Word: mottus
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...Angeles, where red is the hair flavor of the day, the aim among youngsters often is to imitate such scarlet-tressed idols as Teen Actress Molly Ringwald and Sarah Ferguson, the new Duchess of York. Older trendies are often attracted by the instant but revocable shock value. Explains Allan Mottus, publisher of the Informationist, a beauty-industry newsletter: "Monday through Friday you can have one life-style and then change it on Saturday night. Dr. Jekyll and Mr. Hyde lives...
...such niggling details didn't matter. Like most other e-commerce ventures, the beauty sites were thinking only about getting big, fast. Sooner or later, they thought, the big brands like Lauder, Lancome and Chanel would come on board. "The start-ups' lack of knowledge was painful," says Allan Mottus, an analyst who consulted for several beauty sites. "They should have taken their $50 million and thrown a big party rather than invest in a market where they couldn't sell 70% of the products...
Going from Klein to Lauder, says industry observer Alan Mottus, "is the difference between turning around a speedboat and turning around a tanker." Carol Phillips, who virtually invented the money machine known as Clinique, notes that "she must deal with the baggage of years of company success and go through the line with a butcher knife, tailoring and trimming...
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