Success a little more than skin deep

John P. Walsh was a 23-year-old college student when he visited an Elizabeth Grady salon for treatment of his bad skin. He was so impressed he dropped out of college, enrolled at the beauty school, and eventually bought the company, which owns 40 salons in New England. Now 52, Walsh recently spoke with Globe reporter Jenn Abelson.

Q How did Elizabeth Grady solve your skin problems?

A They determined I was using a very high alkaline soap. Being from an Irish background, I thought I should be using Irish Spring. But it dries and dehydrates your skin. And I have sensitive skin. So I started using one of their pH balanced cleansers. I still use it today.

Q What was so inspiring about Elizabeth Grady that you decided to drop out of criminal justice school to study beauty there?

A I was so impressed with their knowledge and the change in my face within a week. It made me a loyal client and I soon realized this was a growing industry with lucrative opportunities.

Q What did your parents think?

A Let me see -- how I can eliminate some of the vulgarity? No, really, they were supportive. Academically, I wasn't too disciplined. Financially, I didn't have to resources to go to college. It was a struggle to make ends meet. This was almost an epiphany.

Q What did you do after graduation?

A I wasn't fortunate enough to get hired by Elizabeth Grady. So I started doing facials and makeup in Andover and then in Nantucket. But after I broke my hand in an athletic event, I couldn't do facials anymore. So I got a job selling skin-care equipment. During that time, I realized there was nothing vertically integrated like Elizabeth Grady, with their own brand, school, products, and stores. I wanted to open a franchise, so I contacted the founder, Joe Grady. Instead, he hired me to do outside marketing and sales for the company.

Q You later left the company and then bought it back from Gillette. Why?

A Gillette took Elizabeth Grady from a mom-and-pop shop and made it one of the most sophisticated skin-care salons in the United States, with its customer service, sales, and shops. I just love the business.

Q The company had some rough patches in the early 1990s, but you've grown the chain from eight stores to 40 and now describe the business as the most profitable skin care salon network in the United States. What happened?

A We've seen a huge amount of growth. Part of the success comes from the fact that our products aren't coming from the office. They are coming from the salons, from the 400 aestheticians and make up artists in the field. Everything we use in the stores is developed in-house. We have a team of chemists from around the world. We are never first to market or one to jump on the bandwagon of a trend. But we have the best products and the best service.

Q There's not a lot of men around here.

A All our aestheticians and makeup artists are women. Men are few and far between in this field. In 30 years, less than five men have graduated from the entire program.

Q Shouldn't a female be leading the company, then?

A It would cost her a lot of money.

Q How has the competitive landscape changed over the last two decades?

A There's been explosive growth in the area. But it hasn't hurt us. There's just considerably more awareness of skin-care treatments.

Q How is Elizabeth Grady different from the typical snooty Newbury Street spa?

A Our focus is not on pampering. Our focus is on healthier skin, followed by relaxation, and then pampering. Our whole focus is on keeping our clients younger looking longer.

Q Are you considering offering Botox treatments?

A We know that about 10 percent of our customers have some kind of cosmetic procedures, whether it's Botox or collagen. We think it's something better relegated to a doctor's office.

Q Who is your typical customer?

A She's a working woman between 22 and 55 years old. About 56 percent of them have had four years of college or more.

Q What is your beauty regimen?

A I have facials once a month. I have massages once a month, every month. I use Elizabeth Grady products to shave with and to seal and protect my skin. I take vitamins, I exercise. I have a healthy diet.

Q What treatment should more men be getting?

A Facials. The only way to keep the muscles in face and neck strong is through facials and facial massages.