Autumn Special Edition 2021

DermaConcepts: How Carol and Rob Trow Are Metamorphosing the Skincare Industry in the US


The changing environment all over the world is pushing the demand up for new solutions for better and healthy skin. The increase in pollutants and chemicals in our environment, in addition to the thinning ozone layer, is contributing to photodamage, pigmentation, acne, and various other skin-related issues. Mashpee, MA-headquartered DermaConcepts® is bringing to you skincare products that will help restore, protect, and maintain healthy, youthful, and beautiful skin.

For over 30 years, the founders of DermaConcepts®, Carol Trow and her partner and husband Rob Trow, have been distributing results-driven at-home and professional treatment products and technology, backed by clinical studies and science, that is a generation ahead of other skincare companies. DermaConcepts® is the official US Distributor of the international and award-winning Environ® Skin Care. This pharmaceutical-grade skincare line with its cornerstone ingredient, Vitamin A, along with vitamins C, E, antioxidants, peptides, hydroxy acids, growth factors, and HA, incorporated into the proprietary incremental system, helps patients become more comfortable with increasing levels of essential ingredients to assist in restoring, protecting and maintaining the appearance of a healthy, youthful-looking and beautiful skin.

DermaConcepts® provides, to their stockists, industry-leading education, marketing support, and an innovative business model, guaranteeing ROI results for a practice, client retention, and outstanding practitioner and patient satisfaction. “We sell exclusively to medical spas, dermatologists, plastic surgeons, health and wellness centers, and medically affiliated practices,” said Rob Trow, a Founder of DermaConcepts®.

“DermaConcepts® offers extraordinary professional training, development and education for business owners and their staff.”

We recently interviewed Rob Trow, a Founder of DermaConcepts®, to know more about the company and its plans for the future. Read on for the excerpts from the interview.

Q. Developing high-quality product/services needs support of high-level talent and dedication. How did you manage to form your dream team?

It is absolutely critical that when we hire our sales consultants, educators, marketers, or customer service team members that they possess an organic passion for our products and are excited about the skin science, device technology, and new ingredient innovation. We believe that we have some of the best educators in the industry – they simply love to teach and share the phenomenal skin results they see with our products and treatments.

Our sales consultants are fiercely independent and provide bottomless support to their clients to ensure the practice is successful with our Environ® Skin Care back bar services and retail sales. Our sales team and trainers are extremely skilled at creating branded signature services and merchandising our products that will create the best ROI for practices of all shapes and sizes. Ultimately, our team cares about patients attaining healthier-looking skin which helps the practice with their client satisfaction and increases their client retention.

DermaConcepts® has been a successful business as all of our team aligns with our philosophy that customers become our strategic partners. And within our organization, we are entirely collegial. Most importantly, Carol and I make sure that all of our employees put family first.

Q. How do you gather insights to come up with new and exciting products?

Carol and I are in the field learning about emerging technologies, along with our sales professionals, to keep a pulse on what is in demand in the skincare industry, particularly for pre- and post-cosmetic surgery. We make personal phone calls to clients who want to discuss their business and our services and products directly with us. Carol and I are excellent listeners and we have partnerships with AmSpa, NASNPRO, Aesthetic Everything, and a number of trade publications. We, along with our team educators, are invited to be guest speakers at regional and national skin industry conferences including Aesthetic Extender Symposium, The Medical Spa Show hosted by AmSpa, National Aesthetic Spa Network, and the Texas Society of Plastic Surgeons to name a few.

Q. How do you manage your supply chain? And tell us about its flexibility.

Our sales consultants are proficient at training stockists to manage their inventory at the practice. Environ® Skin Care products are formulated with fresh and efficacious pharmaceutical grade vitamins that provide patients extraordinary results. Environ® Skin Care products are packaged in protective airless pump bottles and collapsible tubes that prevent light, air and bacteria from degrading the formulations and ensures efficacy. DermaConcepts® also offers a drop ship program for clients to assist the practice in shipping products swiftly to patients. This has been very beneficial during the pandemic.


Q. What are the factors that make your brand one of the “Best” and why?

DermaConcepts® offers extraordinary professional training, development and education for business owners and their staff. We offer patient education programs in terms of skin analysis events and skin health workshops and seminars. DermaConcepts® has a robust library of marketing and merchandising support that are suitable for small or larger practices. As a family-owned company, we pride ourselves on offering a number of generous loyalty and staff incentive programs.

Additionally, Environ® Skin Care, founded by Dr. Des Fernandes, a world-renowned plastic surgeon, and his sister Val Carstens, has one of the fastest growing results-orientated skincare lines with sales in 75 countries. Environ® Skin Care is one of the few companies in the world with its own pharmaceutical grade manufacturing facility with all manufacturing done under low light and nitrogen blankets. All Environ® Skin Care products are tested by three independent certified labs for microbiology, ingredient levels and efficacy. Environ® Skin Care products have been awarded the prestigious certification of the Swiss Vitamin Institute that confirms that the consumer receives the highest quality product with the declared vitamin content. All Environ® Skin Care products are cruelty free.

In a world where skincare companies are heavily soliciting direct to consumer sales, DermaConcepts® is steadfast in its policy not to allow unauthorized online sales and we do not do direct solicitation of patients.

Q. Do you have any new services ready to be launched?

DermaConcepts® has partnered with the Skin Science Authority to offer our stockists a state-of-the-art online real-time skin consultation system, virtual consultations, and one-on-one personal professional development and training. We are planning to launch in Q4 of 2021.

Q. What does the future hold for your company and its customers? Are exciting things on the way?

We are excited to announce that Environ® Skin Care has retail and professional back bar releases planned in 2022. The products incorporate cutting-edge ingredients and non-invasive cosmetic technology for improving the look of lines and facial volume for a visibly rejuvenated and youthful appearance.

Our goal is to continue to add sales and educational team members. We are working with search firms to fill new positions needed as a result of our continued growth. We have also recently implemented powerful lead-nurturing campaign software that will efficiently provide prospects with relevant company and educational information while tracking them and preparing our sales team with qualified, interested parties.

“Environ® Skin Care products are formulated with fresh and efficacious pharmaceutical grade vitamins that provide patients extraordinary results.”