beauty fashion june 2011

The Fastest Growing Skincare Brand

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EXCLUSIVELY AT NEIMAN MARCUS & BERGDORF GOODMAN

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INTRODUCING EAU DE PARFUM

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THEBEAUTYBIZ

8 The Beauty Flash

14 Industry Ear

17 Oscar de la Renta Launches New Scent

18 CEW Presents The Year’s Top Beauty Products

19 ACMG Navigates A New Course Through The Beauty Industry

21 Art Of Packaging Award To Sumit Bhasin

23 Ricardo Quintero Defines New Role At Clinique

26 Elements Showcase Takes A New Angle On The Traditional Trade Show

28 The NPD Group Tracks Growth In Men’s Fragrance And Skincare

29 Breakfast With Clarins’ Jonathan Zrihen

30 Innovations, Education And Networking Power The Industry Forward

HBA Global Expo & Conference Preview

32 Beauty Industry Leaders Probe How To Reach The Super-Savvy Consumer

35 Making Sales

Avon And mark. Representatives Share Their Sales

Tips For Success

© 2011 BY BEAUTY FASHION. No reproduction of material contained herein without express permission of the copyright owner. Reproduction by photographic or any method will be treated as willful violation of the copyright laws.

On the cover:HYDROXATONE® AM/PM ANTI-WRINKLE COMPLEXHydroxatone® AM/PM Anti-Wrinkle Complex is an essential step in the anti-aging beauty regimen of millions of women nationwide. With SPF15 and unique proprietary ingredients, there is no product on the market that has its proven efficacy, truly delighting the customer with results exceeding her every expectation.

Hydroxatone® is the flagship brand of Atlantic Coast Media Group (ACMG). The prestige skincare line has used cutting-edge innovation and a unique direct response business model to become a major player in the retail beauty arena.

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BEAUTYFASHION®

JUNE 2011 • VOLUME 95 • NUMBER 6

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The Fastest Growing Skincare Brand

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Every day, in 180 countries, P&G Beauty & Grooming brands deliver and delight.

From healthy, radiant skin and conditioned, shiny hair to the latest fragrance

expression and salon hair coloring experience, P&G Beauty & Grooming

products make beauty breakthroughs

accessible to women and men around the world.

©2011 P&G

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37 Fragrance Fans’ 2-Day Manhattan Odyssey

46 Luxe Pack, New York’s “Daring Innovation And

Bold Inspiration”

48 Men’s Grooming Directory - 2011

REGIONALCORRESPONDENTS

38 Spotlight On Dallas Beauty

-Normita Joven

FOREIGNCORRESPONDENTS

39 Memo From Italy

-Simona Barello

THEPARTYSCENE

16 On The Avenue

THELATESTLAUNCHES

25 Summer Scentsations

27 Father’s Day Gift Sets

31 Infusions Of Color

34 A Scentual Journey

36 Undercover Work

The Beautymakers Are Feeding The Demand

For High-Performance Skincare

EVERYMONTH

6 Editorial

8 ComingUp

10 Calendar

BEAUTYFASHION®

JUNE 2011 • VOLUME 95 • NUMBER 6

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JUNE 2011 / / BEAUTY FASHION6

George LedesPresident and CEO

Welcome Back, Oscar

EDiTORiAL

Welcome to summer as we escape from what offi cially has been one of the coldest and longest winters and springs on record.

Of course, it is not lost on us at Beauty Fashion that a positive sign of this spring/summer is that the fragrance business is bouncing back. It is perfect timing for Oscar de la Renta to return to the Fragrance Department to highlight the beloved OSCAR and to introduce his newest scent, Esprit d’Oscar Eau de Parfum.

Oscar de la Renta is the master of the fragrance sell-through. He is the man who really revolutionized the in-store PA and has been the trailblazer of creating ‘theater’ at retail. We are so proud to have coverage of Oscar de la Renta’s return to making in-store magic with his appearance at Belk in Charlotte. He sets the bar for all that the consumer expects from the retail experience.

Welcome back Oscar…it’s been way too long.

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CominGUPJULY

New Wave Fragrances partnered with Givaudan Fragrances to host a special event at New York City’s Macy’s/Queens Center for the debut of True Religion Hippie Chic. Cathy Torelli, Senior Vice President and Lauren Bitet, Senior Account Exec-utive at Givaudan Fragrances joined New Wave Fragrances’ Account Associate Janet Polanco to tell the story of the new True Religion Hippie Chic scent and bring animation to the women’s fragrance counter at Macy’s.

“At Givaudan, we always create with the end user in mind, so being in the stores is essential. We are involved from the beginning of the creative process collaborating with the designer and manufacturer to develop a fragrance that captures their vision for the brand,” explained Ms. Bitet. “At the counter, we are able to see the complete execution with all of the launch elements coming together.”

“Speaking to the Sales Associates and customers allows us to under-stand first hand what drives a sale and makes for a successful launch,” she continued. “On this visit, we saw how the New Wave Sales Associ-ates did such a wonderful job engaging customers in a very competi-tive environment. This experience provides tremendous insight for us as we continue to collaborate with the team at New Wave to create win-ning fragrances.”

Givaudan Fragrances’ Cathy Torelli and Lauren Bitet with New Wave Fragrances’ Janet Polanco and Macy’s/Queens Center’s Annette Cancilla

True ReligionHippie Chic Launches At Macy’s

Annette Cancilla, Counter Manager for Ladies Fragrances at Macy’s/Queens Center explained how she engages customers about scents. “The magic begins in oneself in order to give the magic to customers. When you create a buzz and a feel-ing of chemistry about fragrance, it becomes con-tagious. What we feel transfers to the customers.”

Ms. Polanco believes that there must be a point of difference in promoting animation at-counter.

“For example, we personalize t-shirts by iron-ing on special designs such as the peace symbol for True Religion Hippie Chic or flowers for True Religion fragrance for wom-en. We also personalize GWP bags. True Reli-gion is all about bling.”

She believes that it is so helpful to have her team and Macy’s “working on the same page and showing the product to customers. Seeing them fall in love with it makes it all worth-while.” BFMs. Bitet greets customers at Macy’s/

Queens Center.

Ms. Polanco demonstrates her skills at personalizing a GWP decorated with flowers.


True ReligionHippie Chic Launches At Macy’s

New Wave Fragrances’ Ana Zapata, Iwona Tworzydlo and Ms. Polanco with Macy’s Lisa Pascarella

The Fragrance Foundation’s FiFi® Awards

Beauty Fashion’s annual pre- FiFi® party

Interview with AHAVA’s Elana Drell Szyfer

Betsy Olum’s new role at HSN

International Flavors & Fragrances’ “Speed Smelling”

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JUNE 2Fashion Group InternationalScreening of Documentary Film “Dressed”LIM College • NYC 5:30 PM (TA) (212) 302-5511www.fgi.org

JUNE 9Cosmetic Executive WomenWomen in Beauty Series with The Estée Lauder Companies’ Jane LauderHarmonie Club • NYC 5:30 PM (R) (S) (TA)(646) 929-8026www.cew.org

JUNE 12 - 13The Makeup Show ChicagoVenue One • Chicago (T)www.themakeupshow.com

JUNE 16Arcade MarketingSummer Solstice PartyCentral Park Boathouse • NYC 6:00 PM (IO)

JUNE 21Fragrance Foundation“Pop Your Cork...Naturally” Wine & Food Tasting EventThe City Winery • NYC 6:00 PM (R) (TA)(212) 725-2755 x103www.fragrance.org

JUNE 22Fashion Group International“The Tastemakers” Breakfast and Conversation with CBE’s Rose Marie Bravo & Chanel’s Maureen Chiquet21 Club • NYC 8:45 AM (TA)(212) 302-5511www.fgi.org

Women in Flavor & Fragrance CommerceWoman of the Year DinnerChart House • Weehawken NJ 5:00 PM (R)(732) 922-0500www.wffc.org

JUNE 23Cosmetic Executive WomenWomen in Beauty Series West CoastA Conversation with L’Oréal USA’s Carol HamiltonFairmont Miramar • Santa Monica CA 6:00 PM (R) (S) (TA)(646) 929-8026www.cew.org

JUNE 28Skin Cancer Foundation“A Night the Stars Shine On” Benefiting the Skin Cancer FoundationCentral Park Zoo • NYC 6:30 PM (B) (TA)(212) 725-5176www.skincancer.org/events

JUNE 28 - 29HBASpa & Resort / Medical Esthetics ExpoJavits Center • NYC (T)(609) 759-7603www.hbaexpo.com

JUNE 28 - 30HBAGlobal Expo & ConferenceJavits Center • NYC (T)(609) 759-7603www.hbaexpo.com

JUNE 29ICMADAnnual Meeting - Cosmetic Innovators of the Year AwardsAstra • NYC (A) (M) (TA)(847) 991-4499www.icmad.org

AUGUST 15 - 16Elements ShowcaseSkylight Studios West • NYC (T)www.elements-showcase.com

SEPTEMBER 11 - 14Beyond Beauty ParisPorte de Versailles • France (T)www.beyondbeautyparis.com

SEPTEMBER 14 - 15MakeUp in New YorkStudio 450 • NYC (T)www.makeup-in-newyork.com

SEPTEMBER 18 -23Tax Free World ExhibitionPalais des Festivals • Cannes (T)www.tfwa.com

SEPTEMBER 21Cosmetic Executive WomenNewsmaker Forum: A Conversation with Avon’s Andrea JungHarmonie Club • NYC 5:30 PM (R) (S) (TA)(646) 929-8026www.cew.org

SEPTEMBER 22Women in Flavor & Fragrance CommerceAnnual Open DinnerWestmount Country Club • W. Paterson NJ 6:00 PM (R) (TA)(732) 922-0500www.wffc.org

BEAUTY FASHION EVENTS CALENDARSUBJECT (A) Awards(B) Benefit(E) Retail Event(I) Product Intro

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

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

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

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


PUBLISHER AND EDITOR JOHN G. LEDES 212-840-8800 ext. 241 [email protected]

PRESIDENT AND CEO GEORGE LEDESext. 234 [email protected]

GROUP EDITORIAL DIRECTOR ADELAIDE P. FARAHext. 225 [email protected]

ADVERTISING DIRECTOR DEBRA DAVISext. 245 [email protected]

ASSISTANT EDITOR LINDSEY E. ADAMSext. 224 [email protected]

DIRECTORY EDITOR HOWARD BIEGELext. 248 [email protected]

ART DIRECTOR JENNIFER DRUCKER ext. 252 [email protected]

PHOTOGRAPHER ERIC MICHELSON

BEAUTYFASHION®

www.beautyfashion.comwww.cosmeticworld.com

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

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CONTRIBUTING editors&columnists CONTRIBUTING EDITORS

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

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

AustraliaAndrea [email protected]

GermanyHeide Kuhn-Winklerinfo@hkw-pressoffi ce.de Fax: 011-49-621-400-6065

Marc [email protected]

UKLorraine [email protected] Brazil

Fernanda [email protected]

SpainJulia [email protected]

REGIONAL COLUMNISTS

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

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

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

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

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

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

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

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

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

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

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

Richmond, VAEmily [email protected]

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INDUSTRY EARJoseph J. Campinell, President of L’Oréal USA’s Consumer Products Division, has retired from the company. Mr. Campinell joined the company in 1986 as Vice President of Marketing for what was then known as Cosmair, L’Oréal’s licensing agent in the US. In addition to significant product launch-es, Mr. Campinell had oversight for the

Garnier Fructis shampoos and hair care products, intro-duced in the American market in 2003, and the Nutri-tioniste line, launched in 2007.

Perfumania Holdings, Inc. has named Gail Gordon as Chief Merchandising Officer of Perfumania.

The Procter & Gamble Company announced Ed Shirley, Vice Chair-man—Beauty and Grooming, will retire from P&G, effective January 1, 2012, after 33 years of service. Dimitri

Panayotopoulos, Vice Chairman—Global Household Care, has been appointed Vice Chairman—Global Busi-ness and will assume responsibility for both the Beauty and Grooming and Household Care businesses.

Givaudan has launched its latest Sustainability Report, entitled Translating Vision Into Action, that states the company’s achievements and initiatives as well as com-mitments to future goals. By 2020, Givaudan plans a 25% reduction in CO2 emissions, 20% reduction in ener-gy consumption, 15% reduction in municipal & ground water usage and a 15% reduction of incinerated and landfilled waste—all per tonne of production.

Shiseido has implemented a new business model that maximizes contact points with new customers by linking value-added oriented Web marketing with its store net-work. Value-added oriented Web marketing seeks to gen-erate demand not only through cosmetics sales but also through proposing new beauty care experiences as well as enhancing efforts to secure customers by sharing cus-tomer data with its stores.

M·A·C Cosmetics has launched a new way to browse through its Web site with M·A·C Shop Together. This new technology allows customers to share real-time, synchro-nized shopping sessions with friends, all through the use of instant messaging. Users have the power to chat with up to five friends, see the same products and shades all within the brand’s E-commerce site, maccosmetics.com.

L’Oréal USA and Demand Media announced a multi-dimensional partnership combining custom content and exclusive media designed to connect L’Oréal brands with women seeking personalized beauty solutions. The part-nership will launch on two of Demand Media’s proper-ties—typeF.com and the eHow Style channel as well as on a YouTube channel. After four and a half years, Halder Private Equity is divesting its majority stake in ADA Cosmetics Interna-tional, a hotel cosmetics manufacturer, to the global alternative asset manager The Carlyle Group.

Jean Paul Gaultier, the French Designer whose fashion house has been in partnership with Hermès since 1999, reports that the Puig Beauty and Fashion Group is acquir-ing a controlling 60% share of the company. Hermès said it has agreed to sell its 45% stake in Gaultier to Puig for €16 million, about $24 million, and Puig will assume €14 million in debt.

Makeup Artist Jenna Menard has been named the Global Colour Art-ist of Clinique, a newly created position.

Grossmith London, one of Eng-land’s oldest perfume houses found-ed in 1835, has returned to family ownership after 30 years. Simon Brooke, great-great-grandson of the Founder John Grossmith, will use

the original formulae to re-master the brand’s original scents including their oldest perfume, Hasu no Hana, originally created in 1888, all contained in the finest crystal by Baccarat.

L’Oréal has launched Green Academy, a new hairdress-ing salon in Madrid, Spain, combining the application of modern technologies with the use of environmentally-friendly materials.

Gail Gordon

Joseph J. Campinell

Jenna Menard

Industry Ear June.indd 14 6/3/11 1:42 PM


MIN’S Monthly Boxscores Source: Media Industry Newsletter <<>> 2011.

The Independent Cosmetic Manufac-turers and Distributors association (ICMAD) will welcome Claudia Lucas, Director of Beauty Merchandising for QVC, to the 8th annual ICMAD CITY Awards for Cosmetic Innovators of The Year on June 29 in New York City. Ms. Lucas will present a keynote address as well as honor the winners.

Cosmopolitan with management and production company Mosaic have joined in a creative partnership aimed to develop scripted and non-scripted program-ming in multiple distribution outlets. The companies will strategize content ideas and leverage them across multi-ple platforms including network, cable, cinema and online, integrating brands and other partners in seamless, creative ways.

Just the Numbers

LVMH Moët Hennessy Louis Vuitton recorded revenue of €5.2 billion in the first quarter of 2011, an increase of 17%. In the Perfumes & Cosmetic division, organic revenue growth was 11% in the first quarter.

For the first quarter 2011 ended March 31, Revlon, Inc. showed a 9.1% increase in net sales over first-quarter 2010. Net sales were $333.2 million, compared to $305.5 million from the prior year.

Elizabeth Arden, Inc. announced financial results for its third fiscal quarter ended March 31. The company reported net sales of $231.3 million, an increase of 6.6%, as compared to the third quarter of the prior year.

Unilever released its first-quarter 2011 trading state-ment, showing the fifth consecutive quarter of solid growth. Turnover increased by 7% to €10.9 billion with underlying sales growth of 4.3%. All categories grew, driven by a particularly strong performance in the emerging markets.

Avon Products, Inc. reported first-quarter 2011 total revenue of $2.6 billion, 7% higher than that of first-quarter 2010. Avon’s Beauty sales increased 8% year over year, with gains in all categories during the first quarter of 2011. Included in this report is a 10% growth in the fragrance category.

For the first quarter 2011, Henkel’s sales came in at €3,823 million, an increase of 8.9% compared to the figure for the first quarter 2010.

In the first quarter 2011, Inter Parfums, Inc. recorded net sales of $133.4 million, an increase of 11.7% com-pared to $119.4 million in the first quarter 2010. At comparable foreign currency exchange rates, net sales rose 11.6% for the period.

Based on reported figures for first quarter 2011, L’Oréal Group’s sales at March 31, amounted to €5.16 billion, an increase of 9.3% compared to first quarter 2010.

International Flavors & Fragrances Inc. reported first quarter 2011 revenue of $714 million, 9% higher than the prior year period.

Worldwide spread of U.S. magazines includes the unusual: Cosmopolitan in Mongolia, Women’s Health in Thailand, and Good Housekeeping in South Africa—in Afrikaans. Steve Cohn, Editor-in-Chief, Media Industry Newsletter

Title MAY 2011 MAY 2010 % of Diff. YTD 2011 YTD 2010 % of Diff.

Allure 103.34 125.11 -17.40 464.06 450.16 3.09

Cosmopolitan 153.93 153.14 0.52 538.91 565.33 -4.67

Elle 205.29 175.76 16.80 939.91 825.79 13.82

Glamour 160.97 149.05 8.00 591.89 561.11 5.49

Harper’s Bazaar 112.53 108.13 4.07 618.17 662.27 -6.66

InStyle 257.92 207.54 24.27 1,007.45 925.55 8.20

Lucky 95.23 102.83 -7.39 407.71 438.90 -7.11

Marie Claire 133.23 113.50 17.38 515.08 489.90 5.14

Vogue 164.23 145.16 13.14 994.38 893.27 11.32

W 69.00 53.93 27.94 387.15 381.19 1.56

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Industry Ear June.indd 15 6/3/11 12:47 PM


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on the avenue

Rihanna Stars At Macy’sRihanna celebrated the launch of her first fragrance, Reb’l Fleur, at Macy’s/Herald Square in New York City on April 29. The first 600 customers who purchased the Reb’l Fleur Fragrance Package for $138.00, including a 3.4 oz. Eau de Parfum Spray, 1.7 oz. Eau de Parfum Spray, 6.7 oz. Body Lotion and clutch bag, received

a complimentary photo-graph of themselves with the superstar.

Perfumer Caroline Sabas, who created the fragrance with Perfumer Marypierre Julien, both of Givaudan, affirmed, “It is exciting to smell Reb’l Fleur in the air at

Macy’s and see people get enthusiastic about it. The customers are saying it smells different than everything else they’ve smelled before. It’s a great compliment to us.”

Green Gala

Origins highlighted Earth Month by hosting a perfor-mance by Train in New York City’s Webster Hall on April 20.

Belks Honored At FITThe Fashion Insti-tute of Technology (FIT) honored Belk Inc.’s Thomas M. (Tim ) Be lk , J r. , Chairman and CEO and President and C O O J o h n R . (Johnny) Belk at its annual benefit gala, “One Family, One Company, One College Make a Difference,” on May 11 at New York City’s Cipriani.

CEW’s Young Executive NetworkCosmetic Executive Women (CEW) hosted its Young Executive Networking Spring 2011 Cocktails and Connections event at the Union Square Lounge in New York City on April 20. The sold out event featured career advice from Author and Career Coach Julie Jansen.

CIBS’ Scholarship Winner

The Cosmetic Industry Buyers and Suppliers (CIBS) presented the Eugene M. Roberts Memorial Scholarship to Ivan J. Chen, a Rutgers University Senior, at New York City’s The Manhattan Club on April 13. BF

Rihanna showcases her new fragrance Reb’l Fleur at Macy’s/Herald Square.

Parlux’s Raymond Balsys (2nd l.) with Macy’s Muriel Gonzalez, Julie Walsh, Ms. Levy and Shawn Austin

The Estée Lauder Companies’ Jane Lauder, William Lauder and Lynne Greene

FIT’s Dr. Joyce F. Brown (c.) with Belk’s Tim Belk and Johnny Belk

Macy’s Linda Levy, Givaudan’s

Carolina Sabas and Marypierre

Julien with Parlux’s Fred Purches and

Kathleen Galvin

Rihanna (c.) with Ms. Levy and Macy’s Trish Williams

Photo © C

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Train

Julie Jansen

CIBS’ Ted Boccuzzi (2nd l.) and Nick LoPrinzi (2nd r.) with Erika Roberts (3rd l.) and Rutgers’ Fred Bernath, Ivan Chen and Hae Chang Gea

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Oscar de la Renta realized his dream of creating a perfume that captured the joy and sophistication of his fashion designs by launching the legendary OSCAR in 1977. Now, thirty years later, he has introduced Esprit d’Oscar Eau de Parfum. This scent is a modern take on his signature juice and is dedicated to the chic and sophisti-cated women of a new era. Mr. de la Renta believes that “fragrance is a very important part of a woman’s sense of individuality.”

“There is so much goodwill that surrounds OSCAR, which is still extremely popular,” affirmed Alex Bolen, Chief Executive Officer of Oscar de la Renta, LLC. “It is a hugely important pillar of our business. Oscar gives all the credit to the Beauty Advisors for representing the brand and keeping it strong [all these years].” Mr. Bolen explained that the company will “nurture and build mus-cle for OSCAR” while promoting the new Esprit d’Oscar Eau de Parfum.

Mr. de la Renta’s daughter, Eliza Bolen, helped to create Esprit d’Oscar, a feminine floral-oriental juice. It begins with a bright citrus bouquet of Sicilian lemon, bergamot and citron. Its heart of Egyptian jasmine, orange flower and tuberose blends to a warm, long-lasting base of musk, heliotrope, tonka bean and vetiver. Ms. Bolen’s intent was to create “a little piece of OSCAR. It’s meant to have a broad appeal age-wise.”

Along with upgrading all of the packaging for OSCAR, Mr. de la Renta and Ms. Bolen envisioned that the flacon

for Esprit d’Oscar should marry the look of the iconic original parfum with a fresh, contemporary presentation. The sculptural glass and sleek feminine contours of the bottle are set off by a translucent flower cap topped by a glass pearl that has a special significance for Mr. de la Renta.

The glass pearl represents a single dewdrop symbol from the original OSCAR story. When Mr. de la Renta was a boy, he imagined that if he woke up very early, he could take the dew from flowers to create a perfume…and so he did. Now he has added an Eau de Parfum version, Esprit d’Oscar.

The fragrance comes in a 1.6 oz. Eau de Parfum for $78.00 and 3.3 oz., $98.00. It is available now at select department stores, Oscar de la Renta Boutiques and on the Web site oscardelarenta.com. Esprit d’Oscar was supported by a Facebook sampling campaign prior to the fragrance launch in-store, as well as a national advertising campaign that launched in May books.

OSCAR DE LA RENTA HOSTS BREAKFAST WITH BEAUTY ADVISORS AT BELK IN

CHARLOTTE

Oscar de la Renta wanted to recognize the professional-ism and superb customer service of the Beauty Advisors who have represented the iconic OSCAR and now welcome the new Esprit d’Oscar Eau de Parfum at Belk in Charlotte, North Carolina. In late April, Mr. de la Renta hosted a breakfast at Belk and personally greeted all of the Beauty Advisors who attended. He was joined by his daughter, Eliza Bolen and Alex Bolen.

OSCAR DE LA RENTA LAUNCHES NEW SCENT

Esprit d’Oscar Eau de Parfum

The advertisement for Esprit d’Oscar Eau de Parfum

Oscar de la Renta greets the Beauty Advisors at Belk in Charlotte, North Carolina.

(Continued on page 40)

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CEW Presents The Year’s Top Beauty ProductsCosmetic Executive Women (CEW) recognized the most innovative beauty products that were

launched throughout the year with its 17th Annual CEW Insider’s Choice Beauty Awards. The winning products were announced at the awards ceremony and luncheon held at the Waldorf=Astoria in New York City on May 20. Throughout the year, the 2011 Beauty Award

winners will display the winners’ seal and be showcased with custom promotions in-store, online and on television. “The CEW Beauty Awards make it easy to get insight on the best products in order to be able to make an informed decision when choosing and purchasing a product,” stated Carlotta Jacobson, President of CEW. Returning this year to emcee the event was Comedian and Actor Mario Cantone, while the ceremony also featured an impressive array of celebrity presenters that included Actress Katrina Bowden, Actress/TV Personality La La Anthony and Fashion Designer Alexandria Hilfiger.


Givaudan’s Cosimo Policastro and Felix Mayr-Harting (r.) with CEW’s Carlotta Jacobson and Chrysalis’ Jill Scalamandre

Jill Flint with Mario Cantone and Katrina Bowden

Shiseido’s Heidi Manheimer with Arcade Marketing’s Debra Leipman-Yale and Gurwitch Products’ Claudia Poccia

The NPD Group’s Judy Sone, Diane Nicholson, Karyn Schoenbart, Larissa Jensen and Lori Monaco

Lord & Taylor’s Barbara Zinn-Moore with Macy’s Nancy Schmidt and Linda Levy (r.) and L’Oréal Luxury’s Carol Hamilton

Life & Style’s Caitlin Kiernan with Napoleon Perdis’ Napoleon Perdis and Hautelook’s Paula Scandone

Allure’s Agnes Chapski with Bliss’ Mike Indursky

Johnson & Johnson’s Cara Robinson, Stefano Curti and Erin Cotter

P&G’s Don Loftus and Andrea Davey with Atlantic Coast Media Group’s Holli Westby (c.)

P&G’s Kelly Vanasse, Patrice Louvet and Charlene Patten

Bumble and bumble’s Peter Lichtenthal and Tom Ford Beauty’s Caroline Geerlings

Givaudan’s Kate Greene with WSL Strategic Retail’s Wendy Liebmann

P&G’s Brent Miller and Kevin Crociata (r.) with Elizabeth Arden’s Francine Gingras

*JUNE_CEW_BeautyAwards.indd 18 6/3/11 1:11 PM


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Atlantic Coast Media Group (ACMG), the luxury skincare and hair care company, has been transforming the way that beauty brands are created, launched and marketed since its inception in 2005. With a unique business model that departs from the more traditional approach, ACMG incorporates a multi-channel strategy that leverages targeted media and distribution channels to build brands in direct response

channels followed by the introduction into retail stores. With $170 million in annual revenue in 2010, ACMG has revolutionized the traditional model of brand and product marketing and currently offers three complete product lines, Hydroxatone®, Keranique™ and Luminique™, that are formulated with clinically proven ingredients. With the 2010 launch of Hydroxatone® in all ULTA doors nationwide, the brand awaits its forthcoming debut into Macy’s this summer and other potential traditional retailers later this year. The company has begun planning for international expansion as well. Beauty Fashion recently met with Co-Founders/CEOs Andrew Surwilo and Thomas Shipley at ACMG’s headquarters in Jersey City, New Jersey to discuss the winning strategies behind the company and to find out how a small start-up business developed into one of the most dynamic companies in the beauty industry—with 411 employees and a spot on Inc. magazine’s 2010 Inc. 500, a list of America’s fastest growing companies. BEAUTY FASHION: Atlantic Coast Media Group is still a relatively new company, but since its founding in 2005, the company has achieved remarkable success. Could you discuss the early stages of building the business? ANDREW SURWILO: We started the business in 2005, from what was virtually an attic in Richmond, Virginia. The premise of our company was that if we could create a product and launch it through a direct response business model—which includes introducing the product through advertising by mail, television, Internet, radio and home shopping—we could build a customer following and a brand awareness. By the time that product was brought into retail stores, it would already have such brand recognition that it would almost guarantee its success. We started with the two of us; one product, Hydroxatone® AM/PM Anti-Wrinkle Complex and one direct response print ad in September 2005—and it worked.

BF: Please describe the philosophy behind ACMG’s business model and its direct response strategy. THOMAS SHIPLEY: We view our concept of direct-to-consumer marketing as a disruptive business model for the beauty industry. Like disruptive technology [a revolutionary concept that causes a reexamination of current models], we are creating a new and more efficient platform. Our first step is to develop the product and create advertisements—online, in print and on the radio—to sell directly to consumers. Once we create brand recognition and have the consumer vote, ultimately with their wallet, we are then able to approach a retailer with quantitative results for the overall efficiency of the product in the marketplace and have them carry our brands.

ACMG Navigates A New Course Through The Beauty Industry

ACMG’s Thomas Shipley ACMG’s Andrew Surwilo

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BF: How do the different distribution channels—direct response radio, television, print and Web as well as placement in retail stores—benefit from each other?AS: The great thing about our business model is that everything is measurable. With the introduction into every new channel, we see a big spike in our sales and our growth. For example, when Hydroxatone® is featured on the Home Shopping Network, we see a measurable boost in our direct response business and retail, brick and mortar and online.TS: We know how much we spend in media and the sales that are generated. Television has been the biggest contributor to our explosive growth over the last two years. When approaching retailers, we create a powerful proposition: they can use their valuable shelf space for a new product that few have heard of, or, they can use it for a product like Hydroxatone® that has name recognition among the literally millions of consumers that have seen and heard our television, print, Internet and radio ads.

BF: How has the recession impacted ACMG? AS: We learned that there is not a situation in the world where there is not an opportunity. When the recession started, we could have pulled back, but instead of retreating, we drove forward. We knew there was going to be an opportunity with talent, and from a media perspective, more media would become available in terms of advertising time and space on television, radio, print and on the Internet. TS: From the consumer perspective, they still had the same desire to look beautiful, but during the recession, the pocketbook was tight. We offer the direct response customers the ability to try products risk-free for 30 days prior to paying for them, essentially financing the cost of the product for the first 30 days that they use it. With this model, it is crucial that we offer products that work as it is very easy for customers to return products (for just the shipping and handling cost) within the first 30 days. We work to help customers pay for their beauty, but also, it helps them to try our brand and become passionate, loyal customers.

BF: In February of 2011, Hydroxatone® debuted on the Home Shopping Network (HSN) and has since had several other appearances on the network. What has been your experience from having your products sold on HSN? AS: The response from HSN has been phenomenal. We were given an amazing opportunity when we met with Mindy Grossman, Chief Executive Officer of HSN, Inc., and her senior team. Our success has always been based on doing things differently, so instead of going into the meeting and peddling our products, we talked about our story, our platform as well as the media advertisements we have running right now. HSN recognized the opportunity. The meeting took place in December, and they gave us shows in February that exceeded their target by 59%. We had other [appearances] in April and during

Memorial Day weekend. In July, Hydroxatone® will be the “Today’s Special.” HSN is an incredibly efficient channel, but we see an increase in sales across the board in all of our channels. The credibility that HSN brings to our brand has been extraordinary.

BF: What role do social media Web sites play in the growth of the company?TS: We have a new Vice President of e-Commerce and Digital Strategy, Steve Brita, who is taking our social media strategy—on Facebook, Twitter and YouTube—and bringing us to the next level. We’re finding out the best way to have a dialogue with our customers. At ACMG, we don’t dabble in anything; if you dabble then you can end up losing customers as well as opportunity. Our key focus for the next twelve months is to leverage our social media platform to grow the brands.



Mr. Shipley and Mr. Surwilo in the customer service department at ACMG’s headquarters in Jersey City, New Jersey



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BIZThe Pratt Institute and Luxe Pack Art of Packaging Award 2011 gala was held on May 17 at New York City’s

University Club. The elite of the packaging profession along with beauty industry leaders were there to salute this year’s honoree, P&G Prestige, for its outstanding commitment to package design. The award was accepted by P&G Prestige’s Sumit Bhasin, Global Leader of Innovation.

ART OF PACKAGING AWARD TO SUMIT BHASIN

The event, which raised $300,000, benefited the Marc Rosen Scholarship and Education Fund for Packaging by Design at The Pratt Institute. It is the only scholarship in the world available to college students looking to pursue careers in cosmetics and packaging design. Marc Rosen, President and CEO of Marc Rosen Associates, declared that “many graduates of the program have gone on to be leaders in the cosmetics industry.” Demonstrations of this year’s scholarship recipients’ work were on display for the guests.

Marc Rosen of Marc Rosen Associates, P&G Prestige’s Sumit Bhasin and Pratt Institute’s Dr. Thomas Schutte

Givaudan’s Cosimo Policastro with C+N Packaging’s Allyson and Chris Young

P&G Prestige’s Don Loftus and Mr. Bhasin with Dr. Cardew

Mr. Rosen, The Fragrance Foundation’s Rochelle Bloom and Mary Ellen Lapsansky with Marc Rosen Associates’ Kevin Marshall

Royal Institution’s Dr. Gail Cardew, Mr. Bhasin, Vanity Fair’s Amy Fine Collins and Mr. Rosen

Arcade Marketing’s Eric Dalbo and Debra Leipman-Yale (r.) with P&G Prestige’s Tracy Kugler

P&G Prestige’s Patrice Louvet, Dr. Cardew and Mr. Bhasin

Robertet’s Christophe Maubert with Mr. Rosen and Mane’s Michel Mane

Dr. Schutte and Tess Schutte with Mr. Rosen

Utley Inc.’s John Utley and George Utley (r.) with Estée Lauder’s Denise Paglina

SGD North America’s Peter Acerra and Shéhérazade Chamlou with Beauty Fashion’s George Ledes

Arlene Dahl with Ms. Fine Collins

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Amy Fine Collins, a Special Correspondent at Vanity Fair, emceed the evening and affirmed that package design “creates an emotional connection between the product and the consumer. There is the subliminal appeal of a bottle,” Ms. Fine Collins said, “and a woman feels special when using fragrance from a special bottle.”

Dr. Thomas F. Schutte, President of Pratt Institute and Nathalie Grosdidier, Executive Director of Luxe Pack, New York introduced Dr. Gail Cardew, Director of Science at The Royal Institution of Great Britain, who presented the Art of Packaging Award to Mr. Bhasin. Dr. Cardew spoke of the collaborative relationship of the Royal Institution and P&G Prestige. She praised Mr. Bhasin’s ability to merge science and technology with “artistic flair.”

Mr. Bhasin expressed that the development of packaging is “all about combining the right balance in art and science.” It is what brought him to collaborate with the Royal Institution. He maintains that we must “innovate with a greater external focus on nurturing future talent and environmental responsibility.”

Mr. Rosen closed the evening by praising Mr. Bhasin and P&G Prestige for their commitment to the art of packaging. “It serves to remind us how compelling packaging is and its importance to the product and marketing.” He recognized the Pratt Scholarship recipients: Ashley Culver, Rorke Greene, Joohyung Jin and Karen Salomon and thanked the guests for their support of this event, which celebrated its 22nd anniversary. BF

Gallery #47’s Ken Leach with Annette Green, Ms. Lapsansky and Ms. Bloom

Milbar Laboratories’ Gus Bezas and mark.’s Gail Boyé with Mr. Marshall

Mr. Rosen and Mr. Bhasin (3rd r.) with Pratt Institute’s students Joohyung Jin, Ashley Culver, Karen Salomon and Rorke Greene

Mr. Dalbo with Coty Prestige’s Carolyn Holtz Tyson and Fragrance Resources’ Steve De Mercado

Firmenich’s Ilias Ermenidis, Marie-Laurence Bezault and Jerry Vittoria

Firmenich’s Theo Spilka with Give Back Brands’ Noreen Dodge

Firmenich’s Marc Salmon with Mr. Loftus

Victoria’s Secret Beauty’s Mark Knitowski (2nd r.) with Givaudan’s Felix Mayr-Harting, Ms. Elliot and Mr. Policastro

KX Associates’ Annik Klein with Luxe Pack, New York’s Nathalie Grosdidier

The Young Group’s Karen Young with Macy’s Linda Levy

Mr. Acerra and Ms. Chamlou with Estée Lauder’s Deborah Spillan and Ten Fathoms’ Ian Jarvis

Mr. Policastro with Givaudan’s Karen Elliot, Maria Corbiscello of Studio MC2 and Mane’s Juan Manuel Varela

ART OF PACKAGING AWARD TO SUMIT BHASIN

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Ricardo Quintero was appointed Senior Vice President, Global General Manager, Market Development at Clinique last September. Beauty Fashion recently sat down with Mr. Quintero to learn about his plans for achieving growth and profitability for Clinique across all regions and markets, including North America, Latin America, the United Kingdom, Europe/Middle East/Africa, Asia/Pacific and Travel Retail. He will also oversee Global Education.

Beauty Fashion: What is your vision for interpreting Clinique on a global basis? Why do you believe the brand has global appeal?Ricardo Quintero: In a recent meeting on trends with Google executives, I confirmed that we are living in such an exciting time. One insight I picked up from that briefing prompted me to question, is our industry relevant today and how does the relevancy of our business compare to other times and other ages?

After listening to research and talking to people in our business, I confirmed that beauty is hotter than ever. There has always been great interest in beauty, but today, our consumers around the world are empowered with more information and more ability to engage with beauty as a category. We are in the business of making women (primarily) and men feel better [about themselves]. I’m convinced that people who feel better about themselves are people that are happier, more successful, better to themselves and to others around them.

When Clinique was created in 1968, through the wonderful association of Carol Phillips, Dr. Norman Orentreich and the Lauder family, something magical happened. We democratized dermatology and accessibility to great skincare.

Today, we are a thousand times more engaged with different generations of consumers. On a global basis, as we speak, there is a woman buying her first skincare product, her first lipstick or her first mascara right now. We want Clinique

to be the brand she goes to, and we want to be there for her with initiatives like Clinique’s “Service As You Like It.”

We’ve learned that today’s consumer wants knowledge and service on demand. They want to be in control of their experience. It’s all about feeling smart.

When I lived and worked in Korea earlier in my career, I realized that, for the first time in my life, I didn’t understand my surroundings. I didn’t speak or read Korean. I didn’t feel smart because I had to depend on someone else to tell me about every-thing. I use this analogy to explain about today’s consumer. In the current beauty landscape, the brands that can provide her with the best information in her own terms are the brands that are going to connect and succeed with her.

There has been an interesting evolution in the power of word-of-mouth. It evolved into word-of-mouse and now into word-of-thumb. Everywhere in the world there is the growth of mobile devices, screens and the power of thumbs communicating information. This digital revolution has a lot to do with time.

RICARDO QUINTERO DEFINES NEW ROLE

AT CLINIQUE

Clinique’s Ricardo Quintero

Clinique’s “Service As You Like It” counter at Bloomingdale’s 59th Street in New York City

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Until now, business was conducted and decisions were made in “batch time.” You compiled information, as in a batch of papers, processed it and made a decision. Now companies that win have to make decisions not in “batch time” but real time. They have to communicate in real time.

Every Monday, early or late in the day, I go to the Internet and look at the ratings and reviews [for Clinique]. These are real-time focus groups on how our products are doing, what consumers are saying about them and what we can learn from them in real-time.

We need to be the editor for the consumer and help her to feel smart. We need to help her navigate through our brands and connect with her needs and concerns.

BF: In your new role, will you customize your efforts to define Clinique’s image on a regional basis?RQ: Yes. We have a brand we believe has global appeal. Great skin, beauty and feeling good have a universal value, but the way they are manifested around the world is different.

We have to make sure we have clarity of equity globally, and that we communicate that message in a way that is locally relevant. One of the pillars of this brand is that it is allergy-tested and 100% fragrance-free. We are more exposed than ever today as consumers to elements in the environment and products. According to a report in National Geographic a couple of years ago, allergies are a new global epidemic.

Allergy-testing is as relevant today as it was when Clinique was founded in 1968. In our protocol, 600 people are tested 12 times. If there is one reaction to a product in that protocol of 7,200 applications, we reformulate.

In a recent meeting with a Chinese Dermatologist, he said safety was probably the most important equity that consumers are looking for. And, safety is tied to the attribute of trust. It is the glue of the relationship with consumers and brands. In the United States, 93% of consumers tell us that trust is the first attribute they give Clinique.

In places where there is no department store and where we are talking to the first generation of consumers with disposable income who are entering the category, we have to make sure we communicate our equity correctly in a message that is relevant to them and also that builds desirability. The products must be relevant to that ethnicity, that place or that culture. We all want to feel good about the brands we purchase.

BF: How will you structure the global education programs for Clinique? Do training programs differ in various regions of the world?RQ: At Clinique, we are educators. Education is about a transfer of knowledge. It is so important to educate a consumer and a colleague. When a consumer is in a store, anybody can sell them one thing one time. If I share knowledge, it is a higher transaction. If that knowledge is relevant to that consumer, I am empowering them for the future. At Clinique, we rely on our expert Consultants to transfer knowledge that is both relevant and helpful to our consumers. We have Consultants in different age groups, and we know that different generations like to learn in different ways. When dealing with a younger generation, we tailor our education programs to be shorter because attention spans are a little different. We especially talk about service on demand.

We now are instituting digital learning for our Consultants. We have a global platform where we’re putting our educational programs online. We are creating a digital forum for the Consultants to give us feedback. It’s all about two-way communication.

I learn more every time I do a market visit. The moments I enjoy and learn from the most are Consultant breakfasts. I learn more about our business,

what’s happening, what works and what doesn’t work. We get insights into how we can become better. This is our daily bread. This is what we do.

Our education program is tailored by region in local language, adapting to that culture. In some places, our Consultants like to learn in pairs. While the educator talks to them, they can bounce ideas off each other. It’s a lot about how we save face. As we learn, we feel the confidence to ask a question without losing face. There are many techniques adapted to the culture.

In the department store environment in many places, the Consultants work for us, but in others, they work for the retailer. We must make sure that in both scenarios they communicate the right message quantitatively but more important, qualitatively.


RICARDO QUINTERO DEFINES NEW ROLE AT CLINIQUE

Mr. Quintero with a Clinique Consultant during a counter visit in New York City



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City Love DKNY introduces DKNY Women Energizing Eau de Toilette—the essence of DKNY Women Original, with an exuberant twist. Lighter than the original, this scent evokes the feeling of New York City on a sun-filled day. The fragrance begins with a refreshing blend of citruses, chilled vodka and tomato leaves that opens to a heart of water lilies, green coral orchids and yellow daffodils. The fragrance dries to a sensual base of white birch and tulip tree wool. The advertising campaign features the real-life couple, Anja Rubik and Sasha Knezevic stopping traffic in Times Square, kissing atop a taxi cab.

DKNY Women Energizing Eau de Toilette is available in a 1 oz. size for the price of $36.00 and 1.7 oz., $50.00. The fragrance is now at Sephora stores and sephora.com.

Sleek Chic

FCUK SUMMER HER is the newest limited-edition scent in the FCUK Fragrance portfolio. Developed by Givaudan Perfumers Caroline Sabas and Marypierre Julien, the fragrance begins on a fruity note of apple tart and mango that blends to a beautiful floral heart of mimosa, freesia petals and sparkling magnolia. The scent then settles into a base of sheer patchouli, amber and musk.

Housed in the signature FCUK sleek glass bottle, the vibrant tie dye design induces thoughts and memories of summer months. The packaging and bottle were designed by Chad Lavigne. The 100 ml size of the FCUK SUMMER HER Eau de Parfum is priced at $54.00 and can be purchased at French Connection stores.

Happy HourAvon introduces a trio of scents to capture the fresh, sexy appeal of the martini with the Scentini fragrance collection.

Plum Twist Eau de Toilette begins on a note of cranberry and other red fruits that give the fragrance a bright, fruity freshness. Rich purple plum and cinnamon spice add a warm touch while praline creates a sensual, yet youthful base.

Rose Fizz Eau de Toilette opens on a note of pink guava, adding a mouthwatering, fresh nectar quality to the fragrance. Pink rose petals weave a fresh and exuberant character through the heart that dries down to a warm and sexy base of blonde woods.

Citrus Chill Eau de Toilette begins with an invigorating splash of juicy mandarin, creating a sparkle and burst of immediate delight. Feminine passionflower rounds out the middle while crystal musk provides a voluptuous base.

Each Scentini fragrance is available in a 1.7 oz. size for the price of $16.50. The fragrances can be purchased through Avon Representatives, located by calling 1-800-FOR-AVON or on avon.com.

DKNY Women Energizing Eau de Toilette is a lighter version

of DKNY Women Original, launched in 1999.

FCUK Fragrance is manufactured and distributed by TPR HOLDINGS.

These cocktail-inspired scents were created to make every day a party. (Continued on page 43)

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The Elements Showcase, a premiere event for established and emerging visionaries in the field of fragrance design, returns August

15 and 16 at the Skylight West in New York City. The concept of the exhibition, conceived by art fair producer Jeffrey Lawson and fragrance entre-preneurs JOYA’s Frederick Bouchardy and Ulrich Lang New York’s Ulrich Lang, moves away from the conventional trade show model to present unique brands in an unprecedented, expertly curated showcase. The strategy produced excel-lent results during the debut show that was unveiled in January of 2011. Mary Ellen Lapsansky of The Fragrance Foundation shared, “The Elements team put together a fantastic fragrance showcase. It looked [like] a million dollars and certainly provided the participants with a wonderful opportunity to connect, network and grow their businesses.”

The founders saw a need for a forum that would allow fragrance designers, buyers, journalists and fans to experi-ence up-and-coming and well-known fragrances first-hand and together. “Our goal was and always will be to create a platform where people can go to be inspired,” said Mr. Lawson. “The showcase combines fragrance and design to create an environment that is exciting and stimulating for both the exhibitor and the attendee.”

During its January launch, the Elements Showcase presented exceptional offerings by elite fragrance companies. Many exhibitors at the showcase introduced new products and collections, including Lafco, Royal Apothic, Intertrade Europe, EM Distribution, MCMC Fragrances and Anthousa. The diverse roster of exhibitors also featured Bond No. 9, Etat Libre d’Orange, Woodley & Bunny, DS & Durga, DL & Co., Les Parfums Keiko Mecheri, Santa Maria Novella and Duchess Marden.

This edition of the Elements Showcase will feature several outstanding exhibitor additions that include Caron, Juliette Has a Gun, Cos-tume National, Portland General Store, Bois 1920, Carner Barcelona, Comptoir Sud Paci-fique and Robert Piguet Parfums, as well as selected skincare brands such as Rodial, Lift Lab, VitaMan and Alchimie Forever.

Establishing itself as an innovator in its field—from a conceptualized space designed by Reddymade Design to the cutting-edge fra-grance installations—the Elements Showcase aims to unite the many facets of the fragrance industry together.

For more information about The Elements Showcase, visit elements-showcase.com or call 212-268-6148. BF

TAKES A NEW ANGLE ON THE TRADITIONAL TRADE SHOW

The exhibition floor at the Elements Showcase

Elements Showcase’s Jeffrey Lawson, Frederick Bouchardy and Ulrich Lang

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tsCHANEL Allure HommeDefining Essentials

Give father this set of masculine essentials that includes a 3.4 oz. Eau de Toilette Spray, 1.7 oz. After Shave Moisturizer Tube and 1.7 oz. Hair and Body Wash—all in a Deluxe Gift Box for the price of $95.00.

Allure Homme SportSporty Essentials

For the price of $95.00, this Deluxe Gift Box includes a 3.4 oz. Eau de Toilette Spray, 1.7 oz. After Shave Moisturizer Tube and 1.7 oz. Hair and Body Wash.

Bleu de CHANEL Boldly Unexpected

The perfect gift for the man in your life, this collection contains a 3.4 oz. Eau de Toilette Spray and 3.4 oz. After Shave Lotion in a Deluxe Gift Box. This set is priced at $100.00.

CLARISONICGray Clarisonic Sonic Skin Cleansing System

Priced at $195.00 and available at clarisonic.com, the Gray Clarisonic Sonic Skin Cleansing System is the essential first step in his shaving routine. Using a gentle, sonic micro-massage action to gently clear pores, this device allows shaving prod-ucts to absorb better into the skin.

PARLUX FRAGRANCESEckō by Marc EckōGift Set

Let him know how much you care with this trio that contains a 3.4 oz. Eau de Toilette Spray, 2.6 oz. Deodor-ant Stick and 3 oz. Hair & Body Wash. This set is priced at $65.00.

Marc Eckō Blue by Marc EckōGift Set

Priced at $65.00, this gift set includes a 3.4 oz. Eau de Toilette Spray and a .5 oz. Eau de Toilette Spray.

UNLTD. by Marc EckōGift Set

Celebrate dad with this gift set that contains a 3.4 oz. Eau de Toilette Spray and 5 oz. Hair & Body Wash for the price of $55.00.

NEW WAVE FRAGRANCES Drifter by True Religion Gift Set

Thank your father for all that he has done for you with this gift set that contains a 3.4 oz. Eau de Toilette Spray, 3 oz. Hair & Body Wash, 2.75 oz. Deodorant Stick and .25 oz. Eau de Toilette Spray. Priced at $79.00, this set is a $121.00 value.

Ed Hardy Born WildGift Set

For the price of $75.00, this four-piece set

includes a 3.4 oz. Born Wild Eau de Toilette Spray, 3 oz. Hair & Body Wash, 2.75 oz. Deodor-ant Stick and .25 oz. Eau de Toilette Spray.

ARAMIS AND DESIGNER FRAGRANCES Aramis Father’s Day Set

This gift box holds three top-selling prod-ucts that are perfect for dad. Receive a 3.7 oz. Eau de Toilette Spray, 3.4 oz. Advanced Moisturizing After Shave Balm and 2.7 oz. “24 Hour” High Per-formance Deodorant Stick for the price of $55.00, a value of $102.00.

CLARINS FRAGRANCE GROUP A*MEN by Thierry MuglerDistinctive Adventures Set

This refined collection includes a 3.4 oz. Eau de Toilette Rubber Spray, 1.7 oz. Hair & Body Shampoo and a .7 oz. Mini Deodor-ant—all in a Thierry Mugler Signature Toiletry Bag for the price of $89.00.


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BIZDuring the year, The Fragrance Foundation invites members of its Board to meet informally with beauty industry

executives to discuss their career paths and their companies. On April 21, Jonathan Zrihen, President and CEO of Clarins Group North America hosted a breakfast at his Manhattan office and spoke to The Fragrance Foundation members about the company and how he shaped his career in the beauty business.

Clarins, founded by Jacques Courtin-Clarins in 1954, is a family-owned company. Mr. Courtin-Clarins’ philosophy was “Do better, do more and enjoy doing so.” Clarins developed its products by listening to what consumers wanted, and Mr. Zrihen noted that the company continues that culture by putting client cards in product packaging. “We get thousands of comments, which help our laboratories to develop new products.”

“We see ourselves as a start-up business instead of the big company we have become,” he explained. “We have an open culture where everyone can contribute. My team knows that they can see me at any time. We make fast decisions and are able to act quickly to execute an initiative.”

Mr. Zrihen maintains that being a privately owned company, Clarins can invest for the long-term and not have to explain its moves to investors. However, he said, “It is more expensive to source a smaller amount of goods.” Clarins Group North America is now estimating more than $1.5 billion in annual revenue.

Mr. Zrihen, born in Toulouse, France, graduated from business school in Paris before joining Clarins as an intern 17 years ago. He began in the marketing department before moving on to sales.

Expressing that he had wanted to work overseas, he was willing to accept leaving home to embrace other cultures.

Married with three children, he has always had the support of his family when making a decision to move to a foreign country. “Before accepting an assignment, I make sure my wife is in full agreement with it.”

Mr. Zrihen has held six different positions in seven countries. Looking back on his career path, which has taken him to his current position in charge of North America, he declared, “I never asked ‘What is my next step?’ When I was given an assignment, I focused on that and not on what I was going to do next.”

Mr. Zrihen’s mandate for the US is to make Clarins “more desirable, more available and more visible. The brand has to become irresistible. There must be an entertainment factor at point-of-sale. I want to make sure the customer has the most pleasurable experience at the counter. Build a connection with the consumer who then becomes an ambassador of the brand.”

Mr. Zrihen maintains that training of the Beauty Advisors is vital to keep a connection with the customer and build their loyalty. “Every Account Representative is a trainer. If I had $1.00 left, I would spend it on training.”

Along with the skincare and color categories, Clarins Group North America includes the Clarins Fragrance Group. It consists of Thierry Mugler Parfums, Azzaro, Porsche Design and David Yurman. Mr. Zrihen announced that next year a Swarovski fragrance will be added to the portfolio.

Clarins is the top prestige skincare brand in Europe, and it is Mr. Zrihen’s ambition to reach that status in the US. To increase Clarins’ skincare visibility in the US, a new advertising campaign has been initiated.

A new face will be added to Thierry Mugler Parfums’ ANGEL promotions. Eva Mendes will star in the ad visuals.Clarins is using social media to engage consumers and is nearing 60,000 Facebook fans. As part of Clarins’ digital

strategy, the company will introduce a world-wide Web site next month. BF

BREAKFAST WITH CLARINS’ JONATHAN ZRIHEN

Clarins Group North America’s Jonathan Zrihen with The Fragrance Foundation’s Rochelle Bloom

Mr. Zrihen (r.) greets Mane’s Frederic Jacques, The Fragrance Foundation’s Terry Molnar and SGD North America’s Shéhérazade Chamlou

Arcade Marketing’s Diane Crecca and Laura Freedman (r.) with Lucky’s Mary Zegras

Mr. Zrihen stands in front of factices from the Clarins Fragrance Group.

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HBA Global Expo & Conference once again brings the entire beauty and personal care community together for three days of discovering product innovations, networking opportunities and exclusive education

from industry insiders. With new dates, HBA Global kicks off summer at New York City’s Jacob K. Javits Convention Center from June 28-30, welcoming an expected 16,000 attendees and over 600 exhibitors and educational partners. As the leading source for the latest innovations, technologies and techniques in packaging, raw materials and ingredi-ents along with private label, contract manufacturing, naturals and finished goods, HBA Global is a must-attend event for leading brand manufacturers, niche players and indie brands.

Dan Brestle will be the keynote speaker for HBA 2011, sharing insights on building iconic brands and the global market. Mr. Brestle is Chairman of the Board of Directors for the Personal Care Products Council (PCPC) and has retired from more than 30 years in top leadership positions at The Estée Lauder Companies, presiding over its well-known portfolio of brands. He will pay tribute to the industry’s diverse founding icons and will provide keen insight on the similarities between them and the challenges they faced and overcame. Mr. Brestle will also provide a high level view of the opportunities that exist today and the issues that brands may confront including government regula-tion and the complexities in global business and digital communications. “Brand build-ing and globalization are on the minds of many in the industry, and we are delighted to have someone with such deep roots in the business give such an important talk,” said Jill Birkett, Brand Director, Beauty & Wellness, UBM Live, producer of HBA Global. The keynote address will take place on June 28 at 9:00 a.m. in the Special Events Hall of the Javits Center.

The educational programs at the HBA Global Conference offer the knowledge and intelligence of industry experts addressing every facet of the beauty and personal care market. The three-day programming has been re-designed to make a customized learning experience acces-sible to all. This year’s conference includes the Marketing Track that focuses on the right know-how to bring attention to brands and increase sales. This series will be featuring top beauty brands and retailers discussing the hottest trends, distribution channels and social media strategies that drive sales. The Technical Track covers all aspects of a product’s lifecycle with sessions that include the changing global regu-lations, new technologies and research that is revolutionizing the beauty and personal care industry today. In its Green Track, HBA Glob-al concentrates on the key topics of all-natural and organic products, sustainability and the total body and mind wellness approach to beauty, while sessions in the International Track will provide a road map on how to expand a business globally and how to sell in high growth countries. Skincare has its own educational track this year, featuring leading experts discussing technological stand-outs, novel ingredients, the latest in the anti-aging segment, trends for the market and break-through future developments. This new track launches with a powerful session led by skincare pioneer Dr. Howard Murad on Total Body Skin-care: The Future of the Skincare Market.

Keynote Speaker Dan Brestle

INNOVATIONS, EDUCATION AND NETWORKING POWER THE INDUSTRY FORWARD

The show floor at HBA Global Expo (Continued on page 46)

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OF COLOR

The Eyes Have ItL’Bel, the direct sales brand distributed by Ventura International Limited, has introduced Duete Eye Shadow in a two-in-one color compact, which is offered in ten different duos. The eyeshadow palettes are contrasting yet complementary shades of color enclosed in a portable case for easy application. They are priced at $15.00.

Also newly available is a Chromatique Eye Shadows and Blush Case. The mirrored case has compartments for nine shades that can be used as shadows and combined to create a blush. There is a dual tip applicator for eyeshadows and a blush brush. The Chromatique Eye Shadows and Blush Case comes in two color combinations of rose and brown.

The new products are available through Independent L’Bel Beauty Advisors and by visiting lbelusa.com. L’Bel’s line can be checked out on facebook.com/LBelUSA and on Twitter at @LBelUSA.

“New Look”Following the tradition of Christian Dior’s legendary “New Look” for fashion, Dior Beauty creates its “new look” with 5 Colours Lift eyeshadow palettes. The eyeshadow is formulated with skincare ingredients, including hyaluronic acid spheres and vitamin E, to fill in lines and decrease puffiness for immediate hydration and a tightening effect. The Lift & Glow™ powders produce blendable textures for the 5 Couleurs Lift eyeshadows.

Each palette contains a Universal Base, Radiance Touch to highlight, the Structure Touch to line eyes and define brows and two color Serum-Shadows for a satiny finish. Dior 5 Couleurs Lift is priced at $60.00.

Two new shades have been added to Diorshow Extase Mascara—Brown #791 and Plum #971. They are priced at $28.00.

All of the new SKUs are now at Dior Beauty counters nationwide and at dior.com.

Hang TenM·A·C rides the waves with the new Surf Baby collection. There are four shades of Lipstick, four shades of Lip-glass, two shades of Blushette, Surf Baby Cheek Powder, two shades of Nail Lacquer, eight shades of Crushed Metallic Pigment, Splashproof Lash Mascara, two shades of Powerpoint Eye Pencil and five shades of Eye Shadow. They range in price from $14.00 to $38.50. They are available now at all M·A·C locations.

Dudes and dudettes get bronzed and super-tanned with M·A·C Skinsheen Bronzer Stick in three shades, Bronzing Powder in two shades, Studio Careblend/Pressed in two shades and Suntints SPF 20 Liquid Lip Balm in three shades. They range in price from $15.50

to $34.00. They are available now at all M·A·C locations. Stash these products in new Surf Baby! Bags in two sizes priced at $28.00 and $32.00, available only at M·A·C stores. BF

Dior Beauty’s Dior 5 Couleurs Lift multi-task with skincare ingredients

that instantly and overtime lift, frame and brighten the eye.

L’Bel’s selling model puts its products for sale online and through a team of nation-

wide Beauty Advisors.

M·A·C creates the lure of

endless summer with the Surf

Baby collection.

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The Fashion Group International held a luncheon on April 28 at Manhattan’s New York Hilton where a panel of experts discussed how to transform the beauty business to captivate the consumer. Sponsors of the event were The Estée Lauder Companies, SELF, Fusion Brands Inc., P&G Prestige and BobCar

Mobile Beauty Boutique. Before the panelists shared their experiences in bringing innovation to their brands, SELF’s Laura McEwen,

Vice President and Publisher, and Elaine D’Farley, Beauty Director of Editorial, gave an overview of today’s consumer, the new beauty curator. The panel on “Transformational Beauty” was moderated by The Young Group’s CEO Karen Young and consisted of Caroline Pieper-Vogt, CEO, Fusion Brands Inc.; Kathleen McNeill, President of Beauty.com; Marc Speichert, Chief Marketing Officer of L’Oréal USA and Maureen Case, President of Specialty Brands at The Estée Lauder Companies.

Beauty Industry Leaders Probe How To Reach The Super-Savvy Consumer

Today’s über-savvy consumer has been enlightened by social media and is her own best beauty advisor. She is open to experiment and choreographs her beauty experience. It is the beauty industry’s task to bring new technology to product development and to offer a variety of distribution channels.

Ms. Pieper-Vogt shared, “At Fusion Brands, everything we do is transformational.” Its roots in the pharmaceutical industry are driving the company’s product development in beauty. She believes that the multiple distribution channels straddling mass and class require a team that can keep up with the pace.

Ms. Case maintains that each brand has to understand its DNA. The consumer needs to have a brand they can trust and makes a judgment based on the experience they have with that brand.

L’Oréal USA’s Marc Speichert, The Estée Lauder Companies’ Maureen Case, The Young Group’s Karen Young, Beauty.com’s Kathleen McNeill and Fusion Brands’ Caroline Pieper-Vogt

Arcade Marketing’s Diane Crecca with Annette Green of BobCar Experiential Media

P&G Prestige’s Don Loftus and Fashion Group International’s Margaret Hayes

Lord & Taylor’s Barbara Zinn-Moore, Cosmetic Executive Women’s Lisa Klein and Carlotta Jacobson (r.) with The Estée Lauder Companies’ Bari Seiden

SELF’s Laura McEwen and Elaine D’Farley (r.) with Coty Prestige’s Carlos Timiraos

Mr. Loftus (2nd l.) with Nordstrom’s Lisa Kellam, Denny Meadows and Mitzi Rogers

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“L’Oréal is channel-driven,” Mr. Speichert affirmed “and organized by brand.” L’Oréal seeks to understand what the consumer is looking for, he said, and then customizes content that is relevant to their needs. It is driven by “insight, media and marketers.”

“Beauty.com brings the shopping experience online,” Ms. McNeill declared. “If the consumer engages with Beauty.com, then the sale is the icing on the cake. We want to bring value to the consumer with deluxe samples and GWPs.”

“It’s all about getting the word out,” Ms. Pieper-Vogt noted. Direct selling on television “is an important part of our mix, talking to live consumers. It’s a completely different way to explain products.”

Ms. Case also finds that selling on television is a way to teach about products. She used the example of Bobbi Brown’s appearances on QVC to showcase her line.

“We have to stay ahead of the consumer,” Mr. Speichert shared, “because she often knows more than the Beauty Advisors. Consumers want true innovation and a unique experience.” Ms. Pieper-Vogt agreed, adding, “At Fusion Brands, we only offer multi-tasking, high-performance products that are needed and new.” BF

BMV Fine Art’s Barry Meisel and Katja Barthomess of Copy Gold with The Estée Lauder Companies’ Joe Spellman

Mr. Timiraos (2nd r.) with Sephora’s Allison Slater and Givaudan’s Kate Greene and Rose Eckert

LVMH Fragrances’ Nicholas Munafo (c.) with Condé Nast’s Lucille Duran and Seventeen’s Terry Alvar

Fusion Brands’ Danielle Milata, Ms. Pieper-Vogt, Dana Kline and Greg Black

Mr. Spellman (c.) with The Estée Lauder Companies’ Veronika Ullmer and Ms. Seiden

Histoires de Parfums’ Gerald Ghislain with Grace Beauty’s Louise Caldwell

Robertet’s Pierre Wulff with Ben Gorham of Byredo

Mr. Loftus with Givaudan’s Cosimo Policastro

Gilt Groupe’s Alexandra Wilkis Wilson with The Estée Lauder Companies’ John Demsey and Ms. Seiden

Ms. D’Farley with Shiseido’s Jadzia Tirsch

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Setting SailThe newest fragrance in the Nautica portfolio is Pure Nautica Discovery. It’s targeted to the man who refuses to be bound by life’s daily grind.

“Nautica is one of the most sought after apparel marketers in the world,” noted Stephen C. Mormoris, Senior Vice President, Coty Beauty Global Marketing. “With the launch of Pure Nautica Discovery, we bottled the brand’s iconic lifestyle and turned to the seductive power of the sea. Brisk, strong and sophisticated, Pure Nautica Discovery celebrates our appreciation for the ocean’s magnificence and mystery.”

Pure Nautica Discovery, created by Givaudan’s Perfumer Yann Vasnier, is elegant, spirited, sophisticated and playful. It is a bolder and livelier statement than the more sensual Pure Nautica. The juice begins on a top note of basil and lemon. The heart of coriander seed, ginger and lavandin oil dries down to a base of cedarwood and 100% biodegradable musks.

The fragrance is presented in a bottle reminiscent of a boating sail with a curved, heavy, brushed aluminum cap as the accent. A splash of orange contrasts the bottle’s bright gradated teal blue, recalling the open waters and the clear sky. The carton is designed with a bold, orange-black block wrapping around the side. The voyaging lifestyle of the Nautica man is reflected in the details of Pure Nautica Discovery.

Available now at Macy’s and other fine retailers nationwide, Pure Nautica Discovery comes in a 50 ml size for $49.00 and 100 ml, $65.00.

Karen Murray, President of VF Sportswear affirmed, “The Nautica brand’s new fragrance speaks to the man who seeks the extraordinary in the everyday and who challenges himself beyond his normal boundaries.”

A Sultry Summer ScentUK fashion empire French Connection and TPR HOLDINGS LLC have introduced FCUK SUMMER HIM as part of a long-term licensing agreement between the two companies. FCUK SUMMER HIM complements the Original Him and Connect fragrances while recognizing and capitalizing on past successes and current demand. It adds newness and seasonality for the current FCUK consumer while attracting new customers. It also continues the synergy of TPR and the French Connection fashion brand.

FCUK SUMMER HIM, developed by Fragrance Resources, begins on a top note of sea spray accord, Italian bergamot and Caribbean nutmeg. Its middle note of sea moss, warm sage, lavender essence and fresh papyrus is based on a note of driftwood, teak wood, fresh amber and musk.

The presentation of a signature sleek flacon and carton, designed by Chad Lavigne, is in a vibrant tie dye design. It expresses the essence of the summer season.

The fragrance comes in a 100 ml Eau de Toilette for $54.00. FCUK SUMMER HIM is distributed in traditional channels including the French Connection stores. “Our distribution includes a worldwide strategy, with particular emphasis on Asia where the brand has strong sell-through,” explained Brian Robinson, President of TPR HOLDINGS LLC. “We are very excited to create new and exciting fragrances under the FCUK name and think FCUK SUMMER HIM will resonate very well with the younger demographic as well as the seasonal consumer.” BF

Pure Nautica Discovery is introduced by Coty Beauty.

The model in the advertising visual for Pure Nautica Discovery represents

a man who takes pride in his full-throttle lifestyle, seeking out

memorable experiences great and small.

A Scentual JOURNEY

FCUK SUMMER HIM is TPR HOLDINGS’ new scent for the French Connection

fragrance portfolio.

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Lombard, IllinoisAvon RepresentativeAdvanced Unit Leader

Avon has always been a part of my life. When I was growing up, my mother would buy Avon products to give as gifts, and, at the age of seven, I got to take a tour of an Avon

facility. Now, as I celebrate my 25th year as an Avon Representative and 12th year as owner of my Licensed Avon Beauty Center at the local mall, I still remain passionate about the services I provide and the company I love.

Before joining Avon, I had tried my hand at a variety of different sales industries. From flowers, to jewelry, pastries and sweets, from craft fairs to home parties, I had sold it all. Then, inspired by a friend, I decided to sell Avon. I needed a little extra money, and another venture into sales seemed logical for me. But, what I thought would be just another way to earn extra income quickly became my sole source of income, the primary way I met new people, made friends, and achieved a level of success I never thought possible.

My customers mean everything to me and through the years, I’ve learned to think one step ahead and provide my clientele not just with what they want, but what they might also like as well. I offer discounts for multiple purchases and provide samples in every bag. I have also created a “Top 10 Reasons to Become an Avon Representative” list to help solicit new recruits for my Avon team. These marketing and sales techniques have become tried-and-true business methods for me that consistently work and have helped me greatly increase my sales earnings.

With hard work, dedication, and love for what you do, Avon can help anyone realize the dream of financial independence. The key is to never sell yourself short. My tips are to stay positive and proactive, always talk to people, exchange business cards, pick up on what products might be right for each person and/or their family and never give up. Despite the challenges, stay true to your personal sales strengths.

I have achieved more than I could have ever imagined, including taking my son on a cruise, traveling multiple times to Europe, renovating my house, buying the car of my dreams and purchasing a vacation home in Lake Geneva, Wisconsin. Avon has truly enriched my life, and I am just as enthusiastic and passionate about being an Avon Representative today as I was when I started 25 years ago.

ROSEMARIE OSOLINKSY Phoenix, ArizonaAvon RepresentativeSenior Executive Unit Leader

Like many women, I started out selling Avon because I needed to make extra money. I had two young children and had decided to go back to school, and selling Avon made it possible for me to spend more time with my children. It also helped pay for books for my classes.

I take advantage of all of Avon’s opportunities from taking part in Avon’s Leadership program as a Senior Executive Unit Leader to owning and operating a Licensed Avon Beauty Center. With Avon, I have been able to earn a six-figure salary and surpass the level of achievement I once thought was not possible for me personally.

I love the opportunity my profession affords me, to help improve the lives of both my customers and the women on my team. I enjoy boosting the confidence of a customer with a lipstick or fragrance.

While direct selling has truly enriched my life, it has not always been without challenges. The main obstacle I had to overcome working as an Avon Representative was the fear of striking up conversations with strangers. I simply had to put one foot in front of the other and get used to talking to people I didn’t know. I soon realized all you have to say is “Hi,” and the rest is easy.

It is important to know your products, their benefits, who your target customer for each brand is and how each product should be used to achieve maximum results. I read all the sales materials supplied to Avon Representatives, I attend every sales meeting and log onto the Avon Web site often to read the personal testimonials of customers who have tried our products. Armed with all the information of the company and the products I represent, I am always confident when I approach people that my knowledge of Avon will quickly come across and strengthen my ability to earn a sale.

MAKING SALESAvon And mark. Representatives Share Their Sales Tips For Success


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Beautiful makeup depends on a base of healthy skin. Realizing that they want to keep skin fit, consumers are ramping up their consumption of skincare products. According to Kline & Company, in 2010, skincare remained the largest product class, accounting for 25% of total beauty sales. “Thanks to the emergence of high-tech facial treatment offerings, the product class has also remained one of the fastest growing segments.”

Here are some new skincare products driving the market.

GETTING EVEN

Estée Lauder attacks the problems of skin’s redness, blotchiness, discolorations, acne marks, sun spots and dark spots with the solution of new Idealist Even Skintone Illuminator.

This intensive yet gentle oil-free serum is formulated with Triple-Optic Technology to instantly illuminate skin for immediate radiance. Its next generation of optics includes soft focus optics, color-correcting optics and brightening optics. It also features CorrectTone Technology, a triple-action complex of anti-spot ingredients, anti-oxidants and anti-irritants.

Idealist Even Skintone Illuminator is scented with the signature Idealist scent, a blend of floral and sparkling citrus notes. Non-acnegenic, Dermatologist-tested and Ophthalmologist-tested, it is effective for all ethnicities. The serum is priced at $58.00 for 30 ml and $85.00 for 50 ml.

Also new from Estée Lauder is Idealist Cooling Eye Illuminator. Dark circles and puffiness are caused by a lack of micro-circulation/weak capillary structure, hyperpigmentation and irritation. This new treatment delivers brightening and de-puffing results.

The formulation is driven by Triple-Optic Technology as well as Dark Circle Correcting Complex, which contains Pinoxide™, magnolia extract, vitamin C, botanical extracts and extracts of sea algae, caffeine and

sucrose. The Idealist Cooling Eye Illuminator’s patent-pending, specially contoured tip massages the treatment into the eye area to help cool eyes instantly.

Idealist Cooling Eye Illuminator comes in Light/Medium and Medium/Deep to suit all skin tones and all ethnicities. It is priced at $58.00.

Both Even Skintone Illuminator and Idealist Cooling Eye Illuminator are now at all Estée Lauder counters nationwide, at esteelauder.com and at major international airports.

YOUTH QUAKEOrlane adds new Super-Moisturizing Light Cream to its Hydration-Nutrition Program of skincare products. The development of this light-textured formulation was inspired by the latest hyaluronic acid injection techniques from esthetic discoveries. The skin regains its suppleness and radiance, while its youthfulness is enhanced.

Super-Moisturizing Light Cream contains hyaluronic acid, which can retain up to 1,000 times its weight in water, can penetrate the skin to hydrate and re-plump the epidermis as well as boost cell renewal. A complex of aquatic plants combined with a biomimetic active ingredient moisturizes the skin by helping to capture, retain and redistribute water according to the skin’s needs. B21-Energic Anti-Aging Complex stimulates cellular energy, regenerates, smoothes and firms the complexion.

Super-Moisturizing Light Cream’s texture is adapted to warmer seasons, hot climates and is suited to younger, less demanding skin. It is now available for $165.00 at Orlane counters nationwide. BF

UNDERCOVER WORKThe Beautymakers Are Feeding The Demand For High-Performance SkincareLA

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Estée Lauder’s new Idealist Even Skintone Illuminator has been proven to reduce

uneven skin tone in two weeks.

Idealist Cooling Eye Illuminator helps eyes to instantly look

brighter.

Orlane’s Super-Moisturiz-ing Light Cream

uses marine ingre-dients to help the

body learn how to reservoir and

redistribute water more effectively.

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The Sniffapalooza team of Karen Dubin, Founder/Director and Karen Adams, Executive Operations Manager summoned perfume aficionados from national and international locales to their Spring Fling April 30 and May 1 in New York City. The two-day exposure to sensory surprises covered uptown Manhattan on Saturday and downtown on Sunday. Here are some of the highlights from the scent trekkers’ Spring Fling.

Fragrance Fans’ 2-Day Manhattan Odyssey

Breakfast at Bergdorf is always a sold-out start to Spring Fling’s first day. Some of the brands presented were CHANEL, Palm Beach Beauté’s Judith Leiber Night and Atelier Cologne. After the presentations, the Sniffapaloozas ventured into Bergdorf Goodman’s Fragrance Department where they smelled the newest as well as classic scents and put in their names for a raffle basket of fragrances valued at about $3,000.

Lunch at Manhattan’s Benoit was the next stop on the tour where special guests and presenters provided fragrance news and brand profiles. The day was rounded out with visits to Henri Bendel and The Plaza, where Krigler Perfumery and Plaza Beauty welcomed the group.


Bergdorf Goodman’s Maddi Marlowe and Eileen Leddy

Sniffapalooza’s Karen Dubin with Ms. Marlowe showcase the Bergdorf Goodman fragrance basket to be raffled off.

Fashion Fragrances & Cosmetics’ Joe Garces (c.) with Ms. Dubin and Sniffapalooza’s Karen Adams at Benoit

Palm Beach Beauté’s Sandra Lang described the new Judith Leiber Night to the attendees at the Bergdorf Goodman breakfast.

A close-up of the luxury fragrances to be raffled in the Bergdorf Goodman Fragrance Department

The Fragrance Foundation’s Mary Ellen Lapsansky and Terry Molnar gave the Sniffapalooza group a preview of the annual FiFi® fragrance awards held May 25 at New York City’s Lincoln Center. (Look for coverage in the July issue of Beauty Fashion.)

Ms. Lang joins Ms. Marlowe and Palm Beach Beauté’s Joan Strubbe in Bergdorf Goodman’s Fragrance Department.

Mane’s Perfumer Ralf Schwieger (r.) signs a bottle of the new Atelier Cologne Vanille Insensée, which he developed as Atelier Cologne’s Sylvie Ganter looks on.

Sarah Horowitz-Thran of Sarah Horowitz Parfums asked the Sniffapalooza group to give their opinions of two fragrances she is developing—A Work in Progress No. 8 and A Work in Progress No. 4. Ms. Horowitz-Thran is currently developing different versions of the juice and had an expert audience for feedback.

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by Normita Joven

SPOTLIGHT ON DALLAS BEAUTY

Crowds of screaming beauty fans recently welcomed world-renowned reality star, boutique owner and Fusion Beauty Spokesmodel Kim Kardashian to Nord-strom at Galleria Dallas. Ms. Kardashian, the face of Fusion Beauty Colorceuticals’ LipFusion franchise and new IllumiFill Line Filling Luminizer, made a personal appearance as part of her international campaign with Fusion Beauty.

Ms. Kardashian said that she is honored to represent Fusion Beauty, an innovative company of such high caliber that contin-ues to push the boundaries of the beauty industry and wants women to feel empowered and confident about them-selves. “I deeply admire Fusion Beauty for their beauty innovations and commitment to philanthropy and everything they stand for. I love everything about beauty, and Fusion Beauty products make me feel empowered and better about myself. I want to encourage women to take some time to look their very best, and that look-ing their very best will exude nothing but confidence and success in them.”

The Nordstrom customers enjoyed a consultation with Fusion Beauty experts and, with a $75.00 Fusion Beauty pur-chase, the first 150 customers had the exciting opportunity to meet Ms. Kar-dashian and receive her autograph.

In addition, customers were able to shop for a beauti-ful cause. Fusion Beauty donates $1.00 of every LipFu-sion Luxe Boudoir Collection product purchased to the Seven Bar Foundation’s Kiss Away Poverty campaign.

“We are excited about this partnership with Kim Kar-dashian,” said Karine Liboiron, Marketing Director for Fusion Brands Inc. “She was the one we wanted to work with. She has wonderful lips and beautiful skin. But most of all, as a successful and driven woman, she is an inspi-ration to Fusion Beauty women of all ages!” BF

The Fusion Beauty signage in Nordstrom

Ms. Kardashian signs autographs for her young fans.

Beauty Fashion’s Normita Joven speaks with Ms. Kardashian.

Kim Kardashian greets her fans in Nordstrom at the Galleria Dallas.

Fusion Beauty’s Dennis Hays, Karine Liboiron and Sheila Castle anticipate Ms. Kardashian’s visit.

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MEMO FROM

ITALY

Palazzo della Permanente in Milan hosted the third edi-tion of the annual Esxence, The Scent of Excellence fra-grance exhibition from March 31 to April 3. The fair was extremely successful, confirming its leading role in coor-dinating and guiding artistic perfumery worldwide. The show offered attendees the opportunity to discover new products, recount market changes, meet with Perfumers and attend workshops. The number of visitors, as well as that of exhibitors, has continued to increase year after year, proving the importance of Esxence’s mission to bring brand owners and export managers together to gen-erate an international distribution network. It enables creations to be made available at the same quality level

in each individual market, on the basis of agreed and shared principles and criteria.

Noteworthy and prominent personalities of the field animated the exhibit booths, workshops and activities at the convention. The attendees included Perfumer Maurice Maurin, Patricia de Nicolaï, President of Osmothèque de Versailles and Michael Edwards, Author of Fragrances of the World. In a panel discussion, Sandro Serenari, Founder of E.qo, an Italian non-governmental organization supporting “green” practices in various fields; Patrizia Canova and Elena Casolari from ACRA – Association for Rural Cooperation in Africa and Latin America and Journalist Antonio Cianciullo, from the Ital-ian newspaper Repubblica, spoke of the development of organic products in the niche category of artistic perfum-ery. Also in attendance were Francesca Faruolo, Presi-dent of Smell Produzioni and Joseph Garces President and CEO of Robert Piguet Parfums. “The Esxence show is a unique trade fair that the Italians call Artistic Perfumery because of the exhibitors that create a collaboration between the Italian distributors, owners and representa-tives of brands and over 80 Perfumers who displayed the latest and greatest,” said Mr. Garces. “This year, we dis-played our newest fragrances, Douglas Hannant de Robert Piguet and Calypso de Robert Piguet.”

The convention revealed several trends, including the increasing popularity in the use of oud, an essence extracted from agarwood from India and the Middle East. Oud can be found in Royal Oud by Creed, Byredo’s Oud Immortel and Accord Oud, Shams by Memo Paris, Bond No. 9’s New York Oud and SoOud, a new collection of perfumes that launched at Esxence.

Among the numerous fragrances presented, a number of scents were dedicated to the 150th anniversary of the Italian unification, like Panama Millésimé by Panama


One of the many conferences held at Esxence, The Scent of Excellence The Robert Piguet Parfums booth at the exhibition

The entrance of Esxence

BF_Italy June.indd 39 6/3/11 1:52 PM


Mr. de la Renta affirmed, “The Beauty Advisors have been tremendously loyal and supportive throughout my career, which is something I will never forget. Once they sell my fragrance, they become part of the Oscar de la Renta family.” BF

OSCAR DE LA RENTA LAUNCHES NEW SCENT(continued from page 17)

Mr. de la Renta and Mr. Bolen (r.) with Belk’s President Kathy Bufano and Oscar de la Renta LLC’s Eliza Bolen

Beauty Advisors enjoyed breakfast at Belk with Mr. de la Renta.The iconic OSCAR fragrance on display at Belk in Charlotte

New Esprit d’Oscar Eau de Parfum is showcased at Belk in Charlotte.

Oscar de la Renta LLC’s Alex Bolen table-hops to chat with the Beauty Advisors.

Mr. de la Renta chats with a Beauty Advisor at the Belk breakfast he hosted.

JUNE-OscardelaRenta.indd 40 6/3/11 1:10 PM


CEW Presents The Year’s Top Beauty Products

From the nearly 600 entries that were presented during the CEW Beauty Awards Product Demonstration on March 9 at the Metropolitan Pavilion in New York City, 139 finalists were chosen in 26 product categories that honored both mass and prestige divisions. Award winners were selected by members of CEW—4,000 beauty industry experts—which were then voted on by the CEW Board of Governors. A CEW Beauty Award ensures consumers that, based on the expertise of industry insiders, these products are the best available.

The winning products were promoted on national television with an appearance by Ms. Jacobson on NBC’s TODAY on May 24 and are slated for an upcoming segment on QVC for July 13. To view the 2011 winners, please visit cew.org.

(continued from page 18)

Arcade Marketing’s Rich Nightingale and Larry Berman (r.) with Ms. Eckert and Ms. Brooks

Givaudan’s Rose Eckert, Arcade Marketing’s Mary Weiser with Coty’s Rick Goldberg and Marsha Brooks

Miracle Skin Transformer’s Anthony Vesnaver, Sarah McNamara and Wendy Chang

Oscar de la Renta’s Jean Zimmerman with Ms. Geerlings

Dr. Nicholas Perricone with The Estée Lauder Companies’ Veronique Gabai-Pinsky and Paul Wilmot Communications’ Paul Wilmot

CHANEL’s Christine Dagousset and Joyce Green with Lucky’s Jean Godfrey-June

Ms. Pardo and Ms. Greene withClinique’s Agnes Landau and CeCe Coffin

Shiseido’s Linda Ten Eyck, Gisela Ballard and Nicole Cardillo (r.) with Makeup Artist Taylor Babaian

Firmenich’s Joy Atkinson and Jerry Vittoria with Beauty and Brains’ Rhona Stokols and Debra Holstein

Fresh’s Rose Pilato, Doreen Hodel and Jean Marc Plisson (r.) with Pamela Baxter of LVMH

Givaudan’s Geraldine Nicolai and Karen Flinn (r.) with Victoria’s Secret Beauty’s Mark Knitowski

Bare Escentuals’ Alison Reid and Serena Godin with Sephora’s Alison Slater and Paige Murray

Mr. Loftus with Jacqueline Singer and Fragrance Resources’ Cutler Whitman

M·A·C’s Daren D’Andrea, Nicole Masson, Jennifer Balbier and Nicholas Gavrelis

Arcade Marketing’s Diane Crecca with Ms. Flint and Mr. Policastro

Inter Parfums’ Sherry Mincey and Kellie Como with Robertet’s Joe Lattarulo

Frédéric Fekkai with P&G’s Gina Drosos

The Estée Lauder Companies’ Janet Pardo, Lynne Greene and Jane Lauder

Atlantic Coast Media Group’s Andrew Surwilo and Ms. Westby with Beauty Fashion’s George Ledes BF

*JUNE_CEW_BeautyAwards.indd 41 6/3/11 1:11 PM


BF: Are there any new launch plans for the upcoming year? AS: In the last nine months, there have been a few new products that were introduced in certain channels. The ultra-luxury D.N.A. skincare line has gained phenomenal feedback from our customers. We also have introduced the hair care line Keranique™ and skincare line Luminique™, which have been successful launches in radio and television.

What we’re most excited about this year is our upcoming launch in the fourth quarter with the Instant Effect™ line. Every product in the line will have an instant visual effect to it, but also the ingredients are efficacious enough that consumers will see long-term benefits as well. From a formulation perspective, we’ve been working on this line for a while, finding the right ingredients that are clinically proven for short-term results and marrying them with ingredients that are clinically proven to have the impact of long-term results. There will be 6-8 SKUs launched in retail. We believe this is going to be as big, or bigger than Hydroxatone®.

BF: What has been the process for each brand to launch? Have they all followed in a similar path with launching through the direct response model? AS: Our formula has been to build the direct response business, which could be a launch online, print, television or radio depending on the product; achieve the customer following and then bring the products to retail.

HOLLI WESTBY, Vice President of Retail Sales: Having the direct response channel is a great selling point to the retailers. Since we have the direct response success leading the brand introduction, we know the consumer is going to want our products in the traditional retail environment. We already know we are going to win. With the Instant Effect™ line, we plan on shortening the lead time between direct response and going into retail. We believe this story of clinically proven results for the short-term effect and the long-term benefits will have an incredible customer following in all our channels.

BF: What are some of the plans for the future development of ACMG?AS: We’re really planning for the expansion of Hydroxatone® in multiple doors. [Hydroxatone® debuted in retail in 2010 when it was introduced in all ULTA stores nationwide.] In 2012, we’ll be looking to expand internationally. We’ll be expanding Keranique™, Luminique™ and Instant Effect™ through direct response and prestige retailers. TS: We’re also discussing different acquisition opportunities, brands that are

early-stage or single-channel that we can bring to multi-channel and then expand into retail. We can put rocket fuel behind boutique brands and take them to the next level, and we are open to potentially partnering with some of the larger brands.

BF: What have been the strengths that have contributed to ACMG’s success? AS: In the beginning, we wore every hat. There is not any aspect of this business that we’re not familiar with—from customer service to packaging to formulations. Our team is really what has gotten us here today, from the people in the distribution center and the Product Specialists in customer service to our marketing and product development teams. TS: We try to create a culture where people can achieve their best. We want an environment where people feel appreciated and respected; where there is integrity in the environment and where there is a passion for greatness. It is for that reason that a year ago, when we had a high spike in sales from our television appearances, every employee in our warehouse distribution center volunteered to work 21 days straight so that we could meet our customers’ needs. BF



An employee training session at ACMG

ACMG’s Holli Westby



Beautiful Blaze

Odin New York’s four unisex fragrances, 01 Sunda, 02 Owari, 03 Century and 04 Petrana, are now available as candles, further expanding the Odin New York lifestyle for men and women. The latest scent in the collection, 04 Petrana, was created by Perfumer Jean-Claude Delville of drom Fragrances. The scent opens on a note of herbaceous coriander, spicy pink pepper and deep purple cassis that coalesces into a luminous floral middle note of black iris, violet leaf absolute and garden heliotrope. The fragrance dries down to a base of wild orris root, earthy vetiver and white musk.

The clean monochromatic lines that are synonymous with the packaging of Odin fragrances have been applied to the sleek translucent black glass that encases the candles’ slate-colored wax. Each 8 oz. candle is available for the price of $65.00. Candles can be purchased at Odin New York and Pas de Deux in New York City.

Temperature Rising L’Bel adds two new fragrances to its collection with the introduction of 1200°C and Illimitée.

1200°C, developed by Firmenich Perfumer Richard Herpin, combines notes of citrus, juniper berries, pine, brandy, cinna-

mon and amber. The formula creates an accord of ingredients to symbolize volcanic lava, mimicked by the shape of the bottle.

1200°C is available in a 3.4 oz. size for the price of $45.00.Illimitée is a floral-woody fragrance that contains notes of German iris,

orange blossom and chocolate. Created by Firmenich Perfumer Ilias Ermenidis, the 1.7 oz. Illimitée fragrance is available for the price of $42.00.

L’Bel is sold through direct sales from Independent L’Bel Beauty Advisors. For more information visit lbelusa.com or call 800-992-LBEL.

Clive Christian was commissioned to create a presentation of a matched pair of Clive Christian No. 1 Pure Perfumes, his and hers, for His Royal Highness Prince William and Catherine Middleton, in honor of their union. While only one set of this special presentation will be created for the royal couple, consumers can purchase the same No. 1 Pure Perfume at clive.com, Saks Fifth Avenue and Neiman Marcus stores. BF

The Lookout

Odin New York’s candles have a burn time of sixty hours.

The 1 oz. bottle of Clive Christian No. 1 Pure Perfume is available for the price

of $2,350.

1200°C is named after the temperature that lava reaches inside of a volcano.

Illimitée is an elegant romantic fragrance created to evoke feelings of desire coming true.


*JUNE-SummerScentsations.indd 43 6/3/11 1:21 PM


We have adopted programs to make education tools accessible such as education programs we’re putting on the iPad. For example, in Europe, we have educators going into stores where they are able to provide modern communication and transfer knowledge in a way that is easy to understand, interactive and engaging.

BF: Is Clinique well established at all global points? If not, how are you planning to initiate programs that will better promote Clinique in those areas where you still have some work to do?RQ: We are a global brand in different levels of development. There are mature markets in one extreme, emerging markets in another and, in between, there is a segment called developing markets. One of the models I use is the sigmoid curve, which is really the curve of life. There is a period of acceleration and then a period where it declines. Smart companies and brands are able to reinvent and redefine themselves by creating a new curve.

In the US, we have a mature market with well-established distribution channels. We have re-created this market by bringing growth and excitement to the business with a different consumer experience at point-of-sale. We have new communication methods and innovative technology, with products such as Even Better Clinical Dark Spot Corrector. It gives results that are equal to the leading prescription ingredient and at an accessible price.

We are using television with a compelling message to drive people into department stores who were not shopping in that channel. They are going to stores such as Macy’s, Sephora, Belk, Bloomingdale’s and Nordstrom because that’s where they can find Clinique products such as Even Better Clinical Dark Spot Corrector.

We help the consumer at engagement points to make sure we’re building awareness in the media she is accustomed to. We give her the right trial offers because Clinique has always been all about accessibility.

In countries where we are introducing the brand, we build awareness and make sure we are generating product trial and retrial. Where we have Consultants, we make sure to give the consumer the right consultation, the right advice and information.

In Brazil, which is not an emerging market but has some of the world’s most sophisticated consumers, we don’t have traditional distribution channels we play in. So, we opened our first flagship store a year ago in São Paulo with Clinique’s “Service As You Like It.” We opened the second store in Rio de Janeiro and are now building the brand by making sure people understand the clear equity of who we are. In May, we launched our online e-Commerce in Brazil. We are building awareness with an advertising campaign and strong digital programs. Our positioning as a prestige brand gives the Brazilian consumer that aspirational quality in a little different way.

In travel retail, the consumer doesn’t have even 20 minutes to spend at-counter. They have only a few minutes to make a decision, so we are making huge investments around the world to improve the navigation at the Clinique counter. The customer can find the right products she needs and in her own language.

BF: Do you believe social media will help support your marketing and sales programs to get the message to Clinique’s customers globally?RQ: Consumers talking about our brand in social media plays a huge role. We want to understand how our consumers are feeling about the brand, our new and existing products. For example, there is one site I came across where there are over 1,000 reviews for Even Better Clinical Dark Spot Corrector. Consumers believed it was important for them to give their opinion. Marketers invest millions of dollars everywhere to understand and learn from the consumer. With social media, we have access to that in real time. It also means that when interacting within social media, it’s important to customize the experience a consumer has with the brand to be specific to each medium. The way we speak to her on Twitter is different than on Facebook and YouTube. We want to speak to her in a manner that is relevant to the medium we are interacting in. We’ve brought this concept in-store with Clinique’s “Service As You Like It.” It is about putting the consumer in control. There is knowledge and service on demand. If the consumer has only a few minutes, she has express service. We will have the product ready for the consumer by the time she takes out her credit card. If we don’t have it immediately at-counter, such as at Clinique in Bloomingdale’s 59th Street,

RICARDO QUINTERO DEFINES NEW ROLE AT CLINIQUE(continued from page 24)

Clinique’s flagship store in São Paulo, Brazil



a Consultant with a headset tells a stock person to bring out a lipstick in a particular shade. By the time the Consultant is ringing up the sale, the stock person is bringing it to the counter. That is express service.

For the consumer who wants to learn on her own, the Clinique Consultant gives her an iPad where, in 90 seconds, she answers questions and gets a personalized diagnostic. She can either print out her results at-counter or email them to herself. She can take the printout and find these products on her own or get the help of a Consultant. The smart phone app is the next best thing.

We are also piloting the Clinique Smart Bar™ powered by Microsoft Surface® allowing customers to access product information, create a digital browsing basket and print out a receipt, which can be presented to a Clinique Consultant for quick check-out at the register. Consumers will also be able to access real reader-reviews and, if they wish to socialize their experience, they can share their virtual browsing basket directly to their Facebook wall for their friends to see.

We also have a browsing basket at the Clinique counter, which is a signaling mechanism that communicates “Pick one up. We promise you we won’t bother you unless you need our help.” It is knowledge and service on demand. It’s all about Clinique’s “Service As You Like It.” BF

MUGLER COLOGNE by Thierry MuglerSeductive Energy Set

For the price of $65.00, receive a 3.4 oz. Eau de Toilette Spray and 4.4 oz. Hair & Body Shampoo presented in a Thierry Mugler Signature Pouch travel bag.

CHROME by Azzaro Generations Gift Set

Displayed in a silver gift box, the collection includes a 1.7 oz. Eau de Toilette Spray, 2.6 oz. After Shave Balm and a 2.7 oz. Deodorant Stick. This gift set, a value of $104.00, is priced at $62.00.

Classics Gift Set

Delight that special man in your life with this set that features a 3.4 oz. Eau de Toilette Spray and 3.4 oz. After Shave Lotion. Pre-sented in a gift box, the set is priced at $75.00, a value of $115.00.

Confidence Gift SetReceive a 3.4 oz. Eau de

Toilette Spray, 2.6 oz. After Shave Balm and a 2.6 oz. All Over Shampoo housed inside of a gift box. This set is available exclusively at Macy’s for the price of $75.00, a value of $115.00.

CHROME SPORT by Azzaro Sport Challenger Gift Set

For the price of $73.00, an $89.00 value, included in this gift box is a 3.4 oz. Eau de Toilette Spray and 2.7 oz. Deodorant Stick.

JACK BLACKJB Eau de Parfum

Jack Black introduces JB Eau de Parfum, a uniquely masculine scent that is perfect for the all-around great dad. For the price of $70.00, the 3.4 oz. Eau de Parfum is available at Neiman Marcus, Nord-strom, Bloomingdale’s, Saks Fifth Avenue and at getjackblack.com. BF

(continued from page 27) F ther’s Day Gift Sets

Clinique Apple iPad® Skin Diagnostic Tool

Clinique Top Ten Wall and Browsing Basket



Complementing the educational agenda is the exhibit floor, showcasing a full spectrum of products and servic-es that include private label, contract manufacturing, prestige and mass market packaging components, deliv-ery systems, raw material and ingredient suppliers. There will also be a Finished Goods Pavilion as well as a VIP Lounge and the RSVP Pavilion, a private suite area for leading beauty and personal care suppliers to meet with top customers and prospects. New this year, the exhibi-tion will provide international buyers with the services of an International Business Center, set up by the U.S. Department of Commerce. HBA Global is part of their International Buyers Program and facilitates foreign dele-gation buying trips to industry events with high export potential.

Finding what’s hot and what’s next in the business of beauty and personal care will be made easier at HBA Global with the Trend Zone, featuring Makeup Artist Eve Pearl, the HBA New Products Innovation Showcase with the latest from exhibitors as well as the Innovating Trends Showcase by Mintel. The show floor will also feature net-working tables and a social community meet-up, where HBA Global’s online communities can meet face-to-face with their friends, fans and followers. Top beauty blog-gers will also be on hand for a special meet-and-greet.

HBA Global’s International Package Design Awards Showcase (IPDA) will again be a destination area for anyone looking to spark their next idea and inspire new creativity. Finalists and winners of this year’s most outstanding packaging design in cosmetics, fragrance, personal care, skincare, sustainability, sampling and tools of the trade will be platformed and celebrated.

For more information and to register for the exhibition and confe rence , v i s i t hbaexpo.com or ca l l 1-609-759-7617. BF

THE

BE

AU

TY

BIZ

Attendees browse the latest innovations.

(continued from page 30)Over 100 exhibitors attended Luxe Pack, New York 2011 held May 18 and 19 at New York City’s Metropolitan Pavilion. This year’s theme, “Daring Innovation And Bold Inspiration,” was expressed in the technology and creativity in the exhibitors’ presentations.

There were seminars held both days that covered trends in luxury packaging as well as the important issues, such as a panel led by Marc Rosen, President and CEO of Marc Rosen Associates, titled “The New Packaging Paradigm.”

The panel consisted of Frederic Jacques, Vice President Fine Fragrance at Mane USA, Linda G. Levy, Vice President Marketing Cosmetics & Fragrances at Macy’s, Karen Young, CEO of The Young Group and Nick Gavrelis, Vice President Global Product Development at M·A·C Cosmetics.

If a juice isn’t good, Mr. Jacques affirmed, no package can make it work. Ms. Levy agreed, but “the packaging you have in your boudoir and carry with you is really important as well.” She offered a different perspective on what attracts consumers and examples of products that make a compelling case for purchase.

Under the heading “Art and Sculpture,” Ms. Levy lists the presentations of John Varvatos, Ed Hardy, Juicy Couture and Marc Jacobs. A product that fits “Well Thought Out Details” would be Bleu de CHANEL with its magnetic cap.

For “Collections and Collectibles,” the series of DKNY Be Delicious, Harajuku Lovers and John Paul Gaultier’s Classique are excellent examples, she affirmed. “They bring excitement to the category each season.”

“Limited Editions” such as new summer fragrances give a way for customers to discover a scent. In the category of “Timeless Iconic Branding,” she lists CHANEL Nº 5. “Socially Responsible, Sustainability and Giving Back” are all part of the concept for the DKNY Pure fragrance, which conveys that message through its packaging.

The Marc Jacobs LOLA fragrance ring qualifies as an “Unexpected Delivery System.” Ms. Levy notes that “Value Sizing” is attractive to people who are hooked on a brand. “A consumer with a limited amount of time to shop will buy the super size.”

The attractive packaging for Clarisonic’s skincare products presented in different patterns and colors fit her “Personal Style Beauty” category. “Giftable Packaging” such as Philosophy’s presentations “are so attractive,” Ms. Levy shared, “and the line does extremely well.” BF

Marc Rosen of Marc Rosen Associates, Linda Levy of Macy’s, Nick Gavrelis of M·A·C Cosmetics, Karen Young of The Young Group and Mane USA’s Frederic Jacques

Luxe Pack, New York’s “Daring Innovation And

Bold Inspiration”

HBA preview.indd 46 6/3/11 1:48 PM


MEMO FROM ITALY

1924 and 150 Parfum by Profumi del Forte, which was offered to President of the Republic, Giorgio Napolitano, during his visit to the Museum of the Risorgimento in Turin.

With the recent nuptials of Prince William and Catherine Middleton, several wedding-inspired scents were presented at the exhibit. Floris London has created a new eau de parfum, Wedding Bouquet, while Grossmith London reproduced Betrothal, the fragrance originally created in 1893 to celebrate Princess May of Teck’s engagement.

There were many unique fragrances on display at the exhibit including Xerjoff’s new scents XJ 1861 and the Shooting Stars collection, which was inspired by the meteor shower in Siberia on February 12, 1947. Eau d’Italie attended the show, along with Frapin, showcasing its limited-edition 1697 Absolu Parfum. Agonist, from Sweden, displayed its artful blown glass vials that are made in accordance with a 1742 tradition and created by Kosta Boda, the oldest and most prestigious glass-works company in the country in collaboration with Designer Åsa Jungnelius. The fragrance M. Micaleff, which is deposited into each crystal ampoule by Martine Micaleff herself, uses only natural essential oils, while Testa Maura, from Corsica, presented its completely organic fragrances. Officina-Profu mo Farmaceutica di Santa Maria Novella hosted an exhibit focusing on iris.

Other fragrances that grabbed visitors’ attention includ-ed Regal by Boadicea The Victorious, a unisex fragrance contained in a beautiful pewter Arabian-inspired flacon; Blood Concept’s introduction of four fragrances that correspond with the different blood types and finally, Prudence Paris presented a complete line of scents dedicated to cats and dogs! BF

BF

Diptyque’s Steve Cecena and Kerin Heckman Reyes welcome visitors to the Bleecker Street boutique.

Fresh’s Lauren Pepiciello and Jared Manning

Bond No. 9’s Phoebe Halkowich at the Bleecker Street boutique

21 Drops Aromatherapy’s Amy Ilyse Rosenthal and Cary Caster

Poncet’s Sabine Poncet holds a silk scarf hand-painted with the Batik technique. The print suggests the Monet gardens at Giverny, which also inspired Ms. Poncet’s scent Eau Eternelle.

Ms. Dubin introduces Christophe Jouany of the Jouany Collection.

Fragrance Fans’ 2-Day Manhattan Odyssey

The downtown Manhattan itinerary for Sunday includ-ed Bond No. 9, Le Labo, MiN NY and the Bleecker Street stores—Enfleurage, Fresh, NARS Boutique and Diptyque. Luncheon at SoHo’s Barolo featured several fragrance experts and Perfumers including Sarah Horowitz-Thran for Sarah Horowitz Parfums, Cary Caster and Amy Ilyse Rosenthal for 21 Drops Aromatherapy, Sabine Poncet for Eau Eternelle and François Damide of Crafting Beauty, Inc. with Christophe Jouany of the Jouany Collection.

(continued from page 39)(continued from page 37)

A crowd of attendees formed around Robert Piguet Parfums’ booth where Joseph Garces discussed the history behind the brand.

BF_Italy June.indd 47 6/3/11 1:52 PM

CLASSIFICATION CODES: (a) Soap/Bath Substance (b) After Bath (c) Pre-Shave & Shaving (d) Post Shave (e) Facial Skincare (f) Bodycare (g) Color (h) Haircare (i) Set or Kit (j) OtherTHE SUGGESTED RETAIL PRICES APPEARING HEREIN ARE THOSE OF BEAUTY FASHION BASED ON HISTORICAL RECORD.

125JUNE 2011 / / BEAUTY FASHION48

A*Men(Thierry Mugler Parfums)

(a) Hair & Body Shampoo 7 fl. oz. $32.00

(b) Deodorant Stick 2.7 oz. $25.00

(d) Tonic After Shave 3.4 fl. oz. $55.00▫

Acqua di Gio for Men(Giorgio Armani Parfums)

(b) Stick Deodorant 2.6 oz. $20.00

(d) After Shave Balm 3.4 oz. $49.50After Shave Lotion 3.4 oz. $49.50

(h) Hair & Body Shampoo 6.7 oz. $30.00▫

Acqua di Parma Colonia(Guerlain, Inc.)

(a) Powder Soap 4.2 oz. $36.00Shower Gel 6.7 oz. $46.00

(b) Body Oil 6 oz. $94.00Natural Spray Deodorant w/o Alcohol

5 oz. $39.00Stick Deodorant 2.5 oz. $34.00Talcum Powder - Shaker 3.4 oz. $47.00

(d) After Shave Balm 2.5 oz. $73.00

(f) Body Cream 5 oz. $69.00Body Lotion 6.7 oz. $69.00

▫Acqua di Parma

Colonia Assoluta(Guerlain, Inc.)

(a) Shower Gel 6.7 oz. $46.00

(b) Deodorant Spray 5 oz. $39.00Deodorant Stick 75 ml. $34.00

(d) After Shave Balm 6.7 oz. $73.00▫

Acqua di Parma Colonia Collezione Barbiere

(Guerlain, Inc.)

(a) Exfoliating Cleanser 6.7 oz. $49.00

(c) Shaving Cream 125 ml. $62.00Shaving Cream Tube 75 ml. $43.00Shaving Gel 5 oz. $43.00


(j) Razor and Shaving Brush and Stand$645.00

Shaving Brush $349.00

Shaving Razor $310.00▫

Acqua di Parma Colonia Intensa

(Guerlain, Inc.)

(a) Hair and Shower Gel 3.4 oz. $46.00

(b) Deodorant Spray 5 oz. $39.00Deodorant Stick 75 ml. $34.00


▫Allure Homme

(Chanel, Inc.)


(d) After Shave Moisturizer 3.4 oz. $49.50After Shave Pour 3.4 oz. $49.50

▫Allure Homme

Edition Blanche(Chanel, Inc.)

(d) After Shave 3.4 oz. $50.00▫

Allure Homme Sport(Chanel, Inc.)


(d) After Shave Lotion 3.4 oz. $49.50▫

Antaeus(Chanel, Inc.)

(a) Bath & Shower Gel 6.8 oz. $32.00


(d) After Shave Moisturizer 2.5 oz. $44.50▫

Anthony Logistics for Men

(Anthony for Men, L.L.C.)

(a) Exfoliating Mud Scrub Bar 5.5. oz. $14.50Glycerin Cleansing Bar - Citrus Blend

5.5. oz. $10.50

(b) Deodorant (alcohol, fragrance, aluminumfree) 2.5 oz. $15.00

(c) Electric Pre-Shave Solution4 fl. oz. $14.00

Pre Shave Oil 2 fl. oz. $22.00Shave Cream 6 oz. $16.50Shave Gel 8 oz. $16.50

(d) Aftershave Balm 2.5 oz. $20.00Ingrown Hair Treatment 2.5 oz. $28.50

(e) Algae Facial Cleanser 8 oz. $36.00All-Purpose Facial Moisture

2.5 oz. $27.00Astringent 8 fl. oz. $19.00Astringent Toner Pads (60 pads) $21.00Deep-Pore Cleansing Clay 4 oz. $23.00Eye Cream .75 oz. $28.00Facial Moisturizer SPF 15 2.5 oz. $32.00Facial Scrub 8 oz. $36.00Glycolic Facial Cleanser 8 fl. oz. $21.00Lip Balm Citrus .33 oz. $8.00Oil Free Facial Lotion 2.5 oz. $27.00M Oil Free Facial Lotion SPF 15

2.5 oz. $32.00Toner - Alcohol Free 8 fl. oz. $19.00

(f) After Sun Soothing Cream 6 oz. $20.00Blue Chamomile Hair & Body Gel

32 oz. $35.00Body Cleansing Gel (Citrus,

Eucalyptus/Mint) 8 fl. oz. $18.00Foaming Hair & Body Wash $12.00Glycerin Hand & Body Lotion

12 oz. $24.00Glycerin Hand & Body Lotion - Travel

Size 2.5 oz. $10.00Sea Salt Body Scrub 12 oz. $26.00Self Tanner w/Anti Aging 2.5 oz. $30.00Sun Spray SPF 15 6 fl. oz. $23.00Sun Stick SPF 15 .6 oz. $16.00

(h) Every Day Shampoo 12 oz. $16.00Hair Gel - Alcohol Free 4 oz. $15.00

(i) Anti-Aging Starter Kit $50.00Face Kit . $35.00Grab & Go $35.00Here Comes the Groomed $55.00Mach 3 Set (razor, shave brush and

stand) $375.00Shave Kit . $32.00Sun Kit $50.00The Perfect Shave $55.00The Tool Kit $20.00The Whisker Lifter Shave Brush &

Stand $80.00▫

Aramis(Aramis, Inc.)

(a) Bath Soap (box of 3) 12.75+ $27.00

(b) 24 Hour Antiperspirant Spray

2.75 oz. $18.0024 Hour Antiperspirant Stick

2.6 oz. $18.0024 Hour Deodorant Stick 2.6 oz. $17.00

(c) Shaveplexx Advanced Shave Foam6.7 oz. $12.00

Shaving Soap Refill x 2 3 oz. $14.00

(d) Advanced Moisturizing After Shave4.1 oz. $42.00

After Shave 4.1 oz. $40.00 8.1 oz. $58.00After Shave (plastic) 6.7 oz. $45.00

(f) Body Shampoo on a Rope 5.75 oz. $14.00Bracing Body Splash 6 oz. $14.00Invigorating Body Shampoo 6 oz. $18.00Muscle Soothing Soak 1 lb. $30.00

(h) Maltplexx Protein Enriched Styling Gel3.4 oz. $14.00

Protein Enriched Hair Thickener3.4 oz. $14.00

Protein Enriched Two-in-One Shampoo &Conditioner 6 oz. $14.00

▫Armani Attitude(Giorgio Armani Parfums)



▫Armani Code for Men

(Giorgio Armani Parfums)



▫Azzaro Pour Homme

(Loris Azzaro, Parfums)

(b) Deodorant Stick 2.2 oz. $19.00▫

BLV Pour Homme(Bvlgari)

(d) Aftershave Emulsion 3.4 oz. $45.00Aftershave Lotion 3.4 oz. $49.00

(f) Shampoo & Shower Gel 5.1 oz. $32.00▫

Bijan Classic for Men(Five Star Fragrance Company)

(b) Deodorant Stick 70 gr. $15.00▫

MEN'S GROOMING DIRECTORY - 2011

The prices in this directory were provided by the man-ufacturers/ distributors at the time of compilation, andthereby represent the best efforts of BEAUTY FASHIONto supply the prices prevailing in the U.S. marketplace.However, because prices change continuously, pleasecontact the distributor for the most current price. U.S.distributor listings for each of the product lines may befound at the end of this directory.

The suggested retail prices appearing herein are those ofBEAUTY FASHION based on historical record.

These products are listed under their Brand Names and clas-sified in BEAUTY FASHION’s copyrighted and exclusive system.

Note that for newly introduced brands to be listed in thisdirectory, the necessary information must be made availableto us at least 30 days prior to publication.

CLASSIFICATION CODES: (a) Soap/Bath Substance (c) Pre-Shave & Shaving (e) Facial Skincare (g) Color (i) Set or Kit(b) After Bath (d) Post Shave (f) Bodycare (h) Haircare (j) Other

Please note that men’s fragrances (cologne, EDT, EDP, etc.) will be listed in July’s Fragrance Directory.

1. DIR GROOMING 11-revised.DOC 6/3/11 11:17 AM Page 48



2011 MEN’S GROOMING DIRECTORY

Biotherm Homme(L’Oreal USA)

(a) High Recharge Shower Gel6.76 fl. oz. $23.00

(c) Sensitive Skin Shaving Foam7.1 fl. oz. $17.00

Shave Gel 5.29 fl. oz. $16.00

(d) Razor Burn Eliminator 3.4 fl. oz. $26.00Ultra Confort Soothing Moisturizing Balm

& After Shave 2.5 oz. $30.00

(e) Age Fitness Daily Anti-Aging FacialMoisturizer 1.7 fl. oz. $33.00

Age Fitness Night Recharge Anti-AgingFortifying Night Care for Men1.69 fl. oz. $37.00

Age Fitness Visibly Rejuvenating Eye Care.5 fl. oz. $28.00

Age Refirm Eye Force .5 fl. oz. $30.00Aquapower Absolute Transparent

Moisturizing Gel 3.38 fl. oz. $33.00Aquapower Cleanser Oligo Thermal Fresh

Cleanser 4.41 fl. oz. $21.00Aquapower Lotion - Ultra Moisturizing &

Soothing 6.76 fl. oz. $30.00Aquapower Moisturizer for Dry Skin

2.5 fl. oz. $28.00Aquapower Moisturizer for

Normal/Combo Skin2.5 fl. oz. $28.00

Aquapower Ultra Moisturizing Oligo-Thermal Care for Dry Skin2.5 fl. oz. $28.00

Cleansing Gel for Normal/Combo Skin5.1 fl. oz. $19.00

Facial Exfoliator 5.1 fl. oz. $19.00Force Supreme Gel Total Anti-Aging Gel

1.7 fl. oz. $47.00Force Supreme Neutralizer

1.35 fl. oz. $47.00Force Supreme Re-Builder

1.69 fl. oz. $50.00High Recharge Energy Cleanser

3.53 fl. oz. $21.00High Recharge Energy Splash

6.76 fl. oz. $30.00High Recharge Eye Anti-Fatigue Cold Eye

Serum - Anti-Dark Circles.3 fl. oz. $31.00

High Recharge Moisturizer1.7 fl. oz. $34.00

Hydra-Deto2x Homme DetoxifyingCleanser 5.1 fl. oz. $21.00

Hydra-Deto2x Homme Detoxifying EyeGel .5 fl. oz. $28.00

T-Pur Active Anti-Shine Moisturizer1.7 fl. oz. $28.00

T-Pur Intense Anti-Shine Facial Cleanser5.1 fl. oz. $21.00

(f) Aquafitness Shower Gel for Body & Hair6.7 fl. oz. $21.00

▫Black - Kenneth Cole

(Coty Prestige)

(h) Hair & Body Wash 6.7 oz. $22.50▫

Black Suede(Avon Products, Inc.)

(a) Hair & Body Wash 5 oz. $6.50

(b) Roll-On Antiperspirant Deodorant1.7 oz. $.99

(d) After Shave 3.4 oz. $15.50After Shave Conditioner 3.4 oz. $5.00

▫

Bleu de Chanel(Chanel, Inc.)


Borghese(Borghese)

(a) Bagno Di Vita Gentle Foaming Gel ForBath & Shower 16.9 oz. $32.50

Sali Esfoliante Salt Scrub 16 oz. $38.00

(b) Crema Saponetta Cleansing Creme6.7 oz. $32.50

(c) Cura Di Vita Protettivo ProtectiveMoisturizer SPF 15 1.7 oz. $44.00

CuraForte Moisture Intensifier1.7 oz. $66.50

Equilibrio Equalizing Restorative1.7 oz. $44.00

(e) Esfoliante Delicato Gentle Cleanser &Exfoliant 3.5 oz. $26.00

(f) Fango Active Mud for Face & Body7 oz. $33.50 17.6 oz. $64.00

Piedi Vitale Therapeutic Foot Creme3.5 oz. $20.50

Ristorativo di Vita Conditioning Treatmentfor Hair & Scalp 8.4 oz. $17.50

Shampoo Purificante CleansingTreatment for Hair & Scalp8.4 oz. $17.50

Splendide Mani Smoothing Hand CremeSPF 8 7 oz. $30.50

Tono Body Lotion 8.4 oz. $36.50

(g) Cura-C Vitamin C Eye Treatment.5 oz. $45.00

Fluido Protettivo Advanced Spa Lift forEyes 1 oz. $46.50

▫Boss Bottled

(P&G Prestige Products Inc.)

(b) Deodorant Stick 75 gr. $23.00

(d) After Shave 3.4 fl. oz. $48.00▫

Bvlgari AQVA(Bvlgari)


(d) After Shave Emulsion Splash3.4 oz. $52.00

(f) Shampoo and Shower Gel 6.8 oz. $35.00▫

Bvlgari AQVA Pour Homme Marine

(Bvlgari)

(d) Aftershave Emulsion 3.4 oz. $50.00

(f) Shampoo and Shower Gel 6.8 oz. $35.00▫

Bvlgari Man(Bvlgari)

(d) After Shave Balm 3.4 oz. $44.00Shampoo & Shower Gel 6.7 oz. $35.00

▫Bvlgari Pour Homme

(Bvlgari)

(b) Alcohol-free Deodorant Stick2.7 oz. $26.00

(d) After Shave Emulsion 3.4 oz. $47.00


Bvlgari Pour Homme Soir

(Bvlgari)

(d) After Shave Emulsion 3.4 oz. $47.00


Chrome(Loris Azzaro, Parfums)

(a) All Over Shampoo 6.8 fl. oz. $25.00


(d) After Shave Balm (pump)3.4 fl. oz. $45.00

After Shave Lotion 3.4 fl. oz. $45.00▫

Chrome Sport(Loris Azzaro, Parfums)

(a) Icy Shower Gel 6.8 fl. oz. $25.00


ck be(Coty Prestige)

(b) Deodorant 2.6 oz. $14.00

(e) Skin Moisturizer 8.5 fl. oz. $22.00▫

ck free(Coty Prestige)


(d) Aftershave Balm 5 oz. $42.00▫

ck in2u for him(Coty Prestige)



ck one(Coty Prestige)


(e) Skin Moisturizer 8.5 fl. oz. $22.00▫

ck one shock for him(Coty Prestige)

(b) Body Spray 6.7 oz. $15.00Deodorant 2.6 oz. $14.00

▫ClarinsMen

(Groupe Clarins USA Inc.)

(b) Antiperspirant Deo Stick 2.6 fl. oz. $14.50

(c) Shave Ease shaving gel 1.06 fl. oz. $25.00Skin Difference 1.06 fl. oz. $38.00Smooth Shave foaming gel

5.25 oz. $17.50

(d) After Shave Energizer 2.5 oz. $25.00After Shave Soother 2.5 oz. $25.00

(e) Active Face Scrub 2.6 fl. oz. $19.50Active Face Wash 4.4 fl. oz. $18.50Anti-Fatigue Eye Serum .7 oz. $29.50Fatigue Fighter 1.7 fl. oz. $33.00Line Control Balm 1.7 oz. $52.00Line Control Cream 1.7 oz. $52.00Line Control Eye Balm .68 oz. $35.00Revitalizing Gel 1.7 oz. $37.00Shine Free Gel 1.7 fl. oz. $29.50Super Moisture Balm 1.7 fl. oz. $25.00Super Moisture Gel 1.7 fl. oz. $25.00UV Protection SPF 40 1 fl. oz. $42.00

(f) Active Hand Care 2.6 fl. oz. $17.00Total Shampoo for hair & body

7 fl. oz. $20.00▫

Cologne Thierry Mugler(Thierry Mugler Parfums)

(a) Hair and Body Shower Gel8.8 fl. oz. $30.00


Connected - Kenneth Cole Reaction

(Coty Prestige)


(d) After Shave Balm 5 oz. $42.00▫

Cravache by Robert Piguet

(Fashion Fragrances & Cosmetics Ltd.)

(c) Wash & Shave 8.5 oz. $38.00


DKNY Men(Donna Karan Cosmetics Company)

(a) Body Wash 5 oz. $24.00

(d) After Shave Gel 5 oz. $44.00▫

Davidoff Cool Water(Coty Prestige)

(b) Deodorant Stick without Alcohol2.5 oz. $17.50


declaration(Parfums Cartier)

(a) Bath & Shower Gel 6.75 fl. oz. $40.00

(b) Alcohol Free Deodorant Stick2.5 oz. $30.00

(d) After Shave Lotion Splash3.3 fl. oz. $70.00

(e) Revitalizing Facial Skincare1.6 fl. oz. $45.00

▫Dior Homme

(Christian Dior Perfumes, Inc.)

(b) Deodorant Stick 75 ml. $19.00

(d) After Shave Gel 2.5 oz. $41.00

(e) Moisturizing Emulsion 1.7 oz. $50.00▫

Dior Homme Sport(Christian Dior Perfumes, Inc.)


(d) After Shave Lotion Pour 3.4 oz. $48.00▫

Dirty English - Juicy Couture for Men`

(EA Fragrances Co.)

(a) Up With a Twist Shower Gel6.7 oz. $30.00

(b) De-Funk Deodorant 2.6 oz. $20.00

(d) English Cream After Shave Soother4.2 oz. $42.00

Skin & Tonic After Shave Tonic3.4 oz. $50.00

▫



Dolce & Gabbana Light Blue Pour Homme(P&G Prestige Products Inc.)

(a) Shower Gel 6.7 fl. oz. $33.00

(b) Stick Deodorant 2.4 fl. oz. $26.00

(d) After Shave 4.2 fl. oz. $49.00After Shave Balm 2.5 fl. oz. $39.00

▫Dolce & Gabbana

Pour Homme(P&G Prestige Products Inc.)


(b) Stick Deodorant 2.5 fl. oz. $26.00

(d) After Shave Balm 3.4 fl. oz. $39.00After Shave Lotion 4.2 fl. oz. $49.00

(f) Refreshing Body Gel 6.7 oz. $36.00▫

Dolce & GabbanaThe One Gentlemen





▫Dolce & Gabbana The One for Men(P&G Prestige Products Inc.)

(a) Shower Gel 200 ml. $33.00


(d) After Shave Balm 75 ml. $39.00After Shave Lotion 100 ml. $49.00

▫Eau d’Orange Verte

(Hermes Paris)

(a) Soap w/Box 5.3 oz. $30.00


(e) Moisturizing Face Emulsion2.5 oz. $65.00

(f) All-Over Shampoo 6.7 oz. $40.00Body Lotion 6.7 oz. $55.00

▫Eau de Cartier

(Parfums Cartier)


(b) Deodorant Stick 2.5 oz. $30.00Hydrating Body Lotion 6.6 oz. $45.00

▫Eau Sauvage

(Christian Dior Perfumes, Inc.)

(d) After Shavie 3.4 oz. $48.00▫

Ecko by Marc Ecko(Parlux Fragrances, Inc.)


▫Ed Hardy Born Wild

(New Wave Fragrances)



Ed Hardy Eau de Toilette(New Wave Fragrances)



Emporio Armani Diamonds for Men

(Giorgio Armani Parfums)




Escape for Men(Coty Prestige)

(b) Deodorant (alcohol free) 2.6 oz. $16.00▫

Eternity for Men(Coty Prestige)

(b) Deodorant - Alcohol free 2.6 oz. $16.00

(d) After Shave 3.4 fl. oz. $45.00After Shave Balm - Alcohol free

5 fl. oz. $45.00

(h) Hair and Body Wash 6.7 fl. oz. $22.00▫

Euphoria Men(Coty Prestige)


(d) After Shave 3.4 oz. $48.00After Shave Balm 6.7 oz. $48.00

▫Exquisite Bijan

(Five Star Fragrance Company)


(d) After Shave 3.3 fl. oz. $47.00▫

Fahrenheit(Christian Dior Perfumes, Inc.)


(d) After Shave Splash 3.4 oz. $48.00Face System After Shave Balm

2.3 oz. $41.00

(f) Shower Gel 6.8 oz. $32.00▫

Fahrenheit 32(Christian Dior Perfumes, Inc.)



Fuel for Life Men(Diesel Fragrances)



Gant Liquid(EA Fragrances Co.)

(a) Shower Gel 5 oz. $20.00


Givenchy Pour Homme Blue Label

(Parfums Givenchy, Inc.)

(d) After Shave Splash 3.3 oz. $46.00

(f) All-Over Shampoo 6.7 oz. $24.00▫

GivenchyMan(Parfums Givenchy, Inc.)

(c) Pro-Energizing Shaving Cream4.4 oz. $22.00

(e) Intensive Age-Fighting Force

1.7 oz. $63.00Intensive Anti-Fatigue Eye Lift

.3 oz. $41.00Powerful Renovating Skin Peel

4.4 oz. $26.00Pro-Energizing Massive Moisturizer

1.7 oz. $38.00▫

Grey Flannelby Geoffrey Beene

(EA Fragrances Co.)

(d) After Shave Lotion 4 fl. oz. $32.50▫

Gucci Guilty Pour Homme


(a) All Over Shampoo 5 fl. oz. $33.00


(d) After Shave Balm 2.5 fl. oz. $40.00After Shave Lotion 3 fl. oz. $59.00

▫Gucci Pour Homme II



(d) After Shave Lotion 3.3 fl. oz. $54.00

(f) All Over Shampoo 6.7 fl. oz. $33.00▫

Gucci by Gucci Pour Homme





▫Gucci by Gucci

Pour Homme Sport(P&G Prestige Products Inc.)




▫Guerlain Homme

(Guerlain, Inc.)


(d) After Shave Gel 3.4 oz. $50.00

(f) Hair & Body Wash 6.8 oz. $40.00▫

H2(EA Fragrances Co.)

(d) Aftershave Splash 4.2 fl. oz. $42.00▫

Hearts & Daggers(New Wave Fragrances)

(b) Alcohol Free Deodorant 2.75 oz. $15.00▫

Herrera Aqua(Carolina Herrera/Puig of Barcelona)



▫Hugo Man





▫I am King by Sean John

(MAC Cosmetics)



Ironman(Avon Products, Inc.)

(b) Roll-on Deodorant 1.7 oz. $.99

(d) After Shave Conditioner 3.4 oz. $5.00▫

John Varvatos, The Fragrance

(John Varvatos)


(d) AfterShave Gel 4.2 oz. $49.00

(h) Hair and Body Wash 6.7 oz. $30.00▫

Joop! Homme(Coty Prestige)

(b) Deodorant Stick without Alcohol2.5 oz. $15.00


▫Jovan Black Musk

for Men(Coty US LLC)

(d) After Shave/Cologne 4 oz. $17.75▫

Jovan Musk for Men(Coty US LLC)

(b) Stick Deodorant 3 oz. $4.15

(d) After Shave/Cologne 4 oz. $17.758 oz. $27.20

▫Jovan Sex Appeal

(Coty US LLC)

(d) Aftershave/Cologne 4 oz. $15.65▫

Kenneth Cole Reaction(Coty Prestige)


(d) After Shave 3.4 oz. $48.00


Kiton(Aramis, Inc.)




Kiton Black(Aramis, Inc.)

(a) Shower Gel 6.7 oz. $22.00▫

L’Eau d’Issey Pour Homme(Parfums Issey Miyake)








2011 MEN’S GROOMING DIRECTORY(e) Revitalizing Moisturizer 2.5 oz. $37.00

Total Face Care 1.7 oz. $48.00▫

L’Eau d’Issey Pour Homme Intense

(Parfums Issey Miyake)




L’Homme Yves Saint Laurent

(Yves Saint Laurent Parfums)




▫L’Instant Pour Homme

(Guerlain, Inc.)




Lab Series Skincarefor Men(Aramis, Inc.)

(b) Antiperspirant Deodorant Stick2.6 oz. $14.00

(c) Electric Shave Solution 3.4 oz. $15.00Maximum Comfort Shave Cream - jar

8 oz. $24.00Maximum Comfort Shave Cream - tube

3.4 oz. $15.00Smooth Shave Oil 1 oz. $18.00

(d) 3-in-1 Post Shave 1.7 oz. $26.00Moisturizing After Shave Soothing Spray

6.7 oz. $30.00Razor Burn Relief Ultra 3.4 oz. $28.00

(e) Age Rescue Eye Therapy .5 oz. $30.00Age Rescue Face Lotion 1.7 oz. $38.00BB Tinted Moisturizer SPF 35 PA+++

$38.50Daily Moisture Defense Lotion SPF 15

3.4 oz. $38.00Instant Moisture Eye Gel .25 oz. $27.00Instant Moisture Gel 1.7 oz. $28.00Invigorating Face Scrub 3.4 oz. $20.00MAX LS Age-Less Face Cream

1.7 oz. $65.00MAX LS Instant Eye Lift .5 oz. $42.00MAX LS Light Moisture Lotion $50.00MAX LS Overnight Renewal Serum

1 oz. $55.00Multi-Action Face Wash 3.4 oz. $18.00Night Recovery Lotion 1.7 oz. $35.00Oil Control Daily Hydrator 1.7 oz. $28.00Oil Control Face Wash 4.2 oz. $21.00Oil Control Solution 3.4 oz. $13.00Oil Control Towlettes (30) $15.00Power Brightening Eye Balm +DR4

.51 oz. $28.00Power Brightening Serum +DR4

1.7 oz. $52.50Power Protector SPF 50 3.4 oz. $40.00Power Wash 8.5 oz. $20.00Skin Revitalizer Lotion 1.7 oz. $33.00

(f) Ab Rescue Body Sculpting Gel6.7 oz. $30.00

Active Body Wash 6.7 oz. $18.00

Active Hand Cream 2.5 oz. $15.00

(h) Nutriplexx Hair & Scalp Protector SPF 83.4 oz. $15.00

Root Power Restorative Shampoo8.5 oz. $24.00

Root Power Restorative Styling Was1.7 oz. $18.00

▫Lacoste Essential(P&G Prestige Products Inc.)

(a) Shower Gel 5 oz. $27.00


(d) After Shave Balm 2.5 oz. $37.00After Shave Lotion Spray 2.5 oz. $40.00

▫Lacoste Essential Sport



Lagerfeld(Coty Prestige)


(d) After Shave Splash 4.2 fl. oz. $34.00▫

Le Male(Jean Paul Gaultier Parfums)

(a) Gentle All Over Shower Gel 6.7 oz. $30.00


(d) After Shave Lotion 4.2 oz. $52.00Soothing Soothing After Shave Balm

3.3 oz. $46.00▫

Love & Luck Eau de Toilette(New Wave Fragrances)



Marc Jacobs Men(Coty Prestige)

(d) After Shave Splash 4.2 oz. $58.00


Men’s Expert(L’Oreal Paris)

(d) Comfort Max Anti-Irritation After ShaveBalm w/SPF 15 3.3 fl. oz. $7.99

(e) Hydra-Energetic Eye Roller.34 fl. oz. $10.99

Hydra-Energetic SPF 15 Anti-Street &Fatigue All-In-One Moisturizer1.6 fl. oz. $14.29

Hydra-Energetic Turbo Cleanser5 oz. $6.99

Hydra-Energetic Turbo Recharger1.6 fl. oz. $10.49

Hydra-Power Invigorating Moisturizer1.7 fl. oz. $16.99

Vita Lift SPF 15 1.6 fl. oz. $11.88Vita-Lift Anti-Wrinkle & Firming

Moisturizer 1.6 fl. oz. $10.49▫

Mesmerize for Him(Avon Products, Inc.)


Michael Jordan Cologne for Men


(b) Deodorant Stick 70 gr. $10.00▫

Musk Maine(Avon Products, Inc.)



Mustang(EA Fragrances Co.)

(d) Aftershave 3.4 fl. oz. $25.00▫

Obsession For Men(Coty Prestige)

(b) Deodorant (alcohol free) 2.6 oz. $16.00

(d) After Shave 4 fl. oz. $45.00After Shave Balm (Alcohol free)

5 fl. oz. $45.00

(h) Hair and Body Shampoo 6.7 fl. oz. $22.00▫

Origins for Men(Origins Natural Resources Inc.)

(a) Skin Diver Active Charcoal Body Scrub5 fl. oz. $20.00

Skin Diver Active Charcoal Body Soap7 oz. $12.50

Skin Diver Active Charcoal Body Wash6.7 fl. oz. $19.00

(c) Blade Runner Energizing Shave Cream5 fl. oz. $15.00

Easy Slider pre-shave oil1.7 fl. oz. $20.00

(d) Fire Fighter after shave lotion1.7 fl. oz. $16.50

(e) Lip Remedy Soothing Lip Saver.17 oz. $12.00

Plantscription Anti-Aging Serum.17 oz. $12.00

Save the Males Multi-Benefit Moisturizer2.5 fl. oz. $34.00

▫Paco Rabanne Pour Homme

(Paco Rabanne Parfums, Inc.)

(b) Deodorant Spray 5.1 oz. $28.00Stick Deodorant 2.2 oz. $18.00


▫Pasha de Cartier

(Parfums Cartier)


(d) After Shave Lotion Splash3.3 fl. oz. $60.00

▫Patrick Dempsey 2

(Avon Products, Inc.)

(e) Dual Action Face Wash 5 oz. $9.50SPF 15 Moisturizer 1.7 oz. $15.00

▫Patrick Dempsey

Unscripted(Avon Products, Inc.)

(a) Body Wash 6.7 oz. $9.00


Paul Sebastian(EA Fragrances Co.)

(b) Fine Deodorant 2.5 oz. $15.00

(d) After Shave Balm 4 fl. oz. $32.00After Shave Tonic 4 fl. oz. $42.00

▫Perceive for Men

(Avon Products, Inc.)

(d) Roll-On Anti-Perspirant Deodorant1.7 oz. $.99

▫Perry Ellis for Men

(Falic Fashion Group)

(a) All Over Body Shampoo 6.7 fl. oz. $22.00

(b) Deodorant $16.00

(d) After Shave $45.00▫

π(Parfums Givenchy, Inc.)

(d) After Shave Care 3.3 oz. $45.00After Shave Splash 3.3 oz. $46.00

(f) All-Over Shampoo 6.7 oz. $24.00▫

π Neo(Parfums Givenchy, Inc.)

(d) After Shave Lotion 3.3 oz. $46.00

(f) Deodorant Roll On 2.5 oz. $19.00▫

Pierre Cardin(Five Star Fragrance Company)

(d) After Shave Lotion 2 oz. $20.00Deodorant Stick 70 gr. $8.50

▫Platinum Egoiste

(Chanel, Inc.)



Play(Parfums Givenchy, Inc.)

(d) After Shave Splash 3.3 oz. $46.00▫

Polo by Ralph Lauren(Ralph Lauren)

(d) After Shave 4 oz. $45.00▫

Polo Black(Ralph Lauren)


(d) After Shave Gel 4.2 oz. $49.50After Shave Splash 4.2 oz. $49.50


Polo Double Black(Ralph Lauren)


Polo Ralph Lauren Blue(Ralph Lauren)



(d) After Shave 4.2 oz. $49.50After Shave Gel 4.2 oz. $49.50

▫




Polo Ralph Lauren Explorer(Ralph Lauren)


(d) After Shave Gel 125 ml. $49.50After Shave Splash 4.2 oz. $49.50

▫Polo Sport

by Ralph Lauren(Ralph Lauren)

(b) Alcohol-free Deodorant Stick2.6 oz. $17.00

(e) Fitness Duo $47.50▫

Pour Monsieur(Chanel, Inc.)


Prada Man(Paco Rabanne Parfums, Inc.)

(a) Bath & Shower Gel 6.8 oz. $32.00


▫Preferred Stock

(Coty US LLC)


Realm Men(Five Star Fragrance Company)

(b) Deodorant Stick 3 oz. $14.00▫

Roadster(Parfums Cartier)


(b) Deodorant Stick 2.5 fl. oz. $30.00

(d) After Shave Lotion 3.3 fl. oz. $70.00

(e) Moisturizing After Shave Emulsion3.3 fl. oz. $55.00

▫Roadster Sport

(Parfums Cartier)

(b) Deodorant Stick 2.5 fl. oz. $30.00

(d) After Shave Lotion 3.3 fl. oz. $70.00▫

Rocawear(EA Fragrances Co.)


(b) Deodorant 2.6 fl. oz. $16.00▫

Royal Copenhagen Classic



(d) After Shave 2 fl. oz. $27.008 fl. oz. $45.00

▫Royal Copenhagen Musk


(d) After Shave 2 fl. oz. $27.008 fl. oz. $45.00

▫Shiseido Men

(Shiseido Cosmetics (America) Ltd.)

(c) Shaving Cream 3.6 oz. $23.00

(e) Anti-Shine Refresher 1 oz. $33.00

Cleansing Foam 4.6 oz. $22.00Deep Cleansing Scrub 4.5 oz. $24.00Deep Wrinkle Corrector 1 oz. $52.00Energizing Formula 2.7 oz. $33.00Eye Soother .53 oz. $36.50Hydrating Lotion 5 oz. $30.00Moisturizing Emulsion 3.3 oz. $35.00Total Revitalizer 1.8 oz. $63.00

(h) Andenogen Hair Energizing Formula5 oz. $68.00

▫Skin Supplies for Men

(Clinique Laboratories, Inc.)

(b) Stick Form Anti-Perspirant Deodorant2.25 oz. $13.00

(c) Cream Shave 4.2 oz. $12.50M Shave Aloe Gel 4.2 oz. $14.00

(d) Post-Shave Healer 2.5 fl. oz. $18.00Post-Shave Soother Anti-Blemish

Formula 2.5 oz. $18.00Post-Shave Soother Beard Control

Formula 2.5 oz. $18.00

(e) Acne Solutions Emergency Gel-Lotion.5 fl. oz. $14.50

Age Defense Hydrator 1.7 fl. oz. $30.00Age Defense for Eyes $24.00Face Scrub 3.4 oz. $17.00Face Soap Refill (regular or extra

strength) 6 oz. $12.00Face Soap w/dish (regular or extra

strength) 6 oz. $13.00Liquid Face Wash (regular/extra strength)

5 oz. $15.00M Gel Lotion 3.4 oz. $21.00M Lotion (tube) 3.4 fl. oz. $21.00M Protect SPF 21 3.4 oz. $23.00Maximum Hydrator 1.7 oz. $28.00Non-Streak Bronzer 2 oz. $16.00Scruffing Lotion (1.5, 2.5, 3.5, 4.5

strengths) 6.7 fl. oz. $13.00▫

Stetson(Coty US LLC)


(d) After Shave 2 oz. $18.30 3.5 oz. $23.80After Shave w/Aloe 1.5 oz. $12.50

▫TAOS


(c) Pre-Shave Oil (4 scents) 2 oz. $22.00Shaving Cream (4 scents) 5 oz. $22.00Shaving Soap Refill (4 scents)

95 gr. $26.00Shaving Soap w/Bowl (4 scents)

95 gr. $45.00

(d) After Shave Balm (4 scents)3.4 oz. $38.00

After Shave Gel (4 scents) 100 ml. $35.00

(e) Eye Gel .5 oz. $28.00Facial Scrub 3 oz. $22.00Facial Wash 4 oz. $22.00Hydrating Toner 3.4 oz. $18.00Ingrown Hair Night Cream 1.7 oz. $40.00Moisturizer 1.7 oz. $35.00Royal After Shave Mask $50.00

(h) Conditioner 8 oz. $20.00Hair Gel 3 oz. $20.00Shampoo 8 oz. $20.00

(i) Carry on Kit (4 scents) $50.00Full Size Kit (4 scents) $100.00Ingrown Hair Kit $75.00

ProGlide Power Shave Set $150.00Skin Care Kit $65.00Starter Kit (4 scents) $25.00Travel Kit (4 scents) $150.00

(j) After Shave Balm Pump (4 scents) 1 oz. $16.00

Alum Block 50 gr. $18.00Brush Stand $6.00Classic Stand - Nickel $100.00Compact Brush & Razor Stand - Nickel

$60.00Compact Brush Stand - Nickel $55.00Contemporary Brush & Razor Stand -

Nickel $120.00Fine Badger Brush #3 $55.00Fusion Engraved Luxury Razor $175.00Fusion Razor $80.00Horn Fine Badger Brush #3 $175.00Luxury Stand - Nickel $250.00M3 Classic Razor $150.00M3 Classic Razor $175.00M3 Engraved Luxury Razor $150.00M3 Razor $150.00Pre-Shave Oil Pump (4 scents)

1 oz. $14.00Pure Badger Brush #3 $110.00Shaving Cream Pump (4 scents)

1.75 oz. $15.00Shaving Cream Tube (4 scents)

2.5 oz. $14.00Silvertip Brush #3 $180.00Syptic Pen $12.00Travel Pure Brush $55.00Turnback Travel Silvertip Brush $120.00

▫Terre d’Hermes

(Hermes Paris)

(a) All-Over Shower Gel Bottle 6.7 oz. $40.00

(b) Perfumed Deodorant Stick - Alcohol Free2.5 oz. $35.00

(d) After-Shave Balm Bottle w/Pump3.3 oz. $65.00

After-Shave Lotion Bottle 3.3 oz. $65.00Shaving Foam 6.5 oz. $47.00

▫360° for Men(Falic Fashion Group)

(b) Deodorant $14.00▫

Tom Ford(Tom Ford)

(a) Cleansing Bar $18.00

(d) After Shave Balm 2.5 oz. $40.00Extreme After Shave Balm 2.5 oz. $60.00

(e) Hydrating Emulsion 5 oz. $34.00▫

Tommy Bahama Set Sail St. Bart’s

(Grace Beauty, LLC)

(a) Soap-on-a-Rope 11.2 oz. $16.50



Tommy Bahama Signature

(Grace Beauty, LLC)


Tommy Bahama Very Cool

(Grace Beauty, LLC)


Tommy Hilfiger tommy(Aramis, Inc.)



(f) Body Wash 6.7 oz. $16.00▫

True Force(Avon Products, Inc.)


▫True Religion Drifter

(New Wave Fragrances)


True Religion for Him(New Wave Fragrances)



UR(EA Fragrances Co.)

(b) Fresh Deodorant 2.6 oz. $16.00

(d) After Shave Tonic 3.4 fl. oz. $45.00▫

Unforgivable by Sean John

(MAC Cosmetics)




▫Usher He

(EA Fragrances Co.)


(d) After Shave Tonic 3.4 fl. oz. $45.00Skin After Shave Soother

3.4 fl. oz. $40.00▫

Usher VIP(EA Fragrances Co.)



(d) After Shave Soother 3.4 fl. oz. $40.00▫

Vera Wang for Men(Coty Prestige)



(h) Hair and Body Wash 6.7 oz. $30.00▫

Versace Man Eau Fraiche

(Euroitalia Srl.)

(b) Bath & Shower Gel 6.8 oz. $29.00Deodorant Stick 2.5 oz. $23.00




Versace Pour Homme(Euroitalia Srl.)




Very Irresistible Givenchy for Men

(Parfums Givenchy, Inc.)

(b) Alcohol-Free Deodorant Stick2.5 oz. $19.00


Vetiver(Guerlain, Inc.)

(b) Soothing Alcohol Free Deodorant Stick2.5 oz. $27.50


Voyage d’Hermes(Hermes Paris)

(a) All-Over Shower Gel 6.7 oz. $60.00

(b) Deodorant Natural Spray 5 oz. $40.00Deodorant Stick 2.6 oz. $35.00Perfumed Body Lotion 5 oz. $65.00

(d) Moisturizing Balm 6.7 oz. $70.00▫

Wild Country(Avon Products, Inc.)

(a) Hair & Body Wash 5 oz. $6.00Roll-on Anti-Perspirant Deodorant

2.6 oz. $.99


Zegna Colonia(Ermenegildo Zegna)


(d) After Shave 3.4 oz. $44.00


ZIRH(P&G Prestige Products Inc.)

(a) Body Bar 150 gr. $15.00

(c) Erase 200 ml. $32.00Prepare 30 ml. $18.50Shave Cream 100 ml. $15.00

250 ml. $22.50Shave Gel 100 ml. $15.00 250 ml. $22.50Soothe 100 ml. $32.50

(e) Clay Mask 100 ml. $20.00Clean 125 ml. $15.00 250 ml. $20.00Correct 50 ml. $32.50Protect 100 ml. $32.50Refresh 200 ml. $24.00Rejuvenate 50 ml. $43.00Restore 30 ml. $28.00Reverse 50 ml. $45.00Scrub 100 ml. $20.00Wash 125 ml. $15.00

(i) Shave Basics Kit - Prepare 30 ml., ShaveGel 100 ml., Soothe 100 ml.$39.00

Starter Kit - Clean 250 ml., Protect 100ml., Shave Gel 100 ml. $59.00

Try Me Kit - Clean 30 ml., Scrub 30 ml.,Shave Gel 30 ml, Protect 30 ml.$29.00

▫

ZIRH Platinum(P&G Prestige Products Inc.)

(e) Age Defense 50 ml. $125.00Age Total Recharge 50 ml. $125.00Drenched (Dry Skin) 50 ml. $125.00PM Rescue 50 ml. $125.00R2 Evolution 100 ml. $65.00Repair 30 ml. $145.00Revive 15 ml. $75.00

▫


If someone is interested in becoming a Representative, my advice is to start now. Then, learn your products, take advantage of all the programs to help enhance your earn-ing potential, go out and talk to people and force yourself to overcome the obstacles. Loving what you do makes any challenge conquerable.

BETH HEITKERmark. Representative Hometown: Cincinnati, OhioCollege: Xavier University

I have been a mark. Representative for four years and will graduate in 2012 from Xavier University. I was attracted to the

mark. brand for its beauty and fashion offerings and because mark. gives women the chance to make a difference. I was inspired after learning about mark.’s m.powerment campaign and wanted to be part of that movement at the local level.

mark. has empowered me to set bold goals, whether with my product sales or communication tactics, making me a confident and strong businesswoman. The profits I have made since joining the mark. team have assisted tremendously in my quest to become more financially independent.

The beauty and fashion products from mark. have increased my confidence and enabled me to grow into the person I am today. I use beauty and fashion as a form of self-expression and rely on it to stand out as an individual. When I am in my favorite “rockstar” outfit with the perfect accessories and makeup, I feel strong and courageous.

My selling technique has evolved over the years, and I have come to find that the easiest way to sell the products is to wear them myself. Another way I sell is through hosting parties, because it’s fun to get friends together so they can test and play with the products. Finally, I sell online through Facebook, because mark. offers a “Store Cast” application that allows your friends to purchase directly from your wall. I also use Twitter to get the word out about specials or promotions; it’s the perfect place to attract new customers in an instant.

As I think about my future endeavors, I feel confident that my training as a mark. Representative has helped me stand out in the job search. The understanding of the business world and my entrepreneurial spirit landed me an internship with mark. in New York City last summer in the Communication and Education (Sales) Department. This summer, I was lucky enough to earn another intern position at mark., specializing in Finance. mark. has opened so many doors for me. It is a powerful and supportive brand, and I encourage all young women to join the mark. family! BF

MAKING SALES(continued from page 35)

1. DIR GROOMING 11-revised.DOC 6/3/11 2:08 PM Page 53

A*Men Thierry Mugler (212) 758-0400Acqua di Gio for Men L’Oreal USA (212) 818-1500Acqua di Parma Colonia Guerlain (212) 931-2400Acqua di Parma Colonia Assoluta Guerlain (212) 931-2400Acqua di Parma Colonia

Collezione Barbier Guerlain (212) 931-2400Acqua di Parma Colonia Intensa Guerlain (212) 931-2400Allure Homme Chanel (212) 688-5055Allure Homme Edition Blanche Chanel (212) 688-5055Allure Homme Sport Chanel (212) 688-5055Antaeus Chanel (212) 688-5055Anthony Logistics for Men Anthony for Men (646) 613-1600Aramis Aramis (212) 572-4200Armani Attitude L’Oreal USA (212) 818-1500Armani Code for Men L’Oreal USA (212) 818-1500Azzaro Pour Homme Clarins (212) 980-1800BLV Pour Homme Bvlgari Parfums (212) 315-9700Bijan Classic for Men Five Star Fragrance (631) 866-4100Biotherm Homme L’Oreal USA (212) 818-1500Black - Kenneth Cole Coty Prestige (212) 389-7000Black Suede Avon (212) 282-7100Bleu de Chanel Chanel (212) 688-5055Borghese Borghese (866) 267-4437Boss Bottled P&G Prestige (212) 980-6400Bvlgari AQVA Bvlgari Parfums (212) 315-9700Bvlgari AQVA Pour Homme Marine Bvlgari Parfums (212) 315-9700Bvlgari Man Bvlgari Parfums (212) 315-9700Bvlgari Pour Homme Bvlgari Parfums (212) 315-9700Bvlgari Pour Homme Soir Bvlgari Parfums (212) 315-9700Chrome Clarins (212) 980-1800Chrome Sport Clarins (212) 980-1800ck be Coty Prestige (212) 389-7000ck free Coty Prestige (212) 389-7000ck in2u for him Coty Prestige (212) 389-7000ck one Coty Prestige (212) 389-7000ck one shock for him Coty Prestige (212) 389-7000ClarinsMen Groupe Clarins (212) 980-1800Cologne Thierry Mugler Thierry Mugler (212) 758-0400Connected - Kenneth Cole Reaction Coty Prestige (212) 389-7000Cravache by Robert Piguet Fashion Fragrances

& Cosmetics (212) 725-5830DKNY Men Donna Karan (212) 572-4200Davidoff Cool Water Coty Prestige (212) 389-7000declaration Cartier (212) 753-0111Dior Homme Christian Dior (212) 931-2200Dior Homme Sport Christian Dior (212) 931-2200Dirty English - Juicy Couture for Men EA Fragrances Co. (212) 261-1000Dolce & Gabbana Light Blue

Pour Homme P&G Prestige (212) 980-6400Dolce & Gabbana Pour Homme P&G Prestige (212) 980-6400Dolce & Gabbana The One Gentlemen P&G Prestige (212) 980-6400

Dolce & Gabbana The One for Men P&G Prestige (212) 980-6400Eau d’Orange Verte BPI (212) 805-2301Eau de Cartier Cartier (212) 753-0111Eau Sauvage Christian Dior (212) 931-2200Ecko by Marc Ecko Parlux (954) 316-9008Ed Hardy Born WIld New Wave (954) 446-7994Ed Hardy Eau de Toilette New Wave (954) 446-7994Emporio Armani Diamonds for Men L’Oreal USA (212) 818-1500Escape for Men Coty Prestige (212) 389-7000Eternity for Men Coty Prestige (212) 389-7000Euphoria Men Coty Prestige (212) 389-7000Exquisite Bijan Five Star Fragrance (631) 866-4100Fahrenheit Christian Dior (212) 931-2200Fahrenheit 32 Christian Dior (212) 931-2200Fuel for Life Men L’Oreal USA (212) 818-1500Gant Liquid EA Fragrances Co. (212) 261-1000Givenchy Pour Homme Blue Label Givenchy (212) 931-2600GivenchyMan Givenchy (212) 931-2600Grey Flannel by Geoffrey Beene EA Fragrances Co. (212) 261-1000Gucci Guilty Pour Homme P&G Prestige (212) 980-6400Gucci Pour Homme II P&G Prestige (212) 980-6400Gucci by Gucci Pour Homme P&G Prestige (212) 980-6400Gucci by Gucci Pour Homme Sport P&G Prestige (212) 980-6400Guerlain Homme Guerlain (212) 931-2400H2 EA Fragrances Co. (212) 261-1000Hearts & Daggers New Wave (954) 446-7994Herrera Aqua Puig USA (212) 389-7250Hugo Man P&G Prestige (212) 980-6400I am King by Sean John MAC (212) 334-4641Ironman Avon (212) 282-7100John Varvatos, The Fragrance EA Fragrances Co. (212) 2611000Joop! Homme Coty Prestige (212) 389-7000Jovan Black Musk for Men Coty US (212) 389-7000Jovan Musk for Men Coty US (212) 389-7000Jovan Sex Appeal Coty US (212) 389-7000Kenneth Cole Reaction Coty Prestige (212) 389-7000Kiton Aramis (212) 572-4200Kiton Black Aramis (212) 572-4200L’Eau d’Issey Pour Homme BPI (212) 805-2301L’Eau d’Issey Pour Homme Intense BPI (212) 805-2301L’Homme Yves Saint Laurent YSL Beaute (212) 715-7333L’Instant Pour Homme Guerlain (212) 931-2400Lab Series Skincare for Men Aramis (212) 572-4200Lacoste Essential P&G Prestige (212) 980-6400Lacoste Essential Sport P&G Prestige (212) 980-6400Lagerfeld Coty Prestige (212) 389-7000Le Male BPI (212) 805-2301Love & Luck Eau de Toilette New Wave (954) 446-7994Marc Jacobs Men Coty Prestige (212) 389-7000Men’s Expert L’Oreal USA (212) 818-1500Mesmerize for Him Avon (212) 282-7100

TRADE NAME/U.S. DISTRIBUTOR/PHONE CONTACT LISTING FOR 2011 MEN’S GROOMING DIRECTORY

Trade Name U.S. Distributor Phone Trade Name U.S. Distributor Phone

Please note that this list of contacts is provided as a ready reference source for initiating access to information.Inquiries may then have to be further directed to specific areas within the companies.



2. TRDNM. revised.DOC 6/3/11 10:30 AM Page 54

Anthony for Men, L.L.C.560 Broadway, Suite 503New York, NY 10012tel: (646) 613-1600fax: (646) [email protected]

Anthony Logistics for Men

Aramis, Inc.767 Fifth AvenueNew York, NY 10153tel: (212) 572-4200fax: (212) 572-4292www.elcompanies.com

AramisKitonKiton BlackLab Series Skincare for MenTommy Hilfiger tommy

Giorgio Armani Parfums(See L’Oreal USA)

Acqua di Gio for MenArmani AttitudeArmani Code for MenEmporio Armani Diamonds

for Men

Avon Products, Inc.1251 Ave. of the AmericasNew York, NY 10020-1196tel: (212) 282-7100fax: (212) 282-6501www.avon.com

Black SuedeIronmanMesmerize for HimMusk MainePatrick Dempsey 2Patrick Dempsey UnscriptedPerceive for MenTrue ForceWild Country

Loris Azzaro, Parfums(See Clarins Fragrance Group)

Azzaro Pour HommeChromeChrome Sport

Beaute Prestige International USA900 Third AvenueNew York, NY 10022tel: 2128052301fax: 2126889082

Hermes Paris*Jean Paul Gaultier Parfums*Parfums Issey Miyake*

Borghese10 East 34th Street, 3rd FloorNew York, NY 10016tel: (866) 267-4437www.borghese.com

Borghese

Bvlgari(See Bvlgari Parfums)

BLV Pour HommeBvlgari AQVABvlgari AQVA Pour Homme MarineBvlgari ManBvlgari Pour Homme

Bvlgari Pour Homme Soir

Bvlgari Parfums625 Madison Avenue, 4th FloorNew York, NY 10022tel: (212) 315-9700fax: 2127670167

Bvlgari*

Parfums Cartier2 East 52nd StreetNew York, NY 10022tel: (212) 753-0111fax: (212) 223-3582www.cartier.com

declarationEau de CartierPasha de CartierRoadsterRoadster Sport

Chanel, Inc.15 E. 57th StreetNew York, NY 10022tel: (212) 688-5055fax: (212) [email protected]

Allure HommeAllure Homme Edition BlancheAllure Homme SportAntaeusBleu de ChanelPlatinum EgoistePour Monsieur

Clarins Fragrance Group1 Park AvenueNew York, NY 10016tel: (212) 980-1800fax: (212) 980-5910www.clarins-paris.com

Loris Azzaro, Parfums*

Groupe Clarins USA Inc.1 Park AvenueNew York, NY 10016tel: (212) 980-1800fax: (212) 980-5910www.clarins-paris.com

ClarinsMen

Clinique Laboratories, Inc.767 Fifth AvenueNew York, NY 10153tel: (212) 572-3800fax: (212) 572-6926www.clinique.com

Skin Supplies for Men

Coty US LLC350 Fifth Avenue, 14th floorNew York, NY 10016tel: (212) 389-7000fax: (212) 655-3650www.coty.com

Jovan Black Musk for MenJovan Musk for MenJovan Sex AppealPreferred StockStetson

Coty Prestige350 Fifth Avenue, 14th floor

New York, NY 10118tel: (212) 389-7000www.coty.com

Black - Kenneth ColeConnected -

Kenneth Cole Reactionck beck freeck in2u for himck oneck one shock for himDavidoff Cool WaterEscape for MenEternity for MenEuphoria MenJoop! HommeKenneth Cole ReactionLagerfeldMarc Jacobs MenObsession For MenVera Wang for Men

Diesel Fragrances(See L’Oreal USA)

Fuel for Life Men

Christian Dior Perfumes, Inc.19 East 57th StreetNew York, NY 10022tel: (212) 931-2200fax: (212) 751-7445www.dior.com

Dior HommeDior Homme SportEau SauvageFahrenheitFahrenheit 32

EA Fragrances Co.200 Park Avenue SouthNew York, NY 10003tel: (212) 261-1000

Dirty English - Juicy Couture for Men`

Gant LiquidGrey Flannel by Geoffrey BeeneH2John Varvatos*MustangPaul SebastianRocawearURUsher HeUsher VIP

Euroitalia Srl.(See EuroItaly Inc./Fragrances Elite)

Versace Man Eau FraicheVersace Pour Homme

EuroItaly Inc./Fragrances Elite595 Madison AvenueNew York, NY 10022tel: (212) 644-3690fax: (212) 644-3691

Euroitalia Srl.*

Falic Fashion Group6100 Hollywood Blvd., Suite 410Hollywood, FL 33024tel: (305) 466-7320

360° for MenPerry Ellis for Men

Fashion Fragrances & Cosmetics Ltd.16 East 40th Street, Suite 700New York, NY 10016tel: (212) 725-5830fax: (212) 725-7087

Cravache by Robert Piguet

Five Star Fragrance Company35 Sawgrass DriveBellport, NY 11713tel: (631) 866-4100fax: 6319243469

Bijan Classic for MenExquisite BijanMichael Jordan Cologne for MenPierre CardinRealm MenRoyal Copenhagen ClassicRoyal Copenhagen Musk

Tom Ford(See Estee Lauder, Inc.)

Tom Ford

Jean Paul Gaultier Parfums(See Beaute Prestige International USA)

Le Male

Grace Beauty, LLC152 West 57th Street, 26th floorNew York, NY 10019tel: (212) 586-0100fax: 2125860855

Tommy Bahama Set Sail St. Bart’sTommy Bahama SignatureTommy Bahama Very Cool

Parfums Givenchy, Inc.19 East 57th StreetNew York, NY 10022tel: (212) 931-2600fax: (212) 931-2627

Givenchy Pour Homme Blue LabelGivenchyManππ NeoPlayVery Irresistible Givenchy for Men

Guerlain, Inc.19 East 57th StreetNew York, NY 10022tel: (212) 931-2400fax: (212) 931-2445www.guerlain.com

Acqua di Parma ColoniaAcqua di Parma Colonia Assoluta

Acqua di Parma Colonia Collezione Barbiere

Acqua di Parma Colonia IntensaGuerlain HommeL’Instant Pour HommeVetiver

Hermes Paris(See Beaute Prestige International USA)

Eau d’Orange VerteTerre d’HermesVoyage d’Hermes

Carolina Herrera/Puig of Barcelona(See Puig USA)

Herrera Aqua

U.S. DISTRIBUTOR ADDRESSESWith Manufacturer and Trade Name Cross References

The asterisk (*) symbol denotes a manufacturer, under the separate boldface heading for which will be found the relevant trade names.


3.DISTR.-revised.11.DOC 6/3/11 10:30 AM Page 55

Donna Karan Cosmetics Company767 Fifth AvenueNew York, NY 10153tel: (212) 572-4200www.elcompanies.com

DKNY Men

Estee Lauder, Inc.767 Fifth AvenueNew York, NY 10153tel: 2125724200fax: 2125724292www.esteelauder.com

Tom Ford*

L’Oreal Paris(See L’Oreal USA)

Men’s Expert

L’Oreal USA575 Fifth AvenueNew York, NY 10017tel: (212) 818-1500fax: (212) 984-4128www.loreal.com

Biotherm HommeDiesel Fragrances*Giorgio Armani Parfums*L’Oreal Paris*Ralph Lauren*

Ralph Lauren(See L’Oreal USA)

Polo by Ralph LaurenPolo BlackPolo Double BlackPolo Ralph Lauren BluePolo Ralph Lauren ExplorerPolo Sport by Ralph Lauren

MAC Cosmetics130 Prince StreetNew York, NY 10012tel: (212) 334-4641www.maccosmetics.com

I am King by Sean JohnUnforgivable by Sean John

Parfums Issey Miyake(See Beaute Prestige International USA)

L’Eau d’Issey Pour HommeL’Eau d’Issey Pour Homme Intense

Thierry Mugler Parfums460 Park AvenueNew York, NY 10022tel: (212) 758-0400fax: (212) 935-8192

A*MenCologne Thierry Mugler

New Wave Fragrances4101 Ravenswood Rd., Suite 202Ft. Lauderdale, FL 33312tel: (954) 446-7994

Ed Hardy Born WildEd Hardy Eau de ToiletteHearts & DaggersLove & Luck Eau de ToiletteTrue Religion DrifterTrue Religion for Him

Origins Natural Resources Inc.767 Fifth AvenueNew York, NY 10153tel: (212) 572-4200fax: (212) 572-3786www.origins.com

Origins for Men

P&G Prestige Products Inc.909 Third Avenue, 21st floorNew York, NY 10022tel: (212) 980-6400

fax: (212) 980-6464Boss BottledDolce & Gabbana Light Blue

Pour HommeDolce & Gabbana Pour HommeDolce & Gabbana The One

GentlemenDolce & Gabbana The One for MenGucci Guilty Pour HommeGucci Pour Homme IIGucci by Gucci Pour HommeGucci by Gucci Pour Homme SportHugo ManLacoste EssentialLacoste Essential SportTAOSZIRHZIRH Platinum

Parlux Fragrances, Inc.5900 N. Andrews Ave., Suite 500Ft. Lauderdale, FL 33309tel: (954) 316-9008fax: (954) [email protected]

Ecko by Marc Ecko

Puig USA1 Park AvenueNew York, NY 10016tel: (212) 389-7250fax: (212) 389-7249

Carolina Herrera/Puig of Barcelona*

Paco Rabanne Parfums, Inc.*

Paco Rabanne Parfums, Inc.(See Puig USA)

Paco Rabanne Pour HommePrada Man

Shiseido Cosmetics (America) Ltd.900 Third AvenueNew York, NY 10022tel: (212) 805-2300fax: (212) 751-6665www.shiseido.com

Shiseido Men

John Varvatos(See EA Fragrances Co.)

John Varvatos, The Fragrance

YSL Beaute575 Fifth Avenue, 8th floorNew York, NY 10017tel: (212) 715-7333fax: (212) 715-7379

Ermenegildo Zegna*Yves Saint Laurent Parfums*

Yves Saint Laurent Parfums(See YSL Beaute)

L’Homme Yves Saint Laurent

Ermenegildo Zegna(See YSL Beaute)

Zegna Colonia


Trade Name U.S. Distributor Phone

Michael Jordan Cologne for Men Five Star Fragrance (631) 866-4100Musk Maine Avon (212) 282-7100Mustang EA Fragrances Co. (212) 261-1000Obsession For Men Coty Prestige (212) 389-7000Origins for Men Origins (212) 572-4200Paco Rabanne Pour Homme Puig USA (212) 389-7250Pasha de Cartier Cartier (212) 753-0111Patrick Dempsey 2 Avon (212) 282-7100Patrick Dempsey Unscripted Avon (212) 282-7100Paul Sebastian EA Fragrances Co. (212) 261-1000Perceive for Men Avon (212) 282-7100Perry Ellis for Men Falic Fashion Group (305) 466-7320π Givenchy (212) 931-2600π Neo Givenchy (212) 931-2600Pierre Cardin Five Star Fragrance (631) 866-4100Platinum Egoiste Chanel (212) 688-5055Play Givenchy (212) 931-2600Polo by Ralph Lauren L’Oreal USA (212) 818-1500Polo Black L’Oreal USA (212) 818-1500Polo Double Black L’Oreal USA (212) 818-1500Polo Ralph Lauren Blue L’Oreal USA (212) 818-1500Polo Ralph Lauren Explorer L’Oreal USA (212) 818-1500Polo Sport by Ralph Lauren L’Oreal USA (212) 818-1500Pour Monsieur Chanel (212) 688-5055Prada Man Puig USA (212) 389-7250Preferred Stock Coty US (212) 389-7000Realm Men Five Star Fragrance (631) 866-4100Roadster Cartier (212) 753-0111Roadster Sport Cartier (212) 753-0111Rocawear EA Fragrances Co. (212) 261-1000Royal Copenhagen Classic Five Star Fragrance (631) 866-4100Royal Copenhagen Musk Five Star Fragrance (631) 866-4100Shiseido Men Shiseido (212) 805-2300Skin Supplies for Men Clinique (212) 572-3800Stetson Coty US (212) 389-7000TAOS P&G Prestige (212) 980-6400Terre d’Hermes BPI (212) 805-2301360° for Men Falic Fashion Group (305) 466-7320Tom Ford Lauder (212) 572-4200Tommy Bahama Set Sail St. Bart’s Grace Beauty (212) 586-0100Tommy Bahama Signature Grace Beauty (212) 586-0100Tommy Bahama Very Cool Grace Beauty (212) 586-0100Tommy Hilfiger tommy Aramis (212) 572-4200True Force Avon (212) 282-7100True Religion Drifter New Wave (954) 446-7994True Religion for Him New Wave (954) 446-7994UR EA Fragrances Co. (212) 261-1000Unforgivable by Sean John MAC (212) 334-4641Usher He EA Fragrances Co. (212) 261-1000Usher VIP EA Fragrances Co. (212) 261-1000Vera Wang for Men Coty Prestige (212) 389-7000Versace Man Eau Fraiche EuroItaly/Frag. Elite (212) 644-3690Versace Pour Homme EuroItaly/Frag. Elite (212) 644-3690Very Irresistible Givenchy for Men Givenchy (212) 931-2600Vetiver Guerlain (212) 931-2400Voyage d’Hermes BPI (212) 805-2301Wild Country Avon (212) 282-7100Zegna Colonia YSL Beaute (212) 715-7333ZIRH P&G Prestige (212) 980-6400ZIRH Platinum P&G Prestige (212) 980-6400


3.DISTR.-revised.11.DOC 6/3/11 11:18 AM Page 56

August 15-16, 2011

Elements_PP.indd 1 6/2/11 11:47 AM

beauty fashion june 2011

Documents