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Indie Beauty Expo to Debut in New York City

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The Indie Beauty Expo—a new business-to-business and consumer event featuring “independent beauty brands”—will take place Aug. 27 at The Altman Building (135 West 18th St.) in New York City. It’s for brands, retailers, buyers and consumers.

iBE’s co-founders are Jillian Wright of Jillian Wright Clinical Skin Spa in New York City and Jillian Wright Skincare, and Nader Naeymi-Rad, CEO of Vesture, a luxury fashion company.

The event will kick off with a press breakfast where exhibitors have the opportunity to present their brand stories to national beauty media. Throughout the business-to-business portion of the expo attendees can interact with exhibitors. The event opens to the public at 5 p.m. with discounted shopping, spa services, panels, special-guest appearances, cocktails and goody bags. Admission for consumers is $59 per person.

As of mid-June, exhibitors included Arya Essentials, Bottega Organica, Dayle Hagag: Goddess of Skin, Folium Medica, Good Home Co., Grande Lash, Hynt Beauty, Innersense Organic Haircare, Isa’s Restoratives, Jillian Wright Skincare, Juara, Kahina Giving Beauty, Lotus Wei, LVX Nailcare, Mayala, Mun, Nu Evolution Cosmetics, Osmia, Phace Bioactive, Privai, Perfect Formula, Pour le Monde, Soapwalla, White and Elm, and Zyderma.

For more information, visit www.indiebeautyexpo.com, email hello@indiebeautyexpo.com or call 917.902.0015.

[Image courtesy of Indie Beauty Expo]


P&G Merges With Coty in $12.5 Billion Deal

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Procter & Gamble is officially merging 43 of its beauty brands with Coty, in a Reverse Morris Trust Transaction. The $12.5 billion transaction includes P&G’s salon professional businesses, retail hair color, cosmetics and fine fragrance businesses, along with select hairstyling brands.

“This represents a significant step forward in the work to focus our portfolio on the 10 categories and 65 brands that best leverage P&G’s core competencies. Coty will provide an excellent new home for the businesses and brands we are merging today, as well as for the talented people who are operating them,” said P&G chairman, president and CEO A.G. Lafley.

This agreement will enhance Coty's beauty portfolio and expand its offering in the salon professional channel, where it has already built a nailcare category presence through the acquisition of OPI in 2010.

“We are delighted and privileged to join forces with the Wella team and its portfolio of iconic salon brands," said Bart Becht, chairman and CEO of Coty. "The salon channel is a large and attractive category at the very top end of beauty, and Wella is a key building block of our growth strategy. With its legacy, unique brand portfolio and highly capable organization, Wella has firmly earned its place as a leading partner for hair salons. We are looking forward to being a part of its continued success.”

Until deal closing, expected in the second half of 2016 and subject to all the necessary regulatory approvals and completion of any required information and consultation processes, Wella will continue to operate as the Salon Professional unit of Procter & Gamble. Separately, certain of the fragrance brands require the consent of the licensor to transfer.

The brands included in the transaction are Alexander McQueen, Balsam Color, Bellady, Blondor, bruno banani, Christina Aguilera, Clairol Professional, Color Charm, Covergirl, Design, Dolce & Gabbana, Escada, Forte, Gabriela Sabatini, Gucci, Hugo Boss, James Bond 007, Koleston, L’image, Lacoste, Londa/Kadus, Max Factor, Mexx, Miss Clairol, Natural Instincts, New Wave, Nice & Easy, Nioxin, Sassoon Professional, Sebastian Professional, Shockwaves, Silvikrin, Soft Color, SP (System Professional), Stella McCartney, VS ProSeries Color, VS Salonist, Wellaflex, Wella Professionals (and its sub-brands), Wella Styling, Wellaton, Wella Trend and Welloxon.

[Image courtesy of Coty]

Features: Shared Success Traits

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Want to have the best retail employees? Check out these traits to see if your staff has what it takes to succeed.

It's natural to look at your team and readily pick out your top performers, identify your mediocre ones, and, of course, sigh with frustration at your worst associates. Obviously, the best ones are your keepers. They make your managerial life easier and ensure that everything runs smoothly. As for those in the middle, frankly, they're your worker bees. They simply get the job done with at least the minimum requirements of the job. Then there are those low performers. They're the banes of your existence. They sap your energy and your patience. They come in late, shirk responsibilities, rarely do their jobs correctly, and stir up problems. So why are they still on the team? Isn't it time you upgraded?

If you are ready to make some changes and want to start recruiting talent, then look at your best associates and see if you can replicate that kind of hiring. Here are some of the best characteristics of top performers. Many you already know about, but sometimes it's easier to just secure a "warm body" rather than taking the time to find the best retail employee. Avoid that temptation. As you interview candidates, try to assess whether or not they have most - if not all - of the following traits.

Continue reading this story in Beauty Store Business' July digital edition.

[Image: Getty Images]

2015 ICMAD CITY Awards Winners Announced

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The Independent Cosmetic Manufacturers and Distributors awarded 14 of the beauty industry’s leading independent cosmetic companies with its 2015 CITY Awards during its dinner and ceremony July 13 during the 13th edition of Cosmoprof North America at the Mandalay Bay Convention Center in Las Vegas.

“It is ICMAD’s great honor to recognize these fine innovators in segments from cosmetics, fragrances and hair and body care to marketing, packaging and accessories. Our industry will be stronger for their contributions, and we look forward to the winners using the CITY Award as a platform for expanding their influence in the multibillion-dollar beauty industry,” said Pamela J. Busiek, president and CEO of ICMAD.

Winners were selected from among finalists by an esteemed group of industry-leading experts in the fields of beauty, design and marketing, including Rebecca Bartlett, principal and creative director at Bartlett Brands; Dr. Brooke Carlson of the Fashion Institute of Technology, School of Graduate Studies, Cosmetics and Fragrance Master's Program; Maria Corbiscello, president of Studio MC2; Claudia Lucas, executive vice president of business development for Behrman Communications; and Paula Scandone, vice president and e-commerce merchandise manager of Beauty at HauteLook.

Founded in 1995 by ICMAD, the CITY Award is considered one of the highest honors in the independent beauty industry; a gold-standard award for breakthrough beauty products. The awards program is open to all who seek to represent the best in cutting-edge products, beautiful design and brilliant marketing.

The 2015 CITY Awards winners:

Product Innovation

Product Color Cosmetic: Cover FX, Contour Kit
Product Facial Skin Care: COOLA Suncare, COOLA SPF 30 Organic Makeup Setting Spray Product
Bath & Body/Fragrance: Liberta Co., Baby Foot Socks Set
Product Haircare: Living Proof, Perfect Hair Dry (PhD) Night Cap Overnight Perfector
Product Accessories & Tools: FOREO, ISSA Revolutionary Electric Toothbrush

Package Design Innovation

Package Color Cosmetics: Stowaway Cosmetics, Stowaway Cosmetics
Package Facial Skincare: Iontera, FlashPatch Eye Gels Package
Bath & Body/Haircare: amika, amika Un.Done Texture Spray
Package Fragrance: Terra Continens, Eau De Parfum-Esprit Kanak
Package Accessories & Tools: Artis, Artis Elite Mirror Collection

Marketing/Advertising Innovation Print

Print: amika, amika sexture campaign
Social Media/ Grass Roots Marketing: NYX Cosmetics, 2014 NYX Cosmetics FACE Awards

Member’s Choice Product

Lisa Hoffman Beauty, Brazilian Begonia Fragrance Bracelet

Member’s Choice Package

Nanokeratin Systems, REPLENISH Colour Preserving Mask for coloured hair

[Image courtesy of ICMAD]

Cosmoprof North America Has Record-Breaking Show

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Cosmoprof North America enjoyed a record-breaking show during its 13th edition of the event, July 12-14, at the Mandalay Bay Convention Center in Las Vegas. More than 30,000 people were in attendance and more than 1,000 exhibitors from 39 countries were present, another record-breaking number for the show.

The three-day event, which took place under one roof encompassing more than 252,908 square feet, furthered its reputation as the leading B2B beauty trade show by introducing revolutionary technologies and forward-thinking programs.

A major highlight of the show was its introduction of new special areas and social programs, including Discover Scent, International Business Forum & Exhibition–Focus on the Beauty Supply Chain and Tones of Beauty.

Discover Scent located on the Beauty Avenue featured 13 companies representing artisanal high-end fragrances and fragrance suppliers and was developed in partnership with Sniffapalooza, which unites fragrance aficionados and industry heavyweights worldwide.

Tones of Beauty catered to the growing multicultural beauty market. Ten brands across five distinct categories—skin, hair, cosmetics, fragrance and lifestyle—were curated by Corey Huggins of love, Aunt Bonnie, to exhibit as innovators in the polyethnic market.

Another program freshly added to the exhibition was the IBFE–Focus on the Beauty Supply Chain. This area served as a business platform for companies specializing in packaging, machinery, OEM and raw materials, which gave them the opportunity to present to beauty professionals innovative technologies and new projects in an effort to fulfill the request for innovation and research of the North American beauty market.

To support the new focus on fragrance, CPNA partnered with Air Aroma, which developed a custom fragrance that was piped into several areas of the exhibition. In addition, to support the packaging sector, The Dieline Awards honoring packaging innovators hosted a special pop-up installation, making its first appearance at CPNA. Tones of Beauty also welcomed a select group of multicultural digital influencers who created live brand and consumer interactions throughout the course of the event.

There was also a strong international presence, featuring nine country pavilions representing cultural beauty from: Australia, Brazil, China/Taiwan, Ecuador, Italy, Pakistan, Peru, South Korea and Spain. The event hosted 356 international exhibitors representing 39 countries.

Some of the major retailers checking out what’s newest and best in beauty from entrepreneurial companies were Barney’s NY, ULTA Beauty, C.O. Bigelow, Apothia, Duane Reade, HSN, Kohl’s, HSN, Pharmaca, Amazon.com, Beauty.com, Beauty Bar, Murale, MAS Global, CHALHOUB Group and many more were all present at the show.

CPNA also enabled connections between its exhibitors and key buyers and leading online influencers. As part of the Domestic Buyer, International Buyer, Discover Beauty Buyer and IBF&E–Focus on the Beauty Supply Chain buyer programs, more than 750 one-on-one meetings occurred throughout the show. In addition, and unique to CPNA, leading TV shopping channels EVINE Live, HSN and QVC auditioned 22 select brands on-site to find their next winning on-air products. The U.S. Commercial Service group also hosted nearly 350 export counseling meetings and arranged approximately 225 meetings between U.S. exhibiting companies and international buyer delegates. Leading online personalities were in attendance and shared news from the show floor with their followers. The invited bloggers have a combined audience of 20 million followers. They posted live from the show floor on Instagram, Facebook and Twitter, getting more than 200,000 engagements to date.

[Image courtesy of Cosmoprof North America]

Features: The Cloud: Are You Secure

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"The Cloud" is touted as an affordable option for storing data. But read your contract carefully so that you're protected.

While untold numbers of beauty retailers are saving money by moving to the could, IT experts say these businesses need to ensure their cloud contracts include ironclad security protections or they'll suffer an uncertain future. "After reading in the news how accounts are hacked and sensitive photos of celebrities are sold, anything using that uses cloud services can be a real issue," says Kim Snyder, CEO of Overall Beauty (overallbeauty.com). "You need to know how safe your cloud services are going to be. Have a lawyer [present] to be sure that what you are signing up for it what you will be receiving - the length of the contract, who is handling the cloud services, and so on." Rudy Falco, COO of AVEYOU Beauty Boutique (aveyou.com) agrees; "If any given company is giving their sensitive corporate or customer data to a relatively unknown storage provider, it would make sense to have a lawyer review the policies of [that] company."

Continue reading this story in Beauty Store Business'July digital edition.

[Image: Getty Images/Digital Vision Vectors collection]

Largest Retailer of Professional Haircare Products in Canada Joins Forces with ONCAP to Help Accelerate Growth

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Intrepid Investment Bankers, a leading middle-market investment bank, announced July 17 the acquisition of its client, Chatters Canada—the largest retailer of professional haircare products in Canada and one of the largest hair-salon operators in that country—by ONCAP, the middle-market private-equity platform of Onex Corp., in partnership with the existing management team. The investment is being made by ONCAP III.

“We selected Intrepid based on its extensive experience in the beauty-care industry and its knowledge of the professional haircare sector—and it delivered,” said Jason Volk, Chatters CEO. “It took the time to understand our brand, business model, vision and shareholder objectives. Its strategic advice and insights were critical throughout our process. Best of all, it found us the right partner in ONCAP, which will help us continue our momentum and build out our national platform.”

Mark MacTavish, ONCAP managing director, added, “We’re delighted to be partnering with Jason Volk and the entire Chatters team. Chatters is well-positioned to build upon its strong foundation, and we’re excited to support its growth.”

Steve Davis, managing director and head of the beauty and personal-care practice at Intrepid, commented, “We were impressed from Day One with the powerful Chatters store model, brand and culture—but perhaps most impressed with the entire Chatters team. It has established a national beauty-care platform in Canada and built a truly special business. I’m confident Chatters will continue to thrive with its new partner. We’re proud to have been a part of the Chatters team and look forward to seeing what Chatters and ONCAP can accomplish together.”

Founded in 1990 in Red Deer, Alberta, Chatters has more than 100 stores that span across eight Canadian provinces.

Chatters retails more than 5,500 professional-beauty products, including leading professional-haircare brands, as well as an increasing selection of skincare, bodycare and nailcare brands and accessories.

Each Chatters store provides a full-service salon that offers high-quality cuts, color and specialty treatments. Overall, there are about 900 chairs and more than 900 highly-trained, educated stylists in the Chatters system.

The Chatters business model combines an excellent balance of retail sales and salon services revenue under one roof, resulting in a differentiated and powerful one-stop professional-beauty care format.

ONCAP, in partnership with operating company management teams, invests in and builds shareholder value in North American small- and mid-size companies that are leaders in their defined market niches and possess meaningful growth potential. ONCAP is the mid-market private-equity platform of Onex, one of the oldest and most successful private-equity firms committed to acquiring and building high-quality businesses in partnership with talented management teams. In total, Onex has about $21 billion (U.S.) of assets under management, including $5.9 billion (U.S.) of Onex capital, in private equity and credit securities. Onex invests its capital directly through its investing platforms and as the largest limited partner in each of its private-equity funds.

Intrepid is one of the most-active merger-and-acquisition advisers in beauty and personal care. On July 14, it announced that another client, Too Faced Cosmetics—a high-growth color-cosmetics company and a portfolio firm of Weston Presidio Capital—sold a majority stake of the company to the General Atlantic private-investment firm. For the press release and more details on that, click here.

[Graphic courtesy of Business Wire]

Watch! John Paul DeJoria Interview at Beauty Pitch

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John Paul DeJoria talks about the first-ever Beauty Pitch presentation and offers business tips.

The Professional Beauty Association (PBA) partnered with Cosmoprof North America (CPNA) to launch the ultimate brand presentation for beauty entrepreneurs at PBA Beauty Week 2015. Five finalists pitched their businesses to a panel of top investors, including renowned entrepreneurs Mark Cuban and John Paul DeJoria. Beauty Launchpad's Amy Dodds talks to John Paul DeJoria about the first-ever Beauty Pitch presentation and his business tips for entrepreneurs.


Watch! Co-Founders of 100% Pure Talk To Beauty Store Business Moments After Winning Beauty Pitch

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100% Pure co-founders share their Beauty Pitch experience and business tips with Beauty Store Business.

Beauty Pitch, featured during the PBA Business Forum at Cosmoprof North America, allowed five companies to compete for four different prizes being offered. The grand prize consisted of a one-year mentorship with Shark Tank star Mark Cuban. Watch Beauty Store Business executive editor Marc Birenbaum interview the co-founders of 100% Pure moments after their company was announced the Beauty Pitch winner.

Watch! Mark Cuban Interview at Beauty Pitch

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Mark Cuban discusses Beauty Pitch With Beauty Store Business at Cosmoprof North America 2015!

The Professional Beauty Association partnered with Cosmoprof North America to launch the ultimate brand presentation for beauty entrepreneurs at PBA Beauty Week 2015. Five finalists pitched their businesses to a panel of top investors including renowned entrepreneurs Mark Cuban and John Paul DeJoria. Beauty Store Business executive editor Marc Birenbaum talks to Mark Cuban about the first-ever Beauty Pitch presentation and why he selected the winner.

Columns: Makeup Musings

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Capitalize on contouring and highlighting trends - these are surely on your customers' radar these days. Help them choose the right products - and profit!

Editor's note: This new column will cover the latest in the makeup product category so you can sell more cosmetics and cosmetic-related merchandise.

Contouring and highlighting are the biggest trends to hit makeup in 2015 so far. Celebrities from Kim Kardashian to Kerry Washington are all doing it, meaning customers will be asking how they can achieve the looks. There is often a misunderstanding about how to properly define those terms and how to market and merchandise the trends in a beauty store, salon or spa. So, let's discuss it.

Contouring and highlighting have been around for years, used as a trick of the trade to accentuate certain facial features for theater, film, runway, and television. Think high fashion, avant-garde runway shows and, of course, the art of drag queen makeup. The days of heavy shading and thick layers of makeup to achieve this look are long gone. Contouring and highlighting nowadays is all about enhancing the features, slimming the face, and highlighting lips and cheekbones in a natural way. The look is soft and sometimes even subtle, resulting in a perfect facial structure that tricks the eye and photographs beautifully. Who doesn't want a slim, straight nose and perfectly chiseled cheekbones without having to go under the knife?

Continue reading this story in Beauty Store Business'July digital edition.

[Image courtesy of Lori Leib, Bodyography Professional Cosmetics]

NRF: Overtime Proposal Limits Career Opportunities

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The National Retail Federation recently told Congress that the Labor Department’s proposal to expand overtime would limit career opportunities for workers, and released updated research showing that the plan could cost retailers hundreds of millions of dollars in administrative costs, even if most workers see no increase in take-home pay.

“The National Retail Federation and our members have grave concerns regarding the administration’s proposed changes,” said NRF senior vice president for government relations David French. “We believe DOL’s proposal is unprecedented and will negatively impact career advancement opportunity for employees and further insert the government into the way retailers run their businesses.”

“It is unlikely that many affected workers would experience a boost in overall compensation,” said French. “The net result of these changes would be an accelerated hollowing out of middle-level management, making it much more difficult for hourly workers to rise into the professional ranks. We expect companies would encounter difficulties developing talent and promoting internally due to the narrower pipeline of talent resulting from these changes.”

French’s comments came in a letter sent both to the House Education and Workforce Committee, which is scheduled to hold a hearing on the proposal on Thursday, and the Senate Health, Education, Labor and Pensions Committee.

Under current rules, anyone making up to $455 a week is guaranteed overtime if they work more than 40 hours, but those making more can be declared exempt if they meet certain requirements, such as having supervision of other workers as their primary duty. Under the DOL proposal unveiled in June, the salary threshold would rise to $970. But rather than proposing specific changes in what managers can do and still be exempt, the administration is asking whether changes should be made and how.

A study conducted for NRF by the research firm Oxford Economics before the proposal was released examined the impact of raising the salary threshold to a series of possible levels.

Now that the actual proposal is known, an update to the study shows that fully implementing the $970 level could potentially cost the retail and restaurant industries alone $8.4 billion a year. But the study found that the tight economy would force many employers to offset the added payroll costs by reducing hours, base pay or bonuses, and to shift extra hours to part-time workers. Of about 800,000 employees who work more than 40 hours, a little more than 100,000 would receive overtime but see benefits or bonuses cut. Another 463,000 who would lose exempt status and become hourly would receive overtime but see hourly rates decreased by an equivalent amount, and 232,000 who would lose exempt status would see their time cut to 38 hours a week, according to the study. An estimated 117,000 part-time workers would be hired to fill required hours at straight time rather than time-and-a-half overtime.

Even if most workers see no additional take-home pay, the study found that updating payroll systems, establishing ways to track employee hours and other administrative expenses would cost retailers and restaurants an estimated $745 million to implement the new regulations. The figure is roughly three times DOL’s estimate of administrative costs.

A separate survey conducted by GfK found that the majority of retail managers that the proposal is supposed to help are opposed to the changes, saying that becoming hourly workers would undermine their ability to lead by example.

Businesses have been given until September to respond to the proposal, but NRF has asked for an extension until November, saying the “drastic changes” will require “extensive analysis.”

[Image: NRF.com]

One-Quarter of Online Retailers Say Facebook Among Top New Customer Acquisition Marketing Tactics

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While paid search and email marketing both still top retailers’ list of effective customer acquisition channels, social media has moved up the ranks to become an important tool for engaging with and attracting new customers. According to the "State of Retailing Online 2015"—which includes personal care among its industries surveyed and was conducted by Shop.org, Forrester Research and Bizrate Insights—25% of retailers surveyed cite Facebook as a top acquisition platform. Shop.org is a division of the National Retail Federation.

Underscoring retailers’ heightened use of social to complement search, email and affiliate marketing tactics, 58% are increasing their year-over-year spends on social-media marketing—second only to the number of companies that are spending more on search engine marketing (63%).

“It was not a surprise to see that search and email marketing tools are still powerful, but to further engage consumers retailers understand that using complementary marketing channels—including the use of social media—makes a tremendous difference in reaching new markets and diversifying their outreach,” said NRF senior vice president and Shop.org executive director Vicki Cantrell. “With so much marketing ‘noise’ and competition these days retailers are testing and investing in a variety of acquisition media to appeal to their customers and to make the most effective use of their tight marketing budgets.”

When it comes to paid social media specifically, half of retailers surveyed say they're spending more this year than last year on paid Facebook options such as promoted posts and paid ads; YouTube came in second with 29% saying they will spend more on paid options for the video website; followed by Pinterest (27%), Twitter (22%), Instagram (20%) and Snapchat (6%).

Online marketplaces rank fifth in customer acquisition channels. As more companies look for ways to grow their ecommerce businesses and diversify their traffic drivers beyond search, retailers are also exploring online retail marketplaces—where a retailer sells goods via another retailer’s site—to acquire new customers. The study found that merchants surveyed rank online marketplaces in fifth place for effectiveness among customer acquisition tools, and 32% are spending more on this marketing tactic this year than last. On average, retailers surveyed allocate 16% of their digital marketing budgets to online marketplace initiatives and operations—second only to search engine marketing (33%), which is on par with search engine optimization, and just ahead of email marketing (14%).

Forrester vice president and principal analyst Sucharita Mulpuru states, “From Wal-Mart and Alibaba to Sears and Macy’s the collective world of ecommerce has integrated the use of marketplaces into their business and benefited from the increased customer traffic. For many retailers using marketplaces gives them a new way to compete with Amazon—even if that means selling their products on Amazon itself.”

Site merchandising efforts focus on the basics. Site merchandising connects all the dots for retailers looking to improve their customers’ online shopping experience. The study found that this year retailers are prioritizing site redesigns for smartphones (55%), tablets (46%) and desktops (41%), and are also enhancing product pages and improving the check-out process across devices, among numerous other improvements. To that end, 63% of retailers surveyed increased their online merchandising budgets this year compared to last, while 49% also increased their online merchandising staffing.

[Image courtesy of Shop.org]

ipsy Launches ipsy Open Studios

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ipsy now offers ipsy Open Studios—a new beauty concept that champions the creator.

ipsy Open Studios is a platform for beauty creators to build their careers, offering support in multiple high-value ways—from first-rate studio space, and production and editing equipment, to one-on-one mentoring from ipsy founder Michelle Phan herself—with no strings attached. Operating without fees or exclusivities to creators who sign up, ipsy Open Studios is marketed as a practical, viable alternative in the market, giving storytellers the freedom and flexibility to continue creating, sharing and inspiring.

“Much of ipsy’s growth and success can be attributed to our amazing content and the talented creators we’ve partnered with,” said Phan. “Just a few years ago I was an aspiring artist myself; so I know first-hand the challenges facing beauty content creators today. Through ipsy Open Studios, we hope to empower the next generation of storytellers with more resources, tools and relationships.”

ipsy Open Studios provides the tools and services that beauty creators require: production resources, mentoring, tools, content, a free ipsy Glam Bag subscription and events.

[Image courtesy of ipsyos.com]

A Bevy of New Exhibitors Expected for Summer 2015 NY NOW

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Hundreds of new and returning exhibitors will enhance the vibrant product offerings throughout the summer 2015 edition of NY NOW, the Market for Home, Lifestyle + Gift, to be held Aug. 15-19 at New York City’s Jacob K. Javits Convention Center.

Nearly 400 of the market’s total 2,600 exhibitors are expected to be first-time participants with special concentrations of newcomers in both a NEW! showcase in the 1D Lobby and in the Etsy Wholesale pavilion as part of HANDMADE Designer Maker.

“There continues to be strong interest from both new and returning exhibitors who see NY NOW as the platform to reach thousands of qualified buyers from across the country and around the globe,” said Randi Mohr, NY NOW co-director and vice president.

Some 40 newcomers representing a full range of home and lifestyle products, including beauty, will be featured in an exclusive NEW! showcase. Participants include ADORATherapy (aromatherapy) and Rejavanate Skin (bath & body).

LIFESTYLE newcomers and returning companies include Bella Il Fiore, LADY PRIMROSE and Lubin North America in Personal Care + Wellness.

[Image courtesy of NY NOW]


Online Beauty Retailers Open Brick and Mortars

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The last several years have been all about beauty marketers and retailers embracing digital. For good reason too, as ecommerce has been the fastest-growing retail channel in the U.S. beauty market, advancing at a compound annual growth rate of 24% since 2009, according to the recently published Beauty Retailing USA: Channel Analysis and Opportunities report by global market research and management consulting firm Kline.

In a turn of events, Kline observes the opposite occurring in 2014, as digital pure plays are increasingly expanding beyond the virtual world into the physical one.

Birchbox, the pioneer of online subscription sampling, opened its first physical store in New York City in 2014, followed by its first holiday pop-up shop for men later in the year. The firm has also teamed up with Gap to bring Birchbox to seven U.S. locations through pop-up shops.

Similarly, Violet Grey, which offers edited beauty collections online, opened a store in Los Angeles, while Credo Beauty, an online natural beauty retailer, also opened its first physical location in San Francisco, hoping it will be the start of a chain.

“The flurry of online retailers entering the physical world signifies yet another paradigm shift in beauty retailing,” noted Karen Doskow, director of Kline’s consumer products practice. “While everyone else has been flocking online, online pure plays are becoming physical. Omni-channel retailing strengthens both ways as retailers and marketers strive to offer channel agnostic consumers the convenience of shopping in physical stores and online.”

Technology is also playing a key role in transformation of the beauty retailing environment. Many physical retailers are working to blend online and offline together through technological enhancements, such as diagnostics tools like Sephora Color IQ, augmented reality mirrors, such as the iMirror, and online tutorials. Beacon technology that informs shoppers of information and special offers when in stores was implemented by all types of physical retailers during 2014.

Moreover, brands that were once only sold via infomercials, such as Guthy-Renker’s Meaningful Beauty and WEN, can now also be found in Sephora and ULTA Beauty. Some of Atlantic Coast Media Group’s infomercial brands, including Miracle Skin Transformer and Hydroxatone, are available in Kohl’s revamped beauty departments.

Amazon, the behemoth of all virtual pure plays, has also begun to go physical. In February 2015, the company introduced its first staffed on-campus pick-up and drop-off service at Purdue University and had previously experimented with pop-up shops. Amazon has also leased space in New York City, which could possibly become its first retail store, as reported by The Wall Street Journal in October 2014.

Outside of beauty, Google opened a series of pop-up shops for the 2013 holiday season while other online retailers have opened physical storefronts, including clothier Bonobos and eyeglasses purveyor Warby Parker.

Despite its rapid ascension, virtual channels account for only 8% of total U.S. beauty and personal-care sales while physical stores account for the vast majority, according to the Beauty Retailing USA report. “This movement underscores the continued relevance of brick and mortars in an increasingly digital world,” added Doskow.

Beauty Retailing USA: Channel Analysis and Opportunities is a comprehensive analysis of the complex environment for retailing cosmetics and toiletries in the United States. With detailed channel and retailer profiles, this insightful study provides a clear view of the challenging and ever-changing retail landscape specific to beauty and personal-care products.

[Image: Getty Images/Blend Images Collection]

After Splurging in 2014, Families Trim Back-to-School

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After spending more on school supplies and electronics in 2014, parents this year will head into the back-to-school season evaluating what their children really need before spending on new items.

According to the National Retail Federation’s Back-to-School Spending Survey conducted by Prosper Insights & Analytics, the average family with children in grades K-12 plans to spend $630.36 on school needs, down from $669.28 last year. Total spending is expected to reach $24.9 billion.

Additionally, indicating the continued growth in the back-to-school arena, families on average have spent 42% more on back to school over the past 10 years. Total spending for K-12 and college is expected to reach $68 billion.

Regardless of the slight decrease, survey results point to a more confident consumer when it comes to spending and the impact of the economy. The survey found 76% of families with school-age children say they will change their spending because of the economy, the lowest in the seven years NRF has been tracking it, and down from 81% last year.

“As seen over the last 13 years, spending on back-to-school has consistently fluctuated based on children’s needs each year, and it’s unlikely most families would need to restock and replenish apparel, electronics and supplies every year,” said NRF president and CEO Matthew Shay. “Parents this summer will inventory their children’s school supplies and decide what is needed and what can be reused, which just makes good budgeting sense for families with growing children.

“Heading into the second half of the year, we are optimistic that economic growth and consumer spending will improve after a shaky first half of the year,” continued Shay.

Solid growth in job creation and consumer confidence have greatly contributed to the economic recovery, which could be positively impacting how families shop for school items this year. The survey found 41% of those who say the economy is impacting their spending plans will look for sales more often, down from the 46% last year and the lowest since NRF began tracking this in 2009. Additionally, 30% will buy more generic or store-brand products, down from 34% last year and another survey low.

More families with children in grades K-12 are opting to wait before rushing out to shop:
20% will shop at least two months before school; vs. 23% last year
43% will shop at least three weeks to one month before school; vs. 45% last year 30% will shop one to two weeks before school; vs. 25% last year

Families plan to shop around:
56% local department store
62% discount store
54% clothing store
22% electronics store
36% office supply stores
36% online

Shoppers intend to use retailers’ omnichannel offerings:
49% will take advantage of retailers’ buy-online, pick up in-store or ship-to-store options
17% will look for expedited shipping offers
91% will take advantage of free shipping offers

“Savvy and budget-conscious parents today have plenty of experience when it comes to looking around for great deals and value-added promotions, and it seems mom and dad will use that to their advantage this summer to take advantage of retailers’ omnichannel services,” said Prosper’s principal analyst Pam Goodfellow. “To ease hectic schedules and long shopping lists, it’s likely that we’ll continue to see consumers try out and regularly use services like free shipping, reserve online and even same-day delivery—options busy parents have been waiting for.”

Millennials will use omnichannel options more than others:
66% of 18-to-24-year-olds will use a buy online, pick up in-store or ship-to-store options
65% of 25-to-34-year-olds will use a buy online, pick up in-store or ship-to-store options
15% of 25-to-34-year-olds will use a reserve online option
9% of average adults will use a reserve online option
23% of 18-to-24-year-olds will use same-day delivery
10% of average adults will use same-day delivery

Children will influence purchases:
86% of school shoppers say their children will influence one-quarter or more of their back-to-school purchases. And for the smaller purchases, children plan to chip in some of their own money. Teens will dole out $33.27, and pre-teens will spend an average $17.57.

According to NRF’s 2015 Back-to-College Spending Survey, families with children in college and college students will spend an average of $899.18, down slightly from $916.48 last year. Total spending is expected to reach $43.1 billion. Combined spending for school and college will reach $68 billion.

NRF also asked its college survey respondents about their plans to take advantage of retailers’ omnichannel services:
91% of college shoppers will use free shipping offers
47% will use buy-online, pick up in-store or ship-to-store services
16% will take advantage of expedited shipping offers for those last-minute online purchases
7% of college shoppers plan to use same-day delivery
19% of 25-to-34-year-olds plan to use the convenient service

More college shoppers will wait to begin tackling their lists this summer, similar to back-to-school shoppers:
23.6% will start at least two months before school starts; vs. 28% last year
37% will shop three weeks to one month before school; vs. 33% last year
24% will start one to two weeks before school; vs. 26% last year

Of those who say they will start at least two months out:
66% will do so to spread out their budgets
49% will do so because prices and promotions are too good to pass up
27% don’t want to miss out on desired items
35% want to avoid the stress of last-minute shopping

[Image: Getty Images/Moment Collection]

Healthy & Natural Trade Show to Launch in Chicago

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For product manufacturers and marketers offering healthy and natural products, and for retailers looking to better understand this high growth set of categories, the inaugural Healthy & Natural Show, to be held at Chicago’s Navy Pier will debut May, 2016.

This trade event will cover food, beverage, dietary supplements, personal care, pet and household products designed for the growing segment of the population demanding cleaner, healthier products.

The education offered will provide a comprehensive overview of the specialized sensibilities of this market, as well as regulatory considerations and quality imperatives.

“We’re extremely excited to launch this event in Chicago and the Midwest. Many know Chicago for food innovation and distribution; we intend to make it the showcase for healthy products across many consumer categories for the United States and across the Americas,” said Len Monheit, general manager of North America for veteran event organizers William Reed Business Media. “We invite all retailers to enhance their focus on healthier product options in order to reengage with increasingly aware consumers. We invite healthy brands to showcase their innovative offerings made with clean ingredients, often addressing specialized needs and preferences that forward thinking families increasingly prefer.”

The value of U.S. retail sales of natural and organic products is approaching $110 billion. Combining that with the $36 billion dietary supplements sector, and other healthy product categories, the Healthy & Natural show has a total addressable market of approximately $200 billion in the United States alone.

“The success and industry engagement of FoodNavigator-USA and NutraIngredients-USA has placed us at the epicentre of the dynamic healthy products environment in the United States. We see need, opportunity and a unique ability to extend our community-building efforts with this Chicago event,” noted CEO Charles Reed. “At William Reed we are very focused on helping our customers achieve success in their business and this show will be a major part of that. We are excited to be working with the industry on this new project”.

The inaugural Healthy & Natural Show, produced in conjunction with the publications FoodNavigator-USA and NutraIngredients-USA, will be held at Chicago’s Navy Pier, May 6 and 7, 2016, with education on May 5. Over the past decade, the Midwest has emerged to become a hotbed for innovative health focused companies. Now these companies will have a well-earned platform in their backyard to showcase their products.

The event is additionally supported by BakeryandSnacks.com, Beveragedaily.com, Confectionerynews.com and Dairyreporter.com.

[Image: tk]

In Memoriam: VNC Sales & Marketing's Marissa Martinez Meza, Beloved Co-Worker & Friend

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Marissa Martinez Meza of VNC Sales & Marketing passed away July 10—days before the start of Cosmoprof North America/PBA Beauty Week 2015 in Las Vegas.

She worked as a corporate staff member at the manufacturers rep firm—becoming part of the VNC family in December 2004. In all, she worked for more than 20 years in the beauty industry.

Her beautiful smile instantly befriended everyone who came into contact with her—sales representatives, manufacturers and customers.

She will be greatly missed, and will be forever loved by all those whose lives she touched.

[Image courtesy of VNC Sales & Marketing]

Spinks Promoted to President of Beauty Systems Group

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Mark Spinks—most recently the COO of Beauty Systems Group—has been promoted to president of Sally Beauty Holdings' professional-products distributorship, replacing longtime BSG president John Golliher.

Golliher is becoming BSG chairman (as a full-time employee and at his previously disclosed compensation levels in public documents) until Sept. 30, will continue to serve as a director of parent company Sally Beauty Holdings until Oct. 1 and will assume a consulting role for two years Oct. 1.

"Under John's tenure, he took BSG from a small, unprofitable business to an industry-leading organization with over $1 billion in sales," Chris Brickman, Sally Beauty Holdings president and CEO, told analysts in the SBH fiscal 2015 third quarter earnings conference call Aug. 6. "Mark will have some very big shoes to fill, but is well-qualified for the challenge. He is a seasoned veteran of the professional-beauty business and has held various leadership positions in BSG for over 10 years. Almost a year ago we appointed Mark to the COO role, and he has demonstrated strong leadership of BSG since assuming that position. As a result, I have complete confidence in Mark and have no doubt this will be a smooth transition. And I can assure you that John will be close at hand as a trusted adviser."

Spinks, 54, has been BSG's COO since September 2014. Prior to that, he was the vice president of operations/general manager for the company’s Armstrong McCall franchise business—a position he held for five-and-a-half years. Previously, he was the director of business development at the company for nearly four years.

With Spinks' promotion comes a 25% increase in his annual salary. In addition, his target annual bonus under the company’s management-incentive plan increases from 55% of his base salary to 60% of his base salary.

In the SBH fiscal 2015 third quarter earnings reported Aug. 6, BSG had sales of $379.3 million, up 4% from the fiscal 2014 third quarter, with same store-sales growth of 5.6% versus 2.7% in the fiscal 2014 third quarter.

"Our Beauty Systems Group had another terrific quarter," said Brickman to analysts in the SBH fiscal 2015 third quarter earnings conference call Aug. 6. "The introduction of new brands and product innovation continues to drive sales growth above historical run rates, resulting in strong bottom-line performance."

In the SBH fiscal 2015 third quarter earnings reported Aug. 6, BSG also has a net store count of 1,286—an increase of 27 stores over the fiscal 2014 third quarter. Total BSG distributor sales consultants at the end of the fiscal 2015 third quarter was 952 versus 980 at the end of the fiscal 2014 third quarter.

[Earnings-call transcript by Seeking Alpha used, among other sources]

[Photo of Mark Spinks speaking at Sally Beauty Holdings headquarters in Denton, Texas, last year during a Sally Beauty Holdings/Beauty Systems Group vendors and press event by Marc Birenbaum, Beauty Store Business]

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