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CONTENTS 88 August 2013 Vol. 19 No. 8 30 48 BUSINESS 68 Natural and Other Beauty at Pharmaca Hear what's happening these days at Pharmaca Integrative Pharmacy from Tiana Ukleja, Mark Panzer and Dave Janowicz. By Liz Barrett 76 Be Prepared Protect your business from disasters—natural or otherwise. By Phillip M. Perry BEAUTY STORE 12 For the Best Skin Ever 40 Dealing With Showrooming Here are products and lines from 14 suppliers to assure your customers' well-being from head to toe. What it is, what it isn't— and what you can do about it. By Terah Shelton Harris Take ownership and organize your staff! By Steven Austin Stovall, Ph.D. 88 Workers' Compensation Insurance Read this update and its effect on your business. By Phillip M. Perry By Phillip M. Perry 20 Hair Accessories We offer a bounty of gorgeous merchandise—with images of models wearing them—to help you enrich your inventory. 48 Gluten-Free Beauty What you should know about the products in this niche. Plus, should you create a special place for them? By Manyesha Batist 56 The Fine Art of Upselling 30 The Latest In Natural Products Check out these tips on how to generate more revenue. View these 14 lines that have caught our eyes in this category that keeps on growing. By Jody Ellis 38 Focus On … Home-Use Products We feature six items in a suggested price range from $7.95 to $449! By Phillip M. Perry 64 A Conversation On Technology With a Top Expert By Ann H. Carlson Forrester Research's Sucharita Mulpuru-Kodali shares her advice for beauty retailers on many topics. By Regina Molaro Read the latest BSB Facebook posts 82 Be Responsible and Accountable Read the latest BSB tweets 8 August 2013 | beautystorebusiness.com See the latest enewsletter products 96 Skincare Spotlight Ada S. Polla reports on what bluemercury's Marla Malcolm Beck and C.O. Bigelow's Ian Ginsberg presented at the 2013 WWD Beauty Summit. 98 Beauty & The Law Jean Warshaw explains the legal aspects of independent contractors and booth renters in your beauty business. IN THIS ISSUE 10 104 106 120 122 124 130 132 Editor's Note Beauty Culture News Photo Essay Calendar Products Ad Index The Last Page Beauty Store Business (ISSN 1098-0660), August 2013. Published monthly by Creative Age Communications, Inc., 7628 Densmore Ave., Van Nuys, CA 91406-2042. Periodicals postage paid at Van Nuys, CA, and at additional mailing offices. One-year subscription: U.S. $24; Canada & Mexico $48; other international $72. Canadian Agreement #40039474. Return undeliverable Canadian address to PO Box 201, Richmond Hill ON L4B 4R5, Canada. POSTMASTER: Send ADDRESS CHANGES to Beauty Store Business, Attn: Subscriptions, PO Box 1072, Skokie, IL 60076-8072. On The Cover Pharmaca Integrative Pharmacy's team: Tiana Ukleja, category manager of health and beauty; Mark Panzer (right), president and CEO; and Dave Janowicz, vice president of merchandising. Photography: Armando Sanchez. Art direction and digital retouching: Michael Block.