It’s a Stark Reality!

This week I had the pleasure of representing two of my brands at an open house of a new client of mine. A full service Salon & Spa along with a Med Spa facility in the same building. Very beautifully done.

I was there to talk with their clients about the brands they just brought in, present a peak of new products they are considering and promote them as a safe salon based on their cleaning and disinfection practices and their use of top quality brand products, sharing comparisons between them and a sub-standard salon.

What I heard, what I witnessed was not only a stark reminder, but yet another confirmation that I have got to keep doing what i'm doing and you as Technicians have got to keep learning.

NOTHING HAS CHANGED

There were a variety of ages attending this event. I spoke with teenagers and I spoke with elders. The common denominator of the evening was they all agreed, they have always paid more attention to their hair (especially the young) then they have to their feet (especially the aging). Yet, they all understood "our feet carry us around for a lifetime"

It was standing room only, people couldn't even get through the door as I proceeded with my AntiAge demo's and talked passionately about being aware of what they were putting on their feet, where they were getting their services done and what they should or shouldn't do in their own showers.

I heard "I use a scraper", "I use olive oil", "I get a pedicure once a week", "I don't do anything", "I know-I know-I know". They were saying all the things that make the sound of nails scratching a black board. I was going crazy!

As usual, my mind was spinning with how I could use this experience in my Blog. I must admit, I do have a hard time living in the moment.

Anyhow, how this event impacted my Blog today is this. Our clients need education. They do what they do (or don't do) because they just don't know. Or, they do know....they just don't know where to go. In fact, several of the attendees that I spoke with, didn't even know the facility where they were at, offered Nail/Pedicure services.

It is up to us to educate our clients. If we are going to change the way people care for their feet, change the way our industry is viewed, change the idea that our pricing is too high.......we have to educate.

EDUCATE OURSELVES - EDUCATE OUR CLIENTS

dolly-shot-of-two-girls-feet-relaxing-on-grass-at-sunny-day_hrga7xfp8l_thumbnail-full11

Conversation #1: I receive pedicures 1X per week. Why do you go every week? My feet are so dry. Share with me what they do. She uses one of those "scrubbies" on my calluses. Do you do anything daily at home? No...I know I should, but I don't.

First of all, there is no way in hell (sorry) anyone needs to frequent a salon for a weekly pedicure. And, shame on you if you have weekly clients. If they receive a pedicure on the 1st week and just come in for a relaxing message on week 2, 3 and 4. That's something different. Otherwise, both you and the client are the epitome of INSANE! Doing the same thing over and over again and expecting different results.

Receiving or performing a pedicure weekly, using sub standard foot files, sub standard products...does not improve their problem. A scrubbie? Really? Either that's volcanic rock or it's a hard sponge. Ewwwwww! Forget what it's doing to the skin, just imagine the harbored bacteria.

We need to educate our clients on why the skin of their feet look the way they do. Improper tools, improper techniques, improper products, lack of home care.

Conversation #2: I get pedicures monthly. Mind if I look at your feet? When was your last pedicure? Sure, (shows feet), I had one about 3 days ago. Do you like the way they look? They always look like this after I have a Pedicure (they were rough and dry). It's probably because I go to the "cheap" places. But, do you like the way they look? No, not really....but I like to have my feet rubbed.

Okay, so where do I go with this? First of all, her idea of cheap was only a few $$$ less then what this beautiful salon charges. There is a mis-conception that if the Salon is big and beautiful, their prices are going to be high.

Here's the kicker. #1, she has had other services at this facility. Why is the staff not cross promoting? #2, she spends money (doesn't matter how much) but she STILL doesn't like the way her feet look.

Bare with me.

Are you Educating your clients?

Are you Educating your potential clients?

This Business has so much potential. Within our Salons alone, we have so much opportunity to inform and to educate the outside world. We see this daily through magazines, commercials, social media. The outside public is vulnerable to anything they really don't know anything about....IF....you are knowledgable, informed and educated.

The clients at this event were literally memorized by me. Not because i'm anything special, but because I pointed out the obvious, I related, I cared. And, because most people are needing other people to tell them what to do.

There are so many ways to inform.

Host an event like I just participated in
Brochures, rack cards with informative information
Leave your brochures, your rack cards at various places
- Dr's office
- Gym clubs
- Restaurants
Write a monthly newsletter/a blog
Inform on your website
Cross promote

Bring yourself back to the days before you decided to enter this industry. The days before you went to Beauty school. What did you know? Surely a whole lot less than what you know now.

We have to take what we have learned and share it with the general public. We can Educate our clients but we have to reach out further than that. They are hungry for it and they need it.

By the time the evening was up, several people booked for Nail/Pedicure services, we sold retail, we sparked interest in new products

And for me.....I left with a renewed sense hope. Hope in where the future of our Industry is going. The general public are hungry for Educated, informed Technicians. The general public really do not like the sub-standard salons but they know no better. the general public need us.

In addition, I left with the realization that we forget to inform outside our bubble. It's time we pay attention to the needs beyond.

CJ Murray, President

Are you really Listening?

I remember when I was writing a monthly article for Cosmoprof for their Nail section......years ago. The director in charge told me the first one is the easiest. The more you write, the more difficult it becomes to think about topics to write about.

I disagree. My mind races constantly with what I want to share with you in an effort to help your business grow. I talk with clients who give me topics they would like to see and, sometimes the vision will just come in everyday conversation which, is where this topic comes from today.

ARE YOU REALLY LISTENING TO YOUR CLIENTS?

Has our routine tuned out the feelings of our clients? Do we really hear what our clients are saying when they talk abut their day? Has asking “how they are doing “ turned into just routine? Do you even wait for a reply?

I’m not really sure if it was the impact of the OSS class I took or the obvious divide and insensitivity in our world today, or maybe both.

I feel like we have just stopped listening.

The biggest impact the OSS class had on me, was learning all the emotional, physical and psychological impact having cancer does on a person. I certainly don’t want to minimize the severity of cancer however, in taking that class, I began to realize we all have cancer “like” situations in our life.

A situation to where you want to be left alone, or maybe you want someone to be with you. A situation where you want someone to just take care of you. A situation where you want someone to not just hear you, but truly listen...without judgement. Someone to just listen and not try to solve whatever it is you may be talking about.

Maybe you want silence. Maybe you want distraction. Whatever it is, we have all been there. To what extreme is individualized. It's all relative.

Have we forgotten?

We are in a service oriented, make me feel good industry. Most of our clients who frequent our Salons, do so because the service they receive "makes them feel good".

Are we focused on our client? Are we really paying attention to what they are saying?

I know I always harken back to the client consultation. We all know how important I firmly believe that is. However, the client consultation helps us to determine the service. The client consultation protects us, it protects our clients. Listening to our clients goes a bit further than that.

What;s the difference?

A client consultation is manual. what I mean by that, is it's all the same questions, the same routine, the same process.

Listening to the client involves empathy. "The ability to understand and share the feelings of another"
Listening to the client involves compassion. "Concern for the sufferings or misfortunes of others"
Listening to the clients involves exactly that, listening "pay attention, be attentive, concentrate on"

How can we take these characteristics of listening and put them into action in our Salon?

Client is 5 minutes late
- Well, we have all been here. A late client means stress. It irritates us and right away. And, that irritation is visible. Do you even know why that client is late? Do you ever take the time out to really care? Chances are, we are hurrying our client to our stations to get right down to work. What about taking that 10 second pause to "ask if the client is okay?" Does he/she need a moment for the rest room? Maybe a drink? I believe if we calm ourselves, we calm the situation. Make it a policy, if your client is late, they pay for the service they scheduled yet receive the service you have time for. There is always a way to adjust. Even in the worse of situations, you can be compassionate.
Client is stressed
- What do you do? Sit her down and perform the service? That would be the norm right? How about offering a heated neck pad or a cold eye mask for 5 minutes. You can perform your service while the client is experiencing a moment of rest. Spray a mist of calming lavender in the air around them. It takes seconds to show your client...you were listening....you heard what they have to say, and you care.
Client has aches
- I think this is what I think most about when I think back to my salon and what I could have done different in particular aspects of my services. The small gestures which can go a long way. Offering a hand massage to a client who uses their hands a lot. Offering a leg massage to someone who stands a lot. I'm not talking about what is included in the service they are receiving. I'm talking about the client who quietly mentions about his/her long day which might have affected her hands and/or legs. It's listening....it's letting the client know you listened, and you heard.

WE JUST HAVE TO LISTEN

Listening is a skill. In fact, I was quite surprised to see how many books and educational materials there are on the "art of listening". Not listening divides us. Not listening makes us miss many things. Not listening makes us insensitive. Not listening makes us look dis-interested. Not listening simply makes us look like we just don't care.

Get back to the basics of why you got into this industry in the first place. You want to make people look and feel good.

Use your artistic talent to make them look good, use your nurturing soul to make them feel good.

CJ Murray, President

3 Customized Services for Callus Care!

We had such a great response to our Blog of last week, with a request to be more specific about how to use any of our callus products in the Pedicure room.

The idea that anyone even reads my Blogs is super exciting. However, the hunger for Education, the desire to learn more empowers me to a level I can't even explain.

When I owned my Salon, being creative is what made the juices flow. The nail art we offered, the decorations for the Holidays', the constant change which made our clients look forward to the next thing......is what helped me keep going.

I miss all of it! Being able to share my creative ideas with you.....helps keep those juices flowing. Thank you to those who requested more info. I have a "page full" to share with you.

TO BEGIN WITH

If you've been reading my Blogs, you know that I personally believe our consultation begins at the reception desk.

If you change this one thing in your Salon, you won't have to offer 3, 4 or 5 different Pedicures. You offer 1 Pedicure which is customized to each clients need. We modify our basic pedicure to include services such as scrubs, hot stones, callus work etc. etc. Plus, we modify each pedicure based on the clients age, how much time they have and the health condition of the client.

Can you imagine going into a clinic or even a Dr's office with a UTI and they treat you like you have the common cold? Sounds silly doesn't it? In reality, this is what we are doing when we offer the same Pedicure(s) to all clients.

You also need to be well versed or well educated in order to teach your reception to ask the right questions? They won't ask ALL the questions, but they certainly would get the consultation started.

Remember, the basic need for a consultation is to protect yourself as well as your client. You want to protect yourself from not leaving enough time for a client who requires extra work. You want to protect yourself from not servicing a client who has an infection. You want to protect yourself from under-charging for your services.

What should a consultation sound like coming from the Reception desk?

Is this your first Pedicure
If no, what if anything, did you like about your last Pedicure.
If no, what if anything, did you not like about your last Pedicure.
Do you have any concerns with the skin on your feet?
If so, would you mind texting me a picture? (This is very popular in Hair Salons)
Does massage bother you?
Will you require polish?
If so, would you want a standard polish or a fast dry (as in a gel polish)

Notice, there are no specific Medical questions. This should be left up to the Foot Care specialist.

However, also notice the questions being asked are directed towards knowing how much time will be needed in the chair and having a picture of the skin of their feet will help you begin the process of what service should be suggested.

At this point, the reception would simply say, our prices begin at XXX. The Foot Care Specialist will make their suggestion and pricing will be established at that time.

WHAT NEXT?

Once the client sits in your chair DO NOT automatically put their feet in the water. In fact, the water shouldn't be waiting for them at all.

You need to consult with them on Medical challenges.
1. Are they diabetic
2. Have they ever had or now have cancer
3. Are they on blood pressure medicine.
4. Do they have circulatory problems
5. Do they have fibromyalgia
6. Do they have neuropathy
7. Are they pregnant
8. Do they have any allergies
9. Do they have any sensitivities
You need to do a visual. The integrity of the skin on our feet change once they are placed in water. Not looking at the bottom of their feet, between their toes, removing their nail polish to look at their toes is neglect on your part. It's like going back to that Dr. who provides a prescription for a common cold when you really have a UTI.

In addition, there are more questions which should be answered prior to performing the service.

How often to you get pedicures
What do you do to take care of your feet between services.
Tell me about you! Are you active, do you wear shoes or sandals mostly, do you walk barefoot?

It isn't until all these questions are answered and the visual consultation is done, should you begin the Foot Care process. Why? Because;

Depending on their health concerns will depend on the temperature of the water
Depending on their health concerns will depend on whether you use implements on them or not
Depending on their health concerns will depend on what type of massage you give
1. Water to hot can throw some with circulatory problems into a blood clot
2. Someone pregnant receiving a massage can be put into labor
3. Someone with Diabetes should not have their cuticles clipped
4. Someone with Cancer has very specific needs

3 CUSTOMIZED SERVICES

FOOTLOGIX

In my early days with Footlogix, I always recommended these products to be used in every Pedicure. It didn't happen and I couldn't figure out why. It's a great product, it's effective. Yet, I noticed my clients using the product only used it for specific services. They listed it on their menu as a "Medi Pedi" a "Heeling Pedi" a "Cure All", just to name a few. In addition, they were listing these Pedicures at a price of $75.00 upwards to $150.00.

Sounds great right? Only if they sell. But they weren't. One big reason is because it was listed as a separate type of service on their menu.....as stated above. That's a problem why? Because clients looking at that service didn't feel like they needed that type of Pedicure. And, the Technicians weren't knowledgable enough in Foot Care to be able to "sell" the difference.

Problem #1 - be knowledgable

Problem #2 - don't list it as a separate service

Recommending the Footlogix products for a Pedicure should be customized. It's marketed as a "clinical" brand. Why? Because it's safe for the diabetic and it as no fragrance. In addition, it's absorbs quickly into the skin without that greasy feeling.

These products are great products to market to your men. It's also a great product to use if you are in a clinical environment such as a Podiatry office.

In addition, this is an easy to use product for at home care.

Footlogix has no fluff or buff. It's simple to use, it's effective, it's very 1-2-3.

PODOSAFE

I try not to show favorites, because I truly believe in all the products I Educate on. However, I can tell you right now. If I still had my Salon....with PodoSafe, I would be doing things a lot different. I would be working smarter.....not harder.

PodoSafe came to my attention last August at the Foot Forward Summit. What you don't know, I was very angry at being a part of that Summit. I felt it was very expensive to participate. Yet, Centre for Beauty had to be there. Why? Because my main 2 Mfg's were there......right in my back yard.

I won't get into all that, it's not important. What is important is the real reason I was there. PodoSafe. It was just mean't to be.

As soon as I started talking with them and began watching their demo, I knew there was something special. It was the same....yet different....then what I already carried. It was a product I could introduce into the Podiatry market yet introduce to my clients as a stand alone service. A way to work less, make more money.

I've recommended this service to be no less than $50.00 for 30 minutes and highly recommend you charge $75.00. Why? Because results are amazing and they are quick.

You don't perform a full Pedicure service with the product. It is a "Callus Solution". A service for those who have angry skin on their feet. A service for those who don't like the whole process of a Pedicure. A service we keep in the Salon. A service where the product works for us.....we don't work for it.

LCN

By far my most favorite full service pedicure brand. Over the past 3 years i've been affiliated with the brand, i've come to realize the European nations really have the low down on creating great, quality products. It doesn't matter what is introduced from the home office Wilde Cosmetics, it just simply wow's me.

What I have grown to love about the LCN brand is the reality that all men are NOT created equal. Some people like to stick with the same thing, some people need a variety in their life. No matter which category you fall into, we can provide what you need all from the LCN brand.

Its Urea product line is my anchor. Much like Footlogix but with many more beneficial ingredients. These added ingredients are visible in the results. It shows more hydration by far.

This is your full service line. You can ambience around the world with its exfoliating scrub capable of being used as a European gommage. The mask, as with any mask in the LCN brand isn't typical. It's lightweight and is not recommended to be washed off.....simply massaged into the skin.

The LCN brand is the epitome of customization

I also love the seasonal brands with the LCN line. Citrus and Red Wine, just to name a couple. But....hold onto your hat. In a couple more months, we will introduce their new Spa line. Wilde Cosmetics has revived some of their best sellers. It's very exciting.

Who is your client for LCN.....simply put.....everyone! You can make it clinical, you can make it sexy. It does have a slight fragrance to it albeit a very clean fragrance. therefore, if you are looking for non fragrance, Footlogix might be your answer.

With all this being said, the one thing I truly love above all my brands.....they are interchangeable. There are no contra-indications in mixing one brand with another. This is awesome when you are trying to 100% customize and or modify to your clients specific needs.

To put all this in summary.

Offer only 1 Pedicure and customize the service to your clients needs
Use Footlogix as your more clinical product for those who simply don't like the fluff and buff, the fragrance, the feel of more hydration
Use PodoSafe as a stand alone. No full service Pedicure. Simply a callus solution.
Use LCN as your full service Pedicure. It combines the benefits of Footlogix with benefits of luxury. Hence why we call it "Results with luxury"

You don't have to use all 3, but I do recommend 2 of the 3. I highly suggest PodoSafe as your "solution" service and either Footlogix or LCN as your Foot Care service.

With that being said, you can ambience any of these products and do very well with them. However, remember, everything you add has a cost. That cost needs to be incorporated into what you charge.

Also, as an FYI.....all 3 brands are safe for the diabetic client.

WHAT IF?

You scheduled for a haircut and everyone received the same cut
You scheduled for a hair color and everyone received the same
You scheduled for a nail service and you received the same as everyone else
You scheduled for permanent eyebrows and you received the same shape as everyone else

This may sound a bit ridiculous, but it's the truth...the list goes on and on. As Technicians we have got to start realizing....not all pedicures are created equal.

I believe we depend too much on our menu's. We use our menu's as our salespeople instead of training ourselves and our team to ask the right questions.

Happy Pedicuring!

CJ Murray, President

Our top 3 Callus Softening products!

Welcome to our 2019 Have You Heard Blog. My goal is to continue to provide you with educational, informative information in an effort to help you grow your

Foot Care Business.

Over the years we have all been introduced to many products which claim to be the best of the best when it comes to "callus removal". Yes, many Mfg's use that term which......if I don't correct, someone will turn me into the callous police and i'll get my ass chewed. Don't get me wrong, i'm a huge proponent of making sure we use the right terminology and stay within the limits of our license. I just think the entire point is missing when focusing only on the "correct terminology".

Anyhow, there are many great "callus softening" products available to us. However, how do we distinguish one from the other? How do we determine which one is best for our Business? How do we know which one is best for our clients?

Let me share what I know (which isn't everything), in hopes it will help bring clarity and help you decide which is best for you and best for your clients.

To begin with, what exactly is a "callus softening" product? It makes sense to say it's a product which softens the callouses right? True as that is, are you looking for a product which just softens the callouses? Or, are you looking for a product which helps in the process of filing the calluses off the skin? Hence, callus removal......truly just a play on words.

Another thing to consider are the long term effects. Many products which are available in our market are products which literally "remove" the callus. These products typically contain ingredients which I would consider not quite safe, effective nor long lasting.

Our calluses are there for a reason. PROTECTION. If "removed" in an inefficient manner,

they will grow back thicker and harder.

Therefore, what is really recommended are products which, are based with ingredients that drive into the layers of the epidermis allowing the softening process to work from the inside out. This allows softening from the cellular level then allowing the skin to "continuously" naturally exfoliate.

With these proper ingredients, when we do take a foot file to the callous, the skin is softer and more pliable.

There are several additional things to think about when choosing your callus products.

What is the ingredient which makes the claim to be the working ingredient? RESEARCH, RESEARCH, RESEARCH. There are several, if not hundreds of products on the market. There are several, if not hundreds of ingredients. The only way to know for sure, if it will work, if it is safe, if it is effective......is research.
Whichever product you decide upon, I don't care how good it is.....never EVER remove more then 80% of the callus. Again, the callus is there to protect us. If too much is removed it will not only grow back thicker, but you can cause portal of entry for infection.
Know your foot files. Here is a link to an article I wrote in 2016. I can't really improve upon the information except to emphasize how important it is to use a proper file in your Foot Care service.
Follow through with client at home care. I've said this before, and i'll repeat myself until I go to my grave. Can you brush your teeth 1x per moth an expect to to have any problems? YUCK! The same is with the skin on our feet. Unless we rid the environment of what cause the dry skin on our feet to begin with......our lifestyle, poor nutrition, lack of exercise, walking barefoot, poor hydration and so on and so on.....we will always need the maintenance.

Centre for Beauty Salon Supply offers 3 different types of callus softening products. They are chosen carefully. I look for products which first and foremost are;

Safe for the client
Safe for the technician
Safe for diabetics
Safe for any immune compromised client

SOAK SPRAY by LCN

Soak spray is amazing because it is a Urea based product. Urea is a hygroscopic. It processes into the 7 layers of the epidermis which, allows the softening to begin working from the inside out. It contains 17% Urea.

What I personally like about the Soak Spray, are the added ingredients. Lactic Acid.....a fruit acid also a hygroscopic and Allantoin and Panthenol for calming and soothing. In addition, it works wonders with the AngelFeet file.....my favorite.

Soak spray is safe for the diabetic and any immune compromised clients.

PODOSAFE

Our newest product added to our venue in 2018 is Podosafe. Originally developed in Brazil as a cuticle softening product, Podosafe has manifested into the most up and coming callous softening product.

It also is Urea based with a minute amount of Hydrogen Potassium. This combination provides crazy, amazing results. In fact, the softening is so effective, the dead skin literally can be removed with a spoon. Watch this video.

What I personally like about the PodoSafe is it's ability to be used as a "stand alone" service. It is so effective, you don't need to start with a soaking process, you don't need exfoliation. In addition, it opens the door for the Podiatry market.

PodoSafe is also safe for the diabetic client and a client who is immune compromised.

If you are looking for a new service for your venue. If you want to make more $$$$. If you want an additional revenue stream of income. PodoSafe is for you.

CALLUS SOFTENER by FLX

The Footlogix callous softening product is also a great Urea based product. It contains 20% Urea. The biggest difference reported between Footlogix and my other brands, is hydration.

It is very effective, however, it does not have any added ingredients like the LCN brand does. In addition....sadly.....it is found on Amazon and all over the internet made available to our clients at cost below our cost. this is one of the biggest reasons I opted to look for other brands.

Now, with that being said.....what isn't found all over the internet? If our clients (and ourselves) want it, they and we will find it.

It also is safe for the diabetic and any client who is immune compromised.

In short, there is a product for everyone and anyone. My Centre for Beauty clients are all different. They prefer different methods, offer different services but we all want the same results. GREAT ONES!

Whether or not you choose one of our products or choose to use something different....please......do your research. I'm happy to personally help you if you have questions. I'm happy to investigate into products I don't carry. I'm happy to help you!

Once you have done your research, you need to know what works best for you and your clients. What are you looking for in results? How hard do you want to work? Do you want a Foot Care system, or do you want to provide your clients with long lasting results? Do you want to offer both?

In addition don't forget to look at your bottom line cost. This calculation should include all products AND sundries used in whatever service you are offering.

HAPPY PEDICURING

Archives for January 2019

It’s a Stark Reality!

NOTHING HAS CHANGED

EDUCATE OURSELVES - EDUCATE OUR CLIENTS

CJ Murray, President

Are you really Listening?

ARE YOU REALLY LISTENING TO YOUR CLIENTS?

WE JUST HAVE TO LISTEN

CJ Murray, President

3 Customized Services for Callus Care!

TO BEGIN WITH

WHAT NEXT?

3 CUSTOMIZED SERVICES

WHAT IF?

CJ Murray, President

Our top 3 Callus Softening products!

CJ MURRAY, PRESIDENT