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sunsally · 01-18-2015, 08:48 AM

SO - at the risk of being one of the "a half a dozen people who have something to say on every topic and each one seems to be right and everyone else is wrong." you were demeaning here, I'll follow up with my original post and your reply.......

1. Either the SB or Cayenne will outperform the Malibu.

2. Both will seem "hotter" to the client than the Malibu, primarily because of the much more intense facial tanners. This will be compounded if you have the Electronic Ballast Malibu rather than Magnetic because it run particularly cool.

3. Either the SB or Cayenne will have more "wow factor" than the Malibu - the presence in the room, the AC, misters if you utilize that option etc

4. YOU are only going to pick one - a Cayenne, original SB or new SB. So your customers will not "compare" them and have a preference of one over the other. So you can buy any of the 3 and given the above points, the customers will perceive a positive upgrade from the Malibu.

5. NONE of these beds should interrupt your HP sales. They will give a completely different type of tan at a completely different price point. It shouldn't make a different to that level at all.

6. You noted that the Cayennes are relatively late model, in good condition, low hours (in general and for their year) and priced at half of the Silver Bullet price. At 2000 hours it would be likely that you could see Acrylic wear and tear and they are expensive to replace. So assuming the Cayennes have good acrylics, they would definitely be the better "bang for your buck" compared to a Silver Bullet at twice the price. Twice the price for newer and lower hours is "fair" for the bed seller to be charging - but 200 hours vs 2000 hours won't make any difference to your customers - just cost you twice as much. But you may prefer a newer bed, the "look" of one or the other, one seller over another etc - so price won't just reflect hours/year as a factor in your decision.

7. In terms of placing them with your Radius now, keeping it at the $16 walk-in "for awhile", then trying to bump the price, and then maybe later trying to replace the Radius.....

The BEST time to try to increase the price - will be when you bring the bed in. Very hard to bring it in as a $16 bed to replace a $16 bed - and then LATER say "well, just kidding - it is really a $18 bed"

Compared to how many salons in the US would do their walk-in pricing, your Santa Barbaras and Pacificas are HIGH for what they deliver in performance, and you have twice as big a price jump from your SB's to Pacificas as you do from your Pacificas to Malibu/Radius - even though the difference in performance there is about the same.

Not knowing what your OTHER pricing is, it is hard to make exact recommendations, but assuming it flows from the walkin pricing, it would be VERY reasonable to move that level up to a $18 tan - NOW, when you bring in the new equipment.

Let EVERY customer "try" the new bed for $5 when you first get it. Permanently. A "new bed special'. Even if they don't get to your salon until July - if they are an existing customer and haven't tried the new bed - $5. ( I assume you already have some sort of package for new customers to try all your equipment and so they will get to use it through that package).

Then - post your new prices but give everyone 30 days to purchase as much "Level 3 packages" at the former pricing as they would like. After 30 days - new pricing is in effect.

Note - you may get SOME pushback on your standup. That is - it used to be a $16 tan and tanned as well or BETTER than the Malibu. Now it will be raised to $18, and may seem LESS than a Cayenne or Silver Bullet. And they are the "NEW" thing - while the Radius is "seeming a little worn...". So you will really have to PUSH customers to "rotate" - the "up" bed or the "down" - whatever is open and available. Would also be a good time to do a REALLY good DEEP CLEAN of your Radius and it's room - spruce it up. And if it is even close to needing new lamps - put them in! Make that unit "pop" at that level and seem like just as good an option.

Hope that helps.

01-18-2015, 08:48 AM	#10 (permalink)
sunsally Team TanTalk Join Date: Nov 23 2004 Location: ITA Member & Berman Supporter! Posts: 3,136 Rep Power: 25	Re: Silver Bullet VS Cayenne SO - at the risk of being one of the "a half a dozen people who have something to say on every topic and each one seems to be right and everyone else is wrong." you were demeaning here, I'll follow up with my original post and your reply....... 1. Either the SB or Cayenne will outperform the Malibu. 2. Both will seem "hotter" to the client than the Malibu, primarily because of the much more intense facial tanners. This will be compounded if you have the Electronic Ballast Malibu rather than Magnetic because it run particularly cool. 3. Either the SB or Cayenne will have more "wow factor" than the Malibu - the presence in the room, the AC, misters if you utilize that option etc 4. YOU are only going to pick one - a Cayenne, original SB or new SB. So your customers will not "compare" them and have a preference of one over the other. So you can buy any of the 3 and given the above points, the customers will perceive a positive upgrade from the Malibu. 5. NONE of these beds should interrupt your HP sales. They will give a completely different type of tan at a completely different price point. It shouldn't make a different to that level at all. 6. You noted that the Cayennes are relatively late model, in good condition, low hours (in general and for their year) and priced at half of the Silver Bullet price. At 2000 hours it would be likely that you could see Acrylic wear and tear and they are expensive to replace. So assuming the Cayennes have good acrylics, they would definitely be the better "bang for your buck" compared to a Silver Bullet at twice the price. Twice the price for newer and lower hours is "fair" for the bed seller to be charging - but 200 hours vs 2000 hours won't make any difference to your customers - just cost you twice as much. But you may prefer a newer bed, the "look" of one or the other, one seller over another etc - so price won't just reflect hours/year as a factor in your decision. 7. In terms of placing them with your Radius now, keeping it at the $16 walk-in "for awhile", then trying to bump the price, and then maybe later trying to replace the Radius..... The BEST time to try to increase the price - will be when you bring the bed in. Very hard to bring it in as a $16 bed to replace a $16 bed - and then LATER say "well, just kidding - it is really a $18 bed" Compared to how many salons in the US would do their walk-in pricing, your Santa Barbaras and Pacificas are HIGH for what they deliver in performance, and you have twice as big a price jump from your SB's to Pacificas as you do from your Pacificas to Malibu/Radius - even though the difference in performance there is about the same. Not knowing what your OTHER pricing is, it is hard to make exact recommendations, but assuming it flows from the walkin pricing, it would be VERY reasonable to move that level up to a $18 tan - NOW, when you bring in the new equipment. Let EVERY customer "try" the new bed for $5 when you first get it. Permanently. A "new bed special'. Even if they don't get to your salon until July - if they are an existing customer and haven't tried the new bed - $5. ( I assume you already have some sort of package for new customers to try all your equipment and so they will get to use it through that package). Then - post your new prices but give everyone 30 days to purchase as much "Level 3 packages" at the former pricing as they would like. After 30 days - new pricing is in effect. Note - you may get SOME pushback on your standup. That is - it used to be a $16 tan and tanned as well or BETTER than the Malibu. Now it will be raised to $18, and may seem LESS than a Cayenne or Silver Bullet. And they are the "NEW" thing - while the Radius is "seeming a little worn...". So you will really have to PUSH customers to "rotate" - the "up" bed or the "down" - whatever is open and available. Would also be a good time to do a REALLY good DEEP CLEAN of your Radius and it's room - spruce it up. And if it is even close to needing new lamps - put them in! Make that unit "pop" at that level and seem like just as good an option. Hope that helps.