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Old 12-08-2004, 10:03 AM   #1 (permalink)
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Good Manufacturers:

§ A good manufacturer will make every effort possible to oversee the chain of distribution to ensure that only professional tanning salons sell their products. Complete control is never possible; but the effort they put forth is seen in the number of diverted products available on the ‘black market’. The dollar amount spent by a manufacturer will also reflect their commitment to salons.

§ A good manufacturer will refuse to sell to beauty supply houses, internet sites, flea markets, retail stores, and distributors or other persons who support these type of outlets. Sometimes some distributors disguise these avenues; but their efforts should reflect a commitment to stopping diversion when it is caught.

§ A good manufacturer does not turn a ‘blind eye’ towards high-level distributors who consistently knowingly sell to these outlets.

§ A good manufacturer supports their salons with product education. This can come in the form of trainings, product charts, flyers, and other forms of media. Good salespersons understand what they are selling.

§ A good manufacturer supports their salons with co-op advertising. You are using their products, using their logos, they should at the very least help pay for this. You are advertising for your salon as well as the products you carry.

§ A good manufacturer supports their distributors. Typical salons cannot afford to purchase in full-case or skid quantities; and therefore purchase from a distributor. This distributor should have the support of the manufacturers to better serve their salon clients. Distributors tend to support the manufacturers who support them.

§ A good manufacturer produces quality products, using high-quality ingredients. No exceptions. Every salon owner has an opinion of which lotions they like the best; but low-quality mass produced bathtub brands are unacceptable.

§ A good manufacturer is up with current trends in the industry including revolutionary ingredients or technologies. They lead the pack in some instances and follow current trends in other instances. They never are so arrogant that they ignore what is working for other manufacturers. This would only leave those who have made a choice to carry their products left with the decision to either switch products or be left behind as well.

§ A good manufacturer owns up to their mistakes. Mistakes happen; whether it be a mis-print on a bottle; or a cap that doesn’t fit… a truly good manufacturer will make right any mistakes that happen; and they should be extremely few.

§ A good manufacturer stands behind their products. If a product, be it a lotion or a piece of equipment, is defective, they fix or replace it. One cannot always be perfect; but making things right is a sign of a truly good manufacturer.

§ A good manufacturer is in it for the long-haul. Truly good manufacturers support the entire industry and are involved with associations and groups that assist the industry as a whole. This shows an effort to be in it for more than just their wallets, and shows a true commitment to indoor tanning, which in turn helps individual salons.





☼ Poor Manufacturers

§ A poor manufacturer ignores products being sold in places other than professional tanning salons.

§ A poor manufacturer sells directly to beauty supply houses, which in turn puts products in nail salons, hair salons, and ultimately to the end user with no explanation of the features and benefits of the lotions. This may cause a person to use a lotion that is incompatible to their skin type.

§ A poor manufacturer ignores high-level distributors who blatantly refuse to stop selling to parties involved with internet sites, flea markets, and other areas that are sold directly to the end-user.

§ A poor manufacturer tele-markets directly to salons offering them a ‘deal of the year’; with just a minimum purchase of 100 bottles of a lotion that otherwise wouldn’t even be considered. These efforts only insult the intelligence of most salon owners. If you have to push it; is it worth buying?

§ A poor manufacturer takes direct pot-shots at other manufacturers. Not unlike political races; rather than explaining the benefits of their product, can only say negative things about everything else.

§ A poor manufacturer does not provide product education and materials for their salons or distributors, leaving them blindly selling products they don’t understand.

§ A poor manufacturer does not assist with advertising even though the salon is using their trademarked logos. Part of the image of a salon is the products they carry, therefore using their product logos is essential to the identity of a salon.

§ A poor manufacturer competes against, or does not fully support their own distributors. This is not good for the industry; and is also not helpful for salons. Distributors are essential in the supply chain as a manufacturer does not have the manpower or capability to serve their salon clients with great customer service.

§ A poor manufacturer produces poor products. Poor quality lotions, packaging, or equipment does not have staying power. Ultimately the salon owner pays the price for low-quality products as they are the first in line when an end-user is not satisfied with a product. Poor packaging does not move a product. Poorly made equipment is the utmost in poor manufacturing. Equipment is expensive and therefore poor customer service behind the product makes for the lowest of all manufacturers.

§ A poor manufacturer has a “you break it you bought it” mentality. If you are not satisfied with a product, and the manufacturer does not make every effort to make it right, you are stuck with products that you can’t sell, or equipment that does not work. Nothing is perfect and there are always times where something isn’t right, but MAKING it right is the key to a good manufacturer.

A poor manufacturer uses strong-arm tactics to try to convince salon owners to make decisions they do not want to make. Every salon is built on the owner’s core beliefs and principals; poor manufacturers ignore these beliefs and principals to make a profit only for themselves. Truly good manufacturers will understand and work with these beliefs to match the salon owner with items that fit in with the salon’s business plan. A good manufacturer offers advice; without insulting the intelligence of the salon owner and makes suggestions based on the plans of the salon owner.

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[ This Message was edited by: tanu01 on 2004-12-08 10:04 ]
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Old 12-08-2004, 10:22 AM   #2 (permalink)
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thanks tanu!!!
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Old 12-08-2004, 10:24 AM   #3 (permalink)
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good post.....
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Old 12-08-2004, 10:37 AM   #4 (permalink)
 
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Lucky me, I'm just a distributor.
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Old 12-08-2004, 10:38 AM   #5 (permalink)
 
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Millenium tanning just called with their Pitch Black. They fall under the SECOND heading
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Old 12-08-2004, 10:43 AM   #6 (permalink)
 
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Fantastic info Tanu.. NOw being new to the business, I need to find out who the poor manuf are, This way I know not to order from them..(any input)????
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Old 12-08-2004, 12:53 PM   #7 (permalink)
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Timetotann, you will be ordering from Distributors. There are some manufacturers that sell direct like John Abate..
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Old 12-08-2004, 12:54 PM   #8 (permalink)
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Before buying off anyone check reff.,BBB., AND Drive away from your area and stop and chat with a few salon owners.
Bob
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Old 12-08-2004, 02:07 PM   #9 (permalink)
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Tomorrow some veiws on disty's and sales people, I know some cant wait!!
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Old 12-08-2004, 02:34 PM   #10 (permalink)
 
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If you pick on me, I will claw your eye out.......and we will be forced to perform surgery.....
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