CND’s Shellac Creates New Category Overnight

What do you think will be the most popular nail service in two years at the salon?

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TNG has been selling nail products for more than 26 years. For us, it started with a “honey tip” brush. I will never forget a nail tech coming into my store and asking me for this brush. I asked her, “Why would you want honey on the tip of it?” She laughed and told me it was a brush made by Creative Nail Design.

The things you learn in business. Solarnail was the rage and invented by Dr. Nordstrom who was Jan Arnold’s (co-founder) and Jim Nordstrom’s (co-founder) father. Nordstrom was a dentist and figured out dental products could be used on nails. And voila, acrylics and Creative Nail Design were born.

This new category was hot, hot, hot. This spawned new companies overnight including the now infamous Odontorium Products, Inc. known as OPI started by George Schaeffer in 1981. Schaeffer’s family was in the dental supply business and coincidentally, discovered the same thing about dental products being able to be used on nails.

Everyone wanted in. Larry Gaertner went from collecting guns to making No Lift Primer. Jack Sperling rode the wave with Alpha 9 and his trade show had no less than 100 acrylic companies hawking powders and liquids.

Then came odorless acrylics. Frank and Laura DeSantis’s Aqua Nails was the rage. Both CND and OPI came out with their formulas but the stickiness and application issues were too much to overcome.

Fast forward to 2010 and CND has once again invented a new category: Gel polish. President John Heffner claims CND spent over 4 years on product development and wanted it just right. Prior to introduction they did a dog and pony show with their top USA distributors to get opening order ideas and launched internationally.

Based on their data they came up with a plan and then tripled it. Little did they know what was in store. “It totally blindsided us,” quips Jacquie Johnson, VP of Sales. “Not even Larry could predict this overnight sensation.”

OK, I will admit I was hesitant due to the economy, price and prior launches. But in 26 years, I have never seen anything like Shellac.

Now that we have the new category, here is what I don’t get. How did so many companies come up with their own version in less than a couple months when it took CND over 4 years? How does Danny Hale’s Gelish have 48 colors with zero R&D and how does Jessica have 36 colors overnight?

Rick Slack, President of NSI, gave me a call and told me his new line coming out in October has been in R&D for quite a while. At least NSI has R&D. NSI’s line will sport 24 colors in 1/2 oz. bottles for a great price.

American International’s IBD and China Glaze are coming out as well this fall and they certainly have the resources behind them. But I’m seeing companies come out of the woodwork with 24, 36, 48 and even more colors. The question is, none of these companies have a chemist on staff, none have a working lab and all are outsourcing. How can they all be doing this at the same time?

Ah, the acrylic days are back. When Kym Lee, a nail tech in Southern California can launch a line called Galaxy while doing nails at her salon, you know anything is possible. Kym was a great gal and was in the right place at the right time. But now?

I wonder. Shellac has the name, the PR, the formulation. What they don’t have is stock. I was told we will receive some early next week and most orders will be fully caught up by late September. CND’s arch rivals are salivating. But in the end who will survive?

And what will the fate of the nail polish industry be?Women who have been accustomed to choosing from among 300 colors are tickled pink to find any Shellac color and wear it.

But the biggest question is what is George Schaeffer coming up with? OPI owns the color category and the one thing I know about George is this: Not only will he come out with a winning product, he will have plenty of inventory.

Game on. In the end, it will just like 1985 again, CND and OPI.

Happy Thursday!

CND’s Shellac Creates New Category Overnight

What do you think will be the most popular nail service in two years at the salon?

View Results

TNG has been selling nail products for more than 26 years. For us, it started with a “honey tip” brush. I will never forget a nail tech coming into my store and asking me for this brush. I asked her, “Why would you want honey on the tip of it?” She laughed and told me it was a brush made by Creative Nail Design.

The things you learn in business. Solarnail was the rage and invented by Dr. Nordstrom who was Jan Arnold’s (co-founder) and Jim Nordstrom’s (co-founder) father. Nordstrom was a dentist and figured out dental products could be used on nails. And voila, acrylics and Creative Nail Design were born.

This new category was hot, hot, hot. This spawned new companies overnight including the now infamous Odontorium Products, Inc. known as OPI started by George Schaeffer in 1981. Schaeffer’s family was in the dental supply business and coincidentally, discovered the same thing about dental products being able to be used on nails.

Everyone wanted in. Larry Gaertner went from collecting guns to making No Lift Primer. Jack Sperling rode the wave with Alpha 9 and his trade show had no less than 100 acrylic companies hawking powders and liquids.

Then came odorless acrylics. Frank and Laura DeSantis’s Aqua Nails was the rage. Both CND and OPI came out with their formulas but the stickiness and application issues were too much to overcome.

Fast forward to 2010 and CND has once again invented a new category: Gel polish. President John Heffner claims CND spent over 4 years on product development and wanted it just right. Prior to introduction they did a dog and pony show with their top USA distributors to get opening order ideas and launched internationally.

Based on their data they came up with a plan and then tripled it. Little did they know what was in store. “It totally blindsided us,” quips Jacquie Johnson, VP of Sales. “Not even Larry could predict this overnight sensation.”

OK, I will admit I was hesitant due to the economy, price and prior launches. But in 26 years, I have never seen anything like Shellac.

Now that we have the new category, here is what I don’t get. How did so many companies come up with their own version in less than a couple months when it took CND over 4 years? How does Danny Hale’s Gelish have 48 colors with zero R&D and how does Jessica have 36 colors overnight?

Rick Slack, President of NSI, gave me a call and told me his new line coming out in October has been in R&D for quite a while. At least NSI has R&D. NSI’s line will sport 24 colors in 1/2 oz. bottles for a great price.

American International’s IBD and China Glaze are coming out as well this fall and they certainly have the resources behind them. But I’m seeing companies come out of the woodwork with 24, 36, 48 and even more colors. The question is, none of these companies have a chemist on staff, none have a working lab and all are outsourcing. How can they all be doing this at the same time?

Ah, the acrylic days are back. When Kym Lee, a nail tech in Southern California can launch a line called Galaxy while doing nails at her salon, you know anything is possible. Kym was a great gal and was in the right place at the right time. But now?

I wonder. Shellac has the name, the PR, the formulation. What they don’t have is stock. I was told we will receive some early next week and most orders will be fully caught up by late September. CND’s arch rivals are salivating. But in the end who will survive?

And what will the fate of the nail polish industry be?Women who have been accustomed to choosing from among 300 colors are tickled pink to find any Shellac color and wear it.

But the biggest question is what is George Schaeffer coming up with? OPI owns the color category and the one thing I know about George is this: Not only will he come out with a winning product, he will have plenty of inventory.

Game on. In the end, it will just like 1985 again, CND and OPI.

Happy Thursday!

Getting Excited About What’s In Front of You

What is your favorite brand of nail polish?

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A couple weeks ago a salesperson came in for a meeting. A common occurrence that happens far too often. In conversation I learned he had a daughter and a wife and was traveling light.

I wanted to give him something to take home to earn some bonus points. I gave him the new mini collections from both Essie and OPI.

The phone call I received the next day was such that you would have thought I gave him a couple sets of Tiffany studs. That’s how happy they were.

Last week I interviewed a candidate wanting to work at TNG. He came in from NY and I learned that he too had a daughter and wife. On his way back to NY, I have him the OPI mini collection to earn some bonus points.

He gave the collection to his soon to be 13 year old daughter and she was giddy with excitement. She soon envisioned her father bringing home boxes of TNG goodies. And his wife wants 50 of them for a big birthday party.

The thing is, we are around beauty products all day long and to many of us, they are as utilitarian and exciting as a cup of morning coffee. We are so used to the products that they don’t excite us and we take them for granted. But when the same products are given or made available to those not around them, they jump up and down with excitement.

I doubt the owners wife of a florist gets excited when her husband brings home flowers. I doubt the owners wife of a jewelry store gets excited when her husband brings home another trinket. We all get jaded.

But I’m telling you. These mini collections are priceless and hot. If you own a salon or spa, put a dozen of them at the cash wrap and see what happens. It’s time to get excited about what others get excited about.

Happy Tuesday!

Getting Excited About What’s In Front of You

What is your favorite brand of nail polish?

View Results

A couple weeks ago a salesperson came in for a meeting. A common occurrence that happens far too often. In conversation I learned he had a daughter and a wife and was traveling light.

I wanted to give him something to take home to earn some bonus points. I gave him the new mini collections from both Essie and OPI.

The phone call I received the next day was such that you would have thought I gave him a couple sets of Tiffany studs. That’s how happy they were.

Last week I interviewed a candidate wanting to work at TNG. He came in from NY and I learned that he too had a daughter and wife. On his way back to NY, I have him the OPI mini collection to earn some bonus points.

He gave the collection to his soon to be 13 year old daughter and she was giddy with excitement. She soon envisioned her father bringing home boxes of TNG goodies. And his wife wants 50 of them for a big birthday party.

The thing is, we are around beauty products all day long and to many of us, they are as utilitarian and exciting as a cup of morning coffee. We are so used to the products that they don’t excite us and we take them for granted. But when the same products are given or made available to those not around them, they jump up and down with excitement.

I doubt the owners wife of a florist gets excited when her husband brings home flowers. I doubt the owners wife of a jewelry store gets excited when her husband brings home another trinket. We all get jaded.

But I’m telling you. These mini collections are priceless and hot. If you own a salon or spa, put a dozen of them at the cash wrap and see what happens. It’s time to get excited about what others get excited about.

Happy Tuesday!

Manicure & Pedicure Summit Lives On

 

Some events you try once and decide to move on. Luckily, the Manicure & Pedicure Summit is not one of them.

In the ultra casual environment of our Global Logistics Center, the perfect backdrop for exhibition space, lectures, eating and shopping all came together. It was a fun time for all.

CND was busy showcasing their new colour and effects line. Manicurists loved the way the effects worked over the colour and how dramatic the change was. Many shades sold out.

Steve Wallace from Medicool was busy showing off his drill collection (John Barth was ready to assist buyers). As mentioned yesterday, OPI was swamped with Soak-off demos and we had to steal their Suede’s collection to satisfy the demand.

China Glaze was doing a demo that seem to mystify everyone. Linda Woods took a glass bowl, filled it with water, and then explained the secret to nail art using polish. She took one bottle of a deep hue and dropped 3-4 drops into the bowl. They dispersed magically. She then added drops from 3 other bottles. Linda then took a straw and made swift strokes through the color. It was almost like a kaleidoscope effect. Then the fun part. She submerged a nail tip into the mix and the polish stuck to the nail tip in the same design. It truly was mystical!

Dave Albers from Graham Medical used every trick in the book to make nail wipes and towels attractive. Whether it was his logo shirt or aura, many Graham products were sold.

The lecture area was busy in the morning and it was great to see so many actually listening and paying attention.

Lunch from Jimmy John’s, chips and soda, all complimentary were enjoyed by all. After lunch, many took the tour of the facility and were amazed to see the technology at work. One manicurist commented, "Now I see why we can’t add on to our order after it is placed."

Lots of fun, lots of learning, and lots of meeting and greeting all helped to make the event successful and it will be back in 2010, September 26. Now let’s hope that is a long ways away!

Happy Friday!

 

Manicure & Pedicure Summit Lives On

 

Some events you try once and decide to move on. Luckily, the Manicure & Pedicure Summit is not one of them.

In the ultra casual environment of our Global Logistics Center, the perfect backdrop for exhibition space, lectures, eating and shopping all came together. It was a fun time for all.

CND was busy showcasing their new colour and effects line. Manicurists loved the way the effects worked over the colour and how dramatic the change was. Many shades sold out.

Steve Wallace from Medicool was busy showing off his drill collection (John Barth was ready to assist buyers). As mentioned yesterday, OPI was swamped with Soak-off demos and we had to steal their Suede’s collection to satisfy the demand.

China Glaze was doing a demo that seem to mystify everyone. Linda Woods took a glass bowl, filled it with water, and then explained the secret to nail art using polish. She took one bottle of a deep hue and dropped 3-4 drops into the bowl. They dispersed magically. She then added drops from 3 other bottles. Linda then took a straw and made swift strokes through the color. It was almost like a kaleidoscope effect. Then the fun part. She submerged a nail tip into the mix and the polish stuck to the nail tip in the same design. It truly was mystical!

Dave Albers from Graham Medical used every trick in the book to make nail wipes and towels attractive. Whether it was his logo shirt or aura, many Graham products were sold.

The lecture area was busy in the morning and it was great to see so many actually listening and paying attention.

Lunch from Jimmy John’s, chips and soda, all complimentary were enjoyed by all. After lunch, many took the tour of the facility and were amazed to see the technology at work. One manicurist commented, "Now I see why we can’t add on to our order after it is placed."

Lots of fun, lots of learning, and lots of meeting and greeting all helped to make the event successful and it will be back in 2010, September 26. Now let’s hope that is a long ways away!

Happy Friday!