www dermalogica com www dermalinstitute com a suggested

www. dermalogica. com www. dermalinstitute. com a suggested flow chart for linking dermalogica school program 2011 manual Text copyright © by Dermalogica. No part of this text may be reproduced in any way without written permission from Dermalogica. 023110

theory breakdown - introduction This breakdown is suggested to obtain the most efficient use and incorporation of the overlay program of Dermalogica support material with Milady Standard Esthetics Fundamental Textbook (10 th edition). Milady Workbooks and State Board Review Text are normally completed simultaneously with each chapter. The bulk of chapters are completed in your basic (freshmen) or (junior phases ) about 8 - 10 weeks) and reviewed throughout rest of course. The flow chart provided will address each of these sections: • Parts 1 -3: Introduction, General Science and Skin Sciences – Chapters 3 -12 these chapters are the most challenging theoretically and may take longer than scheduled. Use all support tools available to ensure high level of student comprehension. • Part 4: Esthetics: Practical/applied principles – procedures and techniques – Chapters 13 -16 are taught as lead -in to practical workshops and clinic. Chapters 17 – 19 extend through Hair Removal, Advanced Topics and Makeup. This is where the Dermalogica Partnership school program will be utilized the most. • Part 5: Business Skills – These chapters can be interspersed throughout to help prepare students for entering professional workplace. There are segments in the overlay program that help your students learn the business of retailing for career success. There is enough information provided in Dermalogica Partnership school program overlay program to help you create interactive learning centers and evaluations to challenge the student to improve the level of their practical skills and comprehension. We have created the flow chart on the following pages to link the chapters in the Milady Text with the Dermalogica segments as closely as possible. Please feel free to use the suggestions here as an exciting and stimulating addition to your curriculum. _______________

curriculum flow chart – Milady textbook and support material Theory Chapter Subject Applied Theory Chapter/ Subject Instructor Support DPP Presentation slices Dermalogica IDI AV/DVD Support Student handouts Chapter 1 -2 History/Image Introduction Chapter 3 Communication Orientation DPS -Part 1 Segment 1: Introduction IDI: DVD – International Skin Care Techniques Dermalogica Student Kit and Product Knowledge Training Manual “the book” Segment 2: Understanding the Core Treatment Notes Chapter 4 Infection Control Chapter 5 Anatomy and Physiology Chapter 6 Chemistry, Cosmetic Chemistry DPS - Part 2 Segments 3: Professional products Dermalogica Product Knowledge Training Manual - “the book” Chapter 7 Electricity Chapter 8 Nutrition Chapter 9 Phys of Skin Chapter 10 Disorders And Diseases Dermalogica Medi Bac Clearing ™ Chapter 11 Skin Analysis DPS - Part 2 Segment 6 Face Mapping® Skin Analysis Chapter 12 Product Selection/ Ingredients DPS Segment 5: Retail products Dermalogica Product Knowledge Training Manual - “the book” Abbreviations: IDI - International Dermal Institute, ISCT – International Skin Care Techniques, DPP – Dermalogica 3 Partnership Plus _______________

curriculum flow chart Theory Chapter Subject Applied Theory Chapter/ Subject Instructor Support DPP presentation slides Dermalogica IDI AV/DVD Support Student handouts Chapter 13 Treatment room DPS – Segment 2: Understanding the core treatment Dermalogica training Manual “the book” Chapter 15 Massage DPS– Segment 3: Professional products Dermalogica training Manual “the book” Chapter 14 Basic Facial treatments Dermalogica Segment 4: The Core Treatment ISCT – IDI training DVD Dermalogica training Manual “the book” Chapter 16 Machines DPS – Segment 7: Treatment protocols AISCT – IDI Advanced training DVD Dermalogica training Manual “the book” DPS – Segment 7: Treatment protocols IDI – AISCT: DVD Dermalogica training DVD’S Medi. Bac Clearing Age Smart’ Chromo White TRx Solar Dermalogica Training manual “the book” Dermalogica Thermal Body Therapies DVD Dermalogica Training manual “the book” Chapter 17 Hair Removal Chapter 18 Adv topics Chapter 19 Makeup Chapter 21 Salon/Spa Business Chapter 22 Selling Products/ Services DPS – Segment 8: Retail support DPS – Segment 9: Clinic support Dermalogica Skin Bar – DVD and training Manual Chapter 20 Career Planning Abbreviations: AISCT – Advanced International Skin Care Techniques _______________ Notes

www. dermalogica. com www. dermalinstitute. com dermalogica partnership school program instructor training manual 2011 Text copyright © by Dermalogica. No part of this text may be reproduced in any way without written permission from Dermalogica. 012011 _______________

contents Part 1 - Instructor classroom support and lecture notes: slides 3 -7 How to use this program – Power. Point Presentation format* Cover sheets for each segment: slides 8 -11 Segment 1: Introduction to course and classroom support Segment 2: Overview: Understanding The Core Treatment Segment 3: Dermalogica professional skin care products Segment 4: The Core Treatment Part 2 - Clinic preparation support and lecture notes Segment 5: Dermalogica retail skin care products Segment 6: Face Mapping® skin analysis Segment 7: Dermalogica treatment protocols Part 3 - Miscellaneous support material Segment 8: Retail support Segment 9: Clinic support Note: Segments are what you will be showing in the classroom. Part 1 - Cover sheets and contents are to help you organize your binder. *If you do not have a computer/projector in your classroom, you may have the slides printed on transparencies for use on an overhead projector. _______________

first steps: how to use this program and transferring files from a CD to your computer 1. 2. 3. You’ll receive a CD with your package. Open CD-Rom drive on computer and place CD into CD-Rom and close. Go to your desktop and double click on My Computer. Locate the disk on the computer and double click to open. You’ll see a CD icon and the name of the disk on this screen. Once you locate the disk double click to open to access the folders/files. _______________

transferring files to your computer – continued… 4. The screen below will appear and you will left click once on the folder and then right click and hit Copy. 5. Next, locate the folder you would like to copy these files into and left click once on the desired folder. 6. Right click and hit Paste. You may also copy and paste to your desktop for easy access. *This process will take a few minutes The files that are on the CD should now be on the hard drive of your computer so you do not need to use the CD to access these files. CD should be kept in Director’s office in case there is a change of computers. In addition, you may access this program from the Dermalogica Business Center, under Marketing your business - Partnership Schools. _______________

to print out copies of your lecture note slides 1. To print out copies of your lecture notes from your computer: open the selected module, you may select the view you would like to print, but it doesn’t make any difference, go up to File, select Print – it will ask, Print what: _______________

printing copies of your lecture notes – continued… 2. Select notes page, then OK, and it will print out your file. If you only need certain pages printed out, (see Print range) you may select only the current page you are viewing or click onto slides and select the range of pages you would like printed out. _______________

printing your lecture notes – continued… 3. You may be more comfortable with printing out your lecture notes while actually viewing them – so just select notes page from the tool bar under View. • If you are experiencing difficulties with the appearance of the slide presentation, it may be that your computer does not have the font that was used to create this program. Below are instructions for installing the correct fonts onto your computer. Font used is: Helvetica. Neue. Lt. Stn. Cn • Click START menu, click SETTINGS, then click CONTROL PANEL • Double click the FONTS icon (OR RIGHT CLICK, SELECT OPEN) • The FONTS folder will open. Highlight the selected font, then click FILE • Click INSTALL NEW FONT, then click OK. • If a message appears that says font is already installed, then click ok. If you are still having problems, please contact Linda Burmeister at the International Dermal Institute Corporate headquarters at 310 -900 -0733 between the hours of 9: 00 am 5: 00 pm PST. _______________

program format Power. Point slide presentations In the high tech world of today, you have probably already discovered that we have to vary our teaching techniques to maintain a stimulating and engaging classroom atmosphere. We have therefore formatted the program entirely on Power. Point with instructions and script on the lecture notes. The lecture notes provide a mini course outline and subject references that tie in with your State Board Course Books and Curriculum, instructor preparation and support sources. Course segments – segment 1 The course is divided into segments that start with a general and brief introduction into Dermalogica and who we are as a company. This will aid you in explaining questions that new students have regarding the differences in professional and non professional products that new students are sure to ask. Slides are numbered and categorized on the first slide of each section so that you may use only the slides that apply to your subject material for that particular time. Example: If you have introduced the skin analysis chapter in your theory class and are discussing the importance of the consultation card, you will put theory into practice by introducing the consultation system they will be using. The students will reference the material from the Dermalogica training manual (“the book”) without your having to have them copy or take notes or listen to endless lectures – none of which today’s students want to do. Re-enforcing theory by doing a show and tell, interactive discussion, feedback and workshop on what was covered will make for a more satisfactory learning environment. Example: If you are introducing a theory class on the elements and procedures for a face treatment, you will reference Segment 2: Understanding The Core Treatment, which explains the purpose of each step. Again, this is reinforcement of theory with a specific direction and application to what they will be applying in a hands on workshop. _______________

program format You may choose to use only certain slides for your subject, return to them for a quick review…before proceeding to the next few slides. Example: Once you have covered the purpose for each step in the Dermalogica treatment, you are now ready to introduce the products they will be using. Within this segment you may choose to only discuss a few products at a time. Though it depends on what you are teaching, it is a good idea to give an overview and a bit of information on each product that will be used in any demonstration or workshop for the day. Subsequent segments These will explain the purpose (what, why, when, how and where) of the Dermalogica professional product line in a comprehensive format. Your students will enjoy the hands-on approach to this learning experience and you will find it easy to integrate into your existing curriculum. Lecture notes scripts Under each slide is a description or brief explanation of what is pictured on the slide. The more you learn about Dermalogica, the less you will need to rely solely on that information. Please interject your own words and extra information from personal class notes from Dermalogica classes you have taken or refer to references in “the book. ” Encourage and assign homework or group learning sessions from “the book. ” By the end of the course, it should look pretty “used. ” _______________

classroom support: dermalogica classes In order for you to be confident and comfortable with this addition to your skin care course, you will need to be completely familiar with Dermalogica. To accomplish this, you will have the following options: On-site visits by a Dermalogica Business Consultant or Educator for introductory classes (bold) or participation in classes at the nearest International Dermal Institute training center. The Dermalogica classes are: *Derm Live – Day 1 Retail Derm Live – Day 2 - Professional The Dermalogica Skin Treatment – includes Dermalogica signature Pressure Point Massage Great Success with Face Mapping® - skin analysis and prescriptive retailing *Retailing made easy Additional product and treatment classes available to you: ½ day theory, ½ day hands on • Medi. Bac Clearing® • AGE Smart® • Shave • Chroma. White TRx® • Ultra. Calming™ • Skin Exfoliation and Resurfacing Techniques • Sun, Skin and Smart Defense *Retailing made easy *These classes should - if at all possible - be observed by front desk staff, school coordinators and/or admissions personnel. Of course there are many other classes available for both the International Dermal Institute and Dermalogica so please feel free to take the classes that interest you and will help keep you passionately motivated about skin care _______________

visit education. dermalogica. com and take dermlive online! Visit our new education center at education. dermalogica. com • • Since the education resources no longer reside on the business center, it is now easier for you as an instructor - you only need to use your school (account) telephone number for easy access! Log on today to start exploring all of the resources available to you, from videos of treatments, to product manuals, the book, step by step protocols, to webinars. We are planning on adding many more tools and resources so you can access education anytime and anyplace! The first time you log on, you will be prompted for information, once that has been checked - you will receive a confirmation e-mail giving you access. The education center is also where you can access dermlive online! • Derm. Live is our first interactive online class, that allows you and any member of staff in your school such as front desk and clinic managers to become experts in their Dermalogica product knowledge and the Dermalogica concepts. Learn all about the products and test your knowledge as you move through the chapters that allow you to come and go as you please and have 3 weeks to complete the training. It’s fun, interactive and has lots of video clips with “did you know” product and treatment tips to boost your confidence in working with and retailing Dermalogica. • The Face Mapping® skin analysis and Skin Bar client scenarios will also help you to dramatically boost your retail dollars. After successfully completing the quizzes and completing the online training, you will be certified and receive a special dermlive certificate and pin in the mail • Don’t forget if you are an owner or manager to visit the Dermalogica business center for everything you need to run, grow and market your business from eblasts, postcards, displays sheets, telephone scripts, 9@9 s by Jane and PDFs of the profit flash. _______________

part 1: segment 1 introduction to course Power. Point presentation slides 1 - 29 What you will be learning: Key elements of the classic Dermalogica Skin Treatment Consultation _______________

part 1: segment 2 overview: understanding the dermalogica skin treatment Power. Point presentation slides 1 -17 The purpose of each step in the treatment is outlined. _______________

part 1: segment 3 dermalogica professional skin care products Power. Point presentation slides 1 - 49 An overview of Dermalogica professional treatment range with reference guide for student participation and study. Reference: Dermalogica training manual – “the book” _______________

part 1: segment 4 the dermalogica skin treatment Power. Point presentation slides 1 -20 This segment is to be used before you demonstrate the classic face treatment to explain the how and what of the procedure. It details each step and your options for each Dermalogica product to be used. Each slide contains student references as well as instructions for your demonstration. This segment would be shown and discussed before students practice in a workshop to help them learn and review protocols. _______________

www. dermalogica. com www. dermalinstitute. com dermalogica partnership school program instructor training manual 2011– Part 2 Text copyright © by Dermalogica. No part of this text may be reproduced in any way without written permission from Dermalogica. 012011 _______________

contents Part 2 - Clinic preparation support and lecture notes Cover Sheets for segments 5 -7 Segment 5: Dermalogica retail skin care products - The Gray line for maintenance - Segmentation lines for specific skin conditions Segment 6: Face Mapping® Segment 7: Dermalogica treatment protocols 2 _______________

part 2: segment 5 dermalogica retail skin care products Power Point Presentation Slides 1 -50 An overview of Dermalogica retail products with reference and guidance Dermalogica training manual – the book 3 _______________

part 2: segment 6 face mapping® skin analysis Power Point Presentation Slides 1 -17 A revolutionary and fresh approach to skin analysis. Students will be more confident and interactive with their clients. 4 _______________

part 2: segment 7 dermalogica treatment protocols Power Point Presentation Slides 1 - 9 An overview of suggested Dermalogica professional treatments with reference guide for student participation and study. Dermalogica training manual – “the book” 5 _______________

www. dermalogica. com www. dermalinstitute. com dermalogica partnership school program instructor training manual 2011– Part 3 Text copyright © by Dermalogica. No part of this text may be reproduced in any way without written permission from Dermalogica. 012011 _______________

contents Part 3 - Miscellaneous Support Material Cover Sheet for segments 8 and 9 Segment 8: Retail Support For Instructor: Segment 9: Clinic Support (Print out as slides) _______________

part 3: segment 8 dermalogica retail support Power Point Presentation Slides 1 -9 Teaching and encouraging your students the concept of prescriptive retailing. _______________

part 3 – Segment 9 Clinic support For Instructor: Clinic Support (Print out as slides 1 -6) _______________

www. dermalogica. com www. dermalinstitute. com dermalogica partnership school program clinic support Text copyright © by Dermalogica. No part of this text may be reproduced in any way without written permission from Dermalogica. 012011 _______________

clinic support: skin care profitability Setting up a Retail Area Designate an area for retail products that readily allows for client trial of tester products. This area can be in close proximity to a cashier or receptionist who can assist in the retail sale. If pilferage is a concern, use a Dermalogica Tester Unit stocked with product next to the front desk. Back stock can be kept behind the counter, on display shelves, or behind locked {glass} cabinets. Product should be visible. The retail area for skin care should be dedicated to only Dermalogica. All displays should be clean and fully stocked with product. Product Directories and Skin Care Advisors offering a simple explanation of each of the products are also available. A merchandising schematic is provided to help you arrange the products in an efficient and appealing manner. Each product is marked with a pricing bar code that allows for efficient price scanning at checkout and helps maintain control of your inventory. Inventory and Ordering Inventory and ordering should be assigned on one of the slower days at the school. We recommend doing inventory once a week; placing your order from the Inventory Control Form. An accurate inventory also enables you to determine if any pilferage is occurring. The order quantity should match what you’ve sold, unless you increase the amount due to a promotion or anticipated increase in sales. 30 _______________

inventory control Dermalogica Inventory Control Forms are available to help you facilitate and manage your retail as well as classroom inventory. This is a task that can be shared with your students to help train in management skills. Holding them accountable for how much product is used for services and how much is being sold to clients. Complete the form as follows: 1. Enter the desired quantity of stock that you want to keep in the “Desired Inventory Level” column. After completing this step, copies should be made of the form for future inventory taking and ordering. 2. Count the number of each product on hand enter under “Stock on Hand” 3. Subtract “Stock on Hand” from the “Desired Inventory Level” 4. Indicate the amount you wish to order in the “Order Quantity” column. Example: Code Description Desired Inventory Stock On Hand Quantity Order Sold Quantity Level ____________________________________ 3253 3250 Essential Cleansing Solution, 16 oz Essential Cleansing Solution, 8 oz 6 12 2 3 4 9 Pricing and Profitability Retailing can generate enormous profits for your school. For example, when the school buys an 8 oz cleanser for $16. 50 and sells it for $33. 00, the profit on this one item is $16. 50. All Dermalogica products are 100% markup, so it is very easy to calculate the school’s profit. On a larger scale, the potential profits are even more impressive. If the school purchases $500 to $1000 in retail products every month, this equates to product at $1000 to $2000 retail value. That’s a $500 to $1000 gross profit for the school. Over the course of one year, that is $6, 000 to $12, 000 in gross profit. Using Dermalogica marketing tools and promotions will generate more enthusiasm from your students to reach target goals in retailing. Increasing your retail sales can reach potential profits of 30 to 50 k per year! 31 _______________

retail training of staff and students Your staff, including students, should be trained in the importance of retailing. Everyone (skin therapist, receptionist, etc. ) should understand the basic features and benefits of each of the products. When discussing retail products with clients, sell benefits, services and professional expertise - not products. We recommend using the following easy-to-learn retailing guidelines to train anyone working in your retail center. Sell Benefits, Sell Service and Provide Education Sell Benefits The majority of today’s client are very savvy about skin care, what they really want is results. They want to know, “what’s in it for me? ” In general, clients purchase products and enlist our services for the benefits of healthier, clearer and youngerlooking skin. It is the professional’s job to ensure that when clients purchase benefits, they get results plus outstanding customer service. Sell Service Recommending or prescribing the appropriate products for a client’s at-home skin care needs is NOT a selling job; it’s an integral part of a salon consultation and service. Students will learn how to emphasize to client’s the importance of home care maintenance in order to maintain skin health. This is the key to building a strong client retention rate and a successful skin care clinic business. _______________

retail training of staff and students Provide Education Remember, clients are more sophisticated today; they live in a world of over-hyped products. An explanation of their skin analysis, followed by a knowledgeable discussion of the features and benefits of Dermalogica will educate them, win their confidence and help them make the right decisions about their skin care needs. One of your strongest selling tools is Dermalogica’s trademark Face Mapping® skin analysis technique and marketing tools. Retailing to the client We cannot be profitable in this industry by offering services alone; retailing must comprise fifty percent of your business if you are to prosper. For school clients, the experience of having a Face Mapping® skin analysis, education on their skin condition and having a professional home care prescription recommended by a well trained student is an experience in itself. Many clients may be experiencing a professional skin treatment for the first time. You have an opportunity to make a difference in the health and appearance of their skin. Retailing is not only a profit for the school, but it also helps train and prepare new skin therapists for the real world of being gainfully employed or owning a successful skin care business. _______________

retail training of staff and students The Skin Bar® Placing a few “try me” products at the front desk area and offering clients and staff a complimentary 5 minute Face Mapping® skin analysis will give your students the confidence they need to approach clients in a professional skin environment once they have graduated and entered the professional arena. Besides, it’s fun!!! _______________