q. How has your career evolved since you entered the industry?
a. I've been in the esthetics industry for over 20 years, initially working as a make-up artist. I was doing make-up for the last several years for the Emmys and the Oscars, and throughout Hollywood. When I did the Emmys, I saw the most beautiful skin I had ever seen. So I asked the celebrities what they were doing and they all said their Beverly Hills estheticians use the same pieces of equipment—the microcurrent, microdermabrasion, LED light therapy and oxygen therapy. So that's how I ended up finding Bio-Therapeutic. When I saw the kind of changes I could make using these facials, I went for it, and I now I use all their equipment. I was named Bio-Therapeutic's grand national winner in the Face of the Future contest, which was predominantly for the microcurrent non-surgical facelift.
q. What's one thing you've done that has helped you successfully increase your business?
a. That's really twofold—my increase in business has been using my client base, while bringing additional products and services on board. Before, I was doing make-up and skin care with my mail order/private label business, Brian Champagne Beauty. Now we're using more anti-aging ingredients and my volume is continually growing. The other thing I've done is bring two people on board who use the same equipment I do. I own two salons in the same building—a hair salon and an anti-aging and skin care salon.
Brian Champagne Beauty
|Vocation: Owner, esthetician and celebrity make-up artist|
|Years in Business: 21|
|Specialty: technology facials|
|Favorite Spa Service: An anti-aging facial|
|Favorite Product: There’s a collection from Bio-Therapeutic with four chromatic serums, five activators and a hyaluronic gel mask. It’s the first LED light therapy-specific collection of products—it’s amazing!|
|Advice for new make-up artists: In today’s industry, being a specialist is almost critical to your success. I have found that people don’t mind spending the money, but they want to know they are with the best.|
|Favorite way to unwind: Probably in Hawaii. I have a place out there so I am out there all the time.|
q. How do you continue your education?
a. For the past 20 years, I was trained by all the industry experts, including Barbara Salomone and Mark Lees. I've always been addicted to education, so I take every class I can get my hands on. Recently, I've been studying privately with Maria Comfort in Beverly Hills—she's been one of the best in the industry for 40 years. I was going to California every three to four weeks and taking private training with her. And, of course I go to the major shows in Vegas and take classes there.
q. How do you sell retail?
a. Education. I was an education major in college, and to me, it's all about understanding and trying to determine the results that clients want. If they only want to use one or two steps, I choose the products with the most powerful impact, but at same time I educate them that if they want better results, they will need more products. I've never been very pushy, but very enthusiastic and knowledgeable. I do tons of volume!