Life Lessons

President and CEO of Jan Marini Skin Research, Jan Marini traces the path of her successful career and shares lessons she has learned.

I've always referred to myself as a product researcher. In the beginning of my career, which started about 35 years ago, my expertise was targeted on deciphering cosmetic skincare ingredients. When you look at long, and often intimidating, product labels, how do you know if a product or ingredient actually produces a measurable and objective change? Is there any scientific or medical validation? At first, I lectured to physicians, medical professionals, skincare professionals, and consumers about ingredients. I was also interviewed on talk radio and television programs. People loved hearing about products that actually work.

Jan Marini

As time went on, I developed associations with physicians and researchers and began to focus more on the research-and-development side of skincare. Around 1989, I financed and co-marketed M.D. Formulations and M.D. Forté product lines. The products originated from a little pharmaceutical firm, Herald Pharmacol, in Richmond, VA. Herald Pharmacol was modestly involved in manufacturing a glycolic acid-based product that very few physicians and virtually no one in the professional skincare industry knew about. At that time, glycolic acid skincare products were not commercially available to the general public.

When I secured the distribution rights, I believe Herald Pharmacol assumed I would market the product through traditional retail channels, such as department store cosmetic counters. However, I envisioned an entirely unexplored—and what could be considered highly controversial—marketplace: the physician-dispensing market. Back then, physicians were not selling skincare products in their practices. While this is commonplace today, at the time it was viewed as tawdry, cheap, and, at best, unethical. I had a vision so intense, and with such clarity, that I felt compelled to follow my instincts.

Jan Marini is a fixture on the spa show circuit, where her classes are always full of estheticians looking to learn more about the line.

Looking at today's market, it may not be apparent that there were seemingly insurmountable obstacles. First, the majority of physicians were incensed and insulted at the very suggestion that they would sell skincare products from their practices. Many of my colleagues, including those at Herald Pharmacol, thought I was certain to fail and that along the way, I would also irreparably damage their reputation. There was no encouragement or positive feedback. The experience taught me a critical lesson. Never let anyone determine your limitations, and don't give up on your aspirations and goals by making them contingent on receiving validation from someone else. Fortunately, I trusted my instincts. Many of the world's greatest achievements started with the admonition that "it can't be done."

I also believe that many of us are hesitant to take the initial risk unless someone else has succeeded. Don't be afraid to be the first. I have never wanted to be second in the marketplace and have my progress compared to someone else's. If you are first, you set the standard for everyone who follows.

The Skin Care Management System is the core of the Jan Marini line.

And the rest, as they say, is history. M.D. Formulations and M.D. Forté grew and prospered and were eventually purchased by Allergan. The physician skincare market was firmly entrenched, spawning medical spas and laser centers to become the fastest and most profitable segment in the skincare arena.

In 1994, I founded Jan Marini Skin Research (JMSR), which enabled me to further realize and refine my vision. Jan Marini Skin Research is really the vehicle that allows me to research, develop, and market new and evolving technologies. I have had the privilege of bringing to the market topical agents that are a worldwide first. I hold numerous patents, and I am intensely dedicated to uncovering and identifying technologies that can truly impact the medical community and professional skincare market. I have been honored to speak at medical venues around the world, and I continue to be immensely grateful and humbled by the support of the marketplace I serve.

Jan Marini confers with JMSR public relations manager Lauri Blue.

Reflecting back on the last 14 years, I can recall devastating challenges along with exhilarating successes. As my husband likes to say, "nothing worthwhile is ever easy." There have been all the typical growing pains—employee issues, strategic decisions, betrayals, and triumphs—along with the ever-present struggle to create a balance between personal time and the all-consuming passion I have for the business. I have dealt with lawsuits (not for product issues, thank goodness!) and FDA issues. I have had formulas stolen along with customer lists, and I, along with the talented and dedicated people I work with, have all survived and prospered.

I think I am truly in the greatest and most rewarding business in the world. I believe you must partner with your marketplace to fulfill a need, provide value, and make it possible for others to succeed. I'm also a firm believer that you must share your knowledge and give freely of your time and expertise so that others can realize their goals and ambitions in order to live their passion. Every day is filled with possibilities and opportunities. And most of all, I believe that although no one can do it for you, you don't have to do it alone.