautiful relaxation area and outdoor patio, facing out toward the mountain peaks. After gutting the entire area, clean and simple earthy textures were picked to refinish the venue. The elegant space was designed around the five elements of wood, water, metal, fire and earth, in accordance with traditional Chinese viewpoints. The highlight of the facility will be a large waterfall that is being installed on the back wall of the relaxation area. Beautiful, one-of-a-kind Chinese antiques have been personally selected by Master Chen to be placed creatively in key areas of the spa, though the main focus will always be the mountains and nature.

Forming the spa team and menu Because of the special location and energy of the project coming together, exceptional spa therapists were naturally interested in working at the retreat. A “spa team” was continues • Page 97

Beyond the usual Traditional Chinese Medicine treatments, the spa retreat also offers personalized “Journey” packages that enable guests to embark on a personal restorative path of their choosing. formed, and a wellness program came together that goes beyond “spa” in the conventional sense. Rocky Mountain National Park attracts hikers from all over the world, so there is no better way to pamper them than with an outdoor, Asian-style foot treatment on the large decks of the lodge, gazing out at the expansive 14,500-ft. Longs Peak—the highest mountain in the park. With this signature treatment, guests are enjoying wine, cheese and crackers while time seems to invariably stand still. The focus is to offer a “spiritual timeout,” a rejuvenation of the mind and body at the end of the day.

Aspen Lodge update On September 12, 2013 at approximately 10 p.m., torrential rains from a storm over central Colorado created a massive catastrophic event on Twin Peaks, the 11,000 ft. mountain that towers above Aspen Lodge. After five days of steady torrential rains, a huge avalanche of mud and trees destroyed everything in its path, eventually reaching Aspen Lodge Resort & Spa, causing devastating destruction to the infrastructure, cabins, stables, lake and the new spa, which is now under construction. All of the employees living on the property have been displaced. Thankfully no one was injured, but the situation remains critical. The Lodge water system was destroyed, and those left living on the property who are tending to the disaster are without clean running water, hot water or a sewage system. This beautiful property of over 80 acres is currently covered with three feet of mud and debris. A massive clean up of the Aspen Lodge and surrounding areas is underway, and the roads are being rebuilt. “As it is with life and nature, it is a constantly changing and flowing energy,” says Master Chen. “We will rebuild as we can, and look to offer new programs in the coming year. All support and good wishes are appreciated.”

One particularly impressive addition to the spa is the elegant tent located in the woods above the lodge. It is quite spacious, at approximately 16 x 18 feet. This unique “spa room” can beautifully accommodate two massage beds, side tables and chairs. The tent’s material was custom made in a pale green shade that blends in with the trees. Every side of the tent was custom designed, so any side could be opened to inspiring views or closed when privacy is needed. The floor of the spa tent was built with wood from local “beetle kill” trees, which are trees damaged by beetles that have taken over the Colorado mountains in recent years. Local residents and business owners repurpose the timber into usable wood for construction to reduce the burden on the environment that disposing of or burning such a large quantity of wood would cause. Since harmony with the environment and green operations are major goals of the retreat, this wood became ideal building material. Keeping in mind the commitment to the ideals of conservation and reuse, the spa tent is situated in a location where the property’s cowboys used to eat outdoors, so no “healthy” trees needed to be cut down. Still standing behind the tent is a special tie-up area for horses that the cowboys used. This can now be used by the guests, should they want to stop in for some pampering during a ride. Visually, the spa tent is located at the most perfect spot on the mountain, as it offers stunning views of Long’s Peak between the tall pines. The tent is accessed by a short hike up the spa trail or by horseback from the resort’s stables. The treatments in the tent are at least two hours long. The spa tent can also be rented out by the hour for wine, cheese and crackers at sunset, or with a box lunch during the day as people hike up the mountain. In addition to an array of spa therapies from both Asian and Western traditions, the spa retreat presents the unique opportunity for guests to experience I Ching readings directly with Master Chen. The I Ching reading takes into account the eight trigrams of the I Ching, and the central position that they all rotate around—known as the T’ai Chi. This special I Ching reading helps guests understand the flow of life at any given time. Other wellness therapies that are not usually provided in the U.S. but are offered at the retreat include external qi healing, which is the world’s oldest continuously practiced form of energy healing, along with herbal treatments to address health challenges. After a traditional evaluation, guests are given guidance on how to take care of their overall health and receive herbal and lifestyle recommendations to achieve optimal physical and emotional well-being. Beyond the usual Traditional Chinese Medicine treatments, the spa retreat also offers personalized “Journey” packages that enable guests to embark on a personal restorative path of their choosing. The Gold Rush Journey starts with the guest taking a short walk up the spa trail into the heart of trees, where they arrive

Page 98 • Les Nouvelles Esthétiques & Spa • November 2013

photos courtesy of Aspen Lodge Resort & Spa

organic & wellness

organic & wellness

Aspen Lodge has its own lake, and fishing, boating and kayaking are all available on-property. Also available are tennis courts, racquet sports, a pool and a hot tub. The pool is only open for a few months in the summer, and it is kept heated so guests may enjoy a comfortable swim while gazing at the breathtaking scenery. Guests can also soak in the outdoor hot tub, under the clear and starry mountain skies. at the spa tent. Here, the alchemy of gold is used in a deep anti-aging and balancing treatment provided via Belletazze cupping therapy. Using hand-blown glass cups and jade tools, the guest’s circulation and lymphatic system are awakened. On the Journey of Past, Present & Future, the guest also starts with a short walk up the spa trail, during which the therapist and guest contemplate the past, present and future together. Then, through bodywork and qi healing, the body and mind come together as the guest brings his or her intuition into a dedicated future intention.

Exercise programs based on internal martial arts Expanding and evolving, as is conventional to Chinese wellness in the Taoist tradition, is the focus of the internal martial arts of tai chi, qi gong and kung fu classes, which are the main exercise foundation at the retreat. Students come to the retreat from around the world to practice with Master Chen. The concept of “fitness wellness” is natural to the resort, as it is the way of Taoist traditions. The internal martial arts replace yoga as the mainstay of the exercise program, which has become a delight to guests who search for something new and different, though yoga is still offered to guests as an alternative. For example, guests may take a tai chi or kung fu class in the morning and then go for a hike in the afternoon, where bamboo staffs are used as walking sticks and stretching, and martial arts stances are practiced at stops along the trail. Then, in the evening, guests may take a qi gong class or a Chinese fan dance class before relaxing in the hot tub or having the signature foot massage treatment on the deck as the sun sets.

Other activities Additional experiences the retreat has created are horseback rides into Rocky Mountain National Park, which are very popular with guests who are wishing to explore the forests and mountains as they enjoy the true Western experience. Guided hikes across rugged terrain at altitude are also provided, along with a wide variety of outdoor activities in and around Rocky Mountain National Park. The retreat at Aspen Lodge also has one of the best-known horsemen in the area, who lives on property and guides special programs of horsemanship, trail riding and wagon rides. Known as Cowboy Rick, he is a true horse whisperer who loves the horses as though they were his children. Guests enjoy riding with him, and he often prepares his own special “cowboy dinners.” November 2013 • Les Nouvelles Esthétiques & Spa

As Aspen Lodge is located in a somewhat remote area with few qualified people within a short distance, management is often looking for special people who would like to live and work in this magical environment. Those interested in employment opportunities should contact Aspen Lodge at

Restaurant focus: Simplicity As the whole of the resort and retreat are based on simplicity, the onsite restaurant is appropriately named Simplicity. Situated mountainside with large decks out front where guests can enjoy the views, the restaurant’s goal is to provide relaxed fine dining and pure food for the soul. The food is prepared from locally sourced organic farmers, and GMO-free ingredients are used whenever possible. Vegan and gluten-free selections are available at all times, and meats are organic and hormone/steroid-free. Even the Rocky Mountain barbecues held outdoors during the summer provide traditional flavors with a healthy twist.

What the future holds Although it has only been in operation for one year, the momentum that is building indicates a great future for Aspen Lodge. Having overcome the initial growing pains that naturally come with launching such a unique and special operation, the team at the new retreat is looking forward to the resort being in full operation, when they can truly provide the blissful and serene escape guests are seeking. n

Maria Camille develops fitness and wellness programs for resorts and spas, particularly with Asian concepts. Her production company published one of the first lifestyle magazines about beauty, spas, health and fitness, which became a television show that ran for 11 years. Recently, Camille launched, an online beauty magazine that promotes products and spa programs in China. Her exercise company,, teaches forms of Chinese exercise for resort fitness instructors. • Page 99


photo: Adam Gregor/


Page 100 • Les Nouvelles Esthétiques & Spa • November 2013

organic & wellness

THE HOLIDAYS ARE HERE AND YOUR schedule is booked. The alarm goes off and you reach for the snooze button. Why do you feel so groggy in the morning? Do you ever feel like your “get up and go” pep is gone? Are you just going through the motions? Is it hard to find the purpose in your life anymore? Do you feel like you are getting sick all the time lately? The MediLexicon defines fatigue as a “state, following a period of mental or bodily activity, characterized by a lessened capacity or motivation for work and reduced efficiency of accomplishment, usually accompanied by a feeling of weariness, sleepiness, irritability or loss of ambition; may also supervene when, from any cause, energy expenditure outstrips restorative processes ...” While the feeling can be specifically physical or mental, the two often occur together. When the demands of life trigger the sympathetic nervous system (SNS—fight and flight) to help you function under stress, the body usually recovers with adequate sleep that triggers the parasympathetic nervous system (PNS—rest and digest), which allows you to wake refreshed. Emotional stress can prevent the restorative processes the body needs, resulting in a constant state of sympathetic activity that includes lowered immune function. The body is not given a chance to “reboot,” creating accumulated stress, fatigue and ultimately physical illness. While allopathic medicine does not recognize the term “emotional fatigue,” people with chronic stress report “low energy, the inability to enjoy aspects of living, feeling tired in the morning, lack of motivation, foggy thinking, anxiety and frequent illness.” Emotional fatigue is a state of chronic stress, or the inability to recover from a stressful situation that occurred in the past. Recommended therapies focus on boosting the immune system and calming the mind. Unless we are planning a silent retreat in the mountains over the holidays, we could all use some tools to manage our stress.

As a practitioner of Chinese medicine, I was taught to recognize the “three treasures” that constitute life: jing, the essence; qi, the life force; and shen, the spirit. Emotional fatigue can be explained in Chinese medicine as qi deficiency caused by shen disturbance. Simply put, qi is a metaphor for our energy levels. When the qi is deficient, we feel weak and fatigued. We easily get sick and have no defenses. The shen represents our mental health and function. Without adequate rest, the shen is disturbed, and we feel mental and emotional distress. Strengthening qi and calming the shen is the strategy to manage emotional fatigue with Chinese medicine.

Emotional stress can prevent the restorative processes the body needs, resulting in a constant state of sympathetic activity that includes lowered immune function.

Protect your wei qi Wei qi is the body’s first line of defense. It translates as “defensive qi,” and is also a metaphor for the body’s immune system. Wei qi flows through the skin and muscles, nourishing all outer tissues. Begin by warding off infections that enter through the skin and eyes. As therapists, we are trained to wash our hands between clients. Washing hands for at least 20 seconds with warm, soapy water is the most effective method to control cold and flu germs, and other infectious agents. If hand washing is not an option, sanitizers can be used. Several antibacterial hand sanitizers contain chemicals that many of us would rather avoid, not to mention the number they do on your skin. The Center for Disease Control and Prevention (CDC) recomcontinues


out a teacher or group through which to properly learn the practice. The motions of qi gong exercises detoxify and balance the entire body. A simple breathing exercise (like the one described below) stimulates the natural elimination of toxins and oxygenates the body. This helps to increase mental clarity and focus, relieve pain and calm the mind.

Bodywork helps to detoxify the lymphatic system and relax the body. To stimulate these responses, include acupressure on local facial points along the sinus areas of the face and immune points on the forearms.

mends alcohol-based hand sanitizers. Look for plant-based sanitizers that have recently launched on the market. Many of them include essential oils that also have antibiotic properties. You can make your own by filling a travel spray bottle with 50 percent grain alcohol, 40 percent distilled water and a 10 percent blend of lavender and thyme essential oils. If you are alcohol sensitive, you can make a 10 percent essential oil solution in distilled water, but make sure you wash your hands more frequently. You can also use the water and essential oil sprays to clear the treatment rooms and tables between clients. Stress can dehydrate the body. Avoiding dehydration aids proper immune function. Make sure you hydrate well throughout the day by having distilled water in pitchers or warm teas. You may want to set up a glass teapot with warm vegetable broth soup in it during cold winter months. Your self-care can extend into your clinic space. Having these in the waiting areas makes it easy for you and your patients to have access to hydrating fluids throughout your day.

Build your wei qi and calm the shen Qi gong literally means “life energy cultivation.” It is a healing practice believed to have formally appeared in China between 400 and 200 BC as a form of cultivating the balance of qi through a series of moving and non-moving exercises. Sometimes called “moving meditation,” qi gong practices belong to specific branches or lineages, and are taught with the utmost respect by a master. Qi gong is a particularly beneficial and restorative practice for therapists and healers. I encourage you to seek

1. Stretch in place for a minute, turn your head from side to side. Rotate your shoulders, bend over and shake your arms, allowing them to feel gravity. While leaning slightly forward, use your palms to rub up and down along your lower back and kidneys to activate them. Shake each leg out and get some blood flowing. 2. Stand with your feet pointing forward, shoulder width apart, arms relaxed at your sides and knees slightly bent. Close your eyes and take deep breaths from the belly. Rest the tip of your tongue on the roof of your mouth, just behind your two front teeth (this improves the flow of qi in the body). 3. Take a moment to inhale slowly and deeply though the nose, expanding your ribcage and belly. Imagine a golden light showering over you like rain, creating pools of qi all around you. Draw your attention to the top of your head and imagine you are pulling this golden light into your body with your breath. Exhale through the mouth slowly. Do this for three breaths. You may feel tingling through your lower extremities. 4. On the next inhale, bend your knees as you squat down to scoop the golden light into your arms from the pools of qi that rained down. Slowly rise and lift your arms to pour the golden light over your head, as if it were a bucket of water. Imagine it cascading down, bathing your head, face, neck, shoulders, arms, upper back, chest, lower back, abdomen, hips, front of legs and behind the knees, until it runs down your ankles, over your feet and around your toes. Imagine the light recharging you. Repeat this three times. 5. Return to the starting position. Place your hands, one over the other, on the lower abdomen. Imagine the golden light warming under your hands. Feel the light still pouring down from your crown, through your body, down your legs and out from your fingertips and toes. Hold this position for three breaths. continues

Page 102 • Les Nouvelles Esthétiques & Spa • November 2013

photo: Piotr Marcinski/

Modified qi bathing

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SEASON Call to discuss the perfect seasonal facial.

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organic & wellness|emotional fatigue

An ounce of prevention One of my teachers made this wise statement: “You get sick, give medicine, body gets better. You get sick, do nothing, body still gets better.” When it comes to a cold, the power

Using dilute massage oil containing eucalyptus and white sage can be especially therapeutic. Bach flower essences can also help with symptoms of emotional fatigue.

of our immune system is often circumvented by allopathic medicines, which is why many patients report that they feel like they have had the same cold three times in one year, and always need a prescription to keep the cold at bay. Emotional fatigue and stress related illness don’t necessarily follow seasons. As a preventative measure, one of my favorite formulas to prevent a cold or flu is Jade Windscreen, or Yu Ping Feng San, a Chinese herbal formula. My favorite herbal pharmacy stocks bags of it in big glass jars near the register during the winter. True to its name, Jade Windscreen is primarily used to protect the body from pathogenic invasions that cause a cold. Clinical research indicates that this formula is immunostimulant and antiviral. It is nephroprotective, affecting the white blood cells and immunoglobins. (Source: Chinese Herbal Formulas and Applications, Chen et al. 2008.) Jade Windscreen should not be used once cold symptoms become evident, and appropriate diagnosis is recommended for the use of any herbal formulas. See a licensed acupuncture physician and herbalist for support and preventative strategies.

Massage and flower essences Bodywork helps to detoxify the lymphatic system and relax the body. To stimulate these responses, include acupressure on local facial points along the sinus areas of the face and immune points on the forearms. Beginning in between the eyes, run two fingers gently outward in both directions, from the medial brow bone to the end of the eyebrow and out to the temples. Return to the center, and with the index and middle finger gently press up and out at the acupuncture point Bladder 2, located at the inner edge of the brow bone

where you will feel a tiny depression (foramen). Move gently to the center of the eyebrow and press upward at acupuncture point Yu Yao, then continue to the temples where you can gently rub in circular motion. If the client feels sinus congestion, press gently on either edge of the nostrils (acupuncture point large intestine 20) and slide fingers outward along the cheekbones. Repeat gently to drain the sinuses. Last, place hands underneath the head at the base of the skull. Look for two depressions, one on each side where the neck meets the head, and feel for the base of the occipital protuberance (a large bone at the base of the head that feels like a shelf). Massage gently to relieve sinus pressure headaches (acupuncture points Bladder 10 and Gallbladder 20). When massaging the arms, focus attention on areas along the top of the forearms (brachioradialis and extensors), looking for sore areas just below where the elbows bend and also just above the wrist. This is the yang side of the forearm and contains several acupuncture points that affect the immune system. Using dilute massage oil containing eucalyptus and white sage can be especially therapeutic. Bach flower essences can also help with symptoms of emotional fatigue. Wild rose is a remedy for long-term exhaustion and resignation. Taking wild rose essence orally or applying it to acupuncture points along the spine near the heart (at T5 and T6) can help uplift the spirit and restore a sense of enthusiasm for life.

Talk it out A calm spirit and a strong immune system will restore balance to the body and help manage stress when the roller coaster of life begins its ascent. Finding healthy sources of stress release, ways to express your feelings and strategies to rest and restore the body are part of a healthy lifestyle. Emotional fatigue feels a lot like having your foot stuck in a bucket of syrup but pretending like you can walk around with it anyway. Being upset for a long time, processing illness and emotions, and experiencing significant changes in your life can drag you down like buckets of syrup if your feelings are not managed or expressed. Healing from emotional fatigue can take some time, but may begin with telling someone, “Hey, can you help me take this bucket off my foot?” n

Christina M. Casado is a licensed acupuncture physician, herbalist and co-owner of the Tree House Wellness Center in Miami, FL. For over 20 years, Casado has studied the medicinal actions of plants, and has been published in prestigious botanical journals. She developed the organic body care line Yierbas. Casado currently formulates products based on the principles of traditional Chinese medicine. Read her blog at, or contact her at

Page 104 • Les Nouvelles Esthétiques & Spa • November 2013


6. Open your eyes and smile. (Source: Qi Gong for Total Wellness, Dr. Baolin Wu and Jessica Eckstein. 2006)

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BOTANICAL BEAUTY BOOST The BioMVP Rejuvenating Serum by Dr. Jeff Skin Care is formulated with Himalayan red rice stem cells, peptides and botanicals of arbutin, algae, aloe, oat, dandelion and green tea. It intensely hydrates and nourishes stressed skin and helps to reduce the appearance of fine lines, soften age spots and maintain skin’s resilience, says the company. The advanced concentrate is great for rejuvenating dry and mature skin. 888.316.3683







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The Pumpkin Peel from Dermaesthetics is made with natural pumpkin and other vegetable extracts. This “no downtime” peel effectively removes waste, toxins and debris to unveil smoother, more radiant skin, says the company. This treatment is designed for mature, congested, dull, oily and hyper-pigmented skins. 213.545.1266


WELLNESS PROCEDURES Oakworks is pleased to announce that its subsidiary, Oakworks® Medical, has developed a Wellness and Recovery line of procedure chairs and beds. These US FDA listed products meet the stringent requirements of medical facilities and have the features needed for different procedures, says the company. The chairs and beds in this line meet the requirements for medical facilities throughout much of the world. 717.235.6807

The arnica blends from Natural Patches of Vermont offer a unique body patch delivery system that is formulated with pure essential oils. The patch is placed on the body to provide natural relief from today’s common complaints, says the company. The gel on the patch transports essential oils to the skin with the added benefit of therapeutic aromatherapy. The distinctive blends cultivate vibrant health and wellness. 800.340.9083

Page 106 • Les Nouvelles Esthétiques & Spa • November 2013

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CONSCIENTIOUS CANDLES The all natural soy wax and beeswax formula of rareEARTH® candles make a delightful holiday treat. The maker of essential-oil based and artisan lifestyle products is committed to creating beautiful products from the gifts of nature in a conscious and thoughtful way. Using only pure essential oils, natural mineral pigments and pure plant and beeswaxes, rareEARTH Naturals is passionate about its products and the planet, says the company.

The Wrinkle Repair Collection from Naturopathica® contains the Vitamin C15 Wrinkle Repair Serum, Argan & Peptide Wrinkle Repair Cream, Argan & Peptide Wrinkle Repair Eye Cream and Argan & Retinol Wrinkle Repair Night Cream. Products are formulated with cutting-edge active ingredients, including a proprietary tri-retinol blend that works together to reduce fine lines and wrinkles while improving skin tone and firmness, says the company. 800.669.7618


SOFT INDULGENCE Keep Buzzin’ Body Products are 100 percent natural hand and foot creams. Keep Buzzin’ is designed to protect skin from dryness and cracking. The ultra-concentrated creams provide silky, soft, healthy skin that lasts, says the company. They contain essential oils and a combination of cocoa, mango, cupuacu and shea butters for long-lasting skin protection. They are available in seven natural scents appropriate for both men and women. 952.938.0102

SPAdet’s all natural Nourishing Hand & Body Lotion is an antioxidant rich, water free blend of aloe, coconut oil, jojoba and vitamin E that achieves a healthy glow for the skin. It is formulated to penetrate the skin and deliver the nourishment that only natural ingredients can provide to improve skin texture and give it a silky, smooth finish, says the company.


holiday open house by Noreen Young

THE HOLIDAYS ARE THE PERfect time to make your business shine in more ways than one! You can do so many things in your spa or salon to celebrate the season. Host a winter open house or have a weekly countdown to the holidays. Bring in a professional guest to talk about something you know your clients will love! Customize gift baskets for your clients, or offer pre-made gift sets they can simply purchase from you.

Ho ho ho, it’s beauty to go!

photo: Africa Studio/

Retail stocking stuffers are big business! Sell irresistibly priced mini-sized “cute” products. Some examples are candles, perfume, bath salts, body or hand lotions, hairspray, sunscreen, shampoo, aromatherapy eye masks, moisturizers, makeup brushes, nail polishes and eye shadow kits. ‘Tis the season for bling! Bling it on, carry fashion accessories and gorgeous hair ornaments. Once upon a time at my business, after doing a client’s makeup for a special occasion, they would often mention that they had to go shopping for accessories. After awhile, we decided to offer our clients an array of jewelry ourselves. It was a huge success! Since then, we have always been stocked up on bling. It makes the clients’ hearts sing and the registers ring!

Bring in Santa! Offer seasonal pampering services that sound simply divine! Candy Cane Champagne Dream ManiPedi: The candy cane champagne effervescent fizzer soak used for this service is made with soothing sweet almond

oil, vitamin E, coconut and palm oils. These bath soaks smell amazing, and pack a punch of lingering softness. If your retail products are on a celebrity’s list of favorites or featured on a popular television show, be sure to mention that! Clients love to hear about beauty products that celebrities adore and use!

The ever popular gift card At my beauty business, we sell a lot of gift cards, but not just at Christmas; they work for us all year round. We promote them by mentioning them to the client in the treatment room, via email, seasonal postcards, newsletters and at the front desk. However, you should not leave it solely up to the front desk team. Think of the gift cards as “silent seller” elves throughout your facility. Place a sample of one in a unique, beautiful frame that attracts their attention and captures the spa guest’s eye. Spread the gift cards all around your facility, leaving them at the front desk, rest rooms, spa/shower area, meditation rooms and locker rooms. If your spa is part of a resort, feature them at the pool lounge area under a cabana. A simple “Gift Certificates Available” sign at the front desk is so yesterday. Sending gift cards to recipients by mail is a better option. The holidays are a hectic, time crunched season. Ship gift cards to recipients or have a courier service do it. Your clients love that they can buy gift cards, and you can provide the added convenience of delivering them to that special someone’s door for them. Don’t limit your success with your events and gift cards—think outside the box, circle and square. Go social with your holiday happen-

November 2013 • Les Nouvelles Esthétiques & Spa

ing events, gift ideas, gift cards and specials that you may be offering that month. You carry a yummy brand of bath/body care, and there are some amazing fragrant products that seem made for Thanksgiving or the holidays, so put the message out there. If you sell it, flaunt it! Make the reader feel as if they can smell the pumpkin and sugar. Make your offers so irresistible that they simply have to call you! Advertise these offers on Twitter, Pin­ terest, Facebook, Instagram and Yelp— whatever it takes to lure them in and let them know what you offer. Show them what you can do for them! Complimentary gift wrapping, gorgeous bows and mini note cards are a must. Everything does not have to come with a fee. Sometimes it is great to be free! The holidays are a beautiful and magical time! Celebrate the season, and offer your clients whatever they desire. Make your clients’ lives a little easier—and while you are at it, think about giving them an end-of-the-year thank you gift. It can be as simple as a lip balm. Little things can make a big difference. After all, who doesn’t love a gift? Happy selling! n

Noreen Young is a makeup artist and sought-after speaker in the salon/spa beauty industry. She has worked with designer Diane Von Furstenberg, actor Martin Short and many sports professionals and other celebrities. Her experience includes work on Larry King Live and several television networks. Young released a makeup and skin care DVD entitled Diamonds Aren’t a Girl’s Best Friend … Makeup Is! For more information call 904.739.2560. • Page 109



MAKEUP WITH THE HOLIDAYS COMING UP, EVERYONE WANTS to look their best, and the cold, dry winter months can all too often take a toll on the skin. The invitations to parties and gatherings multiply quickly, and you must prepare your clients to dazzle and impress, starting with their makeup. This holiday season, forgo the overzealous glitz and glam, and let your clients’ inner glow shine! In this article I am sharing ways to illuminate their looks with the subtle glow that seems to come from within, rather than tons of glitter or caked on makeup. Understated elegance!

Prep the skin The skin will be the center of attention, so it must be pampered with care. Advise your clients to indulge in facial treatments that leave their skin fresh, dewy and even toned. Using products with vitamin C, hyaluronic acid and other age-defying ingredients will help keep the skin ultra hydrated and remove the need for a lot of coverage. After thoroughly moisturizing it, apply a primer. Primer is a skippable step, but it helps make the makeup last through the evening, and acts as a great complexion smoother. I prefer to use my fingertips to blend it in, as the warmth helps to deliver consistent coverage. I like to use primers that have a warm, subtle shimmer (or pearlized) under the foundation; you could also mix a little serum or moisturizer to let the skin peek through.

Hiding dark circles and highlighting with concealer Use a concealer only where it is needed. Using a pointed concealer brush, apply the concealer in “dots” along the darkest part of the undereye circle. Using your ring finger (it has the lightest touch), tap and roll the tip of your finger up toward the eye. Layering it a little at a time is a great way to build coverage slowly. You can also use a little along the bridge of the nose and around the nostrils and nasolabial folds to give the skin some dimension. I don’t believe in using extreme lighter shades when it comes to concealer. Try something that is slightly lighter, but nothing that is drastically different.

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Base notes There are many formulations and choices when it comes to foundations. I am a huge fan of the silicon based foundations because they tend to glide on nicely and are great for long lasting wear. Foundation sticks are also a nice option, but they can be a little heavy if they are not applied properly. Always start with the foundation around the center of the face and blend out. I like to apply it in lines down the cheekbones, sides of the nose and above the eyebrows. Using a foundation brush, sponge or fingers, blend down (blending up can fluff up any little micro hairs). For lighter coverage, try mixing in a small drop of moisturizer or serum. Double check and add additional coverage wherever necessary. If your client has pesky zits, try using a cover-up that contains salicylic acid or tea tree oil. Finish off with a dusting of loose powder; this will set the foundation and concealer for longer wear. Try a mineral powder or one of the new high definition powders.

Contour and highlight Shade and sculpt the cheekbones. Options include powder based, or darker and lighter foundations. If you are using a powder, apply it with a small blush brush with angled sides. Follow under the cheekbones from around the middle of November 2013 • Les Nouvelles Esthétiques & Spa

the ear down toward the corners of the mouth. A lighter foundation or highlight powder should be applied in a “c” shape around the outside edge of the eye and cheekbone. Be careful not to apply it on any fine lines or wrinkles, as it will draw more attention to them. I finish off with a warm peachy blush on the apples of the cheeks, as well as a little touch on the chin and forehead. This warms the face up nicely, and gives it some added dimension. If you accidentally go a little too bright or heavy with the blush, it can be easily corrected by using a touch of foundation over the top.

Eyes are the window to the soul For eyes, start with a luminous cream shadow in a nude or champagne color. I use a flat brush to pat a soft wash from the lash line to the brow bone. If your client’s lids tend to be on the oilier side, begin by applying a good primer all over. If your client is particularly fair skinned, a snowy silver white can be a lovely choice as well. Once the luminous base is in place, you can take a medium shade of warm brown shadow to give depth to the eyes using a small crease brush. Start at the outside corner and make an arch where the eyelid naturally creases. For Asian eyes or eyes with a heavy fold, you continues • Page 111

image|luminous and luxurious makeup

Line ‘em up, lash it out

Brighten the eyes and help to counteract any look of tiredness by patting a shimmery highlighting color in the inside corners of the eyes, and a trace under the brow bone as well. can create the illusion of a crease, using the shadow to contour at the desired place. It is okay to have a subtle edge on the bottom side of the shadow, but be sure to blend out any hard edges on the top under the brow. It should look effortless. An easy trick I like to do is use a darker color directly in the crease and a slightly lighter tone to blend out under the brow. Over the contouring, sweep shades of bronze or gold shadow to create that extra “pop” and bit of luxury. Go for extra glow by layering gold directly onto the center of the lid with your fingertip. Brighten the eyes and help to counteract any look of tiredness by patting a shimmery highlighting color on the inside corners of the eyes, and a trace under the brow bone as well.

Getting the eyeliner perfect takes some skill and practice. There are many different types of liners on the market: pencil, liquid, powder and cream; each has a different finish and effect. When applying, always start at the outside corner of the eye as you pull in toward the nose. Stop just above the middle of the lid (right above where the iris of the eye is), then from the inside corner of the eye near the nose. Bring the line to meet up in the middle with the one you brought in from the outside of the eye. Eye pencils have a tendency to skip, liquid and cream can be difficult to create a clean line with and powder is usually applied with a short angle brush. But there are solutions to each problem. If it is a little crooked, a quick and easy fix is to blend the edges out with a cotton swap or fingertip to soften and smudge (giving it a nice, lived in look and feeling). Always be sure to keep the color as close to the lash root as possible; you do not want any gaps between the base of the lashes and the eyeliner. If you want to make it a longer wear liner, try powder over pencil. And remember, any goofs can be easily corrected with a q-tip or a smidge of concealer! For added drama, apply dark brown or black along the inside waterline of the eyes. continues

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image|luminous and luxurious makeup

If there is one makeup item that tops the list as most valuable, it is mascara. To give lashes the biggest boost possible, start by curling them with a good eyelash curler. You can warm curlers easily by heating them briefly with the hot air from a hairdryer. But be careful—test them on the wrist to be sure they’re not too hot! Starting at the root, pump them bit by bit as you slowly draw the curler down the lashes. After curling and coating them, you can use some false lashes to really heat things up!

cil. Any mistakes or goof ups can be remedied by a q-tip or concealer. Using a pink berry colored lipstick straight from the tube, apply it to the center, where it tends to wear off first. Blot down any extra product and follow with a golden shine gloss. Stick with applying the gloss toward the inside of the lips to avoid feathering and bleeding. Now your client is ready to hit the town in full holiday glow! Her look is reminiscent of the warm glow of a fireplace on a cold wintry night, a beauty ready to heat up the evening. n

Pucker up For dry or chapped lips, use a toothbrush or damp washcloth to gently slough away any dry skin, then follow up with a moisturizer containing cocoa butter or vitamin E. This is a great first step before starting on the foundation and concealer, so the soothing and hydrating effects have enough time to fully penetrate the lips. Before beginning on the lip liner and lipstick, blot away any excess product that may make your lips slippery. Use something that is one shade darker than neutral (warm caramel shades are great for the base). Begin by shaping your Cupid’s bow and following the lips’ edge toward the corners of the mouth. Continue to fill in the majority of the inside of the lip with the same pen-

Photography: TJ Manou, Model: Phoenix Skye, Makeup and Hair: Teal Druda, Location: Behind the Seen,

Teal Druda is an industry veteran who has been a practicing makeup artist for more than 15 years. Her work has been featured in fashion magazines and music videos. Druda also shares her artistry with clients such as Marie Claire, ABC and Relativity Media. She resides in Los Angeles, CA.

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by Amanda Shackleton

shimmery | image eyes

LUMINOUS, SHIMMERY EYES ARE all about creating a wow factor, and they are great for holiday parties and events. After many years of doing celebrity makeup for red carpet events, I achieve the look by following the steps below. STEP 1: Always prime the eye with an eye primer. If you skip this step, the look will not have the staying power it needs. NOTE: If you do not have eye primer, use concealer that matches the color of the client’s skin.

STEP 5: Choose a base color. This will be the medium color in the trio. Cover the entire lid up to just below the brow (do not bring it all the way to the brow—leave space for the highlighter). I use a larger shadow fluff brush to blend onto the lid and beyond. NOTE: If you cannot get the brightness or opacity needed from your base color, wet your brush first and then dip it into the shadow. STEP 6: Pick your darkest color and place it in the corner of the eye in a V

photo: Simone Andress/

Lashes. A must to get this holiday eye to the level you need. I prefer smaller full sets or half larger sets, and apply with a black eyelash glue.

STEP 2: Apply a translucent powder over the primer to set the primer and prep the eye for makeup. Note: Without powdering, the eye shadow can move and become blotchy. STEP 3: Choose a color range—I suggest using at least three colors to get the definition that is needed to pull off this type of eye makeup. Have something light, something medium and something dark. STEP 4: Choose your eye shadow formulation—do you want to use powder eye shadows or cream? Feel free to use both—the two textures make the eye look amazing.

shape—from the outer half of the crease into the outer eyeliner. Use a small crease brush to add the shadow just where it is needed. Blend up and out (not in with a medium size brush). If the darker color does not move, put a little powder on your brush and keep blending. STEP 7: Line the eyes with a gel eyeliner. The color you use depends on the look you want, but most of the time I use black to make the eye pop. Take your brush and line the top, then lift up lashes with fingers and line just under the eyelashes. This ensures that the color gets in between the lashes. I like to use a very tiny detailing brush for

November 2013 • Les Nouvelles Esthétiques & Spa

lining—it helps to keep the liner even, and you can always add over it if it is uneven. I see so many people use too big of a brush and make a mess. Gel eyeliner is easy to add to, but it is hard to remove if you make mistakes. STEP 8: Lashes. A must to get this holiday eye to the level you need. I prefer smaller full sets or half larger sets, and apply with a black eyelash glue. Wait a few minutes, then go over the base of the lashes and glue with another coat of gel eyeliner. STEP 9: Highlighter. Use a shimmery white highlighter on the area just below the brow bone. For deeper skin tones, keep it on the more golden undertone. Make sure to blend it into the base color seamlessly. You do not want any harsh lines where the shadow ends and begins. STEP 10: Add plenty of very black mascara to both the top and bottom lashes. STEP 11: Line the under eyes as close to the lash line as you can with the color of your choice, and smudge over it with the darker shadow you used on the top lid. STEP 12: Here’s the fun part: Add a pop of super shimmer in the middle of the lid only, and blend out slightly in both directions. This is what gives the eye dimension—I always choose a color that is brighter than the result I am going for. Some of the shadow’s power is always lost after application. continues • Page 115

image|shimmery eyes

With a q-tip, swipe around the outer parts of the eye where eye shadow may have fallen. This keeps the eye looking clean.

Amanda Shackleton is a hairstylist and makeup artist who has worked extensively over the past 26 years. She is owner of the Media Makeup Academy, which has three branches located in Chicago, New York City and Miami. Shackleton has contributed to major advertising campaigns, and her celebrity clientele has included big names such as Martha Stewart, Javier Bardem, Harrison Ford, Sarah Michelle Gellar and Rosario Dawson. Say you saw it in LNE & Spa and circle #283 on reader service card

Page 116 • Les Nouvelles Esthétiques & Spa • November 2013

photo: Valua Vitaly /

I like shimmer powders, but wet your brush first—they can get very messy! Then add a hint of the same color in the inner corner of the lid. STEP 13: With a q-tip, swipe around the outer parts of the eye where eye shadow may have fallen. This keeps the eye looking clean—you can always use a little concealer and apply it with your finger to clean up as well. OPTIONAL: Depending on the event and what your client will be wearing, take a glitter gel eyeliner and add a hint wherever they desire. Be careful though—this can easily go from looking great to looking overdone, so decide on one type of glitter and apply. n

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Stylish and Seasonal NAIL ARTISTRY

photo: Jeka/

THE HOLIDAY SEASON IS A MERRY TIME, FULL OF family get-togethers, jubilant gift-giving and festive fashion! Lovely ladies everywhere are ready to rock their fabulous Christmas sweaters at all the seasonal soirées, but another way to add the perfect touch of holiday pizazz to their attire is with a jolly and festive manicure! There are many fab and fun ways to jazz up your clients’ nails for the holiday season. Try out any of the below nail designs to steal the spotlight at all of their upcoming merry festivities! 4

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Jolly and Festive

MANICURES Stylish staple holiday colors The holiday season is a time for green Christmas trees, red stockings and cranberry scented candles. Celebrate these holiday staples by jazzing up your clients’ nails with red, green or cranberry polish!

Christmas lights mani This lovely manicure is an opportunity to show your clients your artistic side! Paint their nails red and allow them to dry. Then, using a toothpick and black nail polish, draw a squiggly black “light cord” from the outer edge of the thumbnail to the outer edge of the pinky nail, making certain to only get polish on the nails. Let the polish dry, then paint little holiday Christmas lights both above and below the cord, using polishes of all different colors. Once complete and dry, add a final topcoat to complete the look!

Festive foil nails Who says glossy wrapping paper should only adorn holiday gifts? Wrap up your clients’ nails with shiny green and red foils for a fabulous holiday look! To create this dazzling nail style, you must have red and green nail foils (you may have to find these online), nail glue and a clear topcoat onhand. For the first nail, apply a coat of nail glue and allow it to dry for 30 seconds to a minute, then press the red nail foil down. Run a q-tip over the foil so it sticks, then peel off the foil’s clear backing. Repeat these steps for the rest of the nails, alternating between green and red foil. You can also choose to do a solid red or green foil manicure. Once finished, apply one coat of clear topcoat to each nail. Now the nails are ready for the party!

November 2013 • Les Nouvelles Esthétiques & Spa

Giddy, gold nails During the holiday season, we all love gazing at gold ornaments and the golden star atop the Christmas tree. Gold is also the season’s goto polish for nails! Paint your clients’ nails with a shimmery gold nail polish so their holiday look is ready to impress!

Winter snowflake mani Snowflake nail stamps are a fab and festive way to add pizazz to a holiday mani! Before you do this design, make sure you have light blue polish, silver polish, clear topcoat and a nail stamp kit with a snowflake stamping plate on hand. Paint nails light blue and let them dry, then place silver polish over the snowflake design on the stamping plate and use the nail kit’s scraper to rid the plate of excess polish. While the silver polish is still wet, place the stamper over the plate so the snowflake design transfers, then press the stamper down on the nail. Do this until each nail is adorned with cute little silver snowflakes. Finish the look by adding a clear topcoat to each nail.

Chocolate and espresso nails No holiday party is complete without warm espresso lattes and yummy chocolate truffles next to the fireplace. Celebrate these festive indulgences with dark brown and espresso polishes! continues


image Candy cane nails

An eye-catching red, green and gold water marble mani looks great with any holiday get-up! To create this intricate and eye-catching design, start off with a cup of room temperature water and one bottle of polish in each red, green and gold, as well as tape and several toothpicks. Place tape around the edge of the first nail, covering the cuticles. Add two drops of red to the water and allow it to spread, then a drop of green polish in the middle of the red polish, and add one drop of gold in the middle of the green. Then, take a toothpick and drag the edges of the polish to the center of the circle. Have your client press their nail into the design, and use a toothpick to scrape excess polish away from the edges of the nail, and take the nail out of the water. Then remove the tape and let dry. Use a toothpick to clear the polish from the top of the water, and repeat the process with the rest of the nails. The end result is a jolly water marble mani that is sure to be the talk of every seasonal soirée your client attends!

*Nail design by Diane M. Graham Katie Saxton is the founder of Custom Nail Solutions. She is a renowned blogger and a regular contributor to television, radio, print and online media on the topics of nail beauty, nail care and nail trends. Custom Nail Solutions is a revolutionary artificial nail product offering custom nails that fit each individual’s unique nail beds. They are reusable, chemical-free and guaranteed to last a lifetime. Find out more at

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Page 120 • Les Nouvelles Esthétiques & Spa • November 2013

photo: Picsfive/

Joyous water marble mani

Yummy candy canes are a staple treat during the holidays. The candy’s stripe design is also perfect for nails! Paint your nails red and let dry; then, using a white nail polish pen, paint parallel diagonal lines in different widths across each nail. Use a silver nail polish pen to add thin, shimmering silver lines between the white stripes. Try out any of the nail designs discussed above for your clients this holiday season. All of them will add a touch of festive fun to their holiday outfits! n

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The Full Cover Concealer from Auraline Beauty is the perfect cover-up for your clients this holiday party season. This blendable, long lasting concealer erases imperfections with ease, says the company. The highly concentrated and pigmented formula goes a long way to create flawless coverage. 888.AURALINE

LIGHT UP THE NIGHT The new limited edition Shimmer Lipstick and Shimmer Powder from Arabesque adds a dose of glamour to anyone’s look! The four shades of lipstick glide on smoothly, delivering long wear with a comfortable feel, says the company. They give lips a luscious and alluring appearance. The luxurious, loose shimmer powder in gold and silver feels soft on the skin, and the fine shimmery particles it contains shine like a thousand tiny diamonds under light! 866.693.7006 (W) 888.845.1191 (SW/MW/NE/SE)

STANDOUT STUNNER Beyond Brilliance from Bodyography Professional Cosmetics is a new collection of crushed pearl cream eyeshadows. The highly pigmented glimmering shadows create a multifaceted metallic finish by swirling together the creamy shadow base and ultra smooth mineral pigment top layer. This item is perfect for winter and the holiday season. With four stunning precious metal shades, there is a color to match any party dress and all accessories!

NEW SHADES Help your clients update their look for the season with sultry yet dramatic wine toned pouts. For lips that look and feel amazing this holiday season, offer jane iredale—THE SKIN CARE MAKEKUP®’s PureMoist™ Lipstick in the new shades Annette (shown below) and Hannah for vibrant colors with a flat finish. 800.762.1132

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OPI announces two new gift sets for the holiday, called Take Ten and Top This! Take Ten features 10 bestselling mini nail lacquers. Top This! features three top coats for flawless finishes. Take Ten includes a spectrum of hues, ranging from soft sheers to creamy reds and rich burgundies. Each nail lacquer also comes with OPI’s signature ProWide™ Brush, now in a mini size for the first time. Top This! contains Top Coat, Matte Top Coat and Snowflakes in the Air, an exclusive multi-colored sparkle shade available only in this kit. 800.341.9999

SPARKLING BEAUTY Encourage your clients to indulge their festive moods this year at holiday parties with Body Glitter from Ladyburd®! The sparkling metallic glitter is perfect for highlighting the skin and adding a special effect, the perfect extra touch to help them stand out at any get-together. 800.345.3448

BEAUTIFUL BROWS GLITZ AND GLAMOUR Cuccio Colour Veneer has added three new sparkle colors to its color collection just in time for the holidays. Manhattan Mayhem (red glitter), Russian Opulence (metallic gold with shimmer) and Hong Kong Harbor (metallic silver) are among 18 new colors that impart a high gloss finish for up to two weeks, says the company. 800.762.6245

November 2013 • Les Nouvelles Esthétiques & Spa

Cailyn Cosmetics’ Gelux Makeup for perfectly shaped eyebrows is a durable, waterproof gel created with an advanced technology that stabilizes pigment powders and allows color to stay put longer without losing their vibrancy. The waterproof formula will not fade, even in hot and humid weather or when applied prior to swimming, exercising or sweating, says the company. The easy-to-use brush, which tames unruly brows without leaving them stiff, flaky or sticky, is available in colors ranging from light birch and hazelnut to dark ebony and espresso. 562.777.2538







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DECEMBER 8 Peel Fundamentals: A Hands-on Course by PCA Skin. Dallas, TX. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Houston, TX. 877.PCA.SKIN.

DECEMBER 9 Advanced Peeling Techniques for Complex Skin Conditions: A Hands-on Course by PCA Skin. Dallas, TX. 877.PCA.SKIN.

Seasonal Peels & Unusual Actives by A Natural Difference. Columbus, OH. 888.568.3150. Seasonal Peels & Unusual Actives by A Natural Difference Skincare. Fort Lauderdale, FL. 888.568.3150. Seasonal Peels & Unusual Actives by A Natural Difference Skincare. Philadelphia, PA. 888.568.3150. Seasonal Peels & Unusual Actives by A Natural Difference. Wilmington, DE. 888.568.3150.

NOVEMBER 3 Advanced Peeling Techniques for Complex Skin Conditions: A Hands-on Course by PCA Skin. Boston, MA. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Ann Arbor, MI. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Nashville, TN. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Tampa, FL. 877.PCA.SKIN.

Page 126 • Les Nouvelles Esthétiques & Spa • November 2013


NOVEMBER 4 Peel Fundamentals: A Hands-on Course by PCA Skin. Ann Arbor, MI. 877.PCA.SKIN. Peel Fundamentals: A Hands-on Course by PCA Skin. Nashville, TN. 877.PCA.SKIN. Peel Fundamentals: A Hands-on Course by PCA Skin. Tampa, FL. 877.PCA.SKIN.

NOVEMBER 10 Skin Biology & Chemical Peel Seminar by PCA Skin. Boston, MA. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Cincinnati, OH. 877.PCA.SKIN.

NOVEMBER 11 Peel Fundamentals: A Hands-on Course by PCA Skin. Boston, MA. 877.PCA.SKIN. Peel Fundamentals: A Hands-on Course by PCA Skin. Cincinnati, OH. 877.PCA.SKIN.

NOVEMBER 17 Advanced Peeling Techniques for Complex Skin Conditions: A Hands-on Course by PCA Skin. West Palm Beach, FL. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Baltimore, MD. 877.PCA.SKIN. November 2013 • Les Nouvelles Esthétiques & Spa

Skin Biology & Chemical Peel Seminar by PCA Skin. Pensacola, FL. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Philadelphia, PA. 877.PCA.SKIN.

NOVEMBER 18 Acne: Causes and Treatments and Chemical Peels by Vivant Skin Care. Miami, FL. 800.9.VIVANT. Peel Fundamentals: A Hands-on Course by PCA Skin. Baltimore, MD. 877.PCA.SKIN. Peel Fundamentals: A Hands-on Course by PCA Skin. Pensacola, FL. 877.PCA.SKIN. Peel Fundamentals: A Hands-on Course by PCA Skin. Philadelphia, PA. 877.PCA.SKIN.

NOVEMBER 24 Advanced Peeling Techniques for Complex Skin Conditions: A Hands-on Course by PCA Skin. Philadelphia, PA. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Boca Raton, FL. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Charlotte, NC. 877.PCA.SKIN.

Skin Biology & Chemical Peel Seminar by PCA Skin. New York, NY. 877.PCA.SKIN. Skin Biology & Chemical Peel Seminar by PCA Skin. Pittsburgh, PA. 877.PCA.SKIN.

NOVEMBER 25 Advanced Peeling Techniques for Complex Skin Conditions: A Hands-on Course by PCA Skin. New York, NY. 877.PCA.SKIN. Peel Fundamentals: A Hands-on Course by PCA Skin. Boca Raton, FL. 877.PCA.SKIN. Peel Fundamentals: A Hands-on Course by PCA Skin. Charlotte, NC. 877.PCA.SKIN. Peel Fundamentals: A Hands-on Course by PCA Skin. New York, NY. 877.PCA.SKIN. Peel Fundamentals: A Hands-on Course by PCA Skin. Pittsburgh, PA. 877.PCA.SKIN.

DECEMBER 8 Skin Biology & Chemical Peel Seminar by PCA Skin. Atlanta, GA. 877.PCA.SKIN.

DECEMBER 9 Peel Fundamentals: A Hands-on Course by PCA Skin. Atlanta, GA. 877.PCA.SKIN. continues • Page 127


CALENDAR OF EVENTS ONLINE EDUCATION NOVEMBER 4 Age Specified Services: Target Your Services, Target Your Bottom Line by Bio-Therapeutic. Webinar held at 11 a.m., PST.

DECEMBER 16 The bt-accent™ Line by Bio-Therapeutic. Webinar held at 11 a.m., P.S.T.

ONGOING A Deeper Look at Topical Ingredients by PCA Skin. Online Course.

Alternate Therapies by NCEA Commission on Accreditation. Online Continuing Education. 201.670.4100. An In-Depth Look at Melasma by PCA Skin. Online Course. Addressing Adolescent Acne by PCA Skin. Online Course.

Page 128 • Les Nouvelles Esthétiques & Spa • November 2013


Customizing Daily Care Regimens by PCA Skin. Online Course. Diminishing Deep Wrinkling by PCA Skin. Online Course. Exploring Intrinsic & Extrinsic Aging by PCA Skin. Online Course. Evening Post-Inflammatory Hyperpigmentation by PCA Skin. Online Course. HydroPeptide Product Training Webinar by HydroPeptide. Webinars held Mondays at 1 p.m. EST., 12 p.m. CST, 10 a.m. PST. Identifying & Treating Papulopustular Rosacea by PCA Skin. Online Course. Investigating Impaired Barrier Function by PCA Skin. Online Course. Laser and Light Therapy by NCEA Commission on Accreditation. Online Continuing Education. 201.670.4100. Medical Esthetics by NCEA Commission on Accreditation. Online Continuing Education. 201.670.4100. November 2013 • Les Nouvelles Esthétiques & Spa

Product Formulations as a Whole by PCA Skin. Online Course. Rosacea: Signs, Symptoms and Subtypes by NCEA Commission on Accreditation. Online Continuing Education. 201.670.4100. Scleroderma by NCEA Commission on Accreditation. Online Continuing Education. 201.670.4100. Shedding Light on UV-induced Hyperpigmentation by PCA Skin. Online Course. Simple Steps to a Booming Business by PCA Skin. Online Course. Targeting Adult Acne by PCA Skin. Online Course. The Daily Care Product Overview by PCA Skin. Online Course. The Professional Product Overview by PCA Skin. Online Course.

Treating Acne in Skin of Color by NCEA Commission on Accreditation. Online Continuing Education. 201.670.4100. Triggers and Treatment of Atopic Dermatitis by NCEA Commission on Accreditation. Online Continuing Education. 201.670.4100.

TRADE SHOWS Sponsored by Les Nouvelles Esthétiques & Spa and Dermascope The International Congress of Esthetics and Spa, Miami Beach 2014 April 6-7 • Miami Beach, FL 1.800.471.0229 The International Congress of Esthetics and Spa, Dallas 2014 May 4-5 • Arlington, TX 1.800.471.0229 The International Congress of Esthetics and Spa, Long Beach 2014 September 7-8 • Long Beach, CA 1.800.471.0229 The International Congress of Esthetics and Spa, Philadelphia 2014 October 19-20 • Philadelphia, PA 1.800.471.0229 • Page 129

advertisers’ index Page Number

Reader Service No.

5................. A Natural Difference................................................. 232 6................. Advanced Rejuvenating Concepts............................ 120 28............... Beautiful Image....................................................... 183 56............... Bella Schneider Beauty........................................... 180 63............... Bio Jouvance........................................................... 140 8,73............ Bio-Therapeutic...................................................... 139 37............... Bioslimming............................................................ 335 107............. Christina.................................................................. 107 93............... Circadia by Dr. Pugliese.......................................... 101 29............... Cosmetiques France Laure..................................... 199 132............. Darphin................................................................... .159 121............. DermaSwiss............................................................. 245 90............... Dr. Jeff..................................................................... .248 2-3,15.........Éminence Organic Skin Care.................................. 157 131............. Equipro................................................................... 242 39............... Hairmax.................................................................... 285 21............... HydraFacial MD........................................................ 201 103............. Hydropeptide.......................................................... 278 11............... Innovative Skincare................................................. 240 13............... Lady 119 85............... Le 294 117............. Lôngmi Lashes by Daniel........................................ 322 25............... Lucrèce Physicians’ Aesthetic .263 69............... Meg 21/ 344 90............... Palacia..................................................................... 225 7................. PCA 110 53............... Poo-Pourri............................................................... 219 79............... 224 35............... Rejuvi 149 17............... Shira........................................................................ 249 113............. Silhouet-Tone USA.................................................. 192 116............. Skin 283 78............... 207 120............. Teka Fine Line Brushes............................................ 195 9................. Vitelle...................................................................... 206 57............... Wilma Schumann.................................................... 106

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Page 130 • Les Nouvelles Esthétiques & Spa • November 2013

Say you saw it in LNE & Spa and circle #242

A few precious drops will change your skin. And your mind. Seems everyone who tries Darphin Essential Oil Elixirs calls it her new miracle skin product – and with good reason. Crafted with essential plant oils, they instantly melt into skin to quickly remedy your most pressing need – without any afterfeel. Choose your best formula to hydrate dry skin, calm sensitive skin, energize tired looking skin, renew aging skin’s youthful radiance or subdue oily shine (yes, even subdue oily shine). And the aromas are positively divine.

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ANTI-AGING 8-Flower Elixir for aging skin

HYDRATING Rose Elixir for dry skin

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Chamomile Elixir for sensitive skin

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LNE & Spa - November 2013  

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LNE & Spa - November 2013

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