At gloProfessional, Wenker is implementing many of the strategies that drove Dermalogica’s sales, while cultivating gloProfessional’s differentiated assortment straddling skin care and cosmetics. Wenker helped broaden Dermalogica’s reach beyond the professional sector into Ulta Beauty, its own stores and e-commerce.
After Unilever acquired Dermalogica in June, Wenker evaluated several positions in the beauty industry and pharmaceutical sector, where he spent most of his career prior to Dermalogica. He was drawn to Denver-based gloProfessional’s potential and the chance to spearhead a brand not owned by a major beauty conglomerate.
Specialty retail holds promise for gloProfessional. At the moment, that and e-commerce only account for about 10 percent of the brand’s sales. The physicians’ channel is responsible for 25 percent of sales and salons represent 65 percent of the business. Sales are balanced between skin care and mineral makeup.
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GloProfessional products are available in roughly 6,000 physician and aesthetician offices, spas and salons, and the brand has sales force with more than 80 staff members. Twenty percent of the business is outside of the U.S., a percentage Wenker hopes will increase to 40 percent over the next three years.
GloProfessional’s product portfolio contains 200 skin-care stockeeping units and 375 mineral makeup stockkeeping units priced mostly from $10 to $135. Wenker said he’s working to streamline the selection and improve the communication on the skin-care products to have a “very clear direction on problem-solution for clients.”
Cosmetic surgeon Richard Caleel and investor Mark Hayden founded gloProfessional in 1997 to capitalize on the emerging market for cosmeceuticals. In 2002, the company launched gloMinerals and, four years later, it expanded again with the clinical skin-care line gloTherapeutics.
Private equity firm Swander Pace Capital acquired gloProfessional from North Castle Partners in 2013. In the two years since the acquisition, Wenker said the brand has registered annual revenue growth in the high-single digits. “We are expecting to have acceleration of that growth,” he asserted. “The growth has been from new account expansion and incremental growth has come from product launches in the third and fourth quarters of this year. Our contour kit has done very well and our holiday kit offering has been compelling.”