02-25-2007, 08:17 PM
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#1 (permalink)
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I love Derf!!
Join Date: Apr 5 2001
Posts: 9,496
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Hey SoakinUPthe Rays....
Hey Greg, you still stand behind this statement?
Quote:
How Well Does Your Salon Sell Tanning Products!
For years, tanning salon owners have asked me how much tanning lotion should I sell in my salon?
Lotion Performance Index (TM) : Method 1
I developed this Lotion Performance Index so you have an ability to measure your lotion performance for yourself for any given time period. I believe an average tanner should be using an 8 ounce bottle of tanning products in 10 visits or less for maximum benefits. You will need a few records to calculate your Lotion Performance Index.
Time Period:
Decide on a given time period:
Example: Last week, last year, last month, the last 3 months or any other time period that you decide to measure.
Tanning Sessions:
Find out the number of tanning sessions for that time period = Session Component.
Example: Last week your salon had 1000 tanning sessions.
Tanning Products:
Find out the number of bottles and packets of tanning products you sold for that time period. Then multiple the total number of bottles you sold by 10 then add the number of packets or cups you sold = Lotion component
Example: Last week you sold 48 bottles and sold 220 packets or cups ( 48 X 10 = 480 + 220 = 600)
Optional: For Precise Lotion Usage Measurement:
Once you have that information if you can break it now to: 16oz bottles = 20, 8oz bottles = 10, 6oz bottles = 7.5,
4oz bottles = 5, and packets or cups = 1 then multiply for the number of bottles in each category. Then add everything together for the precise lotion component for the given time period.
Calculating your Lotion Performance Index:
Lotion Component is then divided by Sessions Component = Lotion Performance Index example: 600 (Lotion) divided by 1000 (Sessions) = .60 or 60% Lotion Performance Index
Rating Your Lotion Performance Index (TM) :
90% = Stunning: Do You want to teach the next class?
80% = Fantastic: Your bank account knows it!
70% = Excellent: Focus on selling after exposure moisturizers to every customer to further boost numbers.
60% = Good: Spend one on one time with every employee doing individual training during their shift.
50% = Marginal: Consider training/sales meetings and a commission structure to promote sales.
40% = Weak: Look at the products you stock and decide on one line to focus on to eliminate confusion.
30% or more = Very Poor: Start from scratch on product lines, training and even employees.
Lotion Performance Index (TM) : Method 2
Over any time period:
Take gross indoor tanning products sales for that period divided by your number of sessions during that same period
= dollars of lotion sold per visit.
Example: $975 in indoor tanning products sold last week while you had 863 tanning session last week = $1.13 in indoor tanning product sales per session
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So how do you measure up with method 2?
$2.00 or more per session is awesome
$1.75 to $2.00 per session is fantastic
$1.75 to $1.50 per session is great
$1.50 to $1.25 per session is good
$1.25 to $1.00 per session is fair
$1.00 to $.75 per session is poor
$.75 or less per session is bad
Measuring your employee’s Lotion Performance Index (TM) with method 2?
Total Lotion Sales Per Employee
(Get this number from your employee lotion commission report)divided hours worked
equals Lotion Sales Per Hour.
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