LNE & Spa - April 2013

LNE & Spa—the magazine for skin care and spa professionals April 2013 $7.50

EnvironmEntally rEsponsiblE providEr of prEmium skin CarE

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THE ORIGINALSINCE 1958

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Éminence cares about the planet from harvest to production, packaging to delivery. We are committed to being the

“Greenest Company in Town” with the following initiatives: Wind and Solar Powered Manufacturing, Sustainable Farming

Practices, Handmade Products, Recyclable Packaging, Vegetable Inks in Printing, Recycled Paper in Outer Packaging,

Biodegradable Corn-Based Packing Materials, Green Warehouse Practices, Hybrid and Biodiesel Car Deliveries, Green

Transportation Support for our Staff, Green Community Supporter, Green Spa Program, ISO 90001/2001 Certified

Manufacturing. We have taken our commitment to the environment to a whole new level with our new Tree Planting

Initiative – Trees for the Future – where we are committed to planting one tree for every product that we sell!

ACN DP Ad LNE.indd 1 4-Jan-2013 2:32 PM

EnvironmEntally rEsponsiblE providEr of prEmium skin CarE

Toll-Free 1-888-747-6342 | [email protected] www.eminenceorganics.com

THE ORIGINALSINCE 1958

Awaken to younger looking skin with our new

Age Corrective Night Collection. This advanced night

recovery collection features incredible antioxidants,

vitamins, precious herbs and oils, plus an exclusive

all-natural Anti-Aging Stem Cell Complex

containing argan oil and nutmeg seeds. Pair with the

original Age Corrective Collection during the day

for the ultimate solution to the visible signs of aging.

Visit www.eminenceorganics.com to locate a spa

near you to purchase this new product line.

See incredible results, naturally:

13% increase in skin density 25% increase in skin smoothness

26% decrease in wrinkle depth

Results in just two months.

Boldijarre KoronczayPresident and Master Trainer

GREEN SPA

É

MINENCE

ORGANIC SKIN CAR

E

É

MINENCE

ORGANIC SKIN CAR

E

Industry Leaders in Keeping the Planet Green.

Éminence offers products with the highest organic standards worldwide including USDA Certified Organic, ingredients

certified by Demeter International – the only global certifier of Biodynamic® products – and Biokontroll Hungaria.

Éminence cares about the planet from harvest to production, packaging to delivery. We are committed to being the

“Greenest Company in Town” with the following initiatives: Wind and Solar Powered Manufacturing, Sustainable Farming

Practices, Handmade Products, Recyclable Packaging, Vegetable Inks in Printing, Recycled Paper in Outer Packaging,

Biodegradable Corn-Based Packing Materials, Green Warehouse Practices, Hybrid and Biodiesel Car Deliveries, Green

Transportation Support for our Staff, Green Community Supporter, Green Spa Program, ISO 90001/2001 Certified

Manufacturing. We have taken our commitment to the environment to a whole new level with our new Tree Planting

Initiative – Trees for the Future – where we are committed to planting one tree for every product that we sell!

ACN DP Ad LNE.indd 1 4-Jan-2013 2:32 PM

Say you saw it in LNE & Spa and circle #157 on reader service card

Page 4 • www.LNEONLINE.com Les Nouvelles Esthétiques & Spa • April 2013

CONTENTSAPRIL 2013 VOLUME 28 NUMBER 4

businessHuman Capital 60 The Ultimate

Consumer Experience 62Perception is Key 68Harmony in the Spa 72Developing Your Career 76From Solopreneur to Entrepreneur! 80The Marketplace 86Biz News 90

spaSoft Targets: Safeguarding Your Spa 44

Let Your Gut Guide You 46The Pursuit of Joy 54Spa News 58

skinOSHA Updates 22 The AromaChroma Tone Facial 26

Smart Ingredients 30Concierge Aesthetics 34Checklist for Choosing Wisely 38Skin News 40

Concierge Aesthetics page 34

Let Your Gut Guide You intuition based treatments page 46

The Ultimate Consumer Experience

page 62organic & wellnessLife Coaching 93 Chaum Life Center 94Spa Partnerships 97Going Organic 100Fasting 103Organic & Wellness News 106

imageFresh Look 107 Bliss 109Say “I do” 115Professional Collaboration 117Trends 120Image News 122

Bliss page 109

CoverNatalie Portmancourtesy of Dior, The New Nude

extrasFrom the Editor 6Spa of the Month: Bella Reina Spa, Delray Beach, FL 10Calendar of Events 124Advertisers’ Index 130

Chaum Life Center page 94

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



SINCE ITS CONCEPTION IN PARIS, FRANCE in 1952, Les Nouvelles Esthetiques & Spa has built a worldwide reputation for sharing the most up to date

knowledge in the world of spas, well-being, beauty, skin care and therapies. Each month, the magazine cover of LNE & Spa features exquisite, cutting-edge styles and beautiful faces from all over the world! This month’s cover features the stunning Oscar winning actress and model, Natalie Portman. Portman is talented, gorgeous, educated and health conscious. This dedicated vegetarian graduated from Harvard University after taking time off from her acting career to study.

The April issue of LNE & Spa focuses on the body and soul. We all are familiar with how our emotional and physical health are intertwined and impacted by life’s daily stressors. Consumers increasingly want to partner with professional li-censed therapists for guidance and assistance in improving their lifestyles. For so many spa professionals, the desire to help our clients goes beyond skin deep; many of us want to help our guests achieve optimal health and wellness. As a trained and licensed therapist, do you rely on methodology and protocols for your treatments or intuition to assist you with new and existing clients? On page 46, Goldie Bonnell offers a wonderful article on how to utilize your inner voice to guide you during treatments.

Bridal season is in full swing as the weather warms up. This is a great time of year to capture extra revenue and guests, and create happy and beautiful clients. Brides and their en-tourages are everywhere, so no matter where you are locat-ed, you can benefit from this market! LNE & Spa’s revamped IMAGE Section, starting on page 107, offers informative tips on how to reach out to the bridal market, along with fabulous makeup tutorials and in-depth nail artistry articles to expand your business. Internationally acclaimed makeup artist Pamela Taylor showcases informative makeup techniques for creating a beautiful bride that you do not want to miss!

Boost your career by attending one of The International Congress of Esthetics & Spa conferences coming up in Miami Beach, FL on April 7th and 8th or Dallas, TX on May 5th and 6th. All-inclusive admission covers informative classes, expert educators, networking and a dynamic General Session for the best two-day conference in the industry! n

—Denise R. Fuller, [email protected]

from the EDITOR

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Say you saw it in LNE & Spa and circle #110


3929 PONCE DE LEON BLVD. CORAL GABLES, FLORIDA 33134

800.471.0229 (USA)

305.443.2322 Worldwide fax 305.443.1664 www.lneonline.com

e-mail: [email protected] [email protected]

Publisher Dr. Jean Jacques Legrand

Chief exeCutive OffiCer Rodolphe Legrand [email protected]

editOr in Chief Denise R. Fuller [email protected]

Art direCtOr Sacha Smith [email protected]

AssistAnt editOr Amanda Clinton Winter [email protected]

direCtOr Of sAles Aché Fougere [email protected]

MArketing direCtOr Christèle de La Haye [email protected]

COnferenCe COOrdinAtOr Laura G. Bazo [email protected]

exhibitOr OPerAtiOns AssistAnt Mayli Bueno [email protected]

internAtiOnAl editOr Michele de Lattre-Pierantoni 7 Avenue Stephane-Mallarme, 75017

Paris, France - 43 80 06 47

ADVISORY BOARD Lydia Sarfati • Ben Johnson, M.D. • Lake Louise • Nina Curtis

Diane Buccola • Camille Hoheb • Joseph Mandato

Contributors

Printed with 100% soy-based ink. This magazine is recyclable.

Please recycle where facilities exist.

Leon Alexander, Ph.D.Patti BiroGoldie BonnellLyn ChristianRonel CorbinNina CurtisDonna DodierDenise R. FullerJimm Harrison

Jenny HoganCamille HohebLori HutchinsonKaffee KeldieRichard LinderAnnie MayoMichael Q. PuglieseLinda RaeRobert Sachs

Dori SoukupRobert Spalding, D.P.M.David SuzukiPamela TaylorSherry TaylorShawn TowneDale TurnerKristina ValianiTina Zillmann

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SPA OF THE MONTH

by Kaffee Keldie

TRANSFORMATION TO SUCCESSBELLA REINA SPA DELRAY BEACH, FL

THE PLAYFUL DECORATING FLOURISHES of black and white damask wallpaper and sheer pink draperies at the Bella Reina Spa in Delray Beach, FL is the work of a serious, seasoned spa owner, Nancy Reagan. Known as the “First Lady of Health and Wellness,” Reagan has more than 20 years of experience as an esthetician, spa owner, makeup artist, nail professional and nutrition ex-pert. The twists and turns she has experienced along the way make for an interesting tale of transformation. This successful spa founder and CEO was featured in a recent article in The New York Times (November 22, 2012), identifying her as a “skin care coach.” Reagan is following a new

trend of connecting with clients through coach-ing sessions, sharing advice and helping them set goals to improve their skin and overall wellness. She has proven herself to be an astute profes-sional who takes risks, learns from her mistakes and continues to innovate.

After preparing to enter the investment world with a master’s degree in business from the Uni-versity of Tennessee at Chattanooga, Reagan began her professional life as an investment ad-visor. It was only after the mortgage backed se-curities crisis (1988-1989) that she began look-ing for alternative job opportunities. In a bold

continues

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move, she decided to study esthetics. Reagan earned a Florida specialty license and started practicing esthetics in Delray Beach. The first location she attempted came complete with a neighbor who had a motorcycle and a cigarette boat that were constantly revved up. Quickly realizing that the two did not mix, the landlord agreed to free her from the lease. Reagan relo-cated to a much more suitable location, which became N Reagan & Company. For the next 11 years, Reagan established her reputation and improved her skill set, developed a loyal staff and built an adoring clientele. During this time she was approached by a client who had a busi-ness proposition. The woman’s family owned a number of hotels, and they were planning a new one on the ocean in Delray Beach. They needed someone who knew the spa business to part-ner with them for their newest project. It would involve creating a spa facility from the ground up. Since this group had not had a spa in any of their other hotels, Reagan would be in charge of everything from concept, site plan, interior design, product selection, treatment and menu design to staffing and management. Reagan was challenged by the idea. A partnership with the

hotel owners was created and she went to work. It was during this time that Reagan sought the assistance of accomplished spa consultants and made lasting connections with several. She con-tinues to value their support and gives credit to three team members of Blu Spa Consultants: Lisa Jacobs, Sherroll Scow and Ann Patton. The hotel spa, comprised of 11 treatment rooms, opened in 2006 with much anticipation. Two years later, the partnership with the hotel owners took a negative turn, which devastated Reagan. She found herself in an unforeseeable situation that eventually led to the dissolution of the partner-ship, bringing Reagan to a crossroads.

Now free from the responsibilities of the day to day operations at the hotel but equipped with all the skills, operations expertise and a love of

continues

spa of the month|bella reina day spa

Nancy Reagan

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THE INTERNATIONAL CONGRESSOF ESTHETICS AND SPA

PRESENTED BY

THE TRENDSETTER OF BEAUTY

The International Congress of Esthetics and Spa in Miami Beach is The event of the year in Florida for spa professionals. The two-day conference offers dynamic education, cutting-edge companies and opportunities to build relationships with leaders in the spa industry from around the globe. Estheticians, therapists, spa owners and resort directors sharpen their knowledge, advance their skills and collaborate with leading companies and manufacturers to create a dynamic, successful and thriving industry!

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APRIL 7 & 8, 2013

$60

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2-DAY ALL-INCLUSIVE ADMISSION


$75 when you registerafter 03/15/13


ALL-INCLUSIVE ADMISSION INCLUDES:• All General Session Lectures and Demos

• Medical facilities, Aesthetic and Wellness Center Track

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• NASN-National Aesthetics Spa Network

• Medical Esthetics Seminar

• Medical Spa Business Seminar

• Image Seminars

• Cutting Edge Salon/Spa Business Seminar

• AIA-Aesthetics International Association

• Spa Business Lounge

• The Green Spa Network Village

• All Manufacturers’ Workshops

• Exhibit Hall flooded with hundreds of exhibitorsEndorsed by:

CONTACT US TODAY FOR YOUR FREE SHOW PROGRAM:

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3929 Ponce de Leon Blvd., Coral Gables, FL 33134 USA: 305.443.2322 • FAX: 305.443.1664

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PRESENTED BY


The International Congress of Esthetics and Spa in Miami Beach is The event of the year in Florida for spa professionals. The two-day conference offers dynamic education, cutting-edge companies and opportunities to build relationships with leaders in the spa industry from around the globe. Estheticians, therapists, spa owners and resort directors sharpen their knowledge, advance their skills and collaborate with leading companies and manufacturers to create a dynamic, successful and thriving industry!

MIAMI BEACH FLMIAMI BEACH CONVENTION CENTER

APRIL 7 & 8, 2013

$60

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• Image Seminars




• The Green Spa Network Village


• Exhibit Hall flooded with hundreds of exhibitorsEndorsed by:




NEW

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the industry, Reagan assumed the role of spa consultant until she was persuaded by several previous employees to open another spa in Delray Beach. Since the opening of Bella Reina in June of 2009, Reagan’s unwavering focus and strong belief in results driven treatments, based on scientific principles coupled with teaching wellness lifestyle, has set her apart from the competition. Even with less than 1,000 square feet, the use of space at Bella Reina is a study in functionality! There is a three station nail bar that encourages interaction and client connection; a banquet of three pedicure chairs complete with stainless steel tubs that feature ozone to kill fun-gus and bacteria; and a product wall displaying a mix of skin care, nutritional supplements and gift items adjacent to a waiting area. All of this is continues

visible when entering the front door of the spa. Just behind a rolling, frosted glass door, there are three treatment rooms for massage, skin care and body treatments, as well as a rest room and an area for all back of house activities such as laundry, storage and office space, and their au-toclave for sterilization. It is a testament to the old adage that “less is better.” In just 917 feet of space, the staff at Bella Reina meets the chal-lenge of effectively staging the day, delivering a variety of skin, body and nail treatments and maintaining the serenity that is expected at a spa.

The proof is in the pudding. Each week, ap-proximately 200 clients receive services at Bella Reina. Reagan shares that in January of 2013, the spa had a 65 percent increase in visitors over the same month in 2012. What are the factors that contribute to that sort of growth? The well trained, caring staff that has been put in place in the two and a half years since the spa opened? The word of mouth among satisfied clients who have benefitted from the enticing menu of mul-tifaceted, science based treatments? Or is it


THE PROOF IS IN THE PUDDING. EACH WEEK, APPROXIMATELY

200 CLIENTS RECEIVE SERVICES AT BELLA REINA.



Reagan’s prolific and effective marketing efforts? These include online sharing of advice and in-formation at nancyreagansblog.com, Twitter (7,265 followers) and the spa’s Facebook page (2,100 fans), all of which engage and encour-age the spa’s growth? Of course, it is all of the above and more.

It was her own chronic health issues that prompted Reagan to look for alternative solu-tions. She learned firsthand the role that nutrition and supplementation plays in the body’s vitality and longevity. After successfully controlling her own problems that defined a personal health transformation, it became her mantra. This be-lief in a conscientious, wellness lifestyle plays a big part in the core philosophy at Bella Reina. In short, it is “inside out.” Reagan believes that spas have the opportunity to pick up where traditional medicine leaves off. She became a certified weight loss coach and trainer. In her coaching sessions, she teaches that everything is based on one’s

diet. She challenges clients to take responsibil-ity for their health to cure and prevent lifestyle based diseases.

Reagan has brought the inside/outside con-cept to the spa’s unique menu design by speci-fying “external” products to improve the skin’s surface, and “internal” products to complement the treatment by addressing issues from within. The most requested services at the spa are fa-cial rejuvenation treatments. The estheticians employ multifunctional “four-in-one” machines, which deliver ultrasonic microdermabrasion, LED, microcurrent and ultrasonic product penetra-tion to achieve visible results. They then finish by administering a potent dose of isotonix vita-min drink specific to the desired results. Clients can also choose to add a “face booster” to their treatments. Choices include a stem cell DNA se-rum, collagen and caviar face mask or a variety of booster ampoules.

The “Fassage” is an 80 minute combination massage and express facial. From the “Body Spa” treatment selections, there is the slimming infrared wrap, which offers an option that is seven times more effective than conventional heat, steam saunas or wraps for detox and weight loss. The innovative nail care menu addresses callus re-moval, rough and cracked heels and a cure for nail fungus. Billed as the ultimate ”medi meets pedi,“ nail care products use 30 percent lactic acid and the ozone generator for medical steril-ization, along with the natural or gel manicures at the popular nail bar. The newest addition to the comprehensive menu is aromatherapy massage. After a lengthy search, Reagan found just the right company that makes effective and beau-tiful aromatic blends. She explains that when making product choices, she looks for product manufacturers that are “good partners,” because their support is vital. She believes that chang-ing product and service offerings is healthy and important for the business, but recommends doing the necessary research before making such critical decisions. She attends as many lo-cal industry conventions as possible to get in-formation and find new product selections. To get a broader perspective and exposure to more West Coast vendors, she goes to a conference in Las Vegas each year.

The spa team currently totals 13 employees. There is one full time manager whose main duties include operations analysis, inventory control, plac-ing orders and overseeing all staff issues. Reagan

continues


ADVICE FROM REAGAN’S LESSON BOOK • Do your research/learn constantly• Seek expert advice/surround

yourself with people who are more knowledgeable than yourself

• Don’t stand still—evolve • Don’t be afraid to fail

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was particularly well received was the $25 gift cards that could be used toward a minimum purchase of $80. To integrate her social media, search marketing, email and publicity releases into one software, Reagan uses Vocus, an online marketing dashboard. She credits it for making the connection that led to the aforementioned story in The New York Times. The Bella Reina website now holds a coveted high priority placement on online search engines.

There is a saying: “If it doesn’t challenge you, it doesn’t change you!” This First Lady of Health and Wellness, Nancy Reagan, has brought about a transformation in her own life, as well as that of so many others, by embracing both chal-lenge and change. n

Kaffee Keldie has been a practic-ing esthetician since 1982. She has owned and operated Kaffee’s Gar-den Spa of West Palm Beach, FL for more than 12 years. The full service day spa promotes a message of well-ness by offering holistic alternatives in treatments, home care products and special events. Keldie is the di-rector of the National Aesthetic Spa Network for Florida.

praised the manager’s ability to find the lowest prices, and credits her for the drop in supply costs last year. There are also two full time spa coordinators or “expeditors,” as Reagan calls them, who are responsible for bookings, call backs, mailing birthday cards and controlling of the flow of guests. As expeditors, they assist the therapists with changing the room over. Reagan has a keen sense of leadership and requires attendance at weekly staff meetings where performance numbers are shared. There is a handbook of guidelines that the employees must follow. Reagan’s guidance and the efforts of the team have produced fantastic results. Reagan recently treated the entire staff to a day at the White Orchid Spa in Vero Beach, FL as a reward for taking part in achieving Bella Reina’s best year ever!

The Delray Beach area has no shortage of spas. With so much area competition, Reagan has been forced to become a marketing whiz, and says that she loves that part of the job! She has a well defined message and a 12 month advance plan to get customers engaged in various ways. When I met with her, she was planning one of her quarterly special events, which she refers to as a “pop up shop.” The purpose of this event was to introduce her spa’s custom blended makeup. Requiring an RSVP, it was held at the spa in the evening, featuring a guest makeup artist, champagne and cupcakes. Another ongoing in house tactic at Bella Reina is giving away gift bags containing samples and spa literature to new clients. One promotion that



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section format, ensuring consistency in the presentation of important protection information. Precautionary statements must also be provided.

Employee trainingEmployers must ensure that all chemicals in their workplaces have labels and safety data sheets, and that they are updated accordingly. Employee trainings on the revised labels and safety data sheets must be conducted and documented prior to the compliance effective date of December 1, 2013.

This ensures that when employees see the new labels and safety data sheets, they will be familiar with them, understand how to use them and access the information effectively. This training is in addition to the current OSHA training requirements.

UNDER FEDERAL LAW, EMPLOY-

ers of salons and spas must comply with Occu pational Safety and Health Administration (OSHA) regulations or run the risk of incurring substantial fines.

The Hazard Communication Standard (HCS) is the part of OSHA that includes appropriate labeling, safety data sheets (SDS) and related employee training. New changes to the law are bringing the United States into alignment with the rest of the world through the Globally Harmonized System of Classification and Labeling of Chemicals (GHS). According to the OSHA, this will further improve safety and health protection for all American workers.

New hazard classification The new HCS still requires chemical manufacturers and importers to evaluate the chemicals they produce or import and provide hazard information to employers and workers by putting labels on containers and preparing safety data sheets. However the old standard allowed chemical manufacturers and importers to convey hazard information on labels and material safety data sheets in whatever format they chose. The modified standard provides specific criteria for classification of health and physical hazards, as well as classification of mixtures. The new labeling and safety data sheets will be more easily and universally understood, therefore lowering risk in the workplace.

Labels and safety data sheetsChemical manufacturers and importers will be required to provide a label that includes a harmonized signal word, pictogram and hazard statement for each hazard class and category. Revised safety data sheets will have a specified 16

As long as the employees have immediate access to the information without leaving their work area, safety data sheets may be kept in a binder or on a computer with a backup, available for rapid access in case of a power outage or other emergency.

Owners may want to designate a person responsible for contacting manufacturers and/or distributors to obtain the new safety data sheets. Make sure you have one for each and every product in your facility including cleaning products, alcohol, disinfectant, wax, hair/nail care as well as all skin care and cosmetics. In other words—everything! n

For additional information, refer to www.osha.gov.

Sherry Taylor is a paramedical skin care instructor at Florida College of Natural Health, Fort Lauderdale, FL. Taylor can be reached at [email protected]. Linda Rae is the owner of Linda Rae Skin Care and the creator of a results-oriented pre/post facial plastic surgery program. Rae can be reached at [email protected]. In 2009 Taylor and Rae joined forces to form TaylorRaeConsulting and The Real World of Esthetics®.

by Sherry Taylor and Linda Rae

skin OSHA updates

COMPLETION DATES, REQUIREMENTS AND RESPONSIBILITY

Completion Date Requirements Who is responsible?

December 1, 2013 Train employees on the new label elements and SDS format.

Employers

June 1, 2015 Comply with all modified provisions of this final rule, except those mentioned in the box on the right.

Chemical manufacturers, importers, distributors and employers

December 1, 2015 Distributors may ship products labeled by manufacturers under the old system until December 1, 2015.

June 1, 2016 Update alternative workplace labeling and hazard communication program as necessary, and provide additional employee training for newly identified physical or health hazards.

Employers

Transition Period Comply with the current standard, or both.

All chemical manufacturers, importers, distributors and employers

Source: www.osha.gov

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There is no better time than now to reinvent your business and the way you serve your clients. The International Congress of Esthetics and Spa in Dallas, TX is the inspirational conference for spa and skin care professionals with the most informative educational sessions that encompass topics relevant to every sector of the industry. It is also the event where you can meet and network with many other like-minded professionals, and the place where you can find an exhibitors’ floor flooded with the best companies in the business showcasing the most cutting-edge products and equipment!

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PRESENTED BY


There is no better time than now to reinvent your business and the way you serve your clients. The International Congress of Esthetics and Spa in Dallas, TX is the inspirational conference for spa and skin care professionals with the most informative educational sessions that encompass topics relevant to every sector of the industry. It is also the event where you can meet and network with many other like-minded professionals, and the place where you can find an exhibitors’ floor flooded with the best companies in the business showcasing the most cutting-edge products and equipment!

DALLAS TXARLINGTON CONVENTION CENTER

May 5 & 6, 2013

$60









• Image Seminars





• Exhibit Hall flooded with hundreds of exhibitors

Endorsed by:




NEW

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BY NINA CURTIS

THE AROMACHROMA TONE FACIALCOLORFUL VIBRATIONS

THE AROMACHROMA TONE FACIAL is designed to treat the entire system of the client’s body. Aromatherapy, chromatherapy (color) and sound therapy (tone) are all used to stimulate the chakras (subtle energy centers in the body), as well as balance, restore and heal the physical body and the senses.

“Vibrational esthetics” offers a dynamic approach in helping to rebalance our clients’ “being” from the hectic lifestyles they lead. Many of them are probably highly stressed, overworked and undernourished. Vibrational esthetics treatment is ideal for rejuvenating, recharging and relaxing the body, mind and spirit.

As the demand for noninvasive beauty and wellness treatments continues to grow, the use and application of aro

allows essential oils to enter into the realm of the spiritual plane. Essential oils not only cause chemical changes to occur in the bloodstream, they also have psychospiritual effects that respond to the color and aroma vibrations held within them.

The therapeutic qualities of an essential oil are revealed by its color signature, and its note indicates its level of action.

Color raysColor vibrations come to Earth in the form of light vibrations by way of pure white sunlight, which forms a part of the electromagnetic field. We only see approximately 40 percent of the electromagnetic spectrum, and this part is known as the visible light spectrum. Color vibrations can be compared to musical notes, with octaves of colors going up and down in scale. Within the visible spectrum there are 40 octaves of color vibrations, from the darkest of shades to the palest of tints. We require energy from all of the spectrum colors in order to be healthy. Colored light rays

matherapy, chromatherapy and sound therapy are becoming commonplace. They are being paired more often with Western medical and cosmetic treatments and protocols.

Principles of the AromaChroma Tone FacialEssential essence. Essential oils contain the vibrational elements that are the very “essence” of plants. Oil is used as the medium by which the essence of the plant is captured. Liquids are generally the most sensitive carriers of vibration. Essential oils have a volatility that enables them to evaporate into the air, and as they do, the aroma develops. This is known as the spiritual nature of the essence. This metamorphosis from a visible oil into an invisible vibration

Essential oil Color Note Chakra

Rose (centifolia) Red Top Base, crown

Sandalwood Orange Base Base, sacral

Bergamot Yellow/Green Top Solar plexus, heart and crown

Marjoram Green Middle Heart

Rosemary Blue Middle/top Solar plexus, brow

Chamomile Blue Top Throat, brow and crown

Lavender Violet Top Crown

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are “light” nutrition, penetrating every part of our being. It has become accepted that color has a profound effect on the mind, body and spirit. Each color vibration has a particular wave length and speed or frequency, and each color ray has its own specific lifeenhancing quality and healing action. In the visible spectrum, red is the slowest vibration and has the longest wave length, while violet has the fastest vibration and shortest wave length. Cells are both light sensitive and light emitting structures, and when light vibration reaches the cells (i.e., the eyes, skin and our electromagnetic space), fine chemical changes occur that affect their behavior and growth. In this way, the genetic and informational material of the cell’s DNA can be opened to healing. Light affects us at a cellular level, having a dynamic effect on our genetic makeup and the vibrational energy in our subtle bodies. All of our body systems move in harmony with natural rhythms, so our blood and bodily fluids flow in sympathy with certain wave lengths of color.

Sound therapyNatural sounds such as acoustic musical instruments, chimes, bells, crystal bowls, tuning forks and the human voice all benefit the body with what is known as “vibrational nutrients.”

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The sound of our own voice is one of the most healing vibrations there is. The sound of one saying “aaahhh” opens up the heart chakra and begins to re

balance our entire system, especially during bouts of disease and daily stress.

Chakras are energy centers or vital vortices within the body, which are interrelated with the parasympathetic, sympathetic and autonomous nervous systems. Chakra, a Sanskrit word, means “wheel,” and denotes circle and movement. Essentially, the chakras are “spinning wheels of energy.” Each chakra is a step by step plateau of desires, containing and moving great vital energy forces.

Try this exercise: Sit comfortably in your chair, slip your shoes off and place your feet flat on the floor. Place your hands over the center of your chest, take a deep breath and make the “aaahhh” sound as you exhale. Close your eyes and feel the healing, soothing and calming vibrations spread through your body. Do this for as long as you feel you

need to, at least three times in repetition. Have a glass of water afterwards and proceed with what you were doing. This is an excellent exercise you can teach your clients to use daily.

Combining aromatherapy, chromatherapy and sound therapy all together during a single treatment produces “vibrational esthetics.” These aspects can also be applied to body therapy and reflexology.

Creating an oasis of well-being I often have clients tell me that the Nile Institute is their “safe haven,” where they come to renew, relax and rejuvenate themselves. This puts a smile on my face, as that is exactly my intent. When clients enter the Nile Institute, they are introduced to subtle aromas in the air and soothing music that begins to bring them down a few octaves from the hustle and bustle of their day.

I often diffuse lavender and bergamot in the air, and sounds of crystal bowls or chimes can be heard in the background. This subtly sets the tone, and I find it has a profound effect on my clients, their energy and their ability to further relax, even before we begin the treatment.

The AromaChroma Tone Facial ProcedureDuration: 1 hourThe AromaChroma Tone Facial affects all of the senses, and clients will often say that they can see the color of an aroma they smell or even taste it in their throat. Sometimes a client can see the color of the gemstone that I’ve laid over a certain chakra, even as their eyes are closed and they haven’t seen the stone that I’ve used. These experiences seem to heighten the client’s overall enjoyment of the treatment.

Before beginning the treatment, thoroughly explain the principles and the benefits of the AromaChroma Tone Facial again. The principles may still be new to

ColorSympathetic gland/chakra region

Sympathetic body organ

Body system/sympathetic frequency

Red Adrenals Kidneys, bladder Muscles, blood

Orange Ovaries/testes Sexual organs, colon Digestion, lymphatic system

Yellow Pancreas Liver, gallbladder, spleen

Autonomic nervous system

Green Thymus Heart Circulation, para-sympathetic nervous system

Blue Thyroid Para-thyroid, throat, ears

Respiration, venous blood

Indigo Pituitary Lower brain, eyes, nose

Skeleton, bones

Violet Pineal gland Upper brain, head Central nervous system, spine and psyche

THIS IS A SUBTLE TREATMENT THAT OFFERS DYNAMIC

VIBRATIONAL BALANCING AND

HEALING RESULTS.


the client, even though you would recommend and explain the concept of this treatment to them when they book it. The ideal client for this treatment is interested in mind/body therapies, but this may be their first time to actually experience something like this.

Once the client is lying down, begin the session by using an essential oil of rose or sandalwood; this helps to ground them. Put one drop of the essential oil in your hand, rub it in lightly and hover your hands over your client’s nose. Ask them to breathe deeply, visualizing the color of deep pink, and allow the concerns of their day to slip away. This will begin to melt away their stress, and help them to further relax. This is very important in the beginning of the treatment, to ensure that the client is receptive and open to the therapy and potential healing effect.

After analyzing and observing the face and skin, cleanse with an appropriate facial cleanser and rinse with lavender or chamomile tea water, then spritz the skin with an appropriate toner.

Steam the skin before the exfoliation and extraction process. Before turning the steamer on, place a felt ring in the mouth of your steamer. Make sure it fits in securely, and add a couple drops of one of the essential oils found on the chart above to begin having an effect on the solar plexus, heart and crown chakras. As the steamer runs, the scent of the essential oil will diffuse in the air

and permeate the room with the aroma, color and tone frequencies. This will be subtle but effective.

Next, take a few drops of jojoba oil in your hand, and place one drop of rose essential oil in the jojoba oil. Mix together, apply to the client’s skin and perform the massage, including the upper body and scalp. Use deep, relaxing and rhythmic movements to stimulate blood circulation and lymphatic flow. Clients hold most of their tension in their upper body, and this is an important aspect of the treatment that not only relaxes tensed upper body muscles but also the tensed muscles of the face.

Depending on the client’s skin condition, apply a neutral facial mask mixed with one drop of rosemary essential oil, which will be antiseptic, cooling and toning to the skin, or rose essential oil which will be hydrating, calming and soothing. Cover the eyes with herbal eye compresses diffused with chamomile tea water. Ask the client to rest their hands over the center of their chest and guide them through the sound toning (“aaahhh”) exercise mentioned previously. Have them repeat this at least three times.

The sound vibrations playing in the background should be of crystal bowls, chimes or acoustic instruments.

After 15 minutes, remove the mask and place a cool color compress on the face. Do this by soaking cotton wool in a bowl of cool water infused with two

drops of lavender essential oil. Be sure to swish the water well before soaking the cotton wool, and press out any excess water. Cover the eyes with chamomile tea eye pads before placing the compress on the face. Ask the client to imagine breathing in a color shade of violet, and while doing so guide them to also visualize what they wish for, such as wellbeing, harmony, balance, energy, etc. Guide them through this process for five minutes.

After five minutes, remove the compress, spritz the skin with an appropriate toner, hydrate and protect the skin with a suitable moisturizer.

Let the client relax and offer them a glass of lemon water or tea.

Once you have finished, invite the client to sit in your quiet room or other quiet area of your spa, giving them time to reflect.

They may share with you some very positive aspects of their experience the next time you see them. Encourage them to journal their thoughts and dreams afterwards for their own growth and healing.

This is a subtle treatment that offers dynamic vibrational balancing and healing results. n

Nina Curtis is principal of Curtis Com-munications, Nina Curtis & Associates and the Nile Institute. Curtis received her MBA from Pepperdine University and consults for leading com-panies in the personal care industry. With more than 20 years of experi-ence, she holds certifications in aromatherapy, reflexology, acupressure and color light therapy. Curtis has been instrumental in the development of training programs for salons and spas nationwide.

skin|the aromachroma tone facial

CHAKRA COLOR TONE GLAND VOWEL

7 Crown Violet-Magenta B Pineal EEE (High)

6 Brow Blue-Violet A Pituitary EEE (or I)

5 Throat Turquoise G Thyroid EH

4 Heart Green F Thymus AH

3 Solar Plexus Yellow E Liver, pancreas OH

2 Sacral Orange D Spleen, adrenals

OOO

1 Root Red C Ovaries,gonads

UH

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AS PROFESSIONALS AND CON-

sumers, we have been taught that using a sunscreen is critical for the long term protection of the skin. With advances in sun care, we are now able to make safer and more effective sun protection products with the addition of breakthrough technologies.

The focus of this article is a new technology called Solastay® S1 (ethylhexyl methoxycrylene), which is categorized as a photostabilizer. First, let us briefly review exactly what a sunscreen is, what it does, and the difference between physical and chemical sunscreens.

Quite simply, the purpose of a sunscreen is to prevent ultraviolet radiation from interacting with the DNA and other structures in the skin. Physical sunscreens (titanium dioxide and zinc oxide) are thought to mainly reflect light, rather than absorb the high energy, but this remains debatable. A chemical sunscreen, also known as a UV filter or a UV absorber, intercepts and absorbs the energy of the photons before they can reach the

DNA, which contains multiple chromophores. A chromophore is a molecule that is particularly attractive to light, and absorbs UV radiation, changing its color and/or structure. Without the use of a sunscreen, this interaction can generate abnormal DNA, and leads to potential carcinoma, or cancer.

What happens then to this extra energy that has been absorbed by the sunscreen? Much of the controversy surrounding chemical screens revolves around this question.

Once the chemical screen absorbs the ultraviolet radiation, the molecule enters a heightened energy state known as a singlet state. In the singlet state, the sunscreen is no longer capable of absorbing UV light, and therefore must lose this energy.

There are three ways the chemical sunscreen traditionally dissipates the additional energy:1. It can radiate as light of a lower en

ergy. This is known as fluorescence.2. It can give off heat.

3. It can reconfigure its molecular structure to be able to contain the extra energy. The problem with these methods

of energy dissipation is that they are all potentially damaging or irritating to the skin, particularly the reconfiguring of a molecule. Molecules are joined togeth

er with chemical bonds of a strict shape and a specific energy level. When more energy is absorbed by a molecule than its structure will accommodate, the molecule alters its shape to contain this extra energy. When this happens, it becomes a new chemical. These molecules are called adducts, and they can be dangerous. Adducts can act like a foreign body, or combine with other materials. With use of a quenching agent, however, this risk is greatly reduced.

A quenching agent is any material that deactivates a molecule in the excited, or singlet, state. The role of a photostabilizer such as Solastay® S1 is to “quench” the high energy level in the

by Michael Q. Pugliese

sophisticated skin care

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SOLASTAY® S1 IS RECOGNIZED AS THE MOST EFFECTIVE PHOTOSTABILIZER ON THE

MARKET, PARTICULARLY WHEN USED WITH AVOBENZONE AND OCTINOXATE.

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sunscreen by accepting this extra energy from the sunscreen itself. This allows the sunscreen molecules to return to a normal, or ground state, and again absorb UV light. The key concept to remember is that the excited molecule (in the sunscreen) transfers its high energy to a nearby accepting molecule (the photostabilizer, or quenching agent), which dissipates the high energy of the donating molecule. The quenching molecule is able to dissipate this extra energy safely and enter into the quenching reaction over and over. Possibly the most intriguing aspect of this ingredient technology is that these processes are occurring sequentially, each in less than one thousandth of a second.

Solastay® S1 is recognized as the most effective photostabilizer on the market, particularly when used with avobenzone and octinoxate. This product makes sunscreens not only safer, but more effective as well. It has also been shown to reduce photosensitivity associated with the use of chemical screens. This allows adequate sun protection, particularly for skin types with sensitivity issues including rosacea, acne and nonspecific dermatitis.

Increasing sophistication in the development of “smart” functional raw materials provides formulators with the highest degree of product performance. The true art of cosmetic chemistry requires superior ingredients in the effective dose concentrations. The client then can enjoy an elegant product that is pleasant to use and also provides a cumulative improvement in their appearance. n

Michael Q. Pugliese is the CEO of Circadia by Dr. Pugliese and the Circadia Institute of Advanced Esthetics. Pugliese and his grandfather, Peter T. Pugliese, M.D., hold in-depth classes on a variety of subjects, including cosmetic chemistry and histology of the skin. Pugliese is a licensed esthe-tician in the state of Pennsylvania, and holds a degree in business management and market-ing from Kutztown University.

INCREASING SOPHISTICATION IN THE DEVELOPMENT OF “SMART”

FUNCTIONAL RAW MATERIALS PROVIDES FORMULATORS

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BY TINA ZILLMANN

aesthetics

ARE YOU EMBRACING THE NEW age of antiaging procedures? Products and treatments that tout “results” have become more commonplace, and the medical aesthetic concept has hit the ground running with noninvasive and minimally invasive rejuvenation procedures. Aestheticians are moving away from the spa concept into skin care facilities that target treatments and sell products to deliver results. These aesthetic entrepreneurs are faced with the apparent reality that their practice cannot evolve unless they go medical. On the contrary,

it could be argued that we are “photoshopping” ourselves out of the reality of aging. A more realistic example are the stars we have seen at the recent movie awards ceremonies. Look at the faces of Halle Berry (46), Helen Hunt (49), Julianne Moore (52), Angela Bassett (54), Sigourney Weaver (63) and Sally Field (66), to name just a few. Each of these women has a fit body, firm face, even skin tone and little to no lines or wrinkles. They are aging gracefully, and it does not come naturally. Chemical peels, injections and lasers cannot do it alone.

the aesthetic entrepreneur is the key to concierge aesthetics and the rejuvenation revolution. He/she counsels and helps clientele discover the path to optimal skin health and vibrance. Concierge aesthetics is more than a referral system; it’s a guide to aging gracefully and building a successful skin care practice.

Cultural and personal perceptions of beauty and aging are open to interpretation and argument. Therefore, an example of the characteristics of graceful aging is in order. Images of models in magazines is simply unrealistic, although

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CONCIERGE


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It takes a strategic treatment path and progression to achieve virtually flawless skin. This all begins with a consultation.

Aestheticians new to the profession are taught to observe the obvious: Fitzpatrick rating, lines, oil, hyperpigmentation, redness, acne, etc. A Concierge of Aesthetics takes the skin analysis to a whole new level. Aside from what is present in the skin now, aestheticians should consider the following questions:

• Whatissomeoftheunderlying damagethathasnotsurfaced?

• Whataretheclient’s skincarehabits?What steps has he/she taken to improvetheirskin?

• Whatistheclient’sethnicbackground?

• Whatprogressivetreatmentpathare you, their skin care provider, goingtocreateforthisclient?

Look into the future of the client’s skin and observe its characteristics in a whole new way. Explore a variety of resources to gain insight into treatments, and know the trends in beauty. A comprehensive knowledge of treatments and ingredients can open the door to customized facial protocols with a controlled outcome. Knowledge also gives you the power to be realistic about what specific products and procedures can accomplish and guide clientele to real results—not false promises. Understanding this, every client’s treatment path should begin with an athome cosmeceutical skin care regimen.

Aesthetic and medical aesthetic treatments will not be as effective if they are not complemented with a regimented skin care routine at home. An aesthetic concierge should retail a professional cosmeceutical skin care line that will promote a change in the way the skin looks and feels. The most fundamental ingredient that can prevent many signs of aging and skin damage is sunscreen, which should be used daily. If the client has problems with acne, products with benzoyl per continues

oxide, salicylic acid, retinol or tretinoin can help prevent breakouts and manage the condition. Over the counter retinol and prescription tretinoin are also fundamental ingredients for age prevention. They may be alternated with a glycolic acid based exfoliant at night for healthy skin regeneration. A daily vitamin C serum under a sunscreen offers antioxidant protection that can prevent collagen degradation and skin damage. Innovative amino peptides have the potential to offer a topical neurotoxin effect or promote collagen synthesis for more youthful skin and wrinkle prevention. Retailing should be an integral part of any aesthetic practice because it can promote better looking skin. Selling key products to clientele initiates the mutual commitment necessary from both parties to change the skin.

Having the confidence and knowledge to take a client’s result to the next level is a rewarding experience. Medical aesthetic treatments can be instrumental in improving facial volume while diminishing fine lines, wrinkles, solar lentigines and capillary damage. An aesthetician does not need to be employed by a physician in order to have medical aesthetic procedures available to his/her clientele. Inversely, why should a physician employ an aesthetician when a referral relationship may be more beneficial? Professional networking between a physician and aesthetician is an excellent way for both parties to build and gain business. A physician should refer patients out to an aesthetician for routine skin care maintenance treatments and postprocedural care assistance. In turn, an aesthetician will refer clientele to the physician‘s practice for injections, laser procedures, surgical and/or minimally invasive procedures. The formula is very simple:

Need + solution = successClients have a need to look younger and age gracefully. An aesthetic concierge has the knowledge, talent and network to offer a beautiful solution. Building a network of physician referrals requires attention to reputation and experience. Choose talented and esteemed medi

cal professionals for his/her knowledge and service to patients. The Aesthetic Concierge will have connections to a good dermatologist who can address common skin problems and conditions (cancers, acne, rosacea, etc.) that need medical attention. Most aestheticians primarily see women in their treatment rooms; therefore knowing a gynecologist is ideal for consulting on skin problems that may be related to female hormones. A plastic surgeon may have the most resources to contribute to an aesthetician’s business because he/she has the knowledge and procedures that can change an individual’s image. Physicians are best utilized for their professional talent. Aesthetic nurses (and in some states aestheticians) are trained to perform injection and/or laser procedures under the guidance of the physician. An aesthetician simply polishes and perfects the results by performing routine maintenance with cosmeceutical skin care products and facial treatments. A good professional network will allow for a mutual promotion of services between the physician and aesthetician. This is success.

Creating the rejuvenation revolution for your client by strategically combining home care, a treatment path and medical procedure is a rewarding longterm relationship. In order to embrace the concept and apply it into a practice, let’s review it in terms of key age groups:

The childbearing yearsSigns of aging are becoming a reality for a woman when she reaches her 30s. Depending on the amount of sun damage present, she is experiencing the devel

PROFESSIONAL NETWORKING BETWEEN A PHYSICIAN AND AESTHETICIAN IS AN EXCELLENT WAY FOR BOTH PARTIES TO BUILD AND GAIN BUSINESS.


opment of fine lines and an uneven skin tone. Addressing the sun damage with a glycolic exfoliant, vitamin A, vitamin C and sunscreen in her regimen may encourage healthy skin rejuvenation at home and help maintain her treatment results. Lines that develop on the glabella, forehead and around the eyes (crow’s feet) may be remedied with neurotoxin injections, and a series of light laser peels each year may help her maintain her youthful appearance.

In some cases, women in this age group experience hormonal changes and the development of hormonal hyperpigmentation (melasma) and centralized acne on the chin and jaw. Depending on the severity of her acne, she will need to manage the condition in order to prevent potential scarring and inflammation. Depending on her sensitivity level and whether or not she is pregnant, trying to conceive or breastfeeding, she may be able to help manage the breakout with salicylic acid and/or benzoyl peroxide. In some cases, a prescription antibiotic and tretinoin or birth control will be needed from a physician (preferably a dermatologist and a gynecologist) to manage acne. Active acne may induce hyperpigmentation. Therefore, the acne must be managed before proceeding into an effective treatment for melasma. A combination of brightening skin care at home and chemical peels, with or without microdermabrasion, may visibly brighten the skin, diminish fine lines and improve hydration.

Middle ageA woman who did not take care of her skin in her 30s can have signs of sun damage in her 40s. She is likely to have fine lines around her eyes, glabella and forehead; her lips will also be starting to show fine lines—especially when her lipstick is applied and the pigment “bleeds” into the lines. She may begin to develop puffy eyes while losing some of the volume in her face as a result of collagen changes and fat loss. Home rejuvenation is needed in order to give her successful treatments, and should include effective ingredients like glycolic acid, vitamin A, vitamin C,

hyaluronic acid, amino peptides and sunscreen with beneficial or cosmeceutical percentages. She may be able to use a prescription tretinoin to address any sun damage. From possible prescription care to cosmeceutical rejuvenating ingredients, home care may account for the majority of results that are achieved and maintained.

In the Concierge Aesthetician’s treatment room, alternating hydrating ultrasonic facials with microdermabrasion every four to six weeks may assist with evening her skin tone, improving hydration and minimizing the appearance of fine lines. Initially investing in a photofacial series can help address the hyperpigmentation and possible capillary damage in her skin, while neurotoxin and filler injections may be performed by a medical professional to address any dynamic wrinkle development and volume loss of the face. Maintaining a series of light laser peels annually and keeping up with her injection appointments may help the client maintain her improved appearance well into her 50s.

PerimenopauseAs the body changes and prepares itself for menopause—if it has not already happened— a woman in her 50s could be experiencing a dramatic difference in her skin. The combination of hormonal changes and environmental damage has resulted in dehydrated skin with wrinkles, volume loss and sagging skin. A home regimen that includes amino peptides, vitamin C, hyaluronic acid, vitamin A, glycolic acid and sunscreen may help maintain her skin, improve hydration and promote softer skin. In some cases, a cosmeceutical moisturizer with progesterone may be needed to address hormonal dryness.

Depending on her commitment (mentally and financially) to rejuvenation, the 50something woman’s first step to rejuvenation should be to address her sagging skin with a plastic surgeon. As of today, facelift procedures are a viable option. If this is the path she chooses, the Aesthetic Concierge may guide her through her healing process under the direction of the surgeon by performing

hydrating treatments, while assisting with lymphatic drainage to help lessen her recovery time. Her rejuvenation revolution does not stop with surgery; she may need a photofacial series to correct any pigmentation irregularities, dark and deep sunspots and vascular lesions. To help fill lost facial volume and minimize dynamic wrinkle development, injectable fillers or a fat transplant may be performed. Keep in mind that depending on the type of facelift performed, neurotoxin injections may not be needed. Aesthetic treatments combining the benefits of chemical peels, ultrasonic infusion and crystalfree microdermabrasion may be performed every four to six weeks to help maintain her skin and protect her investment.

These three generic examples may not suit every skin type the Aesthetic Concierge may treat, but they may be used to understand product and treatment recommendations in a new way. With practice and education, the skills and resources an Aesthetic Concierge learns may enable them to give every client what they want: 10 years taken off their skin. Develop a personal commitment to education and business by forging a strong relationship with clientele and building a network of well performing professional referrals. Working from this foundation, a professional relationship with your clients may result in solid growth and a bright future. n

Tina Zillmann is a practicing estheti-cian and vice president and director of Skin Rejuvenation Clinique, Inc. and Advanced Rejuvenating Concepts. She is

a nationally rec-ognized public speaker and published writer in the skin care industry. Zillmann has received the Female Entre-preneur of the

Year award from the National Association of Women Business Owners, and served as the president of Aesthetic International Association for 2009-2010.

skin|concierge aesthetics

Contact controlcorrective.com | 866.290.4290 | [email protected]

Professional Skincare Since 1997

Epidermal Growth Factors – Developed to encourage faster, healthier wound healing by boosting the skin’s production of collagen and elastin fibers, restoring resiliency, texture, tone and consistency to the skin

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Total Compatibility – Safe and efficacious for all skin types and compatible with retinol, antioxidant and sunscreen regimens

Enhanced Healing – Accelerates skin repair after chemical peels, IPL, laser or microdermabrasion treatments

Client: 54 years old. Results after 1 month of EGF Serum 30 use. Before and after images are not retouched.

Client: 68 years old. Results after 1 month of EGF Serum 30 use. Before and after images are not retouched.

Introducing Control Corrective’s EGF Serum 30 Our proprietary concentration of multiple epidermal growth factors derived from fibroblast media stimulate the skin’s natural tissue repair and rejuvenation process. Liposome encapsulated DNA enzymes work to shorten the repair time from sun damage and natural aging.

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EVERY BUSINESS COMES WITH challenges, and owning a spa or salon is no different. The policies, staff team and services you offer all impact your clientele and reputation. However, there are important decisions that affect each of these components of your business and more. The products you choose to use in the treatment room and offer for retail purchase will shape your business as well as influence your bottom line. Owners and spa directors need to consider several factors when selecting products, while keeping in mind that the skin care lines they use are also a representation of their business’ brand. Whether you are a new spa or an established location evaluating new skin care lines, doing careful research before bringing in a product can save time and money. There are always advantages and disadvantages of working with any company. That is why it is essential to find skin care lines that support the specific needs of your business.

Exceptional businesstobusiness customer service should also be a priority for all companies, yet this is not necessarily standard. Return policies, product guarantees and even simple expectations such as having a phone call returned can vary immensely from one company to the next. Large corporations often have procedures that outline how their

retailers receive assistance by phone or email. This ensures that retailers are responded to in a timely manner. Skin care companies that are independently owned or experiencing tremendous growth may simply lack the number of employees to serve rapidly increasing

customer demand. Conversely, there are benefits to working with smaller skin care lines. They are usually more flexible, accommodating and willing to show that they appreciate your business. A skin care line that is retailed in 100 locations will value your individual business more than a company whose line is sold in 1,000 locations.

In the spa industry, knowledge really is power. It is important to commit to product lines that offer education. Proper education is essential to providing optimal service to your clients, and it also empowers your staff. You cannot sell something if you don’t know it exists. That is why every employee who has any

interaction with customers should at least have minimal knowledge of all the products and services your business offers.

Attending professional trade shows is a practical way to discover and truly evaluate skin care lines. These events provide an excellent opportunity to net

work with different brands inperson, collect educational materials and attend vendors’ classes to learn more about the companies and products. This saves time and gives you a chance to evaluate packaging, try different products and start forming valuable business relationships. n

Kristina Valiani is a licensed esthetician, and the sales and education manager for the West Coast for B. Kamins. Valiani conducts professional trainings and teaches continuing education classes for estheticians around the nation.

by Kristina Valiani

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In the spa industry, knowledge really is power. It is important to commit to product lines that offer education. Proper education is

essential to providing optimal service to your clients, and it also empowers your staff.

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PEELS OF PERFECTIONTransform your clients’ skin with the Dermaesthetics’ Ageless Peel and Purification Peel. The Ageless Peel is an intensive peel for regeneration and renewal. For maturing skin, it works to remove fine lines and helps promote a smoother, firmer complexion. The Purification Peel is an exfoliant specifically for acneic skin, formulated to promote a clearer complexion and even skin tone.www.dermaestheticsusa.com213.545.1266

ANTIOXIDANT STRENGTHThe Pumpkin Warming Mask from Advanced Rejuvenating Concepts provides natural synergy with pumpkin and minerals for improved skin appearance and overall barrier function. It is formulated with zeolite, kaolin and antioxidant rich pumpkin to help smooth the skin’s surface and refine the appearance of pores. www.arcskincare.com800.689.0499

MAKE HER DAY!The PCA SKIN® Mother’s Day gift set includes the essentials to start anyone on the path to healthy, beautiful skin. Facial Wash, Rejuvenating Serum and Protecting Hydrator Broad Spectrum SPF 30 offer a simple regimen for all skin types and conditions. www.pcaskin.com 877.PCA.SKIN

POWER COUPLEBrides and their bridal parties will say “I do” to an acnefree complexion on the big day with the powerful teamwork of Control Corrective’s Exfo Tonic and Sensitive Skin Enzyme Mask. Exfo Tonic is an exfoliating antiseptic that works to control excess oil and clear clogged pores. It can be used daily as a fullface toner or as an effective spot treatment on the chest, back or anywhere breakouts occur. The creamy enzyme mask calms irritated skin on contact while lightly dissolving dead skin cell buildup to uncover a bright, polished complexion. www.controlcorrective.com866.290.4290

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3 MINUTE BOOSTIf your bridal client’s skin needs enhancement in a hurry, the Flash Radiance Mask from Decléor is the perfect solution. The threeminute radiance boosting treatment corrects imperfections and restores skin’s natural complexion, says the company. www.DecleorUSA.com888.476.0038

PREMIUM PEPTIDES Rhonda Allison Cosmeceuticals’ 2013 Antiox Ex-Fusion Signature Treatment is a facial that exfoliates dead layers and infuses the skin with antioxidant, essential moisture and protection, says the company. The treatment begins with the Liquid Enzyme Peel, an exfoliant that combines an enzyme with lowstrength acids, leaving skin stimulated, smooth and polished. Exfoliation is taken a step further with the Derma Peel, a

potent dose of peptides and antioxidants in the treatment that tone the skin and provide relief from freeradical damage. www.rhondaallison.com 866.313.7546

BRIDAL COUNTDOWNOn the last few days before the wedding, brides can benefit from the 5 Night Skin Resurfacing Cream from eraclea®.

The innovative, athome treatment improves skin’s smoothness, tone and clarity after just five nights of consecutive use, says the company. This overnight, leaveon mask uses trichloroacetic acid to enhance the skin’s texture while

also minimizing the appearance of acne, scarring, hyperpigmentation and surface wrinkles for a flawless, cameraready complexion. The key behind the formula is the patented HylaSponge® system, a complex made up of three forms of hyaluronic acid that delivers essential moisture to both the surface and the deeper layers of the skin.www.eracleaskincare.com817.546.5341

OVERNIGHT SOLUTIONPrewedding bridal breakouts require powerful, immediate action—the perfect task for Christina Cosmeceuticals’ Night Treatment. This active, antibacterial cream, formulated with kojic acid and retinol palmitate, enhances skin renewal during sleep. Advise your client to apply this treatment before bed, and they will wake up to bright, smooth skin and a noticeable decrease in breakouts, says the company. www.christina-cosmeceuticals.com888.604.6268

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Improving security at a soft target lo-cation entails providing training to employ-ees. Contact local law enforcement and have them do a walk through of your fa-cility to assess its safety. Or hire a security firm that specializes in safeguarding soft targets. The Department of Homeland Security offers awareness courses for soft targets.

As a team, collectively create an ac-tion plan, and be aware of your fellow employees. Do you know of any mem-bers of your team who have restraining orders out against estranged or former spouses? If so, have you contacted the mall security or management and made them aware of the situation? Take all threatening comments, emails, voice-mail messages or Facebook posts seri-ously. These could include hints or bla-tant statements of planned mass violent attacks or even suicide. Some of the re-cent attacks that took place in spas were murder-suicides.

Don’t assume it couldn’t happen to you or your facility. Between 2011 and 2012, the unthinkable happened in Cali-fornia, Florida, Georgia and Wis consin, where employees and guests were shot and killed at spas.

Control accessKaffee Keldie, owner of Kaffee’s Garden Day Spa in West Palm Beach, FL, was recently approached by a guest who ex-pressed concern about the front door of the spa being left unlocked. Keldie has been in the same location for the last 15 years without incident, but this guest’s apprehension made her think differently about the safety of her guests and employ-ees. How accessible is your spa? Could a

IF YOU FOLLOW CURRENT

events, you are probably aware that mul-tiple acts of violence have taken place in spas and hotels throughout the U.S. in the last couple of years. Have you or your management team responded by taking steps to equip the building with more security, or to educate your em-ployees on an emergency plan of action? Despite the alarming reports of violent incidents, many businesses are reluctant to implement additional safety measures that could possibly inconvenience or scare off loyal clients. Many small businesses, including day spas, aren’t exactly sure what they could do to ensure a safer en-vironment for their patrons.

If you work at a salon, spa, hotel, shop-ping mall or resort, you are considered a “soft” target. Law enforcement clas-sifies a business or location that is rela-tively unprotected against an attack as a soft target. Intelligence analysts and law enforcement experts consider sui-cide bombings, sniper fire, car and truck bombs “attacks.” A “hard” target would be a federal building or police station, due to the increased security measures placed at the entrance of the facility. As an industry unaccustomed to utilizing se-curity measures in our business practices, what do we do?

Training and awarenessInternational security measures have been implemented in the hotel industry due to the increase in suicide bombings. On some hotel properties, guests must walk through metal detectors. Some proper-ties even have bomb sniffing dogs.

perpetrator sneak in through an emer-gency exit?

Soft targets are characteristically eas-ily accessible, and may lack alarmed exits. A simple way to minimize a soft target’s desirability is to reduce the number of active in and out routes.

This can be done in a variety of ways. Door and window alarms or key card ac-cess systems can be installed. Security checkpoints (both high and low tech) can also be implemented for an added layer of deterrence. In addition to physical ac-cess control, information access should be monitored closely—maps, facilities layouts and other resources should be controlled, and access should only be given to those who really need it.

No single strategy or collection of strategies fits all businesses for manag-ing an emergency situation. Many are afraid to voice their concern, let alone prepare for the unthinkable. However, fear creates a lack of information and con-flicting messages. Fear and its source are best managed by education, com-munication and preparation. n

Denise R. Fuller is the editor-in-chief of Les Nouvelles Esthétiques & Spa. She is an Australian certified beauty therapist and a licensed esthetician, nail techni-cian and body wrapping instructor for the state of Florida. She has trained spa professionals around the world, owned a skin care distribution company and has been recognized by Cambridge Who’s Who. Fuller founded the National Aesthetic Spa Network, and she is pas-sionate about building relationships, de-veloping partnerships, mentoring and networking to create a stronger industry.

by Denise R. Fuller

spa soft targets:safeguarding your spa

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What is intuition?The word intuition is derived from the Latin word intveri, which literally trans-lates to mean “to look inside.” How does intuition affect our treatments? We live in a society that is extremely analytical, and negatively views beliefs that con-flict with our own. But haven’t we all had moments where we felt as if something was not quite right? Have we not acted upon that feeling and followed our in-tuition? Intuition is what enables us to know something without analyzing it first; it links the conscious and unconscious mind together. We all are familiar with terms and sayings such as “gut feeling,” “listen to your gut,” “the gut knows,” or “follow your inner voice.” As therapists,

BY GOLDIE BONNELL

let your gut guide youINTUITION BASED TREATMENTS

we use our intuition upon touching our clients, and utilize the unspoken mes-sage to guide us in our treatment. With intuition, we rely on our five senses (sight, hearing, taste, smell and touch) to locate the “blockage” and correct the imbalance.

Research has proven that there is an intimate connection between the brain and the stomach. The brain has a direct effect on the stomach; intestinal distress can be caused by stress, anxiety and even depression. The stomach has been nick-named “the second brain,” and is some-times referred to as the “back up brain.”

If we look at the history of intuition based therapies, we are referring to holistic wisdom treatments. They have been practiced globally for over 6,000

years, yet only about 80 years in the U.S. Intuition based therapies include reflexology, reiki, polarity therapy, chakra balancing, acupuncture/acupressure and Ayurveda, to name a few familiar ones. With intuition based therapies, the un-derlying principle focus is on energy, the vital life force, which is the active principle of any living thing and starts at concep-tion. In Chinese culture, the energy is referred to as Chi/Qi; in India, Prana; Japan, Ki; Hawaii, Mana; and the Western world, vital energy. The literal translation means “breath, gas or air.” The best rec-ognized symbol of Oriental philosophy is

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the Yin and Yang symbol, better known as the Taiji symbol when translated into great polarity. The Taiji Symbol repre-sents the ancient Eastern philosophy of how everything in life works. The outer circle represents “everything,” while the black and white within the circle represents the interaction between Yin (black) and Yang (white). The symbol is not completely black and white, as life is not this way, and it cannot exist with-out one or the other.

The term energy in intuition healing therapies unites body, spirit and mind, a universal life force within all living things.

Every therapy with intuition is aimed at healing and balancing your vital life force, which restores balance and pro-motes a sense of well being. When en-ergy is unbalanced, stagnant or fixed, it will start off as stress. If not addressed, it will lead to di-stress, then disease ... and ultimately death is possible.

Intuitive therapies utilize the indi-vidual’s innate resource to improve the state of mind and/or health conditions. Intuitive based therapies tap into the individual to re-balance, and bring in-sight into any existing problem.

There are a wide variety of energy-based modalities, involving both hands-on healing and non-touch treatments, all of which focus on using the body’s own natural energy flow to improve health, reduce pain, anxiety, fatigue and a myr-iad of health conditions.

The healthiest country in the world is Japan. The healthiest continent is Europe, where the practice of intuition therapies has been integrated into the culture.

The typical approach for traditional therapy has been to have the client com-plete a consultation card and custom-ize a treatment plan based on specific concerns presented. We need to be more open minded and treat the body as a whole to achieve complete total body wellness.

In my many years of teaching Eastern philosophy or intuitive based therapies, I would know something about each of my students after simply having a conversa-tion with them. With their permission, I

would touch their arm, foot or stomach and receive an image of a problem. I would intuitively know how to help them rebalance. I often found blocked energies and issues they were not even conscious of. Intuition helps to access a deeper layer of stored emotions and whatever needs to be released. It is often uplift-ing and healing to have the support of a professional.

Intuition is a different level of per-ception, arriving at the answer without going through the normal process of us-ing logic and analyzing. Intuition based treatments help the client to uncover what they may consciously be aware of, and releases the source of the pre-senting problem. If you are unbalanced, you may feel stuck and have an overall sense of not feeling well. Intuition based therapies assist in balancing the mind, body and spirit (your true self, who you are and what you do).

Intuition based therapies are uti-lized in dealing with conscious and un-conscious feelings, in which the client is feeling a certain way and would like to feel differently. Some of the common underlying issues are dissatisfaction with work, regrets, anxiety, depression, relationship issues, family issues (dat-ing as far back as childhood), phobias, fears, grief, loss, self image, eating is-sues and any other matters that nega-tively impact their life. When perform-ing a skin, body or holistic therapy, we must create a perfect client experience, not just with the treatment, but also with the ambiance and advice.

In order to get a better understanding of therapies that are initiated by intuition, let’s take a look at some of them.

ReflexologyReflexology has been used as a therapy dating as far back as 4000 BC by the Chinese, and 2330 BC in Egyptian cul-ture. The evidence of this therapy was found on an ancient Egyptian physi-cian’s tomb in Saqqara, a vast, ancient burial ground in Memphis, the capital of Egypt. It was here that two men were sitting together, and one was working

on the other’s foot. The inscription of hieroglyphics translates to say: “Do not hurt me, I shall act so you praise me.”

Suffice to say, there is some confu-sion about the true origin of this amaz-ing therapy, but it has stood the test of time and assisted many to achieve better health. Modern reflexology is based on the ancient form of this intui-tive therapy, and has been practiced in the U.S. since 1942.

William Fitzgerald, M.D., developed the modern “zone therapy” of the hu-man body in the early 20th century. Since ancient times, healers have tried various methods to strengthen and bal-ance the energy flow. Therapies such as acupressure, shiatsu and reflexology are based on the belief that our energy flows in zones or meridians throughout the body. The reflexes on our feet and hands correlate with the mirror images of the body. Dr. Fitzgerald believed that by applying pressure to specific areas of the body, an anesthetic response would occur in a corresponding area. This re-search was further explored by Joseph Shelby Riley, M.D., and physiotherapist Eunice Ingram worked with him as well.

In the 1930s, Ingram further devel-oped reflex zone therapy while working with her patients. She concluded that since zones run throughout the body and could be accessed anywhere, some areas might be more accessible and effective than others. She was right! Eventually she mapped the entire body on the feet and discovered that an alter-nating pressure on various points had therapeutic effects beyond the limited use to which zone therapy had been previously employed, mainly to reduce pain. Zone therapy is based on the con-cept that the body is divided into 10 equal vertical zones, five on each foot and five zones in each big toe. There are 10 energy zones running through the length of the body, from head to toe to arms to fingertips. These zones run or pass through the body, which means a zone on the front of the body can also be reached from behind.

let your gut guide you


ReikiReiki is a Japanese based practice that is performed by laying hands on a person to rebalance their life force energy. The word reiki is comprised of two Japanese words: rei, which means “God’s wisdom,” and ki, which means “life energy force.” Therefore, it is spiritually guided. This intuition therapy focuses on stress re-duction and relaxation, and creates an overall sense of well being. The touch and spiritual therapy aims at balancing our own energies. If our energy is low, we feel stressed and not well. If our energy is high, we are healthy and feel good. Reiki addresses emotional, physical, mental and spiritual imbalances, and creates total wellness for the entire body.

Polarity therapyRandolph Scott, an osteopath, naturo-path and chiropractor, developed polar-ity theory throughout his 60 year medi-cal career and passion for research. He found that the human energy field is affected by polarity, emotions, physi-cal, mental, trauma, life experiences, diet, touch, diet, sound, attitudes and relationships. Polarity therapy is aimed at balancing one’s natural energy flow and maintaining good health.

This knowledge is based on the an-cient technique that utilizes the three principle and five element theory used in Ayurveda. It works by rebalancing and opening up any blockages caused by physical or emotional upset. In Ayurveda, human energy is referred to as “Prana,” and in modern science, “electromagnetic forces” or the “principle of the atoms.” The treatment involves gentle, non-in-vasive touch, rocking or stimulating an area with hands to move energy. This comprehensive therapy involves energy bodywork, diet, exercise and self-aware-ness. When energy becomes stagnant or blocked, it can develop into head-aches, migraines, neck and back pain, and if left untreated it can develop into a serious health condition.

There are three types of energy fields in the human body:1. Long line currents:

Runs from North to South

2. Transverse currents: Runs from East to West

3. Spiral currents: Starts at Hara (the navel) and expands to surrounding area

Chakra balancingChakras are linked with the energy force of Prana. Prana is derived from Sankrit (one of the 22 languages spoken in India), and literally translates into “wheel, disc or turning.” Within our physical body re-sides our body double (spiritual body), which contains our chakras (energy cen-ters) and the entry gates to our aura. An aura is the human energy field that surrounds the physical body. It is three-dimensional, and surrounds an individual in all directions. The colors will appear in various unusual shades and forms. Each color has their general character-istic, and will change in order to reflect the current energy of the individual. The location of the color, intensity and the form are signs of what is taking place in that individual’s life.

The body contains seven main chakras, which are focused on rebalanc-ing the body, using it’s own healing pro-cess. Our chakras dispel seven colors (al-though an eighth has been added) of the spectrum, known as color therapy. Color therapy in chakras intuitively shows the therapist which “energy level” the cli-ent is functioning on. When negative life experiences are “blocking“ the chakras, the colors reveal the issues. An aura can be weakened or thrown out of balance by negative habits such as a poor diet, stress, alcohol, drugs, tobacco and a lack of exercise, fresh air and sleep.

Let’s examine color therapy, and which chakra each color correlates with.• Eighth: Turquoise - thymus chakra

- divine intuition• Seventh: Purple/violet - crown

chakra (top of the head) - self knowledge and spiritual aware-ness (spirituality)

• Sixth: Indigo\black - third eye chakra - self responsibility (psychic abilities)

• Fifth: Blue - throat chakra - self expression (power of creation/will)

• Fourth: Green - heart chakra - love and self love (love)

• Third: Yellow - solar plexus chakra - self worth (power/ego/greed)

• Second: Orange/gold: sacral chakra - self - respect (creativity)

• First: Red - base chakra - self awareness (survival)

How can we heal and balance chakras that will affect our health?• Usingapendulum(dowsing)and

letting it perform balance through direction, size and speed

• Colortherapy,yogaandreikiWhat can clients do to maintain

balance?• Consciousbreathing,exercise,

meditation, aromatherapy and positive thinkingBy focusing on “balancing“ the chak-

ras themselves, we will also balance the physical, emotional and spiritual, and create a sense of well being.

AcupressureThe meaning of acupressure is the com-bination of two words—“hole” and “po-sition.” These points serve as direct ac-cess openings to the meridians that have an effect on the internal organs of the body. The exact origin of this thera-py is unknown, but the earliest written medical text dates back to the Yellow Emperor’s Inner Classic (Huang Di Nei Jang) around 2,000 years ago.

Acupressure is as old as intuition; it has been practiced in Asia for over 5,000 years. It incorporates the pressure

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acupressure

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of fingers onto specific points on the sur-face of the skin to stimulate the body’s own self-healing mechanism. These are called tsubo/acupoints. There are about 365 tsubo points on the body (other points are on the ears and feet), and new points are continually being dis-covered. Typically, tsubo points are located in the valleys of muscles and joints. When a person is unbalanced or has an illness, the tsubo points feel very sensitive or even painful in response to finger pressure.

The body contains 12 meridians, which are named according to their cor-responding organs. The meridians have lateral and symmetrical layers on the head, face, trunk, arms and legs. Meridians maintain balance and health through-out the body (skin, muscle and organs). They transport your life energy, along with blood and bodily fluids that nour-ish your entire system. Acupressure as-sists in maintaining a healthy body by unblocking any imbalances.

Chi\qi\ki\prana is the life force or “universal energy.” These energies are either passive (Yin) or active (Yang). It is the journey of life, beginning at concep-tion and ending with death. We receive 20 percent of our life force from our par-ents at conception, and 80 percent from our diet, environment and the breath we take. Our bodies use chi to accomplish daily living, and every organ and meridi-an is filled with our life energy to aid with the simplest or most complex task we have to perform. The yin energy flows from the feet to the head, and yang energy flows from the head to the feet.

Acupressure and acupuncture use the same points, but needles are used with acupuncture and firm finger pressure is used with acupressure. Acupuncture is one of the oldest and most common procedures used in the world. It be-came known in the U.S. in 1971, after James Reston wrote an article about this Chinese therapy in The New York Times.

Acupuncture is a technique that in-volves the penetration of a thin, metallic needle into tsubo points. Traditionally, it is manipulated by hands, and some-times by electrical stimulation. Each

client experiences needles at different levels; some feel more pain than others as needles are put into place. The more imbalances the person is afflicted with, the greater the discomfort they experi-ence as the needles are inserted. Once needles are placed on the acupoint, any discomfort is diminished, followed by a sense of well being.

AyurvedaAyurveda is an ancient healing system (according to text dating back as far as 5,000 years) that originated in India. It is based on diet, exercise, herbs and body therapies to help one meet life’s demands and embrace opportunities. It is one of the oldest authentically re-corded healing sciences that includes the health of the physical body, happi-ness of the mind and inspiration of the spirit. The meaning of Ayurveda comes from two parts of the word: “Ayu,” which means life, and “Veda,” which means knowledge or science. The literal transla-tion of Ayurveda is “knowledge of life,” and it is also referred to as “the moth-er of all healing.” Marma points (vital energy points) have been the ancient healing system for thousands of years in India. Marmas are found all over the body, but are extremely concentrated on the face, neck and upper chest.

In Ayurveda, the belief is that ev-erything in the universe is comprised of five great elements: Earth, water, fire, air and space/ether. The five Ayurvedic elements combine three dynamic forc-es known as doshas, which translates to mean “that which changes.” The three active doshas are Vata, Pitta and Kapha. The doshas are constantly mov-ing, and are present in all living things in nature; they are necessary for life to happen. Ayurveda tailors the approach to one’s individual dosha or constitu-tion. According to Ayurvedic philosophy, one’s constitution is determined at the time of conception, which is referred to as prakruti.

Prakruti is an individual and their constitution; it is as unique as one’s fin-gerprint and DNA. Vikruti adjusts to life’s influences and is always changing. continues

Ideally, one’s vikruti should match one’s prakruti as closely as possible. The fur-ther one’s vikruti is from their prakruti, the more out of balance they become.

Each dosha is made up of five ele-ments, and each dosha is a combina-tion of two elements.

VATAElements: Space and airSome traits: • Highlyimaginative• Oftenhasracing

and disjointed thoughts• Respondstostresswithfear,

worry and anxiety• Appetiteisunpredictable• Tendstobelactoseintolerant• LoathesroutineNeeds: • Trust• Feelingsofsafetyandsecurity• Needstotalk,verychatty• Shouldbespoken

to firmly but gently• Eatingathomeisideal

PITTAElements: Fire and waterSome traits:• Sharpminded,focused• Selfconfident• Enjoyschallenges• Intolerant,expects

a lot of others • Hasastrongappetite• Passionateandromantic• Likestospendmoneyandhave

beautiful thingsNeeds:• Mustbeincontrol• Mustlookimmaculate• Mustbeontime,

can’t stand wasting time• Education• Threeregularmealsaday• Bestsuitedforatotallyvegetarian

diet with limited salt intake

KAPHAElements: Earth and waterSome traits: • Easygoing

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• Affectionate• Forgiving• Compassionate• Hasoutstandinglongtermmem-

ory, remembers anything that is meaningful to them

• Dislikeschange• Likestomaintain

harmony and peace• Isinexcellenthealth• Typicallyskipsbreakfast,eats

twice a day, with five to six hour gaps in between

• Consumeslargequantitiesoffood, especially sweets

• Tendstobepossessive and hold onto things

• Goodathandling money and saving

Needs: • Comfort• Aslowandsteadypaceoflife• Loving,dependentrelationships• Routine• Loyalty• Exercise• Motivationandinspiration• Feelingneeded

The word Shirodhara has the fol-lowing meaning: “shiro,” or head, and “dhara,” meaning to flow. This therapy is designed to rejuvenate spiritual, physical and emotional imbalances. A custom-ized warm oil (sesame or coconut) is slowly poured over the third eye, accord-ing to dosha type. This is accomplished

by utilizing a freestanding or hand held vessel (ideally copper) directly over the client’s forehead; the oil is captured in another vessel below the client’s head. The flowing stream of warm oil creates a state of tranquility, well being and peace-ful meditation. When the bottom bowl is full (it takes about 10 to 20 minutes to fill), the therapist massages the client’s scalp, neck and shoulders. In order to get the maximum result from Shirodhara, keeping the oil in the hair (24 hours) will continue to rebalance the client. To complete the entire rejuvenating treat-ment, the client is given the oil to take and utilize at home.

In the West, we are mostly Vatas or Pittas, due to our lifestyle and dietary habits. In the East, people are mainly Kaphas, as stress is generally not as great.

Indian champissageChampi is an original Indian word mean-ing “head massage.” It is based on the traditional Indian head massage that has been part of the culture for over 1,000 years. Champissage is part of Ayurvedic medicine. It is practiced within the med-ical arena and is part of the daily main-tenance within the Indian culture.

Narendra Mehta, an osteopath and massage therapist, went to England to study physiotherapy. He was stunned to discover that head massage was not included in a full body massage, which stopped at the shoulders and neck. Mehta mentioned in one of his many stories that head/scalp massage was believed to cause brain injury. This false statement led him to develop his personalized and unique therapy of Champissage.

Mr. Mehta has been completely blind since the age of one, and there-fore had developed an amazing sense of touch. He inspired and perfected his brainchild based on Indian head mas-sage, calling it “Indian Champissage.” Now he was ready to teach this amazing therapy to other professionals. He had over 25 years of experience in body work and various massage therapies.

In 1995 he opened the London Centre of Indian Champissage Inter national

(L.C.I.C.). His wife, Kundan Mehta, later in-troduced “Natural Face Lift Massage.” The Mehtas have both trained thera-pists in numerous countries.

For Champissage therapy, the client sits in a chair completely clothed, and no oils or massage creams are used. The therapy includes massage (performed with fingers) of the shoulders, upper arms, back of neck, scalp, ears and face. It is one of the most wonderful and relax-ing therapies I have ever experienced or performed. It provides soothing comfort and instantly relieves aches, pains and migraines. It also reduces symptoms of stress, aids with insomnia, promotes hair growth and rebalances your en-ergy. I have personally experienced Champissage therapy at the hands of Mr. Mehta, and there are no words to describe the experience.

Intuitive therapeutic treatments take the body, mind and spiritual connec-tion into consideration as a holistic ap-proach to health and wellness. Offering intuitive therapies in your spa not only creates a unique dynamic but also a di-mension of healing, which the guests will greatly benefit from. n

*I had the honor and privilege of study-ing Indian Champissage with Narendra Mehta and his wife Kundan Mehta. I am dedicating this article to the late Narendra Mehta, who was a true friend and mentor.

Goldie Bonnell has more than 20 years of ex-perience in the skin care and wellness indus-tries. She has designed pro-grams and cli-

ent treatments for many spas. Bonnell has been involved in the building of training centers for The International Dermal Institute and Dermalogica. Teaching is Bonnell’s passion, and she has been a featured speaker on nu-merous topics at industry trade shows throughout the U.S. and Germany.


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WHEN YOU LAUGH, THE WHOLE

world laughs with you, right? Sure, but finding something to laugh about is sometimes easier said than done. Tuning into the news on television or glancing at the latest headlines can have a mood dampening effect on even the staunch-est of optimists. Amidst a world climate of war, poverty, disease and clashing ideology, is there really any place for laughter? According to the experts, the pursuit of humor may prove to be more than merely a coping mechanism—it could, perhaps, help heal the world! Creating treatments, programs and ac-tivities to help spa guests cultivate posi-tive emotions during their visit boosts their energy, reduces their anxiety and helps them to find joy in the midst of change and instability.

Laughter yoga ... there is medicine in laughterLaughter yoga is a revolutionary idea that is as simple as it is profound. Created in India during the early 1990s by cardiologist Madan Kataria, laughter yoga combines unconditional laugh-ter with yogic breathing. During a 20 minute session, group instructors use a blend of playful techniques that in-

cludes breathing, stretching, medita-tion, rhythmic clapping and chanting of the words “ho ho ha ha ha” in unison. The concept of laughter yoga is based on the scientific fact that the body can-not differentiate between fake and real laughter. One gets the same physiologi-cal and psychological benefits. Though initially the laughter may be forced, it usually isn’t long before participants are laughing freely and without restraint.

When we laugh, our bodies release a cocktail of hormones and chemicals that have a surprisingly positive effect on our system. Stress is reduced, the immune system is strengthened, depression is lifted, blood pressure drops, pain is relieved and we just simply feel good!

Music therapy ... tapping into the rhythm of life Music accompanies us throughout our lifetime. It is capable, through sound, of proposing feelings that are so powerful they can change or influence the places where it is played and people’s frame of mind. A great joyfulness and vitality

are created when we pound on drum hides, promoting communication and a collective union, joining us with one another through general enthusiasm. Music helps us get out of our minds and be more “in the moment” as we focus on our involvement in making tra-ditional percussion instruments sing. It is almost impossible to think worrisome thoughts while pounding against a drum skin, listening to the sounds that others are making and following an instructor. Being more aware makes us realize how much joy there is. No prior musical ex-perience is necessary for this type of activity. The extrovert action of playing a drum bestows the instrument with the rare quality of becoming a spiritual therapeutic tool.

Joyful art therapy ... awakening joy through paintingPainting uses the creative process of art making to reduce stress and have fun. Joyful art is based on the Zen concept of living in the moment. It entails sim-ply painting on the surface of a Buddha Board or Mystic Art Board with water and making a creation come to life. Once the art is created, the painter watches the brush strokes fade, serving as a reminder that the fun is in the doing. The canvas turns blank again, giving the painter an-other chance to be in the moment and create a whole new masterpiece. The purpose of joyful art is to allow oneself

by Ronel Corbin

transformational therapy

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MUSIC HELPS US GET OUT OF OUR

MINDS AND BE MORE “IN THE

MOMENT.”

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spa|the pursuit of joy

to “let go,” and not be so concerned with every single outcome. Live for the moment and enjoy it! The objective of joyful art therapy is not to perfectly recreate the subject to look exactly like the original, but to capture its essence.

Meditation ... happiness is an inside job, practicing for a joyful life

Meditation allows one to train the mind to direct its attention toward joyful ex-periences. We all possess the wisdom to restore our ability to rejoice in life. Meditation offers a path to finding it, especially after a moment of imbalance in one’s life.

Aroma touch therapy ... I am feeling goodClinical studies performed by the Miller School of Medicine at the Uni versity of Miami show that massage reduces anxi-ety, depression and pain and improves mood. In addition, breathing in certain healing scents can be a natural mood booster. Aromatherapy oils blended by clinical aromatherapists have a pro-found effect on the mind and body. One would assume that the blend of essential oils suitable for enhancing joy would be those that are energizing and uplifting, but in my experience I have found it necessary to take a more tailored approach to each guest. For some, their high stress levels require the massage therapist to use deeply relaxing oils and techniques to calm them down. For others, their emotions have them so wired that unless we can restore emotional balance with essential

oils, they do not even have the capac-ity to experience joy.

Transformational breath work ... a breath of fresh airThe developer of Transformational Breath work, Judith Kravitz, has de-voted almost three decades to shar-ing a simple breathing process with hundreds of thousands of individuals,

which can improve one’s well-being in a single session. Endorsed by well known integrative medicine experts such as Deepak Chopra, M.D. and Christiane Northrup, M.D., it entails an individual or group session that involves more than just breathing techniques and exercises. Stress causes breathing to become shal-low. It can also cause the diaphragm to maintain a contracted position, which over time remains tight and does not work properly, affecting the quality of breathing. Transformational breathing seeks to unlock the restrictions in a per-son’s breath pattern so they can receive more oxygen. Additional healing tech-niques such as press points, affirma-tions, toning, movement, meditation and others are introduced as needed to unlock restricted breathing patterns. As our breath deepens, we relax, blood pressure lowers and oxygen fills our bodies. When we breathe in more oxy-gen, we create better health, protect our body from disease and experience over-whelming feelings of joy. Proper breath-ing technique is central to the ancient practices of yoga, qi gong, Ayurveda and other meditation disciplines. A clini-cal study of thousands of participants over a 30-year period presents convinc-

ing evidence that the most significant factor in peak health and longevity is how well one breathes.

Gratitude journal ... capturing the momentKeeping a gratitude journal is a way to consciously call attention to the things we are thankful for each day. Gratitude is linked with positive emotions. Not only is it fundamental to being happy, it is good for our health as well. A study conducted by Robert A. Emmons, Ph.D., from the University of California, showed that people who listed what they were grateful for tended to have more vitality and optimism, suffered less stress and ex-perienced fewer episodes of clinical de-pression than the population as a whole. Studies like this confirm that gratitude creates a specific energy that affects our bodies in a positive way. Every evening, write down five things you are grateful for on that day. When we feel anxious and find it difficult to see the joy in life, creating a gratitude journal may help us shift our focus to more positive things. When we do a mental and spiritual in-ventory of all that we have, we will prob-ably realize that we are very rich indeed.

The treatments and services we offer in the world of spa are about more than just pampering and enhancing the out-side appearance. We can and do have a profound effect on the well being of each of our guests. n

Photography is taken at One&Only Palmilla, located in Cabo San Lucas, Mexico. Their destination spa prescribes a smile during an innovative three-day joyful journey program.

Ronel Corbin is a Cidesco and Babtac Diplomat, and has been involved in the design, development, pre-opening and operations of countless presti-gious luxury spas around the world. She has a true passion for wellness and the ways spas can make a differ-ence in one’s quality of life. Corbin has trained hundreds of therapists and spa employees. She can be reached at [email protected].

art circle at One&Only Palmilla, Cabo San Lucas, Mexico

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3. Cut the dead wood. My experience has been that dealing with the 10 percent of staff that is performing poorly can monopolize 90 percent of my time. Although I believe in positive coaching, there comes a time when progressive

performance management is necessary. First, you must document everything. Be sure to list the date, the time and a description of the incident. Human resource professionals will tell you: “If it is not in writing, it didn’t happen.” Secondly, be careful to never say or do anything that you wouldn’t want to see on a 5” x 7” card in a courtroom. Never take corrective action out of anger. No matter how frustrated you are with the employee, maintain your composure. Finally, as you complete the steps of corrective action, always let it be the employee’s decision to continue or discontinue the behavior. In the end, you are not terminating their employment; it is the consequence of their actions (or inactions) that caused that unfortunate situation. The way this plays out will be best for all involved in the long run.

4. Give your team regular feed-back. Meet at least monthly with your employees to review their service results, product sales and general job performance. Let them know when they

MOST SPA OWNERS ARE GREAT technicians, but few are ever trained in how to manage people. As your business grows, you will need to add technicians, front desk staff and possibly even a spa manager. Each member of the team brings their own set of skills, and sometimes their own set of problems. Your ability to get the best from your team will directly impact your bottom line. Here are some tips to maximize your “human capital.”

1. Don’t settle on a hire. I cannot tell you how many times I hired the best person applying as opposed to the best person. Don’t settle! It is easier to hold out for someone better than to hire a problem. Bad employees are a cancer for your team. When interviewing candidates, ask a series of open ended questions, and focus on how they handled past work situations. Their answers will give you an indication of how they will perform when working for you.

2. Engaged employees are good for business. Studies have shown that happy, engaged employees are more profitable than those who are not. But how do you build a team of engaged employees? Giving your team the tools to do their job, valuing their opinion and giving them the chance to learn and grow go a long way in creating an engaged work environment. Many owners know what to do but have difficulty communicating their expectations. Be clear and concise when giving direction, and don’t forget to praise a job well done. Too often we are quick to point out something negative but stingy with praise. The old adage is true—you attract more flies with honey than vinegar.

are doing well and help them develop plans to get better. Listen to their suggestions and show them your willingness to help them succeed. This is a valuable time to build loyalty with your staff. Show your team that you care about them through coaching and feedback.

5. Develop a talent pipeline. Be proactive and think three moves ahead when it comes to hiring new talent. If you are unhappy with your current team, don’t wait—start looking for replacements. Hire people who want to grow and develop. When you find these people, promote them to better positions such as lead esthetician, spa supervisor or manager. Remember, this also means that you may need to replace your best people at some point if they decide to move on in their career. Always be on the lookout for good talent. You may not have a position open today, but you never know when one will become available. Think ahead.

By following these steps, you should be able to build a more engaged team. As a result, you will have happier customers and a larger bank account! n

Dale Turner is a 25-year veteran of the financial services industry. He is a vice president and branch manager of a bank in New Castle, PA. Turner specializes in helping small business owners with their cash flow and invest-ment needs. As a co-owner of Mary Turner Day Spa, he has helped build a lucrative, debt-free spa that is ex-panding its business. For business or financial questions, email Turner at [email protected].

by Dale Turner

business human capital

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BY LEON ALEXANDER, PH.D.

THE ULTIMATE CONSUMER

A GIANT LEAP FOR SPAS

AS WE ENTER A NEW MILLENNIUM, A quote from the past century flashes through my mind. “One small step for man; one giant leap for mankind.”

At the end of the last century, spas were moving toward the model of the full service provider with a growing influence from retail. Unfortunately, this paradigm represents merely a tentative first step rather than a giant leap for our industry. In business, today’s initiatives are becoming tomorrow’s minimum standards with increasing rapidity. If we really want to maximize our business opportunities, a major paradigm shift in our way of thinking is required. Decision makers must cease to view their businesses as spas and begin to think of them as “consumer locations.”

What is the difference between a salon or spa and a consumer location? A spa focuses primarily on services. Some owners even view retailing as a service!

A service strategy is one that generates throughout the business, incorporating estheticians, service providers, front desk personnel and clients. In contrast, a consumer location is focused on the consumer’s experience. Such a location is designed to be visually enticing and alluring from the outside, and complemented by exciting visual storefront merchandising.

Effective retailers are already designing their stores to meet this philosophy. The salon and spa industry can obviously profit from emulating this proven strategy. Carefully developed interior design supports the techniques of successful retailers. Display units should reach out to the consumer and captivate them. Lighting should enhance and illuminate the products to catch consumers’ attention. Display tables should be carefully arranged so that the consumer visits them in a natural flow on their way to the checkin podium.

The key is to create an environment that is conducive to serious retailing. The environment should be as comfortable and inviting for the consumer who only wants to purchase products as it is for the customer who comes to receive services. The goal is to create a onestop shop where the consumer receives advice from retail specialists and education on products, nutrition and wellness.

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It is essential to make it easy for the consumer to experience the products. The business should be equally focused on retailing and service, integrating one with the other in a natural flow. Rather than being confined to the reception area, retailing should be visible throughout the spa and connected to all the service processes. The enterprise is visually merchandised in order to enhance the onetoone relationship linked to selling other products and services.

Recently I asked a group of spa owners what they call the people who visit their premises. Some replied “clients,” while others said “guests.” Here we strike the core of our paradigm shift.

These visitors are not guests, and they are much more than clients. As a host, I would not feel comfortable selling things to my guests. When I go to a restaurant, retail outlet or salon, I don’t think of myself as a client. I am a consumer, and I make purchases mainly on the basis of emotion rather than logic.

Clients receive services. Consumers may also receive services, but in addition they get education and products to take home. They enjoy an experience that is more than the sum of its parts. We in the spa industry must adopt a consumer strategy. We must think in terms of the consumer’s perspective, because it is the only one that counts.

Before we can begin to view our consumers differently, we have to change the way we view ourselves. We need to fully understand our own roles before we can understand and help those who look to us to meet their needs. When a group of service providers was asked what they called themselves, they replied, “estheticians.” However, their actual roles are far more encompassing. They are skin specialists—problem solvers, lay psychologists, image consultants and educators all rolled into one. Owners and their staff members need to internalize the fact that they are comprehensive consumer consultants. Only then can they progress to viewing the people who patronize their establishment as consumers and the spa itself as a consumer location.

In order for spa owners to maximize their success by achieving the above vision, the following quesitons must be answered.

• WhatbusinessamIin?• WhatbusinessshouldIbein?• Whatismyvision?• Whataremyvalues?• Whatismysustainable

competitiveadvantage?

• AmIclientdriven orconsumerdriven?

These key questions give rise to a secondary set of questions.• Ifyouconcludethatyouareintheservice

business but should be in the consumer business, how do you engineer the necessaryshiftofemphasis?

• Isyourvisionmarketable,and doesitalignwithyourvalues?• Whatsystemsandprogramshaveyou

created to ensure that your points of difference from your competitors are sustainable?

• Ifyoustillthinkofpeopleasclients, how can you make the shift to thinking ofthemasconsumers?

The answers to these questions will form the basis for constructing a strategic plan. That plan should address a variety of components.

LocationChoose a place with heavy foot traffic and good front window visibility. The old saying that the three most important characteristics are “location, location, location” has changed. The new saying is “experience, experience, experience.” The quality of the consumer’s experience is the primary factor in determining whether or not he or she returns, although location will still play a role.

DesignThe appropriate design characteristics for a successful consumer location depends on the nature of the products to be retailed. There is a world of difference between an establishment that retails products with an average price of $12 and one that trades in products that sell for hundreds of dollars each. The first should be designed to maximize the number of consumers who pass through the doors. The second should be aimed at attracting a select group of high ticket prospects. It is vital to create a sense of depth as you enter the location. The correct positioning of furniture creates that illusion.

Retail strategyThe successful spa will view itself as two businesses that exist in a single location. Two separate strategies, one each for retail and services, should

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THE QUALITY OF THE CONSUMER’S EXPERIENCE IS THE PRIMARY FACTOR IN DETERMINING WHETHER OR NOT HE OR SHE RETURNS, ALTHOUGH LOCATION WILL STILL PLAY A ROLE.


business|the ultimate consumer experience

be devised and implemented in alignment with the overall vision. Expecting to achieve exceptional retail results without a retail strategy is like expecting to give someone a good haircut without having any knowledge of cutting techniques.

The design and materials used for retailing must be compatible with the image of the service business. The retail and service aspects of the businesses must mesh smoothly to create a consistent overall culture for the enterprise. The right combination of design, products, personnel, services, education, experience, systems and marketing will create the winning formula for success.

Reselling strategyWe need to consider reselling in addition to retailing if we want our businesses to be successful and sustainable. If you have been in business for more than two years and repeat consumers account for the majority of your sales, then you are more in the business of reselling than retailing. Successful reselling involves the implementation of onetoone consumer marketing. These customized promotions and merchandizing techniques are designed to encourage customers to buy more frequently, choose larger sizes and select from a broader spectrum of product offerings.

PersonnelRecruit retail personnel with specialist skills. You would not expect a front desk attendant to cut hair or to give a facial. Expecting service providers to produce the desired retailing results is similarly unrealistic. Creating a thriving retail business requires the employment of passionate, highly trained retail specialists whose attention is focused upon retailing.

EducationWe need to devise a comprehensive program for the ongoing education of our staff. The program should focus on retail, service, sales, merchandising and product knowledge. In addition, a strong ongoing customer education program should be implemented.

MerchandisingWe have to create a merchandising strategy that allows the consumer to touch, experience, test and examine everything in the retail area, encouraging them to impulse buy. Intimate contact between shoppers and merchandise boosts sales. Is the product merchandised above set 22” and below 5’ 6”?

Effective strategies for retailing and provision of services are an integral part of the blueprint for success. However, the consumer’s experience is the driving force. If you aspire to offer the “Ultimate Consumer Experience,” ask yourself the following question: What would you offer consumers if you charged an admission fee to enter your location? What type of experiences would you give the consumer? What program of events would you devise to keep the consumer interested?

An event is usually less memorable the second time you experience it. Subsequent occasions are even less compelling. Furthermore, a generic experience designed to appeal to everyone usually ends up appealing to no one. Customization is the key to customer satisfaction. The customized experience is “just right” for each customer on each occasion. When you customize an experience, you automatically turn it into a transformation. Hence the saying, “a life transforming experience.”

The world is changing at a pace that requires decision makers to constantly review and appraise their businesses. While you are reading this article, your consumers are being contacted by email.

A consumer location should be measured against the standards of best available retail practices. We need to look outside of our own environment and examine the best standards of other retailers. I often hear owners saying that they want to take their businesses to “the next level.” Rather than

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pursue the next level within our own industry, we need to seek out the best practices of other service and retail industries in order to learn and benefit by implementing proven strategies. As an industry, we should not settle for anything less than the highest possible standards. We should aim to maximize the potential of our businesses!

We need to investigate and emulate the key ingredients in the strategic plans of successful retailers such as Banana Republic and Pottery Barn. We should strive to understand the ways in which the individual components of these plans contribute to the overall success of the corporations.

The retail revolution in our industry has begun. We must perpetually create new retail experiences. Savvy consumers are hungry for substance and a truly personal experience that is meaningful and sustainable. Consumers demand that each return visit be a progression from the last one. They will reward the businesses that meet this standard with the most precious commodity of the new millennium—their loyalty.

Store design will evolve to address and satisfy the mindset of the consumers. Products will no longer be organized around brands. Instead, aspirational themes, solutions and narratives will provide the backbone for both physical and visual presentation. For example, the shops of Donna Karan are not about fashion, but rather an attitude about how women aspire to live.

Ultimately, consumers in our industry will no longer base decisions of where to spend their time upon location or even the physical realm. Instead, their choices will reflect the authenticity and quality of the experiences they are offered. Another notable quote from the last century is, “I have a dream.” Yesterday this vision was only a dream. Today it is reality. Set your vision and strategic plan beyond the natural development curve of your business. Aim for a level that positions you as one of the pioneers of our industry. Take one small step, and allow your customers to experience one giant leap! n

Leon Alexander, Ph.D., is the found-er and president of Eurisko, a com-prehensive design, consulting and distribution source launched in 2006 to serve the salon and spa industry. He established Eurisko with the vi-sion of designing salons and spas from the consumer’s perspective. Dr. Alexander, a doctor of behavioral psy-chology, is an expert in both retail and salon development.

SAVVY CONSUMERS ARE HUNGRY FOR SUBSTANCE AND A TRULY

PERSONAL EXPERIENCE THAT IS MEANINGFUL AND SUSTAINABLE.

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877.777.2305 www.osmosisskincare.comBefore After



D ECORATED POLITICAL AND MILITARY FIGURE Colin Powell’s insight that “success is the result of perfection, hard work, learning from failure,

loyalty, and persistence,” is incredibly powerful. As business owners, the information we need to follow on the path to success all comes from our customers. Success is achieved by attracting clients to your practice with quality products and services, as well as the expertise that you and your staff provide them. In addition, the visual appeal of your practice—both inside and out—is a determining factor in whether or not a guest will want to put their trust in you and

your business and pursue a relationship. A potential client’s perception of your business begins before they open your door, and once the client enters your practice, they are assessing whether or not there will be value in this relationship. From the moment a client enters your practice, you and your staff will need to prove that value, since repeat business is most likely to occur when clients experience a personal connection with the people, products and services your practice provides.

First, make sure that clients can easily find your location. The name of your business should be displayed in a manner that is easy to read and large enough to see clearly from a distance. You should provide plenty of parking close to your practice. If it is too difficult or confusing to reach you, clients will either arrive frustrated or simply seek another provider. When clients can park and find your business with ease, they are likely to have a favorable impression of your practice before they even walk through the door.

Next, professional landscaping enhances the look and appeal of your practice. An attractive exterior is inviting and can attract potential clients, so be certain that there is no unsightly trash that could create a negative first impression. It is important that your clients enjoy every aspect of their visit, including visual esthetics that are calming and uplifting. A pleasing exterior sets the right tone and can provide a sense of wellbeing, which clients will associate with your spa or practice. It also reassures those entering that this is a business that takes pride in their facility.

The look and feel of your business is part of your brand. Imagine your ideal client and design a space that this client would find visually pleasing—a place that will put them at ease. Inside, the practice should be clean and welcoming. Recessed and indirect lighting will brighten the space without being overwhelming. Avoid clutter, and be sure to make efficient use of your space so that clients and staff can move about freely. Your furniture should be modern and comfortable, providing a waiting area where your clients can relax. Make sure that the reading materials in your waiting room include the most recent editions of publications. Having old and outdated magazines gives guests the impression that attention to detail is unimportant to your business.

The first person your clients encounter at your spa or practice will most likely be a member of your staff. For this reason, it is especially important that employees be trained to provide excellent customer service. According to research conducted by Harvard Business School professor Frances Frei, customers associate positive experiences with the individual; however, they attribute negative experiences to the organization. Therefore, it is vital that all staff set a friendly, helpful tone in every interaction they have with clients. Even when they are on the phone, employees should smile, not only because they are visible to waiting clients, but also because a smile can be heard in the speaker’s voice.

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BY RICHARD LINDER

perception is keyTO LONG TERM SUCCESS

IMAGINE YOUR IDEAL CLIENT AND DESIGN A SPACE THAT THIS CLIENT

WOULD FIND VISUALLY PLEASING—A PLACE THAT WILL PUT THEM AT EASE.


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In addition to being pleasant and eager to serve, your staff must also be competent at providing multiple services. Take the time to train your staff to respond appropriately to client questions and concerns—from giving driving directions to answering technical questions about products and services. If they do not know the answer, they should provide readily available resources. When friendly employees serve a client with professional concern, that client will perceive your practice as caring about them, rather than just trying to make money. A welltrained staff goes a long way in making a great first impression that can lead to repeat business.

Carefully cultivated relationships with clients will build your business. People want to be heard, particularly when approaching a professional with a personal need. Actively listening to clients’ needs and critiques will build trusting relationships that show them you value them on a personal level. Active listening requires that you focus entirely on the client, putting aside your own emotions and preconceptions of what you may think the client needs. Maintain eye contact while your client is speaking, and then calmly summarize your understanding of what they said. By doing this, you demonstrate to the client that you are listening, while also giving them an opportunity to correct any misunderstanding you may have regarding their issue.

When receiving negative feedback from clients, resist the impulse to defend your actions or make explanations. If you handle criticism with poise, rather than being defensive, your clients will feel safe in your care. Assimilating constructive feedback from clients into your business is an excellent way to honor continuous improvement—and make your clients know you value their input. When clients can trust you to listen to them without judgment, you build trust that

becomes loyalty. Longterm commitment to your business and to yourself is essential to success. Loyal clients will not only return to your practice, they will also refer your services to family and friends.

Your client has two ways of valuing your products and services: one is the monetary value and the other is how the product or service makes the client feel. It is common for a practice to focus on the monetary value for their clients. An additional focus on the customer’s perceived value is an opportunity to set your practice apart. One way to provide additional value for your clients is to offer trial sizes of new products you would like them to try at no charge when they come to you for other products or treatments. Trial sizes offered at no cost make clients more comfortable trying something new, which helps create additional sales in the future. Be certain that you carefully explain the product and attach importance to it by clarifying expectations and what sets this new product apart from the rest. Samples that are handed out idly will not be seen as important, and are likely to wind up in a drawer at the guest’s home—unused.

To demonstrate the full value of your offerings, involve the client in each step of the treatments they receive. Take pictures of the areas you are treating before and after each treatment. Show these pictures to your client to demonstrate their progress. Allow the client to look in a mirror while you show them what you will do and the results they can expect when you finish. It is important to follow up with your client when the treatment is complete to gauge their satisfaction with their results. A followup not only demonstrates care for your clients, but also provides you with vital information on what your practice does well, and how it can be used to improve services.

Client perception of you and your practice is essential to your business success. Jeff Bazos, CEO of Amazon.com, put it well when he said, “If you do build a great experience, customers tell each other about that. Word of mouth is very powerful.” With careful attention to visual esthetics, product quality and customer service, you will encourage longterm client loyalty. Active listening can improve revenue and delivery of service and products, resulting in happy clients. While others spend millions on advertising, you can build your business through caring relationships while delivering outstanding products and services to clients when they need you most. n

Richard Linder is CEO of PCA SKIN®. Previously he held executive positions at Greenwich Street Partners, the St. Louis Economic Development Council and KPMG in Zurich, Switzerland. At Harvard Business School, Linder led a study on baby boomers, which fo-cused on companies that address health related issues. He serves on the board of directors for the National Holistic Institute.

CAREFULLY CULTIVATED

RELATIONSHIPS WITH CLIENTS

WILL BUILD YOUR BUSINESS.

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IT IS OF UTMOST IMPORTANCE

for a day spa to have a harmonious feel. Your business is an encapsulation of peace, wellness and relaxation. The enclosure keeps us in a sort of “safe place” or “haven,” an “escape” from the outside world of chaos, negativity and stress.

The therapist, client and front desk reception are three different viewpoints under one roof. A symbiotic relationship between these three parties must be in consistent working order. Like a feng shui organization of personalities, there should be a comfortable flow of energy and no blockages. Once you feel your business has too many hurdles or blockages, it is time to reevaluate your staff and question whether you are hiring the right people. Additionally, although we cannot choose our clients, there are situations that call for us to set boundaries with them in order to keep the spa balanced, happy, productive and positive. Set standards for your employees—your therapists are a reflection of you.

The therapists Your therapists are the heart of your business. I can tell you from firsthand experience that there are plenty of therapists who can interview beautifully but are quite unprofessional behind closed doors. A bad therapist can offend clients and cre

ate havoc in your spa. A good therapist who consistently receives positive reviews and demonstrates professionalism and cooperative qualities over a period of three months is most likely the real deal. They often demonstrate these qualities immediately. Yet those who are a thorn reveal their true selves quickly as well. Be wise—catch it and address it or dismiss them. Sometimes we do not want

the painstaking, arduous task of replacing the status quo therapists. However keeping them on can be more costly than you realize. In the long run, do you really know how many clients you have lost because of a bad employee’s behavior and attitude? Do they talk back to you in front of clients? What are the topics of their conversations with clients and other staff? If an honest mistake has been made, do they seem to feel remorse? Do they seek to rectify it? Weekly meetings are imperative to address any such issues, as well as give accolades to staff. Never point fingers, and never reprimand staff in front of clients or other staff members. It is low class, unprofessional and shows a lack of integrity.

Express appreciation for your therapists. We all need a pat on the back sometimes. A happy employee is a more productive worker. If a therapist is working diligently, staying late for you on

busy days and really stepping up to the plate, don’t take them for granted. If they are educated and professional, they can work anywhere.

If you are a spa owner or receptionist who has never worked as a massage therapist or esthetician, you cannot comprehend the challenges of their job. They often have multiple clients back to back with no break time to eat and recharge; they have to rush to make their room presentable between clients; and they must be a chameleon to the many different personalities that enter their treatment room.

It is important for the reception staff to care about the therapists. Have they had a chance to eat? Are they on schedule? How can they help make things run smoothly for them? If the therapists’ well being is overlooked, your clients will also suffer. As a spa owner, your motivation should not always be driven by money. If you overbook your therapists in pursuit of maximizing client quantity, your services will lack in quality. This will reflect your reputation very quickly, as negative reviews spread fast.

If you allow unprofessional staff to work in your spa, your clientele will perceive you—the spa owner—as unprofessional. Choose your staff wisely, and in turn you will be able to retain your staff members and create a comfortable, secure and professional working environment.

The client - their perspective, their worldAttaining new clients is easy; retaining them is the challenge. There are so many

by Donna Dodier

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Sym·bi·o·sis (noun) Interaction between two different organisms living in close physical as-sociation, typically to the advantage of both; a mutually beneficial relationship between multi-ple people or groups for a harmonious benefit.

If your hunch is that you have a scam artist, listen to your intuition.



factors involved. They are paying money in exchange for a service. Clients have many different expectations, and some are easier to satisfy than others. Keeping that balanced, relaxed, harmonious atmosphere in your business also requires having a certain type of client who is suited to your specific type of spa and its unique elements.

Identify the types of clients you want to attract. The common goals for most clients are beauty, relaxation and stress release. The client sees, hears, smells and feels—all of these senses come alive as they enter the spa world. From the moment they enter, they should be experiencing pure indulgence.

Reception staff must be in harmony with the therapists, the therapists must be in harmony with the clients, and the clients have to be in harmony with fellow clients. It is the responsibility of all of these parties to “coexist” under one roof with mutual respect. We must lean on one another.

Sometimes clients are the ones who present challenges. They refuse to pay, use their cell phones in your spa, flaunt loud, disruptive personalities and a definitive sense of entitlement. As a spa owner, you must establish boundaries with these clients. Boundaries set professional standards and create quality clients. There was a point in my career when I never would have said these words, but here goes: I do not agree that the client is always correct.

Today more than ever, clients are not forthcoming about their use of medical grade products or recent services such as injectables. There are so many variables that give us as professionals the right to refuse services if we feel that the service will do more harm than good. When a client is dishonest, causes disruption, expresses negativity and is disrespectful to therapists, boundaries must play a part in the spaclient relationship. If a client refuses to pay for a treatment, ask them why. If the reason given includes a complaint about one of your very professional, trusted therapists, it is important to be loyal and stand behind your

therapist. If your hunch is that you have a scam artist, listen to your intuition. If you allow a client to leave without paying for the service, it shows that you lack faith in your own therapist.

Clients need to respect the other guests in your spa. One client may not want to hear Mrs. Jones’ conversation about her family drama while she is trying to enjoy a relaxing pedicure. If Mrs. Jones had never been told from the start that she should take her phone conversation outside, we have slipped up. Now every time she comes in, she feels free to have her cell phone conversations in the pedicure area. We cannot become accustomed to letting things slide—no matter how loyal a client is or how much money they spend, they do not have the right to prevent others from enjoying services. Most will respect you for setting boundaries. It is your business, and you are a professional.

The receptionAll communication with your client begins and ends with the front desk. This is the brain of your business. There is only one chance to make a first impression. The client is acknowledged here first. This is where they are greeted, offered a glass of water or tea and given an intake form. The front desk sets the tone. It does not matter whether you are a small town spa or a corporate hotel; confusion, miscommunication, poor knowledge of treatments and lack of control in handling client requests is disastrous.

After the client encounters the front desk, the baton is passed onto the therapist. It must always be executed in a smooth and friendly manner. If there is confusion at this point, or perhaps tension between the therapist and receptionist, it is often felt by the client. Everyone must be on the same level and quality of professionalism. The reception desk staff may never understand what giving a massage entails, but they must nevertheless be accommodating to the needs of the thereapists, so they can carry out their treatments with the best interest of the clients. On the other end, the therapist

may never know what it is like to juggle a schedule of clients while phones are ringing and people are ready to check out. The therapist must at least do what the reception staff asks of them to make their job smooth and trouble free. Often a therapist can argue about why the schedule appears the way it does, but they also do not understand what it takes to run spa reception.

There is a saying by a famous leader in positive thinking: Work “on” your business, not “in” your business. This allows you to see the error of its ways from a different perspective—from the outside in. If your day is filled with putting out little fires and trying to keep up with the basics, you cannot put your efforts into the marketing and promoting. It is essential to have a reliable, skilled front desk person so that you can dedicate the necessary time and effort to keep the business moving in a profitable direction without sacrificing quality.

Spa harmony factors There are many elements that come into play when it comes to keeping your atmosphere clear of negativity. Hire quality therapists, quickly dismiss those who do not meet your standards, and set boundaries with clients and yourself. Keep your spa a symbiotic haven by recognizing that it is a permanent work in progress and constantly seek to improve it. n

Donna Dodier is a licensed esthetician in Florida and New England. She is an

educator, writer, lecturer and con-sultant. Dodier is an expert on the anti-aging ben-efits of nutraceu-ticals and holis-tic alternatives for the skin and

body, both for humans and animals. She can be reached at 561.886.8427 or via email at [email protected].

business|harmony in the spa



business

DEVELOPING YOUR CAREERSTEP 2-PERSPECTIVE

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BY LORI HUTCHINSON AND BRENDA K. HELPS

IN THE JANUARY 2013 ISSUE OF LNE & Spa (www.lneonline.com) I dis-cussed the importance of self reflection and self assessment as a means for es-tablishing direction in the development of your career. This article focuses on the importance of having a clear and accurate understanding of how others see you, which I call perspective.

Any career, regardless of the indus-try, involves working with others. Every workplace revolves around interactions and interdependence between groups and individuals. Solid careers are made of solid relationships, so it’s critical to develop self-awareness through under-standing others’ perspectives in order to forge and sustain effective relation-ships at work.

Perspective allows you to leverage your strengths, apply focus to enhance your skills in the areas that need it most and change any habits that may be hin-dering your effectiveness. But how does one gain this perspective? I feel that you will learn the most important informa-tion from direct feedback.

Constructive feedback is a power-ful tool. Everyone has blind spots, so if your intention is to grow, improve, be recognized and move forward in your career, seeking the truth about how oth-ers see you is one of the most valuable things you can do. You can’t take action on something you are not aware of. With an accurate self image, you will be better equipped to set realistic and attainable career goals.

A good way to start gathering feed-back may be to meet privately with your boss, assuming your boss is able and willing to identify and articulate which areas of your performance can use improvement. Explain your desire to improve your performance through enhanced self-awareness and ask for an evaluation, even if it’s not review time. Be sincere in your request. You can take it one step further by asking the same

of your peers. Be prepared to answer the same questions for them, too. This kind of circular data collection is called a 360 degree review. There are many formal tools for this available online, but you can easily accomplish the goal of gaining perspective by asking your colleagues to answer just a few impor-tant questions, such as:

• Whatismyreputation?• Whatdoyouseeasmygreatest

capabilitiesandstrengths?• Whatareasdoyousee

asmygreatestopportunitiesforimprovement?

• Whatdoyouthinkare theskills,achievementsor areasofknowledgethataremostcriticaltomyfuturesuccess?

Be open and willing to take an hon-est look at yourself, because you may receive some feedback that is surprising or difficult for you to hear. It takes a lot of courage (and perhaps a thick skin!), but consider the personal insight you will gain and how it can help you grow as a professional.

If you feel the individuals’ whose opinion you value would provide au-thentic feedback if there was an anony-mous vehicle, you could use www.sur-veymonkey.com. You can easily create a simple survey with questions like the ones above for no charge using this website. Comments and responses will be anonymous, and not tied to each person who answers.

Coaching or mentoring is another great way to gain perspective and build self-awareness toward the goal of ca-reer effectiveness. For most of us, it can be energizing and empowering to have an extra supporter at our back to teach, promote and encourage us. It can also be a good way to keep your-self accountable and on track in work- continues

ing on your personal development. A good coach or mentor can serve as a mirror by offering honest advice and straightforward feedback when you get stuck or fail to accurately observe your own behaviors and actions. But where does one actually find a coach or mentor?

The first place to start is with your human resources department. Check in with them to see if there is a formal mentoring program available within your company. If there is not, be bold and ask if they would be willing to facilitate pair-ing you with an executive inside of the organization, but outside of your division or line of reporting who might be willing to offer you guidance. If this is not pos-sible, consider your own network and resources. Is there someone that your friends, neighbors or relatives might know who fits the bill? Is there someone within an association you belong to who may be willing to help you hone your abilities and navigate new challenges?

Remember that a coaching or men-toring relationship is very personal. It is essential to find someone with exper-tise and accomplishments, but you must also be able to connect with them on a personal level. Look for someone who has the experience and achievements that you wish to emulate, but also is a good listener and conveys that they are willing to invest in you with their time and attention. This person should be someone you feel you can trust.

You might consider telling your cho-sen mentor that you would like to have a one-on-one dialogue on a regular week-ly basis so that your performance is fresh in both of your minds. The mentor may be able to provide specific and detailed information with examples observed the week prior fairly easily. Your mentor might also like something in return from you, so consider making it a quid-pro-quo (“this for that” in Latin) relationship.


For instance, your boss may want you to provide him or her with information on what makes some staff members un-happy, and what the mentor could do better to support everyone. Or perhaps you might agree to help motivate the less engaged members of your team.

Whether you choose to seek per-spective and self awareness through your superiors, colleagues or a coach-ing/mentoring relationship, keep in mind that feedback is always a backward view.

It is a replay of what you have done in the past, yet the most important fac-tor in receiving this kind of information is determining what you will do with it moving forward. You may want to think through what you could have done dif-ferently to achieve a different outcome. What mood/state were you in when you made a mistake? Of course we all make mistakes, but it’s how we manage them and move forward that sets us apart from others. Moving your career forward may also mean taking some courses outside of work, going to seminars or learning from online sources. You might start ev-ery workday with a few minutes of self-reflection, using the time to consider how you might receive more satisfac-tion at work by always putting your best self forward.

Keep in mind that managing your career is completely your responsibility. You cannot expect your boss to steer you in the right direction or provide you with continual new challenges. A pas-sive approach most likely will not work. However if you model the behavior of the best performers in your company, ac-tively improve your skills and expertise, build genuine work relationships and provide real value to others through a sincere approach, there is no doubt that you can move your career forward! n

Lori Hutchinson worked for 15 years in hospitality human resources manage-ment at three properties in California prior to founding Hutchinson Consulting in 1993. Hutchinson Consulting is a hospitality management recruitment firm. In 2012, Hutchinson founded OurSpaCommunity.com.

Brenda K. Helps has more than 20 years of experience in human resources in the hospitality and spa industries. She has held senior positions in human resourc-es for Miraval, Rosewood Resorts and Fairmont Hotels & Resorts. Throughout her career, Helps has focused on recruit-ment and training, with an emphasis on career development for all levels of staff. She currently serves as an executive re-cruiter for Ventikos Associates.

business|developing your career


MOVING YOUR CAREER FORWARD

MAY ALSO MEAN TAKING SOME

COURSES OUTSIDE OF WORK, GOING TO SEMINARS OR LEARNING FROM

ONLINE SOURCES.

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SPA OWNER KIM KNAPP BEGAN her journey as a solopreneur, and quickly began building her business and her team to become a true entrepreneur. She now has a beautiful 3,000 square foot spa with over 36 employees!

Q: Why did you choose a career in esthetics?

A: I have always been drawn to beauty and wellness—the field of

esthetics merges the two perfectly. I love connecting with people through touch.

Q: Kim, can you share with us how you got started?

A: Early on—at age 19—my cosmetologist’s license gave me the

opportunity to either become a hair colorist or an esthetician. The day I finished beauty school, I arranged interviews for apprenticeships with two owners—one from a hair salon and one from a skin clinic. Whoever offered me the job would determine my career path. I was immediately hired by a skin care clinic owned by three women from Yugoslavia. They collectively mentored me for four years, and my career bloomed. I had additional mentors follow, enabling me to hone in

on special skills and become a top skin care provider.

Twelve years later, in 1992, I wanted more because the atmospheres I worked in just didn’t have all the elements I believed necessary for a total guest experience. I sold my car for $10,000 to fund my opening of Skin Apeel, and I never took a business loan or any financing to open my front doors. We were the first day spa to open in Boca Raton. Many spas followed, and many of them duplicate components we had in our facility.

Growth path

Q: What were some of your growing pains?

A: The biggest was the learning curve from technician to manage

ment, and learning how to run a successful business. I was taught how to be a great skin care expert, but I was not taught how to run a business. In the beginning, it was all trial and error, and I was my own teacher for many years. I didn’t ask for help, and I fumbled through. For the first five years, my spa was a revolving door with all the new hires. I think we had 50 people turn over within that time. I worked full time in the room for the first 10 years while growing my business—not easy and not effective for growth. Then, I got smart and decided to work more on my business than in my business. I think I could have grown even faster had I asked for help earlier.

Q: What were some of your early struggles?

A: Management, leadership, budget and compensation structure. I ran

my business like a service provider rather than a savvy business owner. I made

the same mistake as many former technicians by grossly overpaying my team members. The one concept I naturally un der stood was customer service, and that alone allowed Skin Apeel to prevail until I developed other management skills.

Q: How did you manage your growth?

A: Due to great client relations and retention, we needed to expand

twice! We extended our eight hour days into 12 hour days. We are also open seven days a week, and we have raised prices when needed.

Q: When did you decide to expand and how did you

go about doing it?

A: The first expansion was seven years after inception. After a lot

of hard work—seven days a week—and working through construction and massage simultaneously, we grew from four small rooms to seven comfortable rooms, plus a private nail area.

Our second expansion happened eight years thereafter. It was the same labor of love, helped with strategies from my husband and a core construction team. This time, we devoted 1,000 of our 3,000 square feet with a large retail area, because we know that retail is our money corner.

Q: What were some of the most effective strategies that helped

you grow?

BY DORI SOUKUP

Q & A INTERVIEW

KNAPP

entrepreneur!FROM SOLOPRENEUR TO

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A: Learning to build a strong and a happy team was first and fore

most. If the team is happy, guests are happy; the recipe for a successful business is a happy, cohesive team. Word of mouth is how we grew and continue to do so, because we do not invest in any formal advertising. Skin Apeel clients freely recommend us to friends and family, and in turn, we reward them with incentives and gratitude. Loyalty is key with team members and clients alike.

We also keep it fresh in regards to education, environment décor and continual recreation of the menu to stay ahead of competition. Our USP (unique selling point) kept us alive during good and bad times. We were the first day spa in our city and the only one that was committed to holistic organic care—our niche—and we hold true today to our values and branding.

Team

Q: When did you decide to hire the first employee?

A: Within a week of opening in October 1992, I hired my first two em

ployees at the same time—big step! I hired one LMT and one nail specialist to create the dream team to “day spa” care for my loyal skin care clients that we fully depended on to pay my new overhead. Within months, I hired my first apprentice to build my skin care department, a step which eventually gave me part time freedom out of the room to oversee my business.

Q: You have a very strong team, with over 36 team members, and a

very low turnover rate. What is your secret?

A: Make them happy by treating each member with respect, genuine

care on a professional and personal level, and involve them in the decision making process. Every day, I find a reason to praise at least one team member for the small daytoday things that contribute to our overall success.

Q: How much focus and emphasis do you put on training your man

agement team and therapists?

A: We recently improved our structure by placing four department

leads in four separate service depart

ments. That way, I could stop being all things to all people. I personally focus on training and directing my leads so that they, in turn, will implement the same systems and shared mindset with their teams. I am a good delegator.

All our therapists coming aboard go through a comprehensive interview process and extensive training before performing client services. We have a three month trial period which includes reviews and open communication. This way, they stay on target to become a valuable member of our spa team. Expectations are high, but so are the rewards of being part of our spa family.

Guest experience

Q: How did you know how to position your spa and find your niche

in the market?

A: I expanded on my personal beliefs of care and product selec

tion. When I decided to open a day spa, I was a vegetarian and an avid animal lover; the spa offerings reflected healthy, noninvasive, pure characteristics of my own lifestyle approach.

We hire those with the same philosophy and goals. Our consistent adherence to who we are allows our clients to trust us and feel safe in our hands.

Q: What type of menu do you offer?

A: Limited, but specialized. Our biggest category is skin care; we are

unlike the typical spa, as we hire more estheticians than LMTs. From being an esthetician myself, I recognize that my skin care team is my bread and butter and a big source of revenue. We focus on our skin care as our specialty, and market ourselves as the “skin experts.” To complement this, we offer body, natural nail and alternative care therapies. Our acupuncturist nicely completes our holistic presence.

Your revenue drivers

Q: What are your biggest treatment revenue drivers?

A: Custom facials and enhancements. Also, retail accounts for a large

portion of our total spa revenue.

Q: What is your retail philosophy?

A: A must! Retail recommendations complete the client’s experience

at home. Retail is a service in and of itself and should not be viewed as sales. In our facility, part (of the) compensation and rewards are determined by each member’s retail success. Our team perks are structured around reaching overall spa retail targets. I was taught early in my career that a guest purchasing retail is the conversion to a loyal client, as they

are reminded of you with every experience at home. We are so selective with our products that our clients come to us wanting our premier retail choices.

Q: You have a beautiful retail area! Can you share the product mix

you offer in the boutique?

A: Personal care gift items, jewelry, clothing, internal supplements,

aromatherapy, crystal lamps, books, greeting cards, specialty chocolate and premium bathing remedies. Every spa should have a boutique!

Q: What would you say to someone who is not currently maximizing

on retail sales?

A: You’ll never profit from your business. Retail will give more return

on investment than treatments. Hire a coach or consultant to guide you to developing comfortable recommendation techniques, as well as training your team and assisting with product mix selection. It’s important to learn how to work cooperatively with vendors to stay afloat with healthy profit margins.

business|from solo-preneur to entrepreneur!



Financial management

Q: Many people in our industry are not numbers driven and may

not pay close attention to accounting. What did you learn over the years that made a big impact on your business and success?

A: I am one of those people. I am a creative, handsonservice pro

vider by nature; that’s why I do what I do so well. It took me much too long to ask for help. I researched and hired a coach to learn the value of fair team compen

sation, team motivation, and that I had to honor a business budget. Before, the rule was that if we had money in our account, we spent it.

Q: What advice would you give someone who is starting out or

maybe been in business for a few years?

A: Hire a reputable consultant. Don’t wait as long as I did to open your

eyes to the positive concept of change. Since I do not have a business partner, I find alliances and business connections so valuable.

Future

Q: What do you envision for your business in the next few years?

A: More growth, sustainability and having my business in the best

financial state to secure a prosperous sale. Developing an exit strategy takes planning and goal setting. The plan is to maximize my investment of 20 plus years of blood, sweat and tears with a worthy return.

Q: What is the one big mistake you would tell someone to avoid?

A: Don’t overpay your team or let them hold you hostage. Keep the

frame of mind that it’s a privilege to work in your facility. Work smarter, not harder.

Q: Do you have any last words?

A: Position yourself to enjoy your business. If you can’t smile ev

ery day when you walk through your front doors, admire your accomplishments, be encouraged by your team and truly cater to your clients, stop. You need to regroup to survive this highly competitive, fast growing industry. The spa business is real. n

Dori Soukup is an executive coach, au-thor, professional speaker and the founder of InSPAration Management. She speaks at conventions all over the world and hosts pub-lic and private seminars. Her Spa BizTools and strategies have helped thousands of spa professionals experience exponential growth and profits. She can be reached at [email protected].

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HAVE YOU EVER STOPPED TO WONDER why all new car dealers are located right next to each other? How about restaurants, or even the concept of a shopping mall? Who in their right mind would set up shop right next to their competition, voluntarily entering into a fierce business battle—and pay top dollar for it?

While it sounds crazy, the reality of the matter is that competition is good. Yes, good! This is how we establish commerce, an industry, a central meeting place, and a vibrant flow of consumers giving us the opportunity to educate them on what makes us viable individual companies. This allows consumers the opportunity to better discern whether or not we are the right match for them. In short, competition is the “marketplace” that our society is built upon.

Competition defines our worldThe very basic concept of competition has been practiced and proven effective from the beginning of time. It is how every town, city, state and country have come into existence. It is what makes New York City, London and any other major metropolitan areas what it is. Without com

petition, our society would not exist. Whether it be competition for land, military control, a championship title or success in business, we are instinctively driven by competition from the day that we are born. Competition actually defines who we are and the environment we live in; it is in fact measurement and incentive. This applies to the grades that we receive as school children, the final score of a sports match, the credentials on a resume, and the level of success that we achieve in business.

This is all makes perfect sense and is completely logical, so why is it that we think of competition as the enemy, and frequently set our ambitions on the shallow sites of “beating” the competition? Is that honestly the reason you started your business? Or was your ambition much more than this, heartfelt and sincere? You are probably like most entrepreneurs, and believe that you have something to offer that is unique, one of a kind, different and better than what is currently available. For this reason, you believe that you have a chance of succeeding in finding a clientele that appreciates your uniqueness. And you will, as long as you never forget why you began your journey. B

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Whoareyou?It is important to understand who your competition is and how they function. Even more importantly, however, you must understand why and how you are unique. Range Rover, Jeep and Toyota are three of many car manufacturers that offer an SUV. All three are significantly different from one another, have a unique clientele and are very successful. More often than not, their dealerships are located within a block of each other.

Easy enough, but how do we go about establishing or recapturing our uniqueness? Start with this simple question: Why did you start your business? The simple reason, in one sentence, is what everything must be built upon. It must resonate from your person, your environment, your team and your marketing. This is how you communicate who you are, what you represent and what you believe in. This, and only this, is what will ultimately connect you with your unique consumers, and fuel a perpetual energy that will build your future. You must have a website, and you must periodically send out electronic newsletters to your clients and potential clients. These tools are extensions of communicating your business identity. However, they are a waste of effort and dollars unless you sincerely understand your true purpose and what you represent.

Whoisyourcustomer?Remember that regardless of the product or service, the entire market does not belong to one supplier—and nor should it! Every person is unique, and therefore what they buy and whom they select to do their business with are also unique. This is the beauty of a free market and a free world—choice. The point is that you should not be frustrated or distracted with what your “competition” is doing, but rather keep your focus on your objectives and identity. Be definitive in communicating what you believe in, and let the consumer make their own comparisons and decisions regarding what is right for them. Those who broadly attempt to appeal to all ultimately end up appealing to none. Remember that every business will have their customer, and every customer is not yours! Finding the right match for you is your challenge.

Internal competitionWhat about competition amongst your own team? This is healthy and natural. Some of

the largest and fastest growing companies in the world have reached their level of success through positive internal competition. The best sports teams in the world have achieved their mastery through internal competition. Strong internal competition ultimately expedites positive growth, creating an upward vacuum effect to success. This explains why children with older siblings excel more rapidly, why immigrants from challenged countries do extremely well when transplanted into a developed, productive country, and why Olympic Gold Medal winners often come from a very strong, competitive team that challenged the athlete to push their limits, propelling them forward to victory. Competition is the catalyst of growth. This stimulus is needed internally and externally.

Growthinfailure?While we intuitively have our sites focused on winning, experts agree that individuals undergo a significantly higher rate of growth through loss or failure than success. With this in mind, are loss and failure really what they seem? This depends on your perception. Loss and failure are essentially a measurement and a clear indication that a model shift is necessary. Man’s greatest achievements have been realized via failure; however, failure to realize that a change is necessary after failure is ignorance. There is absolutely no growth in ignorance.

History has witnessed such ignorance in government bureaucracy that can become so thick that it takes choices away from its citizens. This model has failed time and time again, yet often no change is made, as if the expectation is that magically the outcome will be different. Einstein defined this concept as insanity.

Lessons learnedWhat about success then? Is there anything learned when you do achieve your objective? Certainly! As soon as the euphoria of the success has subsided, review your strategy, preparation and execution, then repeat it. Once you find a system that works, or parts of the system that work, keep them! Make adjustments on the nonworking parts of the model until you reach a consistent level of success. Refinement and perfection of your “model” is like a marriage, in that it needs to be championed consistently,

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BE DEFINITIVE IN COMMUNICATING WHAT YOU BELIEVE IN, AND LET THE CONSUMER MAKE THEIR OWN COMPARISONS AND DECISIONS REGARDING WHAT IS RIGHT FOR THEM.


as there is always something that can be improved upon or made to function better.

There is no equity in spending your energy critiquing a competitor, while there is infinite value in defining who you are and what you represent. Your competitors are not your enemies, they are your peers. Together, you create a company, an industry and a demand. To a certain degree, you are partners, sparking each other’s interest and coaching one another going forward. Remember that your ambitions are much, much bigger than simply “beating” your competition. You are going to change the world! n

David Suzuki, president of Bio-Therapeutic, Inc., has been an ac-tive licensed member of the esthet-ics industry for more than 18 years. He is an authority on technology and regulatory issues, including FDA sub-mission and acquisition. Suzuki serves as an advisor to institutions and state boards, writes for numerous industry publications and journals and conducts educational seminars and classes. Email him at [email protected] or visit www.bio-therapeutic.com.

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DONATIONS AND SPONSORS NEEDEDThe technical committee for the 2013 SkillsUSA Esthetics Competition is seeking sponsors and donations for awarding the winners, contestants and models of the annual competition this June at the Kansas City Convention Center in Kansas City, MO. Awards are needed for six overall winners among the postsecondary and secondary categories, including first, second and third place awards for both.Awards and donations may include (but are not limited to) any material or supplies new esthetics program graduates may need when beginning their career (e.g., professional backbar products, skin care tools, waxing products and tools, makeup supplies, treatment room supplies, accessories or equipment).www.skillsusa.com

NEW PARTNERSHIPDavid Suzuki, (at right)president of Bio-Therapeutic, and Douglas Sykes, principal and owner of Advanced Esthetics Solutions, celebrate their new partnership together in the UK market. Advanced Esthetics Solutions is now the exclusive distributor for all BioTherapeutic products and technology throughout the United Kingdom. The UK team spent a week in Seattle at BioTherapeutic’s corporate headquarters, gaining advanced education on all technology products and applications. Suzuki and Sallie Dietz of BioTherapeutic will be in London multiple times in the early part of 2013 to help support the UK market with ongoing advanced education.www.bio-therapeutic.com800.971.6438

ONLINE MAKEOVERPCA SKIN® invites you to visit their new website at pcaskin.com. New capabilities for certified professionals include online ordering, online class registration and 24/7 access. Online educational courses are now available as well, giving clinicians the ability to learn anywhere, at any time. www.pcaskin.com 877.PCA.SKIN

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OSCAR WORTHY On February 24, Éminence Organic Skin Care joined celebrities in the exclusive Hollywood gifting lounges. After sharing the Age Corrective Collection at last year’s Oscars, the company introduced the Age Corrective Night collection to the most elite members of the entertainment industry this year. Éminence was onsite at the SLS Hotel in Beverly Hills for the Red Carpet Style Lounge, where they treated stars to hand treatments before they officially hit the red carpet. www.eminenceorganics.com 888.747.6342

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SUMMING IT ALL UPEsthetician and salon owner Gabriela Voiculescu recently published Skin and Beauty Wisdom, a book for professionals

in the industry. The book is a collection of tips, tricks and home remedies Voiculescu has accumulated over the course of her long esthetic career.www.skincareprofessionals.com/profile/GabrielaVoiculescu

TELEVISED COVERAGEThe revolutionary HairMax LaserComb® by Lexington International has been discussed on the hugely popular Dr. Oz Show in a televised segment on hair loss in women. The HairMax LaserComb helps provide the building blocks and energy necessary to transform weakened hair follicles, which stimulates them to grow healthy, more vibrant hair, says the company. www.hairmax.com 888.841.2535

AWARD WINNING COMPLEXIONS!Le Mieux contributed to gift bags of glamorous attendees at the preOscar Red Carpet Ready event, held at Hotel Montage in Beverly Hills to celebrate the award season on February 12th. Guests received a gift bag filled with “Red Carpet” essentials, which included the Le Mieux Peptide Foam Cleanser. The cleanser removes makeup and facial impurities while hydrating delicate skin tissue, resulting in supple, soft, moisturized skin without overdrying.www.lemieuxcosmetics.com888.327.8188

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PRIMETIME APPEARANCETina Zillmann, founder and director of Skin Rejuvenation Clinique, Inc. and Advanced Rejuvenating Concepts, was recently featured on Telemundo San Antonio television, offering skin care advice for the local Hispanic and Latino population. In the prime time segment, viewers learned about healthy skin maintenance, and how the visible

signs of hyperpigmentation can be prevented in both fair and dark complexions. www.arcskincare.com 800.689.0499


branded focus. Consider the romantic and unique wine cave at Spa Terra in-side the Meritage Resort in Napa Valley, CA. Or think of a Japanese specialty spa like the Kura Door, tucked away in the avenues of Salt Lake City. These two destinations could break rank and move outside their well-established cultures to add coaching to their menus. In my opinion, this would diminish the beauty and strength of two businesses known for romantic couples’ massages, Ofuro baths and Cabernet body scrubs.

However, if you run a spa within a resort culture that aims to “partner with clients to maximize their personal po-tential,” consider adding some type of coaching to your wellness practices. This could work especially well if you already offer extended day retreats, fitness pro-grams, weight loss clinics and life chang-ing adventures.

In such cases, you could consider offering pre-retreat preparation calls, sessions while at the resort and post-visit accountability calls from a wellness coach in the weeks following the guest’s stay. Any business that offers educa-tion or training can add coaching to their services.

In these cases, coaching one-to-one or in small groups would be an effective means for clients to sustain the personal growth they gain from the spa experience.

However, spa owners may be leav-ing the biggest opportunity on the ta-ble by only considering the role coach-ing plays on services menus.

Angie Katsanevas, the cofounder of the Lunatic Fringe Salons, says that of-fering work with a coach increased her business by 10 times!

Revenue can be generated by coach-ing employees. One company we sup-

DOES LIFE COACHING BELONG

on the guest services menu of today’s spa? That question deserves more than a simple yes or no answer. First, let’s clarify what life coaching is by referring to one of the governing organizations for coaching, the International Coach Federation (ICF). The ICF defines coaching as “partnering with clients in a thought-provoking and creative process that inspires them to maximize their personal and professional potential.” Next, let’s review a handful of outcomes often reached when hiring a life coach:• Clientsgetresultsquickerwhen

they work with a coach than when they work alone.

• Aclient’scommitmenttotheirdreamsand goals increases when they have a coach working with them.

• Theprobabilitythatpeoplewillgivetheir best increases when they have a coach.

• Aclient’seffectiveutilizationofthemind, body, energy and time in-creases when they have a coach.

• Acoachcanpotentiallyseesome-thing inside of people that they would never recognize on their own. In most cases coaching is not a heal-

ing art. With its roots in positive psychol-ogy, strength-based performance and accountability partnerships, coaching is generally utilized by individuals who are doing well and want to excel. We are not typically trained to “heal.” However, a growing trend within the world of therapy has found psychologists, social workers and wellness specialists adding coaching certification to their credentials.

Now, how might coaching fit into the spa industry? If you are a specialty or boutique spa, you may be enjoying the power derived from a precise, well-

port is a high-end spa/salon/store on the East Coast. By training management on how to coach the staff in personal and professional performance, they have en-joyed a return on investment. An increase of more than $375,000 was reported in the company’s third year of business after incorporating coaching into their culture.

Equally impressive is the increase in service dollars, retail sales and rebooking averages that can occur when coaching is added to the educational process in-side spa/salon oriented schools. One school reported the following:

“We compared February of 2011, when we were not coaching, to February of 2012, when our students were coached. Our skin services had increased by 30 percent, with our guest count going up by 46 percent and our skin related retail up an unbelievable 97 percent.”

Coaching is the “sticky factor” that keeps sound training and business prac-tices functioning inside any business.

Remember that all peak performers have a coach to assist and support them in achieving their best game. You and your clients deserve to be on top of your best game! n

Lyn Christian is a Master Certified Coach for the International Coach Federation, as well as a life and business coach. Her business and coaching strategies have been integrated into the cultures of schools such as The Structural Integration Institute of Utah, Skinworks and several PMTS locations.

by Lyn Christian

organic & wellness life coaching

Several spas that offer coaching: • RedMountainResortinSaintGeorge,UT• FisherIslandClubinFisherIsland,FL• BirdwingSpainLitchfield,MN


BY CAMILLE HOHEB

CHAUM LIFE CENTER IS RENOWNED IN wellness tourism for its conceptual approach to integrating health, beauty and youthful aging therapies. The enticing brochure reads, “More than a medical clinic. More than a destination spa. More than an urban club ... Chaum is a Life Center.”

Who would have thought that the inspira-tion for Chaum would come from the legendary American inventor Thomas Edison? The following quote from him is prominently included in their glossy marketing brochure. “The doctor of the future will give no medicine, but will interest his patients in the care of the human frame, in a proper diet and in the cause and prevention of disease.”

Opened in 2010, the center was founded by Kwang Yul Cha, M.D., the head of CHA Health Systems, which currently operates a global network of health care facilities including the Hollywood Presbyterian Medical Center in Los Angeles, 12 general hospitals in South Korea and two fertility treatment and anti-aging re-search centers in both countries.

“The new vision of a hospital is not a hospi-tal at all—it is an urban oasis that people want to visit as part of their lives, a place they belong to, designed to slow the aging process through the prevention of disease,” said Cha.

I was fortunate to secure an appointment at this first class facility, where initial member-shipruns$170,000USD!TheKoreanTourismOrganization (KTO) supported my visit. The mar-keting manager of KTO started my adventure into wellness by making all the arrangements. I was picked up at my hotel and off we went to Gangnam,theBeverlyHillsofSeoul,madefa-mous by the pop sensation PSY.

By combining spa facilities with modern medi-cine, Chaum has revolutionized private health care in Korea with a “hospital” concept that in-cludes integrated therapies, luxurious anti-aging facials, yoga studios, leading edge technologies and much more. Early diagnosis, preventive strat-

CHAUMLIFE CENTER


egies and lifestyle changes are emphasized. Their services address a number of modern concerns, from the daily stresses of aging and urban liv-ing, serious illnesses and conditions to providing clinical tests and treatments for cerebral palsy, Parkinson’s disease and strokes. The service de-livery model is based on personalized medicine designed to achieve optimal health, harmony and balance of the body, mind and spirit through positive and memorable experiences.

My half-day at the Chaum Life Center began with a long and luxurious full body massage.

The Korean style of massaging the breasts was a big surprise, but a Korean woman I know later explained to me that this was sought after and appreciated by Korean women, who believe that this form of stimulation increases the bust line. When in Seoul, do as the Koreans do! Quite honestly, I was more concerned about my ach-ing feet, and was very relieved when a second attendant came in to work on my arches, pull my toes and knead my feet. My favorite treat-ment, however, was the facial, which gave me a glowing, peachy complexion. Each of the three services took between 45 minutes and an hour, and I was so relaxed I could have slept in the tranquil, well-appointed TheraSpa room, but a facility tour was the next step to understanding the many offerings at the Chaum Life Center.

Located in a mixed use building in an upscale district, I found Chaum’s co-tenants to be an in-teresting blend. The underground level featured high end groceries ”for the rich,” I was told. The first floor featured a wine shop and a boutique for designer eyeglasses. The atrium and esca-lators drew my eyes skyward to the multi floor building holding the Chaum Life Center. The design, with its high ceilings and flowing ap-

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BY COMBINING SPA FACILITIES WITH MODERN MEDICINE, CHAUM HAS REVOLUTIONIZED PRIVATE HEALTH CARE IN KOREA.

TheraSpa lounge


proach, emphasizes openness and grandeur. An abundance of light, eclectic art and interesting furnishings set the tone for futuristic treatments and attentive services.

KMD Architects, known for merging health care and hos-pitality design, created a medical and wellness facility with the ambiance of a five star luxury resort. The multi floor layout features expansive lounges and concierge desks evocative of hip international hotels.

Based on the Chaum philosophy of “diagnosis and care from arrival to departure, KMD Architects designed the 200,000 square foot space specifically to influence emotion and relax-ation. There are no cramped waiting rooms, and initial exams are performed in a single futuristic pod like room referred to as a “medical check-up hive.” All staff and portable equipment come to the patient, rather than sending the patient to differ-ent rooms for different consultations and tests, providing an efficient, comfortable and private experience.

In my years of health care marketing, I have not seen a medical environment like this one, which combines design elements that are striking yet serene. There is a long medita-tion staircase with deep risers, which makes stepping more difficult. In contrast, there is a stem cell bank displayed in a mu-seum installation behind floor to ceiling plate glass windows.

Dr. Kwang Yul Cha believes the design esthetic that com-bines a futuristic vision of medical innovation with traditional healing elements allows people to live healthier and longer lives by making health care social and stimulating.

A world leader in stem cell research, Chaum has led research using stem cell fat transplantation for breast cancer reconstruc-tion. Many international clients have chosen to invest in their future health by storing their stem cells at Chaum.

Spa treatments, restaurant access and product purchases are among the à la carte offerings for visitors. The full mem-bership package provides full access to their own world class physician, who will lead members through a diagnostic pro-cess and treatment plan. Chaum also offers the ancient art of tea therapy, in which customized tea is designed especially for the patient.

Les Trois, the five star restaurant at Chaum, was an unex-pected treat. It is a dining facility for members, where personal-ized gourmet cuisine is prepared for diners based on individual diagnostic profiles.

At the end of the day, after having enjoyed the hospitality and offerings of the Chaum Life Center, I went away feeling very fortunate to have experienced it firsthand. n

Camille Hoheb is the founder of Wellness Tour ism Worldwide (WTW), whose mission is to improve wellbeing and economic growth through travel. Hoheb has held advisory board positions with several associations. She speaks on the topic of wellness tourism all over the world and is a contributing writer for numerous publications. For more information, visit www.wellnesstourismworldwide.com, www.wellnesstraveljournal.com or www.camillehoheb.com.

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WORKPLACE WELLNESS PRO-

grams are now a popular way for employ-ers to lower health care costs, improve productivity and create a balanced work environment; however overall health and wellness in the workplace still has plenty of room for improvement. According toGalluppolls,86percentofworkersintheUnitedStatesareoverweightorhave at least one chronic health condi-tion. Approximately 450 million workdays are missed each year due to illness, and $153 billion is lost in worker productivity. Perhaps workplace wellness programs need a facelift—one that includes spas!

Corporate wellness partnerships Spas can partner with professional well-ness providers to help them become destinations for wellness enhancement. Experienced wellness business coaches can provide spas with information and guidance on how to successfully integrate effective corporate wellness programs that generate revenue. Businesses can team up with spas to provide their em-ployees with services such as massage, body treatments, energy healing or other spa treatments as part of their care plan, and as incentives for program participa-tion. Additionally, companies can use spas as relaxing locations to conduct educational seminars, wellness classes, nutritional or product demonstrations.

Partnering with an experienced well-ness provider ensures that employees

benefit from proven tools such as well-ness coaching, education, nutritional ad-vice, exercise plans, lifestyle counseling and more. With biometric measurements and wellness records that can be tracked, employers regularly refer to statistics for proof that the programs are working. Some health benefits employees may experience include weight loss, reduced stress, enhanced fitness, smoking cessa-tion and achieving a work/life balance.

Many individuals who already diet and exercise will benefit from the well-ness programs too. “There are a lot of people out there who have the appear-ance of being healthy, but you don’t have to be overweight to have high cholesterol,” says Dana Sky, a wellness coach who works with Quantum Health and Wellness, LLC. “From an employ-ee’s perspective, wellness programs are viewed as getting a free health screen-ing twice a year and getting all your biometric numbers back without paying a deductible or copay. Having some of the program’s services offered at a local spa is an even bigger incentive.”

Participation in a corporate wellness program can help spas network, dramat-ically increase clientele and effectively grow their business within the burgeon-ing new corporate wellness industry. By providing corporate wellness programs and partnering with local spas, business owners may lower their insurance costs and improve their bottom line, and em-ployees enjoy better health.

Corporate wellness program resultsCompanies generally select a corporate wellness program provider based on the results the provider has achieved with others. The Hite Company, an elec-trical distributor operating in Altoona, PA, has been providing employee work-place wellness programs since 2000. President Scott Lawhead first became in-terested in providing wellness programs to his employees when one of their peer companies successfully implemented their own wellness program.

“The real goal is to reduce or elimi-nate high insurance claims and improve the morale and overall well-being of our workforce,” Lawhead says. “Medical costs are very high. Probably 20 percent of our operating expenses are due to medical costs. If we can do something to control those costs, we should definitely try.”

The Hite Company’s corporate well-ness program provider, Quantum Health & Wellness, regularly provides empirical data on the biometric measurements of employee progress. Lawhead says that his company has enjoyed many success stories from the wellness programs. “We can see total results from the biometric screenings and overall, we’ve improved in every category,” he says. “We can look at body mass and glucose levels reductions. Overall, our staff has shown improvement in every category. There’s an employee in one of our branches who,

by Jenny Hogan

providing health solutions for your community

continues

organic & wellness|spa partnerships


through his regular health screening, was alerted that an abnormality in his blood work was found. A follow-up check with his doctor found a tumor, which was identified and suc-cessfully removed. In addition to helping this employee, we were likely saved a substantial claim cost. We have countless other examples of individual successes.”

There are many corporate advantages for implementing a wellness program. “First and foremost, from a cost perspec-tive it’s going to give us an insight into future claims and how to reduce them,” Lawhead says. “We’re trying to reduce the risks that lead up to a quadruple bypass surgery, or those high repetitive claims that can be avoided. The advantage to our organization is that if we pay less for insurance, then the employee also pays less.” However, Lawhead advises business owners to take it slow at first and show a commit-ment to the cause. “Communicate the fact that the wellness programs will be a positive change. The slower you start the programs, the more buy-in you’ll get from employees. Less change is better, yet implementing the programs is always good, and there will be incredible tangible results.”

Lawhead is enthusiastic about the future of the wellness programs and their overall success. “We’ve increased the fre-quency for our employees receiving regular checkups, free of charge,” he says. “It can only benefit them and in the long run, it will also benefit the company.”

When business owners provide valuable wellness services for their employees, they can improve their bottom line by lowering insurance costs, increasing productivity and helping employees enjoy better health. Spas can gain clients, add services, increase their bottom line and help clients improve their health. What could be a better environment to educate individuals and help them make transformational lifestyle choices than a spa?

Now is the time to elevate and transform your spa by join-ing the corporate wellness segment and expanding your of-ferings. By teaming up with a professional wellness provider and local businesses, spas can add a valuable new revenue stream to their business. n

Jenny Hogan is the media director at Marketing Solutions, Inc., a fullservice marketing, advertising and public relations agency specializing in the professional beauty industry. For more information, call 703.359.6000 or email [email protected]. For additional information on Quantum Health and Wellness, LLC, email [email protected].

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ics still needs to be defined to include acceptable synthetics and manufactur-ing practices.

Organic certificationOrganic farming is still a developing field worldwide and does not have globally synchronistic standards. Several agencies and governments have their own standards and criteria for organic farming and the labeling of crops grown organically. Anything claiming certi-fied organic by a certifier’s symbol is guaranteedtobeorganic.TheUSDAgreen certified organic label is the most notableandacceptedhereintheU.S.Other qualified agencies are:

• California Certified Organic Farmers (CCOF), among the first intheU.S.;helpedtosetthestandardsforthecurrentUSDAprogram

IT COSTS MORE. IT SOMETIMES looks and smells a little weird. The in-formation available about it is, at best, confusing. So, what’s the deal with or-ganics and organic skin care—and why should you care?

What is organic?A good starting point to alleviate some of the confusion around this issue is to know what organic is, by definition. The term is used to identify a standardized form of agriculture or farming. We are not talking about the term as defined in organic chemistry; the study of car-bon based molecules or hydrocarbons.

The definition of organic, according totheUSDA’sNationalOrganicProgram(NOP) is “a labeling term that indicates that the food or other agricultural prod-uct has been produced through ap-proved methods that integrate cultural, biological and mechanical practices

that foster the cycling of resources, promote ecological balance and con-serve biodiversity. Synthetic fertilizers, sewage sludge, irradiation and genetic engineering may not be used.”

The key point here is that organic is a term used for food and agricultural products that includes meat, milk and eggs, and does not include a finished product like skin care. When you buy organic in a finished product, you are buying a product made of ingredients that have been certified grown and processed under organic specifications.

Organic skin careGayTimmons,aconsultantandpioneerof organic standards, says that the exist-ingUSDA-NOPworkswellforfoodbutnot for cosmetics, due to the necessity of synthetic ingredients and the lack of sustainability standards in process-ing. The category of organic cosmet-

BY JIMM HARRISON

Going Organic

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• Oregon Tilth Certified Organic (OTCO),anotherfirstintheU.S.,and an internationally recognized symbol of organic integrity

• Food Alliance, which provides sus-tainability standards to evaluate management practices, social and environmental performance

• International organic certificationThe challenge for organic certifica-

tion comes from the diversity of certify-inggroups.Asmentioned,theUSDANOP certification has become the gold standardintheU.S.Acrosstheplanet,there are other qualified and reliable certifiers. These include Argencert and the International Federation of Organic Agriculture Movements (IFOAM). The most dominant organization is Ecocert, which provides certification across the planet including Canada, Europe, Africa, China and Brazil. Japan has the Japanese Agricultural Standards, and Australian Certified Organic is the cer-tifier for Australia.

Demeter and SIMPLESThe Demeter Biodynamic® Farm Stand-ard and Syndicat Inter Massifs Pour la Production Et L’Eonomie Des Simples (SIMPLES) take organic standards to an elevated and more stringent level of agricultural production. Both are based on biodynamic farming, a holistic self-sustaining system developed by Rudolf Steiner in 1924. Ingredients carrying either of these certifications, especially in medicinal herbs and essential oils, would qualify as the highest standard of organic quality.

What is the value of organic?This is the big question on the minds of those who are thinking about “go-ing” organic. Organic ingredients, and the resulting products, do cost more. There is a higher cost to organic farm-ing, including the cost of certification. Is it worth it? Should you buy organic?

Buying and growing organic is an environmental issue, and is also focused on the ethical treatment of animals and fair trade for farmers. From one per- continues

spective, organic farming is more sus-tainable, and is designed to protect the planet and human health from environ-mental hazards, pesticides, herbicides and fertilizers that are deemed toxic.

Timmons’ logic for using organic skin care is, “If it’s safe for the planet, it’s safe for the body.” This doesn’t neces-sarily mean that ingredients penetrate the skin as the consumer safety groups may claim. The more accurate under-standing is that what goes down the drain ends up in our water, food and air. Organic refers to the use of renewable chemicals and manufacturing in a way that is not compromising the planet.

No GMOsOrganic grown means no genetically modifiedorganisms(GMOs).Thisisatechnology that combines genes to cre-ate new food seeds, such as a fish gene spliced into a tomato seed, and includes mostoftheU.S.productionofcornandsoy. This is an important topic—seen as a potential environmental disaster by opponents—that all would be well advised to understand. Non-organic cosmetics may contain a high amount of genetically modified extracts.

Is organic more nutrient rich?The issue of whether organic is more nutri-ent rich may not be necessary to debate in regards to personal care products because the penetration of ingredi-ents through the skin is still questioned. The major studies that have been done show that organic ingredients do in-deed have higher nutritional value, and provide more robust botanicals.

Does natural mean organic?Natural is a fuzzy, confusing subject. When something is labeled “natural,” that does not mean it was grown or-ganically or is certified organic. Organic, when certified, is a guarantee that an in-gredient or food was grown under organ-ic conditions. Most organic ingredients used in skin care are extracts. Organic certification guarantees the extraction

process is free from certain chemicals and technology.

Currently, natural is a useless terminol-ogy. The discussion of whether some-thing is natural or not often ties in with the discussion of whether natural is better or not. Here we should dismiss the idea of better and make a deci-sion based on your personal criteria. You can choose ingredients based on a desire to use only extracts or com-pounds that occur in nature. You will be challenged to do this in skin care and cosmetics. Formulas need certain synthetics to form creams, lotions and cleansers. To understand natural in-gredients, it is necessary to educate yourself. Don’t believe the marketing of any one brand, and make logical, fact-based conclusions.

Many ingredients that are called natural are the synthetic emulsifiers; cetearyl alcohol, stearic acid and veg-etable emulsifying wax; solvents like propylene glycol; and surfactants, such as the “natural soaps.” One trick often used by soap brands is to call their in-gredient an organic saponified vegeta-ble oil. This is misleading. A saponified vegetable oil is a synthetic chemical that must be made by humans and is not found in plants. The technical term for a natural saponified vegetable oil soap made from coconut oil and the base ingredient potassium hydroxide is potassium cocoate, a synthetic also sometimes called castile soap. Though it is a synthetic, there is still value for the originating food product, coconut, to be grown and processed organically.

Preservatives in organic formulasThe preservative issue is a challenging one for manufacturers and consumers. The most commonly used preservatives are parabens. Now that parabens have been marked as toxic, the compound phenoxyethanol is used in so-called nat-ural formulas. Preservatives are a fiercely debated topic and a discussion for a separate article.


The ideal preservative for use in organic skin care products is organic certified ethanol; cane, grain or grape alcohol. This is not a denatured alcohol. There are no contraindications with this ingredient; it is a full-spectrum, effica-cious preservative. There are very few manufacturers using ethanol, due to its higher cost.

Current guidelines for natural and organic skin care and cosmeticsTheU.S.andtheUSDAdonothaveaprogram in place to qualify or certify organic cosmetics. Any product claim-ing to be organic will certify the ingre-dients,nottheformula.USDAwillallowtheir label to be placed on products that have 95 percent or more certified or-ganic ingredients in their formula, if the remaining five percent are on their ac-cepted list. Ecocert has a certification for

organic and natural cosmetics that can be read at www.ecocert.com/en/natural-and-organic-cosmetics. The Natural and Organic Cosmetic Alliance (www.nocal-liance.org), a newly formed trade group intheU.S.ledbyTimmons,isworkingon organic cosmetic certification.

Choosing organicThe organic consumer market is growing, making it beneficial to offer organic and natural products and services. If you are making a decision to go organic, be care-ful not to be misled by marketing, even from those brands showing certification. Brand marketing can be misleading, incor-rect and inconsistent with facts. In order to ensure your guests receive accurate and up to date information, it may be best to find a consultant seasoned in natural and organic cosmetics who can provide you with solid education, or take classes that are not sponsored by a brand.

The bottom line is that buying and selling organic is best for the health of the planet and all forms of life on the planet. Including organic in your busi-ness demonstrates integrity and shows that you care. n

Jimm Harrison is an author, educator and consultant on essential oils and holistic health with more than 25 years of experience in the beauty industry. He has developed programs, workshops and aromatherapy certificate courses for esthetics, medispa and nutritional skin care. Harrison shares how to create the Essential Oil Natural Health and Medicine Kit at www.jimmharrison.com.

organic & wellness|going organic



FASTING. THIS WORD, USED AS

a solution to all of our dietary woes and guilty feelings about what we enjoy but really shouldn’t says it all. As America wakes up to the reality that diet and health are related, some turn to a “fast” solu-tion to clean out, detox and begin anew.

Hence, most of the fasts that are explored are extreme (water only, fruit only, brown rice only, cider vinegar and water, lemon juice plus maple syrup and cayenne pepper). Indeed, these approaches have their merits, but be-come far less effective if all they do is punctuate a diet and lifestyle that is woefully out of balance.

In Ayurveda, the science of life from the East that I teach with my wife Melanie, fasting as a form of detoxification is based on a person’s constitution, which in Sanskrit is known as Prakruti. One’s current condi-tion and the influence of season and en-vironment is known in Sanskrit as Vikruti. Regarding this latter point, after the jolly mood of the Christmas and New Year’s holiday season, many try to shed pounds, feeling a sense of shame and guilt for overindulging and gaining a little weight by juice fasting and so forth. According to Ayurveda, we actually need to eat a little more in the winter time, and perhaps put on a little more weight to cope with the cold, wind and all the other variations of winter. Like other mammals, we need to think in terms of hibernation. This is not the time to fast or add an intense workout program to your daily routine. Wait until spring, around the time of the vernal equi-nox in March. This is the first time of the year that one should consider fasting or intensifying their health regime.

Besides spring, the fall or the autum-nal equinox are also good times for fast-ing. Consider a time period of about nine days before and nine days after these seasonal transitions. This is in keeping withChinesemedicine.The18-daype-riod around the summer solstice is rela-tively fine, but do not think in these terms around the winter solstice, regardless of whether you have been naughty or nice.

Prakruti, or constitution, is an important aspect of oriental medicines. In Ayurveda, this model is close to but cannot be ex-actly equated to the ectomorph, meso-morph and endomorph types as outlined in Western medicine. However, some generalities that are similar can be use-ful when illustrating the type of fasting that is best for different body-mind types.

Your client has a Vata constitution if the following characteristics describe them: The client has dry skin and hair, a long, thin frame (ectomorph) and joints that pop. They move quickly, both in body and mind, and get irritated by the cold and wind. A fast for Vata types should be a simple diet of grain and cooked vegetables, as is found in standard mac-robiotics. Do not offer them a fast of raw juice or fruit, as that will make them feel bloated, constipated and spacey.

You can identify individuals with a Pitta constitution if they demosntrate certain characteristics. They have more sensi-

tive skin that freckles or burns easily in the sun. They have fine hair, an athletic, mesomorphic frame, eyes that are blue or sensitive to too much light. Their mind tends to be more critical, and they get bothered by a stifling environment or lack of a breeze. A Pitta could follow a fasting diet made up of fruit or vegetable juice. Raw fruits and vegetables could also be eaten. They should eat when they feel hungry, which may be more often than they think they should be eating. The point is, they should not let themselves get overly hungry.

Individuals with a Kapha constitution have heavier, thicker and clammier skin, thick bones and a more dense, endomor-phic frame. They put on weight easily, and while their mind is slow to grasp things, it ultimately can retain what it learns. Kapha individuals tend to be lethargic. A fast-ing diet for a Kapha can consist of com-plete abstinence from all food and drink. Instead they should consume hot bever-ages such as ginger tea and salty broths. A fast of raw foods or juices will only make them put on weight, and they will be disappointed with the results they get.

by Robert Sachs

continues

organic & wellness|fasting

Clients could come in once a week and receive treatments, supplemented with meals or snacks in

keeping with their constitution and condition.

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Vikruti, or one’s condition, follows the same logic with re-spect to Vata, Pitta and Kapha symptoms.

Hence, if one has patchy and dry skin, is constipated, feels spaced out, tends to push themselves too far and shifts between periods of feeling hyper-driven and exhausted (Vata), they should follow a fast that adheres to the Vata-constitutional lines.

If one’s skin has flare-ups, and they are experiencing di-arrhea, feeling nauseous a lot, suffering from migraines and finding themselves getting angry or listless about ev-erything and everyone (Pitta), then they should follow the Pitta-constitutional fasting recommendations.

If one’s skin is congested, their digestion is slow, they feel heavy, lethargic and unmotivated (Kapha), then they should follow the Kapha-constitutional recommendations.

For how long should one fast? Fasting is a change (change itself is an aggravating event for Vatas). This means that

things are moving and adjusting more quickly than usual, which can be disorienting. One may notice that the time they eat and their preferences change, their sleep patterns and moods are altered, and they feel different in their own bod-ies. These can all be signs of great achievements. However, if one notices that their digestion starts slowing down, they are getting spacier or forgetful, and they start feeling overly sensitive to stimulation, it may be best for them to wind the fast down and begin the process of converting to a more sustainable daily dietary regimen.

This last point is crucial. Too often, people with bad habits do a fast, after which they promptly resume their bad habits. In this situation, fasting can yield few results, and can actu-ally be more hard on their body than beneficial. Fasting should be considered a gentle recalibration of the body and mind—meant to get an individual back on track. Even the more purg-ing methods of Ayurveda are done in this gentle, mindful way.

Fasting should be done by individuals who are in rela-tively good health. If they are very sick, chronically exhausted or weak, it is better for them to focus on getting themselves a bit stronger before beginning a fast. Fasting makes the body work harder, and if someone is already depleted in energy, it is better to rest and replenish nutrients in the body rather than start a fast. What this means is that people need to understand what works best as a general diet for their body-mind type (constitution). Ayurveda and other holistic systems of medi-cine can provide the guidelines on what to eat. My prefer-ence is to go with the recommendations of systems that have been around for thousands of years (such as Ayurvedic and/or Chinese medical dietary guidelines, which are time tested).

On a final note: One of our teachers, Vasant Lad, M.A.Sc, encourages people to do a simple fast once a week. Think about it—if you did this, you would be fasting 52 days a year! What would it be like if your spa were to offer fasting days? Clients could come in once a week and receive treatments, supplemented with meals or snacks in keeping with their con-stitution and condition. They would then be sent home with a to-do list of what to eat for the rest of the day, and how to transition into the coming week with great energy and clarity. In that way, we change the language of fasting from a context of deprivation to one of nurturing—something each one of our clients could probably use a lot more of! n

Robert Sachs is a counselor, licensed massage therapist and educator. He is the author of Tibetan Ayurveda: Health Secrets From the Roof of the World and coauthor with Melanie Sachs of Ayurvedic Spa. Visit Sachs’ website at www.DiamondWayAyurveda.com, email him at [email protected], call him at 866.303.3321 or phone/fax him at 805.543.9291.

organic & wellness|fasting


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fresh look

THERE’S JUST SOMETHING

about putting on a fresh new pallet that revitalizes the spirit. Spring is an oppor-tunity to reinvent oneself, but women are often baffled by the prospect of updat-ing their look for a new season because there are so many colors and products to choose from. Spring beauty doesn’t always mean pink blush and pastel eye shadows. Sometimes, the update comes in the form of a finish rather than a specific color. Here are a few tips that will take the guesswork out of achieving a fresh look for spring.

Moisture first: After months of cold winter temperatures and dehydrating heaters, the first order of business is to put moisture back into the skin. Start by applying a good moisturizer while the skin is still damp from cleansing. Next, use a generous drop of a moisturizing primer. Work it in with fingers or a syn-thetic foundation brush. This will help makeup adhere, smooth skin’s texture and provide a hydrated finish.

Start glowing: At winter’s end, skin can often look drab and blotchy. BB creams are a great way to wake the skin up and provide beautiful, even color. Apply it with fingers, using a small drop at a time, and blend well. BB creams have a more substantial and emollient texture than traditional liquid foundations, so blending is important. Use a soft sponge to finish blending. This will help you to achieve a smooth velvet finish.

Get cheeky: A fresh hint of color in the cheeks is the time tested essence of youth and vitality. This is most necessary in early spring when we are still pale from the winter. A hydrating cream blush gives cheeks a natural, dewy looking flush. Apply it to just the apples of the

cheeks, and blend upward with fingers or a blending brush. Finish with a hint of a rosy bronzer around the outer pe-rimeter of the face, using a fan brush to enhance luminosity.

Eye opening: Using luster rather than color to make the eyes pop is an excellent way to give the face a bright, awake look that is fresh and appealing. Apply a deli-cate shimmer powder in a color of your choice to the entire lid and then high-light the brow bone with a white or bone colored eye shadow using a long, flat medium density eye shadow brush. Line the top of the eyelid with a soft color that smudges easily. Kohl eyeliners are best for soft lining because they are more like a shadow than a liner. Drag the applica-tor across the lid or apply with a smudge brush for a softer deposit of color.

Lash out: Enhance the eyes with one of the hottest trends of the season—thick, full lashes. Apply a lash conditioner first to prime the lashes, and condition them at the same time. Then apply a black or black/brown lengthening mascara on top. Using a back and forth motion, gently push the brush into the lashes while the conditioner is still slightly wet for irresist-ibly flirty lashes.

Brow beat: Fuller brows are both trendy and attractive for spring as the classic frame for light, luminous eyes. A brow kit that contains a colorless brow powder and wax will fill brows in with a long lasting pigment that looks gor-geous for day or night. Apply the wax first with a short, slanted synthetic brow brush all over the brows. Then fill in with the powder appropriate for the wearer’s hair color. Keep in mind that the brows do not need to match like a mirror im-age. Nobody has a symmetrical face, so

by Shawn Towne

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one brow will always be slightly different than the other.

The first kiss: Shine on the lips is a timeless way to create a beautiful, hy-drated lip. With the help of a lip pencil or stain underneath a gloss, you can en-hance dynamically for day or night. When applying lip gloss, concentrate the largest amount in the center of the bottom lip and blend out from there. This will help stop gloss from creeping into the corners of the lips, where it can get messy and look heavy.

The most important tip is to get out of your comfort zone and try some new products, shades or technique. Makeup is an ever changing palette that allows the wearer diversity and flexibility like no other category in esthetics. Keep an open mind, try new trends and never be afraid to evolve! n

Shawn Towne, the global educator of jane iredale—THE SKIN CARE MAKEUP®, has worked as a makeup artist for over 20 years. His talent has been featured in fashion magazines, runway shows, tele-vision commercials and feature films. Towne has worked with celebrities such as Mariel Hemingway, Eartha Kitt and Luke Wilson. He worked with the jane iredale team on the 2008 Fashion Week runway shows, and most recently taught classes in the Far East.

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PHOTOGRAPHED BY DAREN THOMAS

Bliss

BY PAMELA TAYLOR

Jewel inspired! Makeup artist Pamela Taylor creates color palettes that look breathtaking both in front of and behind the camera.

JEWELRY CONSULTANT/STYLIST: NANCY ROSS HAIR: BARBARA LHOTAN

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THE BLEND OF SUBTLE COLOR IN THE PEARLS INSPIRE THE PEARL AND VIOLET SHADES THAT GIVE THE FACE A SOFT, POLISHED FINISH. M

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BRIDAL GOWN: JAMIE PESAVENTO COUTURE

INSPIRED BY THE IVORY JEWELS, THE FINISH IS PURE AND MATTE, ENHANCING THE LIPS AS A FEATURE.

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A FRESH, ROMANTIC FINISH ENHANCES LUMINOUS PEARL JEWELS.

ALL JEWELRY COURTESY OF THE VINTAGE PRIVATE

COLLECTION OF NANCY ROSS;A SPECIAL THANKS TO SHOOT

ASSISTANT DELPHINE LEBLANC; BRIDAL COUTURE, COURTESY OF

MICHAEL SHANE BRIDAL PEA

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PAGE 109. This look was created to bring out the depth of the metal in the jewels and highlight the eyes.

Foundation: Skin is prepped using a pre-base prior to makeup application. A crème tinted smoothing foundation is applied to reduce freckles and smooth the skin.

Crème blush: A tint of deep violet crème blush is gen-tly blended and applied to the apples of the cheek using a dampened sponge. A pearl luminizer highlights cheekbones and upper brow bone areas.

Face: The face and cheekbones are powdered to set the crème. Then the facial structure is shaded using a contour powder.

Eyes: Lids are color washed in a pure yellow to enhance the model’s golden-green eyes. A smoky black and silver liner mimic the natural shape of the lower lid.

Lips: Lips are painted with a sheer pink pearl gloss, al-lowing the natural lip color to peek through as an undertone.

This look was created to bring out the depth of the metal in the jewels and draw attention to the eyes.

PAGE 110. The blend of subtle color in the pearls inspire the pearl and violet shades that give the face a soft, polished finish. Skin is tinted a shade deeper using a smoothing foundation.

Structure: A pearl crème highlight enhances the upper cheekbones and center bridge of the nose. The face is pow-dered to set, then temples and cheekbones are contoured using a taupe brown shading powder.

Cheeks: Cheeks are tinted with temples, and cheek-bones are contoured using a taupe brown shading powder and plum-rose crème blush, then blended to a sheer wash.

Brows: Eyebrows are color brushed with a deeper rust- blonde shadow to thicken, then brushed upward.

Eyes: Eyelids are enhanced with a soft tan shimmer shadow. Lower lids are lined with a blended shade of violet and black.

Lips: A rose crème lip color glosses and tints the lips.PAGE 111. Inspired by the ivory jewels, the finish is pure

and matte, enhancing the lips as a feature.

Foundation: A highly pigmented crème foundation is mixed to match and blended to create a smooth finish to the face.

Cheeks: Cheeks are color washed in a pale beige pink crème cheek color. An ivory beige cheek highlight is applied to the upper cheekbone.

Set: The base and cheek color are powdered to set, creating a matte finish for the face.

Eyes: To enhance the deep blue color of the eyes, a rich blend of rust and copper brown shadow is applied to the lid, mixed with a white shadow to lighten the inner third of lid. The eyes are then lined with the deeper rust and black cake liners, adding a sweeping finish to the outer edge. Matte black waterproof mascara enhances the natural lashes.

Lips: Following the application of a sheer beige lip crème, a generous application of pure gloss is applied to the cen-ter lip areas.

PAGE 112-113. A fresh, romantic finish enhances lumi-nous pearl jewels.

Foundation: Skin is tinted with a water-base foundation, kept natural to allow the freckles to peek through. A crème bronzer is applied to the cheekbones and facial areas to give the skin a tint of tan.

Brows: Eyebrows are gently tinted with a blond-brown powder, then shaped.

Eyes: Soft ivory pearl shadow mimics the pearl bracelet, and a cocoa brown shadow is applied to the inner third corner. Eyes are finished with a generous application of waterproof deep cocoa mascara.

Lips: A crème lip tint in neutral beige-pink is applied to coat the lips. A soft taupe liner outlines the natural shape of the lips. n

Pamela Taylor is an internationally recognized authority on editorial print and fashion makeup. Known for her hydration technique, she is often referred to for current makeup trends and techniques. Based in New York City, Taylor boasts an exten-sive celebrity clientele. She is owner and director of the Pamela Taylor Makeup Academy and Studio of New York. For more information, call 212.620.5792 or visit www.pamelataylor.com.

makeup techniques

PAGE 109 PAGE 110 PAGE 111 PAGES 112-113

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ONE OF THE BEST STRATEGIES

you can utilize for business success in the years ahead is to embrace the bridal business. All brides spend money to look beautiful and feel great on their special day. Shouldn’t you be part of their plan?

There is no time like the present to attract the bridal business and reap the benefits all year round. If you are one of those people who groans at the thought of taking on the bridal business, consid-er these 10 great reasons to embrace this market.

# 1. Brides are everywhereWhether you live in a large metropolitan area or a small town, weddings are big business. For the first time since 2008, the cost of an average wedding is begin-ning to rise. Weddings are ringing in at an average cost of $27,000—and that does not include the honeymoon! You can profit from the bridal business even if you are a solo practitioner, or if your busi-ness is in a small town or rural location.

# 2. The bridal business is virtually recession proof Even in times of economic stress, couples still get married and spend money on their wedding (similar to holiday spend-ing trends). Even though the frequently uttered phrase, “You only get married

once” is only sometimes true, it tugs on the emotional heartstrings of the bride, reminding her that she deserves to have the wedding she has dreamed of since childhood.

# 3. Encore brides are a new and growing market The current divorce rate in the United States is above 40 percent—and this has created an entirely new bridal market. Encore brides are those who marry for the second, third or even fourth time. They are likely to be older, better off fi-nancially and able to spend money on those things that they could not afford the first time around.

# 4. Brides rarely travel solo Brides travel in packs—with mothers, attendants, friends and others. When you reach out to brides, you are like-ly to capture more than one potential new customer. Mothers of the bride and groom are great potential long term guests, as they want to look their best on the big day too!

# 5. The bridal business has a long “planning phase”Most engagements range from six to twelve months, with some brides plan-ning for even longer periods. This gives you an opportunity to consult with the bride, her entourage and her friends to create a personalized plan. Design your marketing to the bride based on devel-oping a relationship over twelve, six or even three months. Yes, there is a certain amount of stress related to weddings,

but creating a plan and building trust helps to manage this, and the financial reward is great.

#6. The referral network is large and diverseStop for a minute and think about the broad range of vendors that a newly engaged couple will need as they plan their wedding. Building business relation-ships with vendors in your market who are also involved in the bridal business will help grow your B2B referral business all year round. One massage therapist who met a private chef at a recent bridal show teamed up with her and began to offer in home private dinners, complete with a couples massage.

# 7. The bridal business does not end with the weddingAfter the wedding, the new customers you have acquired should be part of your guest retention plan. Bridal guests turn into maternity massage clients and seekers of other women’s wellness services! Even if they move away from your town, you have still made valuable connections with their friends, family members and attendants.

# 8. Brides buy retail products Retail products can be a profitable part of your total bridal business. Why not offer a bridal registry for the couple of-fering both retail products and services? In a world where couples can register for everything from a kayak to a coffee maker, why not add spa services?

by Patti Biro

to the bridal business

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# 9. Grooms are great clients too Including the grooms to be and their attendants is a great way to build your male clientele.

#10. Brides, grooms and parties go togetherBridal showers, attendant spa days and bachelorette parties are an important part of many weddings. If your venue and staff can accommodate parties, this is an opportunity for booking one or more bridal “spa parties.” The solo practitioner could easily join forces with another salon or business to host a party.

Don’t miss out on the chance to say “I do” to a target mar-ket that is looking for you! n

Patti Biro has more than 25 years of experience designing and imple-menting professional education and client education programs. She is the creator of Elder-ssage™, a mas-sage therapy program focusing on the needs of aging adults, and the owner of Patti Biro and Associates, a professional education consulting company. She is a frequent lecturer for the International Medical Spa Association. Biro owned a bridal magazine for over 10 years in the coastal Texas market, and remains an avid fan of all things bridal!

image|say “i do”

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professional collaborationbetween podiatrists and nail technicians

PEDICURISTS REGULARLY SEE FEET WITH “out-of-normal” indications of infections, so they must recognize possible symptoms of infection when they are present (without diagnosing). Certain symptoms on the feet indicate the need for a direct referral to a podiatrist. Examples of common infections seen by pedicurists are athlete’s foot, fungal nails and papilloma virus (plantar warts).

Developing a collaboration with a podiatristMost podiatrists are not open to working with nail technicians unless the technician proves the accumulation of correct knowledge and then con-tinually demonstrates that he or she works asep-tically (asepsis is defined as “without disease”).

“Obviously a huge disconnect exists be-tween both of our professions, and understand-ably so,” says Jan Ondrejca, M.N.T., owner of Stone House Inn and Spa in Allentown, PA. “But nail technicians are out there, like myself and my colleagues, that truly care about offering a pro-fessional service that includes the high standards that safety podiatrists require. Podiatrists respond well when they recognize that our standards are what they want for their patients, and then they refer their patients to us.”

To demonstrate asepsis, the technician must practice her trade in a clean environment and con-sistently work in a safe, hygienic manner. This in-cludes wearing new gloves for every client, remov-ing them in a safe way after the service, practicing appropriate hand washing and disinfecting their

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BY ROBERT SPALDING, D.P.M.

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nail stations between services. Onetime use implements and supplies are thrown away, and re-usable implements are safely cleaned to aseptic standards be-tween uses. Aseptic practices are more extensive than “just being clean.” To most podiatrists, this means the technician utilizes an autoclave to sterilize the imple-ments, is properly trained and fully committed to in-service aseptic techniques and safety.

Gaining collaborationUsually the nail technician must open the discussion for col-laboration with a podiatrist. This collaboration usually involves the podiatrist referring his patients to the salon because of his trust in their safety practices, and the nail salon refers clients to the podiatrist that have “out-of-normal” conditions of the foot. The podiatrist sends all referred clients back to the nail technician for pedicures after healing. But a simple claim that they work safely does not convince the podiatrist that collabo-

ration is a good idea; the podiatrist must feel fully confident that the technician is prepared to perform tasks with proper safety. That usually means there is apparent proof that they have completed a training course focusing on aseptic prac-tices. For example, a certificate indicating the student has at-tended this training in a structured program and has passed exams may be hanging on the wall. When the podiatrist’s patients have pedicures in the salon or spa, they report on work habits and conditions that demonstrate the legitimacy of the training and certifications.

Health information and precautionsOne of the safety requisites podiatrists want to see in a salon or spa is the use of a client health information sheet, completed prior to the service. Podiatrists believe that health information must be available in order for a technician to perform services appropriately.

“According to the CDC, almost 12 percent of Americans have diabetes, and another nine percent have other chronic ill-nesses,” says Janet McCormick, author and co-owner of Medinail Learning Center. “This means approximately 20 percent of Americans have a chronic disease of some kind. So, potentially, 20 percent or more of nail salon clients may have a chronic illness.”

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The clients McCormick speaks of need special care, so important precautions must be taken to perform safe pedi-cures. New clients must fill out a form before their first service. The information they provide in this form should be updated during each pedicure when the pedicurist asks, “Has any-thing changed in your health since I last saw you?” But sadly, only a few salons collect this information, and even fewer are trained in performing the needed precautions on persons with chronic diseases, such as diabetes mellitus and many others. Unless they have attended safety-focused courses that meet the training requirements of working with these clients, podiatrists are uncomfortable referring their patients to salons for pedicures.

Times are changingCollaborations are now developing between nail technicians and podiatrists. “Our practice always recommends Stone House Inn and Spa, Allentown, PA, with the highest praises,” says Brad Lilly, D.P.M. “We can attest to the cleanliness and professionalism that they offer. They refer clients to us for the same reason, so we have a solidly professional relationship.” Ondrejca nurtures this relationship through education of her technicians, maintenance of standards and provisions of bro-chures and other materials to Dr. Lilly’s practice. Mutual respect is the result, as well as clientele growth for each business.

To develop this relationship, the salon or spa must first seek the collaboration, be committed to maintaining these standards and to continuing to educate the technicians. This will result in a continual flow of clients between the col-laborating practice and salon or spa. These clients will never leave the spa or practice due to the demonstration of trust the podiatry practice has for the facility. n

Robert Spalding, D.P.M., is a licensed podiatrist in Chatta-nooga, TN, author of The Science of Pedicures and co-owner of the Medinail Learning Center. For more information, visit www.medinails.com.

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The Biomani Laser Certi�cation Institute has the programs that focus in depth and has truly quali�ed and certi�ed aestheticians, cosmetologists, nurses and doctors to practice laser skin techniques such as laser hair removal, tattoo removal, IPL & others . Biomani o�ers a large state-of-the-art tools and resources. Our classes are limited in size to allow for individual attention for each student. The primary objective of the highly trained and experienced faculty at the Biomani Laser Certi�cation Institute is to make sure each student is capturing the knowledge he/she needs to utilize their full potential in the medical aesthetics profession and Laser skin care, allowing them to achieve their new exciting goals and career.www.biomaniskincare.com

Biomani is the vital di�erence that brings your skin to life Biomani SkinCare products provide the latest, most advanced ingredients for the protection of skin against the e�ects of time and environ-ment. Biomani advanced bio-formulationof moisture smoothes �ne lines, hydrates with a touch that stays light and protects from the daily e�ects of dryness. The results are impressive, younger-looking skinwith visible renewed texture and an after glow that lasts. Try Biomani today and you will receive compliments galore.

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TO DEVELOP THIS RELATIONSHIP, THE SALON OR SPA MUST FIRST SEEK THE COLLABORATION, BE

COMMITTED TO MAINTAINING THESE STANDARDS AND TO CONTINUING

TO EDUCATE THE TECHNICIANS.

Page 120 • www.LNEONLINE.com

• Theyareoftencrueltyfreebecausethey require fewer processing stag-es, even with the acceptance of nat-ural and organic raw ingredients.Now let’s talk runway beauty trends.

Whenever I am asked about beauty trends, I always offer my answer “with a grain of salt,” for the simple reason that most women feel they can’t wear some of the colors they see on the runway. The truth is that they can wear any color, it all just de-pends on undertones. Spring makeup is all about letting natural beauty shine through, with makeup acting as a supplement.

IMAGE 1: For healthy, glowing skin, start with a hydrated face that has been dabbed with a good amount of mois-turizer. While skin is still damp from the moisturizer, apply a lightweight, chem-ical-free foundation to create the per-fect canvas. Using an organic or vegan foundation helps create a natural, dewy look without harming the skin. Make sure the foundation shade matches your cli-ent’s skin and blend it down the neck to make it look natural. Flawless looking

REGARDLESS OF HOW PRETTY IT appears on the face, conventional make-up contains harsh chemicals that can pose damaging, even carcinogenic ef-fects on the skin. Fortunately, with natu-ral and organic makeup now on the rise, people don’t have to risk damaging their skin in the quest for beauty. Natural and organic makeup products have become more than just a fad in the cosmetic in-dustry. Consumers today are well aware of the harmful ingredients their beauty products contain; hence organic prod-ucts have become increasingly popular, and they are here to stay.

One organic makeup trend that com-panies now favor is mineral makeup. Mineral makeup was first introduced in the late 1970s, but didn’t come into full fruition until it was created as a 100 percent pigment product, free of pre-servatives, binders, fillers, perfumes and other harmful ingredients. To this day, traditional cosmeceutical companies still use these harmful ingredients to extend the product’s shelf life and increase prof-it margins. Many cosmetic companies promote their products as containing “natural minerals,” yet you will find the minerals listed at the bottom of the in-gredient list. Remember, cosmeceutical grade ingredients are not as beneficial to consumers as pharmeceutical grade ingredients, as the latter utilizes Grade A pharmaceutical raw ingredients, and are subject to FDA regulations.

So, what exactly constitutes a make-up product as being natural or organic? Any “organic” claim must be a product that is 95 percent organically produced, and the other five percent must be sub-stances from the official national list. The

USDA Organic Seal may be applied to a product if it is confirmed to contain only organically produced ingredients (excluding water and salt). “Made with organic ingredients” statements may be used when the product is 70 percent or-ganic. This is a very high standard in the cosmetic market, and very few products are able to make such claims. That rat-ing and anything higher may not have petroleum based ingredients, which are drying, sensitizing and occlusive (caus-ing clogged pores) to the skin.

In more recent years, cosmetic com-panies have taken the stance of being natural and organic, because they know the public is becoming concerned about the safety, purity, comfort and efficacy of their beauty products. In short, clients want the benefits of natural makeup, and companies want clients to be content with what they put on their skin. Here are some of the benefits that can be reaped from organic makeup: • Ithelpssensitiveskinandcausesfew-

er skin irritants such as dermatitis, allergic reactions, redness, burning and blistering.

• Itisfreeofmineraloil(apetroleumbyproduct that clogs pores and traps dirt and bacteria), parabens (irritat-ing and harmful to the skin), preser-vatives (which are toxic) and talc (a mineral that’s similar to asbestos).

• Itcontainsfeweringredients,whichmeans a lower possibility of irritants and fewer adverse reactions (which often occurs in more complex for-mulations). This also leaves room for more effective antioxidants, such as natural sunscreen (titanium dioxide).

• Theycontainfewertoxinssuchaslead, mercury, placenta and fragranc-es, which can irritate and cause red-ness to sensitive skin.

BY ANNIE MAYO

trendsin beauty and organic makeup

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faces have been seen on the runways of Carolina Herrera, Diane Von Furstenberg and Ralph Lauren.

IMAGE 2: Create smoky eyes with a golden-bronze. Vera Wang, Versace, and Marc by Marc Jacobs all presented this look in their spring collections. Find an eye shadow that complements your client’s skin tone and eye color. Apply to the crease and blend the edges well. For an added effect, use a pencil brush to line the lower lash with that same bronze color. Pair with a nude, matte lip and a dust of mineral blush to keep the look from appearing overdone.

IMAGE 3: Add a daring matte cherry red or wine-hued lip color with dark blue undertones. Perfect for a nighttime look, wine-colored lips can really complement evening attire, and make your client look polished and sophisticated. First, use a gentle lip exfoliator to get rid of dry, dull skin. Since you’ll be applying a dark color, the next part can get a bit messy. Pat the product on the lips and let it soak in. To avoid bleeding around the edges, use a small brush with a bit


of blendable concealer to outline the lips and clean up the corners. Blot with tissue to ensure it stays in place all night.

IMAGE 4: Define the lids with a thick coat of eyeliner. Colored eyeliner in bold pastel shades rocked the runway this spring, but black also works and is more wearable. The key to perfectly ap-plying liquid eyeliner is to have a steady hand and follow the natural line of the eye. Heavily lined eyes were recently featured in the shows of Altuzarra, Erin Fetherston and BCBG Max Azria.

Show your clients how ingredient savvy you are; make them beautiful as

you educate them on the benefits of going organic and natural. n

Annie Mayo is a professional makeup artist and the founder/CEO of Advanced Mineral Makeup, a natural mineral make-up line. Mayo has spent more than 25 years honing her skills in all aspects of hair, skin and makeup. Her work in the field of makeup includes more than 25 feature films, countless print ads, the Miss Universe Pageant, television network news stations, and major sporting events such as the Super Bowl and the World Series. For more information on her line, visit www.advancedmineralmakeup.com.

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TECH SAVVY TRENDGive your bridal clients a manicure that will last through their honeymoon with the Gelish® Soak-Off Gel Polish. It performs like a gel but applies like a polish, and lasts 14-21 days without chipping! Gelish was the first brush-in bottle nail product with LED technology formula, says the company. The gel suspension formula allows for total control and smooth, even application, with no shaking necessary. The six alluring colors in the new Love in Bloom Collection are perfect for a spring wedding!www.gelish.com 714.773.9758

BEAUTIFIED BRIDERapidLash® Eyelash and Eyebrow Enhancing Serum is the perfect tool to help brides prepare for their big day. Retail this product to your bridal clients to help them boost their natural lashes and fix eyebrow/lash blunders to ensure they are picture perfect! www.rapidlash.com 877.760.6677

MAKE IT LASTPerfect Formula has created a new product that doubles the life of a manicure without causing damage or inconvenience with removal. The Manicure Booster formula primes and seals polish, serving as both a base and top coat. This innovative new mani-saver creates a thick protein-rich coating, and seals the polish to prevent chipping with a super strong shield.www.PerfectFormulas.com 877.973.6245

IMA

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STELEVISED INTERVIEWDr. Spalding of Medinail Learning Center was interviewed about nail safety on Anderson Live, Anderson Cooper’s televised talk show on Friday, February 1st. He discussed concerns about

the safety of having services in some nail salons. Cooper, along with his fellow hosts and the audience members said they were pleased to know the facts he offered. To see the interview, visit www.andersoncooper.com/2013/02/01/5-questions-to-ask-your-nail-salon/.www.medinails.com 863.273.9134


MAKEUP, TOOLS AND TRENDS

IMA

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SWEET SORBETS The sorbet/candy inspired colors that dominate the fashion circuit this spring/summer season can be found in the new ARABESQUE Candy Queen Collection. The refreshing blend of colors creates two different but equally exquisite looks. The first accents eyes and nails with powdery lilac and violet shades. The second enchants with an interplay of light pastel coral, green and violet.www.arabesque-makeup.com

LUSCIOUS LASHES Lash Longer Fuller Lusher from HydroPeptide® is the perfect way to intensify any bride’s beauty for her big day. The drug-free formula was the first product without prostaglandin, and pioneered the power of stem cell and growth factor technology to nourish and revive lashes and brows, says the company.www.hydropeptide.com800.932.9873

PERFECT BLENDPrime, moisturize, correct, brighten and perfect your client’s skin with the ultra-lightweight BB Cream from Lady Burd®. It helps blur skin imperfections by self-adjusting and instantly blending to the user’s skin tone for a radiant, smooth and flawless finish. It is available in light, medium and dark shades for all skin types. www.ladyburd.com 800.345.3448

PEPTIDE PACKED POLISHBe the first nail technician your clients know to carry the groundbreaking peptide-infused, anti-aging lacquer treatment! The ME Core Collection from Dermelect Cosmeceuticals® helps women grow out long, strong, natural nails without compromising fashionable fingertips. The formulas contain ProSina, a pure protein extract derived from New Zealand sheep’s wool that strengthens the nails and nourishes the skin. The ME Core Collection is available in 12 colors. www.dermelect.com888.693.3763


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calendar|central|east

continues



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by Repêchage. Secaucus, NJ. 800.248.SKIN.






by PCA Skin. Boston, MA. 877.PCA.SKIN.


by PCA Skin. Nashville, TN. 877.PCA.SKIN.

calendar|east

The International Congress of Esthetics and Spa, Miami Beach 2013April7-8•MiamiBeach,FL1.800.471.0229

The International Congress of Esthetics and Spa, Dallas 2013May5-6•Arlington,TX1.800.471.0229

The International Congress of Esthetics and Spa, Long Beach 2013September29-30•LongBeach,CA1.800.471.0229

The International Congress of Esthetics and Spa, Philadelphia 2013October27-28•Philadelphia,PA1.800.471.0229

Pre-Congress National Esthetic Teacher Training (NETT) April6,2013•MiamiBeach,FL1.800.471.0229

Pre-Congress National Esthetic Teacher Training (NETT) May4,2013•Dallas,TX1.800.471.0229

Pre-Congress National Esthetic Teacher Training (NETT) September28,2013•LongBeach,CA1.800.471.0229

Pre-Congress National Esthetic Teacher Training (NETT) October26,2013•Philadelphia,PA1.800.471.0229

TRADE SHOWSSponsored by Les Nouvelles

Esthétiques & Spa and Dermascope

National Esthetic Teacher Training Sponsored by NCEA


*Les Nouvelles Esthétiques & Spa/American Edition has all publishing rights reserved. Reproduction in part or in whole without written permission by the publisher is prohibited. *Les Nouvelles Esthétiques & Spa/American Edition is protected through Trademark registration in the United States and in foreign countries where Les Nouvelles Esthétiques & Spa/American Edition circulates. The publishers cannot accept responsibility for unsolicited manuscripts. Articles appearing in this journal may not previously have been published elsewhere either inside or out-side the United States of America. Exceptions to this rule will be made only by agreement in writing between the author and the editors. The editors reserve the right to edit letters and other submitted materials or omit letters that are considered outside the laws of libel, slander and good taste. Claims and other statements by written and/or advertisement do not neces-sarily reflect the opinions of the Publisher/Editor of Les Nouvelles Esthétiques & Spa. Les Nouvelles Esthétiques & Spa’s Publisher/Editor assume no responsibility for any and all claims. Publisher is not responsible for any mailing delays beyond our control. *Direct all advertising rate inquiries to: Les Nouvelles Esthétiques & Spa/American Edition, Advertising Department, 3929 Ponce De Leon Blvd., Coral Gables, Florida 33134.

advertisers’ indexReader

Service No.PageNumber

5 ................ A Natural Difference ................................................www.anaturaldifference.com ......................................... 23259 .............. AC Distribution/Domina ..........................................www.dominaskincare.com ............................................. 17732 .............. Advanced Rejuvenating Concepts .........................www.arcskincare.com .................................................... 12078 .............. Allied Health Association .......................................www.alliedhealth.net ..................................................... 20983 .............. Athena Beauty Inc ..................................................www.athenabeauty.com ................................................ 16275 .............. Beautiful Image ......................................................www.beautifulimagellc.com .......................................... 18365 .............. Bella Schneider Beauty ..........................................www.bellaschneiderbeauty.com .................................... 18055 .............. Bio Jouvance ..........................................................www.biojouvance.com .................................................. 14061,88 ......... Bio-Therapeutic .....................................................www.bio-therapeutic.com ............................................. 13945 .............. BioBliss ...................................................................www.biobliss.com.......................................................... 173119 ............ Biomani ..................................................................www.biomaniskincare.com ............................................ 27629 .............. Bioslimming ...........................................................www.bioslimming.com .................................................. 335102 ............ Brushes by Karen ...................................................www.brushesbykaren.com ............................................. 10421 .............. Christina ................................................................. https://shop.christina-usa.com ...................................... 10723 .............. Circadia by Dr. Pugliese .........................................www.circadia.com ......................................................... 10137 .............. Control Corrective Skincare Systems .....................www.controlcorrective.com ........................................... 27289 .............. Cosmétiques France Laure.....................................www.francelaure.com .................................................... 199132 ............ Darphin ..................................................................www.darphin.com ......................................................... 159118 ............ Dermafile ...............................................................www.dermafile.com....................................................... 29651 .............. Dr. Grandel .............................................................www.grandel-usa.com ................................................... 10991 .............. Dr. Jeff ....................................................................www.dr-jeff.com ............................................................ 2486,8 ............. Dr. Med. Christine Schrammek ..............................www.greenpeelusa.com ................................................ 16631 .............. Edge Systems ..........................................................www.HydraFacial.com ................................................... 2012-3 ..............Éminence Organic Skin Care .................................www.eminenceorganics.com ........................................... 15784 ...............Enspri .....................................................................www.enspriskincare.com ................................................. 318131 ............ Equipro ..................................................................www.equipro-bty.com ..................................................... 24271 .............. Esthetic Solutions .....................................................www.mywishpro.com .................................................... 33953 .............. Grandelash-MD ......................................................www.grandelashmd.com ................................................ 28633 .............. Hairmax ...................................................................www.hairmaxsalons.com ............................................... 285104 ............ Hale Cosmeceuticals ................................................www.halecosmeceuticals.com ....................................... 13399 .............. Hydropeptide .........................................................www.hydropeptide.com .................................................. 27879 .............. Image Skincare .......................................................www.imageskincare.com ................................................. 17813 .............. Lady Burd .....................................................................www.ladyburd.com........................................................ 11939 .............. Le Mieux ......................................................................www.lemieuxcosmetics.com ......................................... 29485 .............. Lôngmi Lashes ...........................................................www.longmilashes.com ................................................. 32241 .............. Lucrèce Physicians’ Aesthetic Research ...................www.lucrece.com .......................................................... 263116 ............ Marinello Schools of Beauty ......................................www.marinello.com ....................................................... 34019 .............. Meg 21/Dynamis .........................................................www.meg21.com .......................................................... 34467 .............. Osmosis ..................................................................www.osmosisskincare.com ............................................ 11196 .............. Palacia Beauy ...........................................................www.palaciabeautydevice.com ..................................... 2257 ................ PCA Skin ......................................................................www.pcaskin.com .......................................................... 11043 .............. PFB Vanish ...................................................................www.pfbvanish.com ...................................................... 2299 ................ Phytocéane ..................................................................www.phytoceaneusa.com.............................................. 17649 .............. Poo-Pourri ....................................................................www.poopourri.com ...................................................... 219108 ............ Premiere Shows ...........................................................www.premieredayspa.biz .............................................. 19457 .............. Rapidlash .....................................................................www.rapidlash.com ....................................................... 22473 .............. Rejuvi Laboratory ..........................................................www.rejuvilab.com ........................................................ 14998 .............. Saian .......................................................................www.saian.net ............................................................... 16566 .............. Select Spa Source .........................................................www.selectspa.com ....................................................... 253121 ............ Sesha Skin Therapy .......................................................www.seshaskin.com ....................................................... 27117 .............. Shira ..............................................................................www.shirausa.com ......................................................... 24911 .............. Silhouet-Tone .........................................................www.silhouet-tone.com ................................................. 19288 .............. Skin Blends ....................................................................www.skinblends.com ..................................................... 283105 ............ Szep Élet/ilike ................................................................www.szepelet.com ........................................................ 27420 .............. Tecniche ........................................................................www.tecniche.com ........................................................ 153116 ............ Teka Fine Line Brushes, Inc. ..........................................www.tekabrushonline.com ............................................ 19581 .............. Vitelle .....................................................................www.vitellelab.com ....................................................... 206

Please visit us at The International Congress of Esthetics & Spa,

Miami Beach, FL at booths 901, 903, 905, 1000, 1002 and 1004



Documents

LNE & Spa - April 2013