Beauty Fashion - 01-2012

EYESTUDIO
by
COLOR TATTOO

24HR CREAM GEL SHADOW
NEW
BEAUTY
FASHION
JANUARY 2012
www.beautyfashion.com
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T H E F I R S T F R A G R A N C E
F O R WO M E N
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19 Love Notes
Beauty Fashions Guide To Valentines Day Fragrances
AT-COUNTER
20 A Walk On The Line SideWith Bliss Mike Indursky
Branching At Bliss Spas, Sephora And Lord & Taylor
29 CounterCulture
31 Milestones
Giorgio Armani Beauty Celebrates 10
th
Anniversary
At Saks Fifth Avenue
32 Zinn-Moore Feted By L&T On 10
th
Anniversary
THEBEAUTYBIZ
10 The Beauty Flash
16 Industry Ear
24 Maybelline New Yorks Spring Beauty Trends
27 Sharon Colliers New Role At Cover FX
28 The Fragrance Foundation Hosts A Conversation
On Celebrity Scents
30 Insights From LOral USA At CEWs Women In
Beauty Series Event
2012 BY BEAUTY FASHION. No reproduction of material contained herein without express permission of the
copyright owner. Reproduction by photographic or any method will be treated as willful violation of the copyright laws.
On the cover:
Dare to get inked with Color Tattoo 24HR Cream Gel Shadow, the latest
innovation from Maybelline New Yorks best-selling Eye Studio collection.
Maybelline New York has combined their intense pigment technology with
flexible film formers to create a shadow that packs the most intense, saturated
color possible. The semi-permanent gel-cream smoothes on for vibrant, crease-
resistant color that doesnt fade awayand wears for 24 hours.
Maybelline New York spokesmodel Erin Wasson is wearing Color Tattoo 24HR
Cream Gel Shadow in Tenacious Teal.
BEAUTY
FASHION
JANUARY 2012 VOLUME 96 NUMBER 1

EYESTUDIO
by
COLOR TATTOO

NEW
BEAUTY
FASHION
JANUARY 2012
20
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*JAN_TOC-2pgs.indd 4 1/6/12 4:13 PM

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for great skin, our guiding dermatologists gave us this 3-StepSystem. Cleanse to purify, exfoliate
so fresh skin surfaces, moisturize to a healthy glow. Twice a day creates your best skin.
Find your customized routine at clinique.com
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JANUARY 2012 / / BEAUTY FASHI ON
6
George Ledes
President and CEO
EDiTORiAL
Go Santa
Right Into
Valentines Day
There is no rest for the weary. As the preliminary sales numbers come in from the holiday season,
the results have us cautiously optimistic.
But there is little time to enjoy the moment as Valentines Day arrives. I believe how the race is
started directly impacts how it is finished. So lets take the positive momentum of the holidays and
channel it forward, right into Decembers unemployment numbers and right into our first retail
challenge of 2012, Valentines Day. You will note that this issue has our fragrance picks for the
holiday of love.
To add a little color to this time of year, not missing the white we were looking at last year, we
have an extensive look at the upcoming cosmetics launches as well as Maybelline New Yorks
spring beauty trends.
So please, be my Valentine this year.
BF-JAN_Editorial.indd 6 1/6/12 4:07 PM
Gucci-Gucci.for.Men_PP.indd 1 2/4/11 4:01 PM
33 Making Sales
Amway Independent Business Owners Share
Their Sales Tips For Success
34 Prestige Skincare Puts Its Best Face Forward
Performance In First Half 2011
-Mariangela Gisonda, The NPD Group, Inc.
FOREIGNCORRESPONDENTS
37 Notes From Paris
-Sarah Colton
38 Beauty Australia
-Andrea Ferrari
REGIONALCORRESPONDENTS
35 Boston Beauty
-Brittany Jasnoff
Sitting Pretty In The Tar Heel Triangle
36 -Bridgette A. Lacy
THEPARTYSCENE
26 On The Avenue
THELATESTLAUNCHES
22 First Look
Friday Night Brights
23 First Look
Gilt-y Pleasures

44 First Look
Keep It Fresh
45 First Look
Daydreamer
46 First Look
The Dark Side
47 First Look
Sweet Treat
BEAUTY
FASHION
JANUARY 2012 VOLUME 96 NUMBER 1

31
30
28
EVERYMONTH
6 Editorial
10 ComingUp
12 Calendar
*JAN_TOC-2pgs.indd 8 1/6/12 4:14 PM
Dare to wear our
longest-lasting shadow.
24hr intensity. Tattoo tenacity.
Our ink technology creates super-saturated color.
Cream gel smoothes on for vibrant color that does
not fade. Dare to get inked. In 10 shades.
Dare to wear our
24HR intensity. Tattoo tenacity.
nacity.
COLOR TATTOO

NEW
EYESTUDIO
by
EXPLORE MORE AT MAYBELLINE.COM
Shu Pei is wearing New Eye Studio
Color Tattoo 24HR Cream Gel Shadow in Painted Purple. 2012 Maybelline LLC.
Maybelline-Color_Tattoo_3Ads.indd 1 12/15/11 4:55 PM
FEBRUARY
On November 21,
the holidays were
kick-started at Saks
Fifth Avenues flag-
ship New York City
store with a greeting
by Saks CEO Steve
Sadove. A special
performance by the
Jacqueline Kennedy
Onassis School at
American Ballet Theatre with Fifth Avenue serving as the stage was followed by a
festive 3-D light show spectacular spotlighted on the building. The final act of the
evenings festivities was the much anticipated display of Saks holiday windows.
L&Ts Fragrance Festival
In the days before Christmas, Lord & Taylor held a Fragrance Festival on the beauty
floor at its flagship New York City store. Customers could browse the fragrance
displays along the center aisle.
BF
10
Saks Unveils
Holiday Windows
Saks Ron Frasch (2
nd
l.) with his family at the holiday window unveiling
Saks Fifth Avenues Terron Schaefer and
Steve Sadove
The Jacqueline Kennedy Onassis School at American Ballet Theatres
performers dance on Fifth Avenue.
Saks holiday windows
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Lord & Taylors Jose Rojas and Lorraine Larsen
highlight the Angel by Thierry Mugler display.
Coty Prestiges Christine Aidiniou with Lord &
Taylors Christina Gonzalez showcase Marc
Jacobs fragrances.
Lord & Taylors Marti Moore, Elizabeth
Ravalico and Barbara Zinn-Moore greet
customers at the Fragrance Festival.
LOral USAs Cindy Mulosmanaj presents Ralph
Lauren Fragrances Polo.
Lord & Taylors Everett Procter at the Burberry
Brit For Men table
Lord & Taylors
Melissa DAquila
and Ms. Ravalico
at the Dolce&
Gabbana
fragrance display
Preview of PCPC
Annual Meeting
P&Gs Jenny Rushmore
and Scott Heid byline an
article on natural versus
synthetic ingredients
CounterCulture Clarins
Allyson King defines the
strategy of training for the
new Clarins Skin Spa
CounterClothes Prabal
Gurungs new uniforms for
Sephoras Cast Members
Allyson King
Jenny Rushmore
and Scott Heid
Beauty Flash January 2012.indd 10 1/6/12 3:36 PM
Our ink technology creates super-saturated color.
Cream gel smoothes on for vibrant color that does
not fade. Dare to get inked. In 10 shades.
Dare to wear our
24HR intensity. Tattoo tenacity.
acity.
COLOR TATTOO

NEW
EYESTUDIO
by
EXPLORE MORE AT MAYBELLINE.COM
Jessica is wearing New Eye Studio
Color Tattoo 24HR Cream Gel Shadow in Fierce and Tangy. 2012 Maybelline LLC.
Maybelline-Color_Tattoo_3Ads.indd 3 12/15/11 4:57 PM
JANUARY 19
Cosmetic Executive Women
Women & Men in Beauty Series: Marketing
Beauty to the Hispanic Consumer with
Univision Communications Graciela Eleta,
Macys Linda Levy and P&Gs Alexandra Vegas
Harmonie Club NYC 5:30 PM (R) (S) (TA)
(646) 929-8026
www.cew.org
JANUARY 26
Fashion Group International
Rising Star Awards Luncheon
Cipriani 42nd Street NYC 11:15 AM (A) (TA)
212-302-5511
www.fgi.org
JANUARY 30 - 31
Elements Showcase
Skylight West NYC (T)
www.elements-showcase.org
JANUARY 30
Fragrance Foundation
Elements Showcase Cocktail Party and
Ceremony to Honor 2012 Indie
FiFi Award Finalists & Winner
Skylight West NYC 7:00 PM (R) (A) (TA)
(212) 725-2755
www.fragrance.org
JANUARY 31
Fragrance Foundation
Hot Off the Press Breakfast in Partnership
with NPD Group
The Plaza NYC 8:00 AM (S) (IO)
(212) 725-2755
www.fragrance.org
FEBRUARY 8
Young Executive Committees Cocktails &
Connections: Speed Networking
FIT NYC 6:00 PM (R) (TA)
(646) 929-8026
www.cew.org
FEBRUARY 9
James E. Marshall OCD Foundation
Beyond Beauty Dinner Honoring
Maesa Groups Jill Belasco, Kaplows
Liz Kaplow and Scent Marketing Institutes
Caroline Pieper-Vogt
Union League Club NYC 6:00 PM (B) (TA)
(608) 845-3664
FEBRUARY 16
Newsmaker Forum with Ultas Chuck Ruben
Harmonie Club NYC 5:30 PM (R) (S) (TA)
(646) 929-8026
www.cew.org
ICMAD
Technical/Regulatory Forum
Balboa Bay Club Newport Beach CA (M)
(847) 991-4499
www.icmad.org
FEBRUARY 20 - 23
Beauty & Wellness Exchange
Montage Laguna Beach CA (T)
(203) 202-2576
www.exchangeevents.com/beauty
FEBRUARY 22 - 24
Personal Care Products Council
Annual Meeting
Ritz-Carlton Naples FL (M)
(202) 331-1770
www.personalcarecouncil.org
MARCH 4 - 5
Professional Beauty London
ExCel Centre London (T)
info@mrapr.com
www.professionalbeauty.co.uk
MARCH 7
Beauty Awards Product Demonstration
Metropolitan Pavilion NYC 6:00 PM (R) (IO)
(646) 929-8026
www.cew.org
MARCH 9 - 11
Beauty International
Dusseldorf Germany (T)
(312) 781-5185
www.mdna.com
MARCH 9 - 12
Cosmoprof Bologna
Bologna Italy (T)
www.cosmoprof.com
MARCH 9
ICMAD
Cosmoprof Bologna Reception
(800) 334-2623
www.icmad.org
MARCH 13
March of Dimes
Beauty Ball Honoring HSNs Mindy
Grossman and Fairchilds Gina Sanders
Cipriani 42nd Street NYC 6:00 PM (B) (TA)
(212) 353-1143
jcarlo@marchofdimes.com
MARCH 17 - 18
The Makeup Show LA
California Market Center Los Angeles CA
(T) (TA)
www.themakeupshow.com
MARCH 28 - 29
Luxe Pack Shanghai
Shanghai Intl Convention Center
Shanghai China (T)
www.luxepack.com
APRIL 17
Luxe Pack-Pratt
Art of Packaging Award Dinner
University Club NYC 6:30 PM (A) (B) (TA)
(212) 925-2507
Elaine@kxassociates.com
APRIL 26
ICMAD
FDA Cosmetic Regulations Workshop
NYC 9:00 AM (TA)
(847) 991-4499
www.icmad.org
BEAUTY FASHION EVENTS CALENDAR
SUBJECT
(A) Awards
(B) Benefit
(E) Retail Event
(I) Product Intro
(M) Meeting
(P) Press Trip
(R) Reception
(S) Seminar
(T) Trade Show
ADMISSION DETAIL
(IO) Invitation Only
(TA) Tickets Available
* Phone numbers provided are for
further information.
12
PRESIDENT AND CEO GEORGE LEDES
gledes@beautyfashion.com
SENIOR RETAIL EDITOR ADELAIDE P. FARAH
afarah@beautyfashion.com
ADVERTISING DIRECTOR DEBRA DAVIS
ddavis@beautyfashion.com
DIRECTORY EDITOR HOWARD BIEGEL
hbiegel@beautyfashion.com
SENIOR PRODUCTS EDITOR LINDSEY E. ADAMS
ladams@beautyfashion.com
ART DIRECTOR JENNIFER DRUCKER
jdrucker@beautyfashion.com
PHOTOGRAPHER ERIC MICHELSON
BEAUTY
FASHION
www.cosmeticworld.com
EXECUTIVE OFFICE
16 E. 40th Street Suite 700 New York, NY 10016
Telephone: 212-840-8800 Fax: 212-840-7246
PUBLISHER AND EDITOR EMERITUS JOHN G. LEDES
*JAN_Masthead-Calendar.indd 12 1/6/12 4:06 PM
PalmBeachBeaute_PP.indd 1 11/2/11 11:17 AM
CONTRIBUTING editors&columnists
CONTRIBUTING EDITORS
Italy
Simona Barello
simona.barello@gmail.com
Fax: +39-06-59887673
France
Sarah Colton
sarahcolton@sarahcolton.com
Fax: 011-331-45885386
Australia
Andrea Ferrari
andrea@esprit-magazine.com.au
Germany
Heide Kuhn-Winkler
info@hkw-pressofce.de
Fax: 011-49-621-400-6065
Marc Rosen
marc@mra-nyc.com
UK
Lorraine Wilson-Morris
lorraine@esprit-magazine.co.uk
Brazil
Fernanda Bonifacio
mfmbonifacio@hotmail.com
Spain
Julia Rossi
juliarossi@hotmail.es
REGIONAL COLUMNISTS
San Francisco, CA
Raphaella Barkley
tel.: (775) 849-7724
raphaellabrescia@msn.com
Seattle, WA
Mary Elizabeth Cronin
tel.: (206) 284-8998
mecronin@mecronin.com
Colorado
Hilary Martin
tel.: (303) 499-6244
fax: (303) 499-6245
winedunce@gmail.com
Houston, TX
Mary Sit
tel./fax: (713) 973-6798
maryesit@gmail.com
Boston, MA
Brittany Jasnoff
tel.: (617) 262-9700
bjasnoff@hotmail.com
Chicago, IL
Lisa D. Lenoir
tel.: (773) 643-0238
lenol66@aol.com
Atlanta, GA
Toni M. Lublin
tel.: (404) 874-6998
toni_lublin@yahoo.com
Raleigh, NC
Bridgette A. Lacy
tel.: (919) 872-4234
bridgettelacy@att.net
Washington, DC
Bernadette Lacy
tel.: (571) 451-4187
bernie368@gmail.com
Los Angeles to La Jolla, CA
Lynn D. Ludlam
tel.: (760) 295-6999
lynndludlam@aol.com
Dallas/Fort Worth, TX
Normita Joven
tel.: (214) 504-6157
normita.beautyfashion@gmail.com
Richmond, VA
Emily Kirkpatrick
eskirkpatrick@gmail.com
*JAN_Columnists.indd 14 1/6/12 4:04 PM
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Parlux_Rihanna_PP.indd 1 1/6/12 5:02 PM
16
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INDUSTRY EAR
Perfumania Holdings, Inc. and Parlux Fragrances, Inc.
have signed a definitive merger agreement under which
Perfumania would acquire all of the outstanding shares of
Parlux in a transaction valued at approximately $170 mil-
lion, based on Perfumanias closing stock price of $19.55
per share on December 22, 2011.
Inter Parfums, Inc. has entered into a 13-year worldwide
license agreement with La Maison Repetto for the cre-
ation, development and distribution of fragrances under
the Repetto brand. The first fragrance line is expected to
be launched in 2013 by Interparfums SA, the majority-
owned French subsidiary.
Edward W. Bullock, Vice President,
Diversity & Inclusion for LOral USA,
has retired from the company. A
27-year LOral USA veteran and a
member of the LOral USA Executive
Committee, Mr. Bullock spent the last
decade building the companys first
office of Diversity & Inclusion.
The annual Personal Care Products Council meeting will
be held February 22-24 at the Ritz-Carlton in Naples, FL.
The opening general session, Spotting Trends and Spark-
ing Innovation, will feature Jeremy Gutsche, Founder of
trendhunter.com.
Coty Inc. has named New York City-based agency, Euro
RSCG Worldwide PR, as the public relations agency of
record for the companys corporate communications
business.
Givaudan is launching a new version of its iPerfumer
app, iPerfumer2. The improved app, allowing people to
buy fragrance in an informed way, was inspired by the
comments and suggestions of the iPerfumer community.
It is available now for download from iTunes.
LOral opened its new Kenyan subsidiary, which will be
the hub for expanding the Groups activities in East Afri-
ca, a region which also includes Uganda, Tanzania,
Rwanda, Burundi and Ethiopia. The Groups subsidiary in
Nigeria opened in September 2011.
The NPD Group, Inc. has made an investment in Segmen-
ta, a market research firm that tracks the prestige beauty
industry in Mexico, Argentina, Brazil, Columbia, Chile,
Peru, Venezuela and Uruguay. Segmenta currently pro-
vides retail tracking, including data from over 900 stores.
NPDs backing will support development of additional ser-
vices. Segmenta now has over 90 clients in the region.
TerraCycle, the upcycling
and recycling pioneer,
offers a free collection
program called the Per-
sonal Care and Beauty
Brigade

in partnership
with Garnier. A salon staff
member can sign up for
the Personal Care and Beauty Brigade
at terracycle.net
to send in difficult-to-recycle packaging. Award points for
each package received can be put towards charity.
The Fragrance Foundations Web site, fragrance.org and
osMoz.com will now link to each other so that visitors of
both sites can easily find information that both expert
resources provide.
Matt Spielman has joined the digital
agency Moxie as Senior Vice Presi-
dent, strategy director and overall
business leader for LOral. Mr. Spiel-
man will manage the digital agencys
media AOR for LOral USA, partner-
ing with its Chief Marketing Officer
and brands to develop strategic digital
initiatives.
A study from Total Beauty Media Group shows that
despite the influx of celebrity-endorsed fragrances, its
scents over celebrity association that sell a fragrance.
When women were asked how they chose and pur-
chased fragrances, scent strips and in-store trials were the
key drivers.
MURER & WIRTZ, one of Germanys leading makers of
fine fragrances and body care products, has acquired the
fragrance business of the BALDESSARINI license from
Procter & Gamble.
Amway announced the promo-
tion of Maud Pansing to Vice
President-Global Beauty. Ms.
Pansing joined Amway in May
2010 as Global Brand Director-
Beauty, to lead the strategic
development of the Amway
brands global beauty business
including the re-stage of ART-
ISTRY
and its three regional

mass brands, beautycycle
,
ATTITUDE
and MOISKIN
.
Jurlique International Pty. Ltd signed a share purchase
agreement with POLA Orbis Holdings Inc (POLA),
wherein POLA is purchasing 100% of the shares of
Jurlique.
Edward W. Bullock
Matt Spielman
Maud Pansing
Industry Ear January 2012.indd 16 1/6/12 4:00 PM
Experience the excitement of our creative process;
from discovery through development, to the emotional
pleasure and celebration of the final product.
Join us and enjoy the journey.
www.givaudan.com
Givaudan_PP.indd 1 9/14/10 11:16 AM
18
MINS Monthly Boxscores Source: Media Industry Newsletter <<>> 2011.
The 28
t h
annual
edition of Fragrances
Of The World
, by
Michael Edwards, is
now available. The
2012 edition features
8,000 fragrances, in-
cluding 1,000 new
entries.
The International
Fragrance Associa-
tion, North America
(IFRANA) has joined
the Safe Cosmetics
Al l i ance and i t s
efforts in supporting
new legislation to
help safety regula-
tions keep pace with
scientific and tech-
nological advance-
ments in personal
care products.
P&G Beauty & Grooming has launched StyleUnited at
styleunited.com, a personalized site that brings beauty
and fashion together for a total style source. In partner-
ship with ShopStyle, StyleUnited delivers an exclusive
experience to each consumer to help women achieve
their best head-to-toe style.
International Flavors & Fragrances Inc. announced that
Beth E. Ford, Executive Vice President and Head of Sup-
ply Chain, has notified the company that she will be step-
ping down on January 11 to take a senior leadership role
outside the organization.
Independent Cosmetic Manufacturers and Distributors
Association will host their inaugural health and wellness
event, Get With It...Get Healthy, to benefit Look Good...
Feel Better
on February 17 at the Balboa Bay Club in

Newport Beach, CA.
The top five finalists and winner of The Fragrance Foun-
dations 2012 Indie FiFi
Award category will be

announced on January 30 at the Elements Showcase. The
Showcase will be held at Skylight West in New York City
from January 30-31.
The first Asian edition of the Sustainable Cosmetics Sum-
mit brought together 120 delegates from across the Asia-
Pacific region in Hong Kong from November 7-8. Major
discussions centered on greenwashing and consumer
confusion, the lucrative Chinese market, certification and
green formulations.
Just the Numbers
The 16
th
edition of Cosmoprof Asia, held from
November 9-11 at the Hong Kong Convention and
Exhibition Centre, hosted 1,780 exhibitors, up 9% on
2010. The total number of visitors for the three days
was 48,503, up 7.5% on 2010.
LOccitane International S.A. announced net sales
for the 6-month period ended September 30, 2011
increased 11.3% to 368.5 million, as compared to
the period ended September 30, 2010.
Hired in September 2011 as Glamour Publisher, Jason Wagenheim was moved to Teen Vogue in November. Glamour
Publishing Director (since 2004) Bill Wackerman resumed his full-time responsibilities with the magazine.
Steve Cohn, Editor in Chief, Media Industry Newsletter
Title DECEMBER
2011
DECEMBER
2010
% of Diff. YTD 2011 YTD 2010 % of Diff.
Allure 110.08 114.34 -3.73 1,178.75 1,168.15 0.91
Cosmopolitan 124.55 111.76 11.44 1,461.97 1,474.34 -0.84
Elle 214.05 209.12 2.36 2,315.73 2,287.46 1.24
Glamour 155.90 176.23 -11.54 1,507.30 1,624.32 -7.20
Harpers Bazaar
189.61 202.72 -6.47 1,655.69 1,794.05 -7.71
InStyle 288.41 271.22 6.34 2,547.46 2,438.92 4.45
Lucky 116.13 160.32 -27.56 1,119.94 1,232.19 -9.11
Marie Claire 145.31 134.01 8.43 1,428.20 1,343.63 6.29
Vogue 206.81 206.60 0.10 2,514.42 2,306.39 9.02
W 107.82 95.38 13.04 1,089.21 1,031.84 5.56
BF
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LOVE NOTES
Beauty Fashions Guide
To Valentines Day Fragrances
Love and fragrance will fill the air this
Valentines Day with new and classic scents
that will be on counters in February.
1 Dior Jadore
3.4 oz., $98.00
2 Juicy Couture
Viva La Juicy Limited Edition
3.4 oz., $98.00
3 Wonderstruck Taylor Swift
3.4 oz., $59.50
4 Lancme Trsor
Midnight Rose
2.5 oz., $75.00
5 Vera Wang Lovestruck
3.4 oz., $78.00
6 Fracas de Robert Piguet
3.4 oz., $120.00
7 Rebelle by Rihanna
3.4 oz., $59.00
8 SOMEDAY
by Justin Bieber
3.4 oz., $55.00
9 Betsey Johnson Too Too
3.4 oz., $82.00
10 Nine West Love Fury
3.4 oz., $55.00
2
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(Continued on page 39)
*BF-JAN-LoveNotes.indd 19 1/6/12 4:20 PM
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When you have a unique brand,
and you tell its story in an effective
way, youve got no competition,
affirmed Mike Indursky, President of
Bliss. Bliss is a truly unique brand
that starts with the expertise used in
highly efficacious spa services and
turns them into products you can use at home to make
you feel healthy, beautiful and happy.
Mr. Indursky tells that story with a three-prong business
model he calls the machine. The first prong comprises
the Bliss spas and those within hotels. The second prong
is the brands data base, e-commerce, catalogs and social
media. The third prong, which is probably our most
important, is our retail community. We are very selective
in our choice of who distributes our products.
Bliss products are currently distributed at Sephora,
Lord & Taylor, Neiman Marcus, Macys, Bloomingdales,
Nordstrom, ULTA, Beauty Brands, Sephora at JCPenney,
Blue Mercury, QVC, qvc.com, Military, Soft Surround-
ings, skinstore.com, beauty.com, drugstore.com and
independent boutique retailers.
Our retail distribution strategy is predicated on telling
the story of Bliss in different ways. We use stores like
Sephora, Lord & Taylor, Neiman Marcus and Bloomingdales
to tell our story about the premium,
the efficacy and the quality [of our
products]. We use QVC to tell our
story directly to consumers. We use
third party spas, he continued,
chains like Beauty Brands with a spa
heritage to also help tell that story.
Bliss currently has an expanding global presence. They
have spas in London, Barcelona, Doha, Hong Kong and
Saint Petersburg. Retail distribution includes the UK,
EEU, Turkey, Russia, Doha, Australia, South Korea, Singa-
pore and Hong Kong. There are future plans to go deeper
into Europe and Asia.
He maintains that Bliss tells the story of happiness. In
this day and age, when people are so concerned about
the economy and the environment, the one thing they
want more than anything else is happiness. We are
evolving from a spa and personal care company to a life-
style brand that offers happiness and the achievement of
well-being.
Translating the story of happiness to Sephoras Cast
Members and other retailers Beauty Advisors is very
important, according to Bliss Beth Ann Catalano, Senior
Vice President, Sales, Education, Sales Operations. Its a
story they remember to tell.
A Walk On The Line Side...With
BLISS
MIKE INDURSKY
Branching At
Bliss Spas, Sephora
And Lord & Taylor
10:00 A.M. Bliss57
12 West 57
th
Street
New York City, NY
We are so proud of our Bliss Technicians, Mr. Indursky
declared. They build a relationship with the Guest. After
the Technician has been working on a Guests face for an
hour or 75 minutes, they know, like a Dermatologist
would, exactly what they need [to take care of their skin].
The Guest is given a Blisscription that is customized for
their skin type. They can purchase products to continue
that care at home. After they use the products, most of
our guests like to go retailers for replenishment. We know
for a fact, he shares, where we have our spas is where
we do our best retail business.
Bliss Susan Grey, Regional Director, Spa Operations,
shares that all of the Bliss Technicians have Esthetic
licenses. Generally, we hire people who have at least a
minimum of five years experience in being an Estheti-
cian. However, we rarely have to hire anyone because
most of our Estheticians have been with us for 10 to 15
years.
Beauty Fashions George Ledes with Bliss Susan Grey, Beth Ann
Catalano, Mike Indursky and Jill Carlen
BF_JAN_WalkLineSide.indd 20 1/6/12 4:15 PM
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Many of Bliss Guests have a long-term relationship
with the spa, according to Jill Carlen, General Manager
of Bliss57. As the Guests go from their 20s to 30s to 40s
and above, the Technicians help them through their age-
related skincare changes.
Bliss is celebrating its fifteenth birthday and, Mr. Indur-
sky proudly noted, Many of our Technicians have been
with us since the very beginning. And we have Guests
who have been with those Technicians for 15 years,
including celebrities like Liv Tyler and Joan Jett.
The Technicians are continuously trained on all of the
spa services and products at Bliss University, Ms. Grey
reported. Bliss Director of Education gives the Techni-
cians updates on current and new treatments. Our work
force also goes out on their own to investigate whats
going on in skincare. Often they will bring back informa-
tion about a fabulous new technique or ingredient.
The innovation of spa services and products are com-
pletely interwoven, Mr. Indursky said. When one of our
Guests wanted a lip treatment, a Technician came up
with Lip Service, and that treatment evolved to our
fabulips
, a facial for your lips. We are about to launch

FatGirlShrink with Ionithermie technology, a slimming
and cellulite-reduction service. People who have tried it
so far have loved it.
Energy and freshness are achieved at the Bliss spas
with changes in displays every month. The window
treatments and vitrines in-store have change-outs and,
according to Mr. Indursky, the Technicians wear t-shirts
that carry messages depending on the season or a special
theme. It helps to keep the fun in the spa, he added.
People walk out of a Bliss spa with a smile on their face.
They have had a great service and feel empowered to go
out in the world.
One of Bliss clients commented that Bliss marketing
is so witty. I have been coming to this spa for five years
after moving to New York City from a small town in
Connecticut, and I love all of the friendly faces here.
11:00 A.M. Sephora Fifth Avenue
597 Fifth Avenue
According to Bliss John Michael Bain, Regional Sales
Manager East, Bliss has had a unique relationship with
Sephora for ten years, and we continue to develop and
partner with them on key programs. Bliss Starter Series
treatment in a box is an opportunity to recruit customers
to the brand. Bliss new The Youth As We Know It Night
Cream is going to be exclusive to Sephora for six months.
The gondolas for Bliss products in Sephora are divided
into Face including special need-specific products like
acne treatments and Body. According to Mr. Indursky,
Bliss is one of the premier body lines at Sephora. When
editing the product assortment at Sephora, he focuses on
innovation with products like the Triple Oxygen Starter
Kit, an at-home introduction to the spas signature Triple
Oxygen Treatment
facial. For the Cast Member, its an

easy-to-know 4-step program of cleanser, mask, eye gel
and moisturizing cream. We do the set-up for the customer.
Bliss Guest Service Associate Bianca Beach (c.), wearing a Bliss
holiday T-shirt, is joined by Ms. Carlen, Mr. Indursky, Ms. Catalano
and Ms. Grey.
Sephoras Jennifer Ninive with Mr. Indursky and Bliss Kimberly
Szczepanowski and John Michael Bain
On the stairway
to Sephoras
second level are
Ms. Ninive, Mr. Bain,
Ms. Szczepanowski,
Ms. Catalano and
Mr. Indursky
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FIRST LOOK
friday
night
brights
Bold and bright hues
add a burst of excitement
to the palette.
Maybelline New York
SuperStay 10HR Stain Gloss
in Cool Coral
$8.99, January
LOral Paris
Voluminous Smoldering Eyeliner
$8.95, January
COVERGIRL
LashBlast 24HR Mascara
$8.95, January
Sephora Collection
Retractable Kabuki
Bright in Orange
$18.00, February
Sinful Colors
Nail Polish
in Why Not
$1.99, March
wet n wild

MegaLast
Nail Color
in Heatwave
$1.99, January
Sephora Collection
Colorful Eyelash Curler
in Amethyst
$16.00, February
Iris Apfel for MAC
Lipstick
in Pink Pigeon
$14.50, January
COVERGIRL
Queen Collection
Vivid Impact Eye Liner in Jade
$9.99, January
NYC New York Color
Kiss Gloss
in Murray Hill Melon
$2.99, March
Urban Decay
24/7 Glide-On Eye Pencil
in Woodstock
$19.00, February
*BF-JAN-ColorPrieview.indd 22 1/6/12 4:26 PM
23
gilt-y
pleasures
Add a touch of sparkle and shine
with these shimmering introductions.
FIRST LOOK
Shiseido Makeup
Shimmering Cream Eye Color
in Pale Shell (PK214)
$25.00, February
Stila Jewel Eye Shadow
in Black Diamond
$20.00, January
NYC New York Color
Showtime Glitter Pencil
in Starry Blue Sky
$2.49, March
wet n wild
Color Icon

Shimmer Single in Sellout
$1.99, January
Bobbi Brown
Rich Color Lip Gloss
in Pink Gold
$23.00, February
Cl de Peau Beaut
Luminizing Face Enhancer
in Pastel (11)
$95.00, March
Sally Hansen
Gem Crush
Nail Color
in Be-Jeweled
$6.95, March
Guerlain
Kiss Kiss Gloss
in Frosted Pink
$32.00, January
Shiseido Makeup
Shimmering Rouge
in Sorbet (PK415)
$25.00, February
Este Lauder Pure Color
Illuminating Powder Gele
in Topaz Chameleon
$40.00, January
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DAY 1: BCBGMAXAZRIA
The Look by Charlotte Willer
Maybelline New York Global Makeup Artist
The beauty look at BCBGMAXAZRIA is inspired by a woman
who just stepped out of the shower after a long, healthy work-
out, Ms. Willer explained. Fresh, radiant skin is the star.
I added a touch of lip balm to the eyelids for a healthy glow.
TO GET THE LOOK:
Fit Me! Foundation: she
used her hands to apply
this sheer foundation all
over the face and neck.
Fi t Me! Powder : s he
applied powder with a
light hand, focusing only
on the T-zone area and
stopping short of a visibly matte effect.
Fit Me! Blush in Medium Coral and Deep Plum: she applied
Fit Me! Blush somewhat sporadically around the face to create
a naturally flushed look, as if shes just come in from a long run.
Baby Lips Lip Balm in Quenched: she applied this nourishing
lip balm on models lips, letting their natural lip color show
through. She also added a layer to models eyelids for a subtle
sheenan interesting accent to this otherwise clean look.
DAY 1: WES GORDON
The beauty look at Wes Gordon can be summed up in three
words: fresh, young and elegant, Ms. Willer said. The skin is
dewy, the brow is strong and the lip pops with a sheer wash
of color.
TO GET THE LOOK:
Fit Me! Foundation: Perfect,
dewy skin is the hallmark of this
look. Fit Me! Foundation creates
a flawless complexion that looks
natural and naked.
Define-A-Brow Eyebrow Pencil:
Without mascara or eyeliner,
she focused on creating a strong
brow with this defining pencil. For ultimate definition, choose a
shade one to two tones darker than your natural brow.
Fit Me! Blush in Medium Coral: she applied Fit Me! Blush to
the apples of the cheeks for a youthful glow.
Color Sensational Lipcolor in Very Cherry: she dabbed this
sheer yet bright red in the center of the lips with her fingertips
to create a stained effect and a pouty pop of color.
Baby Lips Lip Balm in Quenched: she finished the look by
applying this clear balm over the lip stain for a subtle shine, also
adding it to Models eyelids to enhance the overall dewy effect.
DAY 3: LIBERTINE
The beauty look at Libertine is inspired by an edgy girl who
has been influenced by graphic 60s prints, noted Ms. Willer.
Skin is completely bare and natural. Eyes are dark and smoky.
And the lips reflect a light from within.
TO GET THE LOOK:
Line Express Eyeliner in Ebony
Black: she opted not to use
blush or foundation. Instead,
she put all emphasis on the
eyes, creating a defined yet
smoky look. She used this
defining eyeliner all around the upper and lower lid.
Eye Studio Lasting Drama Gel Eyeliner in Blackest Black: she
filled the eyelids in further with this gel liner. Using a small liner
brush, she applied the jet-black liner on upper and lower lids
creating a strong, 60s cat-eye look.
Color Sensational High Shine Lipcolor in Glisten Up Pink:
she applied a subtle layer of this lush, berry-colored lipstick to
lipsfor just a hint of color. She finished with a thin layer of
Baby Lips Lip Balm in Quenched to nourish lips and add an
extra touch of light.
MAYBELLINE NEW YORKS
SPRING BEAUTY TRENDS
Maybelline New York was the official sponsor of the Mercedes-Benz Fashion Week 2011 in New York City. Beauty Fashion went
backstage to report on the beauty looks by the Makeup Artists that dazzled on Designers spring fashion runways.
Maybelline New Yorks Charlotte
Willer applies Fit Me! Blush to
create a naturally flushed look.
Ms. Willer creates a fresh, young
and elegant look on a Model.
Fashions from the Libertine show
Fit Me! Powder and Fit Me!
Foundation
Ms. Willer applies Line Express Eye-
liner to create a defined smoky look.
The Models temples get a light
dusting of Fit Me! Blush.
The Maybelline New York makeup
line-up at the Wes Gordon show
Ms. Willer applies Define-A-Brow
Eyebrow Pencil.
Ms. Willer put all emphasis on
the eyes for the Libertine show.
*BF-JAN-Maybelline NY.indd 24 1/6/12 4:23 PM
25
DAY 3: VIVIENNE TAM
The Look by Andy Koh
Maybelline New York Makeup Artist
The makeup look at Vivienne Tam is inspired by the beauty of
a Japanese zen garden, Mr. Koh explained. The skin is clean
and natural, while the lashes are long and curled. Metallic eyes
and lips give this look a modern 70s vibe.
TO GET THE LOOK:
Fit Me! Foundation: he used two
different shades of this perfecting
foundation to create flattering
contours and angles. He used a
light shade to focus on the T-zone
area and a deeper shade around
the outer edges of the face.
Eye Studio Color Explosion
Luminizing Eyeshadow in Forest Fury: Inspired by a 1970s
metallic eye, he applied the gold and green shadows from this
palette to the upper eyelid.
Eye Studio Color Plush Silk Eyeshadow in Irresistible Ivy: he
applied this palettes copper shade to the upper crease. He also
applied the copper shade to the outer corner of the lower lid to
create a glowy effect.
Volum Express The Falsies Waterproof Mascara in Black
Drama: he used this dramatic mascara on top and bottom lashes
to create long, thick, 70s-inspired eyelashes.
Color Sensational High Shine Lipcolor in Coral Luster: he
applied this sumptuous lipstick to add color and shine to the
lips. He finished the look with Shine Sensational Lip Gloss in
Minty Sheer.
Day 4: DKNY
The beauty look at DKNY is inspired by a California girl who
has come to New York, Ms. Willer noted. Its about the
simplicity of beautyfresh, sun-kissed and glowing.
TO GET THE LOOK:
She prepped skin with a light layer of Fit Me! Foundation. She
then used a mix of bronzer and blush to create a sun-kissed
California Girl glow. She started by applying Fit Me! Bronzer
in Light Bronze to the temples, top of the cheeks and eyelids.
Next, she applied Fit Me! Blush
in Deep Rose to the middle of
the cheeks, where a natural flush
would appear.
Eye Studio Color Explosion
Lumi ni zi ng Eyes hadow i n
Caffeine Rush: she applied the
lightest shade from this neutral
palette to the inner corners of the eyes. She applied the light
beige shade all over the eyelids and up to the brow bone for a
subtle, glowing look.
Volum Express One-by-One Mascara: she added instant
drama to the eyes with this clump-free, volumizing mascara.
We need to create definition with a strong lash so the eyes
wont be lost among the beautiful hats in this collection, she
said. She called extra attention to the eye area with perfectly
groomed brows. She used Define-A-Brow Eyebrow Pencil to fill
in gapscreating a perfect frame to the face.
Color Sensational High Shine Lipcolor in Glisten Up Pink:
She created a natural flush to the lips by dabbing this lush pink
shade on with her fingertip. She finished the lips with a layer of
Baby Lips Lip Balm in Quenched.
DAY 4: CUSTO BARCELONA
The Look by Gato Zamora
Maybelline New York Makeup Artist
The beauty look at Custo Barcelona is summery and cyber-
inspired. A very modern take on natural beauty, Mr. Zamora
informed. Skin is flawless and almost silicone-like. Brows are
strong and graphic. And the lips have a sweet, shiny look.
TO GET THE LOOK:
Dream Liquid Mousse Founda-
tion: he perfected skin with this
mousse foundation. He applied
all over the face using his finger-
tips. He then applied Fit Me!
Concealer to hide darkness and
imperfections. He contoured
and sculpted the face with Fit Me! Bronzer. To add color and
give cheeks dimension, he finished the face with Fit Me! Blush
in Medium Coral, applying just to the apples of the cheeks.
Define-A-Brow Eyebrow Pencil: he opted not to use eye-
shadow or mascara. Instead, he placed all emphasis on brows,
creating a strong, defined look. He used Define-A-Brow Pencil
to fill in natural shape. He used the products built-in brush to
further groom and lift brows, without changing their natural shape.
Color Sensational High Shine Lipcolor in Coral Lustre: to add
a punch of color and mirror-like shine to this cyber-inspired
look, he gave models a juicy, coral lip.
Ms. Willer with Donna Karan
A Models face is sculpted
with Fit Me! Bronzer.
A Model gets an application of Eye Studio
Color Explosion Luminizing Eyeshadow.
An explosion of hats at the
DKNY show
Maybelline New Yorks
Andy Koh with Vivienne Tam
Models with a fresh, sun-kissed,
glowing look at the DKNY show
Maybelline New Yorks makeup
used in the Custo Barcelona show
A Models lips are slicked
with Color Sensational High
Shine Lipcolor.
Maybelline New Yorks Gato Zamora placed
all emphasis on the brows with Define-A-
Brow Eyebrow Pencil.
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on the
avenue
The Beauty Of Giving
The Cosmetic Executive Women (CEW) Foundation hosted
its annual Beauty of Giving Luncheon at the Waldorf=Astoria
on December 9. The event, which featured a live auction,
raised $583,000 to benefit Cancer and Careersthe
CEW Foundations charity initiative that provides a wide
range of resources for those in the work force managing
their cancer treatment and recovery. During the ceremony,
CEW recognized its Founders Circle, which includes
Avon Products, Inc, The Este Lauder Companies, Genentech,
Lord & Taylors
Blair Bloedorn,
Sally Shaw and
Barbara Zinn-Moore
with Dana Kline of
Fusion Brands
P&Gs Gina Drosos
and CEWs Carlotta
Jacobson join
LOral Paris
Karen Fondu and
Kate Sweeney of the
CEW Foundation.
Firmenichs
Annie Buzantian
and Westly Morris
with Lori Singer
of Coty
Shiseidos Jen Vasile,
Gisela Ballard and
Christina Iwasko
Cotys Laurie Welsh
(c.) with Robertets
Ray Hone and
Christopher Habeck
Elyse Scientific Cosmetics
Linda Marshall with Jeannine
Shao Collins of Meredith 360
Jill Granoff with P&Gs Damon Jones
and Charlene Patten
Avons Debbie
Coffey, Susan
Arnot-Heaney and
Nancy Glaser
Gurwitch Products
Claudia Poccia and
Ellen Greenwald (r.)
and Macys
Nancy Schmidt
with Laura Mercier
Reckitt Benckisers
Pam Asplund (2
nd
l.)
and Sara Bovo (2
nd
r.)
join Robertets
Joseph Lattarulo,
Christophe Maubert
and Jrme Epinette.
*BF-JAN_On The Ave-5pgs.indd 26 1/6/12 4:28 PM
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SHARON COLLIERS
NEW ROLE AT COVER FX
S
haron Collier was recently named CEO of Cover FX, known as
The Foundation Authority. Ms. Collier met with Beauty Fashion
to discuss the brand and how it has evolved from corrective
makeup to be an international foundation resource.
What drew me to this brand is the passion of its Co-Creator, Lee
Graff, she explained. Ms. Graff, a corrective makeup specialist, worked
with Canadian Dermatologist, Dr. Neil H. Shear, to provide corrective
concealers for his patients. When the patients left Dr. Shears office,
they had more confidence and felt good about themselves.
Ms. Graff began to color-match and and play with textures for every
product while working at a Canadian CosMedic Clinic. There she
created makeup for patients, one at a time, that were named after each
individual.
Lee began to get patient referrals from many Doctors, so she came
up with a way to classify and categorize the different shades based on
the skins undertone. Dr. Shear tested all of these products. There are no
parabens or pollutants in any of the makeup, Ms. Collier informed.
As the business grew, Ms. Graff asked Shoppers Drug Mart to give her
a little space in their store where she could see clients. This was a very entrepreneurial concept, and Lee got a little
corner in a Shoppers Drug Mart with an installation for her products.
This grew the business, which became Cover FX in 2000. Now, the company produces SKUs in a wide variety of
coverage options, textures and finishes to match every skin tone. All of the products are formulated in Canada,
working with a lab there, Ms. Collier said, and Lee is still involved in every facet of product development as well as
working with Doctors.
A point of difference that excites me about this brand is its medical heritage, she noted. Consumers are
concerned about what they put on their skin, and the fact that Dr. Shear has signed off on all of these products
resonates with me.
Another huge point of difference that really defines the brand is our ability to offer 40-plus shades for women of
every skin color. Lee always says, We are very inclusive. And what is really exciting is that women are saying, Ive
finally found my shade of foundation.
Ms. Collier foresees that the prep and prime products the company is currently developing will be a sleeping
giant. Cover FX is launching some new prep products at the end of 2012 that contain anti-aging ingredients.
Currently, Cover FXs line is available at coverfx.com, select Shoppers Drug Mart, (Pharmaprix, The Bay and Sephora
in Canada. In the U.S., the products are found at select Sephora stores, sephora.com, dermstore.com, skinstore.com
and in the UK at House of Fraser, houseoffraser.com, Harvey N ichols and harveynichols.com.
Ms. Collier regards HSN as another important point of distribution. Its a fabulous opportunity for us to tell our
story. We were on some shows last year and are currently fine-tuning the presentation for airing this spring.
In order to educate the customer how to apply the formulas to obtain maximum results, Cover FX has a very active
sales force, trained by Ms. Graff, that travels to various markets in the US to teach application techniques to the
Sephora teams. They then carry the message to Sephoras Cast Members.
Ms. Collier disclosed that Cover FX is currently engaged in sharpening the brands image. We are working with a
branding agencyAR New Yorkto help us better communicate to the consumer through our packaging and
positioning.
Looking to the future, Ms. Collier would like to have flagship stores in major cities with our own installations and
demonstrations where the foundation-challenged customer can go in and experience the best service Cover FX
offers. In product assortment, she would like to see Cover FX begin to move from corrective into enhancement and
beauty. BF
Sharon Collier
*BF-JAN-SharonCollier.indd 27 1/6/12 4:26 PM
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The Fragrance Foundation held a panel
discussion on December 2 at the Time-Life
Building in Manhattan that explored the
impact of celebrity-driven scents. The
evenings panel included Terry Darland,
President of Parfums Christian Dior; Linda
Levy, Vice President, Marketing, Cosmetics
& Fragrances of Macys; Ron Rolleston,
Executive Vice President, Creative & Business
Development of Elizabeth Arden and Theo
Spilka, Vice President, New Business
Development & Licensing Worldwide of
Firmenich. A roundup of facts and figures
was provided by Karen Grant, Vice President
Beauty/Senior Global Industry Analyst for
The NPD Group.
Wi t h t he recent , record-breaki ng
successes of several star-fueled launches,
the significance of the celebrity fragrance
category only becomes more apparent.
Ms. Grant informed the audience that there
has been a six-fold increase in the number
of individual celebrities creating scents since 2002; and that since then, celebrity fragrance sales, not including
celebrity-endorsed scents, have so far raked in over $1.3 billion. The strength of celebrity scents was particularly
visible in 2011 with two major successes. We saw a turnaround in fragrance sales in the second half of 2011, which
can be attributed to the key launches of SOMEDAY by Justin Bieber and Wonderstruck Taylor Swift, Ms. Grant stated.
THE FRAGRANCE FOUNDATION
HOSTS A CONVERSATION ON
CELEBRITY SCENTS
The Fragrance Foundations Rochelle Bloom with SGDs Peter Acerra
and Shhrazade Chamlou
Macys Nancy Schmidt with Ms. Levy and The NPD Groups Diane
Nicholson
Elizabeth Ardens Ron Rolleston, Macys Linda Levy and Parfums Christian Diors
Terry Darland with The NPD Groups Karen Grant and Theo Spilka of Firmenich
Fragrance Foundation Celebs.indd 28 1/6/12 3:38 PM
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The fall 2011 launch of Paco Rabanne
1 Million and Lady Million at Macys has
been a huge success for PUIG US. But,
this success didnt happen by accident;
a big focus for the launch was the
comprehensive training program.
The program, di rect ed by Vi ce
President of Trade Marketing for PUIG
US, Beth Carr, and orchestrated by
the Manager of Education for PUIG US,
Leah Dean, featured a multi-faceted,
interactive and fun approach to training
that truly excited all the sales staff about
the Paco Rabanne Million brands.
Ms. Dean said, I didnt want the training
to be just about the olfactory; I wanted to immerse them in the excessive and lavish Paco Rabanne
Million worldI wanted to create a memorable training first and foremost; then, I knew it would
provoke their desire to learn and truly understand the brand.
The training program featured many formats from webinars to cocktail parties. The webinar
provided local Retail Managers (RM) with the knowledge and guidelines to orchestrate their local
trainings. Additional training materials were created and provided to the Retail Managers, which
included demonstration kits, CD-ROMs, and selling sheets. With these materials, the RM could
easily give the same presentation that Ms. Dean provides. The cocktail parties were held in key
retail markets and featured an interactive training session, hosted by Ms. Dean, which expressed
all the glamour and fun of the Million universe.
From an educational standpoint, the
training aptly focuses on the history of Paco
Rabanne, Ms. Dean said. I found that most
people did not know much about him or the
brandand this is key to understanding the
1 Million man and Lady Million. Mr. Rabanne
is famous for his 1960s collection of gold,
metal and rhodoid dresses that truly pushed the
accepted limits of fashion. His creativity,
innovation and flamboyance resonate promi-
nently in the Million brands, from the gold,
metallic packaging to the innovative bottle
design. Also, there is an emphasis on gold in
the training; how precious it is, as well as what
it evokes and inspires. And of course, the
fragrance itself is discussed in detail with an emphasis on the uniqueness and sensuality of
the scents. Ms. Dean enthused, There are unexpected olfactive elements in both 1 Million and
Lady Millionand this eccentricity is what makes them so Paco Rabanne!
This comprehensive style training program was also utilized for the launch of Prada Candy in
fall 2011 within specialty stores, and there are big plans for the training program for the new
Valentino fragrance that PUIG US will launch this spring. Ms. Dean shared with us about the new
project, The story is really captivatingso ItalianI want to sweep everyone away to Rome for
the training sessionwell, we can dream, right? BF
Counter Culture
PUIG US Leah Dean
Ms. Dean leads a training session for PUIG US fragrances.
*BF-JAN_CounterCulture.indd 29 1/6/12 4:03 PM
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Insights From
LORAL USA At CEWs
Women In Beauty Series Event
C
osmetic Executive Women (CEW) held a
Women in Beauty Series event on November
30 at the Harmonie Club in Manhattan that
featured leaders from LOral USA discussing how
to reach and connect to todays consumer in the
shifting retail landscape. The conversation included
Silvia Galfo, Vice President, Makeup and Fragrances,
Marketing U.S. of Lancme and Nathalie Kristo,
Senior Vice President of LOral Paris, offering insights
from both the mass and prestige markets.
With an overall resurgence in sales for the prestige
category in 2011, Lancme, too, saw an uptick in its
numbers that Ms. Galfo attributed to innovation and
newness. New innovations through the second half
of the year are keeping our numbers up. We saw
strong growth with the key launch of Visionnaire [LR 2412 4%] Advanced Skin Corrector, which was in development
for 12 years, she informed. Hypnse Doll Lashes Mascara and Trsor Midnight Rose also added to this growth.
While newness at-counter is imperative, a brands commitment to its customers remains essential. Ms. Kristo dis-
cussed LOral Paris effort to target consumers based on region. A recent promotion with Walmart in predominantly
CEWs Jill Scalamandre and Carlotta Jacobson (r.) with LOral Paris
Nathalie Kristo and Silvia Galfo of Lancme
Laura Geller
Beauty Ingenuitys
Laura Geller (c.) with
Script to Screens
Tony Kerry and
Ken Kerry
Univisions Julie
Pinkwater with
Meredith 360s
Jeannine Shao
Collins and
Dorene Bair
LOral Paris
Erica Bowen,
Karen Fondu and
Lisa Capparelli
Arcade
Marketings
Taylor Ryan,
Marine Ravera
and Diane
Crecca
*BF-JAN-CEW-Loreal-2pgs.indd 30 1/6/12 4:21 PM
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10
TH
ANNIVERSARY AT SAKS FIFTH AVENUE
Giorgio Armani Beauty opened its new installation at Saks Fifth Avenues New York flagship store in 2001. To
celebrate this milestone, the brand held a special event on November 30 themed as Get Gorgeous Now Celebrating
10 years of Beauty with Giorgio Armani. Giorgio Armani Beautys Celebrity Makeup Artist Tim Quinn and MORE
magazines Beauty Director Genevieve Monsma teamed up to host the event for customers.
From its original location, Giorgio Armani Beauty moved on September 30 to its new space on Saks beauty floor.
The installation is on the main aisle by the elevators and the valet entrance to the store. The new, 21
st
century, state-of-
the-art installation is more vertical in its presentations than its previous location. There is a Foundation Wardrobe to
display the makeup, which produces a high percentage of Giorgio Armani Beautys business in the store. While the
Giorgio Armani Beauty installation is black, skincare is highlighted in its white space.
Present at the opening of the original Giorgio Armani Beauty space at Saks, Mr. Quinn declared, The magic
of Giorgio Armani transcends time, and Im happy to be here 10 years later. He maintains that the new space for
Giorgio Armani Beauty is more people-friendly. Customers feel more at home here and empowered to come in and
play with the products.
Christine Guilfoyle, Publisher of MORE magazine, noted that Giorgio Armani Beauty has been a valuable partner
with MORE for the past several years. Its a marriage of two very complementary brands. We are thrilled to celebrate
Giorgio Armani Beautys 10 years at Saks and a kick-off to the holiday season.
In honor of its 10
th
anniversary at Saks, Giorgio Armani Beauty offered a special GWP. With a $75.00 purchase of
Giorgio Armani Beauty products, customers received a foundation blender brush and a copy of 287 Secrets Of
Reinventing Your Life, Big And Small Ways To Embrace New Possibilities by the Editors of MORE magazine. BF
MILESTONES
Giorgio Armani Beautys Kelly Thompson, Tim Quinn
(c.) and Karen Levine (r.) with MORE magazines
Genevieve Monsma and Christine Guilfoyle
Giorgio Armani Beautys Marcy Giordonello,
Lisa Beshlian, Ms. Levine, Rhona Samuels, Mr. Rey,
Celina Esteban, Marc Stillman and Jenna Kauffman
Saks Deborah Walters and LOral
USAs Marc Rey toast Giorgio
Armani Beautys first decade at the
flagship store.
Ms. Samuels applies makeup to a customer at
Giorgio Armani Beautys Foundation Wardrobe.
Saks Karyn Benvenuto (2
nd
r.) with Ms. Monsma,
Mr. Quinn and Ms. Guilfoyle at the display of
MORE magazines new book 287 Secrets Of
Reinventing Your Life, Big And Small Ways To
Embrace New Possibilities
Mr. Rey and Ms. Guilfoyle greet cus-
tomers at the 10
th
anniversary celebra-
tion of Giorgio Armani Beauty at Saks.
BF_JAN_Milestones.indd 31 1/6/12 4:14 PM
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arbara Zinn-Moore, Lord &
Taylors Senior Vice Presi-
dent/GMM for Cosmetics
and Fragrance, was given a
surprise party by her team to cele-
brate her tenth anniversary at Lord &
Taylor. A highlight of the event was
the presentation to Ms. Zinn-Moore
of the book, 10 Beautiful Years at
Lord & Tayl ora collection of
photos taken throughout her career
at the retailer. Ms. Zinn-Moores staff
researched the photos in a secret
project over several months and
successfully kept it under wraps
until her party on December 15.
Ms. Zinn-Moore declared to the Lord & Taylor
team, There is really no adequate way to thank you
for today and the amazing, fantastic memory book
that you tirelessly put together. To say the book is spe-
cial simply does not do it justice. It is simp ly brilliant.
The photos are just amazing and really do span the wonderful ten years Ive been part of Lord & Taylor. The quotes are
so special and warm as well as very, very touching.
I am so touched that you undertook this project for meLiz, the Buyers, the ABs, Donna and to the A team of
Amy, Abigail and Ali. I am so proud to be part of this very amazing family. Thank you for a truly special gift. BF
Zinn-Moore Feted By
L&T On 10
TH
Anniversary
Lord & Taylors Barbara Zinn-Moore is led into
her 10
th
anniversary surprise party by Lord &
Taylors Liz Rodbell.
Ms. Zinn-Moore looks through the collection of photos commemorating
her ten years at Lord & Taylor.
Ms. Zinn-Moore (3
rd
l.) with Lord & Taylors
Susan Eydenberg, Beth Ravalico, Sally Shaw,
Nicole Grochmal and Lauren Levin
Ms. Zinn-Moore (2
nd
l.) with Lord & Taylors
Melissa DAquila, Alexandra Langway,
Melissa McCole, Alison Dehoney and (front)
Kim Liebovitz and Jessica DiBenedetto
Ms. Zinn-Moore and Ms. Rodbell hold the book
10 Beautiful Years at Lord & Taylor.
Ms. Zinn-Moore
(2
nd
l.) with Lord
& Taylors Marti
Moore, Blair
Bloedorn and
Ms. Rodbell
(Rear) Ms. Zinn-Moore (3
rd
r.) with Lord &
Taylors Maria Harder, Abigail Rogado,
Corinne Brohme, Alison Flack, Donna
DeCaprio and (front) Melida Carreno
BF_JAN_Zinn-Moore.indd 32 1/6/12 4:18 PM
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Julie Mulliniks
Amway Independent Business Owner
Forest, Virginia
Julie Mulliniks was a full-time college student and working as a waitress when she
realized she and her husband needed something more to make ends meet. After hearing
about the Amway business opportunity, she knew she had nothing to lose by giving it a
try. Julie is now eight years into the business and very passionate about teaching others
how to take good care of their skin with ARTISTRY skincare and cosmetics. So many women do not know
that quality products can result in great skin, so this is a way for me to help them gain confidence, she
shared. The more I sell ARTISTRY, the more my confidence is lifted as I see the confidence in my customers
grow while using the products.
Julie engages in many selling methods to keep her customer relationships strong. She uses a product
survey, provided by ARTISTRY, to ensure that she personalizes the skincare items her clients need and not
solely focus on the products that she wants to sell. Gaining trust and developing a relationship is the best
way to introduce more products, said Julie. After every appointment, Julie tries to gain relationships by
asking her customers if they know of anyone else who would like the ARTISTRY brand. I am confident in
the sales I make, because I am confident about the brand. Overall, it is most important to walk away having
learned something, Julie affirmed. Take action; it might be uncomfortable, but you have to go out there
and know you will learn along the way.
Barbara Hill
Amway Independent Business Owner
Fairfax, Virginia
Barbara Hill believes that ARTISTRY skincare and cosmetics is a perfect line to use for
photo shoots of any sort. She and her IBO team of makeup professionals focus on using
ARTISTRY to make brides look amazing on their most photographed day. ARTISTRY
gives a flawless, airbrush-type finish, which photographs beautifully. Barbara started
Bridal Artistry in 2001 and has taken the business from one (herself) to a team of 13
professional Makeup Artists, all of whom use the ARTISTRY brand. My clients comment on how great
the makeup feels on their complexions and how long it lasts. It makes me proud that my team and I are
representing a brand that is prestige and devoted to the highest quality standards, stated Barbara.
She believes that being a professional Makeup Artist and using ARTISTRY makeup on her clients helps
build credibility for the brand. The women I work with trust my expertise, therefore, they trust in the quality
of the ARTISTRY line. I love knowing that I am using the best, said Barbara. To maintain a relationship with
the brides she works with, Barbara offers a free makeup lesson after the wedding and refers them to her Web
site. Barbara and her team assist more than 100 bridal parties every year with their makeup needs. It is most
important, she said, to work within their comfort zone. If they dont feel comfortable, they wont feel
beautiful.
MAKING SALES
Amway Independent Business Owners Share Their Sales Tips For Success
BF_JAN-Making Sales.indd 33 1/6/12 4:22 PM
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npd.com
Performance in First Half 2011
By Mariangela Gisonda, Category Specialist, Skincare,
The NPD Group, Inc.
The complexion of the skincare market so far in
2011 is smooth and clear. For the year-to-date
June 2011 time period, prestige skincare dollars
increased 12 percent versus rst-half 2010. This
has been the strongest rst-half performance for
prestige skincare in the last three years.
Driving the categorys growth was the face seg-
ment, which accounts for the majority of skincare
dollars, posting a dollar gain of 12 percent. Three
areas helped prompt this growth: anti-aging,
brightening, and premium face products, all of which
outpaced total prestige skincare dollar growth.
Consumers shopping habits have changed, as they are taking fewer risks
and are more likely to do their research online before making a purchase.
Although the economy is still fragile, consumers are willing to open their
wallets for a worthy purchase. In fact, consumers have told us they are
willing to pay more for effective products and for those that provide anti-
aging benets. In addition, when women have extra money to spend and
choose to splurge on beauty, skincare wins the $100 test. An extra $100
to spend would be more likely put toward facial skincare than fragrance or
makeup, evidence that women want to put their best face forward.
Source: The NPD Group/Womens Skincare In-Depth Report Special Focus: Facial Skincare,
August 2011; Anti-Aging and the Female Consumer Report, December 2010; A Snapshot
Report on Beauty Consumer Reactions to the Economy, Third Ed., January 2011
Learn more.
Contact Charles Camaroto at 866-444-1411 or email contactnpd@npd.com.
Prestige Skincare Face: Anti-Aging
Dollar Performance
First Half 2009 First Half 2011
Source: The NPD Group/BeautyTrends

Retail Tracking Service U.S.
1H 2009 1H 2010 1H 2011
-5%
9%
15%
Prestige Skincare Face: Brightening*
Dollar Performance
* Products which provide an even skintone and
lighten dark spots and/or hyper-pigmentation

1H 2009 1H 2010 1H 2011
5%
68%
19%
Prestige Skincare Face:
Premium Face Products ($75+)*
Dollar Performance
* Facial skincare products with an average price of
$75 or higher

1H 2009 1H 2010 1H 2011
-5%
4%
19%
Mariangela Gisonda
Category Specialist,
Skincare,
The NPD Group, Inc.
About The NPD Group, Inc.
The NPD Group is the leading provider of reliable and comprehensive consumer and retail information for a wide
range of industries. Today, more than 1,800 manufacturers, retailers, and service companies rely on NPD to help
them drive critical business decisions at the global, national, and local market levels. NPD helps our clients to identify
new business opportunities and guide product development, marketing, sales, merchandising, and other functions.
Information is available for the following industry sectors: automotive, beauty, commercial technology, consumer
technology, entertainment, fashion, food and beverage, foodservice, home, ofce supplies, software, sports, toys, and
wireless. For more information, visit npd.com.
Prestige Skincare Segment
Dollar Performance and Share, First Half 2011
Total
Face
Sets & Kits
Body
Sun
Hair
100%
81%
8%
4%
3%
3%
12%
12%
23%
n/c
9%
7%
Dollar Share
Prestige Skincare Puts Its Best Face Forward
*BF-JAN-NPD.indd 34 1/6/12 4:25 PM
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by Brittany Jasnoff BOSTON BEAUTY
Clarins and Bloomingdales executives toasted the open-
ing of the new Clarins Skin Spa, at the department stores
Chestnut Hill location, with breakfast and a ribbon-cut-
ting ceremony. The French beauty brand launched this
venture with the goal of doubling its business in Chestnut
Hill over the next two years, according to Clarins North
America President and CEO Jonathan Zrihen. [Bloom-
ingdales] Chestnut Hill has a very loyal consumer base
that spends time in the store and is used to great service
and amazing products, he said. We are very proud to
partner with a store that carries such a prestigious assort-
ment of brands and has such a strong philosophy of
delighting customers.
The spaan extended two-room space within the cos-
metics departmentwill offer Clarins Melting Honey
Hot Stone Massage, previously only available at the
Madison Avenue location in New York, in addition to the
companys Tri-Active Facials. The massage features a
new professional productan oil with a unique tex-
tureand uniquely-shaped stones that adapt to the spe-
cific contours of the
body to guarantee
efficient results and
complete relaxation,
declared Mr. Zrihen.
Now i n i t s 58
t h

year of business, Cla-
rins launched its US
branch in 1981 and
opened its first Amer-
ican spa in 2009 in
Newport Beach, Cal-
ifornia. The Bloom-
ingdales Chestnut
Hill outpost is its 13
th

in the country and
the first in Massachu-
setts. BF
Clarins Jonathan Zrihen and Philip Shearer at the opening of the new
Bloomingdales Clarins Skin Spa
The Clarins team at Bloomingdales in Chestnut Hill
Clarins Danyelle Boilard and Mr. Zrihen The in-store treatment room
BF_Boston Jan 2012 full page.indd 35 1/6/12 3:45 PM
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by Bridgette
A. Lacy
SITTING PRETTYIN THE
TAR HEEL TRIANGLE
More than 400 people browsed and shopped during
Nordstroms Designer Fragrance Showcase last November
at the Streets at Southpoint Mall in Durham, NC.
The 4-day event launched
the holiday season shopping
spree for perfume wearers
who wanted to sniff their way
through some of the top scents
of the season along with
classic favorites. Patrons were
treated to deluxe samples and
received a complimentary
mirrored perfume tray with a
$150.00 purchase. Its our
biggest fragrance event of the
year, noted Ralph Johnson,
Assistant Manager of Cosmet-
ics at Nordstrom.
Kathy Creque, Fragrance Specialist at Nordstrom, said
one of the stores most popular fragrances is Flowerbomb
by Viktor & Rolf. Ms. Creques personal favorite is
Burberry Body, which she said is ideal for day or night.
She adds that its nice to layer the scent with the corre-
sponding Body Cream.
Meanwhile, Nord-
s t r oms Fr agr ance
S p e c i a l i s t S u s a n
Hussey greeted cus-
tomers with wafts of
Angel by Thi er r y
Mugler. The oriental
gourmand scent, with
its notes of patchouli,
vanilla, chocolate and
caramel, is always a
hi t wi t h shoppers.
J as mi ne Lawl es s ,
Assistant Manager of
Cosmetics at Nord-
strom, showcased ELIE
SAAB Le Parfum and
Diane by Diane Von Furstenberg during the event and
enticed younger customers with Taylor Swift Wonder-
struck and Prada Candy.
Caroline Glover attends the event every year and was
delighted by all of the fragrance choices. Ms. Glover says
if shes going to
s pend s ever al
hundred dollars
on fragrances, she
e n j oy s b e i n g
pampered by the
Fragrance Spe-
cialists at Nord-
strom. She likes
taking home sam-
ples to try and
then returning to
t he st ore once
shes nailed down
her picks. I like
the personalized
service, she said.
They really take
care of me. BF
Customer Caroline Glover and Nordstroms
Jennifer Buen Viaje bond over fragrance.
Nordstroms Susan Hussey indulges shoppers with a sample of Angel
by Thierry Mugler.
Nordstroms Ralph Johnson
Nordstroms Kathy Creque and Lancmes Behnaz Asgari during the
stores annual fragrance event
Nordstroms Jasmine Lawless show-
cases ELIE SAAB Le Parfum.
BF_TarHeel Jan 2012.indd 36 1/6/12 3:46 PM
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by Sarah Colton
NOTES FROM
PARIS
Firmenich and black|Up
Firmenich and black|Up Cosmetics celebrated the
creation of black|Ups first fragrance, created by Firmenichs
Perfumer Dora Baghriche, with a presentation to the
press at the Firmenich offices in Paris. Founded in 1999,
black|Up Cosmetics is the first luxury makeup artist
br and cr eat ed by
professional Makeup
Artists for ethnic skin
tones and women of
color, yet is suitable
for all women. Today
black|Up Cosmetics is
Frances #1 et hni c
makeup brand, distrib-
uted in approximately
200 retail locations,
including department
stores and specialty
cosmetics stores such
as Printemps, Galleries
Laf ayet t e, Sephora,
Mariannaud, Douglas,
and duty-free Cosm-
tiques and Parfums
Alia. Black|Up also
has a strong presence
in other European countries, Africa and the Caribbean.
Although not yet available in stores in the US, Americans
can purchase products online at blackupcosmetics.com.
Les Parfums
Firmenich hosted a star-
studded evening filled with
Perfumers for the launch of
the book, Les Parfums by
Elizabeth de Feydeau, pub-
lished by Firmenich and
ditions Robert Laffont.
For Les Parfums, Ms. de
Feydeau, perfume Historian
and Writer, has outdone
herself in research to com-
pile a vast and substantive
source of perfume history, stories, interviews, definitions,
classifications and anecdotes that will find its rightful
place in perfume literature and in Perfumers libraries.
Imaginary Liquids
Pushing the limits of
traditional perfumery,
Les Liquides Imagi-
nai r es [ I magi nar y
Liquids] are a trio
of l i mi t ed- edi t i on
perfumes. Created by
Givaudan Perfumers
Sonia Constant and
Jacques Huclier for
the French Designer,
Philippe Di Mo, the
fragrances are named
Sanct i , For t i s and
Tumultu. There are
only forty editions
available of each 250
ml perfume, for the
price of $260.00. There
Givaudans
Jacques Huclier
and Sonia
Constant with the
three Imaginary
LiquidsTumultu,
Fortis and Sancti
Display at LHtel La Maison, near the
Champs Elyses, featuring the Tumultu
Amphorae Reliquiae.
black|Ups
Georgina Adeoti,
Daw Mbaye and
Christelle Laroche
with Firmenichs
Dora Baghriche
Beauty Fashions Sarah Colton
receiving a makeup demonstration
from Ms. Adeoti
Firmenichs Yvan Bagnis with
Elizabeth de Feydeau
BF_JAN-Paris.indd 37 1/6/12 4:19 PM
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by Andrea Ferrari BEAUTY AUSTRALIA
Revlons Australian cosmetics team has developed a new
in-store initiative for engaging in a one-on-one service
with its nail customers. Called the Nail Bar, it is an instal-
lation in limited doors where customers can go to receive
all types of manicuresfrom an express to a deluxe treat-
ment. The store features a delightful way of showcasing
the nail enamels by having the bottles rotate on a train,
much like at a sushi bar.
Our customers are our number one
concern, and quite often their number
one concern is convenience. The Nail
Bar provides the highest level of service
and convenience where customers can
also interact with our technicians who
can provide attention and information
on all products in the Revlon range,
said Carla Sheehan, Brand Manager,
Revlon. By being able to engage with
and purchase our products in one
location, the convenience of the
shopping experience is heightened for
our consumers.
The pop of color and the interaction
the Nail Bar have provided with the
brand have been given such a positive
response. Customers love the concept
of the sushi train and having the ability
to choose from an array of colors.
BF
Revlon Nail Bars Nail Technicians Milena Jovanov and Kylie Ehrlich
The Revlon Nail Bar provides a wide menu of nail services by
professional, trained Aestheticians.
The Revlon Nail Bar offers full manicure services in-store.
BF_Australia Jan 2011 full page.indd 38 1/6/12 3:48 PM
39
LOVE NOTES
1 Bath & Body Works
Pink Chiffon
2.5 oz., $29.50
2 Este Lauder Beautiful
2.5 oz., $72.00
3 Bond No. 9
Madison Square Park
$3.4 oz., $240.00
4 Ralph Lauren Romance
3.4 oz., $82.00
5 Prada Candy
2.7 oz., $108.00
6 Oscar de la Renta
live in love
3.4 oz., $98.00
7 Coach Poppy Flower
3.4 oz., $85.00
8 Paco Rabanne
Lady Million
2.7 oz., $88.00
9 Guerlain Shalimar
Parfum Initial
100 ml, $119.00
10 Judith Leiber Topaz
2.5 oz., $175.00
11 CHANEL
Coco Mademoiselle
3.4 oz., $115.00
2
5
6
7
11
3
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4
9
(continued from page 19)
40
LOVE NOTES
1
2
3
5
BF
1 Marc Jacobs Lola
3.4 oz., $88.00
2 Angel by Thierry Mugler
2.6 oz., $190.00
3 Narciso Rodriguez for her
eau de toilette dlicate
4.2 oz., $102.00
4 Especially Escada
1.7 oz., $62.00
5 LEau de Chlo
3.4 oz., $85.00
6 Annick Goutal
Le Muguet
3.4 oz., $120.00
7 Calvin Klein
forbidden euphoria
3.4 oz., $80.00
8 I Fancy You Jessica Simpson
3.4 oz., $59.00
9 David Yurman Delicate
Essence Eau de Toilette
3.4 oz., $85.00
10 Versace Yellow Diamond
3.4 oz., $88.00
4
5
7
8
9
6
10
41
A Walk On The Line Side...With BLISS MIKE INDURSKY
Ms. Catalano reported, 600 Bliss Account Executives
across the country visit all of our distribution. Our training
program is consistent in every single one of our locations.
We want the Cast Member to be saying the same as our
Beauty Advisor in Neiman Marcus or Bloomingdales. A
part of our brand image is all about education.
Noon Bliss49 In The W Hotel
541 Lexington Avenue
The Bliss49 devotes the first floor to retail with nail sta-
tions to service Guests. The spa services are performed
on the W Hotels fourth floor where another retail area is
located for Guests who can shop with their Blisscription
after a treatment. The retail areas are designed by protocol
to fit into the spa treatment programs.
Bliss49 was the first spa to be located in a W Hotel.
We now have 18 Bliss Spas in W Hotels, Mr. Indursky
explained. There is no real difference between the
services and retail in freestanding Bliss spas and those in
hotel-owned spas. There are two different business models
for our hotel spas. We either own/operate the spa and
pay rent to a facility, which might be a W Hotel or manage
hotel-owned spas.
In our relationship with W, we work with the hotel to
Ms. Catalano and Mr. Indursky (2
nd
r.) with Bliss 15-year veteran
Jordan Stein, Jocelyn Flotteron and Victoria LaFevers
Mr. Indursky show-
cases the retail area
designed by protocol
to fit into the spa
treatment programs.
Mr. Stein, Ms. Flotteron, Mr. Indursky and Ms. LaFevers model
Glamour Gloves
.
Mr. Indursky (c.) with Bliss Basey Ibragimov, Jackie Ustoveva,
Yvette Carpenter and Ashley Webb
A Guest enjoys a Hot Cream Manicure by Bliss Nail Technician
Janet Ulai.
42
A Walk On The Line Side...With BLISS MIKE INDURSKY
encourage Guests to come to the spa. We have a key
card called Welcome Delights that talks about the spa
services and offers some discounts. All the rooms have a
spa menu. When a guest has spare time, the ber con-
cierge (W Insider) will help them get tickets to a show
and then advise, In the meantime, why dont you go get
yourself a massage. Its a win-win situation.
Guests at the W Hotel have complementary use of
Bliss steam and sauna facilities. There are also a wide
range of male-centric services such as massage and
facials as well as a waxing service called He-Wax. Seventy
percent of the W Hotel clientele is male. Therefore, we see
more men in our spas located in W Hotels, he reported.
We drive traffic to the spa with special events, Mr.
Indursky continued. We recently had a promotion with
Bachelorettes. They got manicures and hand massages
and followed by having a drink at the hotels Whiskey
Bar. We had a line around the block waiting to get in.
Jordan Stein, the Retail Boutique Manager at Bliss49 is
one of the six employees who were honored for 15 years
of service as part of Bliss fifteenth birthday celebration.
He was plucked out of his job as a Dean & Deluca deliv-
ery man to BlissSoHo, when the staff fell in love with
him, reported Mr. Indursky. Now, as head of retail here
at Bliss49, he has been a driving force. He embodies that
Bliss culture of a happy, energetic spirit.
Ms. Catalano maintains that If you work at Bliss, its
all about being happy about what you do. At any level of
the company, you have to have personality and a com-
mitment to the brand. All other things you can teach,
but if you dont have these qualities, it doesnt work.
Mr. Indursky agrees, defining the qualities he believes a
Bliss employee must have as positivity, a willingness to
embrace change, passion and hard work.
2:30 P.M. Lord & Taylor
Lord & Taylor is a very good match for Bliss, affirmed
Ms. Catalano. We are in full distribution of 45 doors.
We have Beauty Advisors and a part-time Esthetician
who can offer Bliss services at-counter.
The New York City flagship store is the only door with
dedicated counter space, she added. In branch stores,
we are nicely positioned in high traffic areas with very
large tagres.
Lord & Taylor has been a stellar partner for us, declared
Mr. Indursky. Our new installation here on the main
aisle has exposure on three sides to tell our story.
The Counter Manager, Yicel Rodriguez, is described by
Mr. Indursky as a rock star. When I asked her what we
could do better after the counter opened, she gave me a
laundry list of suggestions. They were easy to do, not
expensive and were put into effect within two weeks.
Lord & Taylors Barbara Zinn-Moore, Senior Vice Presi-
dent/GMM for Cosmetics and Fragrance, declared, I
couldnt be more thrilled with Bliss location in our Fifth
Avenue flagship. It is reflected in the strong business
results for the installation.
Ms. Rodriguez, Ms. Szczepanowski and Mr. Bain join Lord & Taylors
Nicole Grochmal and Jessica DiBenedetto.
Mr. Indursky (2
nd
r.) with Lord & Taylors Rosanna Zekic, Barbara
Zinn-Moore and David Clements
Mr. Indursky
with Bliss
Yicel Rodriguez
43
3:30 P.M. BlissSoHo
568 Broadway
This location, our
first and most famous
spa, is our flagship,
Mr. Indursky declared.
BlissSoHo started as a
4-room space and
has expanded now to
two floors. Most of
our celebrity Guests
come here.
Several Technicians
have worked at this
Bliss Spa for 15 years,
i ncl udi ng Yel ena
Royzen, Beata Chyla,
Bob Campbell, Yeu-
genia Babynina and
Josianne Zebicoff.
These Technicians
along with Jordan
Stein from Bliss49 will be celebrated at a special dinner,
he disclosed, We have been filming them and asking
what it was like when they first came to Bliss; what were
their greatest and their funniest moments.
Its like a family here, Ms. Royzen, enthused. I love
what Im doing. Every day I wake up and believe I have
the power to change the world, and I do.
Yelena really believes that, Mr. Indursky informs. In
fact, she helped inspire Bliss vision of empowerment.
Guests who come to a Bliss Spa feel a kinship with their
Technicians. They leave feeling recharged, revitalized
and empowered to face the day, whatever its challenges.
Our motto is to enable women to achieve a higher
state of happy through our great service and the great
friendships between our Technicians and our Guests.
4:00 P.M. Sephora SoHo
555 Broadway
Mr. Indursky affirmed, The partnership between Bliss
and Sephora is excellent. He reported that Bliss is one of
the premier skincare brands at this Sephora. We couldnt
be more proud.
We want the Cast Members to help tell the Bliss
story, he shared. They are all part of our Friends and
Family Program, and we encourage them to have special
treatments in our spa services so they can experience
them first hand. The more they can experience what Bliss
is about in the spa, the better they can tell our story in
Sephora. BF
Mr. Indursky with Bliss Yelena Royzen
Mr. Indursky (c.) at a display of Bliss products with Bliss Ashling
Farrell and Vanessa Vero
Sephoras Patricia Lopez and Melinda Falu Allende with Mr. Indursky,
Ms. Szczepanowski and Mr. Bain
Ms. Royzen and her 15-year Guest Whitney Kneisley with Mr. Indursky
Sephoras Amanda Marx with Ms. Szczepanowski
44
Luminous shades and luxurious
textures create a radiant glow for
an everyday, fresh-faced look.
keep it
fresh
Este Lauder
Pure Color Five Color
EyeShadow Palette
in Topaz Mosaic
$45.00, January
bareMinerals
READY
Bronzer
in The High Dive
$24.00, March
Cl de Peau Beaut Eye Color Quad
in Antique Gold (208)
$80.00, March
LOral Paris Magic
Smooth Souffl Blush
in Cherubic (Rose)
$12.95, January
Clinique Almost Lipstick
in Tender Honey
$15.00, January
Clarins Gloss Prodige
Intense Colour & Shine Lip Gloss
$20.00, March
Iris Apfel for MAC
Nail Lacquer
in Sandpiper
$15.00, January
CHANEL ROUGE COCO BAUME
Hydrating Conditioning Lip Balm
$32.50, January
Maybelline New York
EYE STUDIO Color Tattoo
24HR Cream Gel Shadow
in Tough As Taupe
$6.99, January
FIRST LOOK
45
daydreamer
Hints of whimsy provide a fanciful
twist to the latest color options.
FIRST LOOK
Clarins Colour Breeze
Face & Blush Powder
$35.00, March
CHANEL
BLUSH HORIZON
DE CHANEL
Glowing Blush Harmony
$58.00, January
Guerlain Mtorites
Cruel Gardenia
$67.00, January
Maybelline New York
Dream Bouncy Blush

in Pink Plum
$7.99, January
Too Faced
Retractable Petite Pouf
Powder Brush
$17.00, February
Dior Garden Clutch
in Milly Garden
$75.00, January
Sally Hansen Salon Effects

Real Nail Polish Strips in Tie-Dye For
$9.99, March
Too Faced
Tinted Beauty Balm
$32.00, February
46
the
dark
side
From sharp blacks to slate grays and
mysterious jewel-tones, these shades
evoke a bewitching beauty.
FIRST LOOK
Clinique Quickliner for Eyes
Intense in Intense Black
$15.00, February
Maybelline New York
Master Precise
Liquid Ink Pen Eye Liner
$7.99, January
Too Faced
Glamour to Go Palette
$22.00, February
Guerlain Noir G Mascara
$49.00, January
Dior Vernis
in Gris Montaigne #707
$23.00, January
Iris Apfel for MAC
Small Eye Shadow in Howzat
$15.00, January
Sally Hansen
Diamond Strength

No-Chip Nail Color
in Black Diamond
$4.95, March
Sephora Collection
Volume Booster Gloss Serum
in Charming Style
$15.00, February
47
Candy-colored hues combine to create
a bevy of sweet, wearable looks.
sweet
treat
FIRST LOOK
LOral Paris
Infallible Eye Shadow
in Perpetual Purple
$7.95, January
Buxom

True Hue Blush in Luvitate
$24.00, February
CHANEL LE VERNIS
Nail Colour in June
$25.00, January
NYC New York Color
City Proof 8HR Lip Gloss
in 24/7 Lilac
$3.49, March
Clarins Instant Light Blush
in Vitamin Pink
$28.00, March
LOral Paris
Colour Riche
Balm
in Rose Elixir
$7.95, January
Sally Hansen
Smooth and Perfect

Color + Care in Whisper
$5.99, March
Urban Decay
Super-Saturated High Gloss
Lip Color in Lovechild
$19.00, February
Too Faced
Exotic Color Intense
Eye Shadow Single
in Magic Mushroom
$18.00, February
Este Lauder Pure Color
Nail Lacquer in Teal Topaz
$19.00, January
BF
48
DAY 4: L.A.M.B
The beauty look at L.A.M.B. is inspired by a trip to India,
Ms. Willer shared. A dark, dramatically-lined eye is the focal
pointa modern take on kohl.
TO GET THE LOOK:
Fit Me! Powder: she eliminated shine
and created natural coverage with this
pressed powder. She swept a second,
slightly darker shade under the cheek-
bones to contour and create definition.
Next, she applied Fit Me! Blush in
Deep Rose to the apples of the cheeks, creating a soft glow.
Eye Studio Master Drama Cream Pencil in Midnight Master:
she created an exaggerated winged eye with this richly pig-
mented liner. She lined the outer half of the lid and the entire
lower lash line. She extended the line out toward the edge of
the temple and in toward the inner corner of the eye.
Eye Studio Color Plush Silk Eyeshadow in Pink Persuasion: To
add a slight shimmer, she used a liner brush to apply the dark
grey shade over the eyeliner on the outer corner of the eye.
Define-A-Brow Eyebrow Pencil in Soft Black: A straight,
strong brow framed the eye look. She filled in the area under
the arch of the browcreating a straight, dramatic shape.
Volum Express The Falsies Black Drama Mascara: she finished
the eyes with this extra-matte, extremely-black mascara.
DAY 4: JEN KAO
Polished grunge is the inspiration behind the makeup look at
Jen Kao, Ms. Willer said. The bright lips and flirty lashes give
a playful look, while the sleek
eyes provide a hard contrast.
TO GET THE LOOK:
Fit Me! Foundation: she prepped
the skin with this natural cover-
age foundation. She then dusted
Fit Me! Powder across the t-zone
for a fresh, flawless look.
Fit Me! Blush in Medium Coral: she applied this warm,
orange-based shade to the apples of the cheeks for a natural
glow.
Baby Lips Lip Balm in Quenched: to achieve a glossy yet
natural eye look, she applied this clear lip balm to the eyelids.
Eye Studio Color Plush Silk Eyeshadow in Give Me Gold:
Slightly enhancing the eye, she used the palettes gold shade to
create a straight, hard line that began at the outer corners of the
eyes and extended halfway towards the temples.
Volum Express The Falsies Waterproof Mascara in Black
Drama: After applying individual lashes sporadically across
each upper lash line, she added drama to the eyes with this
high-volume, extra-matte mascara.
Color Sensational Lipcolor in Coral Crush and Are You
Red-dy: she combined these two electric shades for a perfectly
contoured, perfectly eye-popping pout.
DAY 5: CARLOS MIELE
The Look by Gato Zamora
The inspiration for the makeup look at Carlos Miele comes
from a desire to focus on the natural beauty and femininity of a
woman, Mr. Zamora affirmed. We wanted to create a sophis-
ticated yet simple look for a night out.
TO GET THE LOOK:
Fit Me! Concealer: Seamless
skin is the key to this look. He
prepped skin with Fit Me!
Foundation. Next, he dotted
concealer onto the middle of
the forehead, mid-cheek, brow
bone, upper cheekbone and
into the inner corners of the
eyes. He blended with his fingers to make skin appear naturally
flawless.
Fit Me! Bronzer: To contour and give the face depth, he
applied this blendable bronzer from the outer forehead to the
temple, under the cheekbone and under the jaw line.
Eye Studio Color Explosion Luminizing Eyeshadow in
Caffeine Rush: he layered the two chocolate brown shades in
this highly pigmented palette over the entire eyelid. To ignite
light around the eyes, he used the luminizing shade in the inner
corners.
Volum Express One-by-One Mascara in Blackest Black: he
finished the look by applying one coat of this clean volume
mascara.
Color Sensational High Shine Lipcolor in Nude Glow: he
added natural color for a glamorous shine to the lips with this
sumptuous lipstick.
MAYBELLINE NEW YORKS SPRING BEAUTY TRENDS
The makeup by Mr. Zamora focuses
on the natural beauty of a woman.
Fashions by Carlos Miele on the
runway
Fit Me! Bronzer gives the face
depth.
The beauty look by Ms.
Willer at the L.A.M.B. show
Ms. Willer applies Eye Studio
Color Plush Silk Eyeshadow to a
Model.
Ms. Willer has created a
playful look with sleek eyes
as a hard contrast.
Ms. Willer applies Maybelline New
Yorks Color Sensational Lipcolor.
Volum Express The Falsies Black
Drama Mascara makes the eyes
the focal point of the look.
Backstage at the Jen Kao show
49
on the
avenue
Johnson & Johnson Group of Consumer Companies, Inc.,
LOral USA, P&G Beauty & Grooming and Shiseido
Cosmetics America and paid special tribute to Evelyn
Lauder for the tremendous strides she made toward
breast cancer research and awareness.
Givaudans
Nilda Medero and
Alison Chaneski
with Trudi Loren of
The Este Lauder
Companies
Jacqueline Singer
with Fragrance
Resources Cutler
Whitman and
Joan Marrinan
LOral USAs Kelly Thompson and
Carol Hamilton
Mr. Morris with Elana Drell Szyfer
of Ahava
Firmenichs
Roberto Olivi and
Jerry Vittoria (r.)
with High Ridge
Brands Nina Riley
Ms. Drosos and
P&Gs Esi Eggleston
Bracey (2
nd
r.) with
Pat McGrath and
Allures Linda Wells
Avons Julie Tatarczuk
and Denise McEvoy
(2
nd
r.) with Givaudans
Cosimo Policastro
and Rose Eckert
Ms. Loren (2
nd
l.)
with Firmenichs
Joy Atkinson,
Cheryl Morano and
Ms. Buzantian
Custom Essences
Fred Rakity, Cover
FXs Chelsi Oestreich
and Sharon Collier
(r.) with Beauty
Fashions George
Ledes
EC Scott Groups Mark Scott with The
Musmanno Groups Elizabeth Musmanno
and Chris Buccellato of Custom Essence
Mr. Maubert with Elizabeth
Mankin of CHANEL
Ms. Zinn-Moore with William Lauder
of The Este Lauder Companies
Johnson & Johnsons
Susan Sweet and Jeff Smith
Shiseidos Takafumi
Oba, Ed Houlihan,
Takeshi Yoshida and
Tom Halligan
50
on the
avenue
IFF And FIAF Host Scent Events
International Flavors
& Fragrances (IFF), in
par t ner s hi p wi t h
French Institute Alli-
a n c e Fr a n a i s e
(FIAF), held a series
of fragrance work-
shops t hroughout
November in Man-
hattan. During A
Scent of History on
November 3, audience members were given a history of
fragrance from osmocurator Christophe Laudamiel and a
chance to smell scents in their original formulationspro-
vided by the Osmothque archives in Versailles. The
Speed Smelling event on November 16 allowed attendees
to briefly engage with Perfumers from IFF to discuss the
inspiration behind scents created specifically for the
occasion. Coverage of the Le Parfum: The Power of Fra-
grance panel on November 10 with Ws Jane Larkworthy
can be found in Beauty Fashions December 2011 issue.
Women Of Worth
Inspired by its iconic brand philosophy, Because Youre
Worth It, LOral Paris began its Women of Worth initiative
six years ago. Each year, the Women of Worth program
honors those who embody the spirit of the LOral Paris
brand through their commitment to their communities,
their selflessness and their drive to make a difference in the
world. This years LOral Women of Worth Awards were
held on December 8 at New York Citys Hearst Tower.
The honorees of the Women of Worth initiative are:
Ann Solorio Brownell, Founder of The Amanda Network;
Cora White, Board President of Foster Care Children and
Family Fund; Dr. Barbara Summey Marshall, Volunteer
CEO at Steps & Stages Women Veterans Resource Agency,
Inc.; Gina Keatley, CEO and Director of Nutrition at
Cotys Ruth Sutcliffe with
Mark Hardy of Orlandi
Batallure Beautys Sam Ghusson
with Noreen Dodge of Give Back
Brands
Ann Gottlieb Associates
Ann Gottlieb with Daniel Kaner
of Oribe
Oscar de la Rentas Michelle de
Bourbon and Jean Hoehn Zimmerman
Christophe Laudamiel
Perfumers from IFF participated in a speed smelling event at FIAF.
LOral Paris Karen Fondu (c.) with LOrals Women of Worth
LOral Paris Nathalie Kristo and Ms. Fondu (3
rd
l.) with Hearst
Magazines Michael Clinton (3
rd
r.) and LOral Paris Spokespeople
Aimee Mullins, Andie MacDowell and Julianna Margulies
LVMHs Jean-Marc
Plisson, Linda
Maiocco and
Jim Anderson
51
on the
avenue
Nourishing NYC/USA; Gretchen Holt Witt, Founder of
Cookies for Kids Cancer; Pilar Pinel, Founder of Embracing
Latina Leadership Alliances; Shanta Barton Stubbs,
Founder of the New Image Youth Center; Sheila Warnock,
Founder and President of ShareTheCaregiving Inc.;
Stephanie M. Clark, Founder and National Director for
Project Single Moms Worldwide Inc. and Susan Munsey,
Executive Director and House Mom of Generate Hope.
Innovation In A New Economy
FI Ts Mast er Program,
Firmenich and The Luxury
Marketing Council presented
a forum on The Intuitive
Compass: Why the Best
Decisions Balance Reason
and Instinct followed by a
panel discussion on Inno-
vation in a New Economy.
Francis Cholle, International Business Consultant, dis-
cussed how businesses can tap intuitive intelligence to
redefine and reinvent the customer experience and get
the most from their teams in the process. His presentation
was complemented by a panel discussion with Deborah
Burns, President of DJB Ventures; Kevin Kells, National
CPG Industry Director at Google and Jerry Vittoria, President
of Firmenich Fine Fragrance North America. The panel
was moderated by Stephan Kanlian, Chairperson of FITs
Cosmetics & Fragrance Marketing & Management program.
ACRIA Honors Demsey
The AIDS Community Research Initiative of America
(ACRIA) recognized The Este Lauder Companies Group
President John Demsey for his dedication and commit-
ment to the fight against AIDS through the MAC AIDS
Fund at a benefit held at Manhattans Urban Zen Center
at the Stephan Weiss Studio on December 7. Over
$400,000 was raised to fund ACRIAs work.
GIRLS NITE OUT
Beauty industry executives gathered together on
November 14 for their fifth annual Girls Nite Out, which
benefited the Jane Scott Scholarship Fund at the Fashion
Institute of Technology (FIT). This years party, which was
Elizabeth Ardens
Laurie Dowley,
The Este Lauder
Companies
Nancy McKay and
Karyn Khoury are
the Founders of
Girls Nite Out.
Mr. Demsey,
Ms. Karan and
Prabal Gurung
Ms. Karan,
Mr. Demsey
and MACs
Nancy Mahon
Mr. Kanlian with Annette Green
FITs Virginia
Bonofiglio,
Bam Navigations
Brian McGee and
Sawyer Design
Visions Michele
Sawyer
Francis Cholle (r.) with Firmenichs Jerry Vittoria, FITs Stephan
Kanlian, Googles Kevin Kells, Luxury Marketing Councils Greg
Furman and DJB Ventures Deborah Burns
Donna Karan,
The Este Lauder
Companies John
Demsey with
Annelise Peterson
52
on the
avenue
held at the home of Este Lauder and Tom Ford Beautys
Senior Vice President/General Manager Nancy McKay,
raised a new high of $13,125 for the scholarship fund.
Dawn Duncan, Vice President of Develop ment and
Alumnae Relations at FIT shared that the scholarship
fund is a living tribute to Jane Scott. Ms. Scott,
Vice President/DMM at Bloomingdales, was killed in a
bicycling accident 11 years ago.
Laurice Rahm At Saks
On December 17, holiday shoppers at New York Citys
flagship Saks Fifth Avenue store chatted with Bond
No. 9s President and Founder, Laurice Rahm about her
fragrance collection including the newest scent, New
York Amber. Ms. Rahm signed bottles of Bond No. 9
fragrances purchased by customers. BF
Ms. Khoury, Ms. Dowley and Ms. McKay (2
nd
r.) join FIT scholarship
recipients Briana Dandrea and Kylie Cumbo with FITs Dawn Duncan.
Michelle Israel,
PZ Cussons Beautys
Maggie Ciafardini and
CHANELs Joyce Green
Dior Beautys Terry Darland with
Ms. McKay
Elizabeth Ardens Francine
Gingras and Camille Candelino
Dior Beautys Lisa Hawkins with
Macys Regina Vespaziani
The Este Lauder Companies
Carol Russo and Jane Hudis
Bond No. 9s Laurice Rahm
(r.) with Bond No. 9 Hall of
Famer Michael Devine
Saks Fifth Avenues
Lee Williams with
Ms. Rahm
Ms. Rahm (c.)
answers customers
questions about
her fragrances.
Ms. Rahm (c.)
with Bond No. 9s
Alberto Caballero
and Juan Mercado
53
Hispanic areas offered customers makeovers inspired by popular telenovela
stars. Its all about the experience for the customer, said Ms. Kristo. We were
able to create the feeling of a luxury experience in the mass channel.
Along with remarkable in-store service, connecting with consumers in the
digital sphere in meaningful ways is crucial for beauty brands of today. In addi-
tion to a strong presence on Twitter and Facebook, Lancme collaborated with
the online fashion community, Polyvore, to host the month-long Style with
Lancme Color Design Palettes contest this past summer. Lancme challenged
Polyvore users to create fashion- and beauty-focused virtual collages featuring
the newly-launched palettefor a chance to win a trip to New York City.
The contest achieved twice the amount of activity than any other previous
promotion the Web site held. Todays consumer is in-store and online, and we
need to provide her with an experience wherever she goes, said Ms. Galfo.
We need to build on the relationship to make her feel valuable and unique.
As companies are implementing creative approaches to reach consumers, a
brands core identity should remain at the forefront. LOral Paris slogan,
Because Youre Worth It, is at center of our brand and it appeals and connects
with women everywhere. Even though the brand might look different in other countries and may address different
needs, the message of the brand is global, stated Ms. Kristo. We celebrate the global heritage of our brand, while
keeping it close to American womens hearts. BF
Insights From LORAL USA
At CEWs Women In Beauty Series Event
Ralph Lauren
Fragrances
Jerome Roux
with Givaudans
Yara Karmiloff
and Frederic
Pignault
Lancmes Genevieve Santos and
Andrew Armstrong
LOrals Thomas
Reedman and
David Suffit
with Givaudans
Cosimo
Policastro
LOral USAs
Carol Hamilton and
Frdrick Roz
with Barbara
Zinn-Moore of
Lord & Taylor
Selfs Ellen
Cummings,
Laura McEwen
and Anita Maiella
*BF-JAN-CEW-Loreal-2pgs.indd 53 1/6/12 4:21 PM
54
Selecting the right celebrity to partner with on a
f ragrance l aunch i s especi al l y i mpor t ant f or
companies. We do quantitative and qualitative research
when choosing which celebrities to work with, said
Mr. Rolleston. When we chose to collaborate with
Taylor Swift, we looked at her fan base, which extends to
over 20 million people on Facebook, and the relationship
she has with her audience. Her fans are extremely loyal
to her, and we saw that she really is the voice of her
generation. This loyalty lends itself to a built-in customer
base for Ms. Swifts signature scent.
Celebrity-endorsed fragrances also pack a punch at
retail. For the better part of the decade, there has been a
serious decline in fragrance sales, yet Ms. Darland
affirmed that sales for Dior Jadore have strengthened
year over year. She attributed this growth to Dior Jadores
Spokeswoman, Charlize Theron. When we brought
Charlize on in 2005, we saw an immediate spike in
salesshe has been our golden girl. We are almost back
to the height of the business [Dior Jadore was a $40
million business in the US when it launched in 1999, but
declined to a low of $22 million prior to Ms. Theron
representing the brand.], coming in around $35 million
in sales this year. She also referred to Actress Natalie
Portman being introduced as the new face of Miss Dior
last year like winning the lottery, with her blockbuster
Givaudans Rose Eckert and Kate Greene (r.) with Ms. Bloom and
Cotys Marsha Brooks
Ms. Schmidt with Ms. Darland and Parfums Christian Diors Lisa
Hawkins
Allures Doug Zimmerman and Jennifer Friedman Perez (2
nd
r.) with
Cotys Rachel Tydings and Kelley McAuliffe
Lord & Taylors Marti Moore and Barbara
Zinn-Moore
Fusion Brands Dana Kline with Rick Brown
of Macys
VPacks Marc-Andre Houx and Givaudans
Frederic Pignault
THE FRAGRANCE FOUNDATION HOSTS A CONVERSATION
ON CELEBRITY SCENTS
IFFs Rachel
Weinhausen,
Christine
Hassan and
Matt Frost
55
film, Black Swan; pregnancy announcement as well as
her Golden Globe and Academy Award wins occurring
almost simultaneously. Timing is everything.
From the retailers perspective, Ms. Levy agreed that
the right timing adds to the success of a launch, recog-
nizing that Beyonc Knowles PA for the launch of
Beyonc Pulse in September came on the heels of her
own pregnancy news, but she also maintained that a real
success stems from a celebritys authenticity and involve-
mentboth attributes Ms. Knowles demonstrates. We
look for celebrities that are committed. Its not just about
how many Facebook fans a celebrity has or how much
theyre willing to tweet, stated Ms. Levy. Its also not
just what theyre going to do at the time of the launch,
but what theyre going to do to sustain that brand a year
or two afterward. We dont want a hit and run.
With the velocity that celebrity fragrances have been
taking off, Mr. Spilka foresees a new system of operating
in the near future. There will be an evolution with the
structure of dealsfrom traditional royalties to equity to
self-financing, he noted. We also expect to see more
retailer exclusives, like with SOMEDAY by Justin Bieber
at Macys and My Life
Mary J. Blige on HSN. Mary

broke a lot of rules and proved to us that a fragrance can
be successful without the consumer necessarily smell-
ing it first. Its good to have a little rule-breaking; it keeps
the consumer excited and leads to tremendous vitality
going forward. BF
Arcade Marketings Diane Crecca and Larry Berman (2
nd
r.) with
Elizabeth Ardens Art Spiro and Lauren Bitet of Givaudan
O, The Oprah Magazines Patricia Foster and Jill Seelig (r.) with
Ms. Hawkins
DAY 6: BIBHU MOHAPATRA
The makeup look at Bibhu Mohapatra was inspired by
the women in fashion Photographer Helmut Newtons
iconic photographs, Ms. Willer declared. Instead of
doing the classic bold eyes and lips, we made everything
a bit more natural. The look is very glamorous and the
perfect complement to the chic pieces in Bibhus spring
collection.
TO GET THE LOOK:
Fi t Me! Foundat i on: she
prepped the skin with this nat-
ural coverage foundation to
create a smooth, flawless can-
vas. She then worked Fit Me!
Bronzer in Medium Bronze
onto cheekbones for a touch
of color. Next, she dusted Fit
Me! Powder over the skin to
eliminate shine.
Eye Studio Color Explosion Luminizing Eyeshadow in
Caffeine Rush: she created a smoky eye using the three
deepest brown shades from this rich palette of neutrals.
She blended the shadows over the lid and out past the
outer corners of the eyes. The result was a softer, more
flattering alternative to the dark, smoky inspiration.
Volum Express Falsies Flared Mascara in Very Black:
she lifted and winged lashes out with this dramatic, volu-
mizing mascara.
Define-A-Brow Eyebrow Pencil: Brows were filled in
and sculpted with this defining brow pencil. A well-
groomed brow is very important to this look, she noted.
Shine Sensational Lip Gloss in Cherry Kiss: she created
a toned-down version of Helmut Newtons signature red
lip using this punchy, translucent gloss. BF
MAYBELLINE NEW YORKS
SPRING BEAUTY TRENDS
Volum Express Falsies Flared
Mascara
A beauty runway look from
the Bibhu Mohapatra show
created by Ms. Willer
Define-A-Brow Eyebrow Pencil
creates a well-groomed brow.
56
EmyLou Rodriguez
Amway Independent
Business Owner
New York City, New York
EmyLou Rodriguez was intro-
duced to the ARTISTRY skincare
and cosmetics line eight years
ago when she needed quality
products to use on her sensitive skin. ARTISTRY
products made such a difference to her complexion
that EmyLou decided to start her own ARTISTRY
business. I was so excited about the results I
achieved by using ARTISTRY and wanted to share
the benefits of the products with others, commented
EmyLou. Her business has grown over the years
because of her passion for helping others achieve
both inner and outer beauty. As a freelance Makeup
Artist and skincare educator, shes been able to use
ARTISTRY products to uplift and change peoples
lives, whether its by boosting a working moms
confidence through the addition of simple color to
her beauty routine, or helping a bride achieve clearer
skin in preparation for her special day.
In addition to extensive training, education and
customer service, EmyLou believes in building
excellent relationships in order to effectively share
ARTISTRY products with others. ARTISTRY represents
the true science and nature of beauty. Knowing that
ARTISTRYs product integrity is backed up by lead-
ing research in skincare science, and that the brands
philosophy embraces everyones individual beauty
makes one proud to be affiliated with the brand,
EmyL ou shared. She is known to create customized
solutions for her clientele and bundle value-added
services, such as a skin analysis or a mini-makeover,
to better connect with the individuals she is serving.
No matter the setting, the most successful sale
comes when a potential customer feels like shes
been heard, experiences the products, recognizes
the integrity of ARTISTRY Consultants and concludes
that we can offer something of value. BF
MAKING SALES
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 POLICY
The 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.
are also 12 editions of the fragrances available in handmade,
20.5 inch pewter Amphorae Reliquiae by lOrfvrerie
dAnjou. They are each priced at $3,900.
First presented in September 2011 at LHtel La Maison
near the Champs Elyses, which was recently renovated
and decorated by Martin Margiela, the Imaginary Liquids
are currently available exclusively at the boutique
LEclaireur on rue Mahler in the Marais district of Paris.
2011 Clarins Most Dynamic Woman
Annual Award
Clarins, in partnership with Marie Claire and Teva television,
honored world-renowned Opera Singer Malika Bellaribi
with the 2011 Clarins Most Dynamic Woman Award in
Paris for her charitable work with underprivileged
children in poor French and European neighborhoods. BF
Clarins Melissa
Barrett Rhodes
and Dominique
Rist (r.) with
Jenna Courtin-
Clarins
Ms. Rhodes with
Arthritis Foun-
dation Courtins
Lionel Comole
and Clarins
Philip Shearer
Clarins Christian Courtin-Clarins (3
rd
l.) and Opera Singer Malika
Bellaribi (2
nd
l.) with the Clarins Most Dynamic Woman Award
winners from previous years
NOTES FROM PARIS
BF_JAN-Making Sales.indd 56 1/6/12 4:22 PM
Les_Poochs_PP.indd 1 1/6/12 10:09 AM
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EYESTUDIO

JANUARY 2012 VOLUME 96 NUMBER 1

JANUARY 2012 VOLUME 96 NUMBER 1

and its three regional

on February 17 at the Balboa Bay Club in

Award category will be

, a facial for your lips. We are about to launch

facial. For the Cast Member, its an

Mary J. Blige on HSN. Mary

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