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The Essential Business Guide for Salons and Spas

SELL YOUR SALON

Award Winning

with

BUSINESS BROKERS

Year 13 Issue 1


AN AWARD WINNING TEAM DEDICATED TO SELLING BEAUTY SALONS NATIONWIDE. IT’S NOT EVERYDAY THAT TWO PEOPLE IN THE SAME TEAM ARE SIMULTANEOUSLY UP FOR NATIONAL AWARDS, BUT THAT’S EXACTLY WHAT HAS PLAYED OUT THIS YEAR FOR BENCHMARK SALON SALES. Nikki Katz is currently the reigning and (first ever female) Australian Business Broker of the Year. But in a twist of fate both Nikki and salon sales teammate John Kasapi have both won their state broker of the year titles – Nikki in South Australia and John in Victoria. This means they are both heading to Darwin in April to face off for the prestigious national title of 2020’s Australian Business Broker of the Year. This is a truly impressive achievement as John and Nikki have competed against every other business broker in Australia and if one of them win the award again in 2020 it will be 4 National Titles all up for the Salon Sales team. Benchmark Salon Sales are the only salon dedicated business brokers in Australia. They have outstanding brokers in each state and have delivered over 500+ sales for clients around the country. We asked John and Nikki what are the secrets to selling a salon and they both agreed that the keys to a successful sale are simple:1. 2. 3. 4. 5. 6. 7.

Be prepared – financial figures up to date You don’t need to tell your staff until the deal is done Set a fair market price – too high will drag and often breach confidentiality Have a solid lease in place – no lease means no business Stop taking cash – if you want the best price include all money into your takings Make sure you spread the clientele around the staff evenly – not one person making all the money. Clean the salon so that it looks fantastic – just as if you are selling a house

We also used this opportunity to have a chat with John to find out what makes an award-winning broker tick, what Benchmark Salon Sales can do for you and what to expect in the overall process.

Q1. What service can you offer salons that are contemplating selling? A. We offer a full service brokerage. Firstly we will deliver a free initial confidential market appraisal that will establish what price you can sell for and this is done over the phone within a couple of minutes. Once a price is established then we will take your business into our confidential “Green Room” which contains lots and lots of buyers wanting to purchase salons. We will then organise inspections and move to a contract, which we can prepare with standard conditions of sale. Finally we would organise stock takes and move to settlement with solicitors. Q2. How important is it to speak to an expert such as yourself before you make any decisions and what would the process be? A. The salon sales team have over 100 years of combined salon industry experience, have owned over 57 sites collectively and sold over 500 salons so talking to an expert is vitally important when it comes to achieving a successful salon sale. So many things can go wrong throughout a salon sale and you definitely want an expert holding it all together when your manager leaves a few days out from settlement or you find that your landlord won’t give the buyer a new lease. I would think that there are a couple of hundred things that often go wrong and having someone to call on to help navigate through this exhaustive process is vital. Q3. How do you source potential buyers for salons looking to sell? A. After 20 years in the game we really know who is on the hunt for good salons to add to their existing portfolios and these buyers are on our speed dial. We also get a lot of beauticians that want to set up on their own but our most popular buyer is an investor that wants to buy a salon and have the owner stay on a few days a week to help with the staff management. This has worked time and time again as it is an opportunity for a salon owner to cash up but still stay on and do what they love doing without having to deal with all the back end books and financials of the business. Buyers come from everywhere, but we always have more buyers than sellers. Q4. What are your backgrounds and how did you get into this kind of business? A. All the team have come from a industry back ground and all of us have owned salons in the past. Emma Attenbrough (NSW) was actually one of our salon sales clients who loved what we did so much that she ended up joining the team once we sold her salon. Nikki Katz’s family have owned 6 salons and she grew up in them. I’m a hairdresser and have owned multiple salons

Award-winning Salon Brokers John Kasapi (left) and Nikki Katz (right).

and been an educator. So you can see how this experience translates into our team talking the same language as salon owners who want to sell and this is why we consistently perform better than every other broker out there. We all gravitated toward Benchmark Salon Sales because Iain Horne was the leading broker in the country 10 years ago and we all wanted to be a part of a winning team… looks like it has worked!

Q5. What would be the biggest challenge you and your clients face during the process? A. Easily the biggest challenge is getting the buyer through the purchasing process as most people think it is easy to sell a salon, but in reality it is the hardest of all the businesses to sell as most salon owners take cash … so the figures are a bit rubbery. Owners are rarely prepared for the roller coaster ride of emotions that come with selling their pride and joy and most of the salons are built around the staff so this is always a tricky area to navigate. At Benchmark we have a saying that there are “No Easy Deals.” What we try and do is take out as much of the emotion as possible and just follow our proven systems to get the salon sold. Most people choose us because we consistently deliver results.

Q6. How do you and your team work together to give the best service possible? A. The strength of what we do is definitely related to our teamwork and regular communication within our group of expert brokers. We often move buyers between brokers so that sellers get a country wide linked network of qualified buyers who are ready to purchase. Because we only sell salons we are able to dragnet the industry to produce the best buyers that will pay good money and most importantly get the deal done. Q7. If there was one piece of advice you could give to a salon owner embarking on this process what would it be? A. Preparation Preparation Preparation … I remember Emma Attenebrough (NSW) broker coming to me 5 years ago for a price appraisal and when I gave her the market price she said that this is not enough … So we suggested a few strategies to get her profit up and to make the salon more saleable … 3 years later we sold her business for 4 times what we first quoted her. Now she works with us as a broker and the people who bought her salon are now buying another site. So even if you don’t want to sell now, talk to us and get a plan of what you can do to maximize your investment. Call today on 1300 366 521

REIA

REISA

REIV

REIQ

2019

2019

2019

2019

WINNER

WINNER

WINNER

FINALIST

AIBB

VIC WINNER

2019

AIBB

SA WINNER

2019


SELL YOUR SALON

TODAY! List your salon for sale with Benchmark Salon Sales before the 1st of April and pay no upfront fee valued at $4,000.

What our clients have to say...

“ “

Thank you again for a great journey…or should I say roller coaster – what a ride! Our transition has however been very smooth and without any hiccups. Sharyn Yelland - Lasertech

Wow wow wow they truly are the best in the business. Benchmark delivered record sales on two of my best stores and were an absolute delight to deal with. My sale was a seamless and I can definitely see why they are the best in the country. When it’s time to sell my chain there I will be calling Benchmark. They had the buyer straight away and we put two of my sites to contract and managed the entire process which involved lease negotiable, name agreement, product distribution contracts and so much more. Benchmark are full service brokers and go above and beyond. Yes I’m impressed! Chernae Noonan - The Brow Bar

Absolutely sensational Benchmark have yet again delivered another outstanding result in selling my last salon. I wanted to be out on the 25th June and it happened. with Benchmark my dreams came true, I am now writing this testimonial on the beach in Hawaii. Kylie Ann Kobelt - Glo Highett Throughout 2020 we will be bringing you articles from a variety of business brokers from Benchmark to get you salon sale ready! And if you are thinking of selling your salon in the next few years it is definitely a good idea to have a confidential chat with these guys as they truly are the best in the Biz.

www.salonsales.net.au | 1300 366 521


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ABIA

Australian Beauty Industry Awards 2020

THE OSCARS OF THE AUSTRALIAN BEAUTY INDUSTRY

! es t a d e Save th OPEN FOR ENTRY Monday 13th January 2020

DEADLINE FOR ENTRIES Friday 18th May 2020 FINALISTS ANNOUNCED Monday 22nd June 2020 ABIA GALA AWARDS Sunday 23rd August 2020 www.australianbeautyindustryawards.com.au Beauty Biz


BACK BY POPULAR DEMAND!!

PART OF THE ABIA GALA FOR 2020

CATEGORIES AMIA Overall MUA of the Year Bridal/Formal Make Up Artist of the Year High Fashion/Editorial Make Up Artist of the Year Fantasy/Special Effects Make Up Artist of the Year

AUSTRALIAN & STATE CATEGORIES AUSTRALIAN Salon/Spa of the Year (4 Treatment Rooms or less) AUSTRALIAN Salon /Spa of the Year (5 Treatment rooms or more) Awarded to the best of the State winners State Salon/Spa of the Year (4 Treatment Rooms or less) NSW/ACT VIC TAS/SA WA/NT QLD State Salon/Spa of the Year (5 Treatment Rooms or more) NSW/ACT VIC TAS/SA WA/NT QLD

INDIVIDUAL CATEGORIES Beauty Therapist of the Year Business Director/Owner of the Year Salon Team of the Year Cosmetic Tattooist of the Year

SPECIALIST CATEGORIES Best Tanning Salon of the Year Best Customer Care Award Best In-Salon Training of the Year Best Marketing Award Best Salon Design of the Year Best Eco Salon/Spa of the year Best Business Performance of the Year

EDUCATION CATEGORIES Educator of the Year Individual Educator of the Year Organisation

NOMINATED CATEGORY Hall of Fame

VOTED CATEGORY

State and Australian Wholesaler of the Year

www.australianbeautyindustryawards.com.au

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Beauty Biz

PUBLISHER

Linda Woodhead linda@mochapublishing.com.au

EDITOR

Editor’s Editor’s Note

Clare Lamberth clare@mochapublishing.com.au

ADVERTISING MANAGER Nina Barbara nina@mochapublishing.com.au

What a start to the year we’ve had. Full of immense highs and lows for both our industry and our nation.

ADMINISTRATION

The Australian Bushfires have been the most catastrophic natural disaster our fair nation has ever seen. Thousands of communities, coast to coast, have been affected. Wildlife lost, National Parks scorched, and families ripped apart. It’s been a heartbreaking start to the year.

CONTRIBUTORS

To all those in our beautiful community nation-wide who have been affected, we send you our deepest sympathies, love and support.

ART DIRECTOR

Kellie Woodhead kellie@mochapublishing.com.au

Jess Richmond jess@mochapublishing.com.au

Clare Lamberth Nikki Katz Nancy Abdou Dr. Giulia D’Anna Lia Trebilcock Otto Mitter Lea Taylor Elle Wilson Julie Cross Paul Frasca Angela Sanchez Sarah Garner Rene Herald Justin Herald

OFFICE

PO BOX 252 Helensvale Plaza Qld 4212 P: 07 5580 5155 mail@mochapublishing.com.au www.mochapublishing.com.au

DISTRIBUTION

Australia Post - Print Post 100005498

PRINTING APN

PUBLISHED BY mocha publishing

This issue, we pay tribute to those affected and share the story of two incredible salon owners who have rallied their local communities together to support both victims and fire crews involved in the Bushfires in New South Wales and Victoria. From heartbreaking lows to elated highs, the start of 2020 also saw us here in the Mocha Family announce the Finalists of our first ever Beauty Squad Team. We cannot wait to share the journey of the four incredible individuals who will enter the Beauty Squad House in Melbourne in March for an experience of a lifetime. We also launched the Australian Beauty Industry Awards for 2020, which has undergone a few changes from last year we think you’re going to love. Entries are now open until May 15th 2020. We say it every year, but every year you all blow us away with your support and love for our industry, and we keep growing from strength to strength. So yes. We will be back even bigger and better in 2020, and we can’t wait to see who the finalists will be. Also, in this issue, we share 10 minutes with Pia Kynoch, a remarkable Therapist who inspired us with her journey from Beauty Therapist to Salon Owner and now Holistic Practitioner. This issue I’ve also gathered together an incredible line up of experts to help you launch into 2020 with a BANG! We celebrate more amazing winners from the 2019 Australian Beauty Industry Awards, and Lia Trebilcock from Skin Education International shares with us what to do when your client’s result plateaus, and you just can’t seem to get the kickstarted again.

PUBLISHERS OF

Julie Piantadosi and Angela Sanchez share their top tips on getting organised for 2020, Sarah Garner teaches us why your Brand is not your logo and Nancy Abdou helps you get your Education plans sorted for the year as well.

Beauty Biz is published six times a year by mocha publishing ABN 65 091 846 189

I wish you all the very best for the rest of 2020, the year of the Rat, brings you and your team the hope and prosperity it’s intended to.

HAIR BIZ, Beauty Biz & Barber Shop

No Part of the publication may be reproduced in any manner or form without written permission. Beauty Biz does not accept responsibility for unsolicited manuscripts, transparencies, original artwork or other material. The views expressed in Beauty Biz are not necessarily those of the publisher. No responsibility will be accepted if the publication is delayed or prevented by factors beyong the control of the publisher. No responsibility will be accepted for errors in copy, or for any loss arising from the failure of an advertisement or any part thereof to appear. © 2020 mocha publishing All rights reserved.

We love socialising with you and hearing your thoughts online. Be sure to share your comments on this issue and your favourite articles on our instagram and Facebook @BeautyBizMagazine.

Clare xo Clare Lamberth, Editor


T H E

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BENCHMARK 1300 366 521 salonsales.net.au

CONTENTS ON THE COVER 22 Benchmark - Buying or Selling Salons By Nikki Katz

REGULARS 24 Industry News 56-58 Beauty Shop

FEATURES 12-14 10 Minutes with Pia Kynoch 16 These Girls Are On Fire 18 Educator or Imposter By Nancy Abdou

HEALTH 26 Happiness, Health and Wellness

2019 AHIA WINNER 28 Best Customer Care - The Skin Coaches 30 Best Salon Design - Bond Body & Bond Barber

32 Salon Team of the Year - Hud Skin & Body

DERMAL 36 Plateauing By Lia Trebilcock 38 The Good, The Bad & The Ugly Skin Bacteria By Dr. Giulia D’Anna 40 Are You Infecting Your Clients Skin – Dermapenworld

EVENTS 42 Beauty Melbourne 2020

BEAUTY 44 Lamination Sensation By Otto Mitter

TANNING 54 The Ultra Dark Side By Lea Taylor

BLOG SPOT 60 Elle Wilson 62 Julie Cross 64 Paul Frasca

SOCIAL SPOTLIGHT 66 Making Your Salon’s Instagram Pop By Clare Lamberth

BUSINESS 68 Sparking Salon Joy By Angela Sanchez

46 What’s The Fluff All About

70 So My Brand Isn’t My Logo By Sarah Garner

2019 AMIA WINNER

72 Make Your Salon Rock By Rene & Justin Herald

50 Bridal/Formal MUA - Tanya Guccione 52 High Fashion MUA - Shella Martin


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FEATURE

10 MINS WITH

PIA KYNOCH From Corneotherapist and Clinic Owner, to Reiki Practitioner, Yoga Instructor and Holistic Skin Educator, there’s not much that Pia Kynoch hasn’t done in her career.

12

Beauty Biz Year 13 Issue 1


“SPIRITUAL AND SOUL WELLNESS IS SIMPLY THE UNDERSTANDING AND APPRECIATION OF BEING CONNECTED TO SOMETHING FAR GREATER THAN YOURSELF”

WHAT MADE YOU WANT TO STUDY TO BE A BEAUTY THERAPIST IN THE FIRST PLACE?

I was inspired to move into this industry because of my amazing mum, Cass! She had been a nurse and then moved into beauty therapy back in its very early days...after starting a business, and then another, as well as being a lecturer for skin disorders at Flagstaff College (what has now become Vic Uni) and sitting on the board of HBIA. Cass was an amazing trainer and educator and was a driving force behind some of the changes that has helped shaped our industry today. She really encouraged me to join the industry, and without her I wouldn’t be where I am today, for a multitude of reasons!

WHAT WAS A STANDOUT MEMORY FROM THOSE EARLY DAYS AFTER GRADUATING?

How much I truly enjoy helping people look great and feel amazing... and in 24years that ethos has not waned! I love and honour the relationships I built with my clients, and the way they feel inspired to love the skin they are in.

WHEN DID YOUR PASSION FOR SKIN TURN ON?

I thought I truly did have a passion for skin for 15 odd years... until I decided to go to a 2-day Dermaviduals skin care training about 7 years ago. I was absolutely floored by Simone Vescio, her passion, and her presentation, full to the brim with excellent information and a game-changing approach that had me completely reviewing my own approach to skin, how I ran my business, and what else was possible. That was the moment when I truly realised how much I loved skin, as I was prepared to change everything I had ever known and embrace this totally new corneotherapeutic approach, and a totally new skincare range that meant giving up the 5 I had on the floor at that time ... with no buyback in place, it

was a huge commitment and one that helped me recognise how much I do love making a difference, and thinking differently, and how much I love like-minded people!

HOW DID YOU DECIDE TO OPEN YOUR OWN SALON?

About 14 years ago I purchased the preexisting business, Verve, that my mum had started 20 years prior. This succession was messy, fraught with a ridiculous amount of trials and tribulations stemming from well prior to the handover (if you could call it that!) and was not an easy time in my life. For various complex reasons intertwined between business and family our relationship as mother and daughter completely disintegrated. We have re-established an amazing bond again now, but when I first purchased that business I actually had come to the point where I hated it, simply because of all the challenges that had arisen both personally and professionally because of it. An unusual way to start a business, or take-over a business, I would say!! It took me quite a while to get my mojo back, and I really felt like I was working just to pay bills, and without love, for quite a time afterwards.

WHAT WAS THE PROCESS OF DECIDING WHICH BRANDS TO STOCK?

I have always, always, always been a resultsdriven person, so every range was tried and tested on me first, after I had attended their product training. I wanted to know about the company, their support, their ethos, their values, and then how well the products worked! I can only ever share education to my clients authentically - I don’t believe in ‘selling’, I believe in sharing. I simply shared my truth about what would best help them on their skin journey, so I always knew my ranges inside out. It also meant that each range I looked at had attended training, then invested in a onemonth trial on my skin first. Then, if I liked

it, I would purchase for staff to trial (no point moving to another range if your staff aren’t aligned to it!), so it was a time consuming and perhaps some would consider expensive process. It’s not expensive if you make the right choice, though! Back in the day I was all about peels (AHA, BHA, Vitamin A mainly) and microdermabrasions, but the more I learnt about skin physiology and chemistry the more I moved away from that approach, until I ended up having only one skincare range in my clinic.

WHEN DID YOU DISCOVER THE INSIDE/OUTSIDE APPROACH TO TREATING THE SKIN?

Over the last 24 years I have looked after many skins... and have had some absolutely incredible and absolutely average results, depending upon that clients level of commitment to their homecare routine. ‘Back in the day’ I was taught that results are 30% clinic treatments and 70% homecare, or even 20% and 80%, but what I came to realise is that ‘homecare’ was literally ALL the things they were doing at home. The way that they were choosing to eat, move and think could skew what would otherwise be wonderful results, and it was frustrating for both me and them. I knew there was so much more going on for that clients’ skin than what I could help with skincare alone! A huge part of my life (20years!) has involved playing netball at a high level, and through this I was exposed to training and diet regimes that helped further my knowledge, and I kept adding to this knowledge through my own curiosity, critical thinking and creativity (I am an avid learner, and am always interested to know more!) and utilised a lot of this information to assist my clients. I also noticed that just changing diet and suggesting supplements still wasn’t enough for some people. Over the last 10years I also become more and more and more involved in connection practices such as yoga, meditation, energetic cont’d over page


>

DERMAL FEATURE

cont’d from page 13

healing, breath-work and sound, and was slowly incorporating them into our clinic practice. I noticed what a huge difference selfconnection were making to my clients, even for a short time each week, or fortnight or month, and this helped shift my thinking another level again. After reaching what I called ‘end point’ with my self-directed internal health learning, I decided to bite the bullet and jump into studying a Bachelor Health Science Naturopathy Degree. At $70k and 4 years full time study commitment, as well as working more than full time hours on the floor and running the business and being left in debt after splitting with my ex-husband who had gone bankrupt, this was not easy decision. Yet I knew the power of understanding the person as a WHOLE, and knew I need to know more to help people in the way I knew I was capable of!

HOW DID THAT EVOLVE INTO WANTING TO BE A HOLISTIC HEALTH PRACTITIONER?

My business has simply been an evolution of me - it makes me so proud and happy to consider where I have come from (both business wise and personally) and really see and feel where I am at now. I have had really intense growth journeys through Social Emotional Intellectual Physical Spiritual and Occupational planes, and it is from those learnings that I realised for myself what ‘holism’ is. I think particularly once I started on my own intense healing journey after my devastating (well, at the time I thought it was, and now I am appreciative!) spilt with my ex, my learning perspective kept growing and growing and growing. It was partly my commitment to my own selflove, self-care and self-nurture practices (something I had not really ever done before!), and thoughtful consideration and respect for my own ‘Spiritual wellness’ in this time that catapulted me into this arena. For me, spiritual and soul wellness is simply the understanding and appreciation of being connected to something far greater than yourself that help you shape and forge a set of loving, expansive, inclusive and compassionate values, principles, morals and beliefs that provide a sense of purpose and meaning to life, your service in the world, then using those principles to guide your actions and impact.

WHAT WAS THE JOURNEY LIKE FROM BUSINESS OWNER AND THERAPIST BACK TO STUDENT AGAIN?

I have definitely always embraced my ability to be open to new experiences, learnings and ideas in order to continue growing. It was still really fricking daunting stepping into a 4-year full time commitment and jumping into university biochemistry subjects when I had never even studied chemistry in Year 12! I had to work SO hard in those early days 14

Beauty Biz Year 13 Issue 1

to be up to speed with my classes, as the expectation was you had a solid science background already. I had fudged my interview a little, really playing up on ALL the science I had ever learnt in my multitudes of skin courses and haha, did that ever bite me on the bum. It was so difficult, especially having to juggle a full-time work life, business, and personal life, and I nearly wanted to walk away a number of times! It really is a very challenging degree, you have to have passion to complete anything like that!

WHAT CHALLENGES DID YOU HAVE TO OVERCOME?

So many! Financial challenges were many. Personally, and business-wise... Over the course of my degree I had different staff leave at all different times for interstate, to have babies, for change careers etc, which is challenging enough to navigate through when all you are focusing on is your business! All business owners would be aware of the huge initial cost of investment into new staff members, and I did have a couple that didn’t work out after 6 weeks or so, leaving me back at the start yet again, in a position where I was short staffed, crazy busy and feeling overwhelmed. So that would have been my biggest challenge! My partner at that time had also moved internationally for his work, and we juggled an international romance for almost 2 years before I decided it was just not sustainable. We loved each other greatly, yet had different pulls happening for our purpose and direction that just weren’t quite aligned enough for us to be in the same country. That was also a huge challenge.

CAN YOU TELL US ABOUT YOUR STUDIES AND WHAT YOU’RE NOW ABLE TO DO WITH YOUR CLIENTS AS A RESULT OF ADDING THIS EXTRA QUALIFICATION? I have studied SO many things, but in terms of adding in Naturopathy specifically it is about having a really complete understanding of how each of our body systems interact with each other, and thus being able to provide practitioner only herbal remedies and supplements alongside other very specific lifestyle advice to assist anybody system/s that needs some extra TLC. It is also the ability of being able to offer my

“I NOTICED WHAT A HUGE DIFFERENCE SELFCONNECTION WERE MAKING TO MY CLIENTS” clients really empowering education because we all understand so much about these body system interactions and why treating them, or not, will make such a huge difference to not just their skin health trajectory, but to their overall wellness and ageing trajectory! It is really exciting.

WHAT RESULTS HAVE YOU BEEN ABLE TO WITNESS SINCE TREATING THE SKIN HOLISTICALLY?

I feel like I have gone from being able to facilitate helping someone’s skin to being able to facilitate helping change their whole life. It can be confronting, challenging, amazing and miraculous all at once!

WHAT ADVICE WOULD YOU GIVE OTHER SKIN THERAPISTS WANTED TO EMBARK UPON THE SAME JOURNEY TO EXPAND THEIR QUALIFICATIONS IN THE HOLISTIC HEALTH FIELD?

Ensure you are in alignment! If you don’t, it is far too easy to get burnt out trying to juggle too many things. There’s no point sacrificing your physical, emotional or mental wellness! I searched deep inside myself and started from there. Many of my decisions just didn’t make sense to other people, but I knew what I wanted. In my opinion, if you don’t believe in searching for your deep-seated purpose, then it means you are happy to settle with what life gives you. I ask myself often if I am working from inspiration or motivation... they are very different states of being, and thus you feel very different energetically on all planes when you step into one arena or the other as you move forward. I have definitely learnt that goals are helpful to direct your steps, but far more important than goals is finding what is my strong reason for “why” I am working for those goals.


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FEATURE

THESE GIRLS ARE ON

Fire

!

The Australian Bushfires have been one of our nation’s most catastrophic events in history. So many regional communities have been ripped apart, and the impact to our wildlife and national parks may never be fully known. In the face of any disaster, look for the helpers. That’s just what theses amazing women did in the face of horrible tragedy in their own communities. When Catherine Egan, from Beauty on Rose in Victoria, and Karla McDiarmid from Macquarie Medi Spa Orange/ Bathurst learnt of the devastation affecting their states, they leapt into action helping raise valuable funds and support for fire-stricken communities and local Fire Fighters Services in their local States. They share their stories with Beauty Biz Magazine Editor, Clare Lamberth.

CATHERINE CAN YOU TELL US A LITTLE BIT ABOUT YOUR CLINIC?

25 years ago Beauty on Rose was established in Rose Street Essendon. I had just finished my Study’s at Flagstaff College / Victorian University and opened the salon the week I graduated. Over the years I have opened 8 Beauty On Rose salons.

“EACH BAG HAS A INDIVIDUAL NOTE TO A VOLUNTEER. THEY RANGE FROM THANKING THEM FOR THEIR SUPPORT TO PRAISING THEM AS LEGENDS.”

TELL US WHAT IT FELT LIKE WHEN YOU FIRST SAW THE EXTENT OF THE BUSHFIRES IN VICTORIA?

I was devastated. I’m not sure if it’s because of the last couple of years, having endured my business being forced to close and moved due to a level crossing being built right outside my salon. It made me really sad to think people were losing everything, their homes and businesses, and had to start again from scratch.

WHAT PROMPTED YOU TO TAKE ACTION & HELP?

I decided to help because I couldn’t even think how people would start to rebuild their lives without help. I must say I was very hesitant to do anything publicly. Beauty on Rose, myself and Sarah normally do things anonymously as I like to keep things private. Through a Facebook Group I came across Celeste Barber. Both Sarah and I were inspired by her efforts and initially both donated to her fundraising. Then we decided to raise more awareness for fundraising through the salon social media.


WHAT CHALLENGES DID YOU FACE DURING YOUR FUNDRAISING & DONATION DRIVES?

support to praising them as legends. hopefully reading the notes when they are out there will make them understand how much everyone appreciates what they are doing

I normally like to fly under the radar with the charity’s we support but this time I chose to share with our social media, and we were met with some internet trolls. We had everything from nasty comments online to one lady who came into the salon to try and give us a piece of her mind about the support we were giving victims. It was very confronting to have to deal with. But if there’s anything I’ve learnt in life it’s stay true to yourself. Do what you can to help anyone, as long as you do it from your heart. So, we continue to help those poor communities that need it most.

HOW MANY BAGS DID YOU END UP MAKING?

TELL US ABOUT THE FUNDRAISING & SUPPORT YOU’VE BEEN GATHERING FOR VICTIMS OF THE BUSHFIRES?

I think it keeps life REAL. The Beauty Industry sometimes lets us lose focus on what is important in LIFE. My daughter, Sarah, is the most level-headed, mature, grounded person I know. Her heart has always been to Help others. She works on many “give back” programs all year round. She does a Soup Van on a regular basis and also volunteers to mentor teens that are in disadvantaged families. Watching her sit on the floor surrounded by all of the donations, sorting them out, made me realise that no matter how successful she has been to date, she was still humble and genuine to people needs. And no matter how busy she was she still made this a priority.

Our biggest effort has gone to the CFA VIC volunteers backpack. I was lucky enough to see on a FB locals page that someone was looking for a donation for the Fireys. Hand sanitizer sunscreen wet wipes lollies water toilet paper etc he has a list of things that he was putting together. Looking at this young guy. Not only was he working full time. He was a volunteer CFA and now he is making up donation bags for his crews in the hours he should be sleeping before being deployed again. So, I contacted him and told him I would love to help him. We collected a list of items they needed for the Fire Fighters and made up backpacks for them. Majority of things first time around we had to purchase now I am negotiating deals for companies to sell me things at WS or donate.

CAN YOU TELL US ABOUT THOSE AND THE SPECIAL TWIST YOU ADDED TO EACH BAG?

Each bag has a individual note to a volunteer. They range from thanking them for their

We ended up making over 760 bags with the generous support of friends and family of Beauty on Rose.

WHAT HAS IT MEANT TO YOU AND YOUR TEAM TO BE ABLE TO GIVE BACK AND BE INVOLVED IN HELPING SO MANY DURING SUCH A HORRIBLE TIME?

WHICH CHARITIES DID YOU CHOOSE TO SUPPORT? CFA VIC Celeste Barbers Fire Fundraiser Foodbank Victoria St Kilda Mums Salvation Army

WHAT’S NEXT FOR BEAUTY ON ROSE?

This year is a year of consolidation for us. Tighten the reins. We will be launching our new skincare range by the middle of the year and hopefully I will be enjoying some travel cont’d over page Beauty Biz Year 13 Issue 1

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DERMAL FEATURE

cont’d from page 17

KARLA CAN YOU PLEASE TELL US WHERE YOUR SALON IS?

We are located in Bathurst & Orange in regional NSW 3-4 hours west of Sydney

CAN YOU TELL US ABOUT HOW THE DROUGHT HAS AFFECTED YOUR COMMUNITY?

The drought has affected us greatly with severe water restrictions in place for both towns. People in the community have really started to tighten their spendings and the rural community’s further west who used to come into town to spend as well are no longer visiting as often or spending as much on luxury items.

WHEN DID THE BUSHFIRES START IN YOUR REGION AND HOW HAVE THEY IMPACTED THE BATHURST & ORANGE REGIONS?

We have had several smaller fires in surrounding areas of Bathurst in November & December but the major Gospers Mountain Fire that affected our neighbouring town Lithgow and shut major roads really took off just before Christmas. We have many guests visit our spas from surrounding smaller towns so we did notice a lot more guests cancelling before Christmas due to roads were closed near Lithgow, Oberon & past Sofala with 3 major blazes burning in those areas. Jenolan Caves was also greatly affected and the RFS lost their fire shed but saved historic Jenolan Caves House.

CAN YOU TELL US ABOUT THE INITIATIVES YOU’VE SET UP TO HELP BUSHFIRE AFFECTED COMMUNITIES & THE BRAVE FIREFIGHTERS IN YOUR AREA?

I was greatly upset by the first fires on northern NSW knowing how many koalas are near Port Macquarie, so our first donation of $500- to the Port Macquarie Koala hospital was sent in late November. I was watching a fire on the ‘Fires Near Me’ app not so far away from us burn for several weeks in terrain unable to be reached. I had been checking the fires app quite a lot as I knew the rare ‘dinosaur trees’ the Wollemi Pines hidden in an undisclosed region of the National Park must be close to where the fires were burning, as well as the beautiful Wolgan Valley Resort & Spa. I know how much wildlife it is abundant in that region. As soon as that fire became out of control and then was on the ‘doorstep’ of our neighbouring town, Lithgow, I knew we had to do more. After a call to our local MP Paul Toole, he said they had enough donations and too many clothes, so we decided to organise a Pamper Day for our volunteers. Once the fires are over as our way to say thank you and help them as we know the stress on their bodies and what the pollution and smoke must be causing on their skin would be horrific so it was the perfect idea for how skin therapists could truly help! 18

Beauty Biz Year 13 Issue 1

Knowing the fires could go for months I thought let’s try to rally as many salons as we can to all donate $1- from every client who visits in January - $5- is a lot to ask of small business’s but I thought $1- per guests is reality & if they want or can donate more – fabulous so I shared posts on many different ahir and beauty forums & I was inundated with salon owners saying ‘thank you ‘ ‘amazing ‘ we are joining too’ it was incredible!!! We also organised donation tins in both Medi Spas along with we will double whatever the end outcome is for visitors – we have guests placing $50- notes in our tins that will be directly handed to our local RFS sheds. We also have several employees completing their online theory WIRES training & wee will be working with Wires to complete our practical once the volunteers have more time available. This was something I signed up to as soon as the Port Macquarie fires happened as I felt helpless we couldn’t do more to help our wildlife without proper training. I also made sure we posted more #selfcare posts online as we know the stress people are under and everyone is upset & depressed seeing what is on the news so we really tried to help everyone that we could and offered more upbeat ideas online. In February we will be again focusing on selfcare & giving back to our guests gifting every Macquarie Medi Spa guest a travel size Pure Fiji Moringa body product - we will then link to all Moringa sales $5- donation to the bushfires so we can give back and people get to try the new Pure Fiji scent at the same time.

WHAT DROVE YOU TO TAKE ACTION & RAISE FUNDS FOR THE NEW SOUTH WALES RURAL FIRE SERVICE?

Every time I would see a RFS truck or a convoy heading to fight the fires I would just burst into tears. I do a lot of driving between both Medi Spas, so I do see firetrucks quite a lot especially with several major fires burning within 30-60 minutes from town. When I see the volunteers, they are mostly aged over 50. These men & women are incredible. They have given back to our country so much. I have also asked our

local member if we could host a street parade & celebrate what the incredible volunteers do for our community & region – we host street parades for racing car drivers each year – I know Bathurst could put on a spectacular thank you parade too! I am sure it will happen if I keep on with our local council members.

HAS ANYONE YOU KNOW BEEN AFFECTED BY THE FIRES?

Yes, we have guests that have lost properties but also it is the drought that is affecting us mostly & because of the drought the fires have been more severe. Many people are suffering depression, many farmers cannot afford to pay their bills & are having to sell their farms it is very very sad. The animals look hungry in the paddocks, the dams are all empty and the paddocks are just dirt and dead grass. We are praying for rain desperately. I also know of many beauty and skin therapists affected and the support for them has been incredible.

HAVE THE FIRES AFFECTED BUSINESS IN YOUR AREA? IF SO WHAT CHANGES HAVE YOU NOTICED?

I really feel for the towns of Lithgow, Oberon & Rylstone in our areas because the Christmas trade in those towns would have been down a lot – especially Lithgow as they were losing houses & properties Christmas week & the Highway to Sydney had to be closed & the train lines unable to be used. As devastating as the fires are and have been, we now see an incredible community spirit bringing people together, people wanting to help as much as they can, donating food, money, clothing & people wanting to become volunteers more than ever before.

HAVE YOU HAD RAIN SINCE THE FIRES?

No we haven’t, hopefully this week (mid-January) it is forecast but we hope for gradual rain over several days not a big downpour as we need it to soak in but any rain will help to fill the dams and rivers!


“AS DEVASTATING AS THE FIRES ARE AND HAVE BEEN, WE NOW SEE AN INCREDIBLE COMMUNITY SPIRIT BRINGING PEOPLE TOGETHER” WHAT’S THE VIBE OUT IN YOUR LOCAL COMMUNITY RIGHT NOW?

WHAT HAS THE COMMUNITY RESPONSE BEEN (TO YOUR FUNDRAISING) SO FAR?

Our guests have been incredibly supportive, our team is grateful we can help, our local radio stations & newspapers have all came in & called us to interview us and have been so proud that we want to give back and pamper our local RFS volunteers with a pamper day – booked in for February 26th but also with our financial donations, linen donations for animals, Port Macquarie $500 sponsorship. A very big thank-you to Dermalogica & Sothys who are both offering us products to give to the volunteers on our pamper day & our Sothys business manager has also offered to come out and help us perform facials & massages. We pray the rain comes and the fires go out so we can pamper these well deserving heroes with a special spa day just for them!

HOW MUCH HAVE YOU RAISED TO DATE?

Around $1,000 & we are only half way through January – we have no idea what is in our sealed donation tins though – I expect hundreds after seeing $50 & $20 notes going in.

The vibe is positivity and since getting more rain than we’ve had in months and month it has made everyone so much happier.

CAN YOU SHARE WITH US WHAT WENT THROUGH YOUR HEAD WHEN YOU SAW THE DEVIATION OF THE NEW YEAR EVE FIRES ON THE SOUTH COAST AND ON KANGAROO ISLAND?

Oh my gosh I still cry every day. I had been to Kangaroo Island in October 2019 for my birthday & we stayed at the Southern Ocean Lodge – it was on my bucket list – I absolutely love animals – being a National Park Ranger was a career I would have liked to have done so watching the devastation and knowing the Koala park I went to which had hundreds of koalas was wiped out – I even contacted them and asked – ‘were any koalas saved’ – they said ‘no, not one, the fire came so quickly’ but they were grateful all the staff were safe which they were so lucky to have survived. My girlfriend who stayed at the same hotel in November & I are now looking at going to Kangaroo Island in February to do volunteer work to help rebuild and help the animals or give others a little rest. The spa at the SOL was spectacular, my massage was superb – I have thought I should find those therapists and offer

them a job but I believe the hotel chain has found them new jobs as massage therapists are in high demand but it was just surreal to see what was happening on the news & we are so lucky more lives were not lost.

WHAT ADVICE DO YOU HAVE FOR ANY SALONS WANTING TO GET INVOLVED IN HELPING VICTIMS OF THE BUSH FIRES?

Ask your local councils how you can help – contact places directly – there can be a lot of scammers as well so ensure you are donating to the correct places.

ARE THERE ANY FIRES STILL BURNING IN YOUR REGION (AT THE TIME OF PRINT)?

There is several still burning over 40 minute’s drive away but they are contained at this stage

WHAT’S YOUR BIGGEST WISH FOR THE AFFECTED COMMUNITIES MOVING FORWARD?

I hope people can rebuild & I pray they were insured – I have seen regional Qld communities offering homes for them to live in as well which are vacant in towns which I think is a lovely idea for those not able to or wanting to rebuild in the same area. I know moving forward mental health & PST will be something everyone will really need to focus on and looking after their wellbeing & I am sure many children will be suffering nightmares for the rest of their lives, so it is really important to get the correct help from professionals. Beauty Biz Year 13 Issue 1

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FEATURE

EDUCATOR OR IMPOSTER? HOW TO FUTURE-PROOF YOUR SALON IN 2020 By Nancy Abdou


I love social media; anyone who follows me knows that! However, what I am finding is that in today’s technological society, it’s becoming harder to navigate through the overload of information. It’s never been easier to find an answer to absolutely anything (hello, Dr Google). But how do we know what’s real information for our clients? How do you know what to believe, who to choose, where to go, what to read? There are sources, coaches and trainers out there, that really ought not to be, and this is where we become unstuck. Social media trends, various forums, online information and industry resources have become extremely accessible to the general public; hence client expectations of therapists and clinicians in the aesthetic industry have also amplified. Clients are super savvy; almost to the point where they think they know more than the Therapist! They expect the information they receive is up to date, future proof, and that you are in the know. So, how do you keep your education on-point and abreast of rapidly changing industry trends? And what is your 12-month training plan for your team, so they too can stay on top of educational advancements and new tech? How do you ensure staff stay interested and continuously upskilled?

PLANNING

Planning an educational road map for your clinic over the next 12 months is imperative. A strong focus on education within your salon ensures your team stays one step ahead of ever-changing trends, setting them apart from the competition and ensures consistency across all team members. Not sure where to start? Start with the basics: a refresher on skin anatomy and physiology, skin analysis and thorough consultations. Followed by skin technology refreshers and learning new and advanced protocols. Once you’ve mapped out your educational calendar with your key brands and technology companies, you need to supplement with in-house training to ensure the learning momentum continues.

ESSENTIAL TOOLS

Here are some essential tools you can use in your business to supplement company-based education inhouse. Online education certainly has its place; it’s convenient and flexible, allowing learning to occur at any time or pace. It is easy to access for your team from anywhere, home or salon. Each Therapist can also self-pace the learning to suit your lifestyle, with minimal disruption to your busy business or family schedule. Additionally, online education is an affordable way to learn the theoretical component of most sought-after topics. Online learning is becoming highly sought after and one of the most popular alternatives in our industry. However, you cannot wholly forgo the practical component – which is why face-to-face still plays a vital role and one that cannot be easily replaced by video chat, Zoom or the likes. Application of a new device technology or technique is equally as vital to achieving proper clinical endpoints and outstanding results. While online education has

its place, it will never replace the practical component of device-based treatment training. Having an experienced and highly trained educator or trainer to physically guide and correct you – almost “holding your hand” is irreplaceable. It is so important to have a full understanding of the service you want to introduce, the gap in the market it will fill for you and which clients will best benefit before booking any training course. Especially when purchasing a device, ensure that comprehensive training is included.

SOCIAL AND ONLINE

Podcasts, Facebook Lives and YouTube videos are other means of keeping up to date and on top of these changes, as long as the source is reliable and relevant. There are a multitude of “coaches”, “trainers” and “educators” available on many platforms and forums, some of those impart with valuable golden nuggets of information, lots of “AH-HA” moments and smashing ideas – while some are cringe-worthy and transmit unreliable misinformation. Researching whom you choose to follow and listen to is no brainer – ensure they have the clinical know-how and handson experience behind them, before taking their word for gospel. Peer discussions on various Facebook groups are becoming seemingly popular, and most groups are welcoming and encourage opportunities for learning. There are many constructive groups with many excellent therapists, coaches and educators, as well as talented therapists who are willing to share free, but valuable information, tips and insights. Networking is equally as important, with all of this online connection, there is an element of human disconnection. Therefore balance is critical and we mustn’t ignore that face-to-face interaction. It’s where ideas, inspiration, opportunities and creativity are born and shared. Summits, Conferences, Expos, Workshops are all great ways to connect with likeminded peers, in addition to being educational and motivational. So, with all of these fantastic resources available in the industry, many, at no or little cost, there is no excuse to be uneducated or behind the 8-ball in 2020. And to go one step further, you better hone in on education and get your year mapped out. At The Australian Dermal and Laser Institue (TALDI) we spend the time getting to know who you are, who your customers are, what you want to offer, where you want to head and how you and team want to evolve and more importantly – find out your WHY. Our customised discovery phase is intense because we want to know every single thing about your clients, that will contribute to your business and to enhance your knowledge and clinical profile. For help rolling out your 2020 Educational Plan, contact Nancy and her team at The Australian Dermal and Laser Institute www.dermalandlaser. com.au.

Beauty Biz Year 13 Issue 1

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COVER STORY

BUYING OR SELLING SALONS HERE’S HOW YOU LEARN THE LINGO! Reading an advertisement for a salon for sale can be a very confusing exercise. We have put together a list of all the common phrases and abbreviations, so you know what you are looking at. Although these terms can be interpreted differently across other industries, this is what they usually mean in the salon & spa business. 1. Total Sales/Turnover/Revenue: This is the total amount of sales generated in a business and is an indicator of how big the business is. For example, if a salon has 1 staff member the total sales for the year would be their service sales + retail sales + any other income generated like gift vouchers. The bigger the turnover often means the bigger the profit you can get out of the business. Eg – 1 staff member did $2000 in services for the week + $300 in retail = $2300 x 52 weeks = $120,000 Total Sales approximately. 2. Cost of Goods (COGS): this is what it costs to do the service, in industry it most commonly is the actual product used. A benchmark for cost of goods vs total sales is usually around 7-12% in hairdressing and a little higher in beauty. A good business will have a low cost of goods percentage. To work out a cost of goods percentage; all you need to do is take the total cost of product used in the business and divide by the total sales of the business then multiply by 100. Eg - $10,000 product ÷ $120,000 total sales x 100 = 8.3%. 3. Gross Profit (GP)/Gross Margin (GM): this figure is a bit boring within our industry and all it relates to is the Total Sales minus the Cost Of Goods. Gross Profit varies from hair to beauty. In a barber shop where there is limited product used the GP would be very high at around 98%, in a ladies salon the GP would be around 90% and in a beauty salon the GP would come in at around 85% due to these salons using expensive products within their treatments. 4. Wage percentage: one of the most important figures you will see in business is the amount of wages spent vs the total sales of the business. In most salon enterprises it is difficult to get this down below 40% of total sales however it is a good indication of where you can improve the business. The lower the wage percentage the better. To work this out all you need to do is take the total wages figure including superannuation and divide by the total sales then multiply by 100. Eg - $45,000 wages ÷ $120,000 total sales x 100 = 37.5%. 5. Rent per square meter (sqm): a key area in any business is rent vs the location of the business. It is essential to have a good location but make sure you are not paying too much for it. The easiest way to benchmark rent is to break it down into a dollar value per square meter. For example a salon in Sydney CBD Westfield Shopping Centre would come in at around $2700 per sqm. Some might say that’s expensive but that rent guarantees millions of people each year 22

Beauty Biz Year 13 Issue 1

By Nikki Katz

walking past your door. Most shopping centre rents are in the vicinity of $1500 per sqm. Strip Shops around $1000 per sqm and boutique (not on main road) sites can be as cheap $150 per sqm. Cheap rent and good location is the key but this is never easy to find. 6. Stock at Value (SAV): this is often tacked on to the price of a business and suggests that you will be required to purchase the salon at a certain price plus you will be required to purchase the current stock in the business as well. In most sales the stock value is capped at a certain level and when it comes to the stocktake at settlement most of the open stock items are not counted in this figure. Eg – Sale Price - $100K (By the way K means thousand) + SAV 7. Walk In Walk Out (WIWO): the other option when buying a business is to purchase it on a WIWO basis where all the stock is included in the sale price. This often happens if the business does not have a lot of stock (less than $5000) or the owner just wants to sweeten the deal. Eg Sale Price - $100K WIWO. 8. Net Profit: once you have paid all your bills then hopefully at the end is a net profit. This is by far the most important figure when buying or selling a salon. Often the net profit may be small at around $15-$20K however the owner lives an extravagant lifestyle … trips to Paris each year, leases a Porsche, home office etc. This is done to lower the net profit and avoid paying too much tax. By the way all this can be done quite legally. When selling a salon, many of these expenses can be ‘added back’ into the net profit as the new owner may be a bit more restrained with their expenses. Always remember the bigger the net profit the higher the sale price will be on a salon. 9. Earnings Before Income Tax (EBIT): this very important term relates to net profit and how it is displayed. An EBIT net profit means that the owner has taken a wage and there is still profit at the end of the day. This is often referenced to managed salons where the owner does not work in them. An EBIT profit is one the cleanest profit figures you can get and this type of profit commands the best sales price of a salon. That’s why managed salons are always in hot demand. 10. Proprietors Earnings Before Income Tax (PEBIT): this type of profit has the owners wage added back into the net profit which means it is not as appealing as an EBIT profit. You don’t need to get too hooked up on this concept, just understand that both are a way of representing net profit. 11. Addbacks: when calculating the real net profit of a business it is a common practice to

add back into the net profit certain expenses to give a true indication of the actual money you will earn out of the business. Justifiable addbacks are depreciation, one off expenses like getting sued, interest on a loan, often business coaches, leasing of motor vehicles, overseas trips, excess wages or superannuation. All of these expenses can be stopped when you buy the business so they are justifiable addbacks and therefore money in your pocket. 12. Return on Investment (ROI): this figure is very important as it lets you know how quickly you will get your money back on your investment. For example if a salon had an EBIT net profit of $100K and you purchased the salon for $200K then your ROI would be 50% which means you would make you money back in 2 years. That would be pretty good. In most cases the higher the ROI the better the investment. To work out ROI all you need to do is take the net profit and divide it by the sale price of the business then multiply by 100. EG $100K ÷ $200K x 100 = 50%. 13. Now that you understand the basics of buying and selling all you need to do hunt around for a good deal and jump on it quickly. If you’re selling; now you know what you need to do to make your business attractive to a potential buyer. Goodluck. Benchmark Salon Sales are the only salon dedicated business brokers in Australia with outstanding brokers in each state delivering over 500+ sales for clients around the country. Throughout 2020 in Beauty Biz we start a new series featuring articles from a number of the specialised business brokers to get you salon sale ready! For more information call Iain at Benchmark today – 1300 366 521 or check out their website at salonsales.net.au


CALL 1300 366 521 TO SELL YOUR SALON WITH AUSTRALIA’S FIRST FEMALE BUSINESS BROKER OF THE YEAR

REIA

WINNER

2019

REISA WINNER

2019

REIV

WINNER

2019

REIQ

FINALIST

2019

AIBB

VIC WINNER

2019

AIBB

SA WINNER

2019

Nikki Katz

REIQ

WINNER

2018

www.salonsales.net.au | 1300 366 521

Queen of Salon Sales


INDUSTRY NEWS INDUSTR Tamara Reid – Beaute Industrie

BEAUTE INDUSTRIE LAUNCHES ONLINE RETAIL TRAINING FOR THERAPISTS

Beaute Industrie is excited to announce the launch of Beaute Therapist, an online Retail and Sales program that provides affordable, effective and easy to access, online training helping therapists gain confidence with client connection, consultations and recommendations, while increasing sales and exceeding client expectations. The official launch date for Beaute Therapist was January 1st 2019, with over 37 business owners signing their teams up within the first week. Beaute Industrie believes the Beaute Therapist - Retail and Sales program will increase average client spend, boost therapist rebooking percentages and add to client product basket size, all without blocking out appointment columns or sending therapists off site for training purposes.” www.beautetherapist.com

SEPHORA CELEBRATES FIRST FULLY RECYCLED LIP PRODUCT

Āether Beauty creates clean formulas comprised of natural ingredients and non-toxic, synthetic ingredients combined with plants, and employs zero-waste packaging. The line is vegan, cruelty-free, gluten-free and comes in recyclable packaging. The products are sustainably packaged using FSC paper and soy inks, and the packaging is made from 100% recycled plastic, a first for the prestige cosmetics industry.

this initiative. Refilling one’s bottle is the best solution for reducing the plastic footprint,” believed Corinne Fugier-Garrel, Packaging concept Development Director at L’Occitane en provence.We’ll be watching this space closely to see if any professional industry brands in Australia follow suit

MILLENNIAL SHOPPING SET TO SOAR IN 2020

In 2020, millennials are expected to spend $1. 4 trillion and as the biggest users of social media–and the most likely to make online purchase¬s–they are shaping the future of how business is conducted, according to 5WPR’s first Consumer Culture Report. In terms of in-store experiences, 68% of millennials said they’d prefer to find new products in the store, compared to finding them online. Specifically affecting the beauty industry, all age groups–m¬illennials included–said when it comes to discovering new beauty products/ brands, brick-and-mortar retail is at the top of the list, beating out ads and Instagram, YouTube and Facebook influencers. Additionally, 38% of millennials typically learn about or discover new beauty products/ brands they want to try in-store, while only 34% cite Instagram ads and 32% cite Facebook or YouTube ads.

A NATURAL INGREDIENT CREATED FOR AGEING MALE SKIN

L’OCCATANE TRIALS REFILLABLE SHOWER GELS

US Company Naolys has created a new ingredient to meet the specific needs of men’s skin as they age. Because men’s skin can be damaged by a variety of factors like shaving, it needs to be simultan¬eously toned and protected by acting on the key mechanisms daily. For recharged skin that stays youngerlooking for longer,”MReload Sequoia” was created.

Meeting the increase in consumer awareness around packaging waste and piggybacking on the bulk food trend, French brand L’Occitane is currently testing it’s new “eco-design” model of refillable Shower Gels stations in several stores throughout the US. “Eco conscious design is the essential motivation for

Derived for the Redwood Sequoia Pine, a member of the Cypress family MReload Sequoia serves a dual action in aging skin: prevention and repair. It firms the skin by increasing and maintaining water in the upper layers, which tends to evaporate more quickly with age. It also enables drying to be reduced and maintains the skin barrier to protect against daily physical and chemical damage. The skin therefore keeps its original smooth appearance and is better protected against external threats.

GRAYVERSE SET TO REVERSE GREY HAIR NATURALLY

Greyverse is a biomimetic peptide that stimulates melanin synthesis, favouring melanin transfer from melanocytes to keratino¬cytes. It improves catalase


RY NEWS INDUSTRY NEWS technologies for visitors to see, sample, and shop from, with over 80% of exhibitors already confirmed. Notable recent additions to Beauty Melbourne’s 2020 brand portfolio include cosmetic giants INGLOT and Ronia Makeup House, as well as skincare favourites Pevonia and Dermalogica.

BOD AUSTRALIA LAUNCH FIRST CBD PRODUCTS IN THE UK

activity and reduces excess hydrogen peroxide (H2O2), resulting in hair repigmentation and the reversal of gray hair. A panel of 100 volunteers was tested after preliminary in vitro, ex vivo and clinical trials. After one month, 31% of participants saw less white hair, 28% said hair looked darker, 31% said roots grew in darker, and 63% said hair looked healthier. In a three-month span, 64% saw less white hair, 57% said hair looked darker, 50% said roots grew in darker and 71% said hair looked healthier. We’re fascinated to see if there’s space for application of this product to increase efficacy of Permanent Hair Reduction modalities also.

KAT VON D DEPARTS NAMESAKE MAKEUP BRAND

Kat Von D took to Instagram to announce her departure from Kat Von D Beauty. According to the post, she has sold her shares of the brand, turning it over to Kendo in order to gain more balance in her life after giving birth to her first son and producing her first album this pat year. Her Instagram post reads: “I’ve decided to sell my shares of the brand, turning it over to Kendo, my partners for the past 11 years. This was not an easy decision, but after careful consider¬ation, I decided I wanted the makeup line to continue to thrive and grow, and I believe Kendo is primed to do just that.” The brand will now go by the name KVD Vegan Beauty. Kendo’s current beauty portfolio includes Marc Jacobs Beauty, Bite Beauty, Lip Lab by Bite, Ole Henrikson and Fenty Beauty.

Australian healthcare company Bod, who’s cannabis centric focus & mission to innovate and transform the way we enjoy and live our lives, has launched it’s first CBD product into the UK Market. The CBD oil, derived from Hemp, is the first of many releases planned for the UK market and is a major milestone for the further commercialisation of the company who went public in late 2016. CBD Oil is known for it’s therapeutic effects on the skin including being a powerful antioxidant, calming inflammation, hydration and regulation of sebum production.

BRILLIANT WOMEN GLOBAL HOST INTERNATIONAL WOMEN’S DAY

BEAUTY MELBOURNE 2020 EIGHTY PERCENT FULL

Brilliant Women Global (BWG) is leading the diversity and inclusion agenda, featuring the impact of women in leadership. Brilliant Women Global promotes diversity of thought which we consider to be critical to economic growth and social change, productivity and harmony. Our events feature global thought leaders who practice diversity and inclusion as part of their leadership style. BWG will be hosting a gala event on International Women’s Day Sunday 8th March at Kooyong Lawn Tennis Club, Melbourne. The BWG International Women’s Day event features accomplished international speakers who share inspiring conversations with friends and stakeholders of Brilliant Women Global around challenges overcome, featuring diversity and inclusion. www.brilliantwomenglobal.com Beauty Melbourne is anticipating a record number of over 250 local and international brands showcasing their latest and greatest products and


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HEALTH

HAPPINESS, HEALTH AND WELLNESS

Helen Golisano

Introducing a new segment in Beauty Biz we give you a candid insight into the lifestyle habits which help to bring balance to the lives of some of our industries notable clinic owners. NAME: HELEN GOLISANO POSITION:

Founding Director of Skin Deep Medi Spa & The Lip Lab Perth.

WHAT DAILY RITUALS MAKE YOU HAPPY?

Walking my 2 Samoyeds around our property every morning when I get up, they absolutely love it and it grounds me for the day

HOW OFTEN DO YOU EXERCISE AND WHAT DO YOU DO?

I have a PT at my local gym twice a week and I also go another 2 days as well with my daughter, My hubby and I also love riding our bikes around the Valley ( We live in the San Valley which is the winery area of Perth ) on weekends and often cruise around for a few hours..

DESCRIBE YOUR PERFECT SUNDAY.

We actually love getting up relatively early still and bike riding to find a café for breakfast on Sundays… Followed by catching up with my kids and grandson or friends. We love entertaining and many weekends have people over to ours.

FOR FEELING AND LOOKING GREAT I SWEAR BY...

Making sure I drink lots of water, Regular LED sessions, Hydropeptide Nimni Day and Night creams and never leave the bathroom without my tinted SPF.!

WHERE IS ONE OF YOUR FAVOURITE PLACES IN THE WORLD AND WHY?

Bali will always have a special part of my heart. I met my husband there on my 12th visit , he then worked there for a few years so we spent a lot of time there, my daughter is named Sari as it was where we met (The Sari Club – before it burnt down), I have enjoyed many girls weekends away there with awesome memories, I celebrated my 50th birthday there with 70 friends at the Cocoon Beach club and my son got married there.

WHO IS YOUR BEST FRIEND & WHAT DO YOU LOVE MOST ABOUT THEM?

Stacey – we have been buddies since we were 19 years old. We’ve partied together, picked each 26

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other up when we’ve been through hard times, been to each other’s weddings (and divorces) , children’s births, children’s weddings etc etc and I can always rely on her to be super honest, even if it is what I don’t want to hear. We are in nearly daily contact still and she makes me laugh everyday.

IF YOU COULD CHANGE ONE THING ABOUT YOURSELF, WHAT WOULD IT BE?

I would love to be more confident when it comes to social media and doing videos etc. I totally over think it.

WHEN YOU WERE A KID, WHAT DID YOU WANT TO BE WHEN YOU GREW UP?

Hahaha I grew up on a farm and all I wanted to do was to travel the world and work with animals. Still doesn’t sound bad now really

WHAT’S THE BIGGEST GOAL YOU’VE ACHIEVED?

Personally - Having all of my 3 children Healthy, Happy, Settled and working doing what they LOVE. Business – nearly 30 years on and still having profitable salons.

WHAT WOULD YOU SPEND YOUR LAST $50 ON? Lunch with my Family

DESCRIBE THE BEST MEAL YOU’VE EVER HAD?

Grilled Bullchin Groper Fish with Asian Salad.

WHAT’S ONE THING ON YOUR BUCKET LIST? Cruise Greek Islands with family and friends


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2019 ABIA WINNER BEST CUSTOMER CARE

THE SKIN COACHES The Skin Coaches, formerly Natural Beauty & Medi Clinic, is located in the remote Queensland town of Mount Isa. Known for its soaring temperatures and harsh, but picturesque landscape, Mount Isa is a mining town with a transient population which can be challenging for running a Skin business. Despite these challenges from the getgo, the team at The Skin Coaches, under the leadership of Owner and Founder, Reegyn McElligott, have demonstrated excellence. Being agile in the way they conduct business, constantly adapting, transforming processes and streamlining the way they operate for maximum client satisfaction are just some of the ways The Skin Coaches have had to adapt to delight their customers. The Skin Coaches consider their guests as the backbone of their salon, and never treat them as just a number. All guests receive the ‘red carpet’ treatment from the moment they arrive. Taking the time to always listen to clients and partaking in regular satisfaction surveys ensures their 5-star service delivery stays on-point with The Skin Coaches ethos and models of practice and standards. Staff are central to the success of The Skin Coaches customer service experience who are dedicated to providing high quality, professional services. All Therapists keep abreast of educational, industrial and regional changes by undertaking a range of nationally recognised training qualifications. Staff also undergo ongoing weekly in-house training sessions and Skype training with industry mentors which allows Therapists to work confidently and professionally with their clients. It also provides a basis for quality and performance assurance. Reegyn shares her experience of winning the 2019 ABIA for Best Customer Care.

DESCRIBE THE MOMENT YOU HEARD YOUR NAME ANNOUNCED AS 2019 ABIA BEST CUSTOMER CARE AWARD?

The moment described was WOW and so much gratitude towards my team their hard work, dedication and always putting their clients first, which is why I always take my team to these awards and make them come up on the stage to accept the award with me - because it’s not just my award it’s theirs. I also remember squeezing my sister in laws hand as walking to the stage 28

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- and saying to her ‘I can’t believe this!’ We were on cloud 2019 ABIA BEST CUSTOMER CARE. Sponsored by Tyro - The Skin Coaches 9! Coming from a small mining town in the middle of the Outback QLD - we also were very honoured and proud.

WHAT HAS THIS WIN MEANT TO YOU AND YOUR TEAM?

The win for my team and I has meant firstly that we can celebrate the blood, sweat, tears and dedication we all bring as we show up to the Skin Coaches each day - a sense of achievement but also the recognition to know that we are in the right direction with our values and the way we are working as a team.

WHAT’S HAPPENED IN YOUR BUSINESS AND WITH YOUR TEAM SINCE YOUR ABIA WIN?

Since the win, we have taken pride to continue to wear the badge of being the best Customer care of Australia. We also went on and won the 2019 overall Outback Business of the Year, as well as the Outback People’s Choice and Workplace of choice. We have been working extremely hard to put the Skin Coaches on the map - as ‘The Destination Clinic of the Outback’. We are trying to showcase our beautiful clinic in the outback and make it a destination choice. This year we also working on our mission ‘to transform, impact, educate 1000 skins by 2021’.

WHAT WOULD YOU SAY TO ANYONE WANTING TO ENTER THE ABIA’S IN 2020?

Do it! What’s the worst that could happen? It’s a celebration in itself to be recognised as a nominee, or a finalist and you never know you a may even place as a winner! It’s a great, warm and fun experience for all salon team members, salon owners and partners and I believe the more we can support our industry with such great standards- the better for the future for our industry. It’s also a fantastic well organised night mixing with all industry like minds and the hospitality is to die for! It’s one of the Skin Coaches highlights and incentives of the year!


GAY WARDLE EDUCATION 2020 Gain a greater understanding of the internal, external and environmental factors that also affect skin. Beauty professionals working with skin anatomy must remain on a relentless journey of lifelong learning to ensure that they continually equip themselves with the knowledge and skills that are required to deliver and perform current and cutting-edge treatments. Gay Wardle education workshops and courses are designed to provide the participant with this knowledge and these skills. Gay Wardle is a businesswoman, coach, mentor and an internationally recognised speaker and educator. Her passion is “skin analysis” and she drives this agenda both nationally and internationally through her dedication and commitment to learning and teaching others.

ADVANCED SKIN TRAINING An in-depth study of various skin disorders.

This course will focus on the following: - Hormones and how they affect the skin - Stem cells - Diseases that affect the skin - Skin disorders such as Pigmentation, Rosacea, hyper-proliferative disorders, Acne, DNA & ROS Disorders, Skin Barrier Disorders The aim of this course is to ensure that participants develop an understanding of the skin’s cellular structure, hormones and stem cells. This course will also support participants to develop the knowledge required to identify biological imbalances and nutritional deficiencies.

Sydney - 12th May 2020 Melbourne - 19th May 2020 Brisbane - 28th May 2020 Perth - 22nd April 2020

EVERYTHING YOU NEED TO KNOW ABOUT SKIN

A comprehensive two-day seminar, covering advanced skin anatomy and skin disorders. This course is designed to meet the individual needs of all participants – whether you are looking to deepen your knowledge, or you simply require a refresher. Sydney - 25 & 26th February 2020 Melbourne - 3 & 4th March 2020 Perth - 20 & 21st April 2020 Brisbane - 31 & 1st Mar/April 2020 Morning Tea and Afternoon Tea Provided

“If you can’t explain it simply, you don’t understand it well enough.” – Albert Einstein

Post collegial discussions and mentoring are provided to all workshop participants. Email: education@gaywardle.com | Phone: 0418 708 455 Website: www.gaywardle.com.au


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2019 ABIA WINNER BEST SALON DESIGN

BOND BODY & BOND BARBER Bond Body and Barber is a new salon with unique design features, combining the traditionally masculine Bond Barber and classically feminine Bond Body in the one environment. Both salons are the brain child of Bond Hair Religion founder, Jenni Tarrant, who recognised the need to extend her business into these two additional spaces to meet the needs of her extensive clientele. The challenge for Jenni through the design process was to fuse the two worlds to create a single environment in which a Barbershop and a Beauty Salon which would work in harmony, despite differing clientele, ambiance and design styles. The solution was to design a mutual salon reception area and build out an adjacent “Barber Pod”, with the Beauty Salon design wrapped around it, a unique concept not commonly seen in the industry The vision and purpose for the design was clear from the beginning for Jenni. “I wanted to provide an accessible luxury beauty salon experience, leaving the client feeling more rejuvenated and beautiful than when they came in. I wanted their experience to be in a stunning salon with a sophisticated and glamorous style which also incorporated rustic and natural materials.”

Light and space played key roles in the design process. The luxurious and fresh interiors feel immaculate and welcoming with a Hamptons/ Havana/French Provincial interior design aesthetic. The goal was for clients to feel like they were ‘getting away from it all’ and the 98.75 square metre space accomplished this with 3 very generous Beauty Salon Treatment rooms in addition to the Barbershop Pod. A style which has been met with glowing acclamation by both clients who have praised Jenni for the design choices. The salon colour palette is considered with fresh and airy tons of white and green, as well as warm tones of natural fibre touches throughout the salon. The timber floorboards, generous upholstered chairs, plump cushions and textured side table all compliment the design style. Functionality and the client experience was high on the list of priorities in the design process of Bond Body & Bond Barber. “I wanted it to make sense and for the spaces to have flow,” said Jenni. “To go from the chatty area of the Reception and Barber Pod, through to the conversational Manicure and Blow Dry Stations, through into the quiet sanctity of the Beauty Salon treatment rooms ended up being the design solution which married these two concepts together.” “So often clients leave Beauty Salons feeling disheveled, running to the car for fear of embarrassment” Jenni said. “Incorporating a Blow Dry Bar was pivotal to both the design aspect and service philosophies of Bond Body & Barber. Every Facial, Body Treatment and Massage client at Bond Body receive a complimentary wash and blow dry so they leave feeling invigorated and beautiful.” Jenni didn’t just stop at aesthetics when considering the salon design. She incorporated a sensorial experience encompass the 5 senses with taste, sight, sound, touch and smell all making their way into the design process. Jenni shares her Salon Design of the Year win and ABIA 2019 experience with us.

CAN YOU DESCRIBE THE MOMENT WHEN YOU HEARD YOUR SALON ANNOUNCED AS WINNING THE 2019 ABIA SALON DESIGN OF THE YEAR?

I was so shocked! I truly love design and it was 30

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2019 ABIA BEST SALON DESIGN. Sponsored by Comfortel - Bond Body and Bond Barber

my first time being completely responsible for a project like this. I never thought I was in with a chance.

WHAT HAS THIS WIN MEANT TO YOU AND YOUR BUSINESS?

It has been so excellent for not only the team but for our clients. Both the team and the clients have been so supportive of all we do, when we win it’s like they win. The love to celebrate our achievements

HAS YOUR SALON DESIGN EVOLVED FURTHER SINCE YOUR WIN?

I think like everything with Bond it is constantly evolving, growing and changing. I’m always asking myself How can we be better? How can we create a better experience? How can our space provide more for the team and clients? Evolving your business needs to be a constant.

WHAT RESULTS HAS YOUR ABIA WIN HAD ON YOUR BUSINESS?

We have had a lot of Therapists come and visit our business and have a tour through. I love nothing more than sharing with others in our industry so that we can all grow to be the very best we can be. I am always shocked that people are aware of who we are and want to come and see what we do.

WHAT WOULD YOU SAY TO ANYONE WANTING TO ENTER THE ABIAS IN 2020?

Entering any industry awards is the best way to really look at your business, to share with others what makes you so successful and helps you to strive to be your very best. Winning is the bonus, writing your application is the gift


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2019 ABIA WINNER SALON TEAM OF THE YEAR

HÜD SKIN & BODY HÜD Skin & Body in Melbourne’s trendy St Kilda is team of clinicians committed to providing their clients with solutions, not driving sales. The team of 11 is committed to furthering the industry via caring, quality work where treatment times are longer to provide substantially more value to each and every client. It hasn’t always been smooth sailing. The HÜD team have also had to overcome many obstacles through periods of restructure and change, but have risen with grace, united and together as a cohesive team whom support each other and respects each other’s strengths. Owner Gry Tomte attributes her team’s success to way she’s invested in each Therapists mental, emotional and professional development. “It makes for a better business and better client outcomes and provides incredible traction for the industry”.

2019 ABIA SALON TEAM OF THE YEAR. Sponsored by inskincosmedics - HÜD Skin + Body

In an industry which is largely un-regulated and an increasing number of clinics are focusing on fast turnover and discounted services, the team at HÜD are leading the way in setting the standard for customer service, quality care, and successful client outcomes. “The beauty of the HÜD team is just that – they’re a genuine, true team. There is no competition, nastiness or pettiness. Instead, there is transparency, humour, and open communication.” Gry shares some of the values which have helped cement her team success include “putting clients first, believing in furthering the industry via quality work, and most importantly, believing in one another and helping each other to be the best they can be.”

CAN YOU DESCRIBE THAT MOMENT WHEN YOU HEARD YOUR TEAM ANNOUNCED AS TEAM OF YEAR AT THE 2019 ABIA’S?

When the announcement came, we were all elated!! Having won the National Salon of the Year award the previous year, but not having the team with me to celebrate - I made the promise to myself that this year the team who made it possible was going to be there. It was so special seeing my beautiful team on the big screen, walking up to the stage. It was a very proud moment. I had said the year before that “my team is the heartbeat of the clinic” - and accepting the award for Team of the Year alongside them was incredibly humbling.

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WHAT HAS THIS WIN MEANT TO YOU AND YOUR TEAM?

You know, people always say awards are not the measure of success. And that’s true. But as someone who’s spent the last 5 years building a business from scratch, with pretty much all the challenges thrown at me that could possibly come my way - I can say: Awards are a FANTASTIC way to remind you of all the leaps made and gives you reason to celebrate your accomplishments. It’s a truly special feeling being acknowledged by the entire industry. As a team we spent the entire last year working on becoming the most closeknit, passionate team who all work with a common purpose and common values. This award was the most special acknowledgement of all the hard work we have done to make this happen.

WHAT’S HAPPENED IN YOUR BUSINESS AND YOUR TEAM SINCE YOUR ABIA WIN?

In the months since we won Team of the Year we have continued our team development and added more beautiful humans on our team. There is a real sense of pride of the accomplishments we’ve had together. There are also some really exciting things in the works for us in terms of taking our brand to the next phase of our journey. And the whole team plays an integral role in making this happen.

WHAT WOULD YOU SAY TO ANYONE WANTING TO ENTER THE ABIA’S IN 2020?

To anyone who is contemplating entering into the ABIA Awards – DO IT! It’s a great way to put yourself out there, reflect on the year just gone and celebrate successes with your team. Just the process of writing the submission is really special. As business owners we often forget to stop and reflect on the wins along the way - writing the submission makes you stop and articulate them all into words. It was a real eye opener for me of just how much we’ve accomplished as a team.


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DERMAL

PLATEAUING: YOUR GUIDE TO

KICKSTARTING YOUR CLIENT’S SKIN By Lia Trebilcock

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We’ve all been there – we have a client that is doing everything we ask them to, they are having treatments, they are diligent with their home care but we just aren’t getting anywhere with their skin. This is incredibly disappointing and upsetting for both the client and the Skin Therapist. We start to question ourselves “Did I prescribe the wrong products?” We question our products “Maybe I need to look at a more potent range?” Our confidence takes a knock and we feel helpless. Another very common scenario is to start working with a client, everything is going well, the skin is responding, we are seeing improvements, everyone involved is excited and then SCREEEECH we come to a sudden stop. Something unexplained happens and the results plateau or even regress. No matter what we do we just don’t seem to be able to get the skin to completely balance. What many Skin Therapists are learning is that the skin isn’t a separate entity. It is one piece in a very intricate puzzle – a human body. So, when we are working with a client to combat a skin condition – we can’t JUST work on the skin… because a skins behaviour and symptoms stem from many other pieces of the puzzle. Let’s imagine for example that your client’s hormones are out of balance; they are producing more progesterone and testosterone than normal… these hormones stimulate our sebaceous glands and they start working overtime – hello acne! Or their digestive system is out of balance, enzymes & acids are low, they aren’t breaking down their food effectively… leading to deficiencies in essential vitamins, minerals & trace elements and very slow movement of “food” through the GI tract. Now they have dysbiosis of their precious gut microbiome, the good bacteria are losing the war to the bad, the gut becomes inflamed, impairing the immune system and our client presents with rosacea. Perhaps your client has an undiagnosed food intolerance. Every time they ingest the allergen, their body feels it is being attacked and starts to fight. Their immune system is on high alert and inflammatory markers in the body are elevated. In addition, they have a stressful job and aren’t sleeping well, so they start to drink more and more coffee, the diuretic effect of the coffee unbalances their pituitary gland which also happens to control pigment production and now melasma has started to appear. When we start to work with the client and see acne, rosacea or pigmentation and create a program to combat the problem. Rewind to the top of the article; can you see how this approach doesn’t always work? If we don’t address the internal causes of the skin condition, the body is going to keep sending us signals that something is wrong, in these cases acne, rosacea or pigment. When I had my Skin Clinic back in 2003, it was considered quite strange that I was asking my clients to take EFA’s and make massive changes to their diet and lifestyle in order to rebalance their skin. Fast forward to 2020 and most Skin Clinics have EFA’s alongside their skin care offerings. We are definitely starting to treat more holistically which I find very exciting!

Would you like to know how you can avoid missing the mark with your prescriptions and ALWAYS get results for your clients? The key here is to know your limits as a Skin Therapist. Are the intricacies of the gut, hormones, allergy testing or nutrition covered in Beauty or Dermal Therapies studies? These topics are touched on – sure, but by no means are they covered comprehensively enough to take the place of someone qualified to provide nutritional programs, gut health solutions, functional testing, hormone balancing protocols… but guess what? We can work alongside those who do and really offer our clients a gold standard of care! Here are some examples of how my client consultations play out: “Thanks so much for all of the info you’ve given me – from our conversation I can see that our main priority is to work on the congestion and breakouts you are experiencing so that we can get your skin healthy, balanced and clear again.” “Firstly, I want to let you know that I have a 100% success rate at clearing acne, the formula that we will follow looks like this: Firstly, we are going to give your skin everything it needs to start behaving again. This will include some topical products with supportive ingredients. We will also bring in some internal supplements that play a very big role in correcting the way your skin is functioning.” “I’d like to give this about a month to see what results we see. In my experience, 9 times out of 10, this is all we will need to get your skin happy again. If in a months’ time, we aren’t seeing the results we want, that’s ok – it shows us that there is an internal issue that is driving the congestion. It could be digestion, it could be hormones, it could be a medication… these are all things that, if we need to, I can refer you onto an expert that specialises in these areas.” “As I said, we don’t always need to go down that path, most of the time, what we will set you up with today is enough, but if your skin is being resistant, it is ok as it just means we need to look a little deeper. Either way, I will be right beside you as we work together to get your skin crystal clear and glowing again.” We don’t need to have all of the answers; it is much more powerful to realise that there are multiple resources out there and what we can achieve when we work collaboratively is always going to be greater than what we can achieve alone. If you would like to learn how to maximise your impact as a Skin Therapist, as well as when it is the best option to refer your client to an external professional, contact Lia Trebilcock at Skin Education. www.skineducationinternational. com/subscribe. Beauty Biz Year 13 Issue 1

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THE GOOD, THE BAD & THE UGLY SKIN BACTERIA By Dr. Giulia D’Anna

Usually what comes to mind when we think about bacteria is disease and infection. But if we dig down a little deeper, bacteria are not all bad. Our bodies carry around one trillion bacteria, which is more than the number of cells that actually make up our body. Our skin is the interface between our body and the environment, and has the uber-important role of forming a barrier against harm, on a macroscopic but more importantly on a microscopic layer too.

BACTERIAL FUNCTIONS FOR THE SKIN

The outer surface of our skin carries our first line of defence against disease and this defense is called the acid mantle. Essentially this means that our skin surface is a pH of around 5.5, so that it creates an antibacterial property for the skin. The other really important part of this outer layer, is that it is full of microflora, also known as innate or beneficial bacteria, that help to also defend our skin from harmful bacteria that would otherwise take up residence. Just a little deeper in the skin, there are immune cells called phagocytes and Langerhans cells that help to munch up and spit out any pathogens that should not be present in the skin This means that within just a millimetre of the skin surface, our skin creates an amazing defence against immunological attack from harm. Our resident beneficial bacteria are mostly found 38

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around the hair follicles, and do vary in type from person to person, but not by much. These nonharmful microflora are a combination of bacteria, viruses and mites. Yes, you read correctly. These are all symbiotic, in that they assist our skin to stay healthy.

“THE GOOD BACTERIA KEEP THE IMMUNE SYSTEM WORKING AND THE BAD BACTERIA IN CHECK.” THE BACKBONE OF IMMUNOLOGY

Believe it or not, our ‘good bacteria’ teach our immune system what bacteria are beneficial and what bacteria are foreign. Our main skin cell, the keratinocyte, are continuously sampling the microbiome that colonises the skin surface

through pattern recognition receptors (PRRs). These receptors recognize pathogen-associated molecular patterns compared with what would be expected to be the normal microbiome. So when the cells recognise our regular skin microbiome as normal, our skin is healthy and functioning. Add a bad bacteria or a little fungi, the keratinocytes recognise the invader and our immune system sweeps into action. Pretty cool right? We need the good bacteria, so that our body can recognise the bad bacteria.

WHY DOES ONE PERSON HAVE BETTER BACTERIA THAN SOMEONE ELSE?

The exact type of microflora differs from person to person, and even from area to area on the same person, based on a number of factors. This includes intrinsic characteristics like the hormone levels, oil production, sweat production, the number of hair follicles and other metabolic functions. Extrinsic factors include the type of skincare used, hygiene factors, the type of clothing worn and antibiotic use. All of these factors contribute to the shift in good versus bad bacteria.


The most abundant ‘good bacteria’ are the Staphylococcus-types of bacteria, but also bacteria from the families including Actinobacteria (the genera Corynebacterium, Propionibacterium and Brevibacterium) and the genus Micrococcus. P. acnes bacteria generally live in the base of the hair follicle. As mentioned, there are non-bacterial microorganisms have also been isolated from the skin too. Primarily these are a fungal species called Malassezia and Demodex mites. Demodex mites feed on the oil or sebum produced by the skin, so are more prevalent following puberty.

HOW DOES GOOD BACTERIA TURN BAD?

Now that we have covered the good bacteria, it is important to mention that these innate bacteria and microflora can also turn into ‘bad bacteria’ too. There are some changes that are needed though. This could be a cut or abrasion to the skin, allowing good bacteria to enter into layers or levels in the skin that they do not normally reside, causing an immune response. Another variable might be where the person is rundown or unwell. So, the normal defences are busy putting out other ‘fires’ so to speak, leaving the skin vulnerable to attack. After taking antibiotics, the skin flora can also change. Fungi are not wiped out by antibiotics, so where both good and bad bacterial levels are low, fungi like Candida (that causes thrush) can take advantage of the open space and multiply unchallenged.

WHY IS ALL OF THIS IMPORTANT?

It is thought that the majority of skin infections and disorders are all compounded or originate from an imbalance of good and bad bacterial levels. For example, many of us recognise or have suffered from breakouts or even acne at one point or another. P. acnes thrives to crazy levels when the level of testosterone spikes during puberty. Testosterone causes an increase in the amount of oil being produced, which is perfect for P. acnes, and this bacteria loves this cozy little oily home. So P. acnes multiplies and the increased numbers cause injury to the hair follicle cells, causing swelling and an acne breakout. In the real world, the teenager freaks out and wants to dry out the skin by using soaps and harsh exfoliants. Unfortunately, the skin produces additional sebum to replace what has been lost, and now P. acnes wins the day as more oil is being produced. A better strategy to overstripping the skin would be to use oilreducing cleansers, like salicylic acid, using clay masks to dry the skin gently (picture attached) and have Blue-light LED treatments that cause a reduction in P. acne numbers.

DON’T SHARE BRUSHES!

Our makeup brushes constantly apply product, but also sweep the surface microbiome around. This is particularly important when you have an

infection, like a pimple on your face. Popping pimples is very common (which you should not do!), and this opens the skin surface up, allowing surface bacteria that normally sit on the surface deep into the skin. Now imagine that you share that makeup brush. See where I am going with this. Hello staph infection!

TAKE HOME MESSAGE

The skin microbiome is an amazing and complicated environment of mainly good bacteria. The good bacteria keep the immune system working and the bad bacteria in check. With a small change in circumstances, the good versus bad bacteria can change, and your skin will react. The best defence is using great skincare that is not harsh and is pH balanced, to keep your acid mantle intact. Dr. Giulia D’Anna graduated from the University of Melbourne in 1996. After commencing her own dental practice in 1998, her interest in cosmetic facial procedures led

“WITHIN JUST A MILLIMETRE OF THE SKIN SURFACE, OUR SKIN CREATES AN AMAZING DEFENCE AGAINST IMMUNOLOGICAL ATTACK FROM HARM.” to further training and study within the field of non-surgical cosmetic injectables and dermal science. She now practices in both fields, with expertise in facial rejuvenation and enhancement procedures. Beauty Biz Year 13 Issue 1

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ARE YOU INFECTING YOUR CLIENT’S SKIN? WHAT YOU NEED TO KNOW ABOUT CREATING PROCEDURAL SAFETY! Cross-infection may be defined as the transfer of harmful microorganisms such as bacteria and viruses. The spread of infection may occur between the patient and practitioner if sterile/aseptic procedures are not followed or if unsanitary equipment is being used. With the spread of VRSAs (Vancomycin Resistant Staphylococcus aureus), MRSAs (Methicillin-resistant Staphylococcus aureus) and other antibiotic resistant bugs becoming an increasing health concern, cross infection can destroy more than our client’s skin - it could destroy your salon’s business. Whilst an unhygienic working environment (dirty treatment consumables and area) may appear to be the most obvious cause of cross-infection, the transmission of microorganisms by touching contaminated machinery during a procedure may be creating irreparable damage to patient’s skin, health and well being. Common areas that increase the risk of cross-contamination include: • Non-sterile/aseptic treatment consumables • Gloves not being worn by the practitioner • Unsanitary treatment room, bedding and surfaces Areas not often considered by practitioners, that increase the risk of cross- contamination include: • Not properly disinfecting the patient’s skin • Touching machine consoles and buttons during a procedure (and then touching the patient’s skin) • Using equipment that does not utilise sterile, single-use and disposable consumables. Forms of cross infection to be aware of include the transfer of microorganisms such as: • Bacterium (such as Golden Staph/ Staphylococcus Aureus and its many forms) • Viruses • Fungi • Parasites

CLINIPREP – New Era In Skin Disinfection

Any treatment that draws blood or punctures the skin requires strict infection control to maintain patient and practitioner hygiene and safety. DermapenWorld and Dp Dermaceuticals place huge importance on education, protocols and hygiene (sterile procedures) for the safety of both treatment providers and patients so we asked them to share some of their important ACM (AntiContamination Management) Initiatives:-

CLINIPREP – NEW ERA IN SKIN DISINFECTION

CLINIPREP is based on ground-breaking technology that offers significant benefits over existing medical skin disinfectants and preprocedure cleansers. Offering higher levels of cleansing, a non-hazardous safety profile and better patient outcomes, CLINIPREP ACM formula is setting a new benchmark in aesthetic skin disinfection practices. As CLINIPREP is bactericidal, fungicidal, virucidal and sporicidal, it delivers far better and quicker protection against infection when compared to traditional skin cleansing products, such as iodine and chlorhexidine gluconate. Significantly, it is also skin neutral pH, and non-irritant to skin because the human immune system actually uses the same hypochlorous chemistry to fight infection. CLINIPREP is also incredibly gentle on the skin and doesn’t contain alcohol, eliminating any stinging, sensitivity, irritation or dryness of the skin and eyes. Nor does it cause respiratory irritation. What really sets CLINIPREP apart from other skin cleansers, is that it is non-cytotoxic to regrowing skin – it kills the pathogens that inhibit skin recovery but does not interfere with cell regrowth. As a result, it is especially beneficial in applications where treated areas are vulnerable to infection while the skin recovers, such as micro-needling procedures or chemical peels. • Antimicrobial cleansing • Skin-compatible • More effective than traditional alcohol and chlorhexidine methods • Highly effective for both skin and surface cleansing

Dp Dermaceuticals ACM Sterile Dressing Kit

DP DERMACEUTICALS ACM STERILE DRESSING KIT

Creates a convenient reliable STERILE procedural zone for clinical treatments. Save time with this convenient all-in-one, easy-to-use pack. Requires no preparation time. Suitable to dispense Dp Dermaceuticals airless aseptic Meso-Glides into a sterile environment ready for treatments. Kit contains: 1 standard tray 5 x non-woven bobs, latex free 2 x non-woven swabs 2 green forceps 1 yellow pair of forceps 1 paper towel 1 sterile field white plastic.

DERMAPENWORLD ACM PROTECTION MASK

An ultralight, transparent, protection mask designed for improving a sanitary environment, and to provide valuable protection for both treatment provider and client. This comfortable mask allows the wearer to inhale and exhale and talk easily as it sits away from the face. Provides protection from unpleasant breath, airborne germs, microscopic saliva or residues. • Anti-Contamination Management™ recommended protocol • 99.99% antibacterial transparent film with special anti-fog treatment for complete face visibility • Protection for both wearer and customer • Easy to breathe, talk and view through • Comfortable, slim and lightweight (5 gms) • Economical, eco-friendly, reusable • Suitable protection mask for many industries

DERMAPENWORLD/DERMAPEN DP SLEEVES

• Custom fitted protective sleeve for use over the Dermapen 4 and Dermapen 3 to protect from and prevent cross contamination • Transparent, enabling vision of settings • Sterile

DermapenWorld ACM Protection Mask


DERMAPENWORLD STERILE SURGICAL GLOVES

To complete the highest level of ACM Protocol, these premium quality surgical gloves are individually sterile packaged and are suitable for a wide range of surgical procedures. Made from high quality material, the gloves offer sensitivity and comfort, but are also textured for high barrier protection and safe grip during wet or dry conditions. • Superior strength, fit and feel • Ergonomically designed to reduce hand fatigue • Maximum tactile sensitivity in fingers and palm • Conforms to quality standards EN 455, QSR, GMP, ISO • Sterile - gamma irradiation sterilised

ACM technology is a world-first and is exclusive only to Dermapen 4, making it the world’s only device with fluid prevention internally and externally on every needle cartridge, guaranteeing no cross contamination risks, provides purity of treatment process and optimises patient safety.

6 WAYS TO REDUCE MICRONEEDLING AND DEVICE CROSSCONTAMINATION

patient’s skin during treatment, removing any risk of cross-contamination. The other hand may then be used to support the skin and to distribute any product being infused during treatment. By using sterile gloves, consumables and a ACM Sterile Dressing Kit as a work station, the sterile field is never broken or compromised. 5. Limit Or Remove The Need To Unnecessarily Touch Or Interact With Non-Sterile Items/ Surfaces During The Procedure By creating a sterile work environment and planning ahead, unnecessary touching (that breaks the sterile field) may be avoided. This removes the risk of cross-contamination. Ensure packaging for needle cartridges and handpiece sheaths are all opened and placed on the sterile field prior to treatment. Ensure that any pre and post-operative product is likewise dispensed onto the field so pumps, jars, vials and packaging do not need to be opened during the micro-needling procedure. Be aware that touching a console or platform to adjust needle depth or oscillation speed then touching the patient’s skin will break this sterile field. 6. Ensure Hygienic Procedural Set-Up Ensure only disposable bedding is used, treatment tables and surfaces are all cleaned and thoroughly disinfected prior to treatment. This also includes bowls, containers, bench tops and machine surfaces. Needles must never be re-used even on the same patient and should be disposed into an appropriate sharps bin after the treatment. Ensure remaining treatment consumables are disposed of into a biological waste bin, especially any blood or fluid soaked materials.

1. Use Sterile Treatment Consumables As with any surgical treatment, single use, sterile treatment consumables should always be used to promote the most sanitary work environment. This includes: • Using a new and sterile needle cartridge for each patient. Check for lot/batch number, date of manufacture and expiry date. • Using a new and aseptic handpiece cover for NEW! ACM ECO-GREEN DISPOSABLE each patient. EXAMINATION GLOVES • A Sterile Basic Dressing kit to serve as a Dp Dermaceuticals new disposable examination sterile work station gloves address the necessary but wasteful single• Sterile disinfectants or antimicrobial cleansers use disposable issue by being biodegradable to clean post-operative skin, such as Dp in a much shorter space of time. Normal latex Dermaceuticals CliniPrep. and nitrile gloves can take up to 100+ years to • Sterile Gloves to be worn for the actual degrade but our gloves use organic material that needling procedure. attracts microbial activity in landfills. 20% of the 2. Use Sterile/Aseptic Products To Infuse biodegradation rate occurs within six months, Always ensure product purity of any active with FULL biodegradation occurring within five years. This product aligns with company eco- formulations that are to be infused during the micro-needling treatment. Look for single-use, friendly and eco-best purchasing policies. sterile, or airless aseptic pump packaging. • Ground-breaking Bio ECO-GREEN Check for lot/batch number, date of manufacture technology for protective gloves and expiry date. Airless pumps provide a cost• Fully biodegradable breakthrough effective and bacteria-free way to distribute • Latex free Dermapen™4 - An International Innovator active cosmeceuticals to be used for pre and • Biodegradable nitrile And Market Leader post-operative skin treatment. • Shelf-life unaffected 3. Protect Handpieces With Single-Use, • Made of organic unique bio-material that ACM technology is a world-first and is exclusive Sterile Coverings attracts microbial activity in landfills only to Dermapen 4, making it the world’s As with any surgical machinery or equipment, • Promotes sustainability and supports only device with fluid prevention internally such devices require sterile or aseptic coverings environmental credentials and externally on every needle cartridge, to ensure the utmost in hygiene and procedural • Allergy free, protein free guaranteeing no cross contamination risks, practice. Look for single use, sterile or aseptic provides purity of treatment process and sheaths that can cover and protect microDERMAPEN 4 – ACM PROTECTION optimises patient safety. needling handpieces during treatment. This Unrivalled safety and protection guaranteed. No ensures that no fluids (such as blood) can come fluid backflow, no cross contamination and no TM TM TM DermapenWorld™ provides the most into contact with the device during treatment and drag. Patent-pending design technology comprehensive education for micro-needling also removes the transfer of pathogens. Check Only Dermapen 4 gamma sterilised needle procedures and treatment application. Working for lot/batch number, date of manufacture and cartridges feature a unique, medical-grade only with sterile treatment consumables, patient expiry date. silicone seal and fluid guard. The external and practitioner safety are always ensured to 4. Allocate An Operational Hand cartridge is company fortified with apolicies, specialised fluidDermapenWorld As part As part ofpart of ourour of our company company policies, policies, DermapenWorld DermapenWorld andand Dp and Dp Dermaceuticals Dp Dermaceuticals Dermaceuticals place place place huge huge importance huge importance importance on on protect against cross-contamination. To remove the risk of cross infection by touching guard that prevents cross contamination to the ucation, education, education, protocols protocols protocols andand hygiene and hygiene hygiene (sterile (sterile (sterile procedures) procedures) procedures) for thefor the safety the safety safety of both of both of our both our treatment our treatment treatment providers providers providers andanda machine consoles orfor buttons during a microouter cartridge shell. This expertly engineered, www.dermapenworld.com patients. ients. patients. Some Some Some of our of our of important our important important ACM ACM Initiatives ACM Initiatives Initiatives include: include: include: needling treatment, allocate an operational hand patent-pending, Anti-Contamination technology, to adjust the device’s speed and needle depth prevents the backflow internally and externally without the use of another hand during treatment. of procedural fluids, even under the most This allocated hand should never touch the challenging of treatments.

nti-Contamination Anti-Contamination Anti-Contamination Management Management Management (ACM (ACM (ACM ) Initiatives ) Initiatives ) Initiatives Eco-Conscious o-Conscious Eco-Conscious • Safe • Safe • Safe • Sterile • Sterile • Sterile

DermapenWorld/ Dermapen Dp Sleeves

DermapenWorld Sterile Surgical Gloves

NEW! ACM Eco-Green Disposable Examination Gloves


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EVENTS

TOP NON-SURGICAL COSMETIC PROCEDURES TO BE SHARED AT THIS YEARS BEAUTY MELBOURNE

The demand for non-surgical skin rejuvenating treatments has never been higher, with clients preferring minimally invasive procedures with shorter down times, allowing them to see often instant results. Convenient ‘lunch-time treatments’ are a trend anticipated to continue throughout 2020, and many salons will benefit from meeting the demand for these hotly requested, non-invasive treatments. Understanding the nature and risks of such procedures and incorporating them in to your salon offerings can boost your portfolio and clientele. Beauty Melbourne, Victoria’s leading professional beauty event, is returning for another highlyanticipated edition on 28-29 March. With a new curated education program, Beauty Melbourne will 42

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bring together some of Australia’s foremost beauty specialists who will share their expertise in dermal and anti-ageing solutions and how to effectively incorporate them in to your business. To fuel excitement in the lead up to the show, Beauty Melbourne has picked the brains of Sharni Mancell, owner of The Derm Lab, Claire Crouch, Synergie Skin Education Manager, and Dr Mariusz Gajewski, Cosmetic Physician and Founder of Star Cosmetic Medicine, to discuss the top non-surgical cosmetic procedures to offer in your salon in 2020, and what you can expect to learn from their dedicated Beauty Melbourne education sessions.

SKIN NEEDLING

Skin needling improves the appearance, texture, and overall quality of the skin by boosting collagen and elastin production using very fine, medical grade needles which are passed across the skin creating micro-channels. “If performed correctly skin needling is an amazing non-surgical face rejuvenation treatment. It can be a great addition to your beauty business and you can make a real change to your clients’ skin,” Sharni says.


Claire Crouch

Sharni emphasises that before incorporating skin needling in to your business, it’s vital to understand the treatment and the impacts it can have, both positive and potentially negative. “Education is a must, so I highly encourage salon owners to find a reputable company to purchase a device that is recognised by the TGA and/or has the appropriate research, development and clinical data behind it, and who can also provide the correct training and support for both the product and the treatment,” she explains. Don’t miss Sharni Mancell’s ‘Incorporating Skin Needling into Your Business: Where Do You Start?’ session at Beauty Melbourne for more information.

COSMETIC INJECTABLES

With more than 33,000 procedures carried out each year, cosmetic injectables have become Australia’s most sought-after non-surgical skincare solutions. Anti-wrinkle injections usually refer to Botox or DYSPORT, which are effective ‘lunch-time treatments’ that relax muscles that cause movement lines such as frown lines or ‘crow’s feet’. Dermal fillers on the other hand, create volume or structure in the skin or its deeper layers and are ideal for treating a lack of volume and integrity in the cheeks, temples, lips and jawline. Dr Gajewski notes that consumers are now turning to cosmetic injectables over anti-ageing creams to see best results. “Topical creams are excellent tools to moisturise, improve skin texture, and prevent photo-ageing when combined with SPF, but there are limits to what they can do. The careful and prudent use of cosmetic injectables by a skilled practitioner can fill some of these shortcomings,” he says. Claire echoes this statement, adding that cosmetic injectables are also now being used for early preventative purposes.

“Consumers in their early twenties are investing in a variety of treatments to prevent the signs of ageing before they begin. We shouldn’t think of ageing clients as being 40-50+; a client concerned with ageing can be any age and treatments vary depending on the level of ageing observed on their skin,” she says.

Dr Mariusz Gajewski

Don’t miss Dr Mariusz Gajewski’s ‘Everything You Need to Know About Anti-Wrinkle and Dermal Filler Tweak-ments’ session at Beauty Melbourne for more information.

MEDIFACIALS

Claire notes that medispa facial treatments which combine a spa experience with targeted skincare solutions are one of the most requested treatments at the moment. “Medifacials offer clients some ‘me-time’ to relax, while also improving their concerns about their face and/or body. Utilising ingredients such as retinol, niacinamide, L-ascorbic acid, peptides, and other active cosmeceuticals, medifacials can noticeably improve skin challenges including ageing, acne, sensitivity, pigmentation and sun damage. Getting great skin while you relax is what makes having a medifacial so attractive!” Claire says.

TIXEL

Tixel involves the application of a heated metal plate with pyramid-shaped spikes onto the skin, creating small channels which stimulate new collagen production, leading to firmer, smoother and more youthful-looking skin. “This is great for treating many skin conditions that are triggered within the lower skin layers such as hyperpigmentation. Not only is there minimal discomfort and downtime but the improvements in the skin are incredible and one can continue to see the skin improve for up to a year post-treatment series. Ageing and uneven skin tone is not only one of the main concerns for today’s clients but can be the most challenging to treat, making this treatment a great option which provides a real visible difference,” Claire says.

Sharni Mancell

COLD PLASMA THERAPY

Cold plasma technology can be used to break down air particles into active plasma ions on the skin, boosting collagen production to reduce the appearance of fine lines and wrinkles, increase product absorption to encourage actives into the skin, smooth and heal irritated skin and reduce pore size. “A series of peel treatments and technologies such as cold plasma combined with scientifically proven product formulations can provide better results now than ever before,” says Claire. Don’t miss Claire Crouch’s ‘Clean Science’ Solutions without the Hype: Tackling Ageing and Hyperpigmentation’ session at Beauty Melbourne for key learnings on these skin treatments and more. Beauty Melbourne takes place 28-29 March 2020 at the Melbourne Convention and Exhibition Centre (MCEC). Tickets and more information available at www.beautymelbourne.com.au Beauty Biz Year 13 Issue 1

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BEAUTY

LAMINATION SENSATION By Otto Mitter

Otto Mitter

If 2019 was the year of Brow Henna, 2020 is by far the year of Brow Lamination. Taking the tools we’ve used for over a decade to perm and lift lashes, Brow Lamination puts a new spin on this technique which is sending clients and social media into a frenzy the world over. We talk to Otto Mitter from Ellebanna to get the low-down on this hot new Brow Trend and why you need it in your clinic in 2020. WHAT IT IS?

Brow lamination is such a hot topic right now in the beauty industry but what some people don’t know is this treatment has been available for many years but has now gained a lot more attention on social media as the quest for looking at new options and treatments in salons continues and evolves. Brow Lamination has been more popular in eastern European countries over the years and the lash and brow industry has boomed over the last decade as the popularity for instant gratification treatments continues to deliver the goods. If you have great brows and lashes when you wake up in the morning that is a huge part of the daily make up routine done and dusted, in many cases if you have great lashes and brows you can wear minimal make up and still feel the glam. I put together an educational video on Facebook which went quite viral explaining the ins and outs about the chemical ingredients and formulations of brow lamination products and how they work with hair and skin. The response I had from this 44

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video was very positive on many levels as a lot of therapists out there weren’t fully aware of how these formulations work and the positives and negatives that you should know before you do this service. It is always important to research new products well and test them before introducing into a salon, to ensure that you have the right clientele for the service and that it works well for you. Brow lamination is essentially using permanent wave lotions to help redirect or straighten brow hairs which can help you achieve the brushed up effect which can be beneficial for people that suffer from very unruly brows. You don’t always have to have a brushed up look when you’re using brow lamination either, you can use it to help aid straightening the hairs in general so that you can groom them into a position that you are happy with and that suits your look. When we brush up the brows it tends to give the brows more volume and a thicker look and some clients are wanting to have this effect and it can be quite complimentary adding more overall structure to the facial area.

WHY IT’S BECOME “A THING”?

People are taking more notice these days of how to enhance your brows and like many trends once people share the photos on social media of the effect that you can achieve by straightening out brow hairs it can look very appealing for clients that wish to obtain this look. Social media is a huge catalyst these days for sharing the results of treatments and when people say they like an image or effect that has been created then this can snowball and the trend really takes off. The market has also been heavily influenced by many entrepreneurs that have brought out their own product ranges, so there’s an influx of great photos and marketing which of course gets salons interested and that helps the snowball effect also. Brows are at the top of the list with lashes and great skin, so everyone is on board with trying anything that might take their brows to the next level.


WHO IT BESTS SUITS?

Brow lamination is generally suited for people that have brow hairs that are not easily brushed into position by using a brow gel on its own. In my honest opinion and experience of doing this treatment over the years it really does not suit every client and is not needed on every client. You need to find the clientele that are happy to pay for the service and part of that is ensuring you test product out, that means test it on you, go and have the treatment somewhere and really do your research before jumping in and adding something just because you see it on social media. Training in the correct use of this technique is important because a lot can go wrong if you don’t really know what you’re doing. Brow lamination lotions do contain some ingredients that you need to be aware of, they contain high alkalizing agents which can be irritating on some people when applied on skin. The skin and hair sits at a pH of around 4.5 – 5.5 and permanent wave lotion (perming lotion) usually has to sit at a higher pH of around 7.5 – 9 for it to help soften the cuticle scale and let the perming agent in the formula do its job. When performing a BL service it is virtually impossible for the lotions to not touch the skin, even though you use an adhesive to hold the hairs down in place first and some say it forms a barrier, however these adhesives are water based and they break down a bit when you apply the perming lotion (which is also water based) hence breaking down the adhesive and allowing the chance of lotion to penetrate through to the skin. Thioglycolate compounds or derivatives are usually the main active in most of these lotions and that ingredient is also used in depilatory products (hair removal) when they are applied on skin these actives can absorb into the hair follicles which can cause an issue of hair loss with some people. The maximum input level of thioglycolate allowed in depilatory products is 5% but even if a formula has less than 5% it can still potentially cause hair loss on some clients. If adding BL to your services you need to test the formula thoroughly and be confident that your clients brow integrity is maintained.

ARE THERE ANYONE WHO CAN’T HAVE IT?

My experience has shown the people that have very thin hair texture that is easily brushed into position with a brow gel do not really need to have this service. After you have had a brow lamination treatment you still need to brush your brows daily to keep them in that brushed up look or groomed look. The brow lamination process softens the hairs and makes it easier to brush them so people that have brows that brush very easily and sit with a gel don’t really need this service.

that you wish to shape them into, generally that is brushing them up so that all hairs are looking straight. When brushing or setting the brow hairs you don’t always brush straight up though, you can shape the direction and have a nice natural curve to the hairs, this way it creates a more natural effect. We then apply the perming lotion for the required time and remove, then we apply a setting lotion and let this process and remove and then we tint and shape the brows by doing any hair removal. With brow lamination it is essential that you’re using a nourishing oil or conditioner at the final step two hydrate the hair and skin area which will help optimise the strength of the hair after it has been weakened by performing a chemical process on it.

MAINTAINING RESULTS AND ADDED HOMECARE THAT’S BENEFICIAL.

After BL you really do need to brush the brow

BEFORE

hairs every day to maintain that look. When you sleep at night your brow hairs will move on your pillow (unless you are the perfect sleep on your back kind of person) so when you wake up with your daily routine you will need to brush the brow hairs into place and use a styling gel to hold them in place. I have seen people that have had their brows laminated that don’t use the gel and their brows can move quite easily throughout the day especially if it’s a windy day outside or if swimming and you really want your brows to stay in place. Having a great brow gel or styling product to hold the hairs in place will help maintain that well groomed or brushed up look, whichever way you prefer to wear your brows. Daily nourishment with conditioners or castor oil is generally recommended to help give the brow hairs body and strength. You can look for products that are rich in vitamin B or proteins and amino acids, such as Keratin, Arginine and various plant based proteins that will also help you maintain optimal brow health.

AFTER

WHAT’S THE PROCESS ETC?

It’s always important to patch test and ensure client is suited for the service, then we cleanse and prep the brow area. Next step is using an adhesive to set the brow hairs into the position Beauty Biz Year 13 Issue 1

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BEAUTY

WHAT’S THE ALL ABOUT?

Fluff

Brow trends are constantly evolving. From over plucked to over grown. We started 2019 seeing brows sleek sculpted “Instagram Brows” & finished the year with the most natural looking brow trend we’ve seen since the 80’s. Even the monobrow is back! And with over 168K uses of the hashtag #fluffybrows on Instagram, The Fluffy Brow is here to stay.

The Fluffy Brow trend originally started with celebrities like Brooke Shields back in the 80’s and 90’s who embraced her full and natural brows against the contrast of other over-plucking their brows into oblivion common of that same time. But in more recent years, the likes of Carla Delevingne have paved the way for a newer generation to embrace their full and luscious brows with gusto.

the brow hair is conditioned using home care products.

We chat with Brow Expert Mandy Jeffrey from Fox Cosmetics about this growing Brow Trend.

IS THERE ANY RISK INVOLVED?

WHAT IS A FLUFFY BROW?

A Fluffy Brow is an un-sculpted, natural brow with minimal hair removal surrounding it, and often brushed up with brow gel to fix the groomed hairs in place. Lately Brow Artists have been using Brow Lamination for this process but you can also achieve it with Brow Gels, Waxes and even Soap. With either choice, lamination or grooming, clients still need to maintain the result at home and, like any chemical hair service, ensure 46

Beauty Biz Year 13 Issue 1

IS IT EASY TO MAINTAIN?

A common misconception is that a Fluffy Brow is the ultimate no-maintenance natural brow. However, they do require constant growing and care at home, like any professional brow shape. So, they aren’t as low maintenance as clients might think they are.

Brow Lamination can carry the risk of skin injury, over-processing the hair and hair loss if not performed correctly and with proper training. However, with styling a natural Fluffy Brow there is no more risk than a traditional shape. You have the ability to add value to your service either way with an upgrade to a Henna brow or Brow Tint, which will give definition to the Fluffy Brow look.

HOW CAN SALONS HELP THEIR CLIENTS ACHIEVE A FLUFFY BROW?

To achieve a Fluffy Brow the therapist needs to

first look at the growth pattern and establish how much natural growth the client has to “fluff” and also what amount of growth needs to be “grown back in” to give the ideal outcome they desire. The clients should be educated on the correct use of brow gels to hold position of the hairs and pencils/pomades/butters to draw in missing areas to resemble natural hair.

IS A FLUFFY BROW FOR EVERYONE? WHO BEST SUITS IT?

Fluffy Brow suits a fuller brow that aren’t too wild in hair growth direction. They’re easier to achieve on a youthful full brow but harder on a sparse over tweezed brow - they will need to go on a rehab programme first to encourage hair growth.

IS IT HERE TO STAY?

I do see this brow trend continuing as people are moving away from that highly sculpted Instagram brow and embracing the more low-maintenance natural beauty, celebrating their individuality. What are your thoughts? Is the Fluffy Brow look here to stay. Share your thoughts at @beautybizmagazine.


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2019 AMIA WINNER

BRIDAL/FORMAL MAKEUP ARTIST OF THE YEAR

TANYA GUCCIONE

2019 AMIA BRIDAL/FORMAL MUA OF THE YEAR. Sponsored by Beauty Biz - Tanya Guccione

It takes a special Artist to dedicate themselves to Bridal Makeup. To be a part of a Brides special day and be able to adapt both skin and temperament to suit each individual bride’s needs requires skill, strength and poise. That’s just what AMIA Bridal/Formal Makeup Artist of the Year, Tanya Guccione, epitomises. Tanya shares “Once you get to a certain peak in your Makeup Career many Makeup Artists quit the Wedding side of work! This will never be the case for me. Till this day Bridal Makeup is my favourite type of work. We are literally apart of the most important day of someone’s life.” Tanya shares. Since being represented by “The Future Mrs” a highend Bridal Agency, Tanya has been whisked around the world to be a part of some of the most incredible work. Her clients have included Jennifer Hawkins, Danni Minogue, Jessica Mauboy, Catriona Rowntree, Alex Perry and Cate Blanchett just to name a few. Originally with an Editorial Makeup background, Tanya has been able to incorporate this additional skillset on Wedding shoots to give her Brides an extra wow-factor. “Working with Brides keeps me humble and grounded and inspires me to love my work even more.” Tanya shared during her AMIA speech. “It’s a lot of work and takes time to care for each Bridal client throughout their journey from booking to the trial and the big day, but it’s worth it. 50

Beauty Biz Year 13 Issue 1


Tanya has had to overcome challenges in her 17year career which has made her a stronger artist for it. From battling dyslexia and being told she’d never be able to achieve anything, to a health crisis in 2019, and managing work/life balance and time away from her family. Tanya’s also struggle with comparison which she’s found to be a killer for her creativity. “I’ve learnt not to stress over what other Artists are doing or achieving. Comparison will steel my joy and I need to focus on my own dreams. Press on and stay on track with my own vision and not get sidetracked.” Tanya confides. Tanya’s secret to a successful career is her current, modern, high-end portfolio of work. “This is absolutely paramount to a good, long-lasting Career as a Bridal Artist.” Tanya also keeps her finger on the pulse of upcoming trends by collaborating with other industry professionals. “I often collaborate with Bridal Designers to see what’s coming next as a trend for brides because generally the makeup follows.” she shares. From flying all over the world to working on TV shows like The Block, Logies and Real Housewives of Melbourne, Runway Shows for Milan Fashion Week, VAMFF 2016-2019 and Fashion campaigns for Decujba, Aquila, Ginger Lily, proves Tanya is not afraid to put herself out there as an artist. “I still have ‘pinch me’ moments I thought I would never achieve” she continues. “I can’t wait to soon have my own little studio and keep running workshops. I think that’s my next big plan. I also would love to build my YouTube Channel to help other Makeup Artists breakdown the industry and follow their dreams.

“WORKING WITH BRIDES KEEPS ME HUMBLE AND GROUNDED AND INSPIRES ME TO LOVE MY WORK EVEN MORE.”

Tanya prides herself in helping lift others up in the industry. “I’m all about makeup community and showing love and support to my fellow Artist. All those who know me know me to be this way. I’m proud to be a helpful voice or kind face in a sometimes-brutal industry.” But Tanya’s heart will always lie with Bridal Makeup. “What I think I love the most about weddings is being able to be part of someone’s ‘happy ever after.’ Once you see the bride with her makeup finished in her dress, it’s like pure magic. I always leave smiling!” Beauty Biz Year 13 Issue 1

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2019 AMIA WINNER

HIGH FASHION/EDITORIAL MAKE UP ARTIST OF THE YEAR

SHELLA MARTIN

2019 AMIA HIGH FASHION/ EDITORIAL MUA OF THE YEAR - Shella Martin (centre) Sponsored by Bellezza Australia

Shella Martin has mastered the art of balanced beauty by combining her considered approach to skincare with the versatility of makeup. A selfconfessed beauty and fashion addict, Martin has been working as an events and editorial makeup artist for over 18 years and is currently the Creative Director of Salon XVI in Melbourne. “My involvement in the industry after co-owning Salon XVI for the past 9 years with my session styling husband, has seen me backstage for both hair and makeup every season. My passion most certainly stays with makeup, but the experience has helped my understand of both sides of the puzzle. I always try and teach along the way, with both my clients and my assistants. I find myself offering my time to teach my artistry whenever I can.” says Shella Shella has a natural ability to read people, and not in the conventional way. Her extensive experience as a Makeup Director for the likes of Vogue Australia and Elle demonstrates her natural ability to read the beauty profile of each subject. Be that the defined cheekbones of a runway model to the finest freckles of a beauty client. She has collaborated with international brands such as Marie Claire, Shu Umeura Art of Hair, Redken 5th Avenue NYC, L’Oréal Professionnel and Bioderma. Sheea’s beauty work has featured in editorial publications both in Australia and overseas including Vogue Australia, Vogue Japan, Elle, ID Tokyo, Numero Tokyo, ID (Aunz), Vision China, Vogue Italia, No.ise and Cream Her celebrity roster is equally impressive ranging from the likes of Australian Vogue Editor Edwina McCann, Marie Claire Editor Nicky Briger, Collette Dinnigan, Julia Stone, Tash Oakley and Elyse Knowles just to name a few.


Shella was selected by renowned makeup director Pat McGrath to join her at Milan Fashion Week A/W17 as part of the official make up team for iconic Italian fashion houses Versace and Dolce & Gabbana. Assisting to McGarth, Martin tended to Kendall Jenner, Bella Hadid, British Royal Lady Kitty Spencer, Wednesday Campanella and Oliver Chesire. Celebrating the uniqueness of each individual she treats, Shella leans on superior techniques relating to shape, light, texture and colour to enhance and complement the creative direction of each project with her aesthetic informed by her passion for fashion and photography. While her appreciation for skincare and make up is driven by her ‘less is more’ skin philosophy, it’s no wonder why she’s well recognised for creating radiant glowing skin, even more so for a great brushed up brow and a precise lined eye. 2019 also marked a double win for Shella, celebrating not only her Australia Makeup Industry Award for Editorial Session, but also an Australia Hair Fashion Awards Makeup Artist of the Year for 2019. Shella’s extensive experience has enabled her to master a wide range of skills, understanding trends, face shapes and the best way to enhance beauty. She keeps her clients looking individual and unique without flooding skin or adding more layers than required. Social Media and the increase of the ‘self-taught MUA’ has been a both a friend and a foe to Shella in recent years “A challenge has been the growing rate of makeup Artists on social media who are trying to come into the editorial space, who might not have had the skill set to tackle full day jobs or diversity in faces. I have had clients now coming to me asking if I was open to chatting about the look with Editors, Designers or Producers as they seem to be having lots of bad experience with unskilled artist coming on set.” she says. After seeing more of this trend each season Shella has put her hand up and held more one on one sessions with those who have asked to learn more or understand things that can occur on set with editorial shoots or runway.

“MY PASSION MOST CERTAINLY STAYS WITH MAKEUP, BUT THE EXPERIENCE HAS HELPED MY UNDERSTAND OF BOTH SIDES OF THE PUZZLE.”

Shella keeps her finger on the pulse with current looks and draws on her knowledge of trends with every opportunity. “I love how every day I get to make people feel incredible and cannot imagine myself falling out of love with this art. This year I have had a few Masterclasses across Australia and will continue to hold more as they have been very successful for both budding artists on the circuit and the everyday customer still tackling their own style.” “I keep up to date through testing and experimenting with looks, trends and styles in my spare time. I’m inspired by art, fashion, music, runway, and the list goes on. I take it all in and sketch up new looks in my spare time.” Beauty Biz Year 13 Issue 1

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TANNING

THE ULTRA DARK SIDE

By Lea Taylor

Naked Tan has been providing the latest technologies to the tanning industry for over 15 years while remaining a vegan-friendly sunless tanning company designed to give women the best tanning results in the least amount of time. Naked Tan innovated the tanning industry in 2007, when founder and CEO, Lea Taylor launched the world’s first 2 hr wash and wear tan. Now, the latest innovation from Naked tan is the development of a solution that caters to the new consumer, media and influencer demand for ‘Ultra Dark Tans.’ “Innovation is our contribution to not only the Australian Beauty Industry, but the rest of the world,” says Lea. “We were first to introduce the 2hr tan, the 20 minute tan, the water resistant tan and now we have the ULTRA DARK to suit all your client’s needs!” We asked Lea to tell us more about Current Trends and how to reach your target market when it comes to offering a tanning Service…

PAST TRENDS

In previous years the depth and bases of our client’s tans have changed based on cultural trends. If you look back to the 80s, Baywatch pushed the look towards the golden glow; in the 90s it was natural, light tans, in keeping with the grunge scene; In the 2000s Geordie Shore made orange tans the craze. Now, in this new decade of ‘20 we are looking forward to a new trend of tans. Ultra dark tans, that look real, healthy and deep. In the last couple of years 54

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fitness and health have been paramount in pop culture. Understandably the ultra dark tans are becoming more and more popular to create that a toned and healthy look. Ultra dark tanning is the future of the tanning market.

TARGET MARKET

Most salon owners would concede that there is a strong demographic of young clients that are consistently asking for ‘the darkest’ tan they can get. If you don’t currently have a young clientele, marketing and adding an ultra dark option to your solution menu, can be a great way to get a foothold in one of tannings largest market. Moreover, choosing a brand that offers dark solutions, that don’t need to be double coated or slept in, will give you a great competitive advantage. Looking for fast drying solutions, vegan options, clean beauty products etc. will give your salon an amazing point of difference. All Naked Tan solutions can be washed off in as little as 2hrs, are quick drying and you can create dark results from the CHOCOLATE, EXOTIC and ULTRA DARK solution range. These three, vegan friendly, dark solutions cater to all skin types giving beautiful streak free tanning results.


FINDING THE RIGHT SOLUTION

As we know, it is not one size fits all when it comes to tanning products. Often clients will come in asking for your darkest colour, despite the fact that it will not suit their skin tone. It is important in these situations to colour consult and provide the correct dark shade for their skin. Naked Tan have three deep colour options – EXOTIC, CHOCOLATE and ULTRA DARK to choose from to accommodate all client skin types. Depending on choice these solutions will give an ash, golden, or a deep violet undertone to your tan. If your client wants a dark tan, but you are unsure what base to use on them, we recommend using the Fitzpatrick skin type chart. On this chart there are four different skin types, and each have a corresponding tone. Below are our recommendations for each skin type.

TAN! K R A D TRA NEW UL

• Very Pale - fair skin, freckles (Golden brown base) • Pale - light toned, may have some freckles (Golden brown base) • Olive - Can tan, cool based skin (Green, Ash brown or Violet based) • Light brown - Rarely burns, easily tans (Green, Ash brown or Violet based)

Golden brown is ideal on light skin tones, it adds a warm natural glow to skin that has zero yellow results glow. However, if your client wants an ULTRA dark tan, and they have and olive or light brown skin type, they can use a violet base, which will achieve the darkest possible colour. Naked Tans Ultra Dark, violet based solution is a perfect colour for tanning addicts or body builders.

ULTRA DARK TANNING IS TRENDING IN AUSTRALIA!

Evidence of the demand and need for Ultra Dark tanning products in Australia was experienced by Naked Tan, upon the release of their new violet-based solution and mousse. These two products sold out in under a week and hit first week sales records! If you are looking to expand your market and bring in a broader clientele, from body builders & festival goers to long time tanning addicts, then we would recommend considering an ultra dark solution. It’s time to join the dark side! For more information on Ultra Dark Tanning www.nakedtan.com.au

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Beauty SHOP BLACK LABEL BY DERMAENERGY

DermaEnergy Black Label is a step up from their traditional White Label range. The range features a higher concentration of active ingredients which are designed to dramatically reignite a more mature skin, increasing energy and vitality and reducing visible signs of ageing. Black Label is a Prescription-only system and not available to buy online. Instead the range must be prescribed by a professional Skin Therapist / Nurse / Doctor. www.dermaenergy.com.au

NANO-COLLAGEN EYE PATCHES BY ACTIVLAYR

ActivLayr Nano-Collagen Boost is the world’s first marine collagen nanofibre eye patch. Composed of 100% natural sustainably sourced ingredients, marine collagen nano-fibres are infused with bioactives designed to help firm and restore the delicate skin around the eye area.. Scientifically designed to deliver bioactives to depths of 2.5mm into the skin, ActivLayr is proven to penetrate the deeper dermal layers non-invasivally, to produce instant results. www.advancedcosmeceuticals.com.au

LIPGLOSS BALMS BY LOU LOU LIPS

The shiny new addition the Lou Lou Lips family. The Gloss Balm Collection consists of 3 intensely hydrating glittery glosses; Volcanic Rock, Dry Ice & Rose Quartz. 3-D light reflecting ingredients instantly make the lips look fuller. Enriched with Vitamin E, these stunning cruelty free glosses will give your lips that plumped hydration you’ve been looking for. www.louloulips.com

ITALIAN SPUN LACE BY HI LIFT

Italian Spun Lace 300 pre-cut strips. Super absorbent and can be used both sides. Made in Italy www.muimports.com.au


ECO DISPOSABLES BY PANDOO

Say hello to bamboo-based disposable beauty tools that can break down within the soil of your own backyard in just 3 months. Encouraging consumers, makeup-artists, salons, and skin therapists to replace their plastic tools with a more eco-friendly, sustainable solution, Pandoo provides an alternative to the oftenoverlooked plastics in our beauty routines. Founded by Nadia Eizadi, conscious beauty guru and owner of eco-salon Bat Your Lash, Pandoo has launched with three key products; Ear-Buds, Lip Applicators, and Mascara Wands all made from the superpowered plant, bamboo. www.pandoo.com.au

DALMATIAN COLLECTION BY SHHH SILK

Sweet dreams with soft black spots on crisp white. Update your bedroom with a pattern that is bold, playful and elegant, just like a Dalmatian. By sleeping on Shhh Silk’s signature, luxurious 100% pure 22 momme high grade 6A silk pillowcase you’ll wake up every day refreshed, with a crease-free face and frizz-free hair. Comes with a unique zip-closure so it won’t slide off your pillow in the night. www.shhhsilk.com.au

PELABLES PRIMO STRIPLESS WAX BY XANITALIA

Xanitalia Pelables Primo Stripless Wax (translation peelable) are hot waxes formulated to melt and cool quickly and spread easily to offer an effective and comfortable waxing experience, a hallmark of the superior Italian-made quality. Simply add your chosen formula to the well of your favourite wax heater and heat to a soft, creamy consistency. Ideal for application on all areas of the body or for corrections in specific areas. Available in 1kg packs for professional salon use. Available in a range of ingredients and scents to ensure a pleasant waxing experience for your clients. www.datelineimports.com.au

EYE LASH TINT BY BERRYWELL

Graphite is back in stock Australia. Available from leading wholesalers Australia wide. www.muimports.com.au


Beauty SHOP NEW BIOLUMIN-C EYE SERUM BY DERMALOGICA

Supercharged Vitamin C eye serum outsmarts visible premature skin aging caused by daily eye movements and environmental stress. Lightweight serum delivers a highly-bioavailable Vitamin C complex to the skin around the eyes to dramatically brighten and visibly firm. Polyphenol-rich Arjun Tree Extract and skin-nourishing Chia Seed oil rehydrate the skin, improving elasticity and diminishing the appearance of fine lines. Nutrientdense Tremella Mushroom and Micro-Algae blend locks in moisture, while Poria Mushroom helps boost skin’s natural luminosity. www.dermalogica.com.au

WAX PRO 200 BY HI LIFT

Now available in white along with a 200ml insert, perfect for small jobs and spaces. This professional grade wax heating system is suitable for all types of wax. With variable temperature control. Also comes with a 12 month warranty. www.muimports.com.au

MUTINY LIP BALM BY MEDIK8

Medik8 has launched its first ever lip balm - a squalane-based alternative to traditional petrolium based balms, that provides instant and longlasting hydration. Mutiny differs from the majority of lip treatments on the market as it does not rely on occlusives such as petrolatum which provide a good temporary fix for dry lips. Instead, this beautifully nourishing squalane-based formula absorbs into the lips to replenish lost lipids and provides a skin-like protection level that prevents any lost moisture and helps support natural healing of chapped lips. Mutiny leaves lips beautifully moisturised, soft and supple.

TWIN 1000CC WAX HEATER BY BEAUTYPRO

No more juggling multiple waxes, no more mess, no more bulky heaters. BeautyPRO Twin 1000cc Professional Wax Heater is space-saving, time-saving and ultra-efficient. BeautyPRO once again delivers the best in wax heater technology. Featuring two separate wax wells, each with separate temperature controls. The separate wells can be used with different waxes, strip and hot wax, enabling faster and more efficient service at the same time. Each insert features a spatula bar to rest the spatula easily and with less mess plus an indent in the base to wrap the cord and keep it out of the way. This compact, refined unit saves space but still fits bulk wax for multiple day-in, day-out waxing servicesBest yet we love the rapid heat-up and variable thermostat-controlled heat settings. www.datelineimports.com.au


THE PALETTE


BLOG spot BETRAYAL IN THE BEAUTY INDUSTRY By Elle Wilson

Happy New Year! Wow! We have entered a new decade and all the stars and planets are lining up.

Recently, I recorded an episode for my podcast titled, ‘Betrayal, in the Beauty Industry and How to Deal with It.’ I was flooded with thanks and shares from some of the industry’s most respected coaches and professionals. I was truly honored and grateful to share a new perspective on betrayal and help my fellow sisters step up instead of going down the rabbit hole. We learn early on that pain is to be avoided at all costs. In fact, it is a known fact that some of the world’s most successful entrepreneurs achieve their success running from a shameful, painful experience. The thought running through their mind is.. ‘that will never happen to me ever again.’ Phew! That‘s intense and it drives us in a way where we miss the subtleties in our lives; we overlook the little things that matter the most. Often we avoid ever repeating ‘that’ shameful moment and as a result, sadly find ourselves divorced, alienated from our children or just downright miserable and exhausted. For some, they may achieve success and drop dead while on their morning run. Harsh, but it does happen. You see, avoiding pain is unnecessary and on this planet, unavoidable. So, I decided to give up trying to avoid pain and become more intimate with life. Betrayal, unfairness and injustice go hand-in-hand with growth. You cannot grow a huge business or even a small one and avoid painful experiences. So, my podcast shared what I do and how you can deal with being betrayed professionally and even personally. I rise. Here is how you can do it too... The first thing you need to admit is that life isn’t meant to be fair... Why? Because it isn’t and 60

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that fairness is subjective anyway. You also have to admit that life isn’t always going to go “your” way and that doesn’t mean that it’s going in the wrong direction or that you’re paying some sort of karmic debt. Stop looking for signs of why ‘your’ life is hard and accept that life is as it is; sometimes it feels awesome and sometimes it feels not so great. It’s so important to make peace with life, make peace with pain and accept it as a part of your life, or you’ll never stop running from it. Now, I’m not saying you have to go looking for it or put your head in the lion’s mouth…. No, no, no! But let me explain it like this... When I made peace with pain, I was more discerning. I said no when I needed to say no and I gave a heartfelt yes when opportunities arose and I had faith; faith in life and how it unfolded. I stopped my inner critic within, the voices in my head relaxed and I was calmer and happier. You will love this! Check in for yourself and see if this is true for you. Often relationships with fear are always wrapped around trying to avoid pain. So, how can you deal with all the stuff that being in business and working with people, even as a beauty professional, throws at you? Should you get tough and harden? Or do you just realize it isn’t personal? The truth of the matter is that we never really know why people do bad things or behave in unsavoury ways. We are never upset for the reason that we think. This was a wise quote from a great text I just love and it is so true. You don’t need to protect yourself if that means shutting yourself down and falsely believing that you cannot survive the pain. Pain is energy

before it becomes a feeling ‘about something’ and energy is free to move and moves all the time. When we put a stop to energy, it banks up and it gets hard, it contracts and so do our thoughts around it. We make up stories to justify why we blocked the pain and sadly, we limit our ability to be our awesome selves. I remind myself daily, as an entrepreneur, a woman that wants to live a beautiful life, that the story I tell myself about pain is a lie. Pain will not kill me, I will not die from it. In fact, emotional pain is energy moving and when I allow it to move without trying to block it with justifications, I stop feeling angry, frustrated and unhappy. I have seen firsthand what pain does to others when it is blocked and obstructed. When my brother died in a tragic car accident, my parents blocked the pain and when it turned to deep grief, they blocked that too. It cost them dearly. It’s understandable…what an enormous pain to bear. However, pain is a doorway. When you allow yourself to let it flow freely without a story, it will hurt but it will move all the way through you and after you will still be standing. You do not have to give your life over to it. The result of shutting down, becoming more fearful and reinforcing this false idea that pain is to be avoided at all costs, isn’t worth a dime. As a beauty entrepreneur who works so intimately with people in all areas of your life, to live a good, nurtured and beautiful life you must make peace with pain. Let that be your 2020 salon resolution. There’s no faster way to open into new horizons. Elle Wilson Founder & Creator of TrueBrow™ www.browsecrets.com


ABIA

Australian Beauty Industry Awards 2020

! es t a d e h t e v a S OPEN FOR ENTRY NOW!!!

FINALISTS ANNOUNCED Monday 22nd June 2020

DEADLINE FOR ENTRIES Friday 18th May 2020

ABIA GALA AWARDS Sunday 23rd August 2020

www.australianbeautyindustr yawards.com.au


BLOG spot

HAPPY, SPARKLING 2020! By Julie Cross And so, a new year begins and perhaps you have heard a lot of these statements as we often do at the beginning of another year… “I hope this is going to be a better year than last year” or “This better be MY year” or the old classic… “Good riddance 2019!” even… “Good riddance to the last decade!” Now, sometimes these are said out of habit, people say it, we always said it and so we say it again. But we really should start to challenge some of these statements and the validity in repeating them and wether or not they serve us in any way. Let me explain… Just the fact that we are waking up in a new year, and a new decade is a reason to be grateful and happy for sure. Let’s just start by feeling good about that. Now, will it be ‘YOUR’ year and if it were, what exactly would that look like? Would it be a year of absolutely no dramas, no challenges personally and professionally… no bad or sad moments just everything going exactly ‘right’, no pain, no sadness just happy, happy, happy? Well, good luck with that! You see because this is the gift of a new year and it is a gift indeed and there will be no guarantees it will be challenge free, because then there would be no growth, so there will be no promises of no sadness because that is not real life. And if we do not know sadness then how do we know what happiness feels like? There may be some grief and some loss because nobody ever promised that life would not have some of that and we are doing ‘life’ you know. So, yes you will get the gift of a brand new year 62

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and it will be like many other years and you will have the opportunity to choose, yet again, choose how you live it. How you respond to the challenges and embrace the growth that comes with them. How you allow yourself to ‘feel’ your sadness and then give yourself permission to also roll around in ecstasy in your joy. It will be up to you in the end, up to you to decide wether it is in fact ‘YOUR’ year or not. You will decide with the way you move through all the situations and challenges that present themselves… yes, that will be over to you.

are taking our clients on a journey, and as we perform our beauty treatments on the outside we are connecting with then on the inside and we are inviting to come with us on a journey, of not just experiencing our treatments but also feeling the care we have for them. We are not just about making them ‘look’ better we are also about making them ‘feel’ great. We don’t just want to massage their faces, we want to make them smile, we want to massage their hearts and nurture their souls with service that inspires them to want to come back and bring their friends.

And let us remember that when we make a ‘New Year Resolution’, and I hope that you do, but let it be a daily resolution. Every day wake up and decide to honour that resolution today. Do your best today. That makes it all the more ‘doable’ and it also means that if you trip up (and humans do trip up sometimes), and if you do, it means that you can get back up tomorrow and start again with a brand new day. Too often if we make a ‘years’ resolution the minute we break it we feel like it is all lost and we need to wait until 2021 to start again!! Oh no you don’t! You simple start again with the brand new day. A daily resolution, one day at a time.

So when you look at your daily tasks and treatments through that lens, what would your face look like, what would be the tone of your voice, what words would you use, compliments would you give?

As look at what your ‘resolutions’ and ‘goals’ are for this year let us also have a fresh look at our personal and professional ‘Mission’ and ‘Values’ statements. Do you have one? Does your team know what it is? Do they have their own individual one? If not this is a great time of the year to define, write, affirm and share those within your team. The reason they are so important is that they give you the ‘bigger picture’ of what it is we ‘do’ everyday in our work. You see we are not just ‘doing’ services and ‘selling’ product. Instead we

Having a meaningful mission statement to wrap around your resolutions is powerful for sure. Every day I have a mission to inspire, entertain or empower… so with every interaction wether it is from the stage, from the social media platform, for what I write in forums such as this, or through the one on one conversation I have… I ask myself, ‘Will it entertain, inspire or empower?’ So that is my Mission, my bigger picture… it is never just an article or just a speech. And it is never just a treatment or just a facial. Think big, play big, own that stage and take this year and live it like you know how to use it. You deserve it and so do your clients! Sparkle on. Julie x


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BLOG spot #NOTJUSTRECYCLING By Paul Frasca

2020 marks Sustainable Salons’ 5th birthday, which is an incredibly exciting milestone and one we’ve certainly not arrived at on our own. For that reason, this birthday celebration needs a toast. So, we’re raising our glasses to this big, sustainable family - here’s to the passion of our salon members and the loyalty of their clients, the innovation from our recyclers, the driven hearts of our charity partners, the spirit of our workforce, and the shared vision of all towards true sustainability. When we began the program five years ago, many people told us it wouldn’t work. On reflection, we think they were only imagining a single outcome: keeping salon waste out of landfill. We know we’ve preached this a number of times, but sustainability itself is only achieved when People, Planet and Profit (or Progress, if you like) are equally involved in the mission. We didn’t call the business ‘Recycling for Salons’ for a reason; it’s not our only future. As a social enterprise, Sustainable Salons has always championed that the salon industry’s capacity to make a real difference is so much greater.

So if we’re #NotJustRecycling, then what are we?

WE ARE ABOVE-GROUND MINERS

Rest assured, recycling is still a crucial part of the mix. But we’re driven towards a circular economy that conserves our planet’s natural resources and keeps what we’ve already dug up in circulation for as long as possible. Ideally, forever! Unless an item can be ‘digested’ by nature for nature’s benefit, then it shouldn’t go in the ground. So we take resources from the surface and find them a new life as something else we need/want/love!

WE ARE PROBLEM-SOLVERS

Solution-driven projects are our bread and butter. We work hard to find recycling or repurposing opportunities for everything we collect from our salon members, which often sparks solutions that are completely unique. We also pour our problem solving energy into business building and social benefit. Changing habits around product choice and community support is a tall task, but we’re committed to partnering with people and organisations that help us build attractive propositions that inform and inspire. Take our partnership with the World’s Greatest Shave - the valuable hair and ponytails no longer end up in landfill, fundraisers can access hundreds of willing salons for help with their shave and salons are building future business opportunities as a result, a whole new industry is motivated to contribute to the cause, and we now have a platform to talk to millions of consumers about true sustainability.

WE ARE LIFE-CHANGERS

One of Sustainable Salons’ greatest achievements is its workforce opportunities. Keeping the program’s wheels turning takes a wide variety of tasks and thanks to this, we’re hugely proud that we can employ unbiasedly. Our team includes entry-level and matureaged workers (and everything in between), people with a disability, refugees, parents

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who need part-time, university-educated and tradespeople. As we grow, we’ll continue to set an example of how successful businesses can provide for all areas of the community. Beyond this, we change lives just by thinking outside the box and sharing what we have. Funds from the sale of recycling materials are donated to OzHarvest and KiwiHarvest to feed the hungry, we mobilise skilled volunteers to provide free grooming services for those less fortunate, and we equip our network with shared knowledge to help them run productive businesses using the sustainability model. Sustainability is a ‘living thing’; the needs under People, Planet and Progress are constantly evolving. So we have to be adaptable, cohesive and brave, three things we think our growing movement aces every day. And after five unpredictably awesome years, the impact is now tangible. Cheers to the next five and beyond! Keen to join the movement? Register your salon details at www.sustainablesalons.org!


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SOCIAL SPOTLIGHT

MAKING YOUR SALON’S INSTAGRAM POP! By Clare Lamberth

1. HAVE A THEME

Your Instagram account can be many client’s first impression of your business. No longer do clients visit your website FIRST to find out more information about you. Clients now take to socials to take a “sneak peek” inside your salon long before they visit your salon. So, just like a well thought out website would be “on brand” and ensure the aesthetic you pride yourself on in your clients is represented online, the same should go fro your instagram account too. Ideas to help you create a theme can include picking a key brand colour, or two, which you use regularly in posts through out your feed. Ensure your lighting is consistent in the photos your take so they look uniform as clients scroll your feed. Create your inspirational quotes on Canva using the same fonts your would see on your website or in your menu of services. Mix up the subject matter of each post over 9 to 12 squares to ensure your feed has space and breathing room for clients to clearly see what your do and stand for. Posting similar content too close to each other can make a feed look cluttered and overwhelming to new visitors. A feed that reflects not only your business voice and personality but your branding too helps potential new clients to feel like they have already experienced your business before they even step foot inside the door.

2. SHARE MORE “REAL CONTENT”

2020 is all about being real and human online. The days of “instagram fake-ness” are going as we saw the “Likes Count” feature turned off on both Facebook and Instagram in 2019. Clients want to see inside your business online but it can be overwhelming knowing where to start. Looking for the golden nuggets of content in your everyday salon life is the easiest place to start. Start thinking like a Content Creator. My advice is pick 5 things to share about your day. Everyday via your Instagram Story. These quick 15 second bites of your day reach more clients than posts do and are the perfect way to share the behind the scene moments of your day. Its could be as easy as a video or photo of your team opening up the salon and setting up for the day or sharing a new stock order as you unpack it. You could share a treatment preview during a staff training session or a “before and after” of great result you achieved with a clients. The sky’s the limit. Make a list of ideas. Change it up every day and get your team involved to help share the creative juices.

3. MIX IT UP

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clients. Both Instagram & Facebook have made it very clear through the addition of the Creators account feature in 2019, that content creation is where it’s at in 2020. The Instagram Algorithm loves to see you using ALL of the content creation features of the platform. This includes Stories, IGTV, Lives, Video and Static Posts.

this includes more potential new clients.

Instagram Stories are the must-use feature in 2020, with IGTV & Live broadcasts coming in a close second and third. Mixing up types of content your produce for your audience on socials each week provides an entertainment factor that more and more users are craving. It allows you as a business to deliver your message in new ways and keeps your followers coming back for more to see what new and interesting things your have to share in the future. Try aiming for using at least 1 of each of these mediums every week on your Instagram. Plan out your content ahead of time and ensure that you consider your branding as well.

Film your team with their favourite product sharing why they love it and post one video every week. Look for a local amateur photographer to take photos of your treatments or a flatlay of products you are focusing on in salon. Create your own inspiration quotes on Canva or share before and after images or clients results.

4. MAKE IT YOUR OWN

Flying by the seat of your pants only using regrammed content from other accounts is now a thing of the past. Instagram LOVES creators and original content. User Generated Content (UGC) makes the Instagram Algorithm sing. When you share your own original content post engagement goes up, your account reaches more people, and

In 2020 it’s important that you embrace progress and start creating your own high-quality content yourself. And best yet it doesn’t have to be overwhelming and can even be cost effective too.

The key is to making your salon’s Instagram account POP in 2020 if to not over complicate it. Pick one step at a time to try out and master, before moving onto the next. Plan ahead. Get your team involved and stay consistent. Need help with your Salon’s Instagram? Clare has helped dozens of salons around Australia grow their Salon Instagram accounts & attract new clients, with integrity and style, through her business Social Style. Follow Clare & Social Stlye on Instagram @ sociastyleau for more tips and tricks on how to get better at marketing your salon to new clients on Instagram.


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BUSINESS

SPARKING SALON JOY

By Angela Sanchez

Without clarity it’s hard to move in the right direction and it’s so important to create space in your business and personal life to be in flow so that you can move your business needle forward. Here are my top 5 tips in Getting Organised To Set Your Year Up for Success

STEP 1: MARIE KONDO YOUR OFFICE SPACE.

Get rid of anything and everything you do not need. Create a system around your desk that has a place for wholesale info, receipts and learning material that is easy to access, but is not looking cluttered. Its great to have your vision board close by to keep you inspired, a candle with your fav scent and I personally love to have a huge white board on a spare wall that is my mind dump area….. we have so many ideas that come to us as creatives every day, and it’s important to have a space to let your thoughts out and then take inspired action on them in your clean and clear space when you are working on your business strategies.

STEP 2: IF IN DOUBT PLAN IT OUT

Plan out your vision for the year and break it down into a 1 page plan – This is your roadmap for the year. Planning out as much as you can – what your priorities are, what promotions you are going to run, what holidays you are going to take, what holidays your staff are going to take, what seminars you are going to attend, it will help you become so much more productive and organized with your time.

STEP 3: CREATE SPACE.

Get clear on all the recurring tasks that you need to do on an annual, quarterly, monthly and weekly basis and schedule them into your calendar that you refer to for your day to day life. For most of us this is our phones and we can link our work and personal calendar schedules together – whether it takes 10 minutes every morning to journal or write your to-do list. Or 1 hour every day to work on your social media posting and engaging with your customers – pop it in the calendar and that way you know when you get distracted and off task with your phone you will remember actually I have space to work on this later so you can stay focused and productive.

STEP 4: ORGANISE A CONTENT PLANNING DAY

Start by asking your audience what type of content they would like to see. Do some research into what is trending in your industry right now, just because you don’t offer Brow Lamination yet, doesn’t mean you can’t educate your clients with what it is. What are your clients Pain Points and how will 68

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you offer solution based content for them to lead into booking an appointment with you? Before and After’s are great transformations that clients love to see. Over your work days you will collect lots of these before and after’s, so spend some time in your content planning days organising these images into folders that are easy to access from your phone or use a social media planning app that stores about 100 images and you can start to create an eye catching social media account. Its great to have a variety of images through your feed like an inspiring skin quote, a product flat lay, quality salon images, highlighting your team members and popping in your promotions throughout. There is so much that goes into content planning - Now that you know what your audience is looking for its time to Plan out the Days in which you will be using the platforms to shout to the roof tops the particular topic you are discussing – because there is no point in spending time creating a WOW factor promotion and popping one facebook or Instagram post about it. We have many tools within our reach that can overall boost your engagement and all these touch points should be apart of your Marketing Strategy. Choose at least 5 of the below before you dismiss a promotion from being successful. - INSTAGRAM POST, INSTAGRAM STORY, INSTAGRAM LIVE, IGTV. - FACEBOOK POST, FACEBOOK STORY, FACEBOOK LIVE, FACEBOOK GROUP, OTHER FACEBOOK GROUPS

, FACEBOOK ADS, BOOSTED POSTS. FACEBOOK MESSENGER. MESSENGER BOTS. - EMAIL MARKETING, TEXT MESSAGES, BLOGS , COLLABORATING WITH A LOCAL BUSINESS , IN SALON EVENT.

STEP 5: AUTOMATE AND DELEGATE

Strive to do this as much as you can within your business and if need be personal life to. This can sometimes get a bit technical and you might need some external help when it comes to back end email funnels and email segmenting, or messenger bot set up. We have heard it all before, Outsource your weaknesses. Figure out what they are and if it doesn’t light you up then find someone who does it for a living. This might be a house cleaner you get in weekly, ordering your shopping online to save you the trip and impulse unneeded purchases or maybe this year you will finally look into a salon software that helps you streamline your businesses from accounts to marketing and a booking system that all talks to each other. Once you automate and delegate make sure you get laser focused on the business tasks that do light you up. Angela Sanchez is the founder of Beauty Business Co, a go-to hub for #BeautyBosses. Visit www.beautybusinessco.com for more info on getting organised in your business in 2020.


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BUSINESS

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SO MY BRAND ISN’T MY LOGO? WHAT IS A BRAND EXACTLY? By Sarah Garner

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So often we hear ‘brand’ and for each of us it brings up a different meaning (like all words really). Let me be very clear, your brand includes but is not solely; your logo, your colours, your slogan, your mission statement or your business card. A brand is the emotional experience your customers have with every single touchpoint of your business. Every customer that comes into contact with you, your business, your team, your products or services is experiencing your brand.

Once your customer profile has been clearly identified, you can then confidently address those struggles with your amazing products and services (by the way, your social content becomes damn clear and easier to create regular, quality content by knowing this too).

#truthbomb: If your customer experience doesn’t match the way your business describes itself to the world then your brand is in hot water - no matter how ‘pretty’ your logo is.

2. EXPERIENCE

The starting point to any great brand is to work on the relationship with your customers by putting them first. Imagine walking past your favourite retail store and window shopping. The displays are beautiful, the new season’s range is out and it’s just such an amazing label that you fully support. The problem we see is when business owners don’t see their brand through their own windows on the outside where the customer stands. Sure, you might be thinking, well what possible control do I have over my brand’s reputation if it ultimately relies on the customer’s opinion of their experience? You gain control back over your brand the moment you choose to put yourself in your customer’s shoes and truly look into your own business’ window. Changing your mindset in order to win and keep these customers has to do with the understanding that your brand isn’t driven on what’s solely in your customer’s heads, it’s also driven on what’s in their hearts too. Once you decide to work on the relationship with your customers and put them first, you can then begin creating the tools that support your brand’s impact, from colours to fonts to websites and so on.

1. YOUR AUDIENCE

We are in business because there’s a problem that we can solve for our audience. Our customers have needs and problems to solve and you’re here to solve them, but the trouble is, do you know who they are in order to solve them? Your brand needs to identify your target audience based on your niche! If you specialise in an antiageing skincare range, safe to say your target demographic aren’t 18-25 years old (let’s hope not, eek!).

How your customers feel and are treated when they come into contact with your brand is extremely important. What your brand puts out there on social media, print media and your website must reflect how your customer experiences your business at all touch points. If there is a mis-match with what you ‘perceive’ your business as versus what it truly is, your customers are likely to come away disappointed and tell every living soul about it. For example, if you post to your business’ Instagram and pinch pictures off Pinterest portraying a highend, beautiful, luxurious looking spa then a new client walks in with high expectations - they see your spa hasn’t had a fresh coat of paint in 10 years. Not only have you lost a sale and probably a loyal client, but also brand trust, authenticity and credibility (which means you won’t be in business for long). Make sure what you are portraying your brand to be in the media world, matches in real life too.

3. PERSONALITY

Your business isn’t actually about you (shocking! I know), it’s about your audience. The key thing to remember when building relationships is that you’re building them with another person. We interact with humans because we want to feel that human connection, your brand is no different. Your brand’s personality is a set of human characteristics and values that are associated with your business’ name. Why would we do this? To evoke an emotional connection within our customer’s minds and create brand loyalty Think about your ideal customer and their personality - what is it like? What types of personalities are they drawn to? Adopt these characteristics for your own business, people will relate to your brand far better through connection and authenticity. Show the world the humans behind your brand, the personality, meaningful conversations, celebrate the wins, listen and

respond to every single enquiry, DM, comment, tag - everything.

4. STORY

Bring everything together and share it with your audience, that is; your values, personality, history etc. It’s not just your personal story of how you started your business, but also the one of where your brand is headed and how it has a positive impact on your customer’s lives now and well into the future. A brand story thinks beyond tangible products and services, think about how you can continue to build your story so that people want to care and in turn this creates raving fans and brand advocates. This is a game-changer in making your brand stand out in any market (not just the crowded ones). Having a strong brand story helps to convey purpose, activate emotion and drives continued customer loyalty.

5. IMAGE

Branding is not a brand, it is the visual elements that represent the four points above. The image that comes to mind when someone thinks about your brand and the emotions associated with those visuals are based on the interactions and experiences someone has with your brand. Why is this important? It influences past, present and future customers and instantly recognisable brands not only have great, professionally designed imagery, but the recognisable imagery becomes recognisable from the customer’s overall emotional experience. It takes tender love and care, time and consistency to build a strong brand and whilst that seems like a daunting task, it is so worth it. It’s never too late to start, even if you’ve been in business for over decade, there is no better time than today. Sarah Garner is the Founder and Creative Director at Digital Bloom, an industry-specific branding boutique dedicated to making your hair, beauty or wellness brand turn heads for all the right reasons. Contact Sarah at hello@digitalbloom.com.au or on 0425 795 636. Beauty Biz Year 13 Issue 1

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BUSINESS

MAKE YOUR SALON ROCK!

By Rene and Justin Herald

Justin and Rene Herald have reached success in various aspects of Business. Justin is known globally for taking his last $50 and turning it into a global brand (Attitude Inc), MD of Customer Culture and speaks at over 100 Conferences globally each year. Rene is a powerhouse in the beauty industry winning best salon in Australia and NSW numerous times as well as many other awards with Temple Skincare & Spa.

Together they now have a mentoring business, Business Beyond Beauty, that specialises in growing salons and spas to reach the level of success they deserve.

“YOUR STAFF NEED TO BE YOUR COMPETITIVE EDGE IN YOUR BUSINESS. THEY NEED TO BE THE REASON YOUR CUSTOMERS KEEP COMING BACK.” 72

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Here are their tips to make 2020 the year you get your Beauty Business to the next level.

JUSTIN

In 2020 you need to make it “The Year of the Customer”. If we think about it, your customers have one thing more than ever before, that is CHOICE! Gone are the days that our customers will only stay loyal because they couldn’t be bothered finding a better option. Your clients / customers are wanting not only value for the money that they are spending, but also experience for that spend as well. That is why more than ever before, ensuring we all regularly train our staff is vital. A recently released statistic from the Bureau of Stats in Australia showed that

in the last three years only 27% of staff in Australia had ANY formal training. Just let that sink in for a minute. That means there are a lot of businesses just letting their staff do whatever with their clients. This will have a massive effect on any businesses culture, and in turn, the customers of companies with staff who aren’t training their staff well will feel it at some stage, giving them a reason to find a better option. Your staff need to be your competitive edge in your business. They need to be the reason your customers keep coming back. That is why ensuring that you continuously focus on providing the customers’ experience is monitored is super important. We call it “going after your customer’s customer”. If we all give the customers in front of us such a great experience with their treatments, and with every other aspect of our business, they then HAVE to go and tell other people about what


happened. This is the easiest way to grow a business as your clients become your raving fans. Another area that needs deliberate training in is the area of sales. This is something we get asked to train staff, especially in the beauty industry, all the time. Yes, I know that staff love giving amazing treatments to their clients, but on selling products to those clients is also part of the process. Some staff are natural sellers, and some just aren’t, and that’s ok. As a salon owner, your bottom line is what you look at every day (hopefully), so to ensure that goes in the right direction, you need to make sure your staff are creating income for you outside of just treatments. This is why regular training in this area is also so necessary.

RENE

Take a minute to stop and reflect on the year just gone. What was successful and fruitful? What didn’t quite hit the mark and wasted your hard-earned cash? It is essential to take a breath, and reflect on the wins and losses, so you can use these to guide your year ahead. Write down your three most significant achievements for 2019. Now work out how you can do them better, more efficiently and more profitable in 2020. Don’t forget to celebrate your wins and be grateful for the amazing things you achieved! Now, take the time to start your year with a clear vision. Where do you want to be by the end of 2020? Let yourself dream and have absolute clarity on what your future success looks like. This is a vital process to do within your business as it’s easy to feel lost, overwhelmed, lonely and like you are treading water in business. This process alone will take the overwhelm we experience as salon owners and turn it into absolute clarity and focus. The clearer the picture of where you are heading, the fewer the choices you will have to make, and the easier the decisions in business become. Pour yourself a glass of wine and let yourself dream and visualise on the success you will have. We do this with all our clients at Business Beyond Beauty and you can see their eyes sparkle when they realise what they really want out of their business, then it is easier for us to help them achieve this. One of the most successful things I do in my business, and also for our Business Beyond

Beauty clients, is to plan the year out. Now that you have a clear vision of what a successful 2020 looks like, all you have to do is plan how to achieve this in bite-size chunks. For example, if our vision is all about taking more time off and achieving the mythical ‘work/ life balance’, then in your yearly calendar you should firstly include your family holiday’s, RDOs, long weekends away and personal’ me time’. There will always be enough time to work; trust me. We did a great webinar about how to do this if you are struggling, we can send you the recordings. On the other hand, if your vision is more about increasing turnover and profit, then this needs to be the first things you schedule. Plan how you will do this. What things can you schedule that brings you the most significant influx of income? It goes without saying, Mother’s Day and Christmas are our two biggest income earner events, however, look at the gaps in the calendar and where can you plant some more major income-earning events. You may have hosted a VIP event in the past where you brought in $10,000 from selling packages. So, schedule another couple like this, but tweek them to be new and exciting. Perhaps if you invested in a new form of technology or treatment, you can generate big bucks from a well-planned launch event.

“WHERE DO YOU WANT TO BE BY THE END OF 2020? LET YOURSELF DREAM AND HAVE ABSOLUTE CLARITY ON WHAT YOUR FUTURE SUCCESS LOOKS LIKE.”

The point is, having a clearly defined vision is amazing, but worthless unless you deliberately plan how to achieve this. Our yearly calendar includes all your holidays, Birthdays, income-earning events, marketing events, Working ON your business with our biggest income generating tasks, Team Meetings, Team Training, Quarterly Reviews, and don’t forget Personal development. Starting the year by planning to succeed and being consistent with your efforts and focus is our biggest advice for 2020. Having an accountability buddy, or a business mentor to keep you on track is vital to success, as it is easy for us to be distracted by life and go around in circles being ‘busy’. Wishing you health love and success in 2020.

Justin & Rene Learn more about Business Beyond Beauty at www.businessbeyondbeauty.com

Beauty Biz Year 13 Issue 1

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SALON SALES

Benchmark Salon Sales are the only salon dedicated business brokers in Australia with outstanding brokers in each state delivering over 500+ sales for clients around the country. Throughout 2020 Hair Biz will be featuring articles from a number of the specialised business brokers to get you salon sale ready!

WHAT IS MY SALON WORTH? By John Kasapi – Benchmark

THIS MONTH, AWARD WINNER JOHN KASAPI LOOKS AT HOW TO VALUE YOUR SALON Let’s look at what makes up the value of a salon and how to establish a realistic price for your business. In my experience 90% of all salon owners think that their business is worth more than what it really is and the reason is that most salon owners have put in blood, sweat and tears to get their business to a point where they think it will sell at the price they want. The reality is a little different. As a salon owner about to sell, you are totally focused on how much you want for your hard work; of course, why wouldn’t you be, your aim is to get the best price for your salon. 74

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However, owners are often blinded by the fact that their business is viewed by potential buyers as a very risky enterprise, and the irony is that while the seller is focused on the highest price the buyer is also focused on getting the cheapest price they possibly can.

• A totally managed salon (owner does nothing on a day to day basis) is worth much more and these salons are often highly sort after.

So, let’s talk about how we make this transaction work so that all parties are happy with the result.

• An outstanding long lease, low rent for the position or high traffic flow is also a premium.

The first thing we need to look at is value.

• Detailed Policy & Procedures with regards to every aspect of the business, implemented on a daily basis and user friendly also add value.

1. The value of your salon directly relates to your financial figures. In the industry a good rule of thumb to value a salon can be derived by multiplying your Net Profit by 1 to 1.5 for an owner operator salon and up to 2 for a managed business and even higher if the salon has a bit of X factor. E.g. - salon with six staff and a net profit of $100,000 per year including the owners wage x multiple of 1.5 = Sale Price of $150,000 Things that increase the value of your business • A salon that has a good turnover e.g. $15,000 to $20,000 per week is often worth more as

this provides a guaranteed cash flow with a large stable team.

If you combine some of these factors above, you may be able to achieve a net profit multiple of 2.5 times net profit. We have seen many salons sell for these figures because they are such a good investment for a buyer. Call Benchmark today – 1300 366 521 or check out their website at salonsales.net.au


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Beauty Biz year 13 issue 1  

Beauty Biz provides comprehensive information to the Beauty Industry on a regular basis. It is written for today’s salon and spa owners and...

Beauty Biz year 13 issue 1  

Beauty Biz provides comprehensive information to the Beauty Industry on a regular basis. It is written for today’s salon and spa owners and...