Archives for March 2019

It may be time to reboot?

Spring forward Fall back

Such a simple reminder of what to do with our clocks during the Spring and Fall seasons. It works for me. I have to repeat it in my head as time comes around, for me to remember which way the clock hands needs to be turned. Or, in these days....the digital numbers.

For me however, when I owned my Salon, it was also a refresher. Spring seemed to be the perfect time to "Spring clean". I found it cleansing, refreshing, motivating and an excuse to make a new start. There always seemed to be a lull between the end of the year Holiday's and Summer. March and April was that sweet time between the two, and I took complete advantage of it. In fact, I still do.

FOR A CHANCE TO

When I wrote my article last week on selling retail, I was hoping more than 2 people would take advantage of my "retail challenge".  I'm offering to give away $100. in product for you to set your own goal and follow through. Seems crazy to me not to take advantage of that, but what it showed me is the fear our Technicians really do have in promoting retail.


It solidified that many of you have to reboot, get in the right frame of mind and make a new start

I assure you, the excitement, the refreshment, the motivation you get from a reboot extends to your team and your clients.  In fact, I suggest you have your entire team reboot.  It can be fun and without a doubt, it can help increase your $$$$.


When your entire team reboots, it's magical

FOR A CHANCE TO-3

To begin with, rebooting involves your typical Spring cleaning

  1. Deep clean your Salon.  Floors, shelves, stations, storage area.  Get rid of products in your cabinets you don't use.  Clean out your draws and re-organize.  Make it a fun day with your team.  Open the doors and windows.  Crank up the music.  Bring in lunch....get er done.
  2. Refresh your cleaning and disinfection procedures.  Once you have everything clean, you really do need to do the best to maintain it.  Cleaning and disinfection isn't just about your tools and implements.  It's about your work area as well as your retail shelves. Review your procedures and make sure everyone is on the same page.
  3. Have a meeting of the minds.  Work with your team and let them share ideas for future promotions.  Ideas on how to increase sales.  Ideas on how to cross promote your in-salon services.  I can't tell you how many Technicians I talk to that don't have the opportunity to share their ideas with their bosses.  Sad really, as some of them are awesome ideas.
  4. Talk with your Vendors.  I don't understand ordering products without support.  I've discontinued Business with my own Vendors during my career at my Salon and even now with my Distribution.  If I can't get the support I need to satisfy my client, I look elsewhere.  You should be the same way.
  5. Evaluate your cost vs sell price.  Rebooting is the perfect time to evaluate all your cost and determine if you should have a price increase or not.
  6. Eliminate waste.  In my opinion, this is the best part of rebooting.  You have got to get rid of the things which are costing you money, not making you money.  This would include services listed on your menu.  This would include products purchased, not being used. Redo your service menu if you have to.

If you work on your own in an independent situation, rebooting is very important. When we work by ourselves we have no motivators. We are everything. Doing a reboot helps you to keep going with a positive attitude.

Here are some more ideas on how you can reboot without spending a fortune.  Simple things really!

  • Move your pictures.  Change locations of where they are.  Maybe add a new one.
  • Buy new pens.  Yup.  Seems crazy how anew pen can change your whole day.
  • Add or change your air freshener.  It's Spring, a nice clean linen or citrus (my favorite) works wonders.
  • Buy new towels.  Chances are the towels you have been using have been worn and maybe even have nail polish on them. They aren't that expensive.
  • Place a new hand soap at your scrub sink and/or in your bathroom.
  • Hang a wreath on your door.  Holiday signs are the bestest.  Change them out always....it's fun.
  • Buy new tools.  I always bought new tools on a yearly basis.  My clippers, my nippers, cuticle tools, foot files, bits.  Nothing better than a new set of tools.  The great thing about this, is you can still use your old tools (in most cases), but now you have alternate sets. It's awesome.
  • Set goals.  New Years isn't the only time to set new goals. A new goal is refreshing and we should be setting them frequently.

Rebooting is refreshing. Spring forward into the season revived and refreshed. 

CJ Murray, President

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Money is in the Retail

Unknowingly a couple of weeks ago, I hit a hot spot for many of you when I brought up some pointers on retail. Seems like such a simple concept yet, a good majority of you aren't selling retail at all. Another good majority only order as the client request. And, a good majority of you admitted your product gets dusty from being on the shelves so long.

Why is it as far back as 31 years ago, I was told my retail profits should pay my rent? Why is it I have clients who boast (as they should) they personally sold $50,000.00 in retail products last year? Why is it stores like Sally's, CVS, Walgreens and Walmart all survive on retail alone? Yet, it seems many of you are either afraid of it or don't know how to get started and even don't want to be bothered by it.

It's bewildering really. Selling products you use, selling products you love is super easy. Why? Because it isn't selling at all!

10% urea foot cream 100ml

What exactly is selling retail?  A retail sale occurs when a business sells a product or service to an individual consumer for his or her own use.

It's important to note.  Once you make the decision to sell retail, you also have to think of Merchandising....everything you do to promote and sell your products once the potential customer is in your store.

FLX DISPLAY COUNTER

I personally don't like to refer to it as "selling".

In our Business, we are usually trying to solve a problem. We want our client's skin on their feet to be soft and free of cracks and roughness.  We want our clients nails to be healthy. Therefore, I think of this process more as a "recommendation".

The benefits of recommending products for use at home are both for the client, and yourself.

  • Skin and nails stay healthy and are protected from external influences
  • Your job....when they return to your Salon takes less time and less effort.

Which brings me to my above comment.....we don't sell, we recommend.

Recommending to me has more of a soft touch to it.  You aren't telling the client they should buy something, you are giving them all the reasons for them to make the decision on their own.  Here's an example;

  • You have a client in your Pedicure chair.  You perform a consultation and notice they have severely dry skin, not quite cracked but almost.
  • In speaking to the client as part of your consultation,  you are asking various questions regarding lifestyle, health issues or concerns etc. etc.
  • One question everyone forgets to ask is "tell me something you don't like about your feet?"  Almost always the client will respond with "I don't like the roughness, the dryness, the cracking...whatever it may be".
  • The next question is the ONE time you ask an open ended question.  "If I could recommend a product for you to use on your feet which would get rid of and then maintain smooth, healthy feet.....would you be interested?"

In my 30+ years of going to that question, I have never gotten a NO.

Let's now go into a little math. There is a food chain of sorts when it comes to products.

  • 1st we have the Mfg. who makes the product
  • 2nd we have the Distributor 'me" who buys the product from the Mfg.
  • 3rd we have the Retailer "you"
  • 4th we have the end user "your client"
  • It cost the Mfg. $1.00 to make the product, who then.......
  • Sells the item to the Distributor (wholesaler) for $2.00, who then.....
  • Sells the item to the Retailer for $4.00, who then.....
  • Sells the item to the end user for $8.00

In theory, this is all good.  From the bottom of the food chain up.....everyone makes money.  Unfortunately, there are times when the Mfg. skips over the Distributor and goes straight to the Retailer.  And, there are times when the end user skips over the Retailer and goes straight to the wholesaler (Amazon). Don't EVEN get me started on this subject.

The question then becomes.....why sell at all?

WE SELL TO MAKE MONEY

This may sound a little harsh, but it's true.  We are all in Business to make money.  However, it's the approach you take which makes a difference. It's the approach you take which set's you apart from the Amazon's of the world. Will we loose money to on line sales? Absolutely! However, that is no excuse for not taking your Business to the next level of helping your clients beyond your chair

LET'S GET DOWN TO THE NITTY GRITTY

There are so many factors involved in recommending products or "selling retail". Don't let this process scare you. They are steps which mostly happen naturally. You just have to follow them!

  • Use the product. We have all heard of the shoemakers kid. The one with holes in the bottom of his/her shoes or broken shoelaces. Don't be that kid. Our clients like to know that we "walk the walk". Using a product you recommend is the #1 easiest form of selling retail.
  • Take pictures. There really is no easier form of advertising than before and after pictures. Post them, frame them, show them off. All retailers use pictures. Pictures of products, pictures of results. You are a retailer, act like one.
  • Merchandising. You can't just put products on your shelves and expect them to sell. There are many little "secrets" to promote eye appeal.
    • Window and in-store displays-many products have displays. They typically come free with product purchase.
    • Grouping related products together-suggestive selling. Group products which work well together. Something like a foot cream with a foot deodorizer spray.
    • Shelf signage-there is so much available on the internet to help with gorgeous, professional looking signage. In addition, many products come with already made signage. Ask, we have them or at least the PDF for your to print.
    • In-store ads featuring the merchandise-TALK about it. SHOW it.
    • Samples and giveaways-I think these should be used sparingly. After all, we all know those who only come for the samples or the freebies. Giveaways are great for an event. Samples are great to give along with a product purchase.
    • In-store demonstrations-USE IT! I can't say that loud enough or bold enough. Use the products you promote. It is the best and least expensive form of advertising.
    • Well-stocked shelves-You don't have to over do it but you should not under do. 3 products minimum, 6 products max. However, don't have 6 products on a 12 ft shelf. Size your space accordingly. A small shelf with 6 products, 3 of each looks very well stocked.
    • Spotlighting promotional items-take advantage of your Distributors promo's. Clients, just like you, love a deal. If you aren't getting any promo's coming from your suppliers, do what I do and make your own. Sure, you reduce your profit margins, but it will always bring you in new business.

Let's get started;

  1. The first thing I encourage you to do, is set up a separate account for retail inventory. You can do this on paper or literally open a separate bank account. For me, having a separate bank account worked better. I still run my Business and my personal life in the same manner. It works for me.
  2. Purchase $100.00 in product for retail, minimum. I usually like to recommend $300.00, but for many of you this may be an initial struggle. Starting small is better than not starting at all.
  3. Once you sell a product, move the $$$ from that product over to you separate account.
    • Example: You paid $12.00 for a foot care cream
    • You sold that foot cream cream for $24.00
    • Move $24.00 into your separate bank account

Do this daily until you get into the habit.  Do you whether you sell one item or 10.

Eventually, that account will build up and THIS is the account you purchase all your retail items from. Now, pick a #. Will it be $500.00, will it be $1000.00? This is your goal number to get into that account. Once you get to that goal, you never let it go under.  Now...it's time to start saving for your rent.

  • You started with $200.00
  • You purchased $100.00 of product
  • You sold $200.00 of product
  • You now have $300.00 in your account
  • You bought another $100.00 in product
  • You sold $200.00 of product
  • You now have $400.00 in your account

At some point you can decide, if you want to purchase more than $100.00 in product.  And, you always want to make sure you aren't purchasing products for more than what is in your account or below your goal amount.

At some point, you should also reward yourself.  Begin thinking about taking 10% for you.  Will this be once you hit your account minimum goal?  Or, once you've saved up enough rent money?  The choice is yours.Example;

  • Let's say your account is up to $1500.00
  • You started with $200.00
  • Therefore, you purchased $650.00 of product over time
  • And, your profit is $650.00
  • DON'T TAKE IT ALL!  Give yourself 10% or $65.00

By using this system, you are only really investing $200.00.  The rest of the monies is pure profit from your retail sales.  Eventually, it will build and before you know it, you will have an account with thousands of $$$$$ in it.  An account you use strictly for "retail" purchases.....and to pay your rent.....and to put some cash into your own pocket.

I think the biggest mistake most people make, it they merge their products purchases with their retail.  Consequently they end up using retail profits towards product purchases. They never realize the $$$$ promoting retail is making them.

In addition to managing the financial aspect of getting started with retail, remember there is one thing people need to have in order to make any of this happen.  TRUST!

If your clients trust you, they will trust your recommendation

To gain that trust you must;

  • Know your products. Know how and why they work. Know what product to recommend to what client. Know your ingredients and how they will benefit.  In other words, be educated.  Don't just purchase a product for the sake of retailing.
  • Know your clients. What do they need? What do they want? Are you listening?
  • Know competitive products. Your clients will ask...know how to answer.

I'm going to refer to a slide I use in my presentation to schools.  Promoting retail take CONFIDENCE!

C Clarify your point of difference.  What is the difference between your product and what your client can purchase elsewhere?

O Only ask once.  Don't talk yourself out of a sale.  I'm guilty of this.  I end up saying too much and then I confuse my clients and they leave with nothing. LOL

N Never feel intimidated.  Always remember, you know more than they do.  If not, fake it till you make it.

F Find your comfort words.  This is so important.  I know there are certain words or phrases I'm comfortable with.  However, that may not be the way I learned it.  It's imperative you find what works for you.  The more comfortable you are with your presentation, the more believable you will sound.

I Immediately present.  I'm a firm believer products must be introduced during the consultation.  That is probably the one and only time, we have their full attention.

D Do it routinely.  Practice, practice, practice.  The more you talk the talk, the easier it becomes.

E Educate yourself.  Can never talk about this enough.  There are all sorts of free webinars available.  There is all sorts of info on the internet.  The license you have gives you the opportunity to perform the service, but self education is the best education.  And, it has to be continuous.

N Never say never.  If you think for one minute you can't sell retail.  Well, guess what...you can't.  Never should be removed from your vocabulary. I always share a personal story here.  I only said never once in my life. That was 25-26 years ago. My daughter will be 25 this month. LOL

C Communicate clearly.  I mean this with no disrespect, but dumb it down to your clients level.  I am the perfect example of this.  When I first worked for Footlogix, they spoke in terms that spun my head.  They were bewildered by the fact they could not build the US market.  I flat out told them....you are speaking in terms we don't understand.  I spent countless hours on the internet transferring their "medical" terms into terms I knew my fellow Technicians and myself could understand.  Communication is key.

E Engage your client.  Put the product in their hands.  The second the say "yes...I would love something to help me with my dry feet", get up, get the product and let them hold it.

Is retail one of your goals?  I'm here to help.  

I challenge you to take the "retail challenge".  Reach out to me, give me your goal and how you plan to attain it.  I'll give you 30 days.  If you double your goal I'll send you $100.00 worth of products for retail...FREE!

THIS IS A 1X OFFER AND I MUST HEAR FROM YOU BY THE END OF THIS WEEK (March 22, 2019)

Think about this

If you purchase $100.00 in retail and you sell it at $200.00, on an average of say $20.00 per sale... you only have to sell to 10 clients in a month.  Attainable?  ABSOLUTELY!

Trust....it's all about the trust!

CJ Murray, President

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What constitutes “Sub Standard”?

I was sitting here in my office, looking at the various amount of notes I have written down regarding thoughts about what I want to write about. Sometimes having too much isn't a good thing. It's difficult to decide what I want to conquer next.

When all of a sudden, I received a text from my Daughter telling me the Salon she goes to in Connecticut was just shut down due to violation of Connecticut wage law.

 

I have my reasons why I have been trying to discourage her from going to this particular Salon in the first place. However, her co-workers went there, it was close, it was convenient etc. etc.
It was a "Mom told you so" moment
This brings me to one of the topics i've been thinking about for a long time. What exactly is a "sub-standard" Salon? If you read wikipedia on the actual definition;  Sub-standard = below the usual or required standard. Thereforeunless a Salon was operating without a license, most would not qualify under the Sub-Standard category. After all, in all reality, most Salons do JUST what they have to do....they do what is the required standard.

How can that be you ask?

  • To begin with, let's talk cleaning & disinfection.  Ohhhh....my favorite subject.  Most of our States suggest that Bleach is a sufficient enough "disinfectant" to use on our tools and in our Pedicure tubs.  There isn't a cold day in hell that I personally would trust bleach to kill the bacteria and fungi AND blood spores we may be subject to.  However, many Salons use it because that's what their State says is sufficient.  Does THAT make them sub-standard?
  • In addition, most all States do not require an Auto-clave.  However, we all know to Auto-clave is the highest level of sterilization we can offer.  Does that make them sub-standard?
  • What about the credo blade or better known as the cheese grater.  I'm appalled to know of Technicians I highly respect using these types of tools in their Salons.  When we think of Satans' grater, don't you think of sub-standard?  Does that make them sub-standard?

In addition, when we think of sub-standard we tend to think towards a specific ethnic group. I'm embarrassed to say, I'm guilty of that myself.....in the past. I've leaned.  Sub-standard has no ethnic boundaries.  It doesn't discriminate against race or color.  Sub-standard salons of all ethnicity exist all over our Country.  North, South, East and West.

Unfortunately, when we do see or hear stories of Sub-standard Salons, the stories are always the same.  They relate Sub-standard to poor or no sanitary procedures.

I challenge you to take another look at what exactly Sub-standard is.  Relate it to your own Business and review areas of question. Make changes. Adapt better habits.

 

 

Here are my thoughts of what might constitutes Sub-Standard.

  • The obvious;  Improper or no cleaning and disinfection procedures
  • The not so obvious; Cleaning procedures, although approved by our States which do not protect our clients nor our Technicians from the various degrees of bacteria and fungi which we are presented with on a daily basis.
  • The obvious; The ridiculous amount of minimum hours required by our States to obtain a license.
  • The not so obvious; The lack of continuous Education many Technicians obtain. School gives us a license. Continuing Education gives us knowledge.

Just these 2 things are enough for a series of articles.  However, I believe there is much much more which should be taken into consideration when determining whether a Salon is Sub-standard or not.

I want you to seriously look at these things and think about your own situation. Changing our image to the outside world, stepping up to the next level takes a lot more than you think.

My experiences or what I have seen

  • Let's begin with Barbicide.  The oldest form of disinfection in the history of our Business. Let's just assume, for this article, Barbicide is a qualified cleaning/disinfection agent....although it isn't. However, it is approved in most States.  Also, according to State regulations we must follow the procedures written on the container, or provided by the Mfg.  Barbicide has 10 minute contact time.  This means, implements/tools must be left in the solution for a minimum of 10 minutes for it to kill the spores it claims to kill.  I've seen hair combs thrown in and less than 5 minutes later taken out and used on a different client.  I've seen e-file   bits taken in and out of barbicide all day long, over and over again where I am confident, they didn't have their required 10 minute soak time.  I've seen tools and implements sprayed either between clients or if dropped on the floor.  Sprayed and used almost immediately.  I WOULD CONSIDER THIS SUB-STANDARD
  • What about sanding bands? I have been in Salons watching a service being performed with the use of a sanding band and when the Technician is done with the band, he/she places it in a container of Disinfection solution.  I don't know how good your disinfection solution is.  I don't care if it's 1 minute contact time or 10 minutes.  Sanding bands are not to be used on more than one client. It should immediately be thrown away.  I WOULD CONSIDER THIS SUB-STANDARD
  • Let's talk dusty shelves. An area where many Salons don't pay attention to is the way their Salon looks outside of their work station.  Sure, you may clean your station after each client but have you paid any attention to the rest of your Salon. Pictures, bottles, shelves, decorations......they all are subject to the same airborne debris. They need to be cleaned everyday.  I WOULD CONSIDER THIS SUB-STANDARD
  • How about reception? I often hear a commercial put out by a Company called Grasshopper. It's advertising a Professional answering service. It's actually kinda funny because it so has to do with forgetting the human touch of a phone call. I think about this in many places that I go when the receptionist is "too busy" "in a mood" "in a hurry"...call it what you want.  If the receptionist it human or machine is unpleasant and unprofessional,  I WOULD CONSIDER THI SUB-STANDARD
  • What about cleaning and disinfection procedures.  I can't tell you how many Salons and Technicians who call in regards to our disinfection brand, and don't buy it because of the price.  Really?  You are looking for a disinfection product based on price? I WOULD CONSIDER THIS SUB-STANDARD
  • What about physical appearance? Some may get mad at me for this, but I do think there needs to be a higher standard held in regards to appropriate dress code within a Salon.  Helloooooooo everyone!  We are in the BEAUTY Business. Nails should be manicure, toenails should be manicured, hair should represent your stylist. No cleavage, no shorts, no flip flops, no short skirts.  I've seen this.  I WOULD CONSIDER THIS SUB-STANDARD
  • Wages. I'm guessing things have changed.  I recall when I owned my Salon, we had to have everyone on the same pay program.  In other words, they ALL were either Independent Contractors (aka Booth renters) or payrolled employee.  You couldn't have 3 of 1 and 2 of another.  It was an IRS regulation.  But now, I see diversity like this everywhere.  It's even advertised on SM or some form of advertisement.  "10 chair Salon in need of Nail Technician.  Will booth rent, pay commission or make you an employee".  I read this and I say, you have already put your new hire in charge.  Wages can't be based off of the person.  Wages needs to be based off of profitability for the Salon.  Not knowing these numbers and running a Salon blind.  I WOULD CONSIDER THIS SUB-STANDARD
  • No Education.  I won't get on my soap box, however I will say this short and sweet.  If you do NOT keep up with continuing education on a regular basis, you are in neglect. Neglect for your clients and neglect for yourself. This industry is not just about the bling.  It is far more and we are constantly in a position of jeopardy.  The rise of diabetes in both children and adults. The geriatric client. The immune compromised  client. The sue happy client. It's endless. So, if you as a Salon owner does not take an aggressive action to keep your salon highly educated, or if you as a single entrepreneur aren't Educating yourself on a regular basis....I WOULD CONSIDER THIS SUB-STANDARD

I apologize if you have recognized yourself in any of these scenarios and feel offended.  I don't apologize if it makes you think twice about your own situation. The standards of this industry need to change.  We, those of us working in this industry dictate those standards.  Therefore, if we want to change the standards WE have to change.

CJ, Murray

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Why being 1/2 assed can be dangerous!

This past week I was blessed to travel with my husband and friends to Colorado for some skiing. The weather was a gorgeous 30-40 degrees, with light snow flurry’s in the evening.
I’m not an expert skier by all means, but I do make my way up and down a slope okay.  

My friends hooked up with me at one point, and the 3 of us headed up to the Lumberjack lift. As we were coming upon the drop-off point I proceeded to get up off the lift when I suddenly found myself 5 feet to the left of the lift with the skies planted nicely in about 4 ft of snow, under my legs. LOL

Here I was laying flat on my back laughing my ass off because I had just realized I got kicked in the ass by the chair when it started to come around to go back. I was thrown a good 5 feet to the left. What I had determined is, I only lifted my ass 1/2 way up, not enough to clear the way and ski down the lift hill.  
By only making it 1/2 way up, I got booted like a ping pong ball.
This may be one of those “have to be there things”, but honestly, it was kinda hysterical.
As I continued the rest of my day, I couldn’t help but think how what had just happened relates to our every day life. I only got my ass 1/2 way up. I was lazy (probably exhausted) and I suffered the consequence.

How many times have you done things 1/2 fast, only to fall flat because of it?  As difficult as it was for me in my most exhaustive state, the rest of the day, I made a conscious effort to make sure I got all the way up, as quickly as I could.

I think about things I’ve witnessed over the years.  In my own several years as a Salon owner, I think back to personnel.  I could probably go through my entire old database and tell you who were my 1/2 ass staff and who weren’t.  In fact, in my last few years of owning my Salon, I know I was 1/2 assed.  I settled.  Help was harder and harder to find, so I settled for whoever came in the door or answered an ad.

I settled because I was tired of the struggle.  I was exhausted.

Don’t be 1/2 assed and get lazy on hiring the right team.  Be patient and trust me on this one…..no staff is so much better than the wrong staff.

I know through talking with many of you, finding staff is a huge undertaking.  When new Technicians/Stylist are graduating, they mostly have somewhere to go….Family or friends.  This is because they are being put through school, specifically for hire.

Find someone you know who could be a potential, think about putting them through school.  Groom them.

I think about my clients and some of the things I put up with.  When I read stories on SM about questions regarding on “how a certain client should be handled”, I remember the days of not wanting to lose a client.  I took the lazy way out (I put up with it), I settled and I was miserable for it.

Don’t put up with clients who are costing you money and time.  I know 1st hand….losing one client will gain you 3 more.  When we let go of the bad….the good always happens.

It doesn’t matter what type of work you do, there will always be THAT client.  When you have THAT client, it’s important to know how to communicate in an effort to either make them realize they are costing you money and/or time, or it’s time to fire this client.  Yes, I mean fire.  This doesn’t come easy.  Knowing how to communicate is important.  

In fact, I think it’s as important to make a communications class, as it is a nail art class, if not more.  Taking classes outside of your bubble is always beneficial.

I can also tell you, an area where many Technicians are 1/2 assed is when it comes to cleaning and disinfection procedures.  Sadly, most do just what they are told or are required by their State.

Cleaning and Disinfection procedures should be universal in your Salon.  Your Stylist should be doing the same things as your Nail Technicians.  Everyone on your team should be following the same procedures.

Cleaning should be done daily, this involves wiping of exposed product bottles, desks, lamps……all hard goods on or around your service area

Disinfection should be over what the standards are of your State Boards.  Doing JUST what they require, I’m sorry is not adequate enough for our environment anymore. 

Another area where I think being 1/2 assed is prominent, is retail.  I could never understand why we would send our clients to purchase over the counter products or supplies when you could be selling them what they need and YOU make the money.

Retail is an area I think many Salons are afraid to put their money.  They don’t see it as a revenue stream, they see it as an inventory stream.  The most successful Salons pay their rent (and some) with the sales of their retail.  It CAN be done.

If you are performing your service properly and educating your client along the way, you should have products you can recommend.  Without having to break the bank.

Start slowly with 3-4 items.  Most Distributors ship rather quickly (at least I do), 3-6 of each item is all you need.  You can make 100% profit on retail.  Start selling, start banking.

If you needed a little push and maybe you felt like you were moving 1/2 assed…….here’s a little check list for you

  1. Looking for help?  Change your way of thinking.  Instead of finding that “right” person….find that person which you can make “right”.  Groom someone, mentor…share you expertise.  It make take a little longer, but good things do come to those who wait.
  2. Not the first time I’ve said this.  Get your disinfection procedures into a manual.  Train your staff….all of them.  Your team needs to know what they are using, what the instructions are and all, if any of the medical alerts needed in the event of an accident.  Knowledge is power.  The more informed your team is, the more Professional they will portray.
  3. Retail..  If you haven’t started, start now.  Open a separate account just for your retail and watch it grow.  If you paid $12.00 for a product, sell it for $24.00+.  Take the $12.00 profit and move it into a “profit” account.  Eventually, you will see the growth and realize the value of selling retail.

We’ve all been there….just don’t go where I went.  1/2 way up and booted 5 feet away.

CJ Murray, President

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