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because they sought professional advancement and financial rewards.
The associates program played a large part in JPMS' success.
Mr. Mitchell was a popular "draw" at industry hair shows,
performing on a regular basis from 1980 until July 1988. During
the show season, Mr. Mitchell, along with his stage partner, Jeanne
Braa, would travel to as many as four cities a week for
approximately 3 months at a time. This included shows for each
distributor as well as demonstrations through in-salon classes.
Mr. Mitchell traveled with distributors' salesmen who assisted in
the introduction and sale of JPMS products.
Mr. Mitchell was the focal point of JPMS' advertising
campaign. In 1986, JPMS came up with the "Creative" concept
campaign, putting Mr. Mitchell literally behind the product, using
photographs of him taken by Irving Penn, a noted fashion
photographer. This campaign, which ran through 1987, was
bifurcated into a consumer version for Vogue, Mademoiselle, and
Glamour magazines with the caption "Can you say 'Paul Mitchell does
my hair?'", as well as a trade version for Modern Salon and
American Salon magazines with the caption "Paul Mitchell works for
me". A similar 1988 advertising campaign also featured Mr.
Mitchell.
F. Mr. Mitchell's Illness and Death
Mr. Mitchell's health had been good until approximately May
1988, when he returned from a series of hair shows in Japan and
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