Expert Dialogue

A successful brand founder once told me it took over two years to perfect her pitch. While her dedication is admirable, in today’s increasingly competitive beauty market, you don’t have the luxury of time.  

A mere three weeks after The Vamp Stamp made its debut in March 2017, founder Veronica Lorenz spotted rip-offs of the brand’s patented winged liner tool on eBay. “There were hundreds of them. I was extremely emotional...

With more than two decades at Neiman Marcus and nine years at Estée Lauder Cos. Inc. under her beauty industry belt, Kelly St. John has a pretty good understanding of what makes beauty buyers tick. Needless to say, when the department...

Risa Barash, owner and founder of Fairy Tales Hair Care, believes the traditional barrier between the professional salon and retail channels is undermining the growth potential of emerging brands. Four years ago, she confronted a difficult distribution question:...

The United States is a gargantuan market, but there is plenty of potential sales for indie beauty brands abroad. Lin Chen is well aware of foreign demand for American exports, and the complexities involved with steering those exports...

Disruption in the beauty industry hasn’t dethroned retail buyers. They remain powerful gatekeepers that brands must please to achieve distribution objectives. Buyers cultivate captivating assortments, help move products off the shelves and amplify their employers’ businesses. Jeanne Tamayo...