Leaders are investing in training.
Teams care deeply about their guests.
The experience is thoughtful, elevated, and service-driven.

And yet…

Retail results are flat.
Recommendations feel inconsistent.
And even your strongest providers hesitate when it’s time to “sell.”

This isn’t a product problem.
And it’s not a talent problem either.

It’s a disconnection problem.

What I’m Seeing Across the Industry

After more than 40 years working inside spas, salons, resorts, and medspas, I can tell you this:

Today’s teams are not resistant to retail because they don’t understand it.

They’re resistant because it doesn’t feel aligned.

They don’t want to:

• Sound scripted
• Feel pushy
• Break the flow of the service
• Or risk losing trust with their guest

So instead… they stay quiet.

And when that happens, something important is lost.

Because retail—when done correctly—is not about selling.

It’s about completing the service.

The Real Cost of Retail Disconnection

When retail is missing or inconsistent, it impacts more than just revenue.

It affects:

• Guest results (no homecare = no continuity)
• Client retention
• Team confidence
• And your overall brand experience

Your guest leaves without the full solution.
Your team leaves feeling unsure.
And your business leaves money—and loyalty—on the table.

Not because people don’t care.

Because they’ve never been shown a better way.

What Needs to Change (And Why It Matters Now)

The spa industry has evolved.

Your sales approach needs to evolve with it.

Scripts don’t work anymore.
Pressure doesn’t work anymore.
“Just ask at checkout” definitely doesn’t work anymore.

What does work?

A shift in how your team:

• Thinks about retail
• Communicates with intention
• And understands their role as a trusted guide—not a salesperson

This is where transformation happens.

Introducing The Sacred Sales Floor

At ISPA, I’ll be sharing what I call the Seven Sacred Sales Shifts—a framework designed to rebuild retail results from the inside out.

This is not about:

• Memorizing scripts
• Pushing product
• Or adding pressure to your team

It’s about creating a Sacred Sales Culture where:

• Retail feels natural, not forced
• Teams feel confident, not uncomfortable
• And guests receive a complete, elevated experience

Because when retail is aligned with service…

Everything changes.

A Preview of What We’ll Unlock Together at ISPA

During this session, we’ll go deeper into:

• What’s really driving retail resistance in today’s teams
• How fear and self-doubt quietly impact performance
• The mindset shifts that rebuild confidence instantly
• And how to create a consistent, elevated recommendation experience across your entire team

This isn’t just theory.

It’s the work I’ve implemented inside luxury spas, global brands, and high-performing teams for decades.

And it works.

For the Leaders Ready to Shift the Culture

If you’re leading a spa, managing a team, or responsible for performance…

This is your moment to reset the conversation around retail.

Not as a metric.
Not as a pressure point.

But as a core part of the guest experience.

Because the future of spa success isn’t just about service.

It’s about how well your team can:
connect, recommend, and complete the experience.

Join Me at ISPA

If you’ll be attending ISPA, I’d love to see you in the room.

And if you’re not…

This conversation is just getting started.

Because retail isn’t going away.

But the way we approach it?

That’s ready for a transformation.

The post Retail Isn’t Dead—It’s Disconnected (And That’s What I’m Addressing at ISPA) appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

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Original Post by my buddy Winn Claybaugh on his FaceBook Page

The Good Fortune documentary tells the inspirational life story of Paul Mitchell CEO, John Paul DeJoria. Learn how he has used business to make the world a better place while becoming one of America’s most celebrated entrepreneurs. The film is coming to select theaters this month. We can’t wait to experience it and encourage you to gather your friends and family to see it, too! #PMTS #GoodFortuneMovie

Watch the trailer here: https://www.youtube.com/watch?v=6oxT2rJXBaM

Find out if Good Fortune is coming to a city near you: http://bit.ly/2spE7zS

Carol Note:  Go see this movie.  I don’t care what brand of beauty products you have in your salon, we all need a mega dose of entrepreneurial spirit.  XOXO Carol

The post Must See New Movie About The Inspirational Life Of John Paul DeJoria appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

Other hedge funds and other institutional investors also recently made changes to their positions in the company. Jennison Associates LLC boosted its stake in Ulta Beauty by 83.6% in the third quarter. Jennison Associates LLC now owns 2,029,500 shares of the specialty retailer’s stock worth $482,980,000 after buying an additional 924,308 shares during the last quarter. Norges Bank acquired a new stake in Ulta Beauty during the fourth quarter worth $146,350,000. Scopus Asset Management L.P. acquired a new stake in Ulta Beauty during the third quarter worth $64,256,000. Putnam Investments LLC boosted its stake in Ulta Beauty by 13,876.6% in the fourth quarter. Putnam Investments LLC now owns 193,156 shares of the specialty retailer’s stock worth $49,243,000 after buying an additional 191,774 shares during the last quarter. Finally, Alkeon Capital Management LLC boosted its stake in Ulta Beauty by 80.8% in the fourth quarter. Alkeon Capital Management LLC now owns 361,625 shares of the specialty retailer’s stock worth $92,193,000 after buying an additional 161,625 shares during the last quarter. 86.21% of the stock is owned by institutional investors and hedge funds.

Shares of Ulta Beauty Inc (NASDAQ:ULTA) opened at 294.08 on Friday. The firm has a market capitalization of $18.27 billion, a price-to-earnings ratio of 45.10 and a beta of 0.65. The firm has a 50-day moving average of $287.40 and a 200 day moving average of $270.26. Ulta Beauty Inc has a 12-month low of $205.95 and a 12-month high of $301.40.

Ulta Beauty (NASDAQ:ULTA) last released its quarterly earnings results on Thursday, March 9th. The specialty retailer reported $2.24 earnings per share for the quarter, beating the consensus estimate of $2.13 by $0.11. The business had revenue of $1.58 billion for the quarter, compared to analysts’ expectations of $1.54 billion. Ulta Beauty had a net margin of 8.31% and a return on equity of 26.87%. The firm’s revenue for the quarter was up 24.6% compared to the same quarter last year. During the same quarter in the previous year, the business posted $1.69 earnings per share. On average, equities research analysts expect that Ulta Beauty Inc will post $8.09 earnings per share for the current year.

A number of research firms recently weighed in on ULTA. Robert W. Baird set a $315.00 target price on shares of Ulta Beauty and gave the company a “buy” rating in a research note on Saturday, March 11th. Royal Bank of Canada set a $285.00 price objective on shares of Ulta Beauty and gave the stock a “sector perform” rating in a research note on Saturday, March 11th. Zacks Investment Research cut shares of Ulta Beauty from a “buy” rating to a “hold” rating in a research note on Friday. Jefferies Group LLC set a $266.00 price objective on shares of Ulta Beauty and gave the stock a “hold” rating in a research note on Thursday, April 27th. Finally, Instinet reaffirmed a “buy” rating and set a $297.00 price objective (up from $294.00) on shares of Ulta Beauty in a research note on Saturday, March 11th. Seven research analysts have rated the stock with a hold rating and thirteen have given a buy rating to the company’s stock. Ulta Beauty has an average rating of “Buy” and an average target price of $303.32.

In other news, CEO Mary Dillon sold 33,955 shares of the business’s stock in a transaction on Monday, March 20th. The shares were sold at an average price of $286.05, for a total transaction of $9,712,827.75. Following the sale, the chief executive officer now owns 72,622 shares in the company, valued at approximately $20,773,523.10. The sale was disclosed in a document filed with the SEC, which is accessible through this link. Also, CFO Scott M. Settersten sold 11,519 shares of the business’s stock in a transaction on Wednesday, March 29th. The shares were sold at an average price of $282.80, for a total transaction of $3,257,573.20. Following the sale, the chief financial officer now owns 15,222 shares in the company, valued at approximately $4,304,781.60. The disclosure for this sale can be found here. In the last quarter, insiders sold 150,534 shares of company stock worth $42,979,662. 6.90% of the stock is currently owned by company insiders.

Ulta Beauty Company Profile

Ulta Beauty, Inc is a holding company for the Ulta Beauty group of companies. The Company is a beauty retailer. The Company offers cosmetics, fragrance, skin, hair care products and salon services. The Company offers approximately 20,000 products from over 500 beauty brands across all categories, including the Company’s own private label.

The post Ulta Beauty Inc (ULTA) Stake Cut by Profund Advisors LLC appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

Sonoma Mission Inn is expected to pay nearly $1 million to settle a class-action lawsuit with former spa employees.

A tentative ruling Tuesday from Judge Rene Chouteau gave final approval to the 103-member class, each expected to receive an average of $6,200. Chouteau also approved a $331,000 payout to the San Francisco-based lawyers, finding the amount was high for Sonoma County but justified considering no local lawyers would take the case without a retainer.

The Willow Stream Spa workers claimed unfair labor conditions spanning 2012 to 2015. Some reported being scheduled to provide treatments without adequate breaks. Others said they received no overtime when working more than 40 hours per week.

http://www.pressdemocrat.com/business/6951510-181/sonoma-mission-inn-to-pay#

PC: John Burgess/ The Press Democrat

The post Sonoma Mission Inn to pay $1 million in spa-worker case appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

As Global Cosmetic Industry reported previously, premium beauty will drive global growth in coming years. During that time, the United States will remain the largest beauty market in the world, according to a new analysis preview from Euromonitor, which will be released at the forthcoming in-cosmetics North America.

Boosted by makeup and premium offerings, the sector is expected to rise from $80 billion today to $90 billion by 2020. Assuming the forecast hits its mark, that represents a nearly 45% gain over 10 years.

“The US cosmetics market has shifted markedly to premium products.”

According to the report, the premium segment, which delivered 7% year-over-year growth in 2015, is generating gains in BB/CC creams (40% year-on-year growth), lipsticks, mascara and skin care. Premium foundations/concealers led growth between 2014 and 2015, Euromonitor found, increasing from 3% in 2013-2014 to 14.2%.

Color cosmetics now comprise 25% of global beauty sales, Euromonitor reported, with the US market valued at $14 billion in 2015, representing year-on-year growth of 7%. The US market only accounted for 17% and 14% of the global fragrance and skin care markets, respectively, signaling opportunities for growth in those categories.

“The US cosmetics market has shifted markedly to premium products, as consumers are now looking for higher quality products at a variety of price points,” said Euromonitor analyst Amanda Hatzmark. “Cosmetics manufacturers can capitalize on this trend by examining shifting consumer attitudes and considering the changes in the premium and mass markets.”

– See more at: http://www.gcimagazine.com/marketstrends/regions/northamerica/US-Beauty-Sector-Will-be-worth-90-Billion-by-2020-387002581.html#sthash.czvuUL48.RZUZ48fk.dpuf

The post U.S. Beauty Sector Will be worth $90 Billion by 2020 that is a whole lot of lipstick and lotions appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

Shiseido Americas Corp. has just gotten bigger by acquiring the Laura Mercier and ReVive brands for an estimated $260 million.

Shiseido has signed a definitive agreement to buy Gurwitch Products, owner of the two beauty brands, from parent Alticor Inc. Shiseido declined to comment on the purchase price.

Mercier, a makeup artist brand that also includes skin-care and bath and body products, and ReVive, a luxury treatment label, had a combined $175 million in net sales for 2015, according to Shiseido. Sales were not broken out, but it is estimated by industry sources that ReVive did $15 million of that total and Mercier generated $160 million.

“Both brands have unique viewpoints, fast-growing and loyal customer bases,” said Marc Rey, president and chief executive officer of Shiseido Americas, adding that they also have the same degree of innovation as the company’s other brands. Rey said he expects the deal to close by the third quarter.

We want to increase our footprint in prestige makeup,” he explained, “which is obviously a very dynamic category in all the continents and particularly in the U.S. and in Asia. We feel the Laura Mercier brand will fit very well alongside the brands we have,” he said, referring to Nars, bareMinerals, Shiseido and Clé de Peau Beauté.

Candace Matthews, who oversees the Gurwitch Products business as president of the Americas Region for Amway, an Altico company, said, “Shiseido is the perfect home for Gurwitch and these brands at this stage in their trajectory. As part of the Shiseido portfolio, Laura Mercier and ReVive will be able to build upon their impressive growth and success while introducing their products and techniques to more customers around the world.”

Janet Gurwitch founded the company in May 1995. The Mercier brand was launched in March 1996 in selected doors of Neiman Marcus and in Henri Bendel. Neiman’s then became an investor 1999 and the company was sold to Alticor in 2006.

Rey noted, “All the brands have their own territory and their different way to talk to women and celebrate women.

“Laura Mercier has a strong position in a number of countries, mainly the U.S. and the U.K. We also believe the brand has an emerging presence in many other markets and we believe the brand has a global potential,” Rey continued. “For instance, it is number two in Thailand. It is growing very fast in Korea. In total, it is in 34 countries. Some of them were opened recently. But we do believe it has potential on all the continents. And we believe, obviously, that we can leverage all the competencies that we’ve built recently,” said Rey, ticking off “The Center of Excellence, Makeup, The Center of Excellence, Digital, and the Shiseido infrastructure in the regions.”

Laura Mercier, who is famous for pioneering the Flawless Face look, is expected to stay with the brand. “Our intention is that Laura Mercier will keep an active involvement,” Rey said.

He added, “We really believe that there is potential across the board and we have a lot of potential in the U.S. and we have a lot of potential in Asia and Europe

We want to increase our footprint in prestige makeup,” he explained, “which is obviously a very dynamic category in all the continents and particularly in the U.S. and in Asia. We feel the Laura Mercier brand will fit very well alongside the brands we have,” he said, referring to Nars, bareMinerals, Shiseido and Clé de Peau Beauté.

Candace Matthews, who oversees the Gurwitch Products business as president of the Americas Region for Amway, an Altico company, said, “Shiseido is the perfect home for Gurwitch and these brands at this stage in their trajectory. As part of the Shiseido portfolio, Laura Mercier and ReVive will be able to build upon their impressive growth and success while introducing their products and techniques to more customers around the world.”

Janet Gurwitch founded the company in May 1995. The Mercier brand was launched in March 1996 in selected doors of Neiman Marcus and in Henri Bendel. Neiman’s then became an investor 1999 and the company was sold to Alticor in 2006.

While acknowledging that ReVive is a small part of the equation, Rey said, “the main reason [for the acquisition] is to grow Laura Mercier and increase our footprint in makeup.” But he added that ReVive has a potential that “we need to untap. We cannot be more specific than that.”

Rey said the objective is not only to increase the company’s footprint in makeup but also to lengthen its global reach, “with a stronger focus on Laura Mercier, frankly.”

He pointed out the acquisition was driven by Shiseido Americas. Masahiko Uotani, president and chief executive officer of the Tokyo-based parent, defined a vision he called Vision 2020 that gave much more power to the individual regions for specific product categories. “He is giving much more power to the regions. We are going to be able to leverage the Center of Excellence, Makeup and Digital and the new Innovation Center that we just opened in New Jersey,” Rey said.

Uotani took the reins at Shiseido in 2014 as the first outsider to become president and ceo since the company was formed in 1872. His aim is to make Shiseido a truly global company and one of his methods was to set up Centers of Excellence around the world. Each center is the authority for that category of business globally. The Centers of Excellence for Makeup and Digital in New York dictate product development for every sector of Shiseido around the globe. The same goes for the Center of Excellence, Fragrance, in Paris, and the Center of Excellence, Skin Care, in Japan.

In making the deal, Financo acted as financial adviser to Shiseido and Moelis & Co. advised Alticor.

The post Shiseido Signs Deal to Acquire Laura Mercier, ReVive appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

Terms of the deal were not disclosed. But with sales of $240m last year, Dermalogica will be no more than a bolt-on acquisition for Unilever, which had sales of €48.4bn last year.

The maker of Dove soap, Flora margarine and Persil washing powder has been looking inject more growth into its portfolio by increasing sales of personal care goods to two-thirds of the total, up from 37 per cent currently.

As part of this effort, the Anglo-Dutch company acquired REN Skincare, a niche brand that specialises in natural ingredients, earlier in April. It also struck a deal to buy independent prestige brand, Kate Somerville Skincare last month.

Founded in 1986, Dermalogica has grown to become the leading skincare brand used in professional salons and spas.

Paul Polman, Unilever CEO, said in a statement:

Dermalogica enjoys an outstanding reputation and incredible awareness among skin care professionals and consumers alike, and has a clear positioning as a superior skin health brand that perfectly complements the rest of our Prestige offering.

The post Unilever bulks up on prestige with Dermalogica appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

You might want to train your sales reps to be customer focused vs “I” focused. This was in my email today from our “Customer Service Representative”  The email had 118 words and 10 times she used the word “I”. There was no personalization to email. BTW this person has been our rep for all of 2 months yet this only 2nd email ever received. Yep, no phone call(s) to introduce themselves either. Thinking this company needs my BeauteeSmarts Sales Rep Sales Class ASAP (wink)

Actual copy of email sent to me by sales rep

Sales Rep Sloppy Email

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