Long before Lisa Lehan, Kimberly Pecoraro, and Dwight Schultheis launched a|MEN|ity clinical grooming, they knew the right image would be a key to their success. The team spent nearly a year working with their scientific advisors developing cutting-edge men’s skin care products using the newest patented ingredient technology with a specific customer in mind: an urban, style-conscious guy, between the ages of 21 and 44, who cares about his appearance. Now they had to find a way to get the attention of that famously hard-to-reach audience.
The team was in agreement that they wanted the name of the company to be something relatively pedestrian, short yet memorable. They didn’t want any made-up words or strings of initials, which they thought would be off-putting to their hyper-skeptical audience. After a process that included collaboration with a 3rd party consulting team from the Babson College MBA program, the name ‘a|MEN|ity’ was born. Besides the obvious association with bathroom amenities and luxury, it played on the word “man” to be absolutely intuitive who the products were for.
For packaging, the founders chose all black (with blue accents), a color rarely used by consumer brands. “It’s masculine, and that’s what we’re all about,†says Lehan. A no-nonsense motto — “The Pioneer of Clinical Grooming” — went on every item. a|MEN|ity still needed that intangible “cool” factor — some way for their product to jump out at young men (and the women who purchase for them). They wanted the artwork on the packaging to be attention-grabbing, and to elicit some sort of reaction in the shopper. “When you’re just another ‘me-to,’ ordinary product, the packaging should be amusing or mysterious, but when you have a product that is unquestionably better than anything else available, you need to communicate why it’s better,” says Schultheis. “When customers call asking for our acne pen that clears pimples,” Schultheis knows the tactic is working.
a|MEN|ity reinforces its competitive advantage with targeted promotions. Schultheis and the Company’s PR Director, Kim Lord Curtis, spend several days a month pitching roughly100 editors at men’s and style magazines, along with influential style websites and blogs. a|MEN|ity also holds “shave parties,” where barbers give haircuts in old-fashioned barber chairs. They have been held in buzz-inducing venues such as the first floor of Barneys New York and in the lobby of the Ritz Carleton Hotel / Sports Club LA Splash spa in Boston. a|MEN|ity even inked an agreement with Bentley last Fall to get its products included in the gift bags given to celebrities that were being chauffeured around New York Fashion Week.
All the effort is paying off: a|MEN|ity is found in hipster hangouts such as Churchill’s Barbershop in Miami as well as more mainstream outlets such as www.skinstore.com (“men’s grooming products are often purchased online in the US†indicates Lehanâ€). The company has appeared in more than 40 media publications, including The New York Time, GQ, Real Simple and Business Week. Many of those write-ups mention that a|MEN|ity products are used by celebrities such as band members of the Red Hot Chili Peppers and The Killers.
Next up: next month the Company will launch a foot spray, as Lehan, Pecoraro, and Schultheis bet that hip urban young men want their feet to smell good, too. And they would know.