Archives for July 2019

Learning Can Come from Anywhere

Inspiration can come at the least suspecting times in the least suspecting places.. I’ve gotten ideas for my articles sitting in an airport, hanging by the pool, talking to clients, from a commercial on TV or the radio, from my dogs…..the list goes on and on.

I think about that a lot, because I remember when I first starting writing for a magazine several, several years ago. The Magazine director told me the first article is always the easiest. "It’s the ones that follow that are extremely difficult".
I don’t know. Maybe I’m just blessed with the gift to gab. Maybe I’m still a sponge and I just soak in everything around me. I don’t know, whatever it is I feel blessed. And sometimes, I just give myself a high five because I once again was able to turn an experience into a learning adventure.

I’m in CT combining Business with pleasure.  I’m excited to be able to attend the open house of one of the great brands I carry while being able to visit with my Daughter at the same time.  Not only do I get some one on one time with my daughter, but I’m finally getting some pizzaz put in my hair after 6 long months of waiting.

I’m sitting in the lobby of the Salon she works at. Salt!  It’s so New England like.  Loving it.  It’s a Hair Salon only.  No waxing, no nails, no pedicures. There are 7 hair stations, 6 sinks.  It’s clean, it’s spacious…very tastefully done.

However, it’s what I’m witnessing watching the team of Salt and their interaction with their clients which, brings me to writing this article.

It’s not the first time I’ve shared my thoughts on offering the proper client consultation.  And, I know many of you still don’t even do one.

We talk all the time about the needs of the clients. We talk about what we should or shouldn’t do. We base their needs off of the condition of their skin and we perform their service based primarily on their health condition.  Or, at least we should.

What I’m witnessing here today however, is an entirely different approach.  Brilliant….I love it….it’s certainly a goose bump moment.

SMILE

Let’s start with the reception

  • The receptionist greeted each client (5 within a 10 minute period) with a warm yet professional greeting
  • She either knew their name or asked
  • She confirmed who they were scheduled with
  • She offered them something to drink

For me…it was the consistency.  Every person was welcomed in the same manner.  This is so important.  I can’t tell you how many times I go into the Salon I have been going to for years….and it’s hit or miss.  Sometimes the girls (including the receptionist) say hello, sometimes they offer coffee and sometimes even my Nail Tech is so busy she barely says to words to me.  I don’t always feel welcomed nor appreciated.

It doesn't matter how long your client has been your client

She/he should be treated with the same greeting as if she/he were new

The phone call

I heard the receptionist talk with a new client over the phone who was booking an appointment.  She was so detailed.  She wasn’t so interested in how she found them, she was very interested in what her hair concerns are.  Details!  Length, color, condition.  In addition to   inquiring what she’s expecting.  What doe SHE want.  Also in the conversation she requested a picture to be emailed…..while she was on the  phone.  I love it!  She took her time on this first initial phone call to  find out exactly what the need of the client is.  How do you think the client feels?

In addition, by doing this, she knows exactly the amount of time to book out for the Technician.

Untitled design

These were all goosebump moments for me.  Professionalism at it's best

However, what I witnessed next was really what got me excited

The 5 clients who came in were now at their perspective Technicians stations.  Every single Technician was sitting in a chair next to their client having a conversation.  One on one - face to face contact.  I couldn’t hear all the conversations but what I did hear ranged from a simple “how are you doing?” To “how did you like your hair since your last appointment?”  “Would you change anything?”.  What I loved was the personal touch.  It wasn’t rushed, it was calculated, measured and served to perfection.

Now, I happen to know the team at Salt do not double book.  They spend 3-4 hours with their clients and they are with them from start to finish.  The clients pay heavily for this…wouldn’t you?  Undivided attention, detailed from start to finish meticulous, welcoming, knowledgable…..simply amazing.

Using this system in our Pedicure rooms is not far fetched.  I have clients all the time send me pictures of their clients feet wanting to know what they should recommend.  Why not do request the same from your new clients during the phone call conversation?

Are you taking the time to talk with your already existing clients when they come back in?  Or, are you so casual with the routine you just sit them in your chair and start them soaking?  Do you even know if they were happy with their last service? Do they feel any improvement in the skin on their feet from the last pedicure?  How long did they feel the affects from their pedicure?  Have they been using their at home care products?  Is there anything they would change?  Maybe the shape of their toenails, the length of the massage or maybe they don’t like the callous debriment process.  Any and all of the above is going to affect the way they feel when they leave your chair.

So maybe you have to add 15 minutes to the time of your booking.  Charge accordingly, but make it worth it. When you charge what you are worth not what you think you are worth….life changes drastically.

How do you begin?

To start with, know your questions.  Take the time to devise exactly what you need and/or want to know from your new potential clients.  Write the script.

Once you write the script make sure “everyone” follows it.  Do you have a receptionist?  Or, does anyone and everyone answer the phone.  Regardless of who it is…..make them follow the script and stick to it.

Get pictures…I’ve said this before, I think the idea (which got from Salt) is a fantastic idea.  How many times have you scheduled time for a client, only to find out you need more?  By seeing a picture of the skin of their feet prior to booking the appointment YOU, as the Technician have the ability to advise them it will take longer than a typical pedicure.  Customize your service.

Be personal.  I don’t mean ask about the husband and the kids…I mean get down to the gritty of why are they there? Do they have interest in solving the concerns with the skin on their feet? Will they commit to at home care products for maintenance?  What do they like?  Do they want you to talk during the service or would they rather lay their head back and relax.?  These are just a few…..seriously customize the service.

Lastly…charge- charge - charge.  Okay, maybe you don’t feel you can go that route with your existing clients.  I get that.  However, start NOW with your new clients.  I guarantee you, once you get started and offer a personalized service, pricing accordingly becomes natural.  And….take the time to make your client aware….if they use their at home care products, your job won’t be so difficult and their next service would cost less.  Well, maybe not use the word difficult, but you know what I mean.

The final touch…..Salt has a menu from their local restaurant.  Not a huge menu, just offering a few tasteful items.  If you order from the menu, it goes on your SALT bill and you pay everything in the end.  Salt pays the restaurant for the food.  Convenient offering at no cost to you.  Brilliant!

Get inspired.  Go visit other Salons.  Watch, listen learn. Allow yourself to feed off of what other people do well. Turn these inspirations into positive changes and from this, watch your profits soar.

CJ Murray

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The difference between the SSE & WRE?

We are always looking for ways to set us apart from the average. If you look at the basics, every salon does the very same thing in their pedicure service. We soak, manicure, perform callus work and massage. What we do in between makes us a little different, exfoliate, mask, heated towels....ambience.

Grant it, the personalization of your pedicure, the quality of that personalization and the Technician is what keeps your clients coming back. Is that enough?
Is it enough to be the same....but different?
Or, would you rather be the ONE!

When I bought my house back in 2003, I visited a landscaper about landscaping my property. I'm fortunate to have a corner lot. However, that corner lot is also the focal point. I wanted it to be WOW.

The landscaper told me I needed a silver palm. When I looked at it, I pondered but I knew he was right. He told me I wouldn't be the house on the corner, I would be the focal point. When someone was giving directions, they would say "go past the house with the silver palm".
I loved it. It made me different.

This is what the SSE Studio Skin Expert and/or the WRE Wrinkle Remove Expert can do for your Salon. "go to the Salon that offers the skin treatment service with your pedicure".

STUIDO SKIN EXPERT

SSE 2017

STUDIO SKIN EXPERT

The studio skin expert is a hand held skin machine device.

It is a 5-in-1 skin regenerating treatment device that combines the power of three proven skin care technologies – ultrasonic, galavanic, and LED therapies – in one portable hand-held instrument.

Ultrasound (Sound Waves) Function: Improves capacity of the skin | Supports the penetration of active ingredients into the skin | Relaxes muscles | Relieves pain | Treats acne | Promotes blood circulation | Treats of facial erythrosis | Reduces hardened or pasty fiber structures | Reduces pigment spots | Tightens the skin | Improves regeneration capacity of skin

Galvanic (Electrical Current) Function: Used in combination with selected shots or serums, the results are amazing, offering optimal care for the face, neck and décolleté. Improves penetration of ingredients into the skin | Promotes blood flow | Activates the cell metabolism | Optimizes water binding capabilities | Tightens skin

Light Therapy:

Red Light (630nm) for all skin types: Stimulates cells | Supports blood circulation | Activates skin functions | Reduces wrinkles | Smoothes the complexion

Blue Light (465nm) for oily skin: Anti-bacterial effect | Soothes skin | Prevents skin impurities and acne | Stimulates cells | Refines pores

Green Light (520nm) for combination skin: Relaxes skin | Anti-inflammatory effect

WRINKLE REMOVE EXPERT

A hand held skin machine used to smooth and tighten skin.

The ergonomically shaped massage head ensures a deep penetration of active ingredients into the skin by means of ultrasound and galvanic. The attachment which was especially designed for these areas offers 3 levels with different oscillation frequencies as well as light therapy. An ideal addition to classical pedicures/manicures and wellness treatments.

3 Levels – Triple Effect

Level 1 Blue Light: Oscillation frequency 6200/min

Level 2 Green Light: Oscillation frequency 9500/min > Magnetic heat therapy 45 ℃ +- 5

Level 3 Red Light: Oscillation frequency 12500/min > Magnetic heat therapy 45 ℃ +- 5

WRINKLE REMOVE EXPERT

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WHAT'S THE DIFFERENCE?

THE STUDIO SKIN EXPERT is a larger device with more capability

  • Ultrasonic
  • Galvanic
  • Light therapy

It also has the capability to be

  • Set on various levels of frequency
  • Set for a specific time

THE WRINKLE REMOVE EXPERT

  • Has set ultrasonic and galvanic automatic settings to where they can not be changed
  • Has a set 1 minute timer
  • Does have the capability to change light therapies (blue, red or green)

WHAT PURPOSE ARE THEY IN THE PEDICURE ROOM?

Both these pieces of equipment offers the ability to penetrate the serums used in your services at a deeper and quicker level.

To obtain optimal results when using AA lifting concentrate in helping with age spots, use either the SSE or the WRE.

To obtain optimal results if wanting deeper penetration of your LCN mask, use either the SSE or the WRE.

Want to differentiate yourself from any other salon? Use the SSE or the WRE expert.

WHICH ONE SHOULD I USE?

Personally, I like them both. However, I do feel the contour of each piece of equipment is more conducive to particular services.

  • WRE is GREAT for the legs. It's design is like a whales tail. It perfectly wraps around the counter of the leg
  • SSE is great for hands. It's small application surface is perfect for our hand shape. Works well on the arms also, however the WRE also contours best to the shape of the arm.

SO I NEED BOTH?

No! I think you begin with the one you think you will use the most. You WILL fall in love and eventually want to use both for specific reasons. However, I'm a firm believer......get what you know you will use, not what you "think" you will use.

How you market when offering your services with these pieces of equipment, is just as important...if not more....than choosing the equipment itself.

It's important too high light the benefits, more than the features. The benefits are simple;

  • Quicker penetration of important ingredients
  • Deeper penetration of important ingredients
  • Faster results
  • Feels amazing

Centre For Beauty prides itself on introducing these machines too many Salons, both independent and high end like the Rock Spa at the Seminole Hard Rock Casinos.

We have a proven track record of adding $$$ to your bottom line by adding just one additional move in your pedicure service.

As always, having the proper tools to use in your Pedicure rooms is crucial.

The correct tools can make or break your service AND better yet....it CAN set you apart from all the other Salons.

CJ Murray, President

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A Personal Story with a Lesson!

Many of you know the health scare my family has had with my Dad over the past couple of years. You've prayed for us, you've sent words of encouragement and you continue to inquire of his well being. I thank you, from the bottom of my heart.

What you probably don't know is how my Brother's and Sister's and I have been preparing my parents to move out of their house which they have been in for 41 years. We aren't forcing them, they know they need to move to a smaller place. You can imagine however, the accumulation of "stuff" they have collected in this 41 years.

Imagine also, they come from a generation who doesn't throw things away.....and buy new. They come from a generation of fixer uppers. A generation where you don't waste a thing and you need to keep everything because.....who knows when you might need it again sometime. Anything from a chair to nut's and blots......literally!

In this process which we started in October of 2018 much has been learned. We learned what 2 people with 7 children can collect over a period of 68 years. (yes 68 years marriage and yes 7 children). (20 Grandchildren and 22 great-grandchildren). We also learned how the memory of these "things" can be very emotional. We learned everyone has their own reason for what they save and what they have no problem giving or throwing away.

We learn.....there are many lessons that weren't necessarily "taught"

68 years ago

Mom Dad wedding

With 7 siblings getting ready to attack this huge undertaking, someone has to be the General.  I didn't plan to be, but somehow I ended up with position.

I run my own Business.  It seemed all very simple to me.

  • You get everyone on the same page
  • You make sure every knows where the message is coming from
  • You establish goals
  • You come up with a plan
  • You put your plan into action

Simple?  No, not really.

The first thing you learn, is not everyone works the same way you do. Not everyone follows a plan.  It doesn't matter how much or how well it is calculated. Bottom line, not everyone works the same way. That's not a bad thing, you just have to figure it out.

This is a big message for all of us to hear. When you bring a mix of personalities into your Salon, not everyone will work the same way.

As owners of managers, we have to set guidelines and build barriers that shouldn't be crossed. We have to find what works for each personality...IF....we want to get the most out of each person.

The other lesson learned is, although deadlines are created and plans have been made, this means nothing if the "powers to be" aren't motivated.

Grant it, maybe I was a bit zealous considering all involved. However, when we started this project in the Fall of 2018, I saw no problem with getting the house cleaned out along with minor repairs and curb appeal done to be able to spend one last Christmas in the house and have it on the market in January of 2019.

Well, the problem is.....my parents couldn't get motivated. In short, it was just too overwhelming for them and "in fairness" it was shortly after that, my Dad was diagnosed with Cancer.

Consequently, those in our family who are followers...followed their lead and couldn't get their motivation going either.  This doesn't make them bad but the lesson here is there are many people who motivate by example.

The lesson for our Salons is as Salon owners or Management, it is our job to constantly motivate our staff but even more so, keep ourselves motivated.

 

7 Siblings

Family picture

During this whole family crisis, there is a bigger lesson to be learned. It's a lesson of which I realized, defines who I am today. It's a lesson unfortunately, missed in our newest generations and it makes me wonder...."what will the Salon Business be like in 20-50 years from now"

When my Dad had his recent surgery because his cancer had re-occured, my sister and I took some time away from the hospital to "attack" their house.

We took 60 boxes of "yard sale stuff" to donation centers. We fixed their ice maker, we cleaned up the entire family room, discovering there were 5 pieces of furniture Mom was willing to let go and we installed a kitchen faucet.

As we were doing this we were noticing many things which I'll call "ingenious".  However, there was a time in our lives, we didn't.  These were things that our Dad has repaired.

  • He needed a hook, so he devised one out of a coat hanger
  • He needed a waste basket, so he made one out of 4 x 4's
  • He needed a new knob, he used one from a different component
  • He made a table out of wood which clipped to his side table where he sits, so he could play on his tablet
  • He made a holder out of coat hangers for his pool brush

The list goes on and on.

As my sister and I were talking, we laughed.

  • As a kid, we never really noticed these "homemade" projects
  • As a young adult, we criticize.  C'mon Dad, a new hook will only cost you $1.00
  • As we enter into Adult hood, we just accept it
  • And now....as we get older, we realize how ingenious he is

In talking with my husband about how my sister and I put in a faucet, is what sparked this article.

My Dad didn't take us both under a sink and show us step by step how to install a new faucet. He showed us by example.

Our entire lives, he repaired things on his own. He didn't immediately throw away and buy new. He thought of ways to make what was broken, work again.

If you live your entire life with this example......you just become.

The lesson for our Salon owners and management is "You are the trainer" in every aspect of your Salon life. Your team is quietly learning from you every move....whether they or you know it or not.

I see it! With the Salons I visit on a daily basis, I see respect or lack thereof. I see professionalism or lack thereof. I see joy or lack thereof. All based on the leadership team.

I think for me, going through this process over the past few months....I've realized, I am my Father's daughter. I realized so many things in my life that I do, I do because I saw. I understand now to appreciate the "why's" and not focus so much on the "should"s".

To be a leader, one must set by example. To be a leader, one must recognize the good in their team and not so much their faults. To be a leader, attitude is everything.

My Dad's attitude through this whole ordeal has always been one of optimism. He never once portrayed anything different. Even if he was feeling it. He's an inspiration for sure and for me.....he continues to lead our amazing family by example.....even at 90 years old.

Look deep into the atmosphere of your Salon. You, your team, your clients. Are they all in a good spot? If not, look deep into yourself as their leader. Inside ourselves is always a good place to start.

My Dad is doing incredible BTW.  He's 90 years old in good spirits, great health (considering) and surrounded by lot's of family, lot's of love and lot's of prayer.

CJ Murray, President

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10 Things you should know about an Ultrasonic cleaner

Going on just about a year now, Centre For Beauty introduced Ultrasonic cleaners to our Trade Show venues. It happened out of necessity at the time, however we soon realized how little our Beauty Community really knew about the benefit of bringing this machine into their cleaning routine. And, we realized how little our Beauty Community knew the dangers of washing/scrubbing our tools and implements with soap and a scrub brush at the sink.

Knowledge is invaluable. What I love about what I do is the relationship I have with my Mfg's which, afford me the opportunity to take what I learned from them and share it with you. I also love the stories. The stories which lead to the constant improving of what we do. The story which lead me to research Ultrasonic cleaners for my clients, for you!

Kinder, Greener, Safer

Micrilium Slider Page5

My story goes back a few years when I endorsed a product called Accel.  Known now as Rejuvenate.  Footlogix was the ones who introduced me.  I sold it in my Distributorship AND I used it in my Salon.

I had noticed after long term use, my leather/vinyl chairs were losing their luster and my ceramic sinks were beginning to dull.  I didn't make the connection at first until I began my research and found AHP or Accelerated Hydrogen Peroxide has proven to be drying over long periods of time.

Footlogix soon parted ways with Accel and they too were looking for a new source.  During this time,  one of their team members introduced me too Micrylium.  What initially caught my attention was their tag line.  Kinder, Greener, Safer.

In researching the brand, I decided it would be a great fit. It's made from pure grain ethanol.  In fact, it's  the same ethanol that Grey Goose Vodka is made from.

It's environmentally safe and it's safe for our Technicians and our clients.  Not to mention, contact time is less than a minute.

As I started to bring in the brand and learn more and more about what they had to offer, I was thoroughly intrigued.  Partially because the owner of the Company is a brilliant scientist.  So intelligent in fact, he is brought into many Companies to assist in solving some very unique problems........which leads me to my title

Ethanol will kill me

Disinfection Micrylium BioSurf Kinder Greener Safer

 

 

The story, as I know it is this.....Micrylium was called into a Company who made Medical devices because a large number of their employees were suffering with "minor" ailments.  Symptoms such as scratchy eyes, runny nose, dry throat, scratchy cough.  Not that any of them got deathly ill, it still got the attention of upper Management to bring in people in an effort to find if anything in the workplace was responsible for these symptoms.

They brought in air conditioning people as well as contractors to check for poisons in the drywall.  Nothing.

Then they brought in Micrylium.  It was the owner who discovered what was happening.

This Medical place worked very much like our Salons.  They would have to clean their tools and implements between activity.  They went to the sink, they scrubbed with a brush and soapy water and they rinsed.

It was this process which was causing the symptoms.  It makes perfect sense!

As these tools and implements were being cleaned, the debris was floating within a 12 inch circle of the cleansing area AND being rinsed down the drain.  This debris in the drain was causing Biofilm.

Every time someone went to the sink to scrub, using warm/hot water....the biofilm would loosen and vapors were coming up through the drain.....causing the symptoms of scratchy eyes, runny nose, sore/dry throat, scratchy cough.

That was enough valuable information for me to look into the next step(s) to protect our Technicians and our clients.  Introducing the Ultrasonic machines!

 

 

10 things you should know about Ultrasonic cleaners

  1. It's a health issue - Using an ultrasonic cleaner will protect your health
  2. It's a time issue - How much time do you think you can save by not having to go to the sink between clients and clean your implements
  3. It's a money issue - Time Is money

 

We recently had one of our clients Ultrasonic cleaner stop working.  They were within the Mfg's warranty, so they were able to send the machine back for repair.  We always get a report and this particular report taught us a few things.

  1. Cleaning time - 5 minutes is all the time you need to clean our implements.
  2. Check after 10 minutes - 10 minutes is the max it should take.  If it takes longer, something is wrong.
  3. Over use NOT GOOD - Running the machine longer than necessary is considered an abuse of product and is not covered under warranty.

Cleaners matter

  1. Surface disinfectants can and WILL blow up the machine.
  2. Soap and water is okay to use, however, you won't get the full benefit of what the Ultrasonic cleaner has to offer
  3. BioSon recommended - Our BioSon product my Micrylium is an effective US cleaner.  BioSon is effective for 5 consecutive days before having to be replaced.  1 box (20 pouches) last just under 3 months.

 

Lastly

  1. Overlap your tools - You can place a pretty large amount of tools into the basket.  Which, BTW...it fit's the AngelFeet professional file.  However, you do want to make sure you criss cross your tools and files when placing them in the cleaner

BONUS - Use your US cleaner as a jewelry cleaner for your clients jewelry.  It's a nice little added service which, doesn't cost you any more $$$.

 

About BioSon

BioSON is a concentrated universal device detergent. This unique formula contains four enzymes that rapidly break down bioload. It contains antimicrobial additives to reduce the odours and bacterial aerosols created by the ultrasonic bath. It can also be a very effective instrument pre-soak and multi purpose detergent.

  • Removes stain and tartar
  • Powerful 4 enzyme formula to rapidly digest proteins
  • Chlorhexidine ensures safety and longevity

2017 Protocol bioSON

2017 SDS BioSON

Are you protecting you health?  Savings $$$$$?

CJ Murray, President

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