SalonCentric President Paul Sharnsky talks about his organization’s
two newest acquisitions in the distributor arena and how the company
intends to offer better service to salons.
Up Close With Paul Sharnsky
Q: Can you provide some background on SalonCentric and
the role you play in the organization?
A: Headquartered in Clearwater, FL, SalonCentric is the
professional products distribution operation of L’Oréal USA.
It was created in 2008, following a series of acquisitions that
provided a strong store organization and distributor sales
consultant network. It is the premier distribution partner to
the professional salon community in the United States and is
fully committed to fighting diversion and protecting legitimate
channels of distribution. Focused on a multiline, multichannel
business approach with professional salon brands through
hundreds of store locations and field sales activities, SalonCentric
connects stylists to the finest brands, education and business
solutions to ensure their overall success. Presently, the company
has more than 3,300 employees, services salon professionals
through its network of 1,150 distributor sales consultants and 700
stores, and distributes Big Sexy Hair, Farouk, Framesi, Kenra,
L’Oréal Professionnel, Matrix, Mizani, OPI, Pravana, Pureology,
Redken 5th Avenue NYC and TIGI, among others.
As the architect of the national organization, my role is
to blend our entrepreneurial cultures into the most dynamic
professional distribution company in the industry. We’re a
company that has close proximity to hairdressers and salon
owners and leverages the great talent within the organization for
the benefit of all of our stakeholders; namely the profession, the
brands we represent, and the stylists and salon owners we serve.
continuation of the strategy we announced a few years ago. In
fact, I’m happy to report that we are ahead of schedule.
Q: How will this latest news benefit beauty professionals?
A: Hairdressers are now going to be connected to the finest
brands, education and business solutions in their markets.
Additionally, at SalonCentric we’ve initiated the most
comprehensive anti-diversion strategies ever in the professional
salon industry. These efforts are gaining significant traction as
brands like Matrix, Redken and Pureology have shown more than
a 30 percent reduction in sales through unauthorized outlets as
reported by IRI data.
Q: How does SalonCentric intend to help salons take their
businesses to the next level?
A: Simply put, salons will be able take their businesses to
the next plateau by working with highly trained distributor
sales consultants who will bring business solutions directly to
salons—their valued customers. Additionally, SalonCentric is
committed to ongoing sales training through the SalonCentric
Sales Academy in partnership with Train LLC. Our salon
partners will have access to our top-notch education and business
programs, including The Summit Salon Business Center (Michael
Cole, Peter Mahoney, Glenn Baker), Strictly Business (Scott
Missad and Frank Gambuzza), Front Desk Training with Kristi
Valenzuela, Integrity Payment Systems (Credit Card Processing)
and Envision Salon & Spa Management Software.
Q: What was it that attracted SalonCentric to Maly’s
Midwest and Marshall Salon Services?
A: Both Maly’s Midwest and Marshall Salon Services have rich
heritages in the professional salon industry that span more than
100 years combined. These are well-run, highly respected and
integrity-based companies that share our values. On a strategic
level, they provide a strong presence in the Midwest, having
more than 130 sales consultants and 90 stores that serve licensed
Q: Given the new distribution model that’s now in place,
what exciting changes can salons expect to see on the
A: We will continue to partner with our brands, many of which
are renowned leaders in providing education to the salon
community. Additionally, we are developing a loyalty program
that will allow salons to earn business-building education
through their partnership with SalonCentric.
Q: L’Oréal has been grooming SalonCentric for a starring
role in distribution in the professional salon industry. With the
acquisition of these two entities, are you closing in on that goal?
A: Being close to hairdressers is the heritage of our company.
L’Oréal got its start in this industry more than a 100 years ago.
It’s inherent in the company’s DNA to serve hairdressers and help
build the profession. The two newest additions to our company—
Maly’s Midwest and Marshall Salon Services—represent the
Q: SalonCentric has assembled a thriving business that
stretches from California all the way to Florida. What’s next
on the horizon?
A: We’re open to considering other such acquisitions as the
opportunities arise. We believe that hairdressers and consumers
are being better served. What’s more, our appropriate
participation in the distribution network enables us to better
fight diversion. ✂ —Kelley Donahue