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March, 2019 | $6.00

The Color Issue


COLOR PRODUCTS 5 Nail Products Your Customers Will Love International Beauty Exposition 2019



OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


March 2019

c ont en t s

In Ever y Is s u e 10

Editorial Letter In Living Color


Product Spotlight

Dark & Lovely Go Intense Color Sprays

다양한 색상




How Should You Sell It?


Top Sellers



Hot Color Products

Temporary And Spray Hair Colors 일회용 스프레이 헤어 컬러


Urban Call Briefs

Leadership Profiles in Beauty

Products to Stock


Therapy Trends


Clipper Tips

Mastering Consumer Mentality

Cut the Cord

Coloring Your Hair Safely at Home Hair color is the hottest hair accessory. New technologies in today’s hair coloring offer easy-to-apply formulas. However, the decision to change your hair color should involve an understanding of hair color formula, as well as your hair color goal.

어떻게 판매해야 하나?


We take a look at the Top 5 Nail Polishes at Jinny Beauty Supply.


Knowledge To Know

How to Permanently and Safely Color Relaxed Hair Part 2 By Dr. Edward Tony Lloneau When it comes to dying African American hair, there are many caveats to consider. We continue our story on how to safely color Black hair and explore the challenges that come with dying gray and virgin hair. 릴렉싱한 머리카락을 안전하게 영구 파마하는 방법 Part 2 아프리카계 미국인들이 염색을 할 때 주의해야 할 점들이 여러 가지가 있습니다. 따라서 흑인의 머리카락을 어떻게 안전하게


Industry News


Show Calendar



염색할 수 있는지 그리고 흰머리와 버진 헤어를 염색할 때 어떤 어려움이 있는지도 설명해 드리고자 합니다.

ON THE COVER: The Creme of Nature Plex Breakage Defense collection is a 3-step bond-mender system that


Ad Index

reinforces weak and brittle bonds to strengthen against breakage and damage.

Customers will love this collection’s ability to revive their damaged tresses and impart


Reader Feedback 독자 피드백

unbelievable shine to their hair. Availble now at Jinny Beauty Supply.

Learn more about the new collection on page 80 or visit


OTC Beauty Magazine March 2019

CLOSEST SHAVE — without —


Retractable Trimmer

FINISHING SHAVER Lightweight & Slim

2 hr. Runtime + Quick Charge


Universal Micro-USB Charger OTC Beauty Magazine March 2019


March 2019

c ont en t s


Business Tips

4 Ways to Effectively Attract a Diverse Workforce Having a Variety of Diversity at Your Company Can Have a Big Impact on Your Success By Jeremy Eskenazi


Stalled Sales? Get Unstuck by Engaging in a Strategic Market Analysis By Jill J. Johnson If you are struggling with sluggish sales, there are two critical areas you must review to address the situation. The first is determining if the slowdown is due to changes in your target market. The second is determining if your sales and promotional approaches are ineffective. While there may be complicating factors beyond your control, most of the time a sales slowdown can be attributed to one or both issues. This type of analysis reviews your demographics, competitors and the effectiveness of your marketing messages to provide a comprehensive evaluation of the demand potential for your business. When combined with a marketing audit, you have a powerful opportunity to turnaround your sales.

Is your team diverse? Do you invest to ensure your team reflects the needs and attitudes of your customers and clients? They need to reflect the communities your employees live, work in, and provide services to. When a lot of people think about diversity, they focus on gender, ethnicity, and age. These are important to keep focus on, for sure, but there is another kind of diversity that is often overlooked. This is diversity of thoughts, background, and experiences. If elements of the latter are missing in your organization, it’s likely that everyone thinks the same way; and new ideas, new ways to problem solve, and innovation may be stunted. In order to effectively attract diverse candidates, here are four success practices that have been effective:

판매가 저조합니까? 전략적인 시장 분석을 통해 상황을 벗어나십시오

다양한 인재를 채용하는 4가지 효과적인 방법

판매가 저조하여 어려움을 겪고 계시다면, 상황을 개선하기 위해

여러분의 팀에는 다양성이 존재합니까?

매우 중요한 두 가지 영역을 확인해 보셔야 합니다. 첫 번째는 타깃

여러분의 팀이 소비자와 고객이 원하는 것과 취향에 맞출 수 있도록

시장의 변화로 인해 판매가 저조하게 된 것인지 분석하는 것이고, 두

투자하고 계십니까? 팀에서는 여러분의 직원들이 생활하고 일하고

번째는 여러분의 판매와 홍보 방식이 효과적이지 못했는가를 분석하는

서비스를 제공하는 지역 사회에서 원하는 것을 반영할 필요가

것입니다. 물론 통제가 불가능한 복잡한 요인이 있을 수도 있지만,

있습니다. 많은 사람들은 다양성 하면 흔히 성별이나 인종이나

대부분의 경우 이 두 가지 요인 중 하나로 인해 판매가 저조하게 되는

연령 측면을 떠올립니다. 물론 이런 것들도 중요하게 여기기는 해야

경우가 흔합니다. 이러한 분석을 통해 인구학적 데이터와 경쟁 업체와

하지만 우리가 흔히 간과하는 면들도 있습니다. 바로 생각과 배경,

여러분이 사용하는 마케팅 메시지의 효율성을 점검해 보면 여러분의

경험의 다양성입니다. 조직 내에서 이러한 것들이 다양하게 공존하지

사업을 위해 잠재적으로 필요한 점이 무엇인지 전반적으로 이해할 수

않는다면 모든 사람들이 같은 방식으로 생각하게 되어 새로운

있습니다. 또한 마케팅 평가도 함께 실시한다면 판매를 개선시킬 수

아이디어와 새로운 방법으로 문제를 해결하는 능력과 혁신은 저해될

있는 확실한 기회를 마련할 수 있습니다.

것입니다. 다양한 직원들을 뽑기 위해 필요한 4가지 효과적인 방법을 알아보도록 하겠습니다.


Beauty Ambassador


International Beauty Exposition 2019

One-on-One Meetings Matter More Than You Know By Kate Zabriskie Without trying too hard, it’s easy for many managers to compile a long list of reasons not to meet with the people they supervise. And guess what? The volume of reasons does not outweigh the value and importance of a regularly scheduled tête-à-tête with a direct report. If used correctly, over time, managers and employees can enjoy many benefits by meeting one on one. Here’s why. 일대일 미팅은 생각보다 중요합니다 관리자들이 자신들이 감독하는 사람들과 만나지 않으려고 댈 수 있는 핑계는 정말 많습니다. 미팅을 갖기 위해서는 특별한 노력이 필요한 것입니다. 하지만 그렇다 하더라도 직속 직원과 일대일로 정기적으로 만나는 것은 정말로 중요합니다. 일태일 미팅은 잘 활용만 하면 관리자와 직원 모두에게 많은 유익을 줄 수 있습니다. 여기에 그 이유를 설명하였습니다.



OTC Beauty Magazine March 2019

Coloring With Care By Sara Reuda

The International Beauty Exposition welcomed throngs of professional beauty distributors and OTC retailers in Las Vegas.

OTC Beauty Magazine March 2019



Ann Jhin


Jessica De Vault Hale

Korean News Editor:

Tony Bae

Art Director:

Sam Choi

Advertising & Sales Coordinator:

Contributing Writers:

Sara Rueda Jill Johnson Kate Zabriskie Jeremy Eskenazi Dr. Edward Tony Lloneau Pat G. Williams Melissa Hughes


Kenny Duncan Lafayette Jones Elayne McClaine

To subscribe, call us at 678-805-3291 or visit Subscriptions are no charge for businesses (including retailers, manufacturers, and distributors) in the U.S. of the beauty and barber supply industry. For all other subscribers, yearly subscriptions (12 issues) are $48.00. Please send a check payable to OTC Beauty Magazine to: OTC Beauty Magazine; attn: subscriptions; 3587 Oakcliff Rd.; Doraville, GA 30340. Cover price is $6.00. OTC Beauty Magazine is a trade magazine for the multicultural beauty supply industry offering retail store

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

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

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

Post Master:

Please send address changes to:

OTC Beauty Magazine Attn: Subscriptions 3587 Oakcliff Rd., Doraville, GA 30340 T: 678-805-3291 F: 678-805-3292 6

OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019





OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


Editorial Letter by Jessica De Vault Hale


There’s a reason why our Color issue is always in March. It’s the start of

the spring. That means warmer weather, flowers in bloom and tons of beautiful colors in nature and beyond. We spend much of the winter in darker tones, and most change their look to match the moodiness of the

다양한 색상

colder months. But in the spring, we rejoice at the sight of vibrant, green grass and bountiful floral motifs. Those beautiful hues are going to be the catalyst for your customers to change their hair color for the new season.

3월만 되면 색상에 대한 기사가 실립니다. 3월에 봄이 시작되면 날씨가 따뜻해지고 꽃이 만발하면서 아름답고 다양한 자연의 색상을 볼 수

These days, there is a slew of colors on trend. Pastels and mermaid hues

있습니다. 겨울철에는 주로 어두운 색상이 유행하는데, 사람들이 추운

continue to be popular, while silver foxes embrace their gray strands even

계절 때에는 대부분 그러한 색상을 선호합니다. 하지만 봄이 되면

more. Maintaining these rich, new shades will also be a priority. So when stocking up

푸르른 잔디가 돋아나고 다양하고 아름다운

on various box colors for your customers,

꽃들이 피어납니다. 이처럼 아름다운 색상이

don’t forget to include a variety of products

넘쳐나는 봄이 되면 고객들은 새로운 계절을

that will protect freshly-dyed hair. Not sure

맞이하여 머리의 색상도 바꾸고 싶어 합니다.

which products customers are seeking? You’ll get tons of inspiration with the roundup of our favorite color products in the Marketplace column on page 14. Don’t just limit yourself to investing in permanent and semi-permanent box colors. Temporary colors are just as hot amongst


파스텔 톤과 머메이드 색조가 계속 인기를

인기가 있습니다. 하지만 이러한 색상을


보존하는 것도 중요한 문제입니다. 따라서

구비하면서 염색한 색상을 보호해 주는

unsure of how to navigate the wonderful world of at-home hair coloring,

제품들을 구비하는 것도 잊지 마시기 바랍니다. 고객들이 어떤 제품을

how you can guide your customers in the purchasing process to make the

원하는지 잘 모르시겠다고요? 14면에 있는 마켓플레이스 기사를 통해

best decisions for themselves on page 52.

가장 인기 있는 염색 제품이 무엇인지 아이디어를 얻으실 수 있습니다.

There are a lot of opportunities to take advantage of the change in season.

영구 혹은 반영구 염색 제품에만 투자하지 마세요. 일회용 염색 제품도

I hope you’ll let the spirit of spring encourage you to try something new

요즘 정말 인기가 많습니다. 22면에서는 소프트신-칼슨(SoftsheenCarson) 사에서 일회용 헤어 스프레이 제품을 판매하는 팁을 알려

invest in for your inventory, don’t be afraid to fine tune your basics. These

드립니다. 또한 집에서 염색하는 방법에 대해 잘 몰라 망설여지신다면,

general merchandise items are what will keep your shoppers coming

52면의 기사를 통해 크림 오브 네이처(Crème of Nature)에서 알려

back, time and time again.

주는 집에서 안전하게 염색하는 방법과 고객들이 최선의 구매 선택을 하도록 도울 수 있는 방법에 대해 알아보실 수 있습니다. 계절의 변화를 활용할 수 있는 기회는 많습니다. 여러분도 봄의 기운을 받아 고객들에게 새로운 시도를 해 보시기 바랍니다.


OTC Beauty Magazine March 2019



how to sell temporary and color sprays on page 22. And if you’re just

Jessica De Vault Hale EDITOR


얻고 있으며 회색 톤의 실버 폭스 색상도

고객들을 위한 다양한 컬러의 염색 제품을

with your shoppers, as well.



요즘에는 인기 있는 색상이 매우 다양합니다.

shoppers. Softsheen-Carson offers tips on

Crème of Nature shares the basics on how to safely color hair at home and



OTC Beauty Magazine March 2019



OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019



Hot Color Products

With spring right around the corner, you can be sure that your customers will be looking to

change their hair color. There are tons of products available to help accentuate your existing

hue, make subtle changes or create a brand new look. Check out our 12 picks to help your shoppers upgrade their hair color.

Cuticle Sealer When you bleach and lift color from your hair, it can raise the hair

cuticle. The result: it can make it difficult for your delicate tresses to retain moisture. That’s where the Bonfi Naturals Moringa Cuticle Sealer Leave In Conditioner comes in. Not only does it seal hair cuticles, but it also hydrates each strand.

Color Kit When the goal is to cover gray hair easily, the BIG EZ Color Kit For Men

comes in handy. Male customers enjoy this product for not only hair dying

but for use on the beard, as well. It’s no drip and no stain formula makes it a favorite among many men.

Hair Fibers When spray-on color isn’t your speed, colored Toppik Hair Building Fibers may be a great option. Tiny fibers can be sprayed onto the hair to give the

appearance of fuller hair and can work as a fantastic touch-up between colorings. Plus, it is resistant to wind, rain and perspiration.


OTC Beauty Magazine March 2019

Henna Color When hair is dull and lifeless, a boost of color can often invigorate it. Using henna to achieve this can be even better

as it can add vibrancy to the hair. That’s why many shoppers

love the Colora Henna Powder. This product adds a subtle color, but the highlight it provides can be just the change the hair needs to turn heads.

Touch-Up Wand When you have pesky gray hairs that are difficult to cover, reach for the Cover Your Gray 2-in-1

Hair Color Touch-Up Wand. With this doubleended tool, you can use a precision tip to pinpoint

specific areas and a wand brush to cover more strands.

Hair Thickener Spray Having thinning hair can make anyone feel self-conscious. Sometimes, the best way to spice up our hair color is to find a

shade that matches our existing color and that covers fine

strands. The Jerome Russell Hair Color Thickener Spray does

just that. With a few sprays, thinning hair is filled in, giving the appearance of fuller and thicker hair.

OTC Beauty Magazine March 2019


Hot Color Products

Color Wand Ready to add a little sparkle and highlight to your hair? The J2 Hair Mascara with Pearl is the perfect

product for adding pops of color to hair, without having to undergo a chemical process. It can be applied easily and washes out with shampoo.

Gloves You can’t apply hair color with your bare hands. The chemicals can stain your skin and take a long time to

remove. Keeping Latex Gloves in stock ensures that your customers never have to worry about getting unwanted color on their fingertips.

Braiding Hair Who says your favorite braiding styles

can’t have some fresh new color? With the

Queen B Colored Braiding Hair, you can add several brilliant hues into your style with great ease.


OTC Beauty Magazine March 2019



From ApHogee

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OTC Beauty Magazine March 2019


Hot Color Products

Temporary Hair Color Clairol Jazzing Temporary Hair Colors are the perfect way to add color without the permanency. This color can be

temporary when applied without heat or semi-permanent when used with heat. This ammonia and peroxide-free product can be used on natural hair and be applied to freshly relaxed hair, as well.

Permanent Hair Color For something a little more permanent, a box color may do the trick. The Revlon Colorsilk Beautiful Color Hair Color

offers high-intensity color with the dimension and definition

that we seek from professional colorists. It also offers 100% gray coverage, which will be a plus for many shoppers.

Protein Treatment Preparing your hair for color is just as important as how it’s maintained after color is applied. When you use the Aphogee Two-Step Protein Treatment, you not only

strengthen the hair in advance of your color appointment, but this product can also result in 30% less color fading after 10 shampoos; extending the life of your hair color.


OTC Beauty Magazine March 2019

W here air H l u f i t Beau s! Begin




Imperial Dax Co., Inc. • Fairfield, NJ • 1.866.DAX.WAX OTC Beauty Magazine March 2019



OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


How should you sell it? By Melissa Hughes

This month’s selling focus is…

Temporary And Spray Hair Colors

While many people prefer to go to their hairstylist to change their hair color, others are keen on doing it themselves at home. Boxed hair colors are typically the best way to inexpensively upgrade their hair color on their own. However, some want to try a fun color for just a day or so. That’s where temporary spray colors come in.

How do you get shoppers interested in temporary spray colors and increase the purchase of these products? “When choosing a spray color to sell, I’d recommend the Dark &

twist out, and you spray this on the hair, it won’t revert your curls or

Lovely Go Intense Sprays. These are temporary colors in a spray

revert your straight look. It allows you to keep your style and style

can, so they’re a little bit different than your everyday box color. It

your hair after you put it in.

allows customers to have a temporary pop of color inspiration, to spice up their look and add a pop of shine; but this isn’t a long-term

When merchandising, you want to put the sprays out in front for your customers, so they can grab one

spray. We have golds, silvers, purples,

and see if they want to try one at home.

and blues. Those are our top colors, but

Pick one or two colors for the season

we have a total of nine colors. These

and put it on the end of an aisle, where

colors are ideal for a special occasion or

it’s quick and easy to see and get. It’ll

event, for adding that extra sparkle.

definitely catch your customer’s eye.

It can be sprayed on the hair and washes

Also, try putting the sprays out for

right out. These sprays are vibrant,

different holidays. For Valentine’s Day,

and they are a bit different than other color sprays that you may see. They are specifically for African American hair. So when you’ve done your

rose gold is the perfect way to create a perfect look for your date night.”

Melissa Hughes

Director of Global Marketing Operations of Softsheen-Carson

If you have input you’d like to share regarding this question, send an e-mail to Your response could be featured in the April issue! 22

OTC Beauty Magazine March 2019




96% LESS BREAKAGE for Healthier-looking, Stronger Hair





어떻게 판매해야 하나? By Melissa Hughes

이번 달 판매의 초점은…

일회용 스프레이 헤어 컬러 많은 사람들은 염색을 하려고 미용실에 가는 것을 선호하지만 집에서 하기를 원하는 사람들도 있습니다. 시중에 판매되는 박스 형태의 염색약 제품을 사용하면 비싼 비용을 들이지 않고 염색을 할 수 있습니다. 그런데 어떤 사람들은 시간을 들이지 않고 곧바로 염색을 하고 싶어 합니다. 그렇게 해서 일회용 스프레이 염색 제품이 나오게 되었습니다.

고객들이 일회용 스프레이 염색 제품에 관심을 가지고 그러한 제품을 구매하도록 어떤 방법을 사용하고 계신가요? “판매하기 좋은 스프레이 컬러 제품을 추천해 드린다면 Dark & Lovely

땋은 머리라 하더라도 스프레이를 뿌린다고 해서 곱슬머리나 직모

Go Intense Sprays가 있습니다. 스프레이 캔 안에 일회용 염색 약이

스타일이 변하지 않습니다. 스타일을 유지시켜 주고 제품을 사용하고

들어 있는데요, 박스에 들어 있는 시중 염색약 제품과는 약간 차이가

난 후에 스타일을 연출할 수도 있지요.

있습니다. 이 제품을 사용하여 눈에 띄는 색상을 연출하여 자신만의 개성을 표현할

판매를 할 때는 고객 눈에 띄는 곳에

수 있습니다. 하지만 색상이 장기적으로

배치하여 제품을 구매하여 집에서 사용해

지속되지는 않습니다. 저희 제품 중 금색,

보고 싶은 마음이 들게 할 수 있습니다.

은색, 자주색, 파란색 제품이 가장 잘

계절마다 한 두 가지 색상을 골라서 쉽게

판매되며 그 외의 제품까지 합하면 총 9개

눈에 띄고 가져가기 쉬운 곳인 통로 끝

색상의 제품이 있습니다. 특별한 날이나

쪽에 전시하세요. 그러면 고객들의 눈길을

행사에 톡톡 튀는 스타일을 연출하기에

사로잡을 겁니다.

제격인 색상이지요.

또한 다양한 기념일이나 휴일마다 다른 종류의

스프레이 제품은 머리에 뿌리고 나서 물로 씻으면 지워집니다. 이




스프레이를 뿌리면 선명한 색을 연출할 수 있으며, 일반 시중 제품과는

있습니다. 예를 들어 발렌타인 데이에는 데이트 스타일 연출에 제격인

조금 다릅니다. 아프리카계 미국인들을 위한 제품이거든요. 따라서

로즈 골드 색상이 정말 좋은 선택이라고 할 수 있지요.”

멜리사 소프트신-칼슨(Softsheen-Carson)사의 글로벌 마케팅 운영부 이사

위와 관련하여 질문이 있으시다면 으로 보내주십시오. 4월호에 여러분의 의견이 채택될 수도 있습니다! 24

OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019





OTC Beauty Magazine March 2019

Take control after lightening and bid brassy goodbye. Use permanent cream toners for: • Creating cool or warm shades • Neutralizing unwanted warmth after lightening • Toning double — processed blondes













©2019 The Wella Corporation CSM2019-1001

OTC Beauty Magazine March 2019


Knowledge to Know By Dr. Edward Tony Lloneau

How to Permanently and Safely Color Relaxed Hair, Part II 릴렉싱한 머리카락을 안전하게 영구 파마하는 방법, 2부 When it comes to dying African American hair, there are many caveats to consider. We continue our story on how to safely color Black hair and explore the challenges that come with dying gray and virgin hair.

Why is Some Afro Hair More Resistant to Color than Others? My theory is that color pigmentation in the cortex layer serves to protect the inner structure (the medulla) from damage that can occur from ultraviolet rays of the sun. When the hair turns gray, this pigmentation is no longer present to combat this condition; therefore, the cuticle acts as an antibody and becomes thicker, the hair becomes more resistant and coarser.

Why Does Gray Hair Sometimes Turn Yellow or Green? The yellow is because the hair absorbs the color that manufacturers add to their shampoos, conditioners and other home care products. The green is the results of trying to neutralize the yellow with a blue rinse – as yellow and blue begets green. To correct this, obtain a pH balance or neutralizing shampoo. Next, get a purple or lavender color such as jazzing or cellophane. Add the color to the shampoo until it turns a deep color. Shampoo twice, then rinse, dry and style. This should overcome the yellow or green without depositing the color used in the shampoo.

Why Does Virgin Afro Hair Take Longer to Process Permanent Hair Color? Permanent Hair Color on Afro Hair is performed somewhat differently than in other cultures. The reasons being that Afro hair has twice as many overlapping cuticles than most straight hair. This is because when natural Afro hair draws up into a tight curl or kink, the cuticle layers back up into the cuticle, resulting in this type of hair having twice as many overlapping cuticles in any given area of the hair shaft. When the permanent color formulation is applied to natural Afro hair, the color takes longer to penetrate. The direction for applying color on the box is to process for about 45 minutes. However, on natural virgin Afro hair, it has to process for one hour or more due to multiple cuticle layers the chemical has to penetrate.

아프리카계 미국인들이 염색을 할 때 주의해야 할 점들이 여러 가지가 있습니다. 따라서 흑인의 머리카락을 어떻게 안전하게 염색할 수 있는지 그리고 흰머리와 버진 헤어를 염색할 때 어떤 어려움이 있는지도 설명해 드리고자 합니다.

일부 아프로 헤어가 다른 종류의 헤어보다 염료 성분을 잘 흡수하지 않는 이유는 무엇입니까? 저의 이론은 모피질 층의 색소가 내부 조직(모수질)이 태양의 자외선으로 인해 손상을 입지 않도록 보호해 주는 역할을 한다는 것입니다. 머리카락이 회색이 되면 색소가 더 이상 그러한 역할을 하지 못하게 되고, 묘표피가 항체 역할을 하여 더욱 두터워지고 모발이 더욱 저항력이 강하고 두꺼워 지기 때문입니다.

흰머리가 때때로 무엇입니까?





노란색은 제조업체들이 삼푸나 컨디셔너 그리고 그 외의 가정용 케어 제품에 넣은 성분을 흡수했기 때문입니다. 녹색은 노란색을 중성화하기 위해 파란색의 린스를 사용했을 때 두 색상이 섞인 결과로 나타납니다. 이러한 현상을 개선하기 위해 pH 밸런스 제품을 사용하거나 중성화 샴푸를 준비하세요. 그 다음으로 jazzing이나 cellophane 등의 자주색이나 라벤더 색상 계열의 염료를 준비하세요. 샴푸가 진한 색이 될 정도로 섞으세요. 두 번 머리를 감고 헹구고 스타일링하세요. 이렇게 하면 샴푸에 넣었던 색상을 띄지 않으면서도 노란색이나 녹색을 띄지 않게 됩니다.

버진 아프로 헤어에 영구 파마를 하려면 시간이 더 많이 걸리는 이유는 무엇입니까? 아프로 헤어의 경우에는 다른 인종 사람들과는 약간 다른 방식으로 영구 파마를 해야 합니다. 아프로 헤어는 대부분의 직모 머리카락보다 모표피 층이 두 배나 많기 때문입니다. 아프로 헤어는 머리카락이 곱슬 형태로 자라면서 모표피 층이 서로 겹쳐지는 형태를 갖추게 되어 다른 종류의 머리카락에 비해 모표피 성분이 두 배나 많아지게 됩니다. 따라서 영구 염색약 성분이 아프로 헤어에 흡수되려면 시간이 더 오래 걸립니다. 본래 일반적인 경우에는 염색 과정에 걸리는 시간이 45 분입니다. 하지만 버진 아프로 헤어를 염색하는 경우에는 모표피 층이 많기 때문에 화학 물질이 흡수되려면 1시간 이상이 걸립니다.

Meet Dr. Edward Tony Lloneau w

Dr. Edward Tony Lloneau received his doctoral from the National Beauty Culturist League (N.B.C.L.) and was sanctioned through Howard University in Washington, D. C. in 1985. Lloneau attended the institute as both a student and instructor. His specialized field of study is Trichology as it relates to ethnic cosmetology. He has written several books on this subject and has authored many articles in trade magazines drawing attention to some of the pitfalls and professional related problems that ethnic cosmetologists and students encounter on a daily basis. To obtain a copy of his book, “What the Text Books & State Boards Ignored in Regards to Ethnic Cosmetology,” contact Dr. Lloneau at or call 310-283-7118. Edward Tony Lloneau 박사는 National Beauty Culturist League (N.B.C.L.)에서 박사 학위를 받았으며 1985 년 워싱턴 D.C. 하워드 대학교에서 승인되었습니다. Lloneau는 학생 및 강사로 연구소에 참석했습니다. 그의 특수 연구 분야는 민족 미용학과 관련된 Trichology입니다. 그는이 주제에 대해 여러 권의 책을 저술했으며 민족 잡지와 학생들이 일상적으로 마주 치는 일부 함정과 전문적인 문제에 관심을 기울이는 무역 잡지의 많은 기사를 저술했습니다. 그의 책 “Ethnic Cosmetology에 대한 책에서 제외 된 책 및 주권위원회”의 사본을 얻으려면 Lloneau 박사에게 liquidgoldbondng@aol.com으로 연락하거나 전화 310-283-7118로 전화하십시오


OTC Beauty Magazine March 2019




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OTC Beauty Magazine March 2019
















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Business Tips By Jeremy Eskenazi

Ways to Effectively Attract a Diverse Workforce

Having a Variety of Diversity at Your Company Can Have a Big Impact on Your Success

다양한 인재를 채용하는 4가지 효과적인 방법 회사에서 다양성을 허용하는 것은 성공의 지름길이다

Is your team diverse?

여러분의 팀에는 다양성이 존재합니까?

Do you invest to ensure your team reflects the needs and attitudes of

여러분의 팀이 소비자와 고객이 원하는 것과 취향에 맞출 수 있도록

your customers and clients? They need to reflect the communities your

투자하고 계십니까? 팀에서는 여러분의 직원들이 생활하고 일하고

employees live, work in, and provide services to.

서비스를 제공하는 지역 사회에서 원하는 것을 반영할 필요가 있습니다.

When a lot of people think about diversity, they focus on gender,

많은 사람들은 다양성 하면 흔히 성별이나 인종이나 연령 측면을

ethnicity, and age. These are important to keep focus on, for sure,

떠올립니다. 물론 이런 것들도 중요하게 여기기는 해야 하지만 우리가

but there is another kind of diversity that is often overlooked. This

흔히 간과하는 면들도 있습니다. 바로 생각과 배경, 경험의 다양성입니다.

is diversity of thoughts, background, and experiences. If elements of

조직 내에서 이러한 것들이 다양하게 공존하지 않는다면 모든 사람들이

the latter are missing in your organization, it’s likely that everyone

같은 방식으로 생각하게 되어 새로운 아이디어와 새로운 방법으로

thinks the same way; and new ideas, new ways to problem solve, and

문제를 해결하는 능력과 혁신은 저해될 것입니다. 모든 직원들이 사장의

innovation may be stunted. When you have employees who only follow

의견을 따르기만 한다면 사장 한 사람의 아이디어만 존재하게 되는

the boss, the only ideas you have are from that one boss.


While there is no “one size fits all” playbook for attracting diversity,

다양성을 추구하기 위한 천편일률적인 방법은 없지만, 여러분은

you will want to make your organization attractive for diverse talent.

여러분의 조직이 다양한 재능을 가진 사람들에게 매력적인 곳이 되기를

In order to effectively attract diverse candidates, here are four success

바라실 것입니다. 그렇게 하기 위해 효과적임이 입증된 다음의 네 가지

practices that have been effective:

방법을 소개해 드립니다:

1. Referral programs. If you have great talent on your team who

1. 위임 프로그램. 여러분의 팀 내에서 훌륭한 재능을 가졌으며

are highly engaged and doing a great job, they likely have similar friends. Consider offering incentives with shorter payout times and getting immediate impact to ensure your team is helping to attract people who are a good fit. You can also have them act as ambassadors in alumni groups, associations or clubs they are a part of. 32

OTC Beauty Magazine March 2019

많은 기여를 하고 훌륭하게 업무를 수행하는 사람들이 있다면 그 사람들은 자신들과 비슷한 사람과 함께 일하기를 바랄 것입니다. 시간당 급여를 올려 주는 등의 즉각적인 이익을 주는 인센티브를 제안하여 팀에 적합한 사람들을 이끄는 것을 고려해 보십시오. 또한 그들이 동문이나 단체나 클럽 등 자신이 속한 그룹에 소개하도록 제안해 볼 수 있습니다.

2. Early Careers/University strategy. Attracting talent right

2. 조기 직업 교육/대학교의 전략 활용. 학교 졸업생들 중 재능

out of school is often a strategy for helping shape the career

있는 사람들을 바로 영입하는 것은 젊은 사람들을 채용하기에도

of generally younger people, but is also a great place to find

좋은 전략이지만 회사의 다양성 면에서도 유리한 전략입니다.

diversity. A strong university recruiting strategy is a terrific way

대학교의 학생을 채용하는 전략은 다양성 면에서 매우 훌륭한

to help create a diverse team because you can more easily target

방법이라고 할 수 있습니다. 대학교 캠퍼스에 존재하는 다양한

diversity on a university campus through student clubs and

클럽과 단체에는 다양한 학생들이 있기 때문입니다. 졸업생들에게

organizations. Setting up early career development programs

직업 경력을 조기에 쌓을 수 있는 프로그램을 제공하고 일반적으로

and considering those in majors that are not what you’d

채용하는 전공 이외의 전공자들을 채용하는 것을 고려해 본다면

traditionally look for are also good for your employer brand, and

회사 브랜드의 이미지도 좋아지고 직장 내에서 다양한 사람들이

ensures your talent can develop with your business.

재능을 개발할 수 있는 기회를 열어 줄 수 있습니다.

3. Cultural awareness training for Hiring Managers. We

3. 관리자들이 문화적 편견을 깰 수 있도록 훈련하라. 관리자들

know that this group often needs help to build relationships. While

역시도 다른 사람들과의 관계를 발전시키기 위해 도움이

it’s unwise to force training on managers (and often backfires),

필요합니다. 관리자들에게 훈련을 강요하는 것은 지혜롭지 못하며

integrating training that helps them identify unconscious bias is

때로는 역효과를 낳습니다. 그들이 무의식적으로 가지고 있을지

an area of learning and development that has taken off in recent

모르는 편견을 스스로 깨닫도록 돕는 종합적인 훈련 과정이 최근

years and has been effective in many organizations.

진행되어 왔고 많은 조직에서 성공을 거두었습니다.

4. Workplace preparedness. It is one thing to say you want

4. 업무공간 준비. 다양성을 추구하는 한 가지 방법은 여러분의 업무

diversity—setting up your physical space and your benefits

공간에 준비를 갖추는 것이며 또 한 가지 방법은 모두의 유익을 위한

program to accommodate it is another. Does your office have

프로그램을 제공하는 것입니다. 여러분의 사무실에 보건 시설을

things like nursing stations? Are your Human Resources policies

갖추고 있습니까? 여러분 회사의 인사부에서는 게이나 레즈비언,

inclusive for Gay, Lesbian, Transgender, etc. individuals? How is

트렌스젠더와 같은 사람들을 위한 정책도 포용하고 있습니까?

your pay equity based on gender? These are things that can help

성별에 따라 임금을 차등 지급하는 것을 피합니까? 이런 방법을

attract top talent and show you will

통해 최고의 재능을 가진 사람들을

welcome them as equal employees

이끌 수 있고 여러분의 회사가 누구나

without singling them out, or

차별하지 않고 받아들인다는 인상을

making them feel that they won’t

주게 되며 회사에 대한 소속감을

find a sense of belonging at your

느끼지 못하는 일이 없게 될 것입니다.

company. In addition to finding the right candidates, diversity brings several important things to your organization. Imagine if the people who applied for your job postings came in for an interview and didn’t see anyone who looked like them, or if all the people who interviewed them asked the same questions in the same way. They would likely not be very interested in continuing the discussion. Your employer brand is only as good as what employees and candidates will say about you when you’re not in the room. Taking the opportunity to show you are a progressive company that is investing visibly in many areas of diversity will be obvious from their first encounter with you. While it is generally true that almost everyone values diversity, you may have noticed that many in younger generations are very vocal about their values. Moreover, many of them expect diversity and can be very outspoken about how much it matters to them in a workplace. By bringing in a diverse group of people to your organization, you will have access to broader networks which will spur further diversity

다양성을 추구하면 훌륭한 인재들을 회사에 채용할 수 있다는 것 외에도 조직에 다양한 이익을 줍니다. 어떤 사람이 구인 광고를 보고 입사 지원을 하고 면접을 보았는데 아무도 자신을 좋아하는 것 같지 않고 면접관들이 동일한 방식으로 동일한 질문을 한다고 가정해 보겠습니다. 아마도 별로 대화하고 싶은 마음이 들지 않을 것입니다. 회사 브랜드의 이미지는 면접을 보기 전까지만 좋게 느껴질 것입니다. 사람들이 여러분의 회사와 접하는 첫 만남에서부터 여러분의 회사가 진보적이고 여러 방법으로 다양성을 추구하고 있는지가 드러나게 될 것입니다. 거의 모든 사람들이 다양성을 중요하게 여기기도 하지만 특히 젊은 세대 사람들은 자신만의 분명한 가치관을 가지고 있습니다. 더욱이 그들 중 상당수가 다양성을 기대하며 직장에서 다양성을 존중받는 것을 중요하게 여긴다는 것을 스스럼 없이 표현합니다. 다양한 그룹에 속한 사람들을 여러분의 회사에서 채용함으로 보다 넓은 범위의 네트워크에 접근할 수 있고 더욱 다양한 기회를 얻으며 수익도 높아질 것입니다. 다양한 OTC Beauty Magazine March 2019


opportunities and all the benefits it brings. Think of how much more

부류의 사람들이 여러분의 회사에서 일하는 것을 즐기면서 회사에 대해

likely it is that diverse people who enjoy working at your company will

호의적인 태도로 자신들이 속한 집단의 사람들에게 소개한다면 분명히

introduce you and advocate for you in their circles.

그런 좋은 결과를 거두게 될 것입니다.

Most importantly, your organization should invest in diversity because

가장 중요한 점으로, 다양성을 추구하는 것 자체가 올바른 일인 것에

it’s not only the right thing to do, but you will get much better business

더해 그렇게 하면 사업의 결과도 훨씬 좋아지게 됩니다! 규제로 인해

results! Don’t let regulations drive your diversity efforts. The best way

다양성을 제한하지 마십시오. 다양성을 높이는 가장 좋은 방법은

to improve diversity is to be truthful. No matter how many smiling,

진실해지는 것입니다. 여러분이 얼마나 미소를 짓고 브랜드를 위해

ethnically diverse models you may hire to represent your brand or

다양한 인종의 직원들을 고용한다고 부르짖어도, 진정으로 다양성을

false testimonials you may really want to post—it is so easy to spot a

존중하지 않는다면 진실은 언젠간 드러나기 마련입니다. 다양한

workplace that does not value diversity. The truth always comes out.

사람들을 여러분의 팀으로 받아들이고 실질적인 방법으로 다양성을

Give your organization the best competitive advantage you can by

장려함으로 여러분의 조직이 최상의 경쟁력을 갖추게 하십시오.

welcoming diversity into your team, and celebrating it in real ways. All

다양성을 갖추면 새로운 아이디어를 얻게 됩니다. 새로운 아이디어가

types of diversity bring something new to the table, and who doesn’t

필요하지 않은 회사가 어디 있겠습니까?

need fresh ideas?

Meet Jeremy

Jeremy Eskenazi is an internationally-recognized speaker, author of RecruitConsult! Leadership, and founder of Riviera Advisors, a boutique Recruitment/Talent Acquisition Management and Optimization Consulting Firm. Jeremy is not a headhunter, but a specialized training and consulting professional, helping global HR leaders transform how they attract top talent at some of the world’s most recognized companies. For more information on Jeremy Eskenazi, please visit 제레미 에스케나지는 국제적으로 인정받는 연사이자 채용컨설트!리더쉽(RecruitConsult! Leadership)의 저자이고 인재 채용 관리 컨설팅 회사인 리베라 어드바이저스 (Riviera Advisors)의 설립자이기도 합니다. 제레미는 헤드 헌터는 아니지만 전문 인력을 훈련하고 상담하는 면에서 전문가이며 전 세계 유명 기업의 HR 리더들이 최고의 인재들을 채용할 수 있도록 도움을 베풀고 있습니다. 제레미 에스케나지에 대해 더 알아보시려면 www.RivieraAdvisors.com을 방문해 보세요.


OTC Beauty Magazine March 2019


FROM KNOCKING OUT GRAYS TO COLOR THAT POPS CLAIROL PROFESSIONAL® HAS YOU COVERED. Model is wearing Jazzing ® Cherry Cola ©2019 The Wella Corporation CSM2019-1000

@clairol_pro OTC Beauty Magazine March 2019


Business Tips By Kate Zabriskie


Meetings Matter More Than You Know 일대일 미팅은 생각보다 중요합니다 There are only two of us in my department. Why should I bother with a

저희 부서에는 두 사람밖에 없어요. 번거롭게 공식적인 모임을 가져야

formal meeting? We sit right across from each other.

할까요? 저희는 아주 가까이서 마주보고 일해요

I tried meeting individually with my direct reports, but they had nothing

저는 직속 직원들과 개별적으로 미팅을 가지려고 했어요. 하지만 별로

to talk about. Besides, we’re all adults. We know what we’re supposed to be

말할 게 없더군요. 게다가 우린 모두 성인이잖아요. 일할 때 무엇을 해야

doing at work.

할지 잘 알지요.

I work in a matrix environment. I see my direct report about once a month,

저는 복잡한 환경에서 일해요. 직속 직원과는 한 달에 한 번 큰 미팅이

and that’s usually at a larger meeting or when we’re passing each other in

있을 때 만나거나 복도에서 마주치는 게 전부예요. 그 사람이 무엇을

the hallway. I have no idea what he does. At review time, I rely on other

하는지는 관심이 없어요. 리뷰 시간에는 다른 사람들의 의견에 따르고요.

people to tell me. Without trying too hard, it’s easy for many managers to compile a long list of reasons not to meet with the people they supervise. And guess what? The volume of reasons does not outweigh the value and importance of a regularly scheduled tête-à-tête with a direct report. Benefits of Regular One-on-One Meetings If used correctly, over time, managers and employees can enjoy many

관리자들이 자신들이 감독하는 사람들과 만나지 않으려고 댈 수 있는 핑계는 정말 많습니다. 미팅을 갖기 위해서는 특별한 노력이 필요한 것입니다. 하지만 그렇다 하더라도 직속 직원과 일대일로 정기적으로 만나는 것은 정말로 중요합니다. 일대일 미팅의 유익

benefits by meeting one on one.

일태일 미팅은 잘 활용만 하면 관리자와 직원 모두에게 많은 유익을 줄

수 있습니다.

Visible appreciation: Time is currency. If managers carve out time for their people and are prepared when they meet, they show they value

위해 시간을 내고 미팅을 위해 준비를 하면 직속 직원들을 소중히

Better thinking: Regular one-on-one meetings give managers and

여긴다는 것을 나타내게 됩니다.

더 나은 생각: 일대일 미팅을 정기적으로 가지면 긴급하고 당면한

to think more holistically and strategically about work, goals, and

문제들에서 잠시 벗어나 업무와 목표 및 개발 기회 등에 대해 좀 더

development opportunities.

폭넓고 전략적으로 생각할 수 있는 기회를 갖게 됩니다.

Stronger results: Accountability tends to improve when people have an opportunity or a requirement to report on their progress.


소중한 존재임을 드러냄: 시간은 곧 돈입니다. 관리자들이 직원들을

their direct reports. employees space to step away from the urgent and immediate and

OTC Beauty Magazine March 2019

더 나은 결과: 자신의 발전 상태를 보고할 기회를 주거나 그렇게 하도록 요구를 하면 책임감이 향상될 수 있습니다.

The Perfect One-on-One

완벽한 일대일 미팅

Once a manager has bought into the value of one-on-one meetings, the

관리자가 일대일 미팅의 가치를 깨닫게 되었다면, 다음 단계는 관리자와

next step is to execute them in a way that works for the manager and the

직원들 모두에게 효과적인 방식으로 실행하는 것입니다. 훌륭한 일대일

employee. Good one-on-one meetings are not one-size-fits-all activities.

미팅이 되기 위해서는 모든 경우에 일괄적인 형태가 되어서는 안 됩니다.

That said, there are a few guidelines that can make a one-on-one meeting

좀 더 성공적인 일대일 미팅을 하는 데 도움이 되는 몇 가지 지침을 알려



1. Pick a schedule and stick to it. One-on-ones shouldn’t regularly

1. 스케줄을 정하고 그대로 지키라. 예상치 못한 일이 갑자기

disappear from the calendar simply because something else suddenly

생겼다는 이유만으로 일대일 미팅을 반복적으로 취소해서는 안

comes up.


2. Choose a frequency that makes sense. For some people meeting once a month may be enough. For others, meeting weekly may be

2. 합리적인 선에서 미팅의 횟수를 선택하십시오. 어떤 사람들에게는 한 달에 한 번 미팅을 갖는 것으로도 충분할 것입니다.

more appropriate. Every relationship is different. Furthermore,

다른 사람들에게는 매주 미팅을 갖는 것이 적절할 수 있습니다. 각

circumstances evolve. Depending on what’s happening inside and

사람마다 다릅니다. 그에 더해 상황에 따라서도 필요한 빈도가

outside the organization, an


employee’s needs could change


drastically. Meeting frequency


should be looked at from time


to time. If the rate of meetings

조정할 필요가 있습니다. 적절한


빈도로 미팅을 하고 있다면, 만나야




3. 의제를

3. Follow a written agenda. one-on-one


meetings are not free-for-all


an agenda just as any other one meeting agenda might include such topics as current projects, progress on yearly development goals, current challenges, and so forth.

4. Put employees in the driver’s seat by having them manage and document the agenda. As a manager, you may create the initial agenda format. But once you do, your employees should


서면으로 작성한 따르십시오. 훌륭한 미팅이라고



주제나 자유롭게 대화를 나누는


good meeting does. A one-on-




to meet.





관리자와 직원들이 만나서는 안

find themselves with no reason




할 아무런 이유도 없이 형식적으로

employees should not routinely







마찬가지로 의제를 정해 놓아야 합니다. 일대일 미팅의 의제로 삼을 수 있는 주제로는 현재 진행하고 있는 프로젝트, 연간 개발 목표의 진척 상황, 현재 겪는 어려움 등이 포함될 수 있습니다.

4. 직원들이 능동적으로 의제를 관리하고 작성하게 하십시오. 처음에는 관리자로서 의제의 형식을 만들어 줄 수 있습니다. 하지만 그 이후로는 직원들이 일대일 미팅의 의제로 삼을 내용을 스스로 관리하고 작성하게 하십시오.

take ownership of the documents associated with their one-on-one meetings.

장애물 해결 Troubleshooting

일대일 미팅이 아무런 노력 없이 하루 아침에 완벽해질 수는 없습니다.

One-on-one meetings rarely go from nonexistent or dysfunctional to

그렇기 때문에 관리자들은 다양한 장애물들을 극복할 준비를 해야

perfect overnight. For that reason, managers should prepare to overcome


a variety of obstacles.

Obstacle 1: Employees question the new meeting. Solution: Reduce the surprise factor. If a manager has never held one-onone meetings, they might come as a surprise to employees. To avoid feelings of uncertainty, confusion, or worse, socialize the idea before loading the

장애물1: 직원들이 새로운 미팅이 필요한지 의문을 제기한다 해결책: 놀라게 느낄 만한 요소를 줄이십시오. 이전에 일대일 미팅을 전혀 하지 않았다면 미팅의 내용들이 직원들을 놀라게 할 수 있습니다. 직원들이 불안감과 혼란이나 그보다 더 부정적인 감정을 느끼지 않도록 예상치 못하게 갑자기 알리기보다는 다음과 같은 말로 의도를 OTC Beauty Magazine March 2019


calendar with unexpected surprises. “This year, I would like to focus more

전달하십시오. “올해에는 개개인의 발전에 더욱 중점을 두기로

on individual development. Within the next week or two, please expect

했습니다. 앞으로 1,2주 이내에 여러분의 일정 중에서 한 차례 미팅을

to see a meeting request from me on your calendar. I believe we will all

갖게 될 것입니다. 우리가 근무 도중에 개인적으로 만나 시간을 보내면

benefit if I spend time with each of you individually at regularly scheduled

우리 모두에게 유익하리라 생각합니다. 미팅을 얼마나 자주 가질지는

intervals. How often we will meet will depend on each of your needs and

상황에 따라 다를 것이며 함께 토의하여 결정할 것입니다.”

what we decide together.”

Obstacle 2: An employee doesn’t take charge of the meeting. Solution: Show them how. A good agenda can go a long way toward making the conversation flow. Although employees should have ultimate responsibility for keeping the agenda, this may take time. In the beginning,

장애물 2: 직원이 모임에 대해 책임감을 가지지 않는다 해결책: 방법을 알려 주십시오. 좋은 의제는 자연스러운 대화로 이어질 수 있습니다. 직원들에게 의제를 관리할 책임이 전적으로 있기는 하지만 그러한 일이 익숙해지려면 시간이 걸립니다. 처음에는 관리자가 원하는 방향을 모델로 제시할 수 있습니다. “처음으로 몇 차례 열리는 미팅을

managers may have to model what they want to see. “For our first few

위한 의제는 제가 준비할 것입니다. 미팅에 차차 익숙해지면 의제

meetings, I’ll prepare the agenda. Once we’ve found our groove, my plan is

준비를 여러분들에게 넘길 계획입니다. 그렇게 되면 미팅을 하기 전에

to turn it over to you to own. This means you’ll add to it between meetings

미팅 의제를 정하셔서 저에게 사본으로 전달해 주시기 바랍니다.”

and bring a copy for you and me when we meet.”

Obstacle 3: An employee gives short or general answers to questions. Solution: Get specific. The more focused a manager’s questions are, the better the conversation tends to be. For example, instead of asking “what are you working on,” a manager might say, “tell me about the project that is going best right now and why that is.”

장애물 3: 직원이 질문에 대해 간단하거나 일반적인 대답만 한다 해결책: 구체적이어야 합니다. 관리자가 좀 더 구체적인 점에 초점을 맞춘 질문을 할수록 대화가 더욱 생산적이 됩니다. 예를 들어, “지금 무슨 일을 하고 계시나요?”하고 질문하는 대신 이렇게 말할 수 있습니다. “ 현재 가장 잘 진행되고 있는 프로젝트가 무엇인지 그리고 그 이유가 무엇인지 말해 주세요.”

Obstacle 4: An employee seems unresponsive.

장애물 4: 직원이 반응이 별로 없다.

Solution: Leverage silence. When managers don’t get immediate feedback,

해결책: 침묵이 있더라도 기다리십시오. 관리자는 질문에 즉각 반응이

they sometimes mistake silence for non-responsiveness. It’s important for

나오지 않을 때 침묵을 반응이 없는 것으로 잘못 받아들이는 경우가

managers to remember they already know the questions. The employee

있습니다. 질문하는 사람은 이미 내용을 알고 있다는 점을 이해하는 것이

is hearing them for the first time and may need some time to digest and

중요합니다. 직원 입장에서는 그 내용을 처음 접하는 것이며 그 내용을

think about what’s being asked. Instead of rephrasing questions that don’t

이해하고 그 점에 대해 생각하려면 어느 정도의 시간이 필요합니다.

produce an immediate answer, managers need to get comfortable with

즉각적인 대답을 유도하기 위해 재차 다른 말로 질문하기보다는 침묵도

letting silence sit in the room.

편안하게 받아들일 필요가 있습니다.

Reevaluate From Time-to-Time

때때로 재평가를 하라

Like anything, one-on-one meetings can get stale. It’s important to look at the format and frequency from time to time and to solicit feedback regarding what’s working and what isn’t. If you’ve fallen out of the habit of holding regular one-on-one meetings or if you’re not getting all you could from them, now is the time to take another look. After all, can you really afford not to?

다른 모든 것들과 마찬가지로 일대일 미팅도 상투적이 될 수 있습니다. 따라서 일대일 미팅의 형식과 빈도를 점검해 보고 무엇이 효과적인지 혹은 효과적이지 않은지에 대한 피드백을 얻는 것은 중요합니다. 지금까지 일대일 미팅을 정기적으로 가지지 않았거나 그러한 모임을 통해 최대한의 유익을 얻지 못했다면 이제 개선해 보시기 바랍니다. 정말로 일대일 미팅을 가질 만한 여유가 없으신가요?

Meet Kate

Kate Zabriskie is the president of Business Training Works, Inc., a Maryland-based talent development firm. She and her team help businesses establish customer service strategies and train their people to live up to what’s promised. For more information, visit 케이트 자브리스키는 메릴랜드에 소재하고 있는 재능 개발 회사인 비즈니스 트레이닝 웍스(Business Training Works) 주식회사의 회장입니다. 케이트와 그의 팀은 사업체에서 고객 서비스를 제공하는 전략과 직원들이 기대치에 도달하도록 훈련하는 방법을 알려 드리고 있습니다. 더 많은 정보를 알아보시려면 www.businesstrainingworks.com를 방문해 보세요.


OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


Business Tips By Jill J. Johnson

Stalled Sales? Get Unstuck by Engaging in a Strategic Market Analysis

판매가 저조합니까? 전략적인 시장 분석을 통해 상황을 벗어나십시오 If you are struggling with sluggish sales, there are two critical areas you must review to address the situation. The first is determining if the slowdown is due to changes in your target market. The second is determining if your sales and promotional approaches are ineffective. While there may be complicating factors beyond your control, most of the time a sales slowdown can be attributed to one or both issues. This type of analysis reviews your demographics, competitors and the effectiveness of your marketing messages to provide a comprehensive evaluation of the demand potential for your business. When combined with a marketing audit, you have a powerful opportunity to turnaround your sales.

Conduct a Demographic Analysis

판매가 저조하여 어려움을 겪고 계시다면, 상황을 개선하기 위해 매우 중요한 두 가지 영역을 확인해 보셔야 합니다. 첫 번째는 타깃 시장의 변화로 인해 판매가 저조하게 된 것인지 분석하는 것이고, 두 번째는 여러분의 판매와 홍보 방식이 효과적이지 못했는가를 분석하는 것입니다. 물론 통제가 불가능한 복잡한 요인이 있을 수도 있지만, 대부분의 경우 이 두 가지 요인 중 하나로 인해 판매가 저조하게 되는 경우가 흔합니다. 이러한 분석을 통해 인구학적 데이터와 경쟁 업체와 여러분이 사용하는 마케팅 메시지의 효율성을 점검해 보면 여러분의 사업을 위해 잠재적으로 필요한 점이 무엇인지 전반적으로 이해할 수 있습니다. 또한 마케팅 평가도 함께 실시한다면 판매를 개선시킬 수 있는 확실한 기회를 마련할 수 있습니다.

인구학적 데이터를 분석하라 A demographic assessment is the foundation of determining if your products or services remain feasible. Understanding your target market demographics provides insight regarding the impact of any changes in market volume. A demographic review can help you determine if you are in a short-term sales slump or if a more significant market decline is expected over a longer time horizon. All too often the cause for a revenue decline is evident in the demographic data. The key is to allow the data to show you objectively what is going on in your market.

인구학적 분석을 통해 여러분의 제품이나 서비스가 앞으로도 시장에 통할지를 가늠해 볼 수 있습니다. 여러분의 타깃 시장에 대한 인구학적 데이터를 이해하면 시장의 판도가 어떻게 바뀔지에 대해 통찰력을 얻을 수 있습니다. 또한 이러한 분석을 통해 현재 겪는 상황이 단기적인 판매 부진인지 아니면 장기적인 기간 동안 좀 더 중대한 시장 불황 상태가 이어질지 판단하는 데에 도움을 얻을 수 있습니다. 인구학적 데이터를 통해 수익이 감소하는 원인을 파악하는 경우도 흔합니다. 핵심은 데이터를 통해 시장의 상황을 객관적으로 파악하는 것입니다.

A well-executed demographic analysis evaluates shifts in the variables of your consumer’s age, gender, income and other economic variables impacting the market you sell to and identifies potential market risks impacting your business survival. Business client demographics include company age, revenue, number of employees, or number of locations.

인구학적 데이터를 잘 분석하면 당신의 판매 실적에 영향을 미치는 고객들의 나이, 성별, 수입 및 그 외의 경제적 변수가 어떻게 변화하는지를 평가하고 시장에서의 생존에 영향을 주는 잠재적인 위험 요소가 무엇인지를 파악하는 데 도움이 됩니다. 사업 고객의 인구학적 데이터에는 회사의 연구, 수익, 직원 수, 지점 수 등도 포함됩니다.

Be careful in defining your market area boundaries. Too many businesses use wider geographic areas for their market than they realistically serve. Overly optimistic boundaries will overstate your market potential. Think of your customer demographics as you would a doctor looking at your vital signs. Demographics will help identify new opportunities. Or they will confirm your market has shrunk to a level where you should re-consider your offerings.

여러분 시장 분야의 경계를 설정하는 것에 주의를 기울이십시오. 현실적으로 필요한 영역보다 더 넓게 설정해 두는 사업체가 너무나도 많습니다. 너무 낙관적으로 경계를 설정해 두면 실제 시장 잠재력을 과대평가하게 될 것입니다. 의사가 환자의 바이탈 사인을 확인하는 것처럼 고객의 인구학적 데이터를 확인하십시오. 그러한 데이터를 통해 새로운 기회를 확인할 수 있을 것입니다. 혹은 공급량을 재고해 볼 만한 정도로 시장이 위축되었는지를 확인할 수도 있을 것입니다.

Conduct Market Interviews

시장 조사를 위한 인터뷰를 실시하라

Some organizations conduct probing interviews of customers, employees, key community leaders, industry associations, and vendors to gain insight on what is changing within their marketplace. Interviews provide you with

일부 조직에서는 시장의 변화 상황에 대한 통찰력을 얻기 위해 고객이나 직원들, 지역 사회의 주요 리더들, 산업 협회나 판매 업체를 대상으로 상세한 인터뷰를 실시합니다. 이러한 인터뷰를 통해 여러분의 경쟁 업체들이 어떤 견해를 가지고 있는지 알아낼 수 있고 여러분의 주요 고객들이 실제로 어떤 생각을 가지고 있는지 이해할 수 있습니다. 또한


OTC Beauty Magazine March 2019

insights into what makes your competitors tick or help you understand what your key target audiences really think. Interviews can help you understand what is going on and provide you with insight to refine your marketing messages to improve sales.

Study Your Competitors While the Internet has made it easier to gather basic information on competitors, competitive intelligence involves deeper methods. Look at what products and services they are promoting. Evaluate how they are positioning these resources including how they address pain points to meet customer needs. You can use primary research techniques including networking with industry experts, customers, suppliers, key referral sources and even competitors to better understand your market environment. Combine this information with the use of secondary research sources such as news media or subscription databases to help you gain additional insight. Researching your competitors will provide you with a deeper awareness of opportunities or the need to revamp your offerings. Competitor insight also can help you develop more effective strategies to address the impact they might be having on shaping your consumer attitudes or restricting your market area.

Secret Shop Your Sales Team Secret shopping allows you to better understand how effective your salespeople are at sharing your brand message with your target audience. You can assess their conversation approaches, closing techniques and positioning efforts when responding to contacts from a prospective customer. You can combine this approach with secret shopping your key competitors. Secret shopping your team and competitors will give you greater insight into identifying opportunities for improvement and enhancing sales effectiveness.

Complete a Marketing Audit Effective marketing strategies balance the critical interrelationships of the elements of the marketing mix with your organization’s strategic plan to reach identified target markets and generate the desired sales results. A marketing audit evaluates the effectiveness of your marketing and promotional tactics to identify what needs to be maintained or improved to support your organization’s strategic vision and plan. This would include a review of your website and sales approaches (phone, drop-in, Internet, etc.). Review all of your marketing collateral materials to assess improvements to enhance consumer decision-making. Carefully evaluate how you utilize your social media channels to identify more effective tactics for sharing your marketing message and engaging with your prospects or key referral sources.

Provide Sales Coaching to Your Team Sometimes your team needs outside support to review their sales approaches to improve overall performance. It is not uncommon for novice salespeople to be given a few books and some sales manuals with the expectation they will intuitively figure out how to sell. Closing deals, whether to a consumer or a commercial client, can be a much more complicated effort, especially if it involves a complex sale. Complex sales do not resolve in a single interaction, and they often involve multiple

현재 상황을 이해하고, 판매량을 늘리기 위해 마케팅 메시지를 어떻게 수정하면 좋을지에 대해서도 아이디어를 얻을 수 있습니다.

경쟁자들에 대해 공부하라 인터넷 덕분에 경쟁 업체들에 대한 기본적인 정보를 얻는 것이 쉬워지기는 했지만 더욱 경쟁력을 갖추려면 보다 세부적인 내용을 알아야 합니다. 그들이 어떤 제품과 서비스를 제공하는지 살펴보십시오. 그들이 고객들의 구미를 맞추기 위해 어떻게 조처하는지를 포함해서 제품과 서비스를 어떻게 배치하는지 평가해 보십시오. 시장 환경을 더 잘 이해하기 위해 산업 전문가, 고객, 공급 회사, 주요 위탁 업체 그리고 심지어 경쟁 업체들과의 네트워킹을 비롯한 주요 리서치 기술을 활용하실 수 있습니다. 이러한 정보와 뉴스 미디어나 구독 데이터베이스와 같은 제2의 조사 자료를 통해 더 많은 정보를 얻을 수 있습니다. 경쟁 업체들에 대해 조사를 하면 기회를 더 잘 인지하게 되거나 여러분의 전략을 수정해야 할 필요를 느끼게 될 수 있습니다. 경쟁자에 대한 통찰력을 가지면 경쟁 업체들이 고객의 태도에 영향을 주거나 여러분의 시장 영역을 침범하는 것에 대항하는 좀 더 효과적인 전략을 개발하는 데 도움이 될 수 있습니다.

시크릿 쇼핑을 통해 판매 팀을 관찰하십시오 시크릿 쇼핑을 통해 손님으로 접근해 본다면 여러분의 판매 직원들이 타깃이 되는 고객들에게 브랜드의 메시지를 얼마나 효과적으로 전달하고 있는지 더 잘 이해할 수 있습니다. 그들의 대화 접근 방식과 판매를 이끌어내는 기술 및 포지셔닝 전략 등을 평가해 보시기 바랍니다. 여러분의 주요 경쟁자에게도 동일하게 시크릿 쇼핑을 해 볼 수 있습니다. 여러분의 팀과 경쟁 업체를 대상으로 시크릿 쇼핑을 해 본다면 더 개선할 점이 무엇인지 그리고 판매를 효과적으로 하기 위해 어떻게 해야 하는지 더 잘 이해할 수 있을 것입니다.

마케팅 평가를 하라 효과적인 마케팅 전략을 위해서는 마케팅 구성 요소 간의 관계를 이해하고 타깃 시장에 맞는 전략적인 계획을 세워 원하는 판매 성과를 올리도록 해야 합니다. 마케팅 평가를 통해 여러분의 마케팅 및 홍보 전략이 얼마나 효과가 있는지 평가하고 조직의 비전과 계획을 위해 어떤 점은 그대로 유지하고 어떤 면은 개설시킬 필요가 있는지 확인할 수 있습니다. 이렇게 하는 데에는 여러분의 웹사이트 및 판매를 위한 접근 방식(전화, 방문, 인터넷 등)을 검토하는 것이 포함될 것입니다. 마케팅과 관련된 모든 자료를 검토하여 고객들의 구매 결정에 영향을 주기 위해 무엇을 개선할 필요가 있는지 평가하십시오. 마케팅 메시지를 공유하고 잠재적인 고객이나 주요 위탁 업체와 거래를 맺기 위한 더 효과적인 전략이 무엇인지 알아내기 위해 소셜 미디어 채널을 어떻게 활용할 수 있는지 주의 깊이 검토해 보시기 바랍니다.

여러분의 팀원들에게 판매 코칭을 하라 여러분의 팀원들이 전반적으로 실적을 향상하기 위해서는 스스로의 판매 방식을 점검해 보기 위해 외부의 도움을 필요로 할 수 있습니다. 초보 판매 직원에게 판매 방법을 직관적으로 이해할 수 있게 도움을 주려고 책이나 판매 매뉴얼 등을 제공하는 경우가 흔히 있습니다. 소비자 혹은 사업 고객과 거래를 이끌어내는 데에는 특히 복잡한 거래의 경우 다양한 전략이 필요할 수 있습니다. 복잡한 판매의 경우에는 한 번의 거래로 해결이 되지 않으며 최종 거래 결정이 내려지기 전에 여러 차례의 결정 과정을 거쳐야 하는 경우가 흔합니다. 판매 전문가들이 잠재적인 고객들과 대화하는 방식을 조정해야 하는 경우도 많습니다. 잠재적인 고객들로부터 정보를 알아내기 위해 더 나은 기술과 질문을 사용하는 OTC Beauty Magazine March 2019


decision points before the final decision to buy. Sales professionals often have to tweak how they converse with prospects. Developing better skills and questions for probing prospects can help isolate decision criteria and move the sale forward.

법을 발전시킨다면 그들이 결정을 내리는 기준이 무엇인지 분별하고 더욱 성공적으로 판매할 수 있는 방법을 알아내는 데에 도움이 될 수 있습니다.


Final Thoughts Engaging in a Strategic Market Analysis is a powerful approach to uncovering the true reasons for your revenue slowdown. The goal is to determine if your marketing approaches or your lack of a viable market is the cause of your situation. If it is your marketing, you can adjust your sales and marketing messages to better align with your customers and their decision triggers. If it is the market, you can review your pricing strategy and geographic market area boundaries to better optimize those elements impacting your target market. Sifting through the data you gather will help you reassess your market trends, growth factors and competitive dynamics. You gain an understanding of the implications of this information relative to your organization, as well as an assessment of how well you are positioned for long-term success.

전략적으로 시장을 분석하는 것은 판매량 감소의 원인을 알아낼 수 있는 강력한 도구입니다. 그렇게 분석하는 목표는 판매가 저조한 원인이 여러분의 마케팅 방식인지 혹은 실질적인 시장이 부족해서인지를 판단하는 것입니다. 마케팅 방식에 문제가 있다면 판매 방식과 마케팅 메시지를 고객들과 그들의 구매 결정을 내리는 데에 좀 더 적합한 방식으로 조정할 수 있습니다. 시장에 문제가 있다면 가격 전략과 지리적인 시장 영역을 점검하여 타깃 시장에 영향을 줄 수 있는 최적의 조건을 갖추게 할 수 있습니다. 수집한 데이터를 선별하면 여러분의 시장의 트렌드와 성장 요인과 경쟁 역학을 재평가하는 데 도움이 될 것입니다. 그러한 과정을 통해 여러분의 조직과 관련된 정보가 어떤 의미가 있는지 이해하고 앞으로 장기적으로 성공을 거두기 위해 현재 얼마나 준비를 갖추고 있는지 평가할 수 있습니다.

Meet Jill

Jill J. Johnson is the President and Founder of Johnson Consulting Services, a highly accomplished speaker, an award-winning management consultant, and author of the bestselling book Compounding Your Confidence. Jill helps her clients make critical business decisions and develop market-based strategic plans for turnarounds or growth. Her consulting work has impacted more than $4 billion worth of decisions. She has a proven track record of dealing with complex business issues and getting results. For more information on Jill J. Johnson, please visit 질 J. 존슨은 존슨 컨설팅 서비스(Johnson Consulting Services)의 회장이자 설립자입니다. 질은 뛰어난 연사이자 수상 경력이 있는 경영 컨설턴트이자 베스트 셀러 책인 Compounding Your Confidence(자신감을 가지라)의 저자이기도 합니다. 질은 고객들이 사업상 중대한 결정을 내리고 엄청난 성장에 대비하여 시장을 기반으로 하는 전략을 개발하도록 도움을 베풉니다. 질과 상담한 결과 40억 달러 상당의 수익을 올린 결정을 내리게 된 사례도 있습니다. 질은 까다로운 사업 문제를 다루고 해결한 경험이 풍부합니다. 질 J. 존슨에 대해 더 많은 정보를 알아보시려면 www.jcs-usa.com을 방문해 보시기 바랍니다.

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Business Developer and Marketer

Marjorie R. Rorie Technical and Entrepreneur



Marjorie R. Rorie grew up in High Point, North Carolina in a loving home as the middle child of two siblings. Her parents, who worked in education and business, taught them to always strive for excellence. As a young girl, she enjoyed music, reading and had a gift for Marjorie R. Rorie athletics. Her tenacity propelled her to Technical and Grant Writer, be among one of the first girls in her era Entrepreneur to break into little league baseball on an all-boys championship team. She won a citywide tennis championship at 12 years old and competed in the North Carolina State Junior Olympics in the 100 and 200-meter sprints at age 14. She set 11 track records in high school as a three-year All-American athlete. She played classical piano and the flute in elementary school and continued to play the piano for her church. In high school, Rorie humbly accepted the honor of being voted “Most Likely to Succeed” by her peers. She went on to attend the University of North Carolina at Chapel Hill and studied Psychology and Spanish. While there, she ran track and pledged the Theta Pi Chapter of Alpha Kappa Alpha Sorority. She obtained a Masters of Public Administration with a minor in Psychology from North Carolina State University. Rorie began her career at Dudley Products, Inc. in 1989 that at the time was the largest African American hair care products’ company in the southern United States. As the technical director and editor for The Dudley Hair Images Stylebook, an international hairstyle book, she directed model shoots throughout the nation and wrote the technical steps for each hairstyle and product use in the manual that accompanied the stylebook. She wrote and edited numerous educational hair videos and technical manuals for Dudley’s. Rorie also wrote the company’s training curriculum and created the evaluation system for Dudley Cosmetology University advanced training classes.

Eric Brown

Business Leader and Global Marketer

In 1994, Rorie secured her licenses as a life, health, property and liability insurance personal financial analyst and worked part-time as an independent contractor for Primerica Financial Services. She also obtained her securities license in 1996. While assisting clients with financial plans, she put her business development gifts to work as the Small Business Center Director for Randolph Community College for three years. This entrepreneur is the founder of Martec Consultants, a grant writing and nonprofit consulting business. She has written grants professionally as a certified grant writer since 2001. Her grant writing clients and employers include: Communities In Schools of High Point, Inc., which is part of a national stay-in-school network, the Goler Enrichment Center, the Housing Authority for the City of High Point, and Brothers Organized To Serve Others, a program that serves “at-risk” males, to name a few. She also designed community grant programs for Truliant Federal Credit Union as Director of Community Services for seven years and the Baptist Children’s Homes of North Carolina, Inc., as Director of the Greater Vision Outreach Ministry in 2016. Several of her notable achievements include:

• •

YWCA “Women of Vision” Leadership Award

• •

National Housing Authority Community Award

• •

Maya Angelou Center for Health Equity Community Impact Champion Credit Union National Association Diamond Award Winner for Community Outreach Dora Maxwell Social Responsibility –Philosophy in Action T.W. Andrews Athletic Hall of Fame

Recently, she started working at North Carolina A&T State University, the largest historically black university in the nation, in the division of research and economic development as a grant writer and editor. Additionally, she consults for several projects for her business, Martec Consultants. She lives in High Point, North Carolina with her husband, Reverend Terry Rorie and two children, Nija and Erik.

The preceding article is the property of SMSi – Urban Call Marketing, Inc . - and may not be reproduced without written permission from the author. OTC Beauty Magazine March 2019


Urban Call Briefs by Lafayette Jones

Renee Cottrell-Brown Business Developer and Marketer

Renee Cottrell Brown Business Developer and Marketer

Renee Cottrell-Brown has over 35 years of experience in sales and marketing management with a rapid and consistent success record of growth and advancement. She is a highly-focused individual talented in aligning consumer needs and insights with market opportunities. She has a proven track record of successful product launches from initial concept through project completion.

Cottrell-Brown has served as President and CMO of Streetwise Marketing Group (SMG) a marketing consulting firm located in Arlington, Texas. SMG provides marketing services to startups and small to medium growth companies who sell multicultural personal care products. SMG consulting services focus on business development and marketing strategy, which includes concept and brand development, market positioning, promotion and advertising, and market research. Some of her past clients include:

• • • •

High Time Products a manufacturer in Reno, Nevada, who markets the Bump Stopper brand - a line of men’s shave and grooming products; Kaye Flewellen, aka The Hair Maven, a nationally known celebrity hairstylist, hair care industry educator and author; Wilborn Pharmaceuticals, an Atlanta based manufacturer and distributor of health and beauty products; First Choice Sales and Marketing Group a sales, marketing, merchandising and management firm that provides support for the ethnic and multicultural health and beauty aids industry located in Memphis, Tennessee.

Before SMG, Cottrell-Brown served as Executive Vice President of Johnson Products Company - a company acquired from Procter and Gamble in 2009, where she led and directed all sales and marketing initiatives for the company. Under her leadership, Cottrell-Brown and her team introduced 29 new products and line extensions under the Ultra Sheen flagship brand. She also has held several executive marketing positions for ProLine International, a worldwide leading marketer of consumer beauty care products, with the most recent being Global Vice President of Retail Marketing. During her twenty-five year career with Pro-Line International, she won many industry awards for her innovation and stellar performance in marketing. Some of Ms. Cottrell-Brown career achievements include:

• •

Introduced three category-leading ethnic hair care brands with Just For Me in the children’s category, Soft & Beautiful in the women relaxer/hair straightening category and Pro-Line’s Comb-Thru in the men’s grooming category. Crafted the industry’s first sales and marketing tracking software, ProSell. Oversaw product innovation increase and Pro-Line International’s revenue growth of over 360% in a 7-year period.

Currently, Cottrell-Brown is semi-retired spending much of her time with family and friends. She is a proud grandmother of two children, ages 7 48

OTC Beauty Magazine March 2019

years old and 6 months old. When she is not being (Mimi), she is honing her culinary skills, as a Pro-Am Chef and perfecting her travel photography skills. Cottrell-Brown is an alumnus of the University of Southern California.

Eric Brown Business Marketer




Brown is a Fortune 500 and startup marketing executive, executive MBA speaker, advisor, and a business opportunity creator. When strong brands meet a strong team, powerful brands and endearing Business Leader and Global results are created. Eric Brown’s Marketer consumer packaged goods background and experience is a clear example of this model. From ideology to market leadership, Brown has managed some of the best-known international ethnic consumer brands. He currently provides consulting on retailer point-of-sales data and category management. He has been CEO and president of two ethnic beauty care companies.

Eric Brown

Brown has served as a CEO and advisor for consumer brand start-ups; global VP at F500 and president at several fast-moving consumer packaged goods companies. He now spends his time consulting and speaking on leadership. He also currently serves as president of the College of Business Advisory Board at the University of Texas at Arlington (UTA), Texas’ second largest campus. He gained his education from the University of Southern California. Brown has held the title of Board Chairman, Executive Chairman, Managing Partner, President, General Manager, Chief Operating Officer, Global VP Business Development, VP of Systems, VP of Finance, Senior Systems Analyst and Programmer Analyst. Brown has been involved in many successful mergers and acquisitions (M&A) transactions involving both brand carve-outs and corporate entities on both the buy and sell side. Examples include the acquisition of Johnson Products from Proctor & Gamble (2009). With this transaction, the entire business was transitioned to a new team, built from the groundup, in less than 180 days, with the sales transitioned in 60 days. He has an uncanny ability to bring structure to unstructured problems and opportunities. Brown’s experiences include a successful track record for mergers, acquisitions, and other strategic business relationships; that incorporates extensive international business experience negotiating contracts in many foreign countries. Brown is a dynamic business leader and global marketer. He has extensive international business experience negotiating business relationships and contracts in, France, Dominican Republic, Saudi Arabia, West Africa, South Africa, Kenya, Brazil, and others. He has acquired and launched consumer brands in foreign territories. He has successfully managed multicountry sales and manufacturing divisions. As a result of heading Pro-Line

International, being Vice President of Global Business Development for Culver Businesses, CEO for Johnson Products, and as an advisor to several companies, Brown. Brown is a strategic, visionary business executive and consumer brand champion who has leveraged his unique combination of business school training and entrepreneurial experience at start-ups, small-to-medium and Fortune 500 companies to transformed innovations into multi-milliondollar revenue streams. As a marketer, brown can demystify marketing with science and has created go-to-market, sales tracking and consumer analytic software and templates to accelerate customer acquisition and retention. He has

managed numerous strategic marketing projects, all of which encompassed well-defined processes guiding flawless tactical execution. Brown continues to speak on business leadership at the executive MBA level and to senior business executives. He has also served as president of the College of Business Advisory Board at the University of TexasArlington. He speaks to corporate influencers on business integration, technology, and software implementation, as well. The belief that business excellence only happens as the results of a wellcrafted and integrated plan was brought to life through the flawless execution of talented individuals working as a team with strong leadership. That is the “plus factor� in business, and this is what Brown delivers.

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



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OTC Beauty Magazine March 2019



OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


Feature Article By Pat G. Williams


Your Hair Safely At Home Hair color is the hottest hair accessory. Vivid, bold shades of purple,

The decision to change your hair color should involve an understanding

blue, pink, teal, green and tangerine are a few of the fastest growing color

of hair color formula, as well as your hair color goal: permanent color,

trends for fashion-forward trendsetters. Reds, copper, burgundy and pastel

blending or covering grays or temporary color. The right color formula can

blondes continue to be hot hues. New technologies in today’s hair color

give beautiful color results. The wrong formula can create a color disaster,

offer easy-to-apply formulas. Hair color is great for a change, for adding

and you will spend more time color correcting.

volume and body to the hair or just for fun!

Depending on your hair color goals, here are a few color categories and their intended results to consider before taking the color plunge.


• • • •

Mixes with 10, 20, 30, 40 volume developers Permanently alters natural pigment Lightens and deposits in one step Covers 100% gray


• • • • • • • •

Non-ammonia Low volume developer Lasts up to 24 shampoos Deposit only No ability to lift Enhance, deepen, refresh color Gray blending, toning Lowlighting, corrective


• • • • • • •

Non-ammonia, no peroxide Lasts 4–8 shampoos Deposit only No ability to lift Blend gray, refresh color Enhance, match or brighten Can be used after a relaxer


• • • • • • •

Non-ammonia, no peroxide Lasts 1–2 shampoos

The following factors should also be considered when choosing a color formula.

• • • • •

Current hair color (natural or previously colored) Desired hair color Hair texture: fine, medium or coarse Hair porosity: its ability to absorb moisture Product being used

For coloring at home, I recommend creating a safe hair-color-in-progress environment. Be sure to have these items on hand:

Deposit only No ability to lift Blend gray, refresh color Enhance, match or brighten Can be used immediately after relaxer

• • • •

Dark towels Timer Gloves Protective cream for hairline, ears and nape area.

If you are not sure about what the results will be, I recommend doing a test

Creme of Nature offers a wide range of colors to suit your desired needs.

by taping a few strands of hair together and applying the intended formula.

Creme of Nature Moisture-Rich Hair Color with Shea Butter Conditioner is

Check the color following time guide in the manufacturer’s directions.

an easy-to-use at home hair color available in 8 alluring shades: Jet Black,

Always follow the manufacturer’s directions for the best results.

Natural Black, Light Golden Brown, Honey Blonde, Vivid Red and Red Hot Burgundy, Light Golden Blonde and Lightest Blonde. It is permanent,


OTC Beauty Magazine March 2019

ammonia-free and delivers multi-dimensional color from root to tip with

curly, wavy, coily or kinky hair, with this fashion must-have comes critical

100% gray coverage.

maintenance measures: moisturizing, deep conditioning and regular trims all while maintaining our beautiful color.

We also have Creme of Nature Exotic Shine Color with Argan Oil from Morocco available in 11 rich, vibrant shades, also with up to 100% gray

After any coloring process, maintenance is key. You can protect, avoid

coverage: Intense Black, Soft Black, Medium Warm Brown, Light Caramel

fading and keep hair color vibrant by using moisturizing shampoos and

Brown, Intensive Red, Red Copper,

conditioners and color-protecting shampoos.

Burgundy Blaze, Bronze Copper,

Using a sulfate-free shampoo and leave-in

Honey Blonde, Light Golden Blonde,

conditioners will keep your hair color from

and Ginger Blonde. Creme of Nature

fading. When washing your hair at home,

with Argan Oil Hair Color is a high-

use warm/cooler temperature water. Washing

intensive formulation with Argan Oil.

hair with hot water opens the cuticles, which allow the color wash to out/fade during

Color Care & Color Fading Poor


shampooing and conditioning.


factors, and sunlight may cause the color to fade. Color-treated hair can fade during any season, but fading seems to occur more often during the summer, when our hair is subjected to salt water and chlorine or if we are outdoors more and work out often. Whether your hair color is a shade of blonde, burgundy red, copper, brown, color is the ultimate accessory and trend for fashion-oriented women who “tress to impress.” Yet for those of us with relaxed hair, hair in transition,

Meet Pat

Pat G. Williams is a hairstylist, author and Crème of Nature Brand Ambassador

OTC Beauty Magazine March 2019




OTC Beauty Magazine March 2019

Products to Stock

Created by experts who know your texture. Gold Series is the gold standard in moisture. Infused with rich argan oil, this collection nourishes, maintains and protects natural, transitioning or relaxed hair. OTC Beauty Magazine March 2019


Š2019 P&G


Nail Products When shoppers come into your store, they are looking to address all of their beauty needs. That includes their hair products, cosmetics and everything they need for their nail care. Treating their nails to a little TLC isn’t just an afterthought. From nail polishes to nail files, taking care of their hands and feet is just as important as the rest of their beauty regimen. Here are five nail items that are hot sellers at Jinny Beauty Supply.


J2 Nail Care System DRE2558 Why It’s the Top Contender

Some customers want to skip the visit to the nail

salon and do their nails a home. That can mean more

than just filing and painting their nails. Some are more ambitious and may choose an advanced tool like the J2 Nail Care System.

• This product can File, Buff and Shine Nails.


OTC Beauty Magazine March 2019

Brittny Brown Emery Board

5 Second Nail Glue

Everyone needs a basic emery board in their

When your nails need a little-added length


beauty tool kit. This tool makes it easier to file

the nail in any shape you desire. These emery boards are perfect for do-it-yourselfers and professionals alike.


23 4 5

or repair, nail techs are likely to reach for nail adhesive. For shoppers who want to do this

themselves, they can grab the 5 Second Nail

Glue. It glides on like polish, providing a smooth, even application for nail tips, repairs and wraps.

SuperNail Professional Nail Liquid

SuperNail Nail Polish Remover

Creating a set of acrylic nails can’t be accomplished

Whether you’re removing a glittery topcoat or a



without the SuperNail Professional Nail Liquid. This

dark nail polish, the SuperNail Nail Polish Remover

that their customers will love.

remover is perfect for natural and artificial nails.

liquid allows professionals to make long-lasting acrylics

will quickly clean the nails in just a few swipes. This

OTC Beauty Magazine March 2019



OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


International Beauty Exposition 2019 International Beauty Exposition (The Expo) kicked off the New Year with

the opening of the first annual show

in Las Vegas at the Bally’s Hotel and Convention Center. This is the event’s debut









Conference joined together.

The event kicked off with a photo op, featuring the participating rep

Throngs of attendees gathered at the registration area at the International Beauty Exposition.

principals. The show went off without

a hitch, despite the crazy weather around the nation. There were over 165

manufacturers present with special deals for attendees that came to the show.

The Cocktail Party was well attended. Afterward,





enjoy there evening on the town. The

Expo was able to get many discounts

Jinny Beauty Supply Buyers Steve Ma and James Lee were ready to meet new manufacturers.

from Bally's Hotel. WHERE magazine supplied the event with a personal

concierge for the group, with discounts and special offers.

The Expo would like to thank everyone

who weathered the storms and were able to support the show. Save the date for 2020 January 19th and 20th.

Andrey Court and Jonathan Tiram of Ecoco Inc. were all smiles at The Expo. 60

OTC Beauty Magazine March 2019

The Kirschner Group

Domenic Costa and Walt Winslow of KAB Brands prepare their booth.

CROC booth.

Fisk Industries booth. OTC Beauty Magazine March 2019


Todd Smith of the Kirschner Group chats with a representative from Fromm and Steve Ma of Jinny Beauty Supply.

Liz Fraker and Victor Brownlow of Helen of Troy smile for the camera.

Robin D’Aloise of Helen of Troy chats with Harlan Kirschner of the Kirschner Group.

Jinny Beauty Supply’s James Lee (left) met with the staff of the Hain Celestial Group.

Todd Smith of the Kirschner Group, Jeff Higgins of Fromm and Steve Ma of Jinny Beauty Supply were happy to be at The Expo. 62

OTC Beauty Magazine March 2019




©2019 The Wella Corporation CSM2019-1001

OTC Beauty Magazine March 2019


The Hain Celestial Group booth.

The Zotos booth.

Alan Elshaktheria of OKAY Naturals and Sue Seok of Jinny Beauty Supply chatted about OKAY’s latest products at The Expo.

The Cricket booth.

Ik Chen and Hoshin Park of By Natures was in attendance. 64

OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


The Kirschner Group. Inc. booth.

Carlos Falconi and Mario Mullings of Sunny Isle were happy to be at The Expo.

Brenda Leckie of Blue Co. Brands.

Tolco Corporation booth.

American International Industries booth. 66

OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


Gary Fishkin, Steve Nutile of CFN Sales & Marketing and Tom Gebhart of FHI Heat.

James William of Inspired Beauty.

Linda Wood of American International Industries, Steve Ma of Jinny Beauty Supply and Todd Smith of the Kirschner Group.

Linda Wood of American International Industries, Steve Ma and Garrett Wright of Jinny Beauty Supply.

Sue Seok and Art Emm of Jinny Beauty Supply met with the staff of Babe Lash. 68

OTC Beauty Magazine March 2019



Sun-kissed hair all year long!

Up to 5 levels of lift 6 new shades lift & tone in one step. Blonde never looked better! 11.0 Natural Blonde 11.13 Beige Blonde 11.2 Champagne Blonde

11.01 Cool Blonde 11.12 Platinum Blonde 11.91 Pearl Blonde

OTC Beauty Magazine March 2019


Kevin Mason of L’Oreal Technique

Many visitors came from across the nation to attend The Expo.

My Skin & Co. booth.


OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


My Skin & Co. booth.

Art Emm and Dean Kim of Jinny Beauty Supply met with Todd Smith of the Kirschner Group and the staff of Helen of Troy.

KAB Brands booth.

Zoto’s Professional booth.

Eddie Jhin, Art Emm and Dean Kim of Jinny Beauty Supply met with Andis Company


OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


James Lee of Jinny Beauty Supply met with The Freeman Group.

Eddie Jhin, Art Emm and Dean Kim of Jinny Beauty Supply met with Thomas Crumpton and Lance Wahl of Wahl Clipper Corporation. Clay Campbell of Innovative Beauty Products, Kelly Miller of Greg Dawson & Associates and James Lee of Jinny Beauty Supply.

Brenda Leckie and Eric Dow of Blue Co. Brands.

Eddie Jhin, president of Jinny Beauty Supply, chats with Harlan Kirschner of The Kirschner Group. 74

OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


Art Emm of Jinny Beauty Supply was seen talking with attendees.

Fromm booth.

Austin Russo of Stylecraft and Dean Kim of Jinny Beauty Supply.

Eddie Jhin and James Lee of Jinny Beauty Supply meet with High Ridge Brands

The Kirschner Group, Inc. booth.


OTC Beauty Magazine March 2019



A homegrown grooming line with the finest beard products on the market

MADE WITH Grapeseed Oil, Avocado Oil and Shea Oil

For more information on Uncle Jimmy products visit: OTC Beauty Magazine March 2019



OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019



CLIPPER TIPS Sponsored by Andis Co.

Cut the Cord! Cordless Technology Now Delivers Cord-like Power, Speed and Reliability by Kenny Duncan

There was a day when only corded tools delivered the power, speed and reliability needed by hair professionals. This is why the Andis Master® clipper and T-Outliner® trimmer earned top spots in the hearts of barbers worldwide. Today, the game has changed. Andis is cutting the cord and making a range of cordless tools like the new T-Outliner Cordless Li, Envy® Li and Supra ZR® II. These deliver the same power, speed and reliability barbers need plus the cordless convenience. The power of a tool is measured by its ability to easily cut through thick, wet hair. Corded detachable blade clippers like the Andis Excel Ultra®, have always been known as the most powerful option. Thanks to advancements in lithium-ion battery technology, cordless tools like the Supra ZR II have higher blade speeds with equal torque. Making this power available without a cord gives clipper cutters new found freedom with all the benefits of a corded tool. Powerful cordless tools help barbers achieve faster cutting times – and time is money! The speed of a tool is measured by how many times a cutter blade moves from center to left or right. Traditionally, magnetic motor tools move faster than rotary motor tools -until now. The new T-Outliner Cordless Lithium-Ion Trimmer operates at 7,200 blade strokes per minute, matching the speed of the iconic Andis corded T-Outliner. The fast-moving blades of the T-Outliner Li produce crisp, clean lines and designs. The reliability of a tool is measured by its ability to last and deliver the same amount of power over time. The first generation of cordless tools were characterized by gradual power loss during use because of using NiCad batteries. With the new lithium-ion powered tools, reliability and consistent power are now standard. After several years, and a steady progression in technology, cordless tools have finally caught up to the unmatched qualities of corded tools. The best benefit of this technological advancement is cordless convenience – no tangling cords, less clutter at the work station and they are easy to travel with. And in some cases, today’s cordless tools are just as fast and can have even more torque! My top three favorite cordless tools are the Andis Envy Li, Supra ZR II, and the new T-Outliner Cordless Li. The new cordless T-Outliner Li features a lithium-ion battery with 100 minutes of run time. Andis engineers also gave it new constant speed motor technology which means it won’t drag or stall in thick hair. Those barbers who like the familiar feel and performance of the corded T-Outliner will love the new cordless version. In fact it’s the most powerful cordless trimmer Andis has ever made! See it at your authorized Andis dealer. Kenny Duncan is a nationally known barber, stylist and educator, as well as co-owner of a 12-chair salon— Main Attraction Unisex Salon— based in Philadelphia. He is the barber for several Grammy Awardwinning artists and has toured the world as the barber for the Lady Gaga production team. Kenny’s styling work has also appeared in films such as “Fantastic Four” and “Creed” starring Michael B. Jordan. He is currently the Lead Educator for Andis Company. 80

OTC Beauty Magazine March 2019

JBS Beauty Club has all your accessory needs with necklaces, earrings, scarves, sunglasses, etc. Stock your store with only the best from JBS. As part of the largest beauty supply distributor, you can always buy items by the piece and at great prices. For more information, call 800-361-0786 or visit them at 4300 Northeast Expressway, Doraville, GA.




! t I e V Lo



OTC Beauty Magazine March 2019 81 ©2019 Strength of Nature. All Rights Reserved


THERAPY TRENDS Mastering Consumer Mentality by Elayne McClaine

Mass retailers can often predict the future purchases of their target shoppers. This is done through the mastery of the shopper’s mentality. Consumer surveys based on demographics, lifestyle and spending power help to profile spending trends. OTCs can use this insight to predict their purchasing attitudes and impulses. Knowing the mentality of the consumer is invaluable. Consumers want the advantage of picking up as many related items on a one-stop basis. The growth of nonhair related products in OTC stores is evidence. One of the best ways to conquer the ideal merchandising mix is to create a profile of the ideal consumer. Consumers train themselves to be the ultimate shopper. They are not confined by channel or custom. Mastering and predicting the purchase behavior can lead to knowing which items to stock. Seasonal non-beauty related products do not have to be bargain basement junk. The price point must be competitive; however, the selected items must be of significant value so that it will contribute to the revenue stream of the OTC. It should be an economical luxury item that will justify one less trip to a traditional retailer or department store. There are various products and services the OTC can offer that would boost the sales check and save the consumer a trip to another outlet. Selecting the correct array of general merchandise must address the relevance to the target consumer, their beauty purchases and their shopping mentality. Each consumer is estimated to periodically return to the market place to pick up beauty basics. Why not fashion accessories? Or electronics? Or internet cards? If Walmart can have a nail salon or a hair salon, why can’t an OTC have an electronic charging station? Retailers, including OTCs, must master the consumer’s shopping mentality to stock and sell beauty-related and other merchandise.

Elayne McClaine has identified and developed emerging domestic and global trends in hair care, skincare and other consumer categories for such firms as Chesebrough-Pond’s, Revlon and Pharmacia (div. of Pfizer). Her expertise in therapeutic treatments for hair, skin and scalp led to the creation of the Women’s Institute for Fine and Thinning Hair, sponsored by Rogaine. McClaine has been acknowledged by the American Academy of Dermatologists for marketing and promotional excellence. ESME Market Specialists, LLC consults with firms that require expertise in strategy development, multicultural marketing and account planning. For more information, visit 82

OTC Beauty Magazine March 2019

OTC Beauty Magazine March 2019


Industry News 30th edition of in-cosmetics Global returns to Paris in-cosmetics Global will be returning to its spiritual home in Paris from 2-4 April 2019, bringing together the world’s leading beauty and personal care industry suppliers and experts. R&D professionals will be presented with a unique opportunity to source the most innovative ingredients, to learn from industry experts about the most important trends influencing the beauty industry and network with their peers.

Staying relevant in a flourishing industry

The beauty industry continues to grow and has proved itself to be a thriving and popular sector on a global scale. The demand for beauty products continues to grow and has proved itself to be a thriving and popular sector on a global scale. Despite economic instability, the industry was estimated to have achieved sales of €200bn in 2017 and experts have forecasted a revenue increase of 7.14% in the next five years. According to Mintel, four key trends will be responsible for driving this growth: personalisation, the rise of digital, naturals, and the use of marketing campaigns that focus on encapsulating a brand’s personality. It is imperative that companies are able to attract consumers by successfully tapping into the latest trends. Developing both innovative and exciting products is the way they can make their mark in what is an increasingly competitive sphere. in-cosmetics Global is the perfect platform to provide inspiration for those products, making it a must-attend event for all those in the beauty industry.

Indie Trail

in-cosmetics Global 2019 will see the launch of the Indie Trail. Indie brands continue to dominate the market and have become increasingly influential in the beauty industry. The market saw a 659% increase in review volume in 2017[1], illustrating their popularity and importance. In response to feedback from indies that it can be difficult to source suppliers who can provide smaller ingredient quantities, in-cosmetics will introduce the Indie Trail Guide. The guide will be distributed to indie brand visitors and is designed to help them navigate the event and meet relevant suppliers by detailing the exhibitors that are able to provide ingredient quantities to suit a production of up to 100kg. The guide will optimise their experience at in-cosmetics by saving them time and making sure they are able to forge important connections with relevant exhibitors.

R&D Tours

Following the great success of the R&D tours at last year’s show, they will be making a return to Paris in 2019. Specifically designed for R&D professionals and led by leading technical consultant and cosmetic chemist, Rouah Al-Wakeel, participants will be guided around major show features such as the Innovation Zone and Sensory Bar. Three topics will be covered in the tours: Protection, sponsored by IMCD; Healthy Ageing, sponsored by Mibelle Biochemistry Group; and Preservation, sponsored by Symrise. Each tour will ensure R&D professionals are introduced to select exhibitor stands relevant to the tour topic.

Innovation Zone

The ever-popular Innovation Zone, sponsored by Ashland, will be back for another instalment at the 2019 show and promises to feature some of the most exciting and innovative formulations launched within the past six months. This interactive area 84

OTC Beauty Magazine March 2019

allows visitors to get an exclusive insight into the latest product developments recently brought to market, providing a unique opportunity for businesses to stand out in the highly competitive cosmetics sector. Key exhibitors will offer attendees the chance to try out their products in order to gain an insight into how they were made and understand the effectiveness of their innovation as part of the Formulation Displays. The beauty and personal care team from Mintel will also host live demonstrations in this area, where visitors will be able to interact and test innovative finished products.

Sustainability Corner

The highly relevant Sustainability Corner, sponsored by Cargill, will also return in 2019 with over 20 pods featuring sustainable ingredients or supply chain projects that have positively affected the environment. The interactive space will focus on the beauty and personal care industry’s progress and creativity in environmental and social sustainability. Attendees will be able to understand how businesses are changing their procedures to reduce their environmental impact and hear expert insights from leading brands and debate major issues surrounding sustainability. This educational area provides visitors with a unique way to learn about how businesses are supporting the achievement of the UN Sustainable Development Goals.

The Make-Up Bar

Visitors will be able to put brand new formulations to the test, as well as being given the opportunity to see and experience the latest eye, skin, nail and lip make-up formulations at the MakeUp Bar, sponsored by BASF. This popular area is designed to help attendees discover the latest solutions, formulations and vibrant colours, all in one place. Exhibitors including Interpolymer, Biesterfeld and Lubrizol will showcase their latest innovations at the show, demonstrating how the beauty industry continues to create new functional ingredients and technologies. Furthermore, visitors will have an unrivalled opportunity to receive expert insights into the latest trends and products from leading exhibitors.

Formulation Lab

As part of the education programme, the free-to-attend interactive sessions at the Formulation Lab, sponsored by Brenntag, will provide R&D professionals with a unique opportunity to learn the secrets to designing winning formulations. The sessions will take place in a purpose-built laboratory, created to offer those in the R&D category a rare and hands-on experience to learn invaluable and practical insights into formulation training from the industry’s leading experts. Some of the key suppliers confirmed to take the stage at the Formulation Lab over the three days include Evonik, BASF, DSM and Sensient. Within the Formulation Lab, the Formulation Challenge, sponsored by Lonza, will take centre stage on 4 April. Six teams of highly skilled R&D and marketing professionals will be given a box of mystery personal care ingredients and tested with creating an innovative formulation in 90 minutes. The finished products will be judged by a panel of expert judges who will score the formulations based on their technical merit and marketing story.

More from the education programme

The show’s highly acclaimed education programme will be an unmissable part of the event for all visitors as it provides a valuable

OTC Beauty Magazine March 2019


Industry News Continued In-Cosmetic

opportunity for all cosmetics and personal care professionals to get an exclusive insight into the upcoming trends, as well as the latest on new developments and technologies. Industry experts will share their insights on a wide range of subjects such as regulatory changes and new product development in order to give businesses a competitive edge and insight into future opportunities.

Another highlight is sure to be a presentation on ‘Teenage personal care – the gender agenda’ by Samuel Farmer, owner of the eponymous company. The talk will address the changing ways in which young people identify with sexuality and gender as a way to define themselves and how the personal care industry can develop a trusted and meaningful relationship with adolescents.

From Technical Seminars and Marketing Trends presentations through to Workshops and Live Demonstrations, visiting R&D professionals and cosmetic chemists will have the opportunity to discover innovations in the beauty industry, as well as debate the latest changes in the sector at the free-to-attend educational programme.

There are a host of other exciting features taking place at incosmetics Global 2019, such as the Testing and Regulation Zone, Fragrance Zone and Sensory Bar, among many others. Attendees will also be able to visit the Country Pavilions, which will allow them to easily locate ingredients and source niche suppliers from specific countries such as Tunisia, Peru and South Korea.

The paid-for workshop programme will run on 2 and 3 April and will address some of the most important challenges personal care professionals are facing in the current climate. World-renowned experts will help attendees become aware of specific issues and challenges across a range of topics within the industry, such as skin microbiome, anti-ageing and emotions in cosmetics. For example, Ecovia Intelligence will present ‘Developing certified green cosmetics’, which will cover the key formulation issues when opting for popular ethical labelling schemes, including organic, natural and vegan. In addition, Dr Theresa M. Callaghan from Callaghan Consulting International will host ‘Developing EU compliant claims – objectives and updates’, which will be divided into four parts to provide attendees with an understanding of the EU cosmetics claims legislation pertinent to 2019 frameworks.

Another area that promises to indulge visitors’ senses is the Fragrance Zone, which will take visitors on a journey of new scents and fragrance trends. Key fragrance houses, producers and distributors of extracts and ingredients will present their products and give attendees expert advice on the latest innovations and developments in fragrance.

Taking place over three days, the free-to-attend Marketing Trends sessions, hosted by leading research companies, consultancies and brands, will present insights into the newest industry trends, data and market analysis. A range of exciting and insightful presentations will be delivered, such as ‘Personal care ingredients: blurring the boundary between food and beauty’, delivered by Ioannis Efthymiopoulos, Ingredients Analyst at Euromonitor International. The talk will allow visitors to discover the key selling points of food-based ingredients and how new opportunities have been created for food manufacturers to play an active role in the cosmetics industry.

The Sensory Bar is an interactive area that offers an exciting sensory experience where visitors can try out formulations displayed at the bar so they can test the feel, smell and taste of the products. Make sure to attend the 2019 event in order not to miss out on these industry-leading interactive opportunities. Exhibition Manager, Roziani Zulkifli said: “We are excited to take the Global show back to the home of cosmetics in Paris. It has been another fast-paced year in the cosmetics industry and we have gathered together the biggest and most innovative exhibitors to join us at Porte de Versailles with their most exciting launches. “Our renowned educational programme will be back with a lineup of the most knowledgeable and inspiring speakers from the industry, aiming to aid the next wave of products to hit the market in the months following the show.” in-cosmetics Global takes place at the Porte de Versailles in Paris from 2-4 April 2019. For more information and to receive the latest updates, please visit

Canadian Barber Takes Home Andis Award Pete Goupil of Brossard, Quebec took home the Andis Men’s

Hairstylist of the Year Award this year at the North American Hairstyling Awards. Andis partnered with the Professional Beauty Association to sponsor the award.

Andis’ Director of Global Education Jessica Zeinstra. “There were a lot of really talented entrants this year.

Andis was so thrilled to

be able to recognize these



giving out an award

at NAHA!” OTC Beauty Magazine March 2019

Andis® Company, a family held business founded in 1922, is a

“We know all that goes into (this),” said


About Andis® Company

leading manufacturer of handheld tools to trim, cut, curl, straighten and

dry hair. The company’s products are

purchased in more than 90 countries

by barbers and salon professionals, consumers, hotels, motels, resorts, small animal groomers and large animal groomers and shearers. To

find a local distributor, call 800-558-9441 or visit

OTC Beauty Magazine March 2019


Industry News Wahl’s New Mentor Detachable Clipper Honors an Icon While Giving Barbers the Ability to Make Iconic Cuts Sterling, IL (February 1, 2019) – For as long

The Mentor comes with a detachable four-blade system. Compared

focus has been to make high-quality tools that

brushless motor has a speed between 3,000 and 3,7000 RPM –

as Wahl Professional has been around, its main make the barber’s job more efficient. The new Mentor Clipper fulfills this goal but has another purpose as well. The Mentor Clipper honors the life, career and mentorship of Wahl employee and barber mentor Isadore Adams.

Isadore Adams was a pioneer of barbering and

a valued employee at Wahl. After opening his first shop in 1971, Isadore designed his first of

to other Wahl clippers, the Mentor has much more power; its

faster than all other detachable blade clippers on the market. This extra power makes the Mentor better and faster to use on coarse

or thick hair. It’s an ideal tool for barbers that work with quick

turnaround clients. “The new detachable blade system diminishes

the lines of demarcation when changing blades. This allows the barber or stylist to work faster at completing the haircut. A high

RPM clipper and improved blade design is a winning combination” says Tracy Vock, Wahl Professional Senior Product Manager.

many barber hair style charts, which are now commonly known to the industry as I ADAMS or Wahl Posters.

Ergonomic and light weight, the Mentor makes it easy to use for

barbers and cosmetologists alike. Wahl increased the comfort and control to make sure it was perfectly balanced and reduced

Isadore eventually grew to a vital role at Wahl, keeping the

century-old clipper company deeply connected to working hair professionals. He regularly traveled to barbershops throughout the U.S., taking time to understand what barbers need from their

the vibration to a minimum. In addition, a long flexible cord allows

for ease of movement for the barber or stylist. Plus, to prevent

mistakes, there’s a locking mechanism that must be engaged in order to switch the blades.

Wahl tools. His experience and first-hand knowledge were critical

Taking its cue from Isadore, the Mentor Clipper brings a new depth

alongside another Wahl legend, Bo Langley.

quality while pushing efficiency. A reminder that there is no other

in the development of the premier Wahl 5 Star barbering line

During his travels, Isadore held true to his passion for the craft

by taking barbers under his wing, becoming a valuable mentor to many. He then led the charge to form the Wahl Education & Artistic

Team (W.E.A.T.) and, to this day several current members attribute securing their places on the prestigious team to the support of and mentorship by Isadore.

of opportunity to the professional hair industry by maintaining option than success and acting as an ode to every great barber who had a great mentor.

About Wahl Professional Since 1919, with the invention of the first practical electric hair

clipper, Wahl Clipper Corporation has been the leader in the

professional and home grooming category. Today, with over 2,500

employees worldwide, Wahl is proud to carry forward the tradition “He worked the information into us, there was no option other than

success if you were learning from him,” said Wahl Education & Artistic Team member Garland ‘G-Whiz’ Fox. “He met everyone at their level regardless of their gender, income, location or whatever – he was an awesome mentor.”

A reflection of Isadore’s passion for barbering, the Mentor Clipper is designed for the barber or cosmetologist who is serious about

their craft. Excellent for achieving a seamless fade with using just one tool, and especially great for debulking course, thick hair.


OTC Beauty Magazine March 2019

of innovation and superior customer service that was created by

Leo J. Wahl. Headquartered in Sterling, Illinois, Wahl distributes

to 176 countries and has eight global manufacturing facilities as well as 25 sales offices. At Wahl, we are proud of our heritage

of excellence as well as our remarkable list of groundbreaking innovations for the present and future for the global market. Visit for more details.





FREE OFFER ENDS March 31, 2019

OTC Beauty Magazine March 2019


Industry News New Cosmetics Brand Encourages Freedom of Expression and Inclusion MrEyeliner brand was created for ALL individuals to wear. Our mission is to make the world a more suitable place for individuality and acceptance through our MrEyeliner brand messages. Anyone who would like to wear eyeliner should be able to; no matter the sex, creed or nationality. People are all made equal. With that being said, our brand culture is about supporting anyone who decides to be themselves. Our team stands strong & proud. Bullying can be a major culprit to inhibit individualized style & freedom to express oneself. Bullying is ruining too many lives. Too many are picked on, abused and ridiculed. Made to feel inadequate. Afraid to be proud & express oneself freely. Too many feel trapped, misunderstood, not listened to and ignored. It can make one feel safer hiding in the shadows, not being true to oneself and definitely not enjoying life. Bullying can start at home with possibly insensitive and/or narrow-minded parents or guardians. They may be incapable of discussing these sensitive topics. That can make you feel even more alone, quiet and abandoned. Especially when the people that are supposed to love & support you can’t or won’t clearly understand what you’re feeling and/or what’s happening in your live. Bullying has been a horrible epidemic in our society for generations. In the past years, it has gotten worse with school bullying, playground bullying, cyber bullying, social media bullying and so much more. Bullying is complicated. Schools have a tremendous amount of issues to deal with; bullying being one of them.

MrEyeliner was created to help in this widespread arena. Zach Garfinkel aka MrEyeliner has begun reaching out to youths at music festivals and instore events since he introduced the brand in late 2018. Zack is trained to speak supportively with anyone on bullying topics. His team has begun to reach out to local schools to offer to speak at events to get our anti-bullying message out there. He plans to educate the educators as well as the students in person and online. Our message presents ways to encourage self-expression, offer sound advice & meaningful help. Our social media platforms encourage dialog & exchanges of ideas. MrEyeliner is here to provide a VOICE to the VOICELESS no matter what the setting. MrEyeliner plans to touch and inspire anyone who has been the object of bullying or been made to feel afraid to express themselves freely. Our team is available wherever & whenever we are needed to discuss all types of self-expression topics. We promote: Be proud of who you are. Let’s make the world a more suitable place for individuality and acceptance through our MrEyeliner brand. Zack and his team are seeking to #StoptheBullying and assist the bullied.


MrEyeliner is a subsidiary of Quality Pencils, the makers of Pencil Me In and

Contact MrEyeliner at on IG @mreyeliner and at 917-776-4573.

ProFoil® Lithium Plus Titanium Foil Shaver Offers Professionals a Powerful, Yet Quiet, Shaver to Take Their Craft to the Next Level STURTEVANT, WI (FEBRUARY 2019) – Andis® Company, a leading

secure and comfortable handling as well as a premium, stand-up

beauty and animal grooming industries, recently announced the

utilize popular, and sought-after, gold titanium hypoallergenic foils

manufacturer of handheld tools and education for the barber,

release of the ProFoil® Lithium Plus Titanium Foil Shaver in US & Canadian markets! The ProFoil® Lithium Plus Titanium Foil Shaver

is an extension into the popular ProFoil® Shaver series. This powerful, quiet shaver features a lithium ion battery delivering up to 80 minutes of runtime on a single charge. This lightweight shaver includes premium features, including soft-grip texture for 90

OTC Beauty Magazine March 2019

charging stand. The ProFoil® Lithium Plus shaver continues to for the closest shave and irritation-free shaving.

Retailers and distributors interested in carrying the ProFoil®

Lithium Plus Titanium Foil Shaver or any other products from Andis Company, can find more information at or call 800-558-9441.





FREE OFFER ENDS March 31, 2019

OTC Beauty Magazine March 2019


Industry News L’Oréal Paris Partners With Vogue To Introduce The 2019 Hair Color of the Year The #1 Global Beauty Brand Declares Silver the Must-Have Hair Color for 2019 NEW YORK, Feb. 4, 2019 /PRNewswire/ -- Silver hair is here

and a deep smokey undertone to create an edgy & metallic

Vogue, the authority on all trends, announced Silver as the 2019


to stay. L’Oréal Paris, the company that invented hair color, and Hair Color of the Year today. The hue was selected by the brand’s

color designers after extensive analysis of hair color trends,

search data and inspiration drawn everywhere from fashion runways and city streets, to social media and travels to all corners of the world.

shade of silver.

L’Oréal Paris’ Superior Preference has proven itself time and

time again as the gold standard in hair color – delivering luminous multidimensional hair color that lasts. Now, the

brand debuts its modern take on a classic blonde shade with Soft Silver Blonde. This shade is a mix of warm blonde and

delicate cool silver tones for a “wearable” and sophisticated L’Oréal Paris is debuting a versatile assortment of silver shades

silver look.

ranging from Silver Blonde to Smokey Silver to Silver Blue. These


Preference, Feria, and Colorista Makeup, allowing people to easily

New Colorista Hair Makeup Silver Blue is a gentle gel cream

new silver shades come from their top collections – Superior achieve 2019’s most coveted

who only wants silver hair for 1 day, try makeup for your hair.

formula mixed with icy silver makeup pigments for a vivid

color at-home.

silver blue color payoff without

“Not only has silver hair been a

the long-term commitment.

top color trend on the runways and it is the ‘it’ color for women of all ages, we love what the

“While other aspects of beauty

color stands for – it symbolizes charisma,


can surely make an impact,


nothing quite compares to the

power, focus and it is beyond

effect of that perfect statement-

chic,” says Orrea Light, Vice

President of L’Oréal Global Marketing Product Development and Beauty Innovation. “As the world’s #1 selling hair color brand*, we are thrilled to now bring this color trend to people everywhere

in an accessible way. Whether someone’s desired result is sophisticated, daring, fun, or all three, they can find their perfect

metallic match within the esteemed houses of Preference, Feria or Colorista.”

The 2019 Hair Color of the Year collection includes:

making color. I have seen a big

uptick in client requests for silver this year and love that L’Oréal

Paris makes it easy to achieve at home,” says Jonathan Colombini, L’Oréal Paris Hair Color Consulting Colorist and Stylist. “The best

part about the lineup is that it’s color any way you like it – not

only are they the shades of the moment, but they span different

formulas and application techniques, which means there is a silver for every lifestyle.”

The 2019 Hair Color of the Year will come to life through Vogue.

com, Vogue and L’Oréal Paris’ social & digital channels, in Vogue

• FERIA SMOKEY SILVER: The L’Oréal Paris Féria franchise is

known for its bold and vivid colors and always being on the cutting-edge of “what’s next” in hair color artistry. Custom blended by master colorists for the daring trend setter, new

Feria Smokey Silver is formulated with multi-faceted icy silver 92

OTC Beauty Magazine March 2019

magazine’s February Issue and during New York Fashion Week.

People are encouraged to show off their own silver hair by tagging @lorealhair and using #HairColoroftheYear.

*Based on Nielsen data for units of L’Oréal Paris brand hair color sold in 2018.


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OTC Beauty Magazine March 2019


BIR Bits At Fromm International, Kevin Johnson stepped down from the position of president effective January 1, 2019. Kevin has been with Fromm International for 31 years, and will remain vice chairman of the organization. Kevin Barrett, the company’s executive vice president, assumed the role of president on January 1.

Kevin Barrett

Kevin joined Fromm International 30 years

become Fromm’s fourth president in our 111-

increasing responsibilities. In his new role, he will

his ideas and time to the Professional Beauty

ago and has served in a series of positions of focus on vision, people, growth and customers. “I am honored to lead the Fromm team to realize our

vision while exciting customers with our powerful brands and programs,” says Kevin. “Kevin will

year history. He is an industry leader, dedicating Association. He has a strong leadership team and a clear vision to lead the company forward,” says Kevin Johnson. Visit

Molly Hussa joins The Kirschner Group as a sales representative to cover key accounts and the Minnesota market. She has more than 10 years of merchant

House and Payless ShoeSource. She brings

Beauty Brands, where she was lead merchant

and strategic thinking to TKG sales team. Reach

experience and previously served as a buyer for

across the nail, appliances, hair-care, men’s and Molly Hussa

skin care categories. Before Beauty Brands,

Molly began her career with Von Maur, Rally

deep product knowledge, a keen sense of style

her at molly@! and visit

BolognaFiere Cosmoprof announces that Liza Rapay is the new head of North America Marketing to run Cosmoprof North America (CPNA) in partnership with the Professional Beauty Association. All North American marketing operations and

leading B2B beauty trade show. Liza will report to

the new Cosmoprof North America office in New

Cosmoprof, director of Cosmoprof Worldwide.”

functions will report to Liza, who will work out of

York City. Liza succeeds Daniela Ciocan, who has Liza Rapay

left the organization.

Liza says, “I am excited at the opportunity to

Gianpiero Calzolari, chairman of BolognaFiere

ups, to established brands. This is an amazing

SpA, says, “Liza has 13 years of prestige beauty

experience and a true passion for the beauty

industry. We look forward to collaborating with

her, as we continue to grow our reputation as the


Enrico Zannini, general manager, BolognaFiere

OTC Beauty Magazine March 2019

work with all beauty companies—from startplatform to connect people. With the market

always evolving, strong relationships will always be necessary to succeed in this business.”





March 3

The Road to Barbercon

Los Angeles, CA

March 3-4

The Razor’d Edge ECRU NY Academy,

Fair Lawn, NJ

March 3-4

Keune Cut & Color Collaboration

Atlanta, GA

March 3-5

SPECS: The Forefront of Physical Retail

Dallas, TX

March 3-6

ShopTalk: Leaders Disrupting the Beauty Biz

Las Vegas, NV

March 4-6

American Assoc. of Cosmetology Schools Washington Leaders’ Summit &

Capitol Hill Day, DC


March 9-11

Keune Creative Color

Atlanta, GA

March 10-12

International Beauty Show (IBS) New York

New York, NY

March 10-12

International Association of Trichologists

Largo, MD

March 10-13

ECRM/EPPS Consumer Technology

Chicago, IL

March 17-18

Keune Creative Design

Atlanta, GA

March 25-27

Beauty Business Malaysia

Kuala Lumpur, Malaysia

March 30-April 1

America’s Beauty Show

Chicago, IL

March 30-April 1

Bronner Bros Int’l Beauty Show

New Orleans, LA

March 31-April 1

Keune Ultimate Color

Atlanta, GA

April 2-4

In-Cosmetics Global

Paris, France

April 3-5

Transitions Spring for Family Businesses

Tampa Bay, FL

April 4-6

IndoBeauty Expo 2019

Kemayoran, Indonesia

April 6-7


New York, NY

April 7-8

Art of Business: The Event

Philadelphia, PA

April 7-8 K

eune Foundational Design

Atlanta, GA

April 7-8

Keune Blonde Out

Atlanta, GA

April 7-10

ECRM/EPPS Store Brand Health & Beauty

Las Vegas, NV

April 7-10

Strategies Incubator Seminar

Centerbrook, CT

April 10-11

Beauty & Money Summit

Los Angeles, CA

April 14-15

Revel in Beauty -Powered by Allied Beauty Association

Toronto, ON, Canada

April 14-15

Spring Style Show presented by CosmoProf

San Jose, CA

April 15-16

Makeup in Seoul

Seoul, South Korea

April 15-17

Beautyworld Middle East

Dubai, UAE

April 17-18

PBA’s Distributor Executive Conference

Chicago, IL

April 18-20

Cosmobeauté Asia

Ho Chi Minh City, Vietnam

April 19-20

Int’l Meeting on Cosmetology & Trichology

Dubai, UAE

April 27-29

22nd Taliah Waajid: World Natural Hair and Healthy Lifestyle Event

Atlanta, GA

April 28-29

Keune ColorFSTR

Atlanta, GA

April 28-30

Strategies Mastermind: Communication

Centerbrook, CT


OTC Beauty Magazine March 2019



OTC Beauty Magazine March 2019

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OTC Beauty Magazine March 2019


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Signature I. Purchase the required amount of the vendor’s products. Coupon good for ONE TIME PURCHASE ONLY. 2. Fill out the coupon, supplying all necessary information. 3. Return the refund coupon* along with a copy of your original Jinny invoice** per Manufacturer’s request. 4.You’ll receive a credit from your Jinny Beauty Supply Accounting Department to be used on your next Jinny invoice. S. NO RETURNS will be accepted on coupon purchases.

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OTC Beauty Magazine March 2019


Ad Index AFAM Concept ....................................................39, 67, Back Cover

Murray’s Pomade ............................................................................... 85

American International Industries ....................................... Poster

P&G .......................................................................................................... 19

Ampro Industries ................................................................................ 83

Queen Helene ............................................................................... 34, 42

Brock Beauty ....................................................................................... 43

R&R Corp......................................................................................... 20-21

Coty .....................................................................................24-25, 33,61

Red Lodge Beauty.......................................... Inside Front Cover, 1

Ecoco ............................................................................................50-151

Roux Laboratories - Creme of Nature........................... Cover, 25

Fantasia ................................................................................................. 29

Roux Laboratories - Lottabody.....................................................8-9

Helen of Troy ........................................................................................ 45

SM Beauty.............................................................................................. 71

Imperial Dax .......................................................................................... 19

Innovative Beauty..................................................................................7

Inspired Beauty Brands........................................................................5

JBS Hair....................................................... 12-13, 59, 78-79, 87, 96

KAB Brands........................................................................................... 17

Liquid Gold Bonding ........................................................................103

L’Oreal Technique............................................................................... 69

M&M Products ..................................................................................... 11


OTC Beauty Magazine March 2019

Softsheen-Carson.................................23, 65, Inside Back Cover

Strength of Nature............................................81, Poster, Gatefold

StyleCraft .................................................................................................3

Sundal Brands...................................................................................... 49 www.sheamoisturecom

Taliah Waajid ......................................................................................... 77

The Mane Choice Hair Solution..................................................... 73

Universal Beauty ................................................................................. 75



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OTC Beauty Magazine March 2019


Reader Feedback Let your voice be heard!

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

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

What are the most popular hair colors at your store? 여러분의 매장에서 가장 인기 있는 헤어 색상은 무엇인가요?

Do you offer an assortment of color swatches in your hair color aisle? 헤어 염색 제품 코너에 다양한 색상의 샘플을 제공하십니까?

When it comes to gray coverage, do your male customers lean towards highlighting their gray or covering it?

흰 머리 염색의 경우 남성 고객들은 흰색을 강조하고 싶어합니까, 아니면 다른 색으로 커버하고 싶어 합니까?

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

Name (성함) _________________________________________ Store Name (​상호명) ___________________________________ State (주) ___________________________________________ 102

OTC Beauty Magazine March 2019

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

OTC Beauty Magazine March 2019


Product Spotlight

Color Sprays Ultra-Vibrant Temporary Hair Color The first ultra-pigmented temporary color spray that pops on your texture and curls. Get 100% color impact on the darkest hair with 0% commitment to permanent bleaches and dyes. ROSE GOLD shines warm and metallic through any crowd. This cinnamon luxe was made for leading ladies like you. BOMBSHELL BLUE brings you cool sapphire shades for a stand-out ‘do. Look out, bae watch. Your ocean-inspired coif is making waves. LUCKY LAVENDER puts a passionate pastel on full display. Toss your bouquet of floral tresses from side to side. This lusciously soft purple will make you want to say ‘I do.’ MINT CONDITION elevates your game with a fresh, frosty jade. If this vivacious green is in your hair, trust that envy is in the air. PRETTY IN PINK tints your world a rosy shade of fierce. Nothing says style and confidence more than this stellar blush-crush of a color. GOLD RUSH transforms your hairstyle into all that glitters. Feel your halo in its tawny, gilded glory. SILVER LINING really brings out the shiny, sultry best of any situation. This electric chrome will put your whole look on point.


OTC Beauty Magazine March 2019




e M y a r Sp tense In 100% COLOR. NO COMMITMENT.









OTC Beauty Magazine March 2019



OTC Beauty Magazine March 2019

Profile for OTC Beauty Magazine

OTC Beauty Magazine, March 2019  

OTC Beauty Magazine offers useful business tips and effective selling tools to boost revenue and customer traffic for OTC retailers. The mag...

OTC Beauty Magazine, March 2019  

OTC Beauty Magazine offers useful business tips and effective selling tools to boost revenue and customer traffic for OTC retailers. The mag...