Beauty Fashion Dec 2012

Inspired by timeless

Hollywood glamour and fronted by

a modern icon – Blake Lively –

Gucci Première is an invitation to embrace

one’s own red carpet moment.

BEAUTY FASHION®

www.beautyfashion.com

DECEMBER 2012

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AT-COUNTER

20 A Walk On The Line Side . . . With AHAVA Branching With Elana Drell Szyfer And Michele Forrest

In Metro New York

27 CounterCulture Christine Duellman

THEBEAUTYBIZ

8 Beauty Flash

16 Industry Ear

22 Musmanno Debuts At The Fragrance Foundation

25 EC Scott Group Fall And Holiday Training Conference

31 State Of The US Fragrance Market

36 Bulgaria’sBeautifulBounty

40 Beauty Bazaar Lands In Liverpool!

FOREIGNCORRESPONDENTS

42 Impressions From Germany -Heide Kuhn-Winkler

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

On the cover:

Gucci Première is a sophisticated wood and musk sensation, and the design is a testimony to the glitz of the movie opening, the glamour of the Oscar, and the fragrant culmination of all forms of success. Gucci Première celebrates the star in every woman.

BEAUTY FASHION®

DECEMBER 2012 • VOLUME 96 • NUMBER 12

Inspired by timeless

Hollywood glamour and fronted by

a modern icon – Blake Lively –

Gucci Première is an invitation to embrace

one’s own red carpet moment.

BEAUTY FASHION®

www.beautyfashion.com

DECEMBER 2012

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REGIONALCORRESPONDENTS

43 Spotlight On Dallas Beauty -Normita Joven

44 Capital Chic -Bernadette Lacy

THEPARTYSCENE

19 On The Avenue

33 Girl’sNightOut

38 CEWAchievers’AspirationsAreInspirations

THELATESTLAUNCHES

23 P&G’sProblemSolvers

24 CHANEL’sNewsAt-Counter

27 GuessingGame

29 Eyes Only

30 Fashion Meets Fragrance

32 NightWork

34 CoverGirl’sNewYearMakeupStatement

35 The Fragrance Bar

37 Dior’sBeautyCareFromTheNeckUp

EVERYMONTH

6 Editorial

14 Calendar

46 ComingUp

BEAUTY FASHION®

DECEMBER 2012 • VOLUME 96 • NUMBER 12

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

PUBLISHER CONFIDENTIALITY POLICYThe subscription lists of this publication are maintained on a confidential basis. Beauty Fashion has never marketed, sold or otherwise distributed, its subscription lists for any commercial or other purpose.

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DECEMBER 2012 / / BEAUTY FASHION6

George LedesPresident and CEO

EDiTORiAL

BEAUTY BIZ UPTICK PROMISING FOR 4TH QUARTER

The recent Fragrance Foundation’s State of the Industry event—the first held during the administration of newly-elected President Elizabeth Musmanno—was about the most positive we have heard in years. The rebound in the housing sector and the relief to see the end of what seemed to be the world’s longest presidential campaign may send positive signals to the beauty industry.

Even factoring in the downward pressure of Hurricane Sandy, the prognosticators make us feel better than we have in recent memory. I, for one, always focus on con-sumer confidence, and the most recent retail numbers—save JCPenney—were good enough to keep a hopeful frame of mind about the holiday season posting better- than-expected numbers.

Of course, some things never change, and no doubt we will be at the mercy of last-minute shoppers going down to the wire. The buzz I am hearing of late is “mixed signals,” but all told, with launches at a fever pitch and in-store activity keeping pace, I am hopeful this holiday season will be the best we have seen in recent years.

My bets are on Gaga, Taylor, Justin . . . to push us over the top, while hoping the slew of the neoclassics will continue the momentum. However, we in the cosmetic industry are holding our collective breath during the ongoing “fiscal cliff” drama. Keep both hands and feet crossed.

Happy Holidays.

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The “Magic of Christmas” windows at Macy’s/Herald Square were unveiled with a salute to Yes, Virginia,

the Musical. Taylor Richardson, star of “Annie,” made an appearance as the eight-year-old Virginia. The Essential Voices USA, under the direction of Judith Clurman, pro-vided an added dose of holiday cheer.

The grand finale was ignited by Elf star Wayne Knight, who was accompanied by Aaron Juarez, a very special Make-A-Wish Kid from Arizona who served as a special decorating assistant for this year’s windows.

“Through the years, Macy’s has tested the boundaries of the imagination, interpreting the magic of the holiday season in many forms—from a journey in outer space, to a Steampunk fantasy, to the thrill of a roller-coaster ride,” explained Paul Olszewski, Director of Windows and Visual Marketing at Macy’s Inc. “This year, we wanted to

celebrate our own city and what a magical place it is dur-ing the holidays. Though the windows are traditional in style, I still was able to incorporate my own unique twists and technological elements. Best of all, we are once again celebrating the Make-a-Wish Foundation and all the wonderful work they do making wishes come true for children all year long.”


HOLIDAY WINDOWS LIGHT UP AT NEW YORK CITY’S RETAILERS

Macy’s

Macy’s “The Magic of Christmas” expresses the spirit of the holiday season.

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(Continued on page 45)



Lord & Taylor

The retailer’s 75th annual holiday windows were unveiled by Lord & Taylor at its flagship Manhattan store. Megan Hilty, star of NBC’s Smash, performed two traditional holiday songs, followed by an in-store appearance where she met with customers and signed copies of “The Music of Smash” CD. The Young People’s Chorus of New York City performed traditional holiday songs.

This year’s Lord & Taylor holiday windows share the story of Santa Claus on his day off, traveling around the world to discover global holiday traditions. The windows are inspired by pictur-esque locations during the holidays and the customs celebrated among friends and family worldwide.

“The annual holiday windows are our gift to New York City, and I’m excited to share this special experience with our cus-tomers,” declared Bonnie Brooks, President of Hudson’s Bay Company. “This year’s windows celebrate special holiday tradi-tions from around the world.”

Lord & Taylor features Santa on his global holiday.

Megan Hilty with Hudson Bay Company’s Liz Rodbell


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CONTRIBUTING editors&columnistsCONTRIBUTING EDITORS

ItalySimona [email protected]: +39-06-59887673

FranceSarah [email protected] Fax: 011-331-45885386

AustraliaAndrea [email protected]

GermanyHeide [email protected] Fax: 011-49-621-400-6065

Marc [email protected]

UKLorraine [email protected] Brazil

Fernanda [email protected]

SpainJulia [email protected]

REGIONAL COLUMNISTS

San Francisco, CARaphaella Barkleytel.: (775) 849-7724 [email protected]

Seattle, WAMary Elizabeth Cronintel.: (206) [email protected]

Colorado Hilary Martintel.: (303) 499-6244fax: (303) [email protected]

Houston, TXMary Sittel./fax: (713) [email protected]

Boston, MABrittany Jasnofftel.: (617) [email protected]

Chicago, ILLisa D. Lenoirtel.: (773) 643-0238 [email protected]

Atlanta, GAToni M. Lublintel.: (404) [email protected]

Raleigh, NCBridgette A. Lacytel.: (919) [email protected]

Washington, DCBernadette Lacytel.: (571) [email protected]

Los Angeles to La Jolla, CALynn D. Ludlamtel.: (760) [email protected]

South FloridaKay [email protected]

Dallas/Fort Worth, TXNormita Joventel.: (214) [email protected]

Richmond, VAEmily [email protected]

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DECEMBER 1CIBSHoliday Dinner/Dance7:00 PM (R) (TA)www.cibsonline.com

DECEMBER 7Cosmetic Executive WomenBeauty of Giving LuncheonWaldorf-Astoria • NYC 11:00 AM (TA)(646) 929-8026www.cew.org

DECEMBER 12CIBSMonthly LuncheonThe Manhattan Club • NYC 12:00 PM (M)www.cibsonline.com

JANUARY 28 - 29Elements ShowcaseSkylight West • NYC (T)www.elements-showcase.com

FEBRUARY 5Cosmetic Executive WomenHot Off the Press: Trend SpottingHarmonie Club • NYC Members Only (646) 929-8026www.cew.org

FEBRUARY 6 - 7PCD (Packaging of Perfumes, Cosmetics & Design) 2013Espace Champerret • Paris France (T)www.pcd-congress.com

FEBRUARY 24 - 27Beauty & Wellness ExchangeRitz-Carlton • Half Moon Bay CA (T)(203) 202-2576www.exchangeevents.com/beauty

FEBRUARY 25 - 27Personal Care Products CouncilAnnual MeetingThe Breakers • Palm Beach FL (M)(202) 331-1770www.personalcarecouncil.org

MARCH 2 - 3The Makeup Show LACalifornia Market Center • Los Angeles CA (T) (TA)www.themakeupshow.com

MARCH 6Cosmetic Executive WomenBeauty Insiders’ Choice Awards Product DemoMetropolitan Pavilion • NYC 6:00 PM Members Only (646) 929-8026www.cew.org

MARCH 8 - 11Cosmoprof BolognaBologna Italy (T)www.cosmoprof.com

MARCH 15 - 17Beauty InternationalDusseldorf Germany (T)(312) 781-5185www.mdna.com

APRIL 23 - 24Luxe Pack ShanghaiShanghai International Convention Center Shanghai China (T)www.luxepack.com

MAY 5 - 6The Makeup Show NYCMetropolitan Pavilion • NYC (T) (TA)www.themakeupshow.com

MAY 12 - 16TFWA Asia PacificSuntec International Exhibition & Convention Centre • Singapore (T)

MAY 15 - 16Luxe Pack New YorkMetropolitan Pavilion • NYC (T)(212) 274-8508www.luxepack.com

MAY 15Cosmetics & Fragrance Marketing and ManagementCapstone Presentations & Graduation Reception (Class of 2013)FIT • NYC 5:00 PM Open to the Public (TA)(212) [email protected]

JUNE 9 - 10The Makeup Show ChicagoVenue One • Chicago IL (T) (TA)www.themakeupshow.com

JUNE 18 - 20HBAGlobal Expo & ConferenceJavits Center • NYC (T)(609) 759-7603www.hbaexpo.com

JULY 14 - 16Cosmoprof North AmericaMandalay Bay Convention Center Las Vegas NV (T)www.cosmoprofnorthamerica.com

BEAUTY FASHION EVENTS CALENDAR

2013

SUBJECT (A) Awards(B) Benefit(E) Retail Event(I) Product Intro

(M) Meeting(P) Press Trip(R) Reception(S) Seminar(T) Trade Show

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


PRESIDENT AND CEO GEORGE [email protected]

EDITOR ADELAIDE P. [email protected]

CONTRIBUTING EDITOR DIANE ROOTCONTRIBUTING EDITOR GEOFF WEISS

[email protected]

ADVERTISING DIRECTOR DEBRA [email protected]

DIRECTORY EDITOR HOWARD [email protected]

PUBLISHER AND EDITOR EMERITUS JOHN G. LEDESART DIRECTOR JAMES MCLERNON

[email protected]

PHOTOGRAPHER ERIC MICHELSON

BEAUTY FASHION®

www.beautyfashion.comwww.cosmeticworld.com

EXECUTIVE OFFICE16 E. 40th Street Suite 700 New York, NY 10016Telephone: 212-840-8800 Fax: 212-840-7246

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SEPHORA CELEBRATES THE WINNERS OF THE 2012 CEW ACHIEVER AWARD

CONGRATULATIONS

SEPHORA.COM

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INDUSTRY EARMarc Rey has been appointed President, Coty Prestige U.S. and Regional Vice President, Coty Prestige, North America effective January 2, 2013. Mr. Rey’s key responsibilities will be the current U.S. Coty Prestige portfolio, Coty Prestige Canada, philosophy and Sephora key

accounts for the Americas. He will report to Jean Mortier, President, Coty Prestige, and will be located in New York.

“We are thrilled that Marc is joining the Coty family,” said Michele Scannavini, CEO, Coty Inc. “Marc’s deep expertise within the beauty industry, his energetic, entre-preneurial approach to the business and his impeccable track record make us confident that he will lead our pres-tige business in North America to new heights.”

Mr. Rey succeeds Bob Cankes, who will retire in the second half of this fiscal year after 14 years with Coty.

Clinique is spreading smiles across the globe by reinforc-ing its longstanding commitment to children and educa-tion. The brand announced a multiyear partnership with Happy Hearts Fund, an international charity founded and led by Petra Nemcova, to help build and rebuild schools in areas affected by natural disasters.

A limited-edition 30-ml Happy Heart fragrance for $37.00 launches this month from Clinique. A contribu-tion of $10.00 from each sale will go directly to Happy Hearts Fund.

L’Oréal signed an agreement with Castanea Partners to acquire Urban Decay. It was founded in 1996 by Wende Zomnir and is based on the concept of “beauty with an edge.” “Urban Decay will beautifully complement L’Oréal Luxe’s portfolio of iconic brands,” noted Nicolas Hieronimus, President of L’Oréal Luxe.

“Thanks t o t he acquisition of Urban Decay, the Group will strengthen its position in two very dynamic distribution channels in the USA, i.e., assist-ed self-service and e-commerce,” stated Frédéric Rozé, CEO of L’Oréal USA. In the US, Urban Decay will

report to Carol Hamilton, President of L’Oréal Luxe USA.

Horst Rechelbacher is expanding Intelligent Nutrients into retail shops with the first flagship store opening in the Mall of America. It will bring 100% organic hair and beauty products annually to the mall’s 40 million visitors. A New York City store is slated for early next year.

Rhona Stokols has been named Vice President Fine Fragrance Sales for Symrise North America. In her new role, Ms. Stokols will be responsible for optimizing Symrise’s unique range of offerings within the Scent & Care division, as well as creating excep-tional and distinctive brand solutions for the division’s clients. She will report to Béatrice Mouleyre, Senior

Vice President Global Fine Fragrance at Symrise AG.

L’Oréal has opened its largest factory in the world locat-ed at the Jababeka Industrial Estate, in West Java, Indo-nesia. The 6,000 m2 factory will serve as the production hub for the South-East Asian region. “Building our largest factory in Indonesia once again demonstrates our dedica-tion to providing Indonesians and the markets in the ASEAN region products with superior quality and value,” stated Jean-Philippe Blanpain, L’Oréal’s Executive Vice President of Operations.

Rimmel London, in partner-ship with Kate Moss, has announced the launch of a limited-edition Kate Moss Lasting Finish Lipstick shade, “Kiss of Life,” available in March 2013 to support DKMS, the world’s largest bone-marrow donor center. “I deeply thank Kate and Rim-mel for their tremendous sup-port. This campaign will cre-

ate more awareness for the need of bone-marrow donors,” declared Katharina Harf, Co-Founder of DKMS Americas, whose own mother died of blood cancer.

Marc Rey

Petra Nemcova

Rhona Stokols

Urban Decay Glide-On Eye Pencils

DKMS’ Katharina Harf with Rimmel London’s Vice President of Marketing, Laura Weinstein

Dec Industry Ear.indd 16 12/5/12 3:02 PM

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The NPD Group reports that overall gift set sales within prestige department stores year-to-date (January to Octo-ber 2012), posted a 16% increase in dollar sales versus the same time last year. The $871 million beauty gift set industry includes women’s and men’s fragrance, as well as skincare and makeup gift sets.

Fragrance sets continue to be the “go-to” gift set for the holiday season and represent over one-third (34%) of total prestige fragrance sales annually. The category was strongly driven by men’s fragrance gift sets (+14%), dou-ble the dollar growth of women’s gift sets (+7%) during the year-to-date 2012.

CVS/pharmacy has launched Nail HQ™, special in-store kiosks that showcase the hot-test nail trends. Available in more than 2,000 CVS/pharmacy loca-tions, the Nail HQ ™ p rov ides easy access to nail innovations,

including drugstore firsts like at-home gel kits and on-trend shades from former salon exclusive essie. It will also debut new products from SensatioNail, Sally Han-sen and the 32-SKU Nail Lacquer collection CVS/phar-macy has developed in partnership with Salma Hayek.

The Independent Cosmetic Manufacturers and Distribu-tors (ICMAD) will host its annual Cosmetic Technical Regulatory Forum on February 14-15 at the Balboa Bay

Club and Resort in Newport Beach, California. The forum is beneficial in helping beauty entrepreneurs better man-age the complex product regulations the industry faces.

STELLAService, an independent provider of customer service ratings for online retailers, has launched STELLA Monthly Benchmarks as a ranking of the best performing online customer-service providers in the nation. It uses an independent, nationwide network of mystery shop-pers to evaluate online retailers. The STELLA Monthly Benchmarks (stellaservice.com/benchmarks) will be issued on the third Wednesday of every month.

International Flavors & Fragrances (IFF) reported reve-nue for the third quarter 2012 of $709 million, a decrease of 1% from $713.8 million in the third quarter of 2011. Excluding the impact of foreign currency, local currency sales increased 5%. “Continuing the trends we saw in the second quarter, both our Flavors and Fragrance Com-pounds businesses delivered solid top-line growth and margin recovery this quarter, reflecting the strength, sta-bility and diversity of our business, even with ongoing economic uncertainty in many parts of the world,” stated Doug Tough, Chairman and CEO of IFF.

Symrise AG reported that sales and earnings were up 9% in the first nine months of 2012. Emerging markets accounted for 48% of sales. There was an EBITDA margin of 20% despite persistently high raw material prices and start-up costs for methol production. Earnings per share rose to €1.07.

Marie Claire’s Editor In Chief Anne Fulenwider has named Alex Gonzalez as Artistic Director and elevated Nina Garcia to Creative Director.

Title DECEMBER 2012

DECEMBER 2011

% of Diff. YTD 2012 YTD 2011 % of Diff.

Allure 136.15 110.38 23.35 1,396.55 1,179.19 18.43

Cosmopolitan 114.11 123.88 -7.89 1,379.24 1,461.30 -5.62

Elle 214.68 212.98 0.80 2,453.90 2,314.66 6.02

Glamour 156.70 151.26 3.60 1,445.00 1,502.34 -3.82

Harper’s Bazaar 206.39 189.83 8.72 1,838.12 1,655.91 11.00

InStyle 302.68 287.09 5.43 2,684.17 2,544.92 5.47

Lucky 115.10 116.40 -1.12 894.34 1,119.89 -20.14

Marie Claire 136.79 145.74 -6.14 1,598.53 1,428.63 11.89

Vogue 212.62 202.57 4.96 2,601.21 2,509.66 3.65

W 98.42 108.38 -9.19 1,198.92 1,089.20 10.07

INDUSTRY EAR

Marie Claire Publisher Nancy Berger Cardone, Elle Publisher Kevin O’Malley, and Harper’s Bazaar Publisher Carol Smith were all 2012 recipients of Hearst Magazines Tower Awards, which are based on performance and leadership. Cardone has been recognized each of her three years at MC, for that ad-page “winning streak” (the 2012 differential was +11.89%) that followed her 2001-2007 “streak” at Allure (Condé Nast).Steve Cohn, Editor In Chief, Media Industry Newsletter BF

CVS/pharmacy’s Nail HQ™ in-store kiosk

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Kiss And TellCosmopolitan magazine part-nered with Maybelline New York and the United Service Organization (USO) to collect and deliver “Kisses for the Troops.” The fourth annual “Cosmo Kisses for the Troops” tent was stationed in New York City’s Father Duffy Square, and consumers stopped by to kiss a postcard, which was ultimately delivered to the servicemen overseas, as well as the more

than 10,000 troops who are in the New York City area helping with the post-Hurricane Sandy relief effort.

For every kiss collected, Cosmopolitan and Maybelline New York will donate $1 to the USO. Actress Rose McGowan kicked off the day by donating the first kiss. Maybelline Spokesperson, Model Jessica White, was also in attendance.

FIT Symposium

A symposium on diversity and globalization in the beau-ty industry was presented by the Fashion Institute of Tech-nology (FIT)’s School of Graduate Studies. Leaders from top beauty corporations discussed how diversity and glo-balization are transforming business strategies for compa-nies and consumers. This symposium is one of several to be presented at FIT.

“These symposia will provide a forum for an enlightening and critical exchange of ideas and creative works founded in the research undertaken by the college’s students and faculty,” explained Dr. Mary E. Davis, Dean of the School of Graduate Studies.

Stephan Kanlian, Chair of the Master of Professional Studies program in Cosmetics and Fragrance Marketing and Management (MPS) introduced the keynote speaker, Antoinette (Tonie) Leatherberry, Principal for Deloitte Consulting LLP. Ms. Leatherberry observed that compa-nies must focus on inclusion in their “behaviors, policies and philosophies” in order for all stakeholders to achieve their full potential.

The panel consisted of Cheryl Wilson, Director, Global Business Develop-ment Ethnic Hair Care at Unilever; Nicholas Gavrelis, Vice Pres ident , Global Product Development at M·A·C Cosmetics; Ursula Wynhoven, General Counsel at the United Nations Global Compact Office, as well as Alexandra Fritsch-Gil, FIT MPS 2012 student and Mar-keting Manager, Bumble and bumble. The panel was moderated by The Wall Street Journal’s Ellen Byron.

Also included in the program was an interview with Mark Davis, Director, Community Fair Trade at The Body Shop International, who focused on ethical trade and the ways that fair trade practices involve a mutual relation-ship among consumers, companies and suppliers. BF

Maybelline New York Spokesperson Jessica White (2nd r.) with members of the armed services

Ms. Fritsch-Gil and FIT MPS 2012 Ildiko Juhasz of LVMH Fragrance Brands interview The Body Shop’s Mark Davis.

Rose McGowan collected a kiss for the troops.

FIT’s Dr. Mary Davis with Deloitte Consulting’s Antoinette Leatherberry

The Wall Street Journal’s Ellen Byron, Unilever’s Cheryl Wilson, FIT 2012 MPS Alexandra Fritsch-Gil of Bumble and bumble, Nicholas Gavrelis, Vice President, Global Product Development at M·A·C Cosmetics with the UN Global Compact Office’s Ursula Wynhoven

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Beauty Fashion was invited by AHAVA to tour stores in their distri-bution in the New York Metro area. The AHAVA team of Elana Drell Szyfer, CEO; Michele Forrest, Vice Presi-dent Sales and Education; and Stephanie Davis Michelman, Vice President of Marketing showcased the different channels of distribution for the brand and how they are executing their strategy for growth.

Ms. Drell Szyfer informed that Ms. Forrest joined the AHAVA team in April 2012. “We had worked together at Lancôme where she was Regional Vice President for the central area of the US. After 20 years at Lancôme, she worked with Laura Geller. After a reunion at a Cosmetic Executive Women event, I persuaded Michele to be part of the AHAVA team.”

According to Ms. Drell Szyfer, Ms. Michelman is also a former L’Oréal USA executive, working in marketing at Lancôme, ultimately managing their HSN initiative, and then in sales for the Luxury division. Ms. Michelman was then tapped to join AHAVA in August 2012.

“When you look at Stephanie’s and Michele’s back-ground, I came as close as possible to a perfect fit,” Ms. Drell Szyfer declared. “Michele has the background that is required in sales, having been trained in one of the Big

Three. They understand the power of the Beauty Advisor and education from the ground up. Her work at Laura Geller helped her understand direct sell and specialty. Stephanie combines her superb experience in marketing at L’Oréal with her under-standing of the multichannel distri-

bution, including the specialty environment of Sephora as well as the power of TV. Michele and Stephanie were exactly the two people I was looking for to complete my already wonderful team.”

Ms. Michelman disclosed that AHAVA is in a very unique position because it is able to straddle so many channels of distribution. “We are in prestige key accounts and in independents. We can be in stores that elevate our brand and give some differentiation. I love the fact that we can be in a Nordstrom, an ULTA and a Cosbar.”

“The consumer is shopping everywhere, she wants to learn and be entertained, and she’s all ages. We must tell our story in many ways at retail. We are in brick-and-mortar sites, retail.com sites, social media and our own e-commerce site, which does a fantastic business of tell-ing our story,” she affirmed. AHAVA also partners with beautybar.com, skinstore.com and many other third party .coms.

A Walk On The Line Side...With

AHAVABranching With

Elana Drell Szyfer and Michele Forrest In Metro New York

“Michele has done a wonderful job of making sure that the strategy is congruent with what we are doing in-store and online,” Ms. Michelman continued. “You shop in a different way, but at the same time you want the brand story and the product information to be consistent.”

“We have three priority channels of distribution: department stores, specialty stores and direct-to-consum-er, which incorporate our own site, third-party.com sites and TV retailing at HSN. They are all a priority for us,” Ms. Drell Szyfer explained. “Department and specialty stores [provide] imaging and positioning, as well as the opportunity to explain the brand.”

Department stores include Nordstrom, Lord & Taylor and Von Maur. “We consider the specialty distribution to be ULTA and Beauty Brands. We are also in a limited number of Blue Mercury doors. Our independent busi-ness, our third-party .com retailers, AHAVAUS.com and military channels complete our distribution. We see these channels as complementing each other.”

She shares that ULTA represents volume, given its size, rapid distribution plan and the brand’s full-line presenta-tion. “Our direct-to-consumer builds awareness, image and brand storytelling, as well as access.”

“When we are on HSN,” Ms. Drell Szyfer noted, “our department store distribution wants to be notified,

Michele Forrest, Catherine Macveagh, Elana Drell Szyfer, Stephanie Michelman and Leslie Derderian

Ahava-Walk on line side.indd 20 12/5/12 3:19 PM



because they know there will be a spike in sales. Being a multichannel brand, it is important to notify our sales organization when things are happening in any of the channels. We see interesting synergies in addition to the TV sales peak. The host at HSN explains that ‘AHAVA is found only in the most exclusive department stores and now we bring it to you at HSN.’ We also do special con-figurations for the HSN customer.”

Along with the AHAVA brand, Dead Sea Essentials was conceptualized in the US. The initial products came from Israel, but now about 75% of the line is manufactured in the US. The imported Dead Sea minerals are formulated in the products by AHAVA’s research and development team.

10:15 AM: Lord & Taylor New York City

“Branding is key to all points of our distribu-tion,” Ms. Michel-man disclosed. “Each re ta i l e r looks at branding in very different ways. Some want the brand to stand out, and some want a more uni-form look for all of the brands that they car ry. In

addition to telling the story in-store, we also use social media in a really big way.”

“When Michele and I partner, she has the opportunity to bring several picks of promotions for a store. We can be on an étagère or on an end cap,” shared Ms. Michel-man. “We are congratulated by retailers on our use of sleeves to tell the story of AHAVA, the products’ benefits and claims.” (Continued on page 47)

AHAVA

Ms. Forrest and Ms. Zinn-Moore (r.) with Lord & Taylor’s Monica Williams

Lord & Taylor’s Barbara Zinn-Moore (c.) with Ms. Drell Szyfer and Ms. Forrest

AHAVA gift sets

Étagères provide good visibility for AHAVA’s products.

Lord & Taylor’s Danielle Irwin and Natalia Cherney with Ms. Derderian and Ms. Macveagh



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“Jill was the driving force behind my decision to take on this role,” Ms. Musmanno declared. Then she announced, “I would like, once again, to interview for the job with you.” She invited all those attending the breakfast to be part of the conversation regarding the future hopes and dreams for the Foundation. “The new initiatives of the Foundation will be a team effort and, by virtue of being in this room today, you are on the team.”

She wants a new brand identity to be created for The Fragrance Foundation. “Our Web site will include online magazine-quality content. This cultural fragrance maga-zine will promote the world of fragrance—the artists who work in the industry—and its innovation.” Ms. Musman-no wants the Web site to “talk to the consumer in a rele-vant and compelling voice.”

The Fragrance Foundation has chosen to work with Alex Wiederin, Founder of Another Magazine with Jefferson Hack in London, who has art-directed luxury fashion campaigns and books. “Working with him,” she noted, “we will publish a book, Scents of Home, to chronicle every aspect of a life well lived by key players in the fragrance industry.”

The Fragrance Foundation plans to uplift and recognize the new entrepreneurs and artists in the industry with a Fragrance Indie Award Gala Dinner. Its mission is to sup-port the next generation of new talent in the industry, to provide mentorship and financial assistance.

Noting that to educate is one of the mantras of The Fra-grance Foundation, Ms. Musmanno will organize “The Foundation Talks,” an annual symposium similar to the TED Talks, that will “bring together thinkers and innova-

MUSMANNO DEBUTS AT THE FRAGRANCE FOUNDATION

Jill Belasco, the Chairman of The Fragrance Foundation, hosted a breakfast at the Harvard Club and introduced the organization’s new President, Elizabeth Musmanno, to the Board of Directors and invited guests. Ms. Belasco

shared that it was Terry Darland (President of Parfums Christian Dior, NA) who suggested Ms. Musmanno for the posi-tion, and the board agreed she was the right person for the role.

The Fragrance Foundation’s Jill Belasco, Elizabeth Arden’s Jonathon Stella and Aramis Designer Fragrances’ Carol Russo


Christian Dior Parfums’ Terry Darland, The Fragrance Foundation’s Elizabeth Musmanno and O The Oprah Magazine’s Patricia Foster

Arcade’s Diane Crecca, Firmenich’s Jerry Vittoria and Camille McDonald of Bath & Body Works

Musmanno debuts.indd 22 12/5/12 3:10 PM


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Stress Response

There are three main causes of sweat—physical activity/exercise, environmental/heat and stress. Sweat from movement and heat is excreted from the eccrine sweat glands. Stress triggers sweat from both the eccrine and the apocrine glands, which provides more opportunity for bacteria leading to more odor. It is found that women can per-spire on average 30 times more than normal when stressed.

Procter & Gamble’s Secret® Clinical Strength Anti-Perspirant/Deodorant Stress Response fights all three causes of sweat. Its patented BCD technology uses odor-neu-tralizing molecules to trap odor, lock it away and then replace the odor with a fresh scent to keep the body smelling clean and fresh.

The formulation utilizes triple-action technology to provide three layers of protec-tion—prescription-strength wetness protection, odor-fighting microcapsules and skin- soothing conditioners. Skin-soothing conditioners, such as dimethicone and petrolatum give an extra level of comfort.

Secret®’s two-click applicator is specially designed to ensure the right amount of product is delivered to the underarm with each use. The product in Serene Citrus is priced at about $9.99 for a 1.6-oz. size. It is at food, drug and mass retailers nationwide next month.

Intensive Hair CareAntidandruff action, as well as intensive care of dry/damaged hair and scalp, is delivered with Procter & Gamble’s new Head & Shoulders Damage Rescue system. It is purported to leave hair up to 10X stronger in just four washes.

Environmental factors and lifestyle habits can increase the risk of hair damage and scalp discomfort in addition to dandruff, which occurs in about 50% of the population. The new Head & Shoul-ders products nurture scalp and dry/damaged hair.

Head & Shoulders Damage Rescue Shampoo keeps hair strong, reducing hair damage up to 70%. Head & Shoulders Damage Rescue Conditioner with Vitamin E contains a high level of mois-turizing ingredients to undo damage and improve the hair’s flexi-bility. Head & Shoulders Damage Rescue regimen provides a protective coating on the hair’s surface that helps prevent further damage, while offering the antidandruff effectiveness of the Head & Shoulders HydraZinc technology that reduces flaking.

Head & Shoulders Damage Rescue Shampoo and Conditioner are each presented in a 14.2-oz. bottle, which is priced at about $4.99. They are available next month at food, drug and mass market retailers

nationwide. BF

PROBLEM SOLVERS

Secret® Clinical Strength Anti-Perspirant/Deodorant Stress Response is proven to be 4X more effective at preventing stress-induced underarm wetness than a regular anti-perspirant and deodorant.

The Head & Shoulders Damage Rescue system of Shampoo and Conditioner with Vitamin E

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Sublimage La Crème YeuxThe delicate eye area is the focus of CHA-NEL’s new Sublimage La Crème Yeux Ulti-mate Regeneration Eye Cream. Thi s n e x t - g e n e r a t i o n product targets the key signs of aging—crow’s feet, dark cir-cles, puffiness, wrin-kles and loss of firm-ness—and smoothes the texture around the eye contour.

Sublimage La Crème Yeux Ultimate Regeneration Eye Cream contains an exclusive Eye Complex, the fruit and flower of the Vanilla Plantifolia plant, which feature extraordinary properties. Blended together, they combine to create an active anti-aging Enriched Plantifolia PFA (Polyfractioned Active). This ingredient is created through exclusive patented CHANEL technology.

The new formula targets the signs of aging. After four weeks of use, here are the results: visible reduction in eye lines by 78%; firmer eye area by 84%; more even eye contour by 88%; increased hydration by 97%; reduction of dark circles by 66%; and reduction of puffiness by 72%. Percentages are based on an auto-evaluation test conducted by 12 women in France.

Sublimage La Crème Yeux Ultimate Regeneration Eye Cream comes in a .5-oz. jar for $225.00.

Les ExclusifsThe 13 fragrances of the Les Exclusifs Collection now

have a companion. Subtly scented Les Exclusifs

Fresh Body Cream flatters any fragrance in the col lect ion, while enveloping the skin with luxury. The cream can be layered for the ultimate Les

Exclusifs experience. Presented in a 5-oz. cof-fret, it is priced at $130.00.

CHANEL Nº 5There are new ways to indulge in Coco Chanel’s iconic fragrance. Nº 5 Eau de Parfum Spray comes in a new, limited-edition 6.8-oz. spray. This new interpretation of the original juice has a heart of May rose and Grasse jasmine, w a r m e d w i t h bourbon vanilla. It is presented in a classic bottle with an emerald-cut, crystal stopper inspired by the Place Vendôme. The fragrance is priced at $205.00.

Nº 5 Bath Soap is another way to indulge in the scent. The over-sized bath soap, l ightly scented with Nº 5, is pre-sented in a coffret wi th a deluxe soap dish. The soap comes in a 10.7-oz. size for $75.00.

All of the new CHANEL products are available now at select depart-ment and specialty s t o r e s a n d a t chanel.com.

NEWS AT-COUNTER

CHANEL’s Sublimage La Crème Yeux Ultimate Regeneration Eye Cream targets the signs of aging.

CHANEL’s Les Exclusifs Fresh Body Cream provides a luxurious treat.

CHANEL’s new, oversized Nº 5 Bath Soap is a luxurious indulgence.

New limited-edition CHANEL Nº 5 Eau de Parfum Spray

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Scott Group’s President and Chief Executive Officer, Mark Scott, recently held a National Sales and Training Conference in Manchester, Vermont, at the Equinox resort bringing together all 60 employees with the goal of

sharing ideas and preparing for the Fall and Holiday season. EC Scott Group specializes in bringing prestige brands to independent retailers. “We are first and foremost a sales, service and training company,” Mr. Scott explained. “EC Scott Group delivers comprehensive product training, customer service, and merchandising excellence to the inde-pendent retailer, as well as opportunities to all channels of the Military.”

EC Scott Group offers a diverse portfolio of color cosmetics, skincare and fragrance to a current customer base of 1,500 accounts. Mr. Scott has challenged the company to identify and add another 1,000 customers by August 2013. “With our research and high touch approach, we are confident that through our prestige multichannel network, we can achieve our goal of 2,500 accounts,” he affirmed.

Mr. Scott believes that prestige retailers in small townships offer alternative points of distribution where its consum-ers are shopping “locally.” Whether it’s high-end beauty stores, prestige pharmacies, apothecaries, perfumeries, grooming stores, salons, college bookstores, or casinos, “we want to bring luxury beauty and fragrance products to their local consumer,” he continued. “Our portfolio of brands is as diverse as the breadth of retailers we service,” he noted. “One thing remains constant: we only represent prestige brands and prestige retailers that understand the sell-ing environment and service required. Our manufacturers appreciate the strategic and targeted approach we bring to them, as we can identify incremental and profitable independent retailers that are appropriate for their brands. “

EC Scott GroupFall And Holiday

Training Conference

The EC Scott Group’s team (from top left): Travis Lutter, Karissa Bendavid, Khristian Fanning, Kris Sauter, Joy Slomski, Mike Lewicki, Marcia Johnston, Will Rickards, Lynda Lugo, Barb Turner, Shari Chang, Mary Droesch, Jamie Rouselle, Chris Lally, Julie Freeman, Jessica Conway, Katie Caschette, Noke Tongprasert, Andrew Glass, Kathryn Morrill, Joe Huber, Marilyn Thomas, Mark Scott, Tim Greene, Brenda Totherow, Rosario Yannuzzi, Jeff Regensburger, Maritza Botero, Laura Rivera, Suzanne Hann, Diane Streber, Sarah Townsend, Leah Bosch, Katie Forget, Lauren Baker, Sarah Risbridger, Cindy Liebel, Martha Scott, Dara Rintel, Lyndsey Macmillan, Shahin Aslankhani, Leigh Scott and Rachel Cudzilo

EC

Mark Scott.indd 25 12/5/12 3:14 PM


Currently the company ser-vices beauty retailers, i.e., Cos Bar, Planet Beauty, and Beauty Brands; apothecaries, i.e., Blue Mercury, C.O. Bigelow, and Claret; Perfumeries, i.e., La Petite Perfumery and La Femme Perfumery; pharmacies, i.e., Zitomer’s and Greenwich Phar-macy; fashion stores, i.e., Stan-

ley Korshak and Mitchell’s; specialty stores, i.e., Bergdorf Goodman, Gus Mayer, Henri Bendel and Mitchells; salons and destination resorts, i.e., Adam Broderick and The Breakers; college book stores, i.e., UCLA, Stanford, and USC; men’s grooming stores, i.e., The Grooming Lounge and The Boardroom; and casinos, i.e., MGM, Pechanga and Foxwoods.

EC Scott Group services its customers in several unique and different ways. “They receive consistent communi-cation from our Regional Account Managers (RAM) who are based in our Sales and Training Center located in Rochester, New York,” Joe Huber , head o f Sa l e s explained. “Our RAMs con-tact their accounts on aver-age once every two weeks,

focusing on sales, taking replenishment orders and cus-tomer service.” Each RAM is partnered with a Regional Sales Director (RSD) to service a specific territory. RSDs are based in all major markets across the country, so EC Scott Group’s customers receive in-store training and merchandising support. In addition, all accounts receive weekly email blasts, monthly printed newsletters, web-site update announcements, and biannual catalogs that serve as sales and training tools for the retailers.

Ms. Rintel, Ms. Aslankhani, Mr. Huber and Ms. Freeman

Mitchell’s

USC Bookstore C.O. Bigelow

Blue Mercury

Cos Bar

Mark Scott

EC Scott Group

Bliss’s John Michael Bain, Ms. Chang, Ms. Towsend and Ms. Macmillan

Ms. Freeman and Ms. Risbridger Ms. Macmillan and Leigh Scott(Continued on page 50)



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GUESS Girls have been “it” girls for 30 years. Coty Beauty celebrates the glamour of the GUESS Girl with her new, eponymous fragrance. GUESS Girl is a fresh, fruity floral scent that is representative of

the sexy showstoppers.“All of us at Coty Beauty were inspired by the third anniversary of GUESS. For our fourth collaboration with the

fashion brand, we set out to capture the unapologetic sex appeal of the brand’s stunners,” declared Coty Beauty’s Steve Mormoris, Senior Vice President Global Marketing for Global Beauty. “We are thrilled to introduce consumers to a fragrance that encapsulates the youthful, adventurous spirit of the GUESS brand and GUESS Girls everywhere.”

Developed by International Flavors and Fragrances’ Perfumer Laurent Le Guernec, GUESS Girl is an encounter with a born flirt. “I wanted to bring a youthful, flirty and ultra-sexy facet to this GUESS fragrance, inspired by women such as Brigitte Bardot and Marilyn Monroe,” shared Mr. Le Guernec. “I found the acacia flower captured the sultry and sweet attitude of the GUESS Girl I was looking for. This intriguing duality was the foundation for the fragrance. To reinforce the exotic fantasy and sexiness, I blended mimosa with paradise orchid in reference to a California sunset.”

GUESS Girl opens on a note of raspberry nectar, mel-on and bergamot mist. Its middle note of Brazilian para-dise orchid, Provence acacia flower and lily dries to a base of Australian sandalwood and Madagascar vanilla. The scent is presented in a shapely glass flacon that suggests its curvy muse. A new, black script logo appears on the bottle introducing GUESS Girl as a love letter to the brand, and a black ribbon knotted around the gold pump suggests a gift from an admirer. It is topped with a flower cap comprised of hard petals encasing soft r ibbon to represent the GUESS Girl herself. The soft pink carton is decorated with a printed fuchsia ribbon that wraps around the package and forms the letter “G.” It also carries GUESS Girl’s new, black script logo.

The fragrance comes in a 1-oz. Eau de Toilette for $40.00; 1.7-oz., $52.00; and 3.4-oz., $62.00. They are joined by a 6.7-oz. Body Cream for $28.00. GUESS Girl will be available in February at GUESS retail stores, perfumery chains, department stores and at guess.com.

GUESS Girl will be promoted by a campaign helmed by GUESS’ Creative Director, Paul Marciano, and shot by Photographer Ellen Von Unwerth. It stars Amber Heard, who defines the contemporary woman for the new age. Ms. Heard is outfitted in the fashion brand’s formfitting, pink sequin dress accessorized in classic GUESS fashion with a cinched-at-the-waist, crisp white shirt. She strides into a steamy club in Isla Morada, Florida, and turns heads with her sultry, sweet attitude and unabashed sex appeal that her fragrance awakens.

“I am very excited to work with GUESS, one of the world’s most iconic, pop-culture brands,” she notes. “GUESS has a way of identifying each woman’s unique appeal, and this fragrance truly captures that. It’s sweet, sexy and totally original.”

The spread ad for GUESS Girl, which features Amber Heard

GAMEGuessing

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CHRISTINE DUELLMANDirector of EducationChristian Dior Perfumes

At Dior, It’s All About The People

When Christian Dior launched his first “New Look” collection in 1947, he believed that the people selling his designs were just as important to the brand’s success as the models wearing his gowns and, therefore, spent a great deal of time mentoring his staff.

Today, Dior holds the same beliefs, and we cen-ter our education philosophy on developing the people behind the counter. When I joined Chris-tian Dior, I was very inspired to learn that our executives Pamela Baxter, Terry Darland and Lisa Hawkins began their careers as Beauty Stylists. Using our leaders as our primary exam-ples, we have since structured our training programs to develop the sales team through-out each step of their careers.

Our training seminars have expanded well beyond basic product knowledge. We now give our Beauty Stylists the tools they need to be business- and service-oriented; in turn, they give us valuable insight into the needs and desires of our luxury clients.

Last spring, we expanded this philosophy by piloting the Dior Mentoring Program. Each person in the organization, from the executives to the marketing, education and sales teams, were asked to choose a mentee that they could guide into more senior posi-tions as the business continues to grow. As a result, we have gained a loyal team of Beauty Stylists that accept the value of sharing our rich heritage, upholding the brand image and providing the ultimate level of luxury service to our clients.

With a team of experts in skincare, makeup artistry and fragrance, we continue to part-ner with the Dior team in Paris to ensure that every training platform we create is consis-tent with the worldwide luxury brand message and showcases the “savoir-faire” of Dior products. Investing in our people has really encouraged our Beauty Stylists to manage their own counter with the same attention to detail as our Maison on 30 Avenue Mon-taigne in Paris.

Christian Dior said, “Real luxury is meaningful only if it has roots in authentic tradi-tion.” At Dior, our luxury training philosophy carries Mr. Dior’s tradition of recognizing our Beauty Stylists as the true face of our brand. They are the key to our success. BF

Counter Culture Dec 12.indd 28 12/5/12 3:18 PM

Clinique’s new Repairwear Laser Focus Wrinkle Correcting Eye Cream partners with Repairwear Laser Focus Wrinkle & UV Damage Corrector as a dynamic duo to repair the visible signs of aging around the entire eye area.


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HESClinique’s Repairwear Laser Focus Wrinkle & UV Damage Corrector addresses lines and wrinkles. Now new

Repairwear Laser Focus Wrinkle Correcting Eye Cream has patented technology to help repair the visible signs of aging around the entire eye area.

“Young skin is strong and resilient. However, as we age, skin loses elasticity, density and essential moisture, making it more difficult to bounce back from facial expressions,” explained Dr. David Orentreich, Clinique’s Guiding Derma-tologist. “Repetitive facial movements, such as smiling and squinting, cause skin to constantly fold and crease leading to what is known as a ‘dynamic wrinkle.’ As we continue to age, skin can begin to sag, causing these wrinkles to become even more pronounced.”

Clinique always looks for new ways to put its products to the test. In addition to its traditional static lines and wrinkles testing, Clinique looked at how Repairwear Laser Focus Wrinkle Cor-recting Eye Cream addresses dynamic wrinkles. The “Smile Test” was constructed to examine the reduction of the appearance of “smile lines” around the eye area. These are lines that appear when actively smiling.

Panelists were evaluated when actively smil-ing before using the product and were then instructed to use the product for 12 weeks. After 12 weeks, their “active” smile lines were evalu-ated again. A noticeable 54% reduction in “active” smile lines around the eye area was noted.

Clinique’s Repairwear Laser Focus Wrinkle Correcting Eye Cream repairs UV damage and protects against environmental aggressors. It is formulated with encapsulated micrococcus lysate, an extract of powerful enzymes that come from the organism micrococcus luteus, one of the most UV-resistant organisms known to science. It works over time to gradually help repair the appearance of skin damage resulting from direct UV exposure, the leading cause of premature aging. Vitamins C and E are added to help fight free radicals from environmental aggressors that prevent future damage.

This new, de-aging eye cream improves the appearance of lines and wrinkles and overall texture. A cocktail of purified whey protein, new to Clinique, plus xylinum black tea ferment, chlorella vulgaris, palmitoyl oligopeptide and sieges-beckia orientalis extract work to repair crow’s feet, crepey eyelids and undereye crosshatching within 12 weeks of use.

The moisture barrier is strengthened with Clinique’s Repairwear Laser Focus Wrinkle Correcting Eye Cream. Because the skin around the eye is approximately one-tenth the thickness of the skin on the palm and is prone to dry-ness due to reduced oil glands and external assaults, keeping it moisturized helps to visibly reduce the appearance of lines and wrinkles as well as create soft, supple skin. Clinical tests reveal that after 12 weeks, the skin’s barrier strength increases by 72%. The formulation’s results are achieved with a blend of rosemary leaf extract, cucumber/barley/sun-flower extract and trehalose.

For maximum treatment, Clinique’s Repairwear Laser Focus Wrinkle & UV Damage Corrector can be paired with the new Repairwear Laser Focus Wrinkle Correcting Eye Cream. The cream comes in a 15-ml size for $43.50, and 30-ml, $63.00. They are available next month at all Clinique counters nationwide and at clinique.com. BF

EYES ONLY

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Dennis Basso, one of America’s premiere celebrity designers, has launched his eponymous fragrance

on the QVC television shopping network. Mr. Basso’s designs and silhouettes have been seen on the world’s fashionable and socially influential women. He has also created a major market for faux furs, ready-to-wear and accessories for QVC.

He believed the time was right to appeal to women on an entirely new emotional level. “As a Designer, I feel that fragrance is the finishing touch when a woman gets dressed. To be able to create a luxury designer fragrance at QVC was the perfect extension of my fashion collection. When I think of the Basso woman, she understands trends in fashion and beauty,” he noted. “She was wait-ing for me to present her with a fragrance, and she was hoping I would surprise her with something sensual and unique.”

“As for the timing,” he explained, “I waited to develop a fragrance that was a perfect match for me. I did not simply want to put my name on a commercial fragrance. I wanted something I could relate to. I wanted to love it. Part of my suc-cess is that I’m totally involved in everything I do,” he declared. “The Perfumers at Firmenich understood that and were able to translate it into the DENNIS BASSO fragrance.”

The DENNIS BASSO fragrance was developed by Mr. Basso in collaboration with The Cloudbreak Group and Firmenich. The scent opens with a top note of Italian ber-gamot, lemon and crisp apple. Its heart of orange blos-som, jasmine sambac and tuberose is based on a note of cedar wood, cashmere woods and white musk.

The fragrance is presented in a round glass bottle with a simple signature logo decorated on the front. The fla-con has a band of faux fur wrapped around the sides of the circle, providing an elegant adornment. Its faceted

crystal cap, in contrast to the circular shape of the bottle, is topped with an engraved silver plaque. The scent’s carton mimics the faux fur band on the bottle and is decorated with an animal print on the sides and top of the box.

DENNIS BASSO comes in a 2.5-oz. Eau de Parfum for $69.00. It retails exclu-

sively on QVC. Mr. Basso commented on the challenge of selling a fra-grance on television, where the cus-tomer does not have the opportuni-ty to smell it. “I think the customer trusts me and understands what I stand for. She respects my opinion and is willing to take a chance on something I believe will make her happy. It’s a trust that I’ve developed

over the past 19 years on QVC.” BF

FASHION MEETSFRAGRANCE

Dennis Basso

The DENNIS BASSO fragrance is embellished with a faux fur band.

Fashion by Dennis Basso

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STATE OF THE US FRAGRANCE MARKET

The Fragrance Foundation presented its annual economic review and forecast during a luncheon at New York City’s Harvard Club. Industry experts were Scott Galloway, Clinical Professor of Market-ing at NYU Stern and Founder of L2 Think Tank;

Wade Gerten, Chief Executive Officer, of 8thBridge; Carrie Mellage, Director, Consumer Products at Kline & Company; and Andrew Morse, Managing Director, Senior Partner and Board Member of HighTower.

Mr. Morse sees a turnaround in consumer confidence in 2012 due to low interest rates and higher housing prices, “which create the feeling of wealth. We are now at a period of expansion.”

Ms. Mellage agreed, citing a 6% growth in the fragrance category in 2011 and 4½% to 5% in 2012. “It’s one of the fastest-growing areas in the beauty industry.” She predicts that the holiday season will also have about the same growth or better, with the prestige fragrances having “impressive launches.” She believes that innovative packaging and special events will help drive fragrance purchases.

How to sell fragrances online presents a problem, according to Mr. Gerten. Social media, such as Facebook, must make the consumer feel attractive and appear sophisticated as reasons to use fragrance.


The Fragrance Foundation’s Elizabeth Musmanno and Jill Belasco (c.) with NYU and L2 Think Tank’s Scott Galloway, 8thBridge’s Wade Gerten and HighTower’s Andrew Morse

Mane’s Westly Morris with Fusion Brands’ Dana Kline

SGD’s Shéhérazade Chamlou and Abigail Browarsky (r.) with Coty’s Kevin Migliacci

Pamela Vaile of Pamela Vaile Associates with Arcade’s Diane Crecca and Larry Berman

Cosmopolitan’s Donna Kalajian Lagani, CHANEL’s Ava Huang and GQ’s Karen Dreschler

Ms. Musmanno and Ms. Belasco (r.) with IFF’s Olivier Delcour and Ann Gottlieb of Ann Gottlieb Associates

Arcade’s Eric Dalbo and Dave Teets (2nd r.) with Robertet’s Pierre Wulff and Jérome Épinette

DEC-State of Fragrance.indd 31 12/5/12 4:02 PM


In 2009, Estée Lauder launched Advanced Night Repair Synchronized Recovery Complex. Building on this heritage of skin repair, the brand has launched

Advanced Night Repair Eye Serum Infusion, a super-potent, fast-penetrating, repair serum. It was formulated to fight against the damaging effects of pollution, specifi-cally ozone (O3) on the skin’s DNA and aging. The serum is formulated with advanced repair technology shown to help significantly inhibit ozone damage after exposure to a high level of ozone.

Based on the research that ozone, formed by the interaction of UV light with nitrogen dioxide contained in smoke, car exhausts and fumes, is damaging to skin, Estée Lauder conducted tests with a new methodology designed to simulate ozone levels in urban environments. Carried out in The Estée Lauder Companies’ O3 Chamber, the tests proved that ozone has a profoundly negative impact on skin cells leading to a decrease in natural energy, an increase in free radicals, DNA damage and inflam-mation. Estée Lauder used this research to show that the eye area skin is five times more porous than facial skin and more prone to damage from ozone and pollution.

Advanced Night Repair Eye Serum Infusion helps boost skin cells’ natural ability to repair DNA damage in the vulnerable eye area. It contains three powerful, high-perfor-mance technologies. Anti-pollution technology,

including encapsulated Alkyl Guanine Transferase (AGT), helps to continuously repair the appearance of damage to the eye area caused by major environmental assaults. Exclusive Chronolux™ Technology helps support the nat-ural synchronization of skin’s repair around the eye area at exactly the right time. A high concentration of soothing anti-irritants plus a proprietary blend of antioxidants and high levels of hyaluronic acid create the optimal environ-ment for the natural protection and repair of the delicate eye area, which helps to reduce the look of dark circles, puffiness and crepiness around the eye.

Advanced Night Repair Eye Serum Infusion delivers an immediate surge of moisturization, leaving the eye area feeling soothed and refreshed, creating the optimal envi-ronment for the skin to repair and stay young and healthy. Potent enough to be used as a stand-alone eye product, the lightweight serum can also be layered with an Estée Lauder eye cream for additional targeted benefits.

Recommended for all skin types, new Advanced Night Repair Eye Serum Infusion comes in a .5-oz. size for $62.00. It will be at Estée Lauder counters nationwide and at esteelauder.com next month. BF

The visual promotion for Estée Lauder’s Advanced Night Repair Eye Serum Infusion

Super-potent, fast-penetrating Advanced Night Repair Eye Serum Infusion by Estée Lauder

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Leading ladies in the beauty industry gathered for their seventh Girl’s Night Out at New York City’s Le Colonial to benefit the FIT Jane Scott Scholarship Fund. The beautymakers had enjoyed evenings together for several years, but after the death of Jane Scott, Bloomingdale’s Vice President/Divisional Merchandise Manager for Cosmetics, they decided to meet for a cause.

GIRL’S NIGHT OUT

The Estée Lauder Companies’ Karyn Khoury and Nancy McKay with Elizabeth Arden’s Laurie Dowley

The Estée Lauder Companies’ Thia Breen (2nd r.) with FIT students Candance MacPherson, Tiffany Toro and Madeleine Bustamante

Oscar de la Renta’s Jean Hoehn Zimmerman with Parlux’s Diana Espino and Linda Levy

Gurwitch Products’ Ellen Greenwald, Ms. Hudis and Lidia Latrowski of Graphic Sys-tems Group Ms. Baxter with Macy’s Muriel Gonzalez

Ms. McKay with Fashion Group Internation-al’s Margaret Hayes and Lord & Taylor’s Barbara Zinn-Moore

Macy’s Lisa Becker, Nancy Schmidt and Cindy Harper

The Estée Lauder Companies’ Jane Hudis with Cosmopolitan’s Donna Kalajian Lagani

Bloomingdale’s Michelle Israel with CHANEL’s Joyce Green


Elizabeth Arden’s Liz Falconer, Janet Curmi and Tamara Steele

Ms. McKay (c.) with L’Oréal USA’s Carol Hamilton and Leslie Marino

LVMH’s Pamela Baxter with Gurwitch Products’ Claudia Poccia

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Quick-And-Easy All-Day BeautyCoverGirl Outlast Stay Fabulous 3 in 1 Foundation creates a smooth, flawless look that lasts all day by combining the essence of a primer, foundation and concealer in one product. The patented formula pro-vides full coverage with a light-weight, blendable application. The foundation sets the look like a prim-er, corrects imperfections like a concealer, and perfects with a beau-tiful, matte finish. The shade palette covers light to deep skin tones, and has been revamped with a balance of cool, neutral and warm under-tones to meet the shade needs of all women. The foundation includes a broad spectrum SPF 20 sunscreen.

Outlast Stay Fabulous 3 in 1 Foundation’s primer has advanced flexi-hold polymer technology that sets the foundation in place, immo-bilizing other foundation ingredi-ents yet allowing the film to move with the face and remain flexible for a lightweight feel. Its micro-

scopic topography modifiers gently disrupt the surface of the foundation film to diffuse light and create a soft, matte finish. Micro-correctors conceal imperfections as they work to instantly provide coverage and a matte fin-ish by absorbing and removing excess oil and sebum from the skin. The correctors provide opacity, so more product can be spot-applied for added concealment of imperfections.

CoverGirl Outlast Stay Fabulous 3 in 1 Foundation comes in 14 shades and is priced at $9.99.

2-In-1 Cover-UpCoverGirl + Olay Concealer Balm is a “smooth-glide” application stick designed specifically to fight signs of aging without tugging the skin beneath the eyes. The Olay-infused concealer balm combines skincare and makeup benefits to minimize dark circles, redness and age spots. The “smooth-glide” stick applies concealer beneath the eyes without tugging or stretching the deli-cate area of skin. Infused with an emollient-rich serum, the balm is specially designed for the sensitive skin in the eye area.

CoverGirl + Olay Concealer Balm comes in six shades and is priced at $8.99.

A New Twist On BalmCoverGirl Jumbo Gloss Balm is presented in an easy-to-use twist-up packaging. The non-sticky finish leaves lips sheer and soft. Infused with shea and mango butters, the balm leaves lips soft and nourished. The lip gloss formula delivers sheer colors with a soft shine, ideal for daily use.

The balm is presented in an easy-to-use “twist-up” form for quick application. CoverGirl Jumbo Gloss Balm comes in 16 different shades and is priced at $7.49.

All of the new CoverGirl products are available next month at mass-market retail outlets nationwide.

NEW YEAR MAKEUP STATEMENT

CoverGirl Outlast Stay Fabulous 3 in 1 Foun-dation’s easy-to-blend formulation provides all-day coverage.

CoverGirl + Olay Concealer Balm delivers a smooth-glide application.

CoverGirl Jumbo Gloss Balm leaves lips sheer and soft.BF

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Haute PerfumeryThe new J’adore L’Absolu, developed by Dior ’s Per fume Creator François

Demachy, has achieved a unique, floral intensity. Mr. Demachy searched for the

perfect ingredients in faraway lands where majestic flowers, including Turk-ish damascene rose, jasmine sambac and Indian tuberose express their depth and sensuality.

These exceptional raw materials were subject to a rigorous extraction technique. Mr. Demachy obtained the absolutes from these florals and used his haute perfumery savoir-faire

to achieve the floral bouquet of J’adore L’Absolu. This richly complex and deep composition comes in a 2.5-oz. size for $98.00. It is available at Dior counters and at dior.com.

Fragrance In MotionJapanese Designer Issey Miyake is known for his iconic pleats in women’s ready-to-wear fashion. They suggested Mr. Miyake’s first fashion-inspired fragrance, Pleats Please. This fragrance is the Designer’s latest collaboration with Beauté Prestige International, the Paris-based fragrance division of the Shiseido Cosmetics Corpo-ration.

The story of Pleats Please began in 1993 with the Designer’s cos-tume designs for a ballet, “The Loss of Small Detail,” commis-sioned by the Frankfurt Ballet and choreographed by William Forsythe. Mr. Miyake developed costumes that allowed the dancers unrestricted movement and were beautiful enough to fulfill the cho-reographer’s vision. The pleated costumes ultimately became a line of clothing that was easy to wear and simple to maintain. The iconic pleats have become the essence of Mr. Miyake’s fashions.

The fashions now have their counterpart in Pleats Please, a fragrance developed by Master Perfumer Auré-lien Guichard of Givaudan. The juice opens on a top note of nashi, a hybrid fruit that oscillates between pear and apple. The middle note of peony and sweet pea is based on a drydown of cedar, patchouli and vanilla.

The scent is presented in a bottle that interprets the geo-metric spirit of the Bao Bao Issey Miyake bag. The fla-con’s ridges mimic the bag in an interplay of convex and concave panels. Pleats Please’s pink juice is show-cased in the bottle topped with a cap in the form of a floral calyx.

Pleats Please comes in a 1.6-oz. Eau de Toilette Spray for $66.00, and 3.3 oz., $92.00. They are joined by a

Moisturizing Body Lotion in a 5.2-oz. tube for $40.00. The collection is available now exclusively at Nordstrom.

Provocative PerfumeA fascinating, entertaining and provocative woman is the inspiration for Mad Madame, a new fragrance from Juliette Has a Gun. Created by Romano Ricci, Mad Madame pays tribute to a woman who dares. Mr. Ricci declared that Mad Madame “has this touch of craziness, which she is happily displaying. Endowed with a sense of provocation, she enjoys being looked at and igniting conversations.”

Juliette Has a Gun Mad Madame opens on a top note of green chypre, rose oxide, blackcurrant bud absolute and ambroxan. Its heart of a peony accord, patchouli and tuberose absolute blends to a base of white musk, tolu balm and vanilla absolute.

The fragrance comes in a 100-ml size for $135.00, and is now available at fine bou-tiques nationwide. BF

THE FRAGRANCE BAR

J’adore L’Absolu is the result of exceptional raw materials and haute perfumery savoir-faire.

Pleats Please is Issey Miyake’s first fragrance inspired by his fashions.

THE FRAGRANCE BAR

Givaudan’s Master Perfumer Aurélien Guichard developed Pleats Please.

The promotional image for Pleats Please

Juliette Has a Gun Mad Madame is a new creation from Romano Ricci.

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“A rose by any other name would smell as sweet,” said the Bard, especially if the rose in question is Bulgarian. And if said rose is Bulgarian, then the name Stefanov imme-diately comes to the fore.

Dimiter and Metody Stefanov seek to bring the Bulgarian rose industry back to its former position as the world’s leading grower and producer of quality rose oil. With that vision in mind, their company, Intermed (www.intermed-one.com), was born. What’s more, it has bloomed.

The Stefanov brothers have made it their lives’ ambition to restore a vertically oriented organic high-quality rose oil product to the international marketplace. That said, they are not stopping there. They also wish to see their

business include many of the diverse products unique to Bulgaria’s biodiversity. Having started their company in 2002, soon after the government aban-

doned it, the industry suffered many of the problems associated with priva-tization—not the least of which was losing their biggest and only customer, Russia, and dealing with nonexistent systems, i.e., a factory without a sin-gle computer of any description. Since then, however, what they now pro-duce in one day is what they once produced in one year. During their most recent harvest, they were processing 150 tons daily—or approximately thirty kilos of rose oil.

Rose production is a deli-cate balance of soil enrich-ment, plant cultivation, tim-ing and manpower; all part of a unique equation that changes year to year. As Dimiter explained, ”it is always a balance of econom-ic factors, but above all else it is the proper maintenance of the soil, that it be properly cared for, and therefore in a condition to be in top-notch shape year-in and year-out with maximum quality and yield.”

What stands out about the Stefanov family is not only their Western orientation,

but their dogged determination to not only make their company a world leader, but in doing so, to underscore the ancient and robust history of this amazing land. Their Western education and unusual exposure to international mar-kets growing up gave them a vision of what they could bring to their country, and by extension, to all of ours. BF

Technologist Nelly Kristova stands next to a gas chromatograph.

Metody Stefanov, Senior Vice President, with his brother Dimiter, President and CEO of Intermed.

BULGARIA’SBEAUTIFUL BOUNTY

Interiors at the Intermed production facility Exterior views of the Intermed factory in Manolovo

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L’Or de Vie La LotionDior discovered the anti-aging powers of the Château d’Yquem vine 25 years ago. That research led to the L’Or de Vie collection of skincare. Now L’Or de Vie La Lotion has been added to complete this beauty ritual.

The L’Or de Vie collection is pow-ered by the sap of the Château d’Yquem vine that is extracted, matured for six months and then put through a purification process to devel-op an 11-molecule anti-oxidant com-plex. L’Or de Vie La Lotion not only contains the 11-molecule anti-oxidant complex but also a new ingredient indigenous to Yquem, Botrytis Cinerea. This additional ingredient acts as a shield to the skin, infusing it with mois-ture while also neutralizing surface oxidation. Botrytis Cinerea delivers glucans to help replump skin cells, as well as purify and rebalance the skin.

L’Or de Vie La Lotion opens the skin’s pores to allow all of the products in the L’Or de Vie skincare collection to penetrate deeper into the skin and be more effective. It is priced at $130.00 and is available at dior.com and Dior counters nationwide.

Dior Capture Totale’s New TechnologyDior’s researchers identified the essential role of stem cells in epidermic cell regeneration. Now they have focused on the stem cells’ regenerating power in the deepest level of the skin. New Longoza-Cellular Com-plex™ features a rice extract to target wrinkles by protect-ing and facilitating cell regeneration. Longoza is a natural plant grown in the Dior Garden in Madagascar. The com-plex also contains new kenjin to plump the skin and new

rye extract to stimulate stem cells to produce firming cells. By revital-izing the skin at its deepest levels, the complexion is visibly smoother, more radiant and firm, while facial contours retain their natural beauty.

Along with the Dior

Capture Totale skincare collection’s reformulation with the addition of the Longoza-Cellular Complex™, Dior Capture Totale Multi-Perfection Crème for Face and Neck has a luxurious and innovative new packaging. It is pre-sented in a jar with platinum and white details and a “jewel box” style opening.

The Dior Capture Totale collection ranges in price from $90.00 to $196.00, and is available next month at Dior counters, Sephora and at dior.com.

New Generation UV ProtectionThe anti-aging properties of Capture Totale are combined with a new generation of sun protection in Capture Totale Multi-Perfection UV Base SPF 50 and Capture Totale Multi-Perfection Makeup Base SPF 25.

UV rays are the chief enemy of stem cells, which break down the skin’s biological structure. The stem cells slow down, so skin ages faster, dark spots appear and radiance diminishes. Dior’s scientists discov-ered that the skin’s stem cells are protected by a micro-environment of proteins, one of which is survivine. When the skin’s stem cells are con-fronted with UV rays, Dior’s new, exclusive ingredient, Survivyl™, boosts the stem cells’ natural resis-tance against the harmful rays to pre-serve their regener-ative potential. Sur-

vivyl™ protects and reinforces the skin’s structure and boosts survivine production to reinforce stem cells’ natural resistance to UV rays. Survivyl™ partners with TP-Vityl™ to boost the natural resistance of stem cells. On the skin’s surface, broad-spectrum UVA/UVB filters block rays.

Dior Capture Totale Multi-Perfection UV Base SPF 50 provides maximum sun pro-tection resulting in visibly smoother and luminous skin. It is priced at $65.00. Dior Capture Total Multi-Perfection Makeup Base SPF 25 smoothes the complexion and evens skin tone to help prolong makeup wear. It is priced at $50.00. Both new products will be available next month at Dior counters and at dior.com. BF

Dior’s Beauty Care From The Neck Up

Dior L’Or de Vie La Lotion prepares the complexion for maximum absorp-tion of products from the L’Or de Vie skincare collection.

Dior Capture Totale Multi-Perfection UV Base SPF 50

Dior Capture Totale Multi-Perfection Makeup Base SPF 25

Dior Capture Totale Multi-Perfection Crème for Face and Neck

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CEW ACHIEVERS’ ASPIRATIONS ARE

INSPIRATIONS

Laurie Black, Jill Belasco, Laurice Rahmé, Jeannine Shao Collins and Alina Roytberg

Cosmetic Executive Women (CEW) honored five of the industry’s most luminous female executives at the organiza-tion’s 37th Annual Achiever Awards luncheon on November 12. Recipients included Jill Belasco, Founder and CEO of CoScentrix; Laurie Black, EVP, GMM, Cosmetics for Nordstrom; and Alina Roytberg, Co-President and Co-Founder of Fresh.

Additionally, Bond No. 9 New York’s President and Founder, Laurice Rahmé, received CEW’s Great Idea Award for Fragrance Innovation, which was sponsored by International Flavors and Fragrances (IFF) and presented to her by IFF’s Vice President of Fine Fragrance and Beauty Care Worldwide, Christophe de Villeplée.

CEW also honored L’Oréal USA with the Corporate Empowerment for Women Award for its commitment to the advancement of women, which was accepted at the ceremony by L’Oréal USA’s President and CEO, Frédéric Rozé.

L’Oréal’s Karen Fondu, Frédéric Rozé and Carol Hamilton

Judy and Cos Policastro of Givaudan with Jill Belasco of CoScentrix and Donna Belasco Pratt

StriVectin’s JuE Wong and Ms. Rahmé with Annette Green

Jean-Marc Plisson and Ms. Roytberg (r.) of Fresh with LVMH’s Pamela Baxter

Claudia Poccia of Gurwitch Products, CEW’s Lisa Klein and Carol Hamilton of L’Oréal

IFF’s Laurent Le Guernec and Christophe de Villeplée (r.) with Laurice Rahmé of Bond No. 9

Fresh’s Lev Glazman and Lucy Perdomo- Ruehlemann

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BFMr. Lando and Symrise’s Rhona Stokols with Takasago’s Linda Romberger and Patti Carpenter of Yankee Candle

CHANEL’s Evelyn Couzijn and Ava Huang

Lisa Becker, Jill Barr and Nancy Schmidt of Macy’s

LVMH’s Cara Raffe, Jaclyn Danchak, Jessica Barlow and Jamie Roberts

CEW’s Carlotta Jacobson and Avon’s Susan Heaney with L’Oréal’s Rebecca Caruso and Suzie Davidowitz

Arcade’s Rich Nightingale and Eric Dalbo (r.) with Mr. Ledes and Ms. Singer

Mr. Ledes with Suite K’s Kathleen Croddick Molyneaux and Kaplow Communications’ Liz Kaplow

Mr. Lattarulo with Agilex Flavors and Fragrances’ Fred Rakity

Mr. Ratut with Saks Fifth Avenue’s Deborah Walters and Ondine Lamstein

Kellie Como of Interparfums with Symrise’s John Lando

Robertet’s Joe Lattarulo, Christophe Maubert and Pierre Wulff (r.) with Maria Corbiscello of Studio MC2

Aquila’s Nicholas Ratut, Arcade’s Diane Crecca, The Fragrance Foundation’s Elizabeth Musmanno and Beauty Fashion’s George Ledes

Coty Prestige’s Tennille Kopiasz, Bob Taylor and Lori Singer

CEW’s Jill Scalamandre with Ahava’s Elana Drell Szyfer

Nordstom’s Gemma Lionello and Laurie Black

Christian Dior’s Lisa Hawkins and Terry Darland (r.) with Ms. Roytberg

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BEAUTY BAZAAR LANDS IN LIVERPOOL!

Local Liverpudlians, top Harvey Nichols executives and a handful of WAGs (“wives and girlfriends” of England’s top footballers) thronged an unveiling of

the retailer’s unprecedented Beauty Bazaar store on November 9 here in Liverpool. American socialite Olivia Palermo cut a diamond-studded black ribbon to mark the occasion.

As the first-ever cosmetics-only offshoot of a major luxury retailer, the three-story, 22,000 square-foot emporium not only vends leading prestige brands but offers a host of treatment services as well as a glitzy champagne bar, dubbed “Wow.”

The Beauty Bazaar strategy has long been incubating, said Harvey Nichols’ CEO, Joseph Wan, at a 1930s-themed

launch party. After concluding that beauty was the most “recession-resistant” category—the last in which women reined in spending during economic crises—the idea for a one-category store was born.

Extensive research also revealed that Liverpool would be the ideal launch-pad for such a concept, being a port city with a glam-hungry populace that spends four times the national average—second only to London’s—on beauty products and treatments. “Considering all this, we thought, ‘We can’t just sit here,’” Wan said. “’We have to define opportunities for ourselves even in a recession.’”

The store lies at the heart of Liverpool ONE: the UK’s largest open-air shopping center comprising more than 160 shops, 20 restaurants and bars, a 14-screen movie theater and a five-acre park. “It was the right timing and the perfect location,” Wan noted. “Everything was very clearly taken into account.”

Daniela Rinaldi, Harvey Nichols’ Group Concessions and Beauty Director, sees Beauty Bazaar as a return to the glamorous and experiential proposition of beauty retailing—following its erosion by a volatile economy and the emersion of more impersonal channels, such as online shopping.

“This is a game-changer, and a benchmark for beauty going forward,” she said, citing the assortment of treatments offered that increase consumer dwell time; the glitzy, jewel-inspired décor; and even little touches, like wolf-whistling restroom mirrors.

While teasing that “the concept has legs—both in other UK markets and internationally,” Rinaldi described Liverpool as Beauty Bazaar’s ideal springboard. With a rich history (as the birthplace of the Beatles) and stunning architecture, it is also home to beauty-obsessed women of all ages and races. Tanned, primped and polished within an inch of their lives, “They are being given nothing less than they absolutely deserve,” she said.

Crowds in front of the faceted awning on opening day

Harvey Nichols’ Monica Goitiandia, Mr. Wan and Julia Bowe (r.) with Lesley Exley of Exley Harvey

Store designer Chris Dewar-Dixon of Four IV in the champagne bar, “Wow”

Beauty Bazaar architects, Joseph Wan and Daniela Rinaldi, of Harvey Nichols

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CHANEL’s Caroline Davies and Lisa SmithEstée Lauder’s Gail Hilton, Roisin Carr and Rose Kane

Laura Mercier’s Kathy Murphy, Louise Bradshaw and Kelly Orma

Harvey Nichols’ Debbie Jones, Angela Lacey, Pat McInnes, Zahra Bishop and Hannah Phillips

Harvey Nichols’ Anna Davidson and Julia Bowe (r.) with Paul Billingsby of adam&eveDDB

Self-tanning artist to the stars, James Read of The Studio by James Read

Deborah Vine and Dr. Alex Karidis of the Karidis Medispa

Shiseido’s Diane Wharier and Victoria Reeve

Clinique’s Stephanie Day and Jane Chadwick

Aveda’s Louise Wright, Marius Rusu and Rebecca Curtis-May

Manicures, blowouts and other open treatments are performed on the second floor

MAC’s Amy Reid, Rosanna Pattullo and Gemma Wall

Harvey Nichols’ Daniela Rinaldi and Paul Finucane

Bobbi Brown’s Hannah Jones and Katie FletcherRobert Piguet Parfums’ Joe Garces, Nadia Humphreys and David Mellon

Origins’ Abigail Wright, Charlie Anne Wingle, Rebecca Naylor and Kelly Hill

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by Heide Kuhn-Winkler

IMPRESSIONS FROM

GERMANY

The Holiday Business A difficult year is nearly over, but for the perfumery the most important time of the year begins right now! During the holiday season, the perfumery counter is the busiest place in the city besides the jewelry store and the book-store, because you can find beautiful things for everybody to whom you want to give a present. These shops are full of enthusiastic customers as of the end of November until the doors close on the evening before the feast (Christmas Eve), no matter how bad the past year has been. That fact will never change, as the trade figures have shown for decades. That is a particular characteristic of the beauty branch. As experts say: The harder the times, the more the woman attaches importance to her beauty. (Nowadays, so do men, I think.) So I thought it would be a good idea to ask a few key experts of trade and industry about their view of the 2012 holiday business.

The Douglas Perfumeries are cautiously optimistic and expect good holiday business. The development of pri-vate income is positive, the manufacturers offer many innovations. If the weather or the future of the Euro and the financial crisis does not spoil the consumers’ fun for themselves and/or their loved ones for a visit to a perfum-ery, it could become a good season for the industry.

Christian Lorenz, Man-aging Director Beauty Alliance Germany, Ger-many’s major association of privately-owned luxu-ry perfumeries

“Our member perfum-eries successfully affect the market. Currently the development of sales of the Beauty Al l iance cooperation in the fields of skincare and color cosmetics is even better than the market. As the economic conditions are favorable, we expect a good holiday business in 2012. Our ‘perfumeries with personality’ are very

well-placed and see the holiday period with confidence. But ultimately, our customers make their buying deci-sion’s themselves in the perfumery.”

Isabel Kutter-Neudeck, General Manager Lancôme

“The meaning of the holiday season for the perfumery truly is immense, because in these four weeks thirty percent of the annual turnover will be generated. That will be so again this year. A major role is played by the scents. In December, German perfumeries will sell 10,000,000 fragrances. This market segment is developing very dynamically and is at plus three percent, certainly driven by

the successful launch of our new women‘s fragrance, La vie est belle. We expect sales of this new product, even during the holiday period, will be good, and along with the modern classic, Trésor, it will seduce the customers.”

Thomas C. Schnitzler, Managing Director Nobilis Group, Germa-ny’s major distributor of luxury cosmetics and perfumes

“I‘m thinking positive—2012 was not an easy year—but we expect a good holiday business. People wish for something special during the holy feast—something that makes you forget the often difficult everyday life—and it does not matter whether it‘s a gift for 19.95 or 150 Euro and more. For the holidays, wouldn’t you like to pamper yourself and your loved ones, to thank them and to

bring the year to a close with joy? I firmly believe that the perfumeries will register a good holiday turnover. As for our house, I think we are well-positioned and can supply wonderful gift ideas to our top exclusive and premium brands. Our perfumery customers are always looking for something special. They look for good quality—and we provide this to the perfumeries. Brands like Jimmy Choo, Burberry, Versace, Etro, Bond No. 9 or Kilian present highlights. Also we have noticed a growing interest and demand for home accessories. Scented candles are very popular—and also exquisite soaps provide something special. The holidays will be, I hope, in the best sense, a feast of joy for all people.”

Christian Lorenz

Isabel Kutter-Neudeck

Thomas C. Schnitzler


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by Normita Joven

SPOTLIGHT ONDALLAS BEAUTY

Vince Camuto PA and Launch of Men’s Ready-to-Wear and Fragrance for Men

It was a Vince Camuto fashionista’s dream come true to walk into a world embellished with Vince Camuto works of art: billboard-size visual displays, footwear, watches, jewelry, accessories, fragrances, gorgeous Runway Mod-els in every corner modeling his latest fashions, and be greeted by the legendary Lifestyle Designer and footwear icon himself, Vince Camuto, at the Dillard’s Northpark Center in Dallas, Texas, on Saturday, October 6, from 2:00–4:00 p.m.

Not only was the Vince Camuto Personal Appearance an invitation for Dillard’s customers to experience the polished, effortlessly chic, and luxurious world of Vince Camuto, it was organized to celebrate the launch of his first ready-to-wear fragrance for men. Vince Camuto’s charisma radiated, and his enthusiasm for fashion was unleashed as he revealed his vision for the bold, fresh woody fragrance.

“Women are more powerful, sophisticated, and more professional than ever before, and I want men to feel empowered, and to be sexy, confident, and masculine enough to approach a woman,” explained Vince Camuto. “By wearing this fragrance, I make no promises; it’s an aphrodisiac in a bottle.”

Pam Christian, Regional Sales Director of Parlux Fra-grances, LLC, expressed her excitement for the Vince Camuto lifestyle brand and his passion for empowering both men and women. “Wearing Vince Camuto really makes me feel like a powerful and sexy woman,” Ms. Christian confessed. “Now having my husband wear Vince Camuto for men makes us a dynamite force!”

(Left to Right:) Customer Gideon Swift, Sales Associate with Dillard’s Women’s Fragrances’ Lino Yamaguchi, and Customer Michael Wil-liams. Mr. Swift and Mr. Williams purchased the Vince Camuto men’s fragrance. “It smells so clean and crisp, I would wear this every day!” said Mr. Swift.

(Left to Right:) Parlux Fragrances’ Pam Christian, Vince Camuto, Account Executive Parlux Fragrances’ Tiffany Russell, and District Manager Parlux Fragrances’ Lynn Robinson


Ms. Christian and Customer Jrnie Jade take a quick photo in front of the Vince Camuto display.

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by Bernadette Lacy CAPITOL CHIC

Fall Into FallAs the days become short and the temperature drops, Nordstrom/Montgomery Mall in Bethesda, Maryland, has found a way to keep your look hot and smoking through the long, cold season ahead. Attendance was heavy for their Trend Show held on November 3. In attendance were around 500 customers awaiting the latest in fra-grance, cosmetics and color. Featured was the latest in Stunning Skin, Captivating Fragrances, Ombré Eyes and Red Lips.

First off: Marc Jacobs’ Dot, with top notes of red berries, dragon fruit and honeysuckle; midnotes of jasmine, coco-nut water and orange; and base notes of vanilla, drift-wood and musk. It has a timeless sophistication that will keep you feeling charming with an upbeat spirit during the cold fall days. For those long nights, slip into CHA-NEL Coco Noir, with top notes of grapefruit, bergamot, rose and jasmine, infused with notes of Indonesian patchouli and sandalwood. You can’t help but feel inti-mate and seductive. For quick weekends away, no trip is complete without Estée Lauder Private Collection Amber and Ylang Ylang, an oriental amber- and ylang-ylang-infused scent to keep you busy all weekend long.

Now that you’re feeling refreshed by your sense of smell, let’s treat the eye to stunning skin. As Nordstrom has stated: “flawless, polished-looking skin is the theme for the season.” Start with Bobbi Brown Long Wear Foundation with medium coverage, that lasts all day; for touchups, Laura Mercier Tinted Moisturizer Compact, a best-seller in a new formula, is guaranteed to keep you looking dewy fresh. To accompany that glowing skin, let’s add an ombré eye—the hottest look this fall. Try Dior 5 Colour Eye Shadow Palettes for a wide range of color palettes. Nars Larger than Life Eyeliner is also a favorite this season. To ensure lashes look thick and lush, don’t forget Lancôme Hypnose Drama.

No look is complete without the perfect lip. Red lips are back. To perfect your catwalk look on the sidewalk, try NARS Velvet Matte Lip Pencil in Cruella, with warm

tones to heat up any cold day; and for a softer red, try Clinique Chubby Stick in Cherry. Pair that with YSL Glossy Stain #1 for show-stopping elegance, and don’t forget Trish McEnvoy Flawless Lip Primer.

With these accessories, you’ll be on the best-dressed list for any occasion, no matter what the weather outside.

Marla Herschkowipz, Makeup Artist, with a customer at the Bobbi Brown counter.

Evelyn Lopez assisting customers at CHANEL counter

At the Trish McEvoy counter on the left, Zain Wahab, Business Man-ager and Skincare Specialist, assists customers, while at the CHANEL counter on the right, Ms. Lopez (left) talks to a customer.

At the McEvoy counter, Ms. Wahab helps a customer.

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Saks Fifth Avenue


The Saks Fifth Avenue windows came alive with “The Snowflake Spectacular,” a light show projected onto the side of the building when the retailer kicked off its holi-day celebration. There were performances by the Ameri-can Ballet Theatre Dancers and The Young Audiences

New York Youth Choir, as well as an in-store appearance by Trace Adkins.

The windows at Saks Fifth Avenue’s flagship store fea-ture the story of Snowflake and Yeti through the journey of a fashionable holiday fantasy.

Saks Fifth Avenue’s windows showcase the story of Snowflake and Yeti.

Clare Foley with Saks Fifth Avenue’s Steve SadovePh

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Ci rque du So l e i l : Worlds Away provided a live performance as well as inspired the theme of Bloomingda-le’s 59th Street’s 2012 h o l i d ay w i n d ow s . Scenes from the film come to life inside the windows with hand-painted fantasy murals and sculpted animation that tumbles and soars.

“The 2012 Bloomingdale’s holiday windows feature exciting digital technolo-gy and take inspiration from Paramount Pictures’ upcoming film, Cirque du Soleil: Worlds Away, explained Jack Hruska, Bloomingdale’s Executive Vice President of Creative Services. “We consider our annual windows a gift to the City of New York, and in light of the recent storm, we hope that now more than ever, our windows bring a renewed sense of peace, love and hope this holiday season.” BF

Chris Fiore, Presi-dent of Henri Bend-el, was joined by Eric Trump and Elvis Duran at the unveil-ing of the store’s 1920s-themed holi-day windows. Cus-tomers could also roam the retailer and make purchases that benefited “Shop for a Cause.”

JANUARYMaybelline New York’s Spring Beauty Trends

Bloomingdale’s 59th Street’s holiday windows are inspired by Cirque du Soleil: Worlds Away.

Joined by Cirque du Soleil performers, Bloomingdale’s Michael Gould welcomed the crowd at the holiday window unveiling.



Henri Bendel

Henri Bendel’s window on Fifth AvenueHenri Bendel’s main floor sparkles with holiday glitter.

Bloomingdale’s 59th Street

A Walk On The Line Side . . . With Laura Mercier/ReVive’s Claudia Poccia

Interview with PZCussons Beauty’s Maggie Ciafardini

Claudia Poccia

Maggie Ciafardini




“In-store, Michele and I make sure that the people sell-ing AHAVA are educated about our products and receive the training they need. We have videos about the brand that help them feel comfortable and speak intelligently about offering AHAVA’s products.”

“Our department-store strategy is very deliberate,” Ms. Drell Szyfer declared. “I feel we win the battle, one store at a time. One week at a time. One event at a time. Because we only have shared space in-store, we are look-ing to increase our productivity per store with an event strategy that is rolling out the first quarter of 2013. It will allow us to gain more visibility for the brand in existing stores, even if it is at limited times of the season. When we are able to increase productivity,” she added, “then we can command more space in those existing stores.”

11 AM: ULTA Queens Boulevard Rego Park, New York

“One of Michele’s ideas is to play in themed catego-ries within promotions, so that we can easily tell the story and yet offer some kind of value to the customer,” Ms. Drell Szyfer reported.

ULTA makes the customer feel comfortable by assisting them if necessary, but allowing them to shop on their own when they so desire.

Ms. Michelman maintains that packaging is key in an environment like ULTA. “It’s really about how to educate the consumer and stand out in ULTA’s environment. A lot of the retailers congratulate us on using sleeves to tell the story, the product’s benefits and claims. These sleeves are more colorful than our standard packaging,” she added.

One of the opportunities that ULTA offers is its Grab+Go section. “We have our own gondola or wall at ULTA and also participate in this Grab+Go section,” Ms. Forrest explained, “and it has been a huge success for us.” The Grab+Go section is near checkout, so customers are exposed to AHAVA even if they don’t know about the brand.

Ms. Forrest said that ULTA “is great at suggestive selling to add something to the bag. Not only has Grab+Go been a wonderful program for AHAVA from a sales stand-point, but it has also brought people to buy the big sizes of our products.”


AHAVA

Ms. Drell Szyfer and Ms. Rupansingh at ULTA’s Grab+Go display

ULTA’s Stephanie Rupansingh and Christina Pesapane showcase the AHAVA display.

AHAVA’s products are easily accessible to ULTA’s shoppers.




12:30 PM: Lord & Taylor Manhasset, New York

Erin Wagner, AHAVA’s Northeast Account Executive, pointed out that AHAVA is usually on one tower, but, “since this Lord & Taylor is one of our high-performance stores, they gave [us] a whole second tower. “It’s all about performance and great relationships,” Ms. Wagner declared.

She reported that customers in the Manhasset area love the AHAVA brand, and “we have a Sales Specialist who loves the brand. It makes for great numbers.”

Lord & Taylor’s Barbara Zinn-Moore, Group Vice Presi-dent Cosmetics, stated, “We have a very strong partner-

ship with Elana and the AHAVA team. They are terrific partners and work hard to help us get great growth together.”

“Michele and I have some very deliberate plans for our future department-store strategy,” Ms. Drell Szyfer dis-closed. “Because we have shared space instead of coun-ter space, we want to increase our productivity per store with an event strategy that is rolling out in the first quar-ter of 2013. It will allow us to gain significantly more vis-ibility for the brand.”

2:30 PM: Nordstrom/Roosevelt Field Garden City, New York

Ms. Drell Szyfer has a two-prong strategy for driving the business at Nordstrom. “We are in limited distribu-tion and hope to increase our door count.”

“Nordstrom has just launched our face [products] in-store, and we are looking to expand this distribution as well. The second prong of AHAVA’s strategy is “stay and play, focusing on sampling the customer.”

AHAVA is rolling out the event strategy to Nordstrom as well as Lord & Taylor. “Nordstrom is a wonderful part-ner,” stated Ms. Forrest. “Our location is on an étagère, and the business continues to grow as Nordstrom contin-ues to roll us out to more stores and add face care into their distribution.”

Ms. Drell Szyfer explained that AHAVA has started to customize its distribution based on the type of account.

AHAVA

AHAVA’s display is on a high-traffic aisle in Lord & Taylor.

AHAVA’s Erin Wagner and Ms. Forrest (r.) with Lord & Taylor’s Linda Hartman and Kyra Grill who hold AHAVA gift sets

Displays of AHAVA’s holiday gift sets engage the customers.




“The merchandise presentation may vary in different areas. For example, Nordstrom does not carry our sun- care products but did request them for their store in Ala Moana. They are now doing an unbelievable sun busi-ness with our full sun-care line.”

According to Ms. Drell Szyfer, AHAVA’s key retailers’ brick-and-mortar .coms have brought explosive growth to AHAVA this year. “It’s managing the synergies between in-store and online that drive the business in-store.”

She believes that Nordstrom is being adventurous as a retailer by acquiring HauteLook. “They understand that their customer shops in brick-and-mortar, on their .com and also in a flash environment. We are working syner-gistically across channels to take advantage of all types of businesses.

Holiday gift sets were given a new look this year. AHA-VA’s products are being offered in travel sizes presented in clear, giftable packaging that resembles an ornament. “Michele had the idea of partnering with Orlandi to offer fragranced salts for the first time, and we have scratch-and-sniff labels for each scent,” Ms. Drell Szyfer informed. That same scratch-and-sniff label is also on full-size sealed containers of scented salts.

3:30 PM: Cottage Pharmacy Woodbury, New York

AHAVA’s independent store distribution is serviced through a network of representatives throughout the country. “Generally, independent stores come to us in two ways,” Ms. Drell Szyfer reported. Either our indepen-dent representatives have identified stores that meet our criteria in terms of image and retail partners, types of business and store location. Or, the store has identified us as a brand they want to carry, and this is happening more and more because their customers are asking for our products. They will call our office to speak to the

AHAVA contact that focuses on the independent accounts, who then either assigns one of our indepen-dent representatives to visit the store or a house account is opened for them.”

The independent representatives function in a similar fashion to AHAVA’s key accounts. Ms. Drell Szyfer explains that a plano gram is designed based on the amount of shelf space in the store. “We have the ability to customize that plano gram for a unique, large or small space.”

AHAVA has initiated merchandising units especially for their independent stores. “We now offer products to be available only in a certain part of the country,” she continued.

“The independent store may not have a traditional Beauty Advisor, so we have training packages for their Sales Associates combined with their sampling alloca-tion. The package contains a training DVD, as well as postcards that are mailed to customers or handed out in-store.”

Cottage Pharmacy’s General Manager, Matthew Carrus, said the typical customer might come in to pick up a prescription and then see a nice cosmetic or skincare item they need as well. “We have a very loyal customer base, and that starts with the level of service we provide.”

Mr. Carrus said Cottage Pharmacy’s customer base has a high household income. “They are older with kids in college, but we are now starting to see younger families as well. Our customers are aware of AHAVA, and it is building a following,” he reports. “The core AHAVA line that we carry has been quite successful and has a return customer, which is important. Now we have incorporat-ed face as well as body, and it has done well.” BF

AHAVA

Ms. Forrest, Ms. Drell Szyfer and Ms. Wagner (r.) with Nordstrom’s Jessica Canzoneri

Ms. Drell Szyfer and Ms. Forrest (r.) stand by the AHAVA display with Cottage Pharmacy’s Matthew Carrus.



EC Scott Group’s Sales and Training Conference was all about bringing the whole team together, which now includes over forty full-time sales representatives. During the five days of the conference, EC Scott Group brings together representatives from most of its supply partners and communicates brand and sales strategies to its sales team. As Julie Freeman, Executive Director of Education and Business Development, expressed: “We give our sales team the DNA of each brand we represent, so when they go in to a retailer to service a brand such as Smash-box, they can talk as if they are an employee of Smash-box.” Ms. Freeman further shared that “our sales team’s focus on new products and promotions provides the retailers with the expertise they need to train their staff.”

MONDAYIn a welcoming address, Mr. Scott outlined the meet-

ing’s agenda and the objectives. After a review of sales and business strategies, the attendees broke into round-table discussions with time allowed for peer learning and development of business strategies. As Mr. Huber noted: “It was an important morning where EC Scott Group Management listened to the challenges that our sales team faces, and we worked together on potential solutions.”

During the first day’s session, there was also a discus-sion about EC Scott Group’s large investment in technolo-gy. “Our investment in salesforce.com will allow our team to have the most accurate and clear information at the touch of a button,” Mr. Scott informed. “It will allow us to track visits, calls, trainings and events. It will be a tremen-dous tool to further develop our customer service.”

“In addition to salesforce.com, we have equipped our field team with iPads. We have all training documents, videos and other forms at our fingertips,” he continued. “These two technology investments will be meaningful for years to come.”

On Monday afternoon, Smashbox Cosmetics’ national Account Manager, Krista Baker, provided a business over-view and presented Fall/Holiday new launches. As Ms. Baker stated, “I’ve been coming to EC Scott Group’s National Conferences for several years and find their sales team to be highly interactive, knowledgeable, and fun.“

TUESDAYHeather Dickerson, the Buyer for Private Edition and

Cosmetic Market based in Nashville, TN, revealed what a buyer looks for in a brand’s representative, how presenta-tions should be made and how new products should be launched. “It was great to hear directly from a Buyer, since knowing what and how to communicate to them is very important. Heather is a great partner,” declared Mr. Huber. “Our team loved her, and she loves us.”

It was all about philosophy in the afternoon. Russ Hammond, philosophy’s National Director of Corporate Accounts, presented a strong Fall/Holiday season. He discussed the brand’s investment in advertising and phi-losophy’s expectations from EC Scott Group. “We find EC Scott Group’s sales team to be part of the philosophy sales team,” exclaimed Mr. Hammond.

Martha Scott, Ms. Aslankhani, Ms. Tongprasert, Ms. Yannuzzi and Ms. Johnston

Smashbox in-store

EC Scott Group

Ms. Townsend and Ms. Rintel




The group next went into CRM and technology train-ing. The team was shown key points as well as tips and tricks to capture important information. “This type of technology will facilitate our ability to research and reach new customers in secondary and tertiary markets,” confirmed Mr. Huber.

The “Experience Room” was set up to show everyone how brands are merchandised in an exciting, eye-catch-ing way. This room featured holiday décor and brand

presentations and sparked ideas for the holiday event season. “It also allowed the team to try, smell and touch all the holiday items, so they can speak confidently to customers about the upcoming launches,” stated Lyndsey Macmillan, Senior Beauty Operations Manager .

The Smashbox display in the “Experience Room”

Private Edition

The philosophy’s in-store display

The philosophy display in the “Experience Room”

Mark Scott.indd 51 12/6/12 11:03 AM


WEDNESDAYThe morning was dedicated to fragrance. It started off

with an overview of fragrance industry trends and growth potential. “We at EC Scott Group are optimistic and plan-ning on riding the wave of success through the Fall/Holiday season,” affirmed Tim Greene, Senior Vice Presi-dent of Marketing and Sales Operations. “Our strong momentum will continue with the strength of new launches and standout promotions this season.“

The afternoon session was devoted to a presentation by Bliss. “We enjoyed learning all about the new products and the success the core products have expe-rienced thus far,” Ms Freeman reported. “We learned more about the Bliss spas and how the products are developed and are brought to market. Knowing the ‘why’ behind the products is just as important as knowing the product,” she added.

EC Scott Group hosted an elegant dinner for Bliss, where the group had some time to escape the business setting and get to know the Bliss team in a social setting.

THURSDAYThe morning activities started early with a team hike,

climbing Equinox mountain, as participants cheered each other on the entire way.

The first training of the day was with EC Scott Group’s luxury professional haircare tools company, T3. The sales team learned about the company’s strong positioning in the market and point of difference. New launches were covered to prepare the EC Scott Group’s sales team to sell and train.

Clarins Director of Education, Queenie Lee, joined the EC Scott Group Conference to review the brand. “We were taken through the history of Clarins, its top sellers and learned tips and tricks to share with our accounts,” Ms. Freeman noted.

The afternoon session was all about Mr. Scott’s discus-sion of key takeaways and recapping the strategies for the Fall/Holiday season.

The conference wrapped up with a closing dinner. After the national training conference, the entire manage-ment team hit the road and visited with its sales team in regional meetings. The regional meetings allowed for one-on-one attention, discussion of specific regional and accounts plans, and a reconfirmation that everyone understood their focuses for the upcoming season. As Mr. Scott concluded, “the personal relationship we have with most of our cus-tomers translates into a company sales cul-ture, where we really try to make our cus-tomers successful. And with the help of our brand partner-ships, we are confi-dent it will happen for years to come. “

Bliss

The participants in the EC Scott Group hike

Ms. Risbridger with Mr. Scott

EC Scott Group

BF



Mr. Galloway sees the blogger as gaining influence over the Beauty Advisor in determining a consumer’s purchase. Often, the consumer at-counter will interact with her iPad instead of the Beauty Advisor in making her decision.

He reports that consumers’ inability to find product and avoidance of Sales Associates as reasons that they turn to purchase online. Three years from now, Mr. Galloway predicts, “Most traffic will go to mobile devices with a conversion from smart phone to tablet.”

Fragrance is only on 6% of Google’s links, and, he maintains, the Internet exposes flaws in the fragrance industry’s business model. The fragrance industry, unlike fashion, is under-invested in digital media. “There are a ton of opportunities with better search engines and especially with celebrities.”

STATE OF THE US FRAGRANCE MARKET

BF


Pochet’s Stephane Vincenti and Gerald Walle with Elizabeth Arden’s Pierre Pirard and Qualipac’s Eric Vanin

IFF’s Matt Frost and Coty’s Ruth Sutcliffe with Mr. Teets

Firmenich’s Cheryl Morano, Mr. Morris and Elizabeth Arden’s Art Spiro

Robert Staph, Doug Boissonault and Karl Gordinier of drom

Ms. Lagani (c.) with Clarins Fragrance Group’s Ben Guerin and Lionel Uzan

Symrise’s Tara Thompson with Doreen Bolhoffer of Doreen Bolhoffer Associates

Arcade’s Sonia Milfort, Alice Sciortino and Laura Freedman

Lancôme’s Andrew Armstrong and Serge Jureidini with Beauty Fashion’s George Ledes

Givaudan’s Yara Karmiloff and Cos Policastro (2nd r.) with David Suffit of Kiehl’s and Ms. Vaile

Ms. Sutcliffe, Ms. Kline and Firmenich’s Theo Spilka

DEC-State of Fragrance.indd 53 12/5/12 4:03 PM


IMPRESSIONS FROM GERMANY

First Max Factor Make-Up Studio Opened In Berlin

Multicultural and full of energy—that’s Berlin. Here, or more precisely in the trendy Berlin-Mitte district the first Max Factor pop-up store opened for the first time for three weeks. Beauty enthusiasts and makeup fans had the opportunity to get professional advice and create togeth-er with makeup artists their personal look under the mot-to “Find the makeup artist in you!” The over-100-year- long history of the brand has been shown on a “history wall” in the store. After all, in the thirties, the legendary Max Factor already had Hollywood icons in his “Max Factor make-up studio,” and helped them to find their unique look. For the opening, Max Factor’s Makeup Artist Stephan Smith had designed the “Berlin Look 2012.”

Presenter, Actress and Model Collien Ulmen-Fernandes got advice from Max Factor’s Stephan Schmied. He cre-ated a unique styling for her. “The Berlin Look is loud without being contrived and unnatural. I want these char-acteristics to show in my styling and makeup. Stephan Schmied has done a look which is perfect for my person-ality and this great city,” Ms. Ulmen-Fernandes said. Stephan Schmied is a “bundle of energy,” and Collien Ulmen-Fernandes the perfect choice for the Berlin Look: “Like my adopted city, Berlin, I combine self-confidence, energy and a multicultur-al heritage, things that Collien embodies also in a perfect way. Both have inspired me for this look. The strong eye area with almost oriental eyeliner is a beautiful contrast to the soft, natural hues on cheeks and lips.” Max Factor Berlin Look

Max Factor Make-Up Studio in Berlin, exterior view

Interior view of the studio

Another interior view

Actress Collien Ulmen-Fernandes and Max Factor’s Stephan Schmied

BF


Germany Dec 2012.indd 54 12/5/12 3:46 PM


SPOTLIGHT ON DALLAS BEAUTY

After exploding with over 27 categories in the Vince Camuto women’s market, creating the best value for women from head to toe, the fashion company Camuto Group is also creat-ing a scene in the men’s market. “Working with Vince Camuto and watching how much the brand has grown since the inception of the footwear lines of BCBG in 2002 has been an incredible experience,” said Crista Maul, Regional Merchandiser and Manager for the Central Region Camuto Group. “Vince Camuto is such an inspiration, and after launching brands for celebrities and major fashion and footwear lines, it’s amazing to see him in the spotlight launching his own. He wants to be The Complete Lifestyle Brand.”

Ms. Christian said the response to the Vince Camuto men’s fragrance launch has been incredible, and it is just the beginning for other men’s products to come in the near future. “Customers are constantly asking about men’s footwear, fashion and accessories because of the prestige quality of the women’s lines!” The Vince Camuto lifestyle brand has captured the essence of the sophisticated, sexy and stylish modern-day man and woman.

The Vince Camuto fragrance collection con-sists of 3.4-oz. Eau de Toilette Spray ($70.00), 1.7-oz. Eau de Toilette Spray ($57.00) and 2.75-oz. Alcohol Free Deodorant Stick ($17.00). BF


(Left to Right:) Assistant Visual Manager for Dillard’s Brit-tany Brown, Mr. Camuto, and Visual Manager for Dil-lard’s Ron Buscher

Vince Camuto is proud to meet his fans! Here is Mr. Camuto with big VC fan Ms. Jade!

Vince Camuto customers waited in long lines throughout the day to get a minute of face time with the famous Life-style Designer!

Vince Camuto customers enjoyed taking photos and receiving an autographed photo from Mr. Camuto.

Vince Camuto Model

Dallas Dec 2012.indd 55 12/5/12 3:50 PM


tors from the world of art, technology and design to enlighten, educate and energize our industry.”

Her plans for the 2013 FiFi’s have already kicked off by hiring a new pro-duction company to “add some glamour and repre-sent the world-class indus-try in which we work.”

Another initiative is to bring the consumer to the FiFi’s. Nominees will be

named in January so that a media blitz can get the word out to consumers through magazines, bloggers, online outlets and television to drive them to the new Fragrance Foundation social media outlets to vote. Ms. Musmanno would like to add a sample mailer in future years, so consumers can “try” a fragrance before voting.

There is a plan to organize a national shopping night—a Fragrance Festival—to build a team effort with the retail members of The Fragrance Foundation, as well as its pub-lishing and manufacturing members. It is hoped that the retailers will present GWP/PWP’s to drive sales.

Ms. Musmanno impressed on members that “The Fra-grance Foundation belongs equally to each one of us. It is truly our Foundation and one that we will build together.” BF

MUSMANNO DEBUTS AT THE FRAGRANCE FOUNDATION


Seven years ago, the first Girl’s Night Out was held to benefit the FIT Scholarship in Ms. Scott’s memory. “The first year, we raised $500,” informed Estée Lauder’s Gen-eral Manager/Senior Vice President, Nancy McKay. “This year, we’ve raised about $15,000.”

Elizabeth Arden’s Senior Vice President, Laurie Dowley, shared, “Since Girl’s Night Out began, we’ve given 15 FIT scholarships. Most important, we honor Jane Scott’s memory by giving students the chance of attending FIT.”

Ms. McKay explained that 2011 was the first year that recipients of Jane Scott FIT scholarships were invited to attend Girl’s Night Out. This year, Jane Scott FIT Scholar-ship recipients Candance MacPherson, Madeleine Busta-mante and Tiffany Toro met their benefactors at the event. “Jane’s memory lives on in the work and projects of these students,” she noted. BF

Gurwitch Products’ Bonnie Beer with Ms. Levy and Ms. Poccia

Ms. Dowley, Chrysallis’ Jill Scalamandre and Ms. Drell Szyfer

GIRL’S NIGHT OUT

AHAVA’s Elana Drell Szyfer with Ms. Breen

Parlux’s Linda Levy with Clarins’ Jonathan Zrihen

QVC’s Claudia Lucas with LVMH Fragrance Brands’ Nicholas Munafo

Ms. Russo with P&G Prestige Products’ Don Loftus, Cosimo Policastro of Givaudan and Ms. Darland


Musmanno debuts.indd 56 12/5/12 3:35 PM

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