Monday, November 2, 2015

Smile Lines

TIP OF THE WEEK #10 SMILE LINES By Vicki Peters

DISCLAIMER
Any products mentioned in the "Tip Of The Week by Vicki Peters" is not an endorsement of any kind.

When we tackle smile lines in our pink and white nails they don't always come out the way we envision them too and because of that many techs stay away from offering pink and white nails. I hear techs often say, " my clients don't want pink and white nails" yet they get a French manicure which does not make sense to me. I think it is because we are afraid of them so we don't do them. I admit it can me a frustrating technique to conquer, smile lines take time to master and it is definitely hard work but there are some simple steps that can help.

GOOD SMILE LINES / BAD SMILE LINES
A smile line should mirror the shape of the cuticle, so if you were to bend the nails in half they should match. That should be your goal. The sides should be just as high on each side and the center of the smile line be at its lowest point in the center of the nail. The shape should be centered, as the tip of a round nail should be.

THE RIGHT EQUIPMENT
We need the right tools to make the job easier and a square brush does not cut it. You definitely need a pointed brush with a perfect tip to achieve a good smile line. The brush should come to a perfect point when submerged in the liquid before wiping. My preference is about a size 7 - 9 oval brush. My perspective on the brush I use is that it is a round brush with a good point with a crimp in the ferule, which makes the brush two sided instead of completely round. I prefer this style of brush because I easily get a flat side to press the product in place and also a good point to the brush for wiping. You can achieve this with a round brush but you have to consciously reshape the brush as you work with it to flatten it out. I also prefer a brush that is not so long it bends as you wipe. It should have some vice to it but if it bends too much you won't have the control you need when pressing the against the white powder as it dries.

  Your white tip powder must be dense enough to get good color. Most of us work with medium to fast set powders and you must completely understand your liquid to powder ratio or you will either make a mess or can't get the product off the brush fast enough. The dryer the white tip product the denser the white color. Blue liquids and how thick the product is can play a part in the final color and we will discuss that later in the application section.

APPLICATION TECHNIQUES
Use a 1-ball method to get the base of the white tip applied. Applying with several smaller balls will show with most products because not every ball will be the exact same consistency and you may see the difference in color. The key is here is having good control of your product. Understanding your liquid to powder ratio and knowing exactly how much liquid to use will give you the control you need. Too wet will make you have to chase it around and too dry of a ball will dry too fast not allowing you the control to press it in place. Now I am speaking about the average size nail, a longer one would take more applications.

STEP 1
Pour enough liquid into your dappen dish so when you submerge your brush it is completely. Then wipe all the liquid out of the brush. Make sure your dappen dish is stable and will not move when you wipe up against the side of the dish.

STEP 2
The dip the brush in to get the amount of liquid you need to pick up a medium to large size ball that will cover the tip area. Place the ball of white tip powder right in the center of the tip with the top edge right on the smile line and not over it. Wipe your brush gently to remove any acrylic in the tip without wiping the rest of the liquid out and bring it back to a point. Wiping your brush will do two things here 1- bring it back to perfect working order and 2- allow the acrylic to start setting up a bit so it is not sticky as you work with it. We tend to dig into our product too fast sometimes making it difficult to control, let it set a few seconds before playing with it.

STEP 3
With your brush that has been brought back to it's perfect shape press the product into place to the left and then to the right and then gently wipe down to the tip, smoothing and covering the entire tip. Be sure not to press too hard or you will wipe the product off.

STEP4
Re-dip your brush to moisten it, wipe the liquid out again and bring it to a perfect point before wiping your smile line. Hold the brush straight up with the tip pointing to ceiling and from the center to the left side of the smile line wipe and then from the center to the right side wipe. You may need to do this two or three times before you get the perfect shape and the product is set enough to stay where you wiped it. As the product dries you may want to wipe slower.

From the time you picked up your product and placed it on the nail and patted the product into place should be about 15-20 seconds at the most. You have to work fast and not waste time wiping your brush, get it done quickly. Then you should spend another 15-20 seconds wiping the smile line, maybe a bit more if your product has not set up too much. If your white tip does sets up too fast try using a bit more liquid.

  STEP 5
  Check to make sure the white product is tall enough from the side view and all the whites match in height. You want to build it up enough so when you apply the pink it meets it at the smile line and barely goes over the white. Too much pink will mute the color. If you use clear and pull it over the white tip that is not tall enough you will not get a sharp look because the white in thin. If you do wipe a bit of the pink over the white remember you are going to file the top surface and you will probably end up removing it.

STEP 6
Add the ears after wiping the smile line to the desired shape. Use small dry balls of product and wipe slowly bringing the edges right up into the sidewalls of the nails without going over and touching the skin. Use the very tip of your brush for application. Be sure to check the sides for coverage making sure you have wrapped the product around the sidewall enough so you don't file it out later.

I apply the white tips to all ten nails at once. It keeps me focused and allows the white to be dry before applying the pink. If you apply the pink right after the white you can press it too hard and smoosh that perfect smile line you just worked hard to apply. After applying the white tips, pour out the liquid you used and pour in fresh liquid for the pink. Most of the liquid you used may be milky from the white powder, which will mute your pink.


STEP 7
Apply the pink or clear powder to all ten nails.

APPLYING OVER TIPS
If you prefer to work with tips instead of sculpts prep your tips and blend them. I prefer to cut my wells out and in doing so I place the cut out area right on the natural smile line if I am not blending. However I learned a new trick in a competition I hosted in Portland, OR, recently. Cut the tip wells out, shape them and place them below the smile line on the free edge and blend more. I say to blend because you want a smooth line. Then apply your white tip powder above the tip smile line at the natural nail smile line and wipe as if you were working on a sculpt not paying attention to where the tip edge meets the nail. It is more work but the end results in good.

  
SOME TRICKS TO MAKING SMILE LINES EASIER
 Some techs wet the nail plate before applying the white tip powder. The reason is to make the product flow better and I see this in nail competitions all the time. However I would not suggest it in the salon. Eventually that nail plate will be overexposed to the liquid and cause problems later, including pocket lifting in the center of the nail. When applying liquid and powder products we should never get the skin or nail plate wet. Using large brushes and pressing the product on the sides of the nail with the belly of the brush makes contact with the skin at the sidewalls and cuticle areas.

Wiping your smile line with another brush and a cleanser product is the safer way, however time consuming switching brushes and dipping into another dappen dish with the cleanser in it. It can be done comfortably when you are used to it so if this is a method you prefer put it right into your systems as you work and it will become easier.

Cutting the smile line out with a tip is another trick I have picked up in a nail competition. Place the white tip product on the nail and let it set about 60%-75%. You must use a full welled tip with a nice rounded top edge that will resemble the shape of the smile line you want to achieve when turned upside down. Size the tips to fit each nail and set them out on your table. With the tip you have already sized out to match the nail, apply the white tip powder on one nail. When the product is dry enough dip the edge of the tip's contact area (holding it with the tip's edge up and the contact area towards the table (another words upside down) into the dappen dish of liquid monomer. With the tip wet but not dripping, like you would a cookie cutter, place the rounded edge of the top of the tip at an angle, in the white tip powder where you want the smile line to be Cut out the smile line by pressing the tips edge into the white tip powder and cutting out the white product. Wipe it away from you. If the product is too wet you may have to use a new tip and do it again, so practice and know your product when it is dry enough to do this perfectly. You may want to finish the smile line for a more perfect shape by wiping it with your brush after cutting it out with the tip. Sounds complicated but it really is simpler that building a smile line and wiping it into shape.

CUTTING BACKFILL SMILE LINES
This is another challenge and takes practice. And believe me there days we do killer smile lines and days when we look at our work and wonder what came over us! Backfilling is one of the most difficult techniques we perform. I use a large medium carbide back fill bit. I like it because it is about 45% the size of a regular barrel bit, I can cut and remove the product without having to switch its, which saves me time.

You will want to make three cuts. Starting on the right side of the nail, from the highest point of the ears section holding the bit with the top edge at a 45% angle make the cut about one 1/3. Curve the cut from the top of the ear to about 4 O'clock on the smile line. Turn the nail so you can view it from the profile and cut the next third flat across the bottom of the smile line. Then turn the nail so you can view it from the top and angle the last 1/3 from the 8 O'clock position up the left side to the top of the left ear. Rock the finger to meet you as you work.

You can also use the French Fill bit the same way or a regular barrel bit. Which bit you find more comfortable to cut with is what you should use. Bits are preference; there is no one bit everyone should use for cutting smile lines.

The idea of cutting a smile line into the nail for backfilling is to make a wall that you can use to press the product right up against when replacing it on the tip. If you cut smoothly enough there may not be a need to wipe the smile line with your brush.

I have seen backfill smile lines cut with diamond bullet bit held flat on the nail and curved around in a back and forth motion to create a smile line. And one of the best backfills I ever had was done with a large tapered rounded tip titanium carbide barrel bit. A smile line was never cut. The tech held the bit at an angle from the smile line area of the nail to the tip making contact from above the smile line to the tip thinning out the entire tip of the nail as you would if you were hand filing. She replaced my white tip powder as if she was doing a new sculptured nail.

SHADOWS
Oh where do these little shadows come from anyway? The elude us and drive us nuts, especially in nail competition. There are several reasons for shadows but don't confuse shadows with swirling or marbelizing.  If you use a product with an extreme blue liquid you may experience what I call swirling. Competitors prefer a clear liquid in competition for this purpose. The bluing agent in the liquid causes this. So blue it enhances any inconsistent liquid to powder application, even if you do it in one ball. If the liquid is extremely blue and you work wet the swirling will be more prominent than when you apply the white tip powder much drier. These companies claim there is just as much white pigment in the white tip powders, and I believe them, however their educators who I have seen apply their products without the swirling have mastered the application of their white tip powder, where we have not. It can be a sensitive application process. But again, you can see the swirling, most of your clients don't.

Shadows appear for several reasons.
You wiped your smile line holding the brush incorrectly. Wiping with a brush that is not held straight up but towards the client will make a cavity in the edge of the white smile line that looks good until you apply the pink and the pink fills up the cavity muting the crispness. Applying the white powder on the lower edge of the natural smile line. The only way I can describe this is when you have a new full set that the edge of the white smile line has grown to the perfect spot right on top of the natural smile line. This is such a precise point that the next day they appear slightly grown out and you can actually see the edge of the natural free edge through the pink acrylic now. Your natural smile line is actually clear. If you apply the acrylic to the top of the natural smile line or above on the nail plate and wipe the smile line so it is very sharp, you will not have a shadow. If you apply the white powder to the bottom of the smile line you may have a shadow. Another reason for shadows is a shadow with the pink over the white. Going back to making the white tip powder tall enough when you apply it when looking sideways will stop this from happening. If you don't place the white perfectly on the smile line and make it not tall enough, you will have to pull the pink over the white tip to make the arch you may need for shape and support. The pink fills in thicker over the white and makes a pink shadow. Make sure the edge of the smile line is straight up and down and bring the pink high enough to meet the white instead of pulling it over. The same thing happens to me when I rush through a set of white tips with pink and white over them. If I don't pay good enough attention to making the smile line of the white tip powder cover the edge of the white tip I applied at the smile line area the pink will fill in and mute my smile lines ruining the crispness I had with the white tips. So I always use clear over white tips when in a hurry so I avoid this happening.

HARMONY & BALANCE
We are artists and we need to be more cosmetic in our thinking when we do a new set. There are so many ways to fudge the shape of a nail nowadays with tips and colored acrylic that we can always produce a nice set of nails even on the most challenging natural nails. I hate to see a new set with white tips that are set up so high on the nail plate there is hardly any pink. There is no excuse for that anymore. Harmony and balance should come into play when creating nails. It is like having the right haircut - it just fits. The strength of any nail is in the product, not the tip or form. Cut those tip wells out and place on the very edge of the free edge to stretch the look of the natural nail or blend them invisible. Place the white tip powder lower than the free edge and use a muted pink to fake the size of the nail. Perfect for that client that wants long nails when she has short nail beds. Design the smile lines the same way. If someone has a short nail bed wipe the smile line lower in the middle - right down to the natural free edge and higher on the sides. Stretch that shape for all you can get. When a client breaks a nail so low with no free edge when you repair it make sure the size of the white tip matches the others. Never make the white longer than the pink, that is the rule for good harmony and balance.

Each smile line should be approximately the same size. By applying the white tip powder on all ten nails at the same time you can focus on the size consistency as you apply. The index, ring and middle fingers should match with the pinky and thumb in proportion.

Working within a system when applying your white powder and wiping smile lines will help you design more consistent smile lines. Practice makes perfect and if you would like to see some perfect smiles lines watch a nail competition. Don't talk during your smile line application, concentrate. Talking is for when you file. Are smile lines really more work? Yes at first, at least until you make it part of your routine and get better at it. Set aside an extra 15 minutes per client when you first start until you get your time down and don't expect perfect smile lines for months. And be sure to establish at the beginning of the appointment that the client is not going to wear polish before you do all that work "showing her your smile" lines!!

WORKING WITH FORMS

Forms are challenging enough but when applying the white tip powder on a form you have to be good control of your product because the form is slightly slicker than a tip can be and your product can run a bit more. Place the white tip powder slightly below the natural smile line and press your product in place staying within the desired lines of the form extension. Those lines are there for a reason so use them to make your application easier. Press the powder up over the form edge to the desired smile line placement and wipe. It is similar to applying over a tip however you need slightly more control over what you are doing because it is easier 

Friday, October 30, 2015

The Importance of Proper Terminology in the Nail Industry

Many of you have already noticed that I am a stickler for using proper terminology in the nail industry.  I believe that is is one of the key factors that will help in elevating the perception of our industry.

Professionalism

First and foremost, using proper terminology is professional.  Every profession has proper terminology used in their job and we are no different.  How would you feel if you went to a doctor who didnt use proper terminology?  "Hey there, let's take a look at your boo-boo....yep looks like your bone has an owie."  I mean, really?  I would find it demeaning and figure I could have just taken care of my "owie" at home. 

Now, if the doctor said, "Hello. Let's take a look at what is bothering you.  Yes, I can see you have an abrasion on your skin and likely a subperiosteal hematoma - basically a bruise on your bone. I am going to prescribe a painkiller and you will need to take it easy for a few days and ice the area regularly." 

Which doctor sounds like a professional?  (I hope you said the second one.)  Notice that the doctor in the second scenario used correct terms but also explained what they meant so the patient wasn't confused.

Granted my made-up scenario is slightly ridiculous but I hope it opens your eyes to how you might look to clients if you are very informal or use outdated and/or incorrect terminology (like "mold", which does not grow on living humans - I'm not even a fan of calling it a "greenie" personally, as I find it a bit childish [my opinion]. It's a pseudomonas bacterial infection).

Reputation and Client Perception
Inconsistent and varied use of terminology is a risk to industry - and individual - reputations.  Already there is much confusion not only in the public but amongst new nail technicians as well.   When people in the industry use wrong terminology (knowingly or unknowingly) it perpertuates myths and confuses people.  When people are confused they can receive incorrect treatments.  now granted, it is unlikely that a wrong treatment is going to hurt someone but it can definitely hurt the technician and the industry as a whole. 

I once had a client - a lovely 80+ year old woman - who came to me for a fill.  She had gone into a discount salon in the mall to get a manicure and walked out with acrylic nails.  She was told that it was a manicure and was very confused about what whe had on her nails.  All she knew is he told her to come back in 2 weeks for a "fill", but she didn't like the vibe of the salon and so came ot me instead.  I explained she had acrylic nails and we could remove them  but I was concerned about the amount of damage she may have on her natural nails (plus I knew this salon to use MMA). Her other choice would be to continue to fill them until we could ge the MMA and damage grown out and remove the nails at that time.  She chose the latter, however she should never have had to choose at all.  Because the salon she went to called a "full set" of nails a "manicure" she received an incorrect and unwanted treatment.  Unfortunately, she did not understand what was happening at the time. To this day - nearly 15 years later - it still upsets me.  And this lovely woman now has a negative view of the industry as a whole.
 
"Gel Powder" is another example of incorrect terminology that confuses clients who do not understand that they are paying for clear acrylic (vs the cloudy natural acrylic usually used). Clients tend to end up with a negative industry view when they find out they have been duped.

Other examples: calling a full set a "manicure", calling gel polish "gel nails", calling onycholysis "fungus", etc.


Consistancy
Terminology  is universal and can be used by all professionals within the field who will know what it means (which ever field it may be - medical, beauty, legal, etc). And if you are telling your client to go to a doctor for her paronychia, the doctor will know what you are talking about too.

I know it will take many years to get everyone using proper terminology but I have high hopes that it will happen and our industry will no longer be looked upon as negatively as it has been in the last decade or so.


Politically Correct
In the USA (and many other places I'm sure, but I live in the US so that's what I know :)), there has been a big push over the years to be "politically correct". What this means is we are encouraged to use terms that do not exclude people - for instance, saying "Happy Holidays" instead of "Merry Christmas" which could exclude non-christians.  Now, I personally think the whole "PC" thing is taken too far at times, but it does point to the fact that terminology has become a very big deal in the USA and should be just as much of a "big deal" in the nail industry.


 
References and Resources:
http://www.hooked-on-nails.com/NailTerms.html
http://www.computing.surrey.ac.uk/ai/pointer/report/section1.html
http://www.hito.org.nz/wp-content/uploads/2011/02/Beauty-Forum-Report-2009.pdf
http://www.beautyinsignia.com/2013/03/beauty-jargon-explained-editorial.html
http://facetofacewithdougschoon.com/member-content/episode-12-member-content

Sunday, October 25, 2015

Etching the Nail

In my post on proper PREP I noted that in prepping the nail, your goal is to get rid of the natural oils that coat the nail NOT to etch or scratch up the nail.  Of course for every nail tech who understands and practices this, there are just as many who insist that you need to take a coarse file (100 grit) and "etch" the nail.  Lets take a look at where this misinformation comes from.

Fred Slack was a dentist in the mid 1950's.  One day he and his brother were trying to fix a severely broken fingernail and inadvertently invented acrylic nail extensions (He eventually created the nail company NSI, which is still in existence today).  All acrylic nails in the industry's infancy were created with dental monomer - which was Methyl-Methacrylate (MMA) (which I will discuss in its own post later).  MMA does not bond very well to the natural nail plate. The only way it can adhere to the nail is through mechanical adhesion, which requires massive amounts of damage to the natural nail plate (through severe ‘etching’). The upper most layers of the plate have to be removed to expose the looser knit center of the plate. This gives the MMA something ‘substantial’ to bond to.  (Of course, once MMA is bonded to the nail it doesn't want to come off, but we can discuss this in depth in a different post.)

By the 1970's, the FDA was receiving numerous complaints about MMA and officially placed MMA on its poisonous and deleterious list of substances and warned professional nail manufacturers against the use of the substance. Nail manufacturers began looking for an alternative and by 1978, Fred Slack (again!) developed the first Ethyl Methacrylcate (EMA) monomer for nails. Right around the same time, Creative Nail Design invented their EMA based Solar Nail liquid.

However, just because they invented a new monomer does not mean that their techniques changed. Technicians were still removing multiple layers of nail with a coarse nail file.  And to top it off, they started using an acid based primer which further micro-etched the nail.  As companies like NSI and CND (and OPI and many others) refined their product and invested many, many dollars into research it became known that there was no need to etch the nail with EMA as it was required for MMA. As a matter of fact, nail companies that spent time and money on R&D have studied and refined their products to the point that minimal buffing is now required to just remove the oily shine from the natural nail in order for their products to stick.  They have also refined primers to be protein based rather than acid based.  

At this point, you should take a look at your product and if they are a company that teaches using a 100 grit file (or, really, anything lower than a 240 grit file. If you use a 180, try a 240, a 180 still scratches quite a bit..), try and figure out why.  Is it because they are not a company that has an in house R&D department?  Is it because they have not refined their product and kept up with modern nail technology since the 1970's and early 1980's? Or are you using a coarse file just because you have been told to, even though the manufacturer doesn't recommend it? The thing is, if you are using a 100 grit file and acid based primer to prep your nail, you are doing the same damage as MMA (without the hazards of MMA, but the nail damage is there.)

"But I don't use a 100 grit file to etch the nail" you say.  Ok, great - awesome in fact.  But can you please stop using the term "etching" then?  If you are not putting grooves int he nail for the purpose of adhesion, you are "removing shine" or "breaking up the oil".  (Again with the proper terminology??  YES!)

And to be fair, I do need to point out that you can still over file the nail even with a fine 240 or 320 grit buffer.  It happens to the best techs, but it is less likely to happen and will cause less damage with a finer file.

I personally use a 320 grit most of the time and do not have lifting so don't let anyone tell you that your nails will lift if you use a fine file (if you are using a good, modern product - and yes I know of products out there who haven't changed there formulas since 1983)! Lifting can be caused by many other reasons and using a 100 grit file and extra primer to "stop lifting" is just masking the real reason you are experiencing lifting.Non-living tissue on the nail and improper mix ratio are usually the culprits.



Resources and References
https://www.facebook.com/doug.schoon/posts/10200844136330015
http://selectnails.com/whatismma.htm
http://www.nailsmag.com/encyclopedia/64257/nsi-nail-systems-international
http://www.nailsmag.com/qa/40820/if-i-dont-etch-the-nails-before-applying-acrylics-do-i-need-to-apply-more-prime

Acrylic Removal


More golden advice from Vicki Peters circa 2001
  
TIP OF THE WEEK #7: ACRYLIC REMOVAL
By Vicki Peters
   
This week's tip of the week is about acrylic removal. So many of us still take the nippers and clip off old acrylic to replace the nails and this should be against the "nail law". It is extremely damaging and hurts the client.

WHEN DO YOU REMOVE NAILS?
This varies but when the nails will take more work to fill is when I opt to soak them off and do a new set. If I had a new client that came from a discount salon, and I knew this was not a one time client I was going to keep, what I would do is fill over the MMA the first time and schedule her a two hour fill appointment next time she plans on coming in to get her nails done. Be sure to explain why you would do this, the benefits of switching her over to an EMA based product and how wonderful you can make her nails with a new set.

HOW TO REMOVE THE ACRYLIC NAILS SAFELY
Soak them off of course.
Schedule her first hour for soaking while you're doing another client so you don't waste time not making money while she soaks. Set her up in straight acetone with Vaseline on her fingers and cuticles and cover the bowl of acetone with a towel. Add some cuticle oil to the acetone and maybe some marbles for her to play with that will help work the product off. You can heat the acetone up by placing the bowl of acetone in another bowl of very hot water and covering it. You may want to file the MMA down a speck and cut the length off first to hasten the process. Let her sit for the whole hour if possible. The longer you leave her in the acetone the better if her fingers can take it. The idea is to leave the nails in the acetone until they fall off. Taking them out and scraping the product off is ok, but can waste time - they set back up as soon as you take them out of the acetone. MMA nails will take longer then EMA nails.

Another way to remove the nails safely is to take a very wet cotton ball with acetone (use real cotton it absorbs better than synthetic cotton) and place the ball of cotton on the nail and wrap in tin foil making it fit snug around the finger. Condition her hands first with a heavy lotion. After placing the acetone and cotton on the nails, wrap all ten nails in tinfoil and paraffin dip her three times. The acetone won't get into the paraffin so don't worry about that and if it does oh well, no harm. Place her hands in a plastic bag and mitts. You can also place the hands with the plastic bags into warming mitts with or without the paraffin. The heat speeds up the process. Leave the hands and nails in the paraffin and mitts for 45 minutes. Remove the mitts and plastic bags, and with some pressure on the nails remove the tin foil taking the melted acrylic with it. You should be able to take a tissue and remove the remaining acrylic and have the clients use a nail brush to remove any acetone from her fingers and nails. If they are soaking have them wash the acetone off their fingers too.

For MMA nails the soaking may take about an hour, with EMA nails 30-40 minutes max. Fiberglass much less time and gels, forget it. They need to be buffed off.

This procedure needs to be positioned right so it is not a hassle and you're not wasting valuable time. Got a client that can't sit still for that long? Put her feet into the pedicure bath and let her soak her feet while soaking her nails - she will mellow out about sitting there quickly. She can remove her shoes and socks herself and she can put them back on so it does not take any time from you. Just get the pedicure bath ready.

SO WHAT DO YOU CHARGE FOR THIS SERVICE?
That depends on your pricing structure. When I was in the salon I charged a higher price for my pink and whites that included the soak off or backfill whenever I chose it needed to be done. This way the client could not dictate to me when to do the new set, it was my decision when I had the time. I did a lot of white tips for my pink and whites instead of backfilling and offered the soak off every 3rd or 4th fill. Which in the long run took me less time because the fills were easier. I place the tip as high as I could to stretch the white tip for a longer period of time and the clients who liked the white tips liked the soak off service that came with the deal. Other clients that did not want the soak offs because they liked having their natural nails opted for the backfills. Again I included them in the price so it was my decision when they got backfilled. I charged $5 less for a regular fill with clear or pink that usually got polished.

Bottom line I feel that the soak off takes the same amount of time clipping and cleaning up the mess after does and is a gentler and kinder way for the client as well as the nails to remove them. We need to take better care of the natural nail underneath the acrylic and soaking them is one sure way to achieve that.

Vicki
The Peters Perspective
"When you stop learning your career ends and your job begins"

DISCLAIMER
Any products mentioned in the "Tip Of The Week by Vicki Peters" is not an endorsement of any kind.

Monday, October 19, 2015

Business Basics: Setting Yourself Apart


TIP # 35 SETTING YOURSELF APART 
by Vicki Peters  circa 2001

Setting yourself apart from your competition takes time and effort and can't be done overnight. It is a collection of good business basics, knowledge and  experience and most of all good customer service skills. It takes experience, professionalism and wisdom to see what your competition is NOT doing. It  also takes the right salon environment. If you're working in a salon that does not share your professional ethics then you should find one that does.  If the rest of the salon does not answer the phone with the utmost care, if  you're working with techs that don't have high enough standards then you  should reconsider where you're working. And for those who think lowering your prices to compete with those discount salons up the street is taking the WRONG approach. It is, just the opposite, believe me. Here are some ideas  for you.

Professionalism
Salon appearance - does the salon look the way you want it to look? What is  the client's first impression and is there anything that you can improve on?  What is the decor and does it need updating?

Your appearance - Are you a jeans and T-shirt kind of manicurist? Will smocks  help the appearance of the techs because it is difficult controlling what  everyone wears? Do you apply makeup every day and do your hair so you feel  good about the way you look? Are your nails done? There is no excuse here.  Get a standing with a tech at another salon if you don't have time and get  your nails done. Top coat them with gel so they are resistant to acetone. We  are our best form of advertisement and if your nails don't look good then how  can you sell your services? And there is nothing wrong with natural nails -  buff them so they look neat and clean all the time. Take a look at the  things and containers on your table - it is time for a table makeover? When  was the last time you scrubbed your station down and removed all the polish  and yuck from the top of the table? How about a new lamp? Is your table set  up simple or do you have a cluttered table with personal things that looks  like an extension of your bedroom?

Table Manners - This is also important from the client's perspective. How do  you handle interruptions and phone calls while you're servicing a client? Do  you gossip within the salon? Do you have salon menus available for the new client? Do you do nail consultations for the first time client? Do you offer  alternatives to acrylic work? How to you greet the client and how do you end  the appointment? Do you meet her at the front door and walk her back to the  waiting area every time?

Do you explain your technical procedures and why you prefer the products you  prefer? Do you explain how you sanitize your implements? Do you share with  your clients the extra education you take all year long to improve your  knowledge? If not they won't know.

Trends
You need to be up on all the latest trends. Watch the consumer  magazines and be on top of all the new polish colors as soon as they are  available. Watch consumer nail shapes as well.

Referrals & Networking
take advantage of the clients that sit in your chair  before you go spend too much money on advertising. Your clients can advertise  for you. Tell them you are looking for new clients and arm them with several of your business card. Write their name of the back of the card so when the  new client comes in from a referral you so will know who it is. Reward that
client with an extra 10 minutes of a massage or something special that does  not cost money and they will remember. Discounting a service is not  memorable. Most of your clients probably believe you're booked and don't need  more clients - if you don't tell them they won't know.

Retail 
If you're not retailing you're missing the boat. The client wants your professional opinion on a top coat they do not want to go to the store and  buy something blindly they would prefer your recommendation because you know.  So why not sell them retail? Our recommendations can be powerful. They are  always looking for good hand lotion, exfoliant and cuticle products. You can
make so much more money by retailing and not having to work longer for it.

Career Enhancement 
If you're not attending several trade shows and classes a  year YOU ARE OUT OF THE LOOP. Don't you ever think for one minute you know  enough because you don't and your business will eventually suffer. Even if  you're fully booked now, that will not last. You have to maintain your career  with fresh information, constantly. Go to every product class you can, even
if you don't use or like the product. The educator may have one little tip she passes on that will make it worth your while going to the class. Also you need to  continually try new products, you never know - you just might find something  you like better and if you don't it will just confirm you're using the right  product.

Network at the shows - get online and find out who is going to what show and  meet up. Help with a competition (maybe mine?) so you get the chance to stand  over the shoulder of someone like Tom Holcomb as he competes. Watch the  judging, hang with the competitors. Share hotel expenses with other techs you  meet and network. Share ideas and attend classes and discuss with others what
you learned at the classes. There are hidden values to attending a show that  if you don't dig deeper you may miss. Spend ample time watching all the demos  you can. Never know what you can learn.

Goal Setting 
This is important to do in order to grow your career. Goals  can be getting your time down, learning new techniques so you can charge more  or training others. Setting goals on how much money you want to make each  year and how you're going to do that.

Customer Service 
I can't say enough about this. Customer service and  sanitation for that matter are two of the most important factors in securing  a loyal client, the nails you do actually plays a much smaller part in it all. If you don't take pride in how you take care of the client she will not think the service was good no matter how good the nails are.

So let's start with developing a phone dialog and customer service standards with in the salon. Answer the phone by the third ring. Take turns on answering the phone if that is what it takes when you don't have a receptionist. A consistent phone dialog should be written that every one uses. When you have to put someone on hold do so nicely don't just click. And please don't yell across the room if the phone is for some one else especially if the client is not on hold and can hear you. Keep track of everyone's schedule so when a client calls in for someone that is not there you know when she will be or take a written message and place it on the manicurist's desk. Not knowing is not good enough, the client called for a reason and she needs an answer. If you have voice mail use it and ask if the client if she would like to leave a message in so and so's voice mail if they are not there.

Develop a standard on how to greet a new client that may be a walk in. Don't let her stand there and wait for some to greet her.. Put your friendliest tech closest to the front door for that reason. And even if you're all independent contractors you should be working as a team. The client does not care if it is not your job; she just wants to be taken care of. Bottom line.

Customer service is easy and the best way to gain loyalty. Training on customer service is something to consider, there are many seminars you can take, Career Track is one of them and they are very good. I have taken several myself and there are plenty of books on the subject as well. Look outside the beauty industry for customer service help. Watch the way you are taken care of when you venture out to other salons, stores and restaurants. Give the client the impression that no matter what your salon can accommodate
her.

Setting yourself apart from the other salons is easy as I said but will take a collection of service skills to rise above the discount salon mentality. And remember there will always be "Ford" customers out there but you want the " Cadillac" customer, and in order to attract a clientele like that you have to be a "Cadillac" tech. So, are you?

DISCLAIMER
Any products mentioned in the "Tip Of The Week by Vicki Peters" is not an endorsement of any kind.





Sunday, October 18, 2015

Business Basics: Pricing Services - Doing the Math

When determining your prices, you don't want to price yourself out of the market, but at the same time you want to cover overhead expenses and generate a profit. Therefore, in pricing your services you must consider these two factors: what the market will bear and your profit margins.

First things first, let's determine our target market.

Target Market
You cannot determine your prices if you do not know you you are servicing. Your target market is not something I can tell you , you will need to think about it in relation to your own area.
There are four main pieces to your target market:

  • Region (Determining the types of jobs that people in the salon's region hold may give you a clue as to the prices you can charge and the services you should offer)
  • Gender (do you cater to men or women exclusively? Or both?)
  • Style (are your clients on the cutting edge offashion or more conservative? Are they young mothers who want natural looking nails or are they teenagers who just want to look "cool"?)
  • Socioeconomic Status (Pricing is going to be very different if you service affluent young professionals in a large city versus people in an economically challenged rural area)

Of course not everyone in your area will get their nails done here are some questions to ask yourself to help narrow down your potential market:
  • Who has the need for my products or services, the financial ability to purchase my services, and the ability to find my services?
  • How many of these people or businesses exist in my general area today?
  • How much money does each person or business currently spend every year solving the problem that my service also solves?
  • Who else do I share this market with? (how many other nail salons are in my general vicinity?)

Service Pricing Categories
“Within our industry there are three categories with which you can choose to align yourself: budget/economy, intermediate/midsection, and luxury/top end,” says salon consultant Maxim Titter. There is no right or wrong category, she emphasizes, only the danger of not knowing which category you belong to.

Each category varies, once again, with your location - in my area anything under $40 for a full set is a budget salon but in other areas the mid-range price is $25 and $40 is getting expensive. What your online friend charges has nothing to do with how much you should charge(unless you work across the street from each other).


Your Service Offerings
Next, you want to figure out what prices your market will bear - ask yourself this question: Is my service unique? Now, yes, there are a million places offering acrylic nails, but your service can be unique in that you guarantee your work and offer free hand massages and basic nail art. If your service is unique--meaning there's little in the way of direct and indirect competition--then you're a market leader and you have more leeway in setting the prices.
If you are a market follower--meaning your service is not necessarily unique and you're not the only outlet--then setting prices is easy. Your prices simply can't be higher than that of your closest competitor. The question you should then ask is this: Should I be offering this service? (or should I make my services more unique) The answer lies in your profit margin for this product.


Profit Margins
All right, get our your calculators and spreadsheets. We are going to crunch some numbers!

Keep this in mind: The purpose of business is to make a profit. Every service you offer must must cover your fixed costs and generate a profit--otherwise, you're just trading dollars.

One more thing, I am looking at these number as an independent tech. If you are paying employees your costs would include their salary and employer taxes, which would make them much higher.

Terminology:

  • Fixed costs:costs that do not fluctuate with sales volume such as rent, utilities, depreciation, licensing, insurance, advertising, laundry, maintenance, postage, bank service charges, computer programs related to your business and so on.
    • Depreciation:loss of value over time and with use - you likely use a range of equipment that has a limited lifetime (brushes, electric files, tables, lamps, chairs, etc.) and the decrease in value of these items should be considered an expense. You should figure out depreciable items and their life expectancy and work in the monthly cost of these items into your fixed costs. For tax purposes, the IRS considers items subject to depreciation to be "fixtures" (like table and chairs) but for our purposes anything that we need to buy periodically (brushes and UV bulbs) will go in this category.
  • Direct Costs: Costs that are directly associated with the service being sold such as product cost.
Step 1: Make a list of all of your fixed costs, not including depreciable items. For items you pay annually, take the annual amount and divide by 12 to get the monthly cost.

Fixed Costs: Monthly
Rent $500.00
Utilities $60.00
Insurance $8.25
Licensing $2.92
Advertising $16.67

Total Monthly Cost: $664.71

Step 2: Make a list of all of your depreciable items and their cost and life expectancy. Here is a good list of examples on depreciable items and their life expediencies. Here is another good reference. Obviously things like acrylic brushes are not on the list so with that you just figure how often you buy that item. Take the cost and divide by the life expectancy to get the annual cost. Then take the annual cost and divide by 12 to get the monthly cost.
Depreciable Items Cost Life Expectancy (years) Annual Cost Monthly Cost
Manicure table 279.00 7.00 39.86 3.32
Tech Chair 99.00 7.00 14.14 1.18
Client chair 99.00 7.00 14.14 1.18
Pedicure station 2,395.00 7.00 342.14 28.51
Electric file 350.00 5.00 70.00 5.83
Bits 150.00 1.00 150.00 12.50
UV lamp 150.00 5.00 30.00 2.50
UV bulbs 45.00 0.25 180.00 15.00
Desk lamp 79.00 7.00 11.29 0.94
Acrylic brush 28.00 0.50 56.00 4.67
Gel brush 15.00 1.00 15.00 1.25

Total monthly cost: $76.88

Step 3: Make a list of all of your direct costs (product cost per service)
This step can be a bit harder since cost could vary. Many manufacturers have broken this out for you. For my example I am using the CND product cost per service chart. Remember, buying larger sizes will lower the cost per service and increase the profit margin


Product/ Service Other Costs/ Service*
Acrylic Full Set/Fill 1.87 3.00
Gel Full Set/Fill 3.28 3.00
Shellac Manicure 3.21 3.00
Spa Manicure 2.56 3.00
Spa Pedicure 2.89 3.00
*other costs include disposables like files, cotton, toe separators, etc. I just used the same number for all services here but you should figure out your specifics.


Next determine how many of each service you perform each month
Service Average # Per Month
Acrylic Full Set/Fill 25
Gel Full Set/Fill 30
Shellac Manicure20
Spa Manicure 15
Spa Pedicure 25

Total Services per Month (average): 115

Take the total number of services (115) and divide your fixed costs and depreciable costs by that number

Fixed costs per month: $664.71/115 = $5.11 per service
Depreciable costs per month: $76.88/115 = $0.67 per service

For a total of $5.78 - Now add those costs to your product costs

Service Product/ Service Other Costs/ Service* Fixed Costs/
Service
Total Cost Per Service
Acrylic Full Set/Fill $ 1.87 $ 3.00 $ 5.78 $ 10.65
Gel Full Set/Fill $ 3.28 $ 3.00 $ 5.78 $ 12.06
Shellac Manicure $ 3.21 $ 3.00 $ 5.78 $ 11.99
Spa Manicure $ 2.56 $ 3.00 $ 5.78 $ 11.34
Spa Pedicure $ 2.89 $ 3.00 $ 5.78 $ 11.67
Your total cost per service is your break even point. Setting the price at the break-even price will give you a profit of 0. Essentially you would be doing the service for free if you charge that amount.


Figuring Out Your Pricing Structure
Now we need to determine what we need to charge to make a living.

Lets say my goal is to make $15 an hour.
For the sake of this exercise I am going to assume that I am booked completely solid - meaning every hour I work I am booked with no gaps. If you are not booked solid (and honestly, who is?) then you need to figure out how much you need to make during the hours you are working to cover the hours you do not work. I will be writing a post on that soon (and yes it involves more math!).


Service
Total Cost per Service
Service Timing (hours)
Salary
Minimum Price to Charge
Acrylic Full Set
$10.65
1.50
$22.50
$ 33.15
Gel Full Set
$ 12.06
1.50
$22.50
$ 34.56
Acrylic Fill
$ 10.65
1.00
$15.00
$ 25.65
Gel Fill
$ 12.06
1.00
$15.00
$ 27.06
Shellac Manicure
$ 11.99
0.75
$11.25
$ 23.24
Spa Manicure
$ 11.34
0.75
$11.25
$ 22.59
Spa Pedicure
$ 11.67
1.00
$15.00
$ 26.67


So now you have a price that will make you a profit and a living wage (assuming you are booked solid!). Ask yourself this: Can I sell my services at this price and still be competitive? If the answer is no, then you have the following alternatives:
  • lower your direct costs, fixed costs or desired profit
  • make your service unique and market it as such
  • reduce your timing or salary expectations
  • Get in more clients to spread out your fixed costs further
  • consider not selling this service and focus your attention instead on services that have a better profit margin or less competition.


Resources & References
http://smallbusiness.chron.com/target-market-salon-industry-21637.html
http://www.entrepreneur.com/article/53786
http://www.nailsmag.com/article/81998/determine-your-target-market
http://articles.bplans.com/how-to-determine-your-tam-total-addressable-market/
http://www.inc.com/guides/2010/06/defining-your-target-market.html
http://www.nailsmag.com/article/108396/figure-it-out
http://smallbusiness.chron.com/depreciate-beauty-salon-taxes-33545.html