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Now there is a clinically proven, non-drug, non-invasive medical treatment option for the estimated 27 million women suffering from androgenic alopecia (pattern baldness). The breakthrough MEP-90 Hair Growth Stimulation System employs laser biostimulation, and is proven in clinical studies to promote measurable new hair growth.
The only FDA-cleared device specifically for female hair-loss patients, the MEP-90 is a Class II medical device that meets the same FDA laser safety code as lasers employed in Lasik surgery, laser pain therapy, and other medical laser procedures.
You now have a treatment option specifically for female patients with androgenic alopecia.
It is believed that increased tissue oxygenation plays a significant role in the proven effectiveness of laser hair therapy.
18-Week Hair Count Distribution
35 30 25 20 15 10 5 0 0-20% 21-30% 31-40% 41-50%
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510(k) Number: Regulatory Class: Product Code: Regulation Number: Regulation Name: Usage: Laser Classification: Measured Wavelength ( I ): Measured Power Output:
only and offers an FDA-approved treatment for a The MEP-90 is available which few physicians only devastating condition for to licensed medical options and offers an FDA-approved treatment for a devastating were previously available.*
condition for which few medical options were previously
(*While there has been a proliferation of cosmetic lasers marketed to available.* salons, spas and hair loss clinics, they are not indicated for medical use by the FDA and are coming under increasing scrutiny by federal and state regulatory agencies.) implement the MEP-90 as a medical Salon owners may
After the 36th treatment, 97% of the subject population demonstrated an increased hair count of 20%. A total of 89% of all subjects demonstrated an increased hair count of 30%, with 57% demonstrating an increased hair count of 50%.
51%
solution for hair loss and take advantage of our network which offers supervision from a licensed physician, marketing programs and personalized training.
(*While there has been a proliferation of cosmetic lasers marketed to salons, spas and hair loss clinics, they are not indicated for medical use by the FDA and are coming under increasing scrutiny by federal and state regulatory agencies.)
The MEP-90 is a non-heating lamp as described under the provisions of 21 CFR 890.5500 and is indicated for: Medically prescribed use for the treatment of androgenic alopecia in females; The treatment of androgenic alopecia in females by promoting hair growth of females with androgenic alopecia who have Ladwig and Savin Hair Loss Scale classifications of I to II and who have been determined to have a Fitzpatrick Skin Typing of I to IV.
8/1/11 3:19 PM
FALL 2011
PREMIER ISSUE
24 12
ON THE COVER:
Friends of the Bald Woman An In-Depth Interview with Andy Wright
Senior Editor: Ren Meier Managing Editor: Janine Thornhill Design and Layout: e-zign Design Group, www.e-zign.com Creative Director: Terrell Thornhill
Medical:
7 8 9 Not All Solutions are Created Equal The Future of Hair Loss Hands-On with the NeoGraft
Your new quarterly magazine, THE LINK, The Voice of the American Hair Loss Council, is a platform to stay connected to our providers of products, new programs, and new business ideas along with current industry news.
New members have been added to the board of directors. They bring new ideas and new avenues to express these ideas. Although already working, the new board members will be officially introduced at the 2012 AHLC Conference. Improved and interactive website with more extensive information, new methods, and educational advice will soon be launched. Online marketing opportunities for individuals, manufacturers, and vendors will be included with membership.
Marlene Alpern, Pittsburgh, PA Jeni Baker, Raleigh, NC Dr. Alan Bauman, founder of Bauman Medical Group, Boca Raton, FL Anke Beker, Former Vice President and Consultant to BVZ, Albstadt-Laufen, Germany Holly Boyce, Founder and Director, Friends of the Bald Woman, Richland, WA Joseph Ellis, Raleigh Hair Concepts, Raleigh, NC Grant Gunderson, Director of Medical Services, HRI of Pennsylvania, Pittsburgh, PA Toni Love, Owner, Toni Love's Training Center LLC, Atlanta, GA. Dr. Jason Lukasewicz, Medical Director, HRI of Pennsylvania, Pittsburgh, PA Jennifer Raikes, Executive Director of the Trichotillomania Learning Center (TLC), Santa Cruz, CA Peggy Thornhill, Classic Designs, Hattiesburg, MS Regina Villemure, Founder/CEO, Children With Hairloss, South Rockwood, MI
Contributors:
Features:
20 20 21 27 28 30 32 AHLC Board Meeting The New Benefits of Membership Masters Certification Highlights Servicing the Ethnic Client Meet the BVZ Covering Young Heads to Heal Young Hearts The Best Kept Secret
In Every Issue:
4 7 10 23 31 38 38 Message from the President New and Renewed Member Listings Industry Events AHLC Member Spotlight: Tom and Darlene Usadel A Client Speaks Out New Products AHLC Academy
The AHLC hosts an unbiased, in-depth, informative, Outside the Box, annual conference which offers the unique opportunity to interact with a variety of vendors, educators, and manufacturers, all under one roof. This is the only opportunity of its kind in the industry.
Peggy Thornhill, President Marsha Scott, Vice President Susan Kettering, Executive Director Betty Ann Bugden, Treasurer/Membership Director Ren Meier, Board Member-Elect Joseph Ellis, Board Member-Elect
Your AHLC membership is your connection to the industry and a support system like none other. These are just a portion of the changes ahead. Participate with us and grow the hair loss industry for your business and, yes, for the rewards. Growing your personal business, is what the American Hair Loss Council is all about. I am very honored to be a part of the industrys best connection. 4 The Link Fall 2011
The opinions expressed in The Link, The Voice of the American Hair Loss Council are those of the authors and do not necessarily reflect the views of the American Hair Loss Council. The advertisements in The Link do not necessarily reflect the beliefs, opinions or attitudes of the AHLC and does not imply product or service endorsement. The American Hair Loss Council 2011. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Published by e-zign Design Group. www.e-zign.com
Subscription Information:
Subscriptions to The Link, The Voice of the American Hair Loss Council are FREE to members of the American Hair Loss Council. Non-member subscription price: $60 anually within the continental United States, $80 International. To become a member, renew your membership, or subscribe to The Link as a non-member, please contact Betty Ann Bugden, Membership Director, 570-462-1101 or log on to www.AHLC.org.
Cover Photography by: Andrea Starr Photography www.andreastarrphotographyblog.com
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The MEP-90 is the first ever FDA approved medical device proven to re-grow hair.
ost of you dont know me, but Im a longtime client that has worn hair for nearly 20 years. My background is not involved in any way, shape, or form with the hair industry except for the fact that I suffer from androgenic alopecia. My educational background is in science, more specifically engineering, and my professional background includes over 15 years of information technology consulting. In laymans terms, that means I know a lot of things about business, science, computers, reengineering an organization, etc., but in the hair replacement industry, until recently, I was just another client.
mentioned that she was considering the purchase of a new laser that promised to regrow hair. She was skeptical even though she had been told about the laser from a trusted physician in the industry. I was spending time each week researching this laser, trying to figure out the difference between it and the many cosmetic lasers already on
There is a big difference between FDA approved and FDA cleared. You cannot use the two terms interchangeably. Cleared simply means that it wont harm you. Approved means that the product or device does what the manufacturer states it will do. The MEP-90 states that it will regrow hair in 98 percent of women suffering from androgenic alopecia. It does. Not just because the FDA says it actually accomplishes what it states, but because everyone who has one will tell you that it works. With the MEP-90 we offer clients the technology to grow back their own hair. The laser light energy stimulates blood ow and cellular metabolism in the scalp, using a scientic principal called photobiostimulation. Putting a hairpiece on someones head is pretty rewarding, but it pales in comparison to giving someone back their own hair. We have seen results on every person who has had the treatments. The length of time to see results varies from 3 - 12 months. It can make a real difference in your business, it has for us.
A couple of years ago, my stylist asked me what I was going to do with myself. I laughed. I was on a hiatus from work and really, life for the most part. I had lost my 18-year-old son and was busy polishing up my golf game in hopes of landing a spot on the Senior Tour. She asked me if Id consider working in the industry and explained how she was tired of watching her company grow old with her clientele. In March of 2010, she
To become a new member or renew contact Betty Ann Bugden, Membership Director, 570-462-1101 or log on to www.AHLC.org.
Libby DiBartolo, Renewal Pharaohs Hair Replacement Center, Moriches, NY Spokeswoman for her local American Cancer Society and was instrumental in organizing the Look Better Feel Better program at Southampton General Hospital. Pamela Mullins, Renewal Pamelas Hairstyling, Inc, Cameron, MO PHI Solutions for Hair, Gladstone, MO Member of the National Cosmetology/Professional Beauty Association and the Leukemia and Lymphoma Society. Revivogen Los Angeles, CA Recognized as a powerful solution for hair loss by medical experts and consumers worldwide. Available through medical offices and hair professionals, Revivogen offers significant training, press, sales materials, and samples to keep customers satisfied and business growing. Di Biase Hair, USA, Farmington, MI A wholesale distributor with the highest quality natural human hair extensions and accessories. We represent Di Biase Hair of Italy, a 3rd-generation family company, whose techniques in processing have helped to make it the leader in the production of human hair extensions worldwide.
Today, men and women dealing with hair loss have more medical treatment options than ever before, from FDA-approved medications to powerful and portable laser therapy devices, to minimally invasive no-scalpel, no-stitch hair transplant procedures.
prescriptions for their scalp from their physicians. Patients who have received the eyelash-enhancing drug as an offlabel topical treatment for hair loss are anecdotally reporting some subtle, yet positive results. Even more encouraging is the fact that one noted side effect with Latisse, subtle skin discoloration, has not yet been reported after use on the scalp. While Allergan pursues FDA approval of their topical, minoxidil still remains an effective FDA-approved topical hair growth treatment for many patients. Besides the generic and brand-name Rogaine you find on the shelf at every pharmacy, a growing number of offlabel, customized, compounded versions of the medication, like Formula 82M, can be obtained with a doctors prescription. Unfortunately, a significant number of those who have tried over-the-counter minoxidil solutions find the treatment irritating to the skin and messy to apply. This often severely hampers compliance with the mandatory twice-a-day applications and the products effectiveness. With improved tolerability, along with the addition of some powerful synergistic components such as retinoic acid, anti-DHT, and anti-inflammatory ingredients, Formula 82M minoxidil may offer a dramatic improvement over the aging Rogaine recipe. Critics may claim that there is a lack of scientific evidence, but as with any therapy, when compliance improves so does effectiveness. Whether a patient is using Formula 82M, participating in an off-label study for Latisse, using FDA-approved Propecia or starting their laser therapy regimen with LaserCap, tracking the early and often subtle signs of hair growth is essential in helping patients achieve optimal results.
Tracking Progress
Recently there has been a renewed interest in topical treatments. Currently, Rogaine, containing the active ingredient minoxidil, is the only FDAapproved topical treatment for hair loss in men and women and is often the first line of defense for women. Since the FDA approved minoxidil in 1988, it has not approved another topical hair growth treatment for the scalp. This could change if Latisse which contains bimatoprost, proves successful in its clinical trials as a treatment for male and female pattern hair loss.
OTC Topicals
There are new tools available that make tracking progress easier and more efficient. Invented by a prominent, awardwinning hair restoration physician and researcher, Dr. Bernard Cohen, HairCheck is an innovative, noninvasive diagnostic tool used to accurately track the amount and quality of hair growth in a given area of scalp. This measurement of hair density and hair caliber is represented in a single number called Hair Mass Index. By recording HairCheck measurements in different areas of the scalp over time, doctors are able to accurately gauge hair loss measuring its progression, stabilization, or reversal. Patients can now know for sure what treatments are working and how well. HairCheck, and genetic testing, are reshaping how doctors diagnose, manage, track, and treat hair loss.
While these tools have made diagnosing and treating hair loss easier, future advancements hope to eliminate hair loss altogether. Research suggests that it is a patients sensitivity to dihydrotestosterone (DHT), the hair-killing male hormone, which is passed on from generation to generation. Gene therapy would likely target this genetic sensitivity by making the individuals hair follicles resistant to the DHT molecule, preventing hair loss before it ever happens. Unfortunately for hair loss sufferers, gene therapy is experimental in humans and has not proven very successful in clinical trials. At this time, the FDA has not yet approved any human gene therapy product and little progress has been made since the first gene therapy clinical trial began in 1990. Tiny scientific steps forward, like recent news about hair follicle gene therapy in mice, keep doctors and hair loss patients optimistic that one day gene therapy might be a viable treatment.
poor donor supply are hopeful regarding another area of research aimed at fighting hair loss, hair cloning. Like gene therapy and cell therapy, cloning or the bioengineered production/ Another area of potential treatment, multiplication of organs, is a hot topic called cell therapy, uses the bodys own of research. While this research is still cells and/or molecules to help heal in the early stages, researchers are itself. Taking advantage of the poweroptimistic that they will soon have the ful proteins and growth factors locked ability to successfully multiply, or clone, inside the bodys platelets is one way healthy hair follicles. Cloning DHTphysicians are helping their patients in many areas of medicine like orthopedics, resistant follicles is often considered the dentistry, wound care, ENT, cardiology, holy grail of hair restoration because, if successful, it could generate a potenmaxillofacial surgery, etc. Some believe tially endless supply of hair follicles for the harvesting, separation, and use of platelet rich plasma (PRP) holds a thera- those who are depleted. peutic benefit for hair loss patients as well. Derived from a simple blood draw and separated in a special centrifuge, a Though these treatments are likeplatelet-rich layer of blood is obtained. ly to reshape hair restoration in Once activated, PRP gel can be used as a storage solution for hair transplant the future there are many options grafts, as a wound-healing treatment, available today that allow us to and may hold promise as a stand-alone, injectable therapy for hair follicle prevent, manage, and sometimes rejuvenation. On the other end of the spectrum, patients with severe hair loss and/or
Prescription Topicals
Latisse is already FDA-approved for growing long, beautiful eyelashes, but many believe the drug also holds potential as a treatment for hair loss on the scalp. According to the FDA, Allergan has already completed Phase I clinical trials on Latisse and has recently begun Phase II testing on its way to attain the coveted FDA approval for hair growth. Despite its cost (approximately $125 for 3 ml) hair loss patients are already requesting Latisse/bimatoprost 8 The Link Fall 2011
By the age of 35, two-thirds of all men will start losing their hair. Until recently, there was not a scientifically reliable way to assess your genetic risk before the onset of hair loss, except maybe by looking at a family photo album! A simple cheek-swab can now accurately determine a man or womans risk for losing hair so they can begin FDA-approved preventive treatments early. Because of the genetic origin of many medical conditions, including hereditary hair loss, research into the potential of gene therapy has progressed in many areas of medicine. Today, genetic hair loss testing (HairDX, Dermagenoma, Inc.) can be performed to assess a patients risk for male or female pattern hair loss, and even to predict their response to various treatments like finasteride and fairly soon, minoxidil.
Risk Factors
In our office we use the machine mainly for extraction of the grafts. This is because the process of using the implanter device to put the grafts in the receptor sites is slower than experienced technicians are able to do manually. Making the receptor sites and implanting the grafts is just as time consuming as the strip method. This method requires much more time as it is much more involved than simply removing the donor site and stitching it back up. From my own experience, the Neograft provides just as many units as the strip method does and, what is more important, there is more donor area available by way of the Neograft than the strip method. As with any hair transplant, multiple procedures may be required to achieve the clients desired level of hair density. The Neograft also opens the door for a whole new group of potential clients who previously did not want the invasiveness of the strip procedure, nor the resulting scar. Our patients can wear their hair as short as they like and not have a donor scar. The Link Fall 2011 9
ADVERTISMENT
2012
January 28 30 International Salon & Spa Expo Long Beach, CA www.probeauty.org March 3 5 On Rite Conference Miami, FL www.onritedirect.com April 22 24 International Beauty Show New York, NY www.ibsnewyork.com May 20 21 International Hair & Beauty Show Secaucus, NJ www.ihshow.com June 2 4 Premiere Orlando Orlando, FL www.premiereshows.com June 2 4 Premiere Day Spa Orlando, FL www.premiereshows.com July 22 24 Cosmoprof North America Las Vegas, NV Cosmoprofnorthamerica.com November 4 5 Midwest International Salon and Spa Rosemont, IL (Chicago) www.probeauty.org
ahlc.org
10 The Link Fall 2011
Andy Wright
In July, I sat down with Andy Wright, CEO of On Rite, for a candid conversation about the hair replacement industry. On Rite has been a loyal supporter of the American Hair Loss Council and we appreciate Andy taking time to talk with us.
Ren: How long has On Rite been a member of the AHLC? Andy: We have been supportive since day-one
and have always exhibited at your conferences. Physically, when did we become a member? Who knows, time flies when youre my age.
Industry Update
by Ren Meier
Ren: So you see the American Hair Loss Council as being the educational platform for our industry? Andy: I would say that its continuing
to grow stronger in that regard. Your conferences are always education-based. Everyone is so busy in their own center that they dont have time to think up new ideas. The AHLC conference provides that opportunity.
ideas. We also like to get fresh ideas from our manufacturers, what changes would you like to see for the AHLC?
Ren: One of our articles is about the last BVZ (the German equivalent of the AHLC, see page 28-29) meeting which I attended in Germany. I have been trying to bring some of their ideas here. Although the organization is only six years old, their membership is almost 400 strong, they have grown really fast. They have lots of vendors exhibiting at one time and it is successfully done. Vendors have their own meeting rooms where they can exhibit their products and offer education which works great for the retailer. Andy: You need to get the word out as to
what the AHLC really represents to each retail center across the country and the world for that matter. You have already gone thru your organizational changes and now the AHLC is ready for real growth. You probably have your priorities set for the next five years and I am very confident that growing your membership is very high on that priority list.
Ren: Interestingly enough, we Googled the complete phrase American Hair Loss Council and returned about 29,000 web pages which include that exact phrase. Apparently, people recognize the value of being associated with the AHLC. Andy: That proves that the AHLC name
itself is definitely very powerful and has great potential.
Ren: Since we are talking about change, what has changed for On Rite since being bought by The Hiking Group and what can we expect to see in the future? Andy: Basically nothing has changed
internally in our structural or decisionmaking process. In the beginning, some of our staff feared that a team of Chinese would come in and replace existing employees whereas the very opposite has happened. Hiking has allowed us to continue doing our thing, which is sales and great customer service, and Hiking has concentrated on their thing, namely manufacturing. The manufacturing side is going through its own growth phases which are more challenging than ever. For me, the biggest key as to why it was a good idea to vertically integrate is that The Link Fall 2011 13
Ren: We are looking to do more membership drives. We increased the number of board members to get new and fresh
Ren: You are probably right. I hear that there is such a generational shift in Europe now. A lot of people are looking to sell their hair replacement centers as
Ren: Is the high usage of disposable hair systems the reason for a shortage in 10-inch hair?
Ren: Are there any other acquisitions of hair-related companies besides New Image?
I venture to say, if we get through the end of this year without [a price increase], it will be a miracle...
Andy: No, I would probably say that the
overall supply line is continuing to shrink. The biggest supply of hair comes from India first and then China. Now with both economies growing, the whole hair collection system has broken down. Today the number of people donating quality hair in both those countries is shrinking rapidly.
Ren: Thats good for us retailers to know. That way, we can plan ahead as we renew membership programs with our clients and making new sales. It is hard to absorb price increases over an extended period of time. Andy: Regarding the client
Andy: Not to my knowledge, however Hiking is in the growth phase, we were the first and who knows who will be their next target?
Ren: The entire industry experienced an increase in the cost of hair goods from China due to increased labor costs, are there any other reasons for those price increases? Andy: Raw hair has become a major factor. Before, the cost of hair was a small percentage of the total cost of the end product. Now, the availability of hair even as short as 10 inches is becoming a problem and the scarcity of good virgin hair has become much more acute. In the past, 14, 18, and 24-inch lengths was where the shortage existed and last year the costs of those lengths escalated enormously. Now the price of 10-inch hair, the most popular length particularly for mens hair grafts, is beginning to escalate as well.
Ren: The same thing is happening in Russia too. A hair supplier informed me that we will have another 20 years of European hair and then we will run out.
contract, about two years ago retailers began to realize that you can no longer freeze prices. You must have a clause in your service contract stating that the price of hair may increase during the life of the contract. You also need that clause included in all new contracts you issue from now on. Frankly, I believe most people have already started doing this. The raw material increase can be added on during the course of the contract, otherwise you wont have any profits! For instance, if you dont do that and you experience a 20 to 40 percent increase on certain hair lengths, then youre out of profits for darn sure.
Andy: I think 20 years is optimistic. Ren: With the prices rising, I am sure it will be cost prohibitive by then. Andy: To clarify, when you talk about
Russia, you are talking about all Eastern European countries.
Ren: Well, I think a lot of retailers have to make major changes as to how to run their businesses. Due to the recession, everyone has been hesitant to raise prices, period. Retailers are afraid of losing clients. I think we all have to come to terms with the fact that we have to raise our prices. Forget about the recession. We need to move forward, otherwise we cant stay in business. Andy: Yes, each center certainly has to
adjust accordingly.
Ren: Is it correct that the hair factories in China have a short supply of workers? Andy: Thats the absolute truth, the hair
industry in China is short of workers. The reason is due to the fact that other major employers in China are increasing their production facilities resulting in more
competition for the available workers. Salaries in China were so low that some workers were committing suicide. The government stepped in and said that, over the next three years, all factories have to increase salaries 100 percent. Those industries that could afford the increases, the hair industry is not one of them, instituted increases immediately in order to secure more workers. That put further stress on the hair factory workforce. The difficulty there is that some industries can afford to pay higher salaries however the hair industry is not one of them. Those industries immediately started to increase salaries in order to secure more workers and that put further stress on the labor supply. The result was that, for the first time in China, the population began have a choice of jobs and frankly the younger workers are not choosing to work in the hair ventilating factories because it is simply too detailed and difficult in comparison to other jobs available. Another issue in the Chinese work force is the older person and as you know, the work of ventilating hair is very manual-labor intensive. It demands close attention to detail and concentration. Many of your readers have received hair systems where two hairs are missing in a particular area, like in the front or in the part, which shows you how accurate the work has to be. The employee has to concentrate in order to do a good job. They cant ventilate in cornrows or you would be able to see all the lines. Until recently, there was an overabundance of workers in China so workers were happy to take any job. Since they can choose from many jobs, parents are advising younger girls not to take the hair ventilating jobs. Not only because it is very intense and hard on the eyes, but it is also very demanding requiring very intricate, detailed work in order to get the graft or wig to look natural.
move east where all the manufacturing is but were prohibited. Today the government is allowing the population to move anywhere, and the population is moving toward the jobs. Unfortunately, they are running out of workers. Workers can demand more money and are doing so.
Andy: Oh yes. Ren: Well, lets talk mens hair. We have been experiencing a decline in the growth of the mens sector of our business. Men are still shaving their heads. Topicals are improving, along with laser and surgery. How can we interest todays young men about our services? Andy: If you look at history, around 1985
Michael Jordan was very popular. He and other basketball players began to shave their heads. In the beginning we thought, or I thought, this was a trend and it would last for a couple of weeks or a couple of months, and then go away. I thought nobody in their right mind would want a bald head? Plus, not
back at the Michael Jordan era, the young guy who shaved his head then is now at least 50 years old. The 20-yearold today does not want to shave his head because it makes him look like a 50-year-old. If he does, he be perceived much older and he definitely does not want that. Yes, we missed a whole generation of men between 1985 and today. We lost out on the generation that was in between those years, we didnt capture them, we werent able to. In essence, the majority of them shaved their heads to solve their hair loss problem. The industry, by no fault of our own, missed a whole generation in those 25 years. That guy, now 50, is in another category. I am very excited about the market because today younger people, like back in the 70s, have long hair. It was popular then and it is popular again. The hair replacement industry thrived during those early years. That is why I am very optimistic about our future as far as the mens business is concerned. When you watch television, there are little or no shaved heads among todays younger generation. In fact even the older stars cover their heads, thankfully, with a hair graft and it looks so natural they even deny they have a graft on.
I am very excited about the market because today younger people, like back in the 70s, have long hair.
everybody has a perfectly shaped head or an attractive head-shape without hair. Unfortunately, I was absolutely, 100 percent wrong. That shaved-head cycle lasted about 25 years. If you look at young people today, they are not shaving their heads or at least those that do are in the minority. If you look
probably looking for other options, since we have more solutions today, before they seek us out. There is still a stigma attached to wearing hair because of the assumption that the hair does not look natural.
Andy: I think that in the 70s and 80s it became acceptable to wear hair. I dont believe there is a bad stigma today. You are correct when you say we have better grafts and top-ofthe-head hair, better delivery, and better back up service for the product after it is delivered. Furthermore, we have a more educated consumer today, regarding hair. Our hair grafts and hand made wigs are far better compared to the 70s and 80s. I believe we have more young men looking at their balding heads in
The Link Fall 2011 15
Ren: The womens business has really been the driving force in our industry and is continuing to do so. What is On Rite doing in order to provide for the needs of that market? Andy: Making retailers aware
of their choices, alternatives, methodology, and techniques from the consultation to the product attachment. Again, it is all education-based, thats where our drive is. Any education, in my opinion, is helpful to the entire industry which is why we hold special educational functions and regular classes at our Hair Academy
Ren: I think its about letting them know that it can be done in a good way. My experience is that once we get, what I call the virgin client, and he gets hair, its done right, looks great, then people are usually highly complimentary. So its always a positive thing. Ridicule comes when its not done right. Andy: Lets be serious, men
Nobody wants to be bald. Very few men have a full head of hair when they decide to shave [their heads].
consultant and have us evaluate that information. That offer is free, we will not charge you for advice and guidance. We are all about increasing your business first, selling you the hair second. Back in the 80s and 90s there was a lot of newspaper, radio, or TV advertising being done by the retailer to the consumer. That is how most of the retailers generated new clients and, in my opinion, TV and radio advertising really has to start back up. Potential consumers know nothing about your shop, what you are doing, or how natural you can make their new hair look. Did you know that only about five percent of men wearing grafts dont look natural? The remaining 95 percent look great, they simply arent noticed because they look so good. They are not aware of the options. You have to start
that get new hair dont want to tell anyone. On the other hand, women with new hair will certainly share that information. However, when a woman gets new hair because of thinning hair she also is not as likely to tell anyone since thinning hair is a subject she is not comfortable talking about either.
Andy: Again, Im just going to emphasize that the media mix has to be there and would not eliminate one or the other. At one time, the only advertising options to retailers were print and television. Now we have cable stations, websites, and social media available. It is easy to say that television advertising is expensive, however, there are phenomenal buys in television today. In proportion, television ad costs are down, however you have to look at your whole strategy. You have to build a process which will take care of not only buying ad media and time, thats the easy part, you have to follow that trail and be sure to follow up all leads promptly. Not only do you have to be prompt in the response, you also have to handle each response properly. You can lose them easily. If you say the wrong thing,
Ren: Hair quality plays a major role when working with womens hair. Women dont necessarily care for disposable hair. They would rather have better hair and keep it longer. Has On Rite addressed the issue of improving hair quality? Andy: Hair processing is always a work
Disposable hair wasnt created because we had some bad hair over here and some good hair over there.
Ren: In my experience, women dont necessarily understand the concept of throwing hair away like we do for men. They dont feel the need to do that. Whats important to them, especially with longer hair, is that it needs look good the entire time. Industry-wide, the quality of disposable hair is not that great. That is just my opinion. I usually find women opt for a better grade of hair and are willing to spend the money for it. They are just happier that way. I know the manufacturers are looking to sell quantity, but I think if the consumer is really happy with a better product, they are willing to pay extra. So the market is there for it. Andy: One might ask which came first,
the chicken or the egg. It is the same with disposable hair. Disposable hair
Ren: Do you still see the need for TV advertising or should we mainly focus on internet marketing? Andy: I think it would be misleading for
me to tell you to focus on one advertising medium only. The problem is where to spend your money. You have to set your budget (10 percent of your gross revenue is a guideline) and select how that budget will be spent. All media plays an important part in getting that client in. You are not going to get 16 The Link Fall 2011
in progress, hence it is always being examined. About 20 years ago when the price of hair was very low, if someone made a mistake, over- processed or under-processed the hair, they could afford to literally throw the hair away and forget it. (I am talking about during the manufacturing process.) With the cost of hair today, they cant afford to allow technicians to do the guess work. The Hiking factories are introducing as much technology and training as they can. I know the term Remy hair is a much misunderstood term. Remy hair is a process only, starting with
posable hair wont work for women. As I said, it may be a misconception that the factories had bad or lousy hair and decided to use it on disposables, no. Theyre still attempting to process the hair the best they can. Now just like bleaching, coloring, or perming a head of hair, sometimes it turns out a little better than others. We dont know anything about the person from whom the hair was cut, what their diet was like, or what kind of processing had been done. They are not separating good from bad. They are not deciding to buy lousy hair in order to save two dollars when they can buy great hair. By the time that hair gets into the product, the add-on costs are so enormous that you would have to be out of your mind to save two dollars on the raw hair. You are into hundreds of dollars by the time it gets delivered to a retail center. So two, five, or tendollar savings on raw hair just doesnt make any sense at all.
Ren: I guess it all depends on who your supplier is. Is it correct that some suppliers use better resources than others?
The Link Fall 2011 17
time. The shortage of labor is definitely affecting everything. In another sense, we are lucky that most factories have a ventilator that has worked for 25 or 35 years and she really doesnt want to change jobs. She is going to retire from that job. Those that do retire are kept working on a part-time basis. Younger girls coming into the factories are choosing other industries. That is where the biggest short-fall is.
and then in six months, were out of here. We have too much invested. Their profit margin is not large, it comes from volume. Since they dont make a lot of profit per graft, they want to get it right the first time. Getting it right the first time is a reflection of the history of On Rite and our name. Quality affects everybodys bank account. We are not flippant about that on any side be it retail, wholesale, or manufacturing. Our competitors are right at our heels and competition exists in all facets of the business. We all experience that. When money hits your pocket, you want to care.
Ren: We are talking about quality and the work force situation in China. There seems to be a cycle where the retailer will blame either On Rite or any other company they are dealing with for having a bad run. People that have been in the business for a long time, see that the longevity of a hair system or the overall workmanship is not what it used to be. Is it accurate to say that it is due to the shortage of workers, the extensive training period, and large turn over? Andy: Boy that is a big question! The
answer is yes, all of your points are part of the equation. Lets go with the first and most important one. The training period really hasnt changed nor has the actual training itself. You have to train about six months to a year in order to learn ventilating. Once that time period is finished, you put them on zero to start, meaning you are not selling the product that they are making at the beginning. After about three months they are producing basic items that dont require the intricacy of a mans sparse-density hair replacement graft. They start with a lot of supervision and then eventually work on the back section of a full cap wig. No matter how much demand there is for this work, training still takes time. A change in staff causes obvious problems. Hiring, training, and assessing abilities all take 18 The Link Fall 2011
Ren: Obviously that means we are going to have to pay more to keep up with the quality. Andy: The price of hair is hitting us
in the sore spot. Workers are getting higher salaries and everybodys overhead in China is going up, just like here. Everything is increasing.
Ren: There are some rumors that the quality of customer service and the quality of hair may decline since the Hiking group has purchased On Rite. Is this accurate? Andy: The answer is no. They invested a
lot of money to buy On Rite. They know that (as I mentioned earlier) if they get a rejected product back, they are going to suffer the consequence of that rejected product. It would come off the bottom line of On Rite as well as their profits and that is not what the whole game is about to start with. We all work to get a salary, to pay our bills, and support our lifestyles. They are the same. It is not like we are going to get rich quick
ANASTASIA LONG RH
Pre-cut human hair Available in 13-15 inch Optimal for many creative styles
he Masters Certification Program honors and promotes members who meet the highest standards in the hair replacement industry. Earned by accruing points for education, professional work experience, and participation in AHLC activities, a few highlights follow.
pplicants must be an AHLC member for a minimum of two consecutive years before applying for Masters Certification.
Valid for five years Certificate for framing and display Personalized, etched crystal Masters Award Personalized lab coat
Application fee: $25.00 Initial Certification: $350 Renewal: $300 Earn 230 points from the following categories: 70 Education 120 AHLC activity 40 Professional work experience
Pictured Top, L-R: Rene Meier, Susan Kettering, Peggy Thornhill, Joseph Ellis, Betty Bugden and Marsha Scott.
Peggy Thornhill, Rhonda McCarthy of On Rite and Jay Benjamin of New Image
Benefits of Membership
AHLC Professional Certification and Facility Accreditation Annual conference for the latest happenings in our industry Opportunity to achieve the Masters Certification Discounts to participating manufacturer classes Receive The Link, The Voice of the AHLC quarterly magazine Networking with peers Latest news and information Nationwide client referral service thru AHLC web directory Your business listing on the AHLC web site Recognition - The AHLC works to identify the industry as a credible resource for hair loss information Strength in Numbers - The strength of the association is better in numbers and is key to building stronger relationships United Industry Voice - AHLC represents the manufacturer, distributor, salon owner and medical specialist to mutually support and provide credibility Networking - AHLC is an icon to the industry, informing and educating our members in all aspects Referral Program - AHLC works as a referral program to assist the needs of the consumer, the specialist, and the manufacturer
To become a new member or renew contact Betty Ann Bugden, Membership Director, 570-462-1101 or log on to www.AHLC.org.
20 The Link Fall 2011
What advice would you give someone looking to get into the hair replacement business today?
The Usadels, left to right: Pam Bordeau, Dean, Darlene and Tom
he Usadels own Usadels Hair Restoration, located in Sheboygan, Wisconsin. Tom began as the sole proprietor of a barbershop over 30 years ago. He owns a full service shop where his wife Darlene, son Dean, and daughter Pam all work with him. When Tom started his business two of his barber friends worked with hair replacement. One of those friends, Mel, told him about the American Hair Loss Council and encouraged him to attend the conferences.
were successful in their own endeavors and were eager to share their product knowledge and talents with him. He and Darlene have made many friends and they continually shared new ideas on hair replacement. Darlene went to barber school after her kids went to high school, then started working with Tom. About 15 years ago,
to cancer treatments. Usadels Hair Restoration has private rooms. Consultations are scheduled with the patient before their first treatment, that way their cranial prostheses is ready when their hair begins to fall out. Darlene said, Working with cancer sufferers is both a joy and very difficult. You try to make them feel good. As soon as they walk in the door, I greet them, I greet them with a hug. They are going through so much. It gets hard. I cry with them. But Im there to help them and to make them both feel and look better. Sure, I have bad days, but that is how its going to be because you lose a lot of them. Sometimes it is depressing but we all enjoy helping people. Each November Darlene hosts a Christmas party at the Usadel home. Her female clients, whether they are in recovery, in process, or just starting treatment, are treated to a fashion show, care packages containing make up, and other goodies. When I have them at the house it is such an enjoyable time for them. and something I look forward to each year. If he had it all to do again, Tom would have gotten into the hair replacement business sooner. I also would have learned to work on womens hair sooner. Service a variety of clients from the start, coloring, styling, the whole gamut. The Link Fall 2011 23
Toms main source of education has been through the AHLC. The advantage of the AHLC conferences is that the educational opportunities meet the individual studio owners needs more than a specific vendor. The AHLC knows what education we needed to progress in the business. When asked what classes hed like to be taught at the AHLC conference, Tom suggests anything new in the industry, That is what you go there for. The Usadels have been members of the AHLC since about 1986. The knowledge he has gained is invaluable. When asked how he felt about those early days of the AHLC Tom replied, Should I say it was terrific or fantastic. It overwhelmed me. There was so much for him to learn. He noted that the vendors and salon owners that he met
By Tom Usadel A long time ago we had a conference in Washington, DC. All the members were staying in the same hotel. Early in the morning, the fire alarm went off we had to evacuate the building. (Now this was before permanent attachments.) It was a sight to see all these guys grabbing their hair pieces, flopping them on their heads, and running outside with one hand on their heads trying to keep them on! It turned out to be a false alarm, but there sure were lots of guys with crooked hair running outside.
AHLC Qualied Provider for Certied Master Accreditation 1.800.359.4247 | www.newimageuniversity.com | www.newimagelabs.com
after her mother contracted cancer, Darlene realized what chemotherapy patients deal with. She decided to take classes in order to offer hair replacement services. Darlene now specializes in women who have lost their hair due
Friends of the Bald Woman is an organization that helps local women acquire support services such as:
Meals for local women and their families while they are going through cancer treatment. Financial assistance for wig services. Regular house cleaning services. Young Women Battling Cancer group (YWBC), a support group for young survivors that will discuss issues unique to those under 45. Future services include dropin childcare for the children of patients or caregivers.
by Holly Boyce
hree days before Christmas in 2009, I heard the words that no mother wants to hear, You have cancer. I was 30 years old, I had two small children, a job, a busy life, and I had absolutely no time to deal with cancer. I had quite a mix of emotions upon hearing those three words that got me in the Club. I had the typical mix of negative emotions. I was mad that it was me, I was way too young, and had no history of cancer in my family. Thinking about the what ifs and the thoughts of my children growing up without a mother made me sad. I was scared. I was afraid of the unknown and I was terrified of losing my hair. I hated my hair for so many years but the thought of having none was almost enough me to turn away the medicines that could save my life. In February treatments began. I was told that within two to three weeks my once-hated head of hair was
going to be gone. I tried to prepare for that day but really there was no way. On Day 14, literally, my hair fell like the Seattle rain. I said my goodbyes and it was gone. I was told about free wig services at our cancer center and tried to
Pam Frick, Lady April Friends of the Bald Woman 2012 Calendar
magazines and shops, I settled on two. Even though being bald was difficult for a young woman, with wigs you can change your look like you change your clothes. It was fun to be a redhead or brunette for a moment. I learned to make the most of it and used humor to deal with the loss of my dear hair. Whether I was playing a joke on someone and wearing an old Halloween wig or wearing one that no one knew was a wig, I made the most of the time and was thankful to be alive. I never wigged out but decided to get wiggy with it instead! Most of the time it felt as if I were an actor. I walked around daily with my little secret that I was hiding from the world. During my cancer journey I discovered that there were some gaps in our communitys support services. There were wigs available, but only in limited styles. The other
find a complimentary one. As a 30-yearold woman, it was difficult to find a suitable style. I remember trying on the wigs and feeling as if I had aged 35 years. After searching
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educating yourself on your clients culture may help them feel comfortable
n writing this article, I had to think back to the start of the hair replacement industry. What comes to mind is the vintage barbershop where toupees were most popular with Caucasian men. Advances have been made, the technology has changed and now hair loss services are provided for men, women, and children. Recently we have seen a rise in hair loss among women. Perhaps it has always been an issue, but it was not as openly discussed as it is today. Women can embrace a wig for its versatility. Business owners and distributors share an interest in tapping into the ethnic market, where billions of dollars are spent on hair care. The ethnic market consists of, but is not limited to Hispanics, African-Americans, and Asians. Many hair replacement centers are owned and operated by European/Caucasians and most of their clients are Caucasian. They have little experience in servicing ethnic clients. Many may have completed cosmetology school without ever servicing ethnic clients. Therefore, when caring for an ethnic client, a hair loss specialist knows how to apply the hair system, however servicing and/ or styling the natural hair can become a problem. Hiring a trained, certified ethnic hair loss specialist to service that clientele is always an option.
Servicing African-American hair types can be challenging for someone who may not be aware of the type of products needed and the work can be time consuming. Another issue I have observed, is that companies and/or distributors do not offer the correct hair
I am aware of some companies that seek advice from their ethnic employees simply because of their race, employees who may have no knowledge of hair qualities or commercial brands. Companies and distributors must obtain professional assistance when purchasing hair and selecting the right texture for the ethnic client As a hair loss specialist servicing ethnic clients, educating yourself on your clients culture may help them feel comfortable. Although the hair replacement may look great, the client may not return if the environment was uncomfortable. A variety is better for all clients. When servicing ethnic clients, magazines and print work should reflect their culture. There is a misconception about ethnic clients, whether they can afford the service. I assure you, if they want it, they will buy it. I built a salon business servicing African-American clients, and once a salon professional learns how to make their clients feel at home, you will have a loyal client for life. Dudley Products has built a $300 million dollar business servicing only AfricanAmerican clients. The company laid out a program for clients to follow. If you want to obtain loyal ethnic clients, you have to have a program in place for them to follow with the right components. Dudley has done this successfully for years. I am grateful for the experience of being a part of the leadership team. Having the proper tools has helped my business grow. The Link Fall 2011 27
1920 EAST OAKLAND PARK BLVD FORT LAUDERDALE, FL 33308 866-681-HAIR (4247 EUROPEANHAIRIMPORTS.COM
fund-raisers.
Our children receive a custom human hair replacements each year at no cost to them.
www.ChildrenWithHairloss.us
26 The Link Fall 2011
textures for ethnic clients. So paying a considerable amount for the service only to receive low-grade hair, does not and never will make a happy client in the long run.
BVZ
Meet the
ANNUAL CONFERENCE, 2011
by Anke Becker
his was the first time the conference was open to nonmembers.
The weekend included seminars, workshops, and an exclusive fashion show featuring the 2011 collections from various manufacturers. Each of the twelve leading hair replacement manufacturers displayed in their own show room. This is a fantastic opportunity for us to present our new collection and have personal contact with many customers, Alexander Dening, CEO of Dening Hair Company stated. Not only do we get direct feedback from the customer on our latest collection, but in this environment, people tend to be more open to sharing their opinions and suggestions about our products. This is a great gift for us he continued. The manufacturers exhibits were only a part of the event. The BVZ offered both practical and 28 The Link Fall 2011
theoretical classes for their members. There were workshops on the latest techniques in cutting, bonding, and styling. Members could also attend marketing, administrative, and motivational seminars. The BVZ has always been committed to quality and continued improvement. Everyone can do a little bit better every day, Peter Volk, founder and president of the BVZ explained. This is why our members can attend these conferences for free. It is our aim, that the yearly membership fee is paid back to the members through the various benefits that come with membership. Only nonmembers had to pay an entrance fee for these state-of-the-art and customized seminars. We strive to make the deal fair for everyone. Despite the entrance fee, 100 nonmembers attended the BVZ conference this year. We believe that it was the combination of exhibitions, seminars, fashion show, and entertainment, at a perfect location, that drew so many people this year, Peter Volk proudly concludes. The fashion show is always considered the highlight of the conference. The fashion show provided an up close and personal opportunity to see whether a new line can hold its promise of natural looking hair styles. The crowds reaction can determine the success of an entire collection. For the wig and hair replacement manufacturers in Europe the BVZ event has become more important than the other generic
beauty shows. This is where they come face to face with 100 percent of their target group, wig and hair replacement studios and boutique owners. Unlike the past, the exhibitors no longer fear the competitive environment. The market is so open and transparent to customers. The only marketing strategy is, get out and talk to customers as well as to our competitors. Ingo Mayer, CEO of Gisela Mayer GmbH states, The piece of the pie is big enough for every market player. In our industry the need is great compared to the limited number of manufacturers. The number of qualified wig and hair replacement studios is still limited in contrast to the need. There are about 300 studios in Germany compared to 120,000 new female chemo patients each year. Surprisingly, that number does not take into account other causes of hair loss. The opportunity to network was one of the most important reasons for me to attend. The conference creates an environment where it is easy to be very open and share personal experiences with other studio owners, Joseph Ellis claims. Experience is all that counts to be successful. Joseph Ellis owns a hair replacement studio in Raleigh North Carolina. Because of the class taught in English, he and others decided to join Rene Meier and fly to Frankfurt for this event. It was really worth the trip. In some respect our European colleagues are slightly ahead of regarding technology,
styles, and trends. I learned a lot and I met great people. We went on a fantastic sightseeing tour through Fulda, Berlin, and Hamburg while enjoying German beer and hospitality. We also toured a hair factory in Stuttgart, Joseph Ellis finishes with a smile on his face. I will definitely do this again,
Save the date! The 2012 BVZ conference will be in Fulda, Germany on April 21 - 23.
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Children with Hairloss, a 501c3, was created in September of 2000 to provide any child with medical hair loss, hair replacements at no cost to the family.
I want to tell you about Jayla. She is a 5-year-old little girl from North Carolina with alopecia areata. Jayla receives services at El Dons Hair in Wallace, NC. The salon makes her hair look great and replaces it once a year until Jayla turns 21 years old. The owner has been so touched by Jayla that he has helped raise funds for Children with Hairloss. If you would like information to see how you can get involved please contact us at www.childrenwithhairloss.us. We are thankful to the American Hair Loss Council and its members for helping us help children!
his charity is in honor of my niece who underwent chemotherapy for five years starting at age three after a diagnosis of Acute Lymphoblastic Leukemia with 95 percent cancer. During Sarahs chemotherapy treatment, she lost all of her hair and there were no hair replacements for children. Typically a synthetic adult-hair replacement was altered to fit a child. However, the hair replacement did not look natural. Nothing was made specifically for children so most pieces looked unbecoming, but the children just wanted to have hair.
replacements and hair care packages for over 300 children throughout the nation annually. We believe these children deserve the best. Through the many volunteer stylists and salon owners, who graciously give their time to help these children, we not only give the highest quality hair replacements, these children get the highest quality service. Some of our volunteers have never provided services to children before. I am told that it is the most rewarding experience to see the smile on a childs face and know that you made that difference.
When I saw the need for childrens hair replacement, I wanted to develop a program to make a difference for any child suffering with hair loss. My vision for this program was that it would be free. No one would need to financially qualify and the quality of the hair replacement would not be based on a familys income. Sarah fought her battle and won. She is now a 28-year survivor and recently gave birth to her third child. I still have the same vision because I know, firsthand, the cost of pediatric cancer treatment and the majority of families simply cannot afford this luxury. Through several fundraisers, grants, and private donations we provide human hair 30 The Link Fall 2011
I came across a magazine article about sort of masochistic and/or self-punishTMM. The writers first-person account ment behavior. To me it does not hurt, of the strange satisfaction she felt at however it has eroded my self-confieach crisp pluck of hair resonated dence and any sense of feeling pretty deeply with me. It was the first time I that I may ever have had. I never felt had ever heard that hair pulling was an confident about my appearance. I incesactual recognized disorder and it was santly worried whether others could see I vividly remember the first time I validating to learn that many others my bald spots and arranging my hair pulled my hair. I was a 19-year-old colsuffer from it. I requested information to hide my bald spots took precedence lege student, staying up late to finish from the Trichotillomania Learning over having a flattering hairstyle. a class assignCenter (www.trich.org) ment. As I sat and when it arrived I Most of the time I wore a bandanna. I would find myself eagerly read every word. When I couldnt, it was obvious that working, I absentmindedly ran a I thought I could learn something was wrong with my hair doing it anyway, hand through my myself out of pulling my despite my best efforts to hide the even in my sleep hair and noticed a hair and that by becomspots with hair spray and barrettes. The few strands falling onto the books and ing knowledgeable about TTM it would first wig I bought a wig for $55. It was papers. I remember a strange feeling give me the power to control it. Unforthe most expensive one I could afford. of stress relief and satisfaction as I tunately, I was wrong. Although the I wore it over my patchy hair. It was continued to more purposefully cause information was helpful and validatitchy and hot, but at the time, because the hairs to fall. ing, the impulses to pull my hair didnt I thought it looked good compared to weaken. a head riddled with bald spots, it was I dont remember much about the worth the discomfort. When I look at weeks and months that followed that I am now 45 years old and still pullphotos of myself from that time, I see night, however it continued and escaing my hair, spending several hundred that it was very obviously a cheap, bad lated. I remember trying to hide a small dollars a month to hide it. For countwig, and I doubt I fooled anyone. bald patch from a new boyfriend some less reasons, I hate the months later. I remember thinking, whole situation and I I went through several I dont look like Yikes, I need to stop doing this. Ive wish I could stop, but wig replacements before I have bald spots an online search led given myself a bald spot! Back then I Ive essentially resigned didnt think of my hair pulling as a big myself to having this me to Joseph Ellis, a anymore. problem. It was more like something problem for the rest of local hair replacement weird I had inexplicably done to myself my life. Over the years, I followed prospecialist, in 2004. Joseph has been that I needed to stop. However, I kept fessional advice such as keeping a hairan absolute godsend to me. Although doing it. After a year or two I began to pulling journal and saving my pulled there have been many times over the realize that this harmful activity had hair in a baggie. I tried medications past seven years when Ive had to scrape taken hold of me and I didnt seem to aimed at quelling obsessive-compulsive together the money to see him, it has be able to stop. Even when I consciously disorders even though TTM may or may been worth every penny to not have the tried not to pull my hair I would find not be that type of disorder. All had world see the true state of my hair. myself doing it anyway, even in my minimal results. sleep, which continues to this day. My I am so thankful to Joseph Ellis. He has TTM grew worse, being in an unhappy Throughout my life, I have only told a been unfailingly compassionate and marriage did not help. Stress is defihandful of people about my TMM. All professional. I dont look like I have nitely a trigger for me and there were were kind and accepting, although bald spots anymore. With a little luck, many times when at least one-third of perplexed. Each asked if pulling my hair maybe Ill be able to stop seeing him my scalp was completely bald. hurts, thinking that perhaps it is some someday. The Link Fall 2011 31
MM has been a devastating and unwanted part of my life for the past 26 years. It has damaged my self-esteem, dictated the activities I participate in, and caused an untold amount of selfconsciousness, worry, and shame.
TLC is a national, nonprofit organization dedicated to ending the suffering caused by hair pulling and skin picking disorders. We provides articles, brochures, books, videos, treatment and services referrals, educational events, and a supportive community.
Jennifer Raikes
In order to help a client with Trichotillomania, all you must really do is imagine how you would want someone to react if you had this problem. Most likely, you would want to be given privacy, understanding, and assistance to look as good as you can on the road to recovery. Most people with TTM spend a great deal of time worrying about and fixing their hair to cover their spots. Often, people with TTM have been yelled at or punished for hair pulling, teased by schoolmates, and have avoided situations where their problem might be discovered. For more information on treatment, please request a copy of TLCs booklet, Expert Consensus Guidelines for Treatment of Trichotillomania and Skin Picking, also available for free download at www.trich.org/patientFAQ.html. TLC maintains a national referral list of treatment providers, as well as regional and online support groups with a variety of other resources. Your clients may have given up any hope of recovery. The best treatments do not help everyone. However treatments are improving every year, so it may well be worth another attempt. You can be a great help by making information available to your clients regarding current recommended treatments, the availability of a support community through TLC, and referrals.
A few suggestions:
Be sensitive and compassionate. Allow time for the client to build trust with you. Invite clients to talk about their hair loss but do not force them or prolong the conversation. Provide as much privacy as your client desires. She/he may not want other people to know the cause of their hair loss. Be careful not to wash off eye or eyebrow makeup if washing hair. Dont suggest your client stop pulling. Your client would stop pulling if they could. It is not helpful to say, The bald spot is getting bad, you really ought to stop. Have resource literature available so that you can discretely offer your client more information about how to get help. Your clients may not even know the name of their problem or that help is available.
s a hair restoration specialist you may be one of the few people who have heard of Trichotillomania. Perhaps you can even pronounce it (trick-o-tillo-mania)! TTM or Trich is an impulse control disorder resulting in the urge to pull out hair from the scalp, eyelashes, eyebrows, or any other part of the body, resulting in bald patches or even total baldness.
that it is partly genetic in nature. Chronic Trichotillomania generally starts around puberty but can start as young as infancy. TMM may come and go throughout a persons entire life. People with Trichotillomania are not trying to injure themselves or to purposefully damage their appearance. Though hair pulling sounds like it would be painful, individuals with TMM respond differently to the question, Does it hurt? Many report that hair pulling from specific areas of the body feels good. In fact, the pleasurable feelings contribute to their difficulty in stopping the behavior. Others describe the sensation as similar to scratching an itch, providing a feeling of relief. Still others report that it is painful, but feel compelled to pull anyway.
It is not possible to identify Trichotillomania simply based on the appearance of a bald spot. Bald spots caused by alopecia can look similar to other form of hair loss. As with alopecia, the bald spots may come and go if the disorder goes in and out of remission.
Treatment:
What Does Trichotillomania Why do people pull out their hair? Look Like?
We have all seen the images of frenzied people grabbing at their hair: Im so upset, Im going to tear my hair out! This is not the picture of Trichotillomania. Picture a problem much more like nail biting. People with TTM generally pull their hair out absentmindedly while doing other things such as reading or watching TV. No one knows exactly what causes it. There is evidence 32 The Link Fall 2011
Most people, even medical professionals, have never heard of Trichotillomania or know very little about it. For adults and children suffering with TMM, it is often their most closely guarded secret. Hair pulling is a very common problem and affects two to three percent of the population (or about 1 in 50 people). Once you understand this problem you will be able to better help your clients and become a resource for many others who wish to benefit from hair restoration services.
Trichotillomania often responds well to cognitive-behavioral therapy (CBT). CBT focuses on creating a competing response to the urge to pull (e.g. fist clenching, playing with finger toys) along with developing skills like self-awareness, relaxation, and stress management techniques. Drug therapy using certain serotonin re-uptake inhibitors, or the amino-acid N-acetyl cysteine (NAC), can sometimes provide relief. Drug treatment is used less frequently with children than with adults. Support groups can also be of great help to sufferers and their families.
trichotillomania
Hair Pulling Disorder affects about 1 in 50 people. Thats 2-3% of your local community who need compassionate help for this hair loss.
The Trichotillomania Learning Center is the most trusted resource for sufferers of hair pulling disorder. Our website receives 20,000 unique visits per month. With your compassion and talent, you can help your clients look good on the road to recovery and feel good about themselves.
Hair pulling can result in thin hair, bald spots, loss of eyelashes or eyebrows, and even total baldness. TMM can look awful in severe cases or be barely noticeable. As with any form of hair loss, whether it be TMM, alopecia, cancer treatments, or even normal balding, a persons self image greatly affected. There are often additional strong feelings of shame and self-blame when the hair loss is due to TMM.
Join now and use promo code AHLC to save $15 on your first year!
1 9 9 1 2 0 1
www.trich.org
The Link Fall 2011 33
Hair Types
and straight. It is usually too coarse for the use of hair replacement systems. However, it can withstand more aggressive processing. It is commonly used for high lift blonde colors.
I
34
to the hair replacement industry. We want to be sure you have the most current and accurate information.
by Ren Meier There are many false claims about the origin and processing of the hair. The word European hair is very freely used as is the term Remy hair. The majority of the hair on the market is not properly labeled, so use caution! There is no agency that oversees the accuracy of the labeling, processing, and origin of the hair. It is up to you to know the difference, which comes with experience and education.
is a little finer than Chinese hair but still very straight. It works particularly well for the African American market after it is texturized.
Malaysian Hair
than Indian Hair but finer than Chinese hair. It has a bit more body and is usually dark in color. It is also very popular in the African American market. All of the above hair types can be used as virgin, processed, Remy or nonRemy to make wigs, extensions, and cranial prostheses.
have worked in hair replacement for 23 years, 20 of those as a wigmaker. There are many misconceptions about hair used in wigs, extensions, and cranial prostheses. One misconception is that Indian Hair is better than Chinese hair. The type of hair you choose depends on your clients natural hair. The quality of the hair depends mainly on how it is collected and processed.
Most popular types of hair and its characteristics: Caucasian (European Hair) is straight or wavy. It is colDefinining Terms: Non-Remy hair is the most Virgin hair can be of any
lected mostly from donors in Eastern Europe. Although fine in texture, it can be strong. European hair is available in medium blonde to dark brown. Light blonde is rarer and usually more expensive. European hair is the most expensive hair on the market due to the fact that it is not as plentiful as Indian hair. The current price, per kilogram, is about $2000 and price rises constantly. Longer lengths are even more expensive. Taking that rate into account, you can see that a wig made out of European hair, priced at $500, is simply not European hair. It is important for you to know that because your client may know the difference.
Double drawn European Hair
so dont try to order straight Indian hair from your manufacturers. (meaning its not Indian hair if it is straight or it will come wavy or curly even though you ordered straight?) The texture is closest to European hair, however the hair does not flow and swing like European hair nor does it reflect color and light the same way. Indian hair is abundant therefore the it is reasonably priced. Women in India offer their hair as a religious gesture and shave their heads. Hair dealers purchase the hair from temples throughout India and the monies are used for things such as local hospitals, schools, charities. Most manufacturers use Indian hair and the quality varies depending on how the hair is processed.
Single drawn European Hair
common type available. It is also known as fallen hair, meaning that this hair did not come from ponytails. The roots and tips of hairs are all mixed up in nonRemy hair, tangling is therefore a problem. Removing the cuticle layers and coating the hair with a silicone can achieve tangle-free, non-Remy hair. This reduces the friction among hairs, however the silicone will wash off over time and the hair will tangle. by a hair donor. The cuticles are not stripped and remain aligned in one direction. There should be no coating on the hair! Since the hair has cuticles it will respond much better to color and styling. If the hair starts to tangle after frequent shampooing, it was coated and therefore is not Remy hair.
origin, it has all cuticles aligned in the same direction, has not been colored or permed, and is totally unprocessed. It has a lot of shine and is commonly used for European hair systems.
Before hair is used for hair systems and extension it has to undergo certain preparations, like drawing the hair. Hair can be single drawn or double drawn.
lower quality than double-drawn hair. The hairs will have up to a 2-inch difference in the tips which means some hairs will be up to 2 inches shorter than their original lengths.
Double-drawn hair is
where all hairs are the same length; there are no shorter hairs in between. Double-drawn hair is more expensive. The Link Fall 2011 35
he new Renaissance Collection is our top of the line womens hair augmentationthe most luxurious 100% genuine European Hair not a blend, not a mix, but real 100% European hairplus a lace front, and a 100% hand-made full cap made exclusively of French lace, this is the finest womens augmentation available today.
nature at its best. And while our European Hair offers the comfort of a silk-lined top, it also offers the security of a non-slip nape.
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Double Knots (Flat Knots): For very flat style that will not change; flat back pomp requiring no lift; for long hair requiring no lift. Double Split (3/4 Knot): Provides volume and lift; excellent for human hair, very durable. Forward: Vented forward from specified crown position; has less lift than forward for pomp. Forward for Pomp: Gives maximum lift to finished style; hair is vented forward with a center open crown. Freestyle (Part Anywhere): Gives the same appearance as center crown forward for pomp, which will provide lift when brushed back.
Looped Knot: Hair is inserted into the base and brought back up through the base in a loop, but not knotted; base is then sealed with a coat of PU to secure the hair; fragile; Not used on mesh bases. Reverse Wet Knot: Similar to the double split but has one additional 1/2 split added for extra security; creates a little more lift than the double split; excellent for multidirectional styles. Single Knot (Single Flat): Small knot for light density, flat styles; not durable. Single Split (Half Knot): Smallest of all knots; looks very natural in part; provides lift. 3/4 Knot (1-1/2 knot): Typically used with human hair to create a stable flat knot.
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air defines the woman and Gemtress knows this. Thats why our Gemtress styles are designed for her varying needsfrom classic to chic. We recognize that a women demands hair enhancements that define their individuality and reflect their lifestyle. Also, when it comes to medically related hair loss, we know how vital the perfect hair enhancement must be, thats why the majority of todays top stylists select Gemtress designs for their clients, guaranteeing comfort, style and a natural look. Available in: 100% European Human Hair 100% Remi Hair 100% Syntress (Synthetic Hair) The majority of our designs are 100% There are handmade using only superior soft materials over forty and craftsmanship million women that is second to none. suffering hair Our Gemtress designs provide highlights, loss today shine, bounce and softness to the touch, that it actually mimics nature at its best! You can style it with your regular styling tools and it will still maintain its vibrant natural healthy look. That is why Gemtress is the natural choice for the discriminating woman with thinning hair. There are over forty million women suffering from hair loss today and Gemtress has designed a full line of fashionable choices of premade quality womens full cap or top of head to meet this need. So dont miss out on this profit opportunity, start increasing your retail sales today by adding Gemtress wigs. We even provide you with training at our academy and advertising materials. For our full line of mens hair grafts, call your On Rite Representative or visit www.onrite.com.
QSHI For centuries, herbs from the Far East have been the secret of beautiful, shimmering, irresistible to touch, hair. QSHI was formulated to utilize a combination of herbal ingredients and organically derived formulations to make your hair its beautiful best. Herbs such as horsetail, chamomile, peppermint, rose, nettle, lemon grass, and Althaea contribute to the remarkable restorative and rejuvenation powers of QSHI.
eXTreme Pro Series Application Kit The new eXTreme Pro Series Application Kit from New Image was developed for clients with extreme demands. If your clients live in climates that are hot and humid or simply need extended wear, this is the perfect application kit to add to their regimen. The bond will not break down with moisture and the airtight tube allows you to use every last drop. We Guarantee Performance Or Your Money Back. Try it for 30 days, if you are not satisfied, return for a full refund. For more information go to www.NewImageLabs.com or call 800.359.4247 38 The Link Fall 2011
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