August 2009

Lisa Kind - Editor

The Mane Objective | by Marco Pelusi


Increase Your Profits with Late Summer Add-On Services

It’s still summertime, and there remains tremendous opportunity to offer a cadre of add-on beauty services to many of your clients who may desire a change or want to feel refreshed.

‘Tis the season to feel brighter my friends and its our job as hairdressers to be proactive and ensure that our clients are happy!

Many of your clients are either returning from or about to embark on a vacation to escape their daily hassles. Give them a boost in your chair with an on-the-spot add-on service to jumpstart or complete his/her vacation.

To make it easy for you, start with easy add-on haircolor services. Most women, and even a lot of the men out there, like to wear a brighter color in their hair during the summer months – even your blonde clients may wish to go a bit lighter.

Oftentimes even a lighter coppery red or reddish tone is a lovely choice to add into the color. When he/she sits in your chair, focus the conversation on the hot, summer season, then segue to his/her haircolor and offer on-the-spot highlights. A few highlights – for ANY client – is by far the easiest, simplest add-on service you can offer as a change or refreshment.

Why not capitalize on the remaining balmy weather before we head into fall? You’ll kick yourself later if your client returns from vacation with new highlights someone else offered them. Let the idea come from you.

A great tan always works beautifully in tandem with some new highlights. Have your salon owners considered adding sunless tanning services to your business? Is there room for it? If you’re not an owner yourself, have you mentioned this possibility to the owner? A fabulous tan is a popular summer add-on service and may be worth exploring in the short- or long-term.

In addition to offering extra highlights, perhaps even more important for you is to evaluate and provide counsel about which haircare products your clients are using at home. Retailing is a great way to add to each client’s ticket total, but remember to avoid the perception that you are doing a hard sell.

Simply educate your client about his/her need to use products that are specifically formulated to prevent hair from premature color fade, as well as to repair and moisturize. During summer, should your clients choose to add a few highlights, or simply spend time outdoors, their previously color treated hair becomes lighter and its integrity may be compromised.

You need to inform your clients about how to prevent their sunlit or highlighted hair from becoming dry, especially at the ends. Educate each and every client how to condition his/her hair. This concept is just like moisturizing the skin – which also needs consideration even during the late summer – especially if tanning is involved. This is a must to finish off your client appointments, especially color appointments – and then you must ‘close the sale’ by offering top quality haircare products. Do you or your salon also wish to retail skin care products? More food for thought.

These are just a few on-the-spot, add-on service ideas for you to consider and to recommend to your clients to add to their regimen during this remaining summertime season – and to add to your profits while doing so. Try adding some color services, and then see what other add-on service ideas come to mind during your workday.

Marco Pelusi is globally recognized as a haircolor trainer and platform artist. Marco Pelusi Hair Studio, Inc. was named Best Hair Color in Los Angeles 2007 by KTTV Fox11’s “myfoxla Hot List” competition. Pelusi created the Marco Collagen Color Guard HairCare System, the collagen system developed for color and chemically treated hair. For more information, visit



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