Académique Documents
Professionnel Documents
Culture Documents
877-512-4247 WWW.REVIVOGEN.COM
ISSUE 4 2012
ON THE COVER:
29 15 16 30 Goodbye to Baseball Caps The Check of Approval Howard Margolin Interview Extreme Empathy
Features:
5 7 9 10 18 21 22 34 Congrats Lucinda Beaty NAAF Conference Recap Marketing on a Shoestring Two Stories of Two Friends AHLC 2012 Conference Review Hair Care 101 Jrgen Schillo Interview Extensions, An Emotional Attachment
In Every Issue:
4 12 27 32 33 35 Message from the Board New and Renewed Members Member Spotlight: Lou Verrone Tips & Tricks, Applying Ghost Bond New Product Spotlight AHLC Academy, Class Listings
Subscription Information:
Subscriptions to The Link, The Voice of the American Hair Loss Council are mailed FREE to members of the AHLC within the continental United States. International members are provided digital copies free. Please contact us for additional shipping rates if you are an AHLC member outside the US and wish to receive a printed edition. Non-member subscription price: $60 anually within the continental United States, $85 International. To become a member, renew your membership, or subscribe to The Link as a non-member, please contact Betty Ann Bugden, Membership Director, 570-462-1101 or log on to www.AHLC.org.
Cover Story: Goodbye to Baseball Caps PAGE 29
As I passed through the crowds of hair stylists handing out The Link to participants, I was proud of our accomplishments and hoped that this publication would generate interest in our organization. Inside, at the show, I noticed many booths were devoted to hair extension sales, at least four such booths in my area alone. All the training that was required, according to their staff, was a ten minute video. It became quite clear that this market is far-reaching and will sell its product to anyone. What is even more disturbing is the fact that training is minimal ten minutes to be exact!! Im not in the hair extension business, but I am in the hair replenishment business and continuing education is a must. If stylists are not trained properly, clients will suffer. To this end, our Board of Directors at the American Hair Loss Council has formed a committee, chaired by Marsha Scott, a long time hair wearer and business owner herself to create an atmosphere of exposure and education for the consumer and the professional. Bobbi Russell and Vikki Parman, both educators with broad backgrounds in hair extensions and the expertise and skill to train stylists have agreed to serve on the committee. They will serve as conduits connecting stylists and clients. We are so pleased to have them. The ultimate outcome will be that both consumers and professionals will be able to access our web site, which receives between 6,000 and 8,000 visits monthly, to learn from the best. The end result is to educate educate educate through public awareness the consumer discovers the advantage of dealing with professional stylists.
Senior Editor: Ren Meier Managing Editor: Janine Thornhill Design and Layout: e-zign Design Group, www.e-zign.com Creative Director: Terrell Thornhill
Contributors:
Gary Sherwood, NAAF Communications Director Elvira Amankwa, CMP, New Image Labs Corp., Marketing Manager Robert Calabretta and Terry Wallick, Educators for Eufora International, Carlsbad, CA Anthony Santangelo, President, AMS Designs, Inc., Chicago Helena R. Gibson, Author and Owner of City Wigs Hair Solutions, Fresno, CA Ricky Knowles, Ricky Knowles Hair and Wellness, Houston, TX Bobbi Russell, Hair Therapy for Women, Tampa, FL
Membership Information: For more information call 570.462.1101 or visit www.ahlc.org. For a membership form visit www.ahlc.org or email info@ahlc.org
The opinions expressed in The Link, The Voice of the American Hair Loss Council are those of the authors and do not necessarily reflect the views of the American Hair Loss Council. The advertisements in The Link do not necessarily reflect the beliefs, opinions or attitudes of the AHLC and does not imply product or service endorsement. The American Hair Loss Council 2011. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Published by e-zign Design Group. www.e-zign.com
CONGRATULATIONS
Lucinda Beaty
The AHLC is proud to announce another recipient of the Certified Masters in Hair Replacement. Lucinda Beaty, of Lucindas Hair Replacement, Cheshire CT, received her certification and is a member of a prestigious group of that strive for perfection, dedication and ethics in hair replacement.
100% hand-made using the nest European hair which includes highlights, shine, bounce and softness to the touch. It actually mimics nature at its best. Our European Collection is the obvious choice for your demanding client who wants the best and most natural look. Available in a large selection of vibrant European hair color shades and styles.
KAYLA MARTELL
GEMTRESS SPOKESPERSON MISS DELAWARE 2010 2011 MISS AMERICA PAGEANT FINALIST
MEDICI
5130 North State Road 7 Fort Lauderdale, FL 33319 USA 800-327-5555 954-677-0404 Fax: 954-677-0505 2012 On Rite Co., Inc. All rights reserved. Visit us online at: www.Gemtress.com
A Capitol Achievement:
Dr. Julian Mackay-Wiggin, Director of the Dermatology Clinical Research Unit in New York, provided a fascinating lecture on the clinical aspects of alopecia areata and the state of present and future therapies. Dr. Maria Hordinsky, Chair of the NAAF Scientific Advisory Council, gave an informative update on the Alopecia Areata Treatment Development Program. The doctors also participated in Ask the Experts, where attendees could present their questions to a panel of the nations premiere alopecia areata researchers. As Conference attendees hugged, cried, and bade each other goodbye, the prevailing question on everyones lips was, When are we doing this again? The answer: June 2013, in St. Louis.
Energize your Hair Follicles for Healthy Hair Growth with the HairMax LaserComb
FDA Cleared: The HairMax LaserComb is the ONLY home use Hair Growth Laser Light Device FDA Cleared to Treat Hair Loss and Promote Hair Growth* Clinically Proven: 93% of Men and Women in seven independent clinical studies experienced signicant hair growth with an average increase of 149 additional hairs per square inch. Doctor Recommended: HairMax is backed by a 30 member medical advisory board and recommended by physicians worldwide. Energize weakened hair follicles, accelerate hair growth rate, reverse the thinning process, increase density, thickness and fullness of hair.
BEFORE AFTER
HAIRMAXSALONS.COM | 1.888.841.2535
FDA Indications: *The HairMax LaserComb is indicated to treat Androgenetic Alopecia, and promote hair growth in females who have Ludwig (Savin) I-4, II-1, II-2, or frontal patterns of hair loss and in males who have Norwood Hamilton Classifications of IIa to V and who both have Fitzpatrick Skin Types I to IV. Laser light - avoid direct eye exposure.
Marketing on a Shoestring
M
by: Elvira Amankwa, CMP, New Image Labs Corp., Marketing Manager arketing is the creative powerhouse of your business but many small business owners shy away from marketing. The daily tasks of running the business seem so consuming that there is little time, let alone money, left for marketing. Moreover, in years past, word-of-mouth seemed sufficient to keep a studio afloat. It is crucial to be engaged in meaningful marketing techniques in order to communicate and reach out to potential clients with the goal of developing relationships and spreading the word about your products and services. You can be the best at what you do, but if you dont let the world know, what good is it? The truth is that a surefire way to kill any business is not to market at all. It is safe to say that when you change your marketing, you change your business results, and even small changes add up. You may ask how to budget for this or wonder where the money will come from. Lets go back to the basics of what marketing is. Marketing is mainly communicating and reaching out to potential customers with the goal to developing relationships and spread the word about your products and services.
two volunteer events a year. Studio owners and managers network regularly in their community and are active in a charity of their choice. They are realizing that the positive effects of doing good are connections, good will and exposure.
Establish contacts with local media and send out press releases to let them know about any exciting developments in your studio or the industry. Focus on how your studio/this development serves the public and not on how great you are. Being part of a local event or getting involved with a charity are good ways to get the word out. Invite local media to your studio with an invitation to see how you are serving certain segments of the community, for example children, women with hair loss, Alopecia clients, etc.
Public relatioNs
There is a great marketing tool entitled Spotlight Series which showcases out-of-the-box marketing tips at www.newimagelabs.com. It is completely free. In addition, we also feature Face-to-face Matters Tips for effective Events Marketing with insider tips and information on how to roll out an events strategy on a small budget.
When done with consistency and smarts, this form of marketing can develop into a very powerful tool, will create visibility for your business in your local community and build your reputation as a caring leader and prime service provider in hair replacement. Participate in local Chamber of Commerce functions, health fairs, women groups and charity events. Become part of what is happening in your local community and as you become involved your visibility level will increase. Many studio owners make it mandatory for their staff to participate in at least
NetworkiNg
Events are a great opportunity to invite potential clients into your studio in a non-threatening way. Informative, educational gatherings, such as hair loss seminars, work well in the womens market. Open houses with exciting demonstrations and fun drawings are a great way to get foot traffic into your location. This can be done on a minimum budget with simple, light refreshments and a few give-aways. Also, partnering with a charity and hosting joint events with them can help create goodwill and spread the word about your business. Lunch-and-Learn is a great way to get involved with at doctors offices, such as dermatologists, oncologists and psychologists. When hosting a Lunch-and-Learn you organize a small luncheon with the key staff at a doctors office to introduce them to your services and while serving light refreshments. One client of ours had great success with serving cupcakes at an event while presenting her medical hair loss services to the staff. This doctors office has since become a prime referral source for her. Yes, sometimes cupcakes are all it takes!
sPecial eveNts
The hardest thing about the above marketing techniques is consistency. Make continuous face-to-face marketing a top priority. It does require personal discipline and dedication. Oftentimes you will have step out of your comfort zone, without it, there will be no real growth. If you do what you have always done, you will generate the exact same results. The time is right to try something new. Get out there, be visible in your community, open your doors and let the world know that you are a trusted partner when it comes to a deeply personal matter, the head of hair they are carrying on their shoulders. The Link Issue 4, 2012 9
Robert Calabretta of Cleveland, Ohio and Terry Wallick of New Philadelphia, Ohio are both 40-year veterans in the hair replacement industry. This team of two has embarked on a new venture. They are currently international educators for Eufora International, located in Carlsbad, California.
I am the son of a master barber, my brother and my cousin are also barbers and my uncle was a hairdresser. At age 12 I began cutting hair in a barbershop and while there, became interested in hair styling and competition cutting. During this time I was recognized for my talent by receiving two, third-place ribbons and one, second-place ribbon. I think this shifted my focus and gave me a greater understanding of the necessity of precision cutting. At 16 I graduated from barber school and during high school I barbered during the summers. Nobody could cut a shag haircut like me! I graduated from Kent State University in 1978 with degrees in Criminal Justice and Political Science. I continued to cut hair all through college just to keep in practice. Best of all, this paid my way through college! In 1983 I opened my own hair salon. One of my first clients needed a wig due to chemotherapy. I suggested a few places to him but was not happy with the results. He then asked me to do his 10 The Link Issue 4, 2012
Roberts Story:
hair. I knew nothing about hair replacement. I called Allen Arthur Company and the next thing I knew I was on a plane to Chicago for my first New Man hair loss seminar. I
assets. Terry Wallick and I became great friends. In fact, we made a pact. We were going to learn everything about the hair replacement business and there was nothing new going on that we wont know about. We went to every seminar: On-Rite, New Image, New Man and New Concepts. We also took advantage of the technical and business classes offered by Arcos and American Hairlines.
learned about wigs and met Terry Wallick of New Philadelphia, Ohio. We were given a free hairpiece for attending. I had the top of my head shaved and given a new head of hair. That is the day I became a hair replacement wearer and was fully aware of what it meant to be a hair replacement client. Being a hair wearer myself has given me the ability to fully understand the needs of the client. It gives me a personal connection to their concerns. I think this has been one of my greatest
Now, I own a very successful salon in Parma Ohio with a staff of three stylists that are fully trained in hair loss solutions. Our services include hair replacement for men and women, medical wigs, hair extensions and laser treatment for hair loss. We offer the latest techniques in bonding and grafting. We offer program hair and the latest trend in hair additions. Terry and I have traveled and taught many classes on both hair replacement and classic barbering. Our clients include On-Rite, Metropolitan Hairgoods and Eufora International.
in haircutting. The art of haircutting requires constant practice and improvement. Were always looking for a better easier way. Our mission is to provide the knowledge, skill and confidence for someone to access their individual creativity. The future of hair replacement is very bright because of the increased quality of the products and the skill of the professionals doing the work. Our business philosophy is very simple: Quality product, fair price, and incredible service. I continue to operate my salon of 42 years and travel on the weekends. I have 4 employees beside myself. We are a blend of hair replacement for men, women and traditional hairstyling. The Link Issue 4, 2012 11
Terrys Story:
I started in the hair replacement business in the early 70s. Robert and I met in Chicago at an Allen Arthur hair replacement conference. We both received our education training from Eufora International in Carlsbad, California. Robert and I were were introduced to Eufora at a hair replacement seminar in Florida where we met Don Bewly, Owner and CEO of Eufora International. I have great interest in teaching Many students are interested in hair replacement so we also offer classes in that area. The things we teach are what we have been doing in our own salons for many years. We attend many trade shows to stay current with what is happening in the hair replacement industry. We utilize the latest techniques including full head and perimeter bonding, and also non-surgical methods. We teach a step-by-step systematic approach utilizing the only
Elaine has been in the hair restoration business for 15 years, 13 of those years were with Hair Club For Men as a stylist supervisor. In July, 2011, she branched out on her own. She has a large laser and hair replacement clientele and has recently added tape-in hair extensions to her menu.
Sheryl uses her vast expertise with hair to create custom, natural-looking hair addition designs for women and children experiencing any form of hair loss. Sheryl continues to provide cutting-edge, non-surgical hair loss solutions offering laser light therapy. She is affiliated with dermatologists specializing in hair loss at The Hair & Scalp Institute.
David M. Fearing; President, New England Associates, Wakefield MA and Manchester New Hampshire-
Renewing Members:
Sara Lou has been a hairdresser for over 40 years. Her passion to help people have the hair they want even when health or circumstances caused their hair to go away. She is excited to be able to learn from the best in the industry and align her business with professional companies.
Lucinda Beaty, Lucindas Hair, Cheshire, CT
David started in this industry, in 1977, working for wholesalers and retailers in the Boston market. In 1982 he opened his first office that specialized in hair replacement. Since then his company has evolved to offer every successful method to replace, restore and grow lost hair including hair replacement, hair transplantation and laser hair therapy. His companies own the HairStart and HairGiant brands.
Helena Gibson, City Wigs, Fresno, CA
Lucinda, owner and operator, has been working with hair additions and extensions for over 30 years. She is an educator for various national and international companies throughout the world and continues to educate herself and staff with the latest technologies and designs.
Helena has had over 10 years experience in the wig industry. In addition to owning and operating two locations of City Wigs Hair Solutions, she is a trained volunteer with the Look Good Feel Better program. In 2011 Helena started City Wigs Foundation which helps women who Robert M. Bernstein MD, FAAD, ABHRS, cannot afford a wig. Helena is also the 2011 winner of the SBDC New York, NY Women owned business of the year. Last year she published a Dr. Bernstein is a Clinical Professor of Dermatology at Columbia University in New York and book, Secrets to Beautiful Hair...Tips and Tricks to Wigs & Extena world renowned hair transplant surgeon. His sions. She is currently working on her second book & third store location. landmark medical publications on Follicular UnitTransplantation and Follicular Unit Extraction have revolutionized hair restoration surgery and provide the foundation for techniques used by hair transplant surgeons across five continents.
12
A rising star in the US and international markets for his all around technical and artistic expertise. Since 2006 Ricky has been a New Image Exclusive Educator and consultant. In 2009 Ricky and wife Kristen Knowles opened Ricky Knowles Hair and Wellness in Houston Texas, a unique salon that combines Rickys expertise in hair replacement and Kristens expertise in medical compression therapy and post mastectomy solutions. Rickys work with Trichotillomania has earned him professional kudos and even landed a spot on MTVs True Life.
Joseph B. Neiman, MD, Neiman Dermatology & Hair Transplantation, Buffalo, NY
Focusing exclusively on the treatment of hair loss in men and women, Dr. Bauman is one of only approximately one hundred doctors certified by the American Board of Hair Restoration Surgery and one of only fifty doctors recommended by the American Hair Loss Association in the world. As a proud member of the American Hair Loss council since 1998, Dr. Bauman has treated over 15,000 hair loss patients and performed over 6,000 hair transplant procedures.
Kristin Webb, Profiles By Kristin, Syracuse, NY
Dr. Neiman is a Board Certified dermatologist specializing in hair transplantation. He and his skilled staff offer a permanent solution for men and women suffering from hair loss. With over 30 years of experience and the most advanced techniques available, Dr. Neiman achieves superior and natural-looking results. Offering general dermatology and esthetic services as well, their goal is to deliver an unparalleled wow experience for patients by combining excellence in dermatology with friendly personalized care.
Lisa Zimmerman, National Hair Centers, Phoenix, AZ
Kristin opened her business in 1996 hoping to give people a refreshing new option for their hair loss solutions. She has over 20 years of hands-on experience in the hair replacement industry. Kristin brings a dignified and honest approach to her clientele, staff and industry partners. Kristins touch of class and artistry provides a much overdue service in this limited industry of hair replacement.
Carl Howell, Advanced Hair Studio, East Melbourne, Victoria, Australia
As an internationally recognized Hair Restoration Company, NHC offers every method of hair restoration for men, women and children experiencing hair loss. Founded in 1975, NHC is the most experienced hair restoration company in Arizona. Their state-of-the-art facility is the largest in the world.
In 1976, having established Advanced Hair Studio as one of the largest hair restoration companies in the USA, Carl returned to his native Australia to develop more effective procedures of hair replacement and restoration, because He knew there had to be a better way. Today, over 500,000 men and women have benefited from Advanced Hair Studios advice and patented procedures available at approximately 70 studios worldwide.
To become a member or renew contact Betty Ann Bugden, Membership Director, 570-462-1101 or log on to www.AHLC.org.
The Link Issue 4, 2012 13
AHLC:
I know that you are the mastermind behind Ghost Bond. How did you begin in the hair replacement business?
Howard: My brother wore hair and asked me to offer my help in organizing the salon that he went to because the owner needed help. Up until that point I had owned a couple of businesses. One of them was a bar/restaurant/nightclub. I had also been the instrumental part in the recording doo-wop group The Demesions in the 1960s on Coral Records. When I was 18 years old we had our rst number one hit, Over the Rainbow. We had changed the melody from the original. Later we received a telegram from Judy Garland saying that it was the best rendition she had ever heard.
Once I became involved in my brothers salon, I quickly became interested in the hair business. The head technician for that salon became my future wife of now 32 years. She made me even more interested in the salon. The owner of that salon had some addictions that he needed to get a grip on but after some time I realized that he was not ready to make that business work. I then decided to take my newfound passion and open my own salon. My future wife, the head technician, came with me and we built a good business. After some time, I ended up with a couple of salons in Tampa from 1983-1996. I was also 16 The Link Issue 4, 2012
Howard Margolin
AHLC:
Really? I had no idea that you had your hands in so many things. Tell us a little more about your involvement in HRS.
Howard: Once I got established with my salon, I got together with 60 other salons and created HRS. The purpose for doing this was to pull the major salons together and create a powerful advertising campaign to brand our image in order to increase our client base in each of our salons. It worked great for a while until others wanted to take it into a franchise. At that time I decided to leave the HRS brand. AHLC:
What helped you move into the bonding business?
Howard: In 1992, my wife was diagnosed with toxic poisoning. We found out that it was due to all the unsafe chemical toxins that she had breathed in for all those years in the hair replacement salon. In 1992, I put together a team of biochemists to develop the industrys rst line of non-toxic bonding products, products that are safe for the
AHLC:
What was the reaction of the wholesale industry during your decision to start up a bonding company?
Howard: The main response was that it could not be done and I would be swallowed up by the big shes. However, I knew that it could be done and I was not going to stop until I developed a product that I would feel good about. During that time, Dow Chemical, which was producing a product called 355 Silicone, had to stop production due to the fact that the product contained Freon. This created a shortage for our industry. I was
Howard Margolin with actor, John Stamos (L) and Beach Boys Brian Wilson (R)
AHLC: How would a salon professional know if their current bonds have any toxic ingredients? Howard: Request a MSDS sheet from the manufacturer and familiarize your self with the ingredients. You should never use a bonding product without the MSDS sheet. A MSDS sheet will list all the ingredients in the product. You can Google any ingredient to nd out if it is toxic. One ingredient that I would suggest not to use would be Dimethylol Dimethyl Hydantoin. It is a pesticide and can still be used today in some products available today. AHLC:
How is your products tested for safety?
white room. This is a total sterile environment, which produces a one-of-akind product.
AHLC:
What are your latest products that we might not have seen yet?
Howard: We have two, the new Ghost Bond XL and Ghost Mist. Ghost Bond XL has added moisture control and a higher melting point than the original. We formulated it for oily scalps and high humidity. The second product, Ghost Mist, is a nishing spray with a rich blend of oil derived from Moroccan Argan Trees. The benets are UV protection, thermal protection, seals split ends while controlling frizz and adding shine. AHLC:
Is there anything else you would like our members to know?
Howard: After they have passed all the test requirements in the lab, we send it out to 12 different studios around the world for a minimum of 6 months of user testing. Once all 12 come back with great feedback we then release the product to our customers. AHLC:
How would you describe your current line of products?
Howard: We are very proud of our contribution to the industry. We offer 24/7 customer support for any of our products. If you are having an issue with any of our products please give us a call, we would be glad to help advise you. AHLC:
Howard, thank you for taking the time to share your story with our members. We look forward in seeing what you develop in the future. The Link Issue 4, 2012 17
fter several years of missing the AHLC Annual Conference, I found myself in Fort Lauderdale, Florida for the 2012 Conference. Im not sure what I expected to see but what I can say is I was very impressed with what I did see. Yes there were the cocktail parties and the meet and greets but there was also a buzz about. Everyone that was there wanted to be there to learn, connect and grow and thats exactly what they received. The educational aspect of the conference was just what we have come to expect from the AHLC. The programs gave all the attendees the tools to address what is happening in business, from more defined attachment methods to different ways to define the needs of the client as well as how to deal with this difficult economic environment. The guest lecturers were concise and on point to what we are facing in the hair replacement industry today, they discussed many of the subjects we are now being asked in our studios and most importantly, they gave us answers. I saw old friends and made some new ones, just what the AHLC Conference has always done, bring people together to learn and grow. It was so nice seeing Dr. Carlos Puig and catching up face to face. It was extremely heartwarming. As much as you try to keep up via email, text and that old fashion device called a phone, there is nothing better than sitting down face-to-face and just relaxing. I first became aware of Dr. Alan Bauman through LinkedIn. We have been involved in numerous discussions and, thanks to this conference, we finally got the chance to meet. There were two old (and I dont mean age) friends that I was really glad to see and that were Andy Wright and Okyo Sthair. 18 The Link Issue 4, 2012
We had some wonderful conversations and a lot of laughs. And the ageless Leigh Gardner and I had some really good talks. I met a very nice group from Syracuse, New York. Over the weekend we had the opportunity to discuss many of the issues we are all facing today in our respective markets. As much as the AHLC has stayed true to its roots, it has evolved. It has faced some very difficult times. With the hard work and dedication of the Board of Directors, the AHLC is poised to become the premier association for the hair replacement industry once again. This group has worked very hard to develop and implement standards that can take all of us to the next level of achievement. I saw firsthand how excited everyone was to be at the conference. Everyone learned something, from the novice to the experienced. Another thing I was glad to see was the suppliers and manufactures. From the largest to the newest, they were there in full support of what the AHLC board has been doing. As much as I enjoyed everything, there was also a slight sadness. It came from the fact that for as many friends and colleagues I saw there were far too many that I didnt. Some have passed on, some may have been busy or had pressing matters to deal with, but no matter the reason, they were missed. After missing several years of the conference, I am very happy I went and am looking forward to next year. As I have said time and time again, if you walk away from anything with just one new idea, lesson or thought you have walked away a winner. Even after as many years as I have been in this business I still walked away feeling re-energized and a
bit more ready for what we are all dealing with. If I can give anyone reading this a bit of advice, you should do everything you can to attend the next conference. You never know what you might learn. I hope to see all of you there next year and please, take a moment and say hello.
FORT LAUDERDALE
www.NewImageLabs.com
An enhanced online experience to make your life easier, reduce your overhead, and save you time
Economical
FREE ground shipping for all domestic hair orders (excludes international orders and accessories) Increase efciency by ordering online and gain time for other tasks
Secure
Safe online shopping on a trusted VeriSign approved site
Not registered with New Image yet? Or you registered and have never placed an online order with us? Now is the time to give it a try and receive a SPECIAL BONUS.
Special bonus offer valid untill January 31, 2013. Special bonus offer valid till November 30, 2012
Q: Q: Q: Q:
Do they know the FDA has cleared cold laser therapy to help prevent further hair loss and promote growth? Is their perception about wigs, and other hair loss products, in line with what is actually available? They may be pleasantly surprised to find todays options are affordable, comfortable, very attractive, natural looking, and in up-to-date styles with flattering shades. Are your clients aware that their choice of synthetic or human hair can be tailored to their life styles and maintenance preferences?
Q: Q:
Do your clients want more hair but have no idea what options are open to them?
Would they appreciate an easy to follow, educational review that covers all relevant hair loss solutions?
Do they know that there are pharmaceutical quality shampoos, conditioners and hair treatment products specifically made to stop hair loss and promote new growth? These state-of-theart treatment products are only available through hair loss professionals.
A Different Philosophy
location?
AHLC: So you have always been at this Schillo: Yes, I took over the company
from my father in the early 1970s and was looking to relocate the salon to the city to be more centrally located. I found out that the rent was much higher and I didnt feel like working half the month to just pay the rent, so I decided to stay here in Dudweiler (a small suburb of Saarbrucken). We are now so established that it doesnt matter where we are. Our clients come from all over Germany.
AHLC: Is it the same for women? Schillo: We have private rooms for
women upstairs
Schillo: Thats what we call Schillo on Tour. We had several interviews on national television, which brought us a lot of business over the years. So when we travel we rent a local salon for a weekend in each city to consult with clients and take orders. About 3 months later we return to deliver the hair systems. This is how we established our name and brand all over the country. AHLC: Talking about branding. We noticed that you even have
your name on the sugar packets here in the salon.
Schillo: Yes, we believe in branding our name and not anybody elses name or product. We give our clients umbrellas, pens and shopping totes with our name. Branding our name is our philosophy or as I like to call it Schillosophy.
AHLC: That sounds like you are very detailed? Schillo: I guess its kind of old school, but the results are very
natural and basically camera ready. It is also our signature. Each hair system is individual and has Schillo written all over it. That is our Schillosophy.
AHLC: Do you have a hard time getting the quality that you
demand from the factory?
24
Schillo: Yes, especially for the ladies. We use mostly virgin, European hair for the ladies. We show our clients the bulk hair first and let them touch and feel it. Then we send it to our factory and put it into our designs. This way we have more control over the product. AHLC: How did you get all this knowledge? Schillo: Many years of experience of course, but also traveling to the factories gave me a lot of insight. I travel to Asia at least twice a year and visit the factories that produce for us. I have also been traveling to the United States for many years to exchange knowledge. I joined the AHLC and Transitions as well as belong to different organizations here in Europe.
AHLC: You have very nice photography in all your brochures? Schillo: We produce all our own marketing materials and
photography. All the models in our advertising are clients of ours. We have our own taste and again want to brand only us and not something else.
AHLC: How do you advertise? Schillo: We still do print ads in newspapers and magazines. I
have a regular column in a local magazine, which works very well for us. We have a network of physicians we work with. We also do mailings and Internet of course. We also opened a wig shop in a local hospital, which has worked very well for us.
AHLC: Do you still work behind the chair? Schillo: Certainly, all day, every day. Even though I am of
retirement age I think, Ill wait until Im about 90 before Ill consider slowing down.
ANASTASIA LONG RH
Pre-cut human hair Available in 13-15 inch Optimal for many creative styles
Dr. Alex Khadavi explains why his hair loss solution, Revivogen is the preferred natural hair loss treatment of the most esteemed Hair Translpant Surgeons in the US.
Alex Khadavi, MD is a board certified dermatologist and an Associate Professor of Dermatology at the University of Southern California
Their patients are losing hair and need to stop it immediately before going through a serious surgical procedure. Even after the surgery, they need to be using something highly effective to prevent further hair loss and preserve their investment. Rogaine and Propecia just dont cut it. Revivogen is the only topical natural solution that can be used by both men and women without side effects and with proven results. These esteemed hair restoration specialists recognize that Revivogen is the best option for their patients.
For more information or wholesale opportunities for Revivogen Call 310-442-9700 or email Salesteam@Revivogen.com
As anyone in our business knows, we form our client relationships from personal and intimate stories. This is just one example of those stories, and one example of a personal, intimate relationship I treasure. Marsha Scott
For about five years, whenever I left the house I wore a baseball cap at least when I could. Sometimes, baseball caps are simply inappropriate like when giving a speech at a conference or attending a wedding. I tried a multitude of other techniques to hide my thinning hair. I tried different ways of combing it. I used hair dye. And I told myself that it wasnt really that bad, that it didnt matter so much and that it really didnt look so noticeable. But who was I kidding? I didnt understand why I was the only woman around with this problem. When I passed by pedestrians on the streets of New York City it seemed as if just about every woman had better, fuller hair than I did. (It actually didnt occur to me that some of that lovely hair I saw on other peoples heads had gotten there with assistance from hair professionals.) In a funny way, my lack of hair made me obsessed with hair. I told myself that appearance wasnt that important, but then why did I pay so much attention to the way other people looked? All my life people thought I was younger than my age. Now, at 50, I am looking older and it isnt just my hair. Since I just couldnt seem to get those wispy strands to fully cover my scalp I began to let my appearance slip in other ways. Why worry about weight gain if youre not looking that good to start with? So, I ate the extra chocolate donut (or two). I stopped fitting into my clothes and started borrowing my husbands t-shirts and sweaters. I had an epiphany, at my sons graduation, courtesy of my sisters and a friend who was sitting in the balcony. I was sitting below with my daughter, husband and father. At a graduation you cant wear a baseball cap so my head was uncovered. I thought I had gotten my hair, such as it was, to look pretty good that day. But the birdseye view apparently wasnt so hot. My sisters and friend started talking (or maybe a better word would be conspiring). After the graduation ceremony they came over with plentiful hugs, congratulations and a polite, but strong suggestion that I do something about my hair. Its time, they said. And so I made an appointment with Marsha Scott, owner of Hair Loss Clinic for Women. The day I got my first hair system my husband was with me. I looked in the mirror and started to cry. Thats what always happens, said Marsha. People cry when they first come in to see me and then they cry when they get their new hair. Oddly, when I first re-emerged into a life without hats, people told me I looked great. But they didnt seem to know what had changed. You look so young, theyd say. Or, I like your new hair cut.
Its been almost seven years now. I see Marsha every six weeks or so and my baseball caps stay in the closet. Ive had different hair systems over the years and have gotten quite accustomed to the process. Every time Im at Marshas place and she takes the hair system off Im reminded of the skimpy amount of natural hair that I have. I continue to be amazed at the transformation when she puts the system back on. (Actually I look so much like my balding father, who passed away several years ago, that when the system is off and I look in the mirror I feel as if Im seeing him again. Its kind of nice.) Other than wearing my hair a bit lighter, my appearance is very similar to how I looked when my children were younger than when they were teenagers. It also helped that I lost weight and that I pay more attention to how I look in general. I didnt really know how this one change could lead to other little changes and be so significant. But it did.
Extreme Empathy
Kristen Knowles
Kristens experience would present me with several challenges. Her head is small. She wears glasses. She prefers a short hairstyle. Shes active. I knew I had my work cut out for me. All the while, I marveled at why she had done this, why she had chosen to go where she didnt have to, to experience what our clients are faced with and to be
Empathy is defined as the capacity to recognize feelings that are being experienced by another being. Professionals in the hair loss industry tend to throw around the word compassion, but to be truly compassionate one must be empathetic. Without empathy, without firsthand knowledge, experience or feelings, one cannot be completely compassionate. Ricky Knowles
style. People reacted well to her new look and the transition to wearing hair was seamless. Not one person knew or recognized the difference! As I mentioned, Kristens experience was documented in videos, which are available on YouTube. www.youtube.com/rickyknowleshair. My primary concern is making clients happy, confident and comfortable. I think that definitely came across as Kristen talked, asking me if I had anything to say. I mustered a quick Im just layering away, while lost in my work. Kristens inspiration was definitely to get inside the clients psyche and as such, she was able to interact with me from the chair differently than any other client Ive had. In hindsight, this experience not only gave Kristen empathy and understanding she desired, but it enabled me to have for empathy someone sitting there, having a style cut into hair that isnt theirs. While Im able to simulate a clients natural colors, highlights and root shading to exactly replicate their natural hair, Im not immune to the issues we face. Looking back, I chuckle about working around the fact that Kristen wears glasses and the hair around the earpieces needed to look normal. This wasnt always an easy experience. As the weeks progressed, we tried several more wigs and styles: Synthetic machine made, synthetic machine made back with mono top and full hand tied synthetic. None of these seemed to work for the style Kristen wanted. She seemed to have her mind set on one style and one style only, her style the style she loves, the style others know her by. I found that most synthetics are tied too thin to pull off what she was looking for. She also quickly informed me that synthetic fiber is much hotter than human hair and would not do for her. So human hair it is, Kristen decided. From there we tried several caps, some thin some thick, but she kept going back to the same cap. Fast forward to today. Kristens hair has grown out (well, as much as
Ricky Knowles
Step 1
Clean the scalp with Dual Action Shampoo 2-3 times or until completely free of any adhesive. Apply Dermal Mud to the scalp. Let sit for 5 minutes. Shampoo off with PHL#5 Shampoo.
Applying Ghost Bond To Base
Step 2
Dry scalp completely. Apply No Sweat Scalp Antiperspirant. Dry completely.
Step 3
If using a skin system, first apply a thin coat of Ghost
Bond to the system and place the system to the side. Then proceed to apply 4 thin coats to the scalp. (You will know they are thin coats because by the time you get from the front to the back, the front of the scalp will be dried clear). Upon finishing the 4th coat set a timer for 7 minutes allowing the bond to air cure.
or
If using on an all lace system, do not apply any adhesive directly to the lace. Apply 4 thin coats to the scalp. When finished applying the last coat set a timer for 7 minutes and let air cure. After the 7th minute you then proceed to attach the system to the scalp.
32
From the creator of the #1 Doctor Recommended Natural Hair Loss Solution, Revivogen, Dr. Alex Khadavi has developed 2 lines for skin care issues.
Clearogen is the only Anti-DHT Acne Treatment formulated using natural ingredients to block DHT in the pores, regulating oil production, and clearing acne! Beyond clearing surface acne, Clearogen blocks the root cause of acne production breaking the cycle and prevents acne from forming leaving skin smooth and blemish free.
Rejuve MD
RejuveMD Face & Eye Serums are advanced anti-aging treatments that utilizes Bio-identical growth factors to stimulate your skin to look and act younger. These signal cells called Growth Factors directly communicate to your skin cells to increase production of collagen and elastin resulting in tighter, lifted, smoother and more youthful looking skin. For samples and more info. call 877-512-4247 or email Jennifer@Clearogen.com
Belle Madame hair pieces from high quality synthetic hair are especially designed for thin hair with little volume. These hair pieces can be attached and removed very easily. To order call European Hair Imports at 866-681-4247
The HairMax LaserComb and The Healthy Hair Care Collection from Hairmax
The HairMax LaserComb is the ONLY home use Laser PhotoTherapy Medical Device, FDA Cleared to treat hair loss and stimulate hair growth in men and women. HairMax delivers safe and effective laser light to energize weakened hair follicles, accelerate hair growth rate, reverse the thinning process, increase density, thickness and fullness of hair. Pair it with our new sulfate-free Healthy Hair Care Collection, scientifically formulated to complement the LaserComb treatment. Non Drug Treatment with NO serious side effects. Offer the complete HairMax Hair Growth System to your clients to use in the comfort and convenience of their own homes. www.HairMax.com 1.800.973.4769 *The HairMax LaserComb is indicated to treat Androgenetic Alopecia, and promote hair growth in males who have Norwood Hamilton Classifications of IIa to V and in females who have Ludwig (Savin) I-4, II-1, II-2, or frontal patterns of hair loss and who both have Fitzpatrick Skin Types I to IV. The Link Issue 4, 2012 33
An Emotional Attachment
by: Bobbi Russell
Extensions
was a young hairdresser when hair extensions came into my life... funny how I talk about it like it is a relationship! That thought is actually quite appropriate because it has been a roller coaster of emotions for me. I can say they have been very good to me and they have also made me cry.
Within a couple of years I had worked through most of the destructive techniques that I had learned due to lack of understanding and education. As my technique and skill level grew, I began teaching the art of hair extensions to other stylists. Twenty-four years later our industry is exploding with hair extensions and beauty trade shows have a hair booth every six feet. Everyone is claiming to have the best hair and the best technique on the market. However, all hair extensions are not created equal. Its all about three things: The hair, the attachment and the education! The quality of human hair varies greatly. For years we have struggled with severe matting, stiffness and tangling. When a really good quality hair is used, matting and tangling are no longer an issue. A larger variety of quality choices are now available. They are even making a fiber hair that acts like human hair. It can be washed, blow dried and curled with a hot iron then shampooed. Another contributing factor is how well hair is processed. This is extremely important and there is a big difference in the finished product. When considering fusion attachments, the strength of the bond combined with the gentleness of the product on the natural hair is now available. Higher quality bonds are less likely to shed and loose hair. Twenty years ago, the bonds were of poor quality so we would ask our guests back every 2-3 weeks to get a fill (meaning more hair added) because they would lose so much hair. We would even recommend that they get a carpet rake so that they wouldnt break their vacuum cleaner. When working with a well-made quality product, this is no longer an issue.
Linking attachments are available for those who prefer not to use adhesive on their hair. I feel that it is a simpler method to learn and the extension hair can be reused. But all linking methods are not the same, so my suggestion to you is to investigate all options before you make a decision. One of the newest methods on the scene in the last couple of years is the tape on method; I actually use this attachment often. There are some really amazing companies offering top-quality products. To reiterate, it is really about the quality of the hair and the strength and performance of the attachment that make the difference. Most importantly, take your training seriously. Take advantage of the many amazing opportunities that are available to you to educate yourself, opportunities that I never had. Do not try to learn how to do this all by yourself. Practice, practice, practice on a mannequin head before you even consider putting hair extensions on a friend who trusts you. Also, take any advanced classes that are offered and broaden your knowledge by learning more than one or two methods of attachments. This will only make you more valuable as a hair additions technician. Remember that hair extensions will only hurt the natural hair if they are not applied correctly. When taken care of properly, and removed correctly, hair extensions are not damaging. Take the extra time to learn to do them right, so few people do. This only hurts those of us who have learned the correct way. Sadly, I fix bad hair extension work all the time and it breaks my heart. Thats why I have always called additional hair hair crack. If you do them right the first time your guest will love you and will never be able to live without them. If you do hair extensions wrong, that person will never touch them again nor trust in them again, and will be telling every one of their friends about their horrible experience.
I first learned track weaving, in 1988, from an elderly gentleman named Mr. Cicel. He charged me $500 to watch him put extensions in my best friends hair. I will never forget when he left that day he said, Well kid, you have four weeks to practice, then your friend is going to need it done all over again. Good luck! he snickered and left. For weeks afterwards, I had a mannequin head between my knees and I practiced and practiced. Unlike today, with all the amazing resources that are available to us, I had no one to ask for help. I taught myself how to braid and sew in hair and I became really good at it. I practiced on anyone who would let me tug and pull on their hair. Mega Hair Extensions was the first to introduce me to the world of strand on strand fusion. There was no teacher, no manual, just a hot glue gun, wax sticks and a bad one-page photocopy of how-to instructions. My first hair extension took me ten hours. The bonds I created where the size of my finger and my hands where so burned and blistered that I couldnt shampoo hair for days. Unfortunately, three weeks later the poor girl had bald spots all over her head. I was devastated! To remove those extensions, we used olive oil and a curling iron. It took as long to get them out as it took to put them in and it made the salon smell like an Italian restaurant. 34 The Link Issue 4, 2012
Extraordinary Hair?
100% n at u r a l h a i r e x t e n s i o n s
ahlc.org
www.DiBiaseHairUSA.com 248.489.8900
38455 Hills Tech Drive Suite 200 Farmington Hills, MI 48335 USA
FORT LAUDERDALE
Contact Betty Bugden 570.462.1101 info@ahlc.org