August 2009

Lisa Kind - Editor

From the Editor | Lisa Kind


Add-On Service and Retail Revenue

Today, more than ever, savvy business professionals are looking for ways to increase revenue. Do you raise your prices? Work more hours? What if you added a new service to your menu or expanded your retail selection? This issue of the Stylist Newspaper answers those questions and more.

The definition of up-sell is the practice of suggesting higher priced products or services to a customer who is considering a purchase. As a salon professional, you are in a position to enhance your client’s salon experience and up-sells are a great way to offer added results. Jenny Hogan explains how up-selling can take very little effort to implement, yet can substantially increase your bottom line.

Everyone in the beauty industry could be up-selling – from a deep-conditioning hair treatment to a paraffin soak or brow waxing. These services can be very profitable for a salon. Esthetician Judy Culp suggests offering services and products that can de-stress today’s clientèle. Read her article for more suggestions on add-on services estheticians can use to generate more income.

Vicki Peters suggests the only real constant in the nail business is that there will always be change. She challenges her readers to take a look at their business, breathe new life into it with fresh money-making ideas and get clients excited again. There are still people who feel it is a necessity to keep their nails in tip-top shape. These are the clients you want to attract with fresh new ways to set you apart from the competition.

Don’t forget marketing. When you add services to your , make sure you let everyone know about it. Just as you create add-on menus in the salon and spa, you can create an “Add-On Marketing Strategy.” Elizabeth Brown shares ways to discover new clients, pool resources with other business owners, build your business, and all the while be increasing your profitability.

What about retail? We all know that selling retail is a great way to generate income; but how do you know what products to choose?

Many of us have probably purchased products thinking they would “fly off your shelves,” but ended up gathering cobwebs. Charlene Abretske offers guidelines when choosing your products. Set yourself up for success by providing products that encourage your clients to reach out and buy them.

Click here to read one salon’s retail success story. Refusing to participate in the economic downturn, Jungle Red Salon in Ohio made a decision to focus on increasing retail sales. With a supportive manufacturer and a team-oriented group of stylists, salon owners Lisa and JP Travis did their homework and motivated their team to make retailing the main focus for increasing revenue.

Whatever route you take this year to generate more revenue, it is important to do your homework. Do the research! Check out new services before including them into your salon menu; educate yourself about new products and the manufacturer before your take on the line; explore your options for retail alternatives that might make a good fit in your salon. And make more $$$$ money!

Lisa Kind,