TJ

Hey Tom......I'm not beating on you either :-) Like Belvy said, you're the only person we've had to vent our feelings to. I am glad you are making it work in your area. I actually sold two packages last friday afternoon and one of the ladys lives in Indy and had been to your salon in Ft. Wayne. She spends the summer here on her boat and was so glad to find that we had a lumiere machine in our town. She won't be back till April but bought the package so she could do one session a month over the summer. I'm still trying. And as far as having inthusiam.........my wife and I are also very excited when we talk to customers about it. I had very nice results from it and my wife had such drastic results around her eyes that RAI used them in all of their ads on the internet and on the brocures. So yes.........we know that it works.

House of Tan

Thank you Teresa for your statement, BTW this is Tom. Call me anytime

Glad to hear about the sales TJ!

Here are some pics from the Expos that we do:





And some pics from the filming of our TV spot:

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rooney3

I've just purchased a Lumiere and we'll begin our initial marketing program next week. But I have to agree with TJ (whom I've spoken with before and who bent over backwards giving me the pros and cons of the device), outside marketing help is great and always appreciated but you need to be ready and roll up your sleeves with:

1) an intense eduction program for the people inside your salon selling the Lumiere services, and

2) an intense education program outside the salon to current salon customers and prospects explaining the benefits and cost comparisons to competing facial treatments.

We're currently running about 325 visits a day (26 unit salon) so I've got a good base to market to internally right now. I'll keep you posted on how we're doing. I have no illusions about hitting TJ's numbers in the short term but I see this as a long term way to expand our revenue base and reach beyond the traditional tanning customer.

misselle

Thanks to everyone for the response. What has worked best for advertising? I've tried some things, but don't get much of a response. I DO use the lumiere myself...I didn't have any huge issues but can definitely see & feel the results. I need to know where the best outlet for my advertising dollar is. What works best for you??? Tom, I would definitely like to talk to you. You sound like you've hit the nail on the head.

House of Tan

EFT programs are great for Lumiere

EX.

$99.99 down, $79.99 month (12-month EZ-Pay) = $1,059.87 for the year

$79.99 a month sounds much better to a client than one thousand dollars.

Just think what 50 customers on this plan can do to your bottom line. When you consider that after COGS you are left with a profit margin of 81%

So... $1059.87 x 50 @ 81% = $42,924.74

Just fifty customers!

Write an advetorial, or do "mini" magazines with a good refined mailing list of Women ages 40-75. Go and set up a booth at womens expos (spend some money and make it look good though). Work on seting up referal programs that pay CASH or GIFT CARDS to hair stylest, massage and nail techs. They talk all day long to women who spend money on beauty products, why not have them talking about your salon and Lumiere?

Go door to door (local area stores) and offer a good discount to the owner/manager to put up a display. Work trade angles, Join a women's networking group. Host "Lumiere partys" ECT.

I am developing a new pricing structure, that I will be testing in March. I will post results when all is said and done.

Sorry for the "cut and Paste" but I am slammed with projects right now. The above info is a great place to start.

Thanks,
Tom

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House of Tan

Oh, yea
I missed the nail, but, I did hit my thumb (that's good for something, right?)

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mr belvedere

Doesn't pure red light help to speed up the healing process as well?

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House of Tan

Your quick

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summrtan

Tom
How do you deal with the products on the EFT program, does the monthly fee include the session packets or do they pay extra each time, if so how much? How bout the at home products, do they get discounts for being on EFT?

House of Tan

Hello Lee! I Hope your season is off to a good start.

With a 12 month commitment you can secure the amount the customer is going to pay and therefor include their product if you wish.

ie.

$99.99 down and $79.99 month, would be an intensive (R or F) plus a (R or F) maintaince. I would give them thier 30 day kit up front and at the end of thier 30 days or 12 sessions, I would then give them thier 90 day kit. (this is why you must have a 12 month contract if you include the at-home kits in the price)

Any additional products they want/need I allow a 15% discount since they are "members" ie. another 90 day kit, clearing swabs, serum 21, ECT.

You can structure these EFT's in a number of ways, feel it out and see what works best for you clients. (More $ up front / less $ per month <vs> less up front / more per month)

We always include the cost of the tri-packs, we have never sold them sepratly.

-Tom

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