A Conversation With ... Paul Catlett

I opened in 2001 in leased space. Since then, I’ve purchased the real estate (next door), and renovated. This last year, we added the second floor, which was finished about two months ago. I went back and bought my old spot – just for room for future growth, maybe a … day spa. I employ about 14 people. About 10 are stylists; the rest are assistants or managers. In the new year, we’re setting up health care (benefits). We have an education system built into our salon, and I always set the standard higher every year, so they have unlimited growth. The more busy I get, the more expensive I become, and a lot of my clients funnel down to (the other stylists). … It’s a really good system for people who want to be at the top of the food chain when it’s all said and done. I was the first salon downtown. … We’re (creating) about 25,000 (trips) downtown every year.

You’re still hands-on with clients, then?

Absolutely. I’m behind the chair four days a week still. (In 2007) I’m probably going to go to three, just because I’m as effective running my business with my manager and my team as I am behind the chair. But I’m still super-passionate about what I do. We just focus on hair. We do some facial waxing … but for the most part, I believe in focusing on one thing and doing it really, really well. … I’ll be honest with you – I’m the most expensive guy in town. My haircuts start at $75 and my colors start at $125. But the thing is that you get my undivided attention.

How did you get into this line of work?

I was working in the fashion industry out in California, and I got an opportunity to attend Vidal Sassoon, the best hair school in the world. I graduated from there and went to work for a famous hairdresser in Santa Monica who encouraged me to come and duplicate what he had done there – to create jobs for passionate hairdressers. I moved back here … and got my doors open. It was just me, and I started adding.

The growth of your business has caught the attention of other entrepreneurs who seek you out for advice. Is it just other salon owners, or those with different types of businesses?

A lot of it is salon owners. I’m not opposed to giving ideas, trade secrets and the equation of how I became successful in my industry. You know, only 2 percent of salons open in the United States are profitable … or keep consistently growing. … We’ve grown more than 40 percent in the last year. That’s huge for our business. We project that for the next three years as well.

What’s the equation?

It’s something I learned out in California, and it’s also (from) trial and error. The equation is to sacrifice. To sacrifice yourself for the big picture. Take all the money you make and reinvest it back into your employees. Reinvest it back in your facility. Invest it into education. Be selfless, and know that if (employees) are staying busy and you’re staying busy, eventually, you’re going to make money. Don’t take that money and go spend it frivolously. … Keep that money in the system so (employees) can keep growing, too. The equation also is to purchase your real estate. Buy your building, and that way you can’t be pushed around. You can’t be bullied. You can’t grow a business and get pushed out. (Beyond Vidal Sassoon) I have no formal education. I come from no money. I had nothing, and I started this whole dream with literally $2,000. I’ve never had a loan from a bank. … I financed this all on my own by being a good businessman and sacrificing for the biggest picture, and that’s the key.

You’re getting ready to head to India for a few weeks – can you tell us about your plans?

It’s a mission trip. I’m going with a group of missionaries from Texas. We’re going to be building some medical facilities on the Indian-Pakistan border. I’m not so much nervous as I’m thinking of the benefits I’m going to get out of it. I’m going to get to experience more that I can bring back and share with others. I think it’ll be a good trip. … My thing is that the more you give, the more you receive. I’m a Christian, and that’s a principle of mine.

Is it hard for you to leave your business? Have you ever done so before?

I backpacked in Asia for three weeks, and I backpacked in Australia for a month. I just hire really good people to run (the business). I really believe in my staff. We all have the same goal and the same game plan.

What other things do you enjoy outside work?

I ride motor cross to relieve my stress. I travel. I go to the lake a lot and spend time out on my boat. I spend a lot of time kayaking. As soon as I’m outdoors, I’m good to go, because I spend 12 hours a day inside. The whole reason for me putting a huge glass wall at the front of my building is so that I can feel like I’m outside.