Find a Niche, Know Where You Want to Go

Miller wasn't always interested in hair. After graduating from UMBC, she worked as a software engineer for several years while pursuing a fine arts degree in painting at the Maryland Institute, College of Art.

"UMBC gave me a focus and helped me become a well-rounded person. In computer science, you have to think abstractly. You're visualizing something that's not there yet, it's the same with art," says Miller.

It wasn't until a good friend was diagnosed with cancer and showed Miller the hair pieces on the market that she started experimenting with hair. "The only options were cosmetic wigs from the '60s that are designed to go over hair. There are synthetic fabrics in cosmetic wigs that shouldn't come in contact with the scalp," says Miller.

With virtually no other company offering quality hair pieces, Miller and her husband Rob, a former investment banker, decided to quit their jobs to manufacture hair replacement products, starting Versacchi USA in 1992. "We really believed in this," explains Miller. "We were actually helping people."

The Millers hired respected chemists, initiated research and performed usage tests. "We are very safety conscious," says Miller.

Today Versacchi USA hair replacements are sold worldwide through distributors. The Millers operate two plants in Indonesia and Korea. Both are locally owned and operated; the Millers are responsible for staffing and quality control. Versacchi products are made with human hair affixed to a clear, lightweight cap.

To offer clients customized hair replacements and personal service, Miller opened her own salon, Versacchi Cosmetica Capillaire, two years ago. Many of Miller's clients are women, but she does specialty work with men as well. Her clients range in age from 6 to 82 years old.

Miller and her consultants get to know their clients and their lifestyles before designing hair replacements for them. When the hair pieces come into the salon they are long and unfinished. A Versacchi cosmetologist cuts, styles and colors the hair.

The Millers plan to open two new salons in Richmond, VA and Cherry Hill, NJ this year. Miller's advice to people who want to start their own business: "Find a niche, know where you want to go and persevere."