Clear By Design - Page 3 - tanTALK

Formulated Solutions · 12-28-2001, 11:13 AM

Tamar,

Thank you very much for your post and of course your honesty about the product and your concerns. I am glad to hear that you enjoyed your tan with the SPICED product, and wanted take a minute to address your concerns. With regards to the tingle, when we formulated the product, we really did not want to go overboard burns-your-burns with the tingle. The amount of tingle additive that we used in this product is designed primarily for our intended end user. That being the skin care maintenance minded female, that would not want the truly intense tingle that is available in some products, including other products in our line.

With regards to your concerns about the pricing, for what it is worth, let me provide my insight as to how and why the product is priced the way it is. First off consider the product, truly the product is innovative in the category of indoor tanning lotions, and rarely innovation comes without a cost. We have expended a significant amount of time and money in research, not just on the development of the formulation, but on the comparison of other products commercially available “claiming to be” anti-oxidant enriched. We truly believe that the unique delivery system of the Vita Spheres tm and the unaffected dermal availability of the our anti-oxidant blend of Vitamins A, C, E, Ubiquinone Coenzyme Q10, among others will provide a noticeable difference in the healthy appearance of the tanner skin. The raw material costs alone required for us to prepare this product, not including the unique bottle that we import from Europe, were significantly higher than any other tanning product we produced or any other competitive product that we had investigated. Included in the cost of the product we need to also take into consideration the complexity of the manufacturing process. Even we had to invest in additional high-speed blending equipment to facilitate the manufacture of this product. I think it should be reassuring to you that the product is made to really high quality control standards which cannot be achieved by any guy with a boat paddle, 55 gallon drum and filler, which I promise you the boat paddle manufacturers are quite common in our industry.

Hopefully you got to read through white tightly folded 8-page story that we include with each bottle of product. The concept of including a story with each bottle really has three really significant purposes, first is to provide your sales staff the education and “ammunition” if you will, to help them sell the product. This product was developed by the “LSFSP”, or Look, Smell, Feel, Story, Performance method, a term that I coined after talking to literally a hundred salons. Before we developed this product, I spent months talking with salon owners about how and why lotions sell, and 95% of everyone that I talked to had basically the same equation. "LSFSP" First and foremost it has to "L"ook good or unique on the shelf and I think with the high-end cosmetic look of our package we accomplish that quite well. Secondly the product had to "S"mell good. A good friend of mine owns a large fragrance house in Atlanta; and together we selected four of the top 10 Fragrances currently used in the Bath and Body type product family. We were not looking to reinvent the wheel with the how it smelled; we just picked the best that was out there. These fragrances were the most popular sellers for a reason, people really liked to use products fragranced with these oils. The Sunflower is a Sunflowers type fragrance one of the most popular selling women’s perfumes of 2001, the Crystal Ice, is very similar to Cool Water, the Spiced is Lemongrass Sage, and the Departures is Lavender/Citrus… They are all great fragrances and appeal to both men and women. Next was "F"eel, it had to feel good on the skin, we formulated the first Clear Lotion, so it truly does feel silky on the skin and absorbs quite well with no stickiness. Next was story, and back to my original point, once your client has LOOKED at the product, SMELLED it, and then tried a small amount on their skin to FEEL it, then they need to be given the "S"TORY about the features and benefits of the product. Once your staff learns about the product and the benefits it offers, it is an easy sell. The other nice thing about the story it reduces buyers remorse by giving the tanner something tangible they can read well after the purchase of the bottle. They may not read the story themselves right away, but later on chances are they will, and it reinforces everything that your sales people had already explained to them. After reading the story they feel better about their purchase, and spending money on themselves. Finally "P"ERFORMANCE, the product needs to work. We are really confident this product could be a really great niche product for just about any salon. We have had already with the product excellent responses about the results that tanners are getting with the Anti-Oxidant enriched formulation.

The only other thing that I can add, especially since I have already been to long winded, is market acceptance. I think that what each individual tanning salon market will bare will play a huge role in the acceptance of this product. A few other things to remember, because we eliminated the long chain waxes from this formulation, a little bit goes a long way. You probably found out for yourself that the coverage area of the Clear Lotion was greater than what you had expected, or what you would expect from other lotions. All in All it think that there are tanners out there that are willing to spend the extra dime for something so unique. It may never completely replace the workhorse lotions in your line, however, it nice to know that you have something for that someone, who consistently is willing to pay extra for bed upgrades, and willing to try the latest lotion in your line. I would really like to talk with you personally about the product and your comments, so please feel free to contact me directly. I wish everyone an excellent an safe New Year.

Tamar · 12-28-2001, 10:22 PM

Formulated Solutions: I would love to read more about your product, but no information was included with the samples. Again, I like your product, but more info to have on hand would be nice. You have my contact information.

roger · 01-08-2002, 10:27 AM

Formulated Solutions:
I would love to try your new clear lotion!
I have sent you a private message.
I have emailed you directly.
I have phoned you and somone said you will get back to me.
I love the DNA and sell a lot of it for a long time now.
Guess you don't want me to sell the clear.

Formulated Solutions · 01-08-2002, 10:56 AM

Roger,

I personally apologize; I had forwarded your request for samples along to one of our Canadian distributors. I will assume from your post that they unfortunately have not contacted you, nor have you received a sample as of yet. I have sent out samples UPS second day air I sent you a private message with the tracking number.

I was hoping to avoid the customs issue and have the samples send out directly through a distributor out of Canada, however, please except my apologies and please accept the four full bottle samples at my expense.

Thank you again for your support with the DNA, and I am sure that you will find the Clear By Design to be a great line for you as well. Please email me or call me directly with which distributor you are currently conducting business.

Thank you,

Eric

Formulated Solutions · 01-08-2002, 11:07 AM

by the way accept not except
my apology...

Always afraid, that an English teach just bought a tanning salon and now reads the boards.

NO TAN LINES · 01-08-2002, 11:59 AM

Eric..........
Now that was funny!!!!!!!!!!!!!

In the future, try not to be so long winded, and maybe I can get through your whole article. I was getting a headache, reading alittle more than I wanted to know.

You sound and write like a great salesman. Keep it short and sweet, and with this crowd you should do ok.

Formulated Solutions · 01-08-2002, 12:20 PM

No Tan Lines-

lol... sorry, i guess that was a long post...

Remind me if you ever see me somewhere that I owe you a drink or an Excedrin Migraine for the long winded headache I gave you….

I guess I can be long winded for a four eyed nerdy chemist.

neon · 01-08-2002, 12:38 PM

We received our samples today, haven't had a chance to try but will soon. I really like the packaging and for sure the "clean" smell. The sample we got in the little glass jar looks great.
kevin

Tamar · 01-08-2002, 05:46 PM

I always wanted to be an English teacher til I figured out no one likes them...

Eric, you're doing fine (or well enough for me not to get nitpicky! You've offered up some great info on this board and we appreciate it.

becka · 01-19-2002, 08:10 PM

breeze may have a problem with looking cheep, but,(as for me) you want a sample of the product, it was a full size. breeze is a good lotion.

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12-28-2001, 11:13 AM	#21 (permalink)
Formulated Solutions Join Date: Oct 8 2001 Posts: 150 Rep Power: 24	Tamar, Thank you very much for your post and of course your honesty about the product and your concerns. I am glad to hear that you enjoyed your tan with the SPICED product, and wanted take a minute to address your concerns. With regards to the tingle, when we formulated the product, we really did not want to go overboard burns-your-burns with the tingle. The amount of tingle additive that we used in this product is designed primarily for our intended end user. That being the skin care maintenance minded female, that would not want the truly intense tingle that is available in some products, including other products in our line. With regards to your concerns about the pricing, for what it is worth, let me provide my insight as to how and why the product is priced the way it is. First off consider the product, truly the product is innovative in the category of indoor tanning lotions, and rarely innovation comes without a cost. We have expended a significant amount of time and money in research, not just on the development of the formulation, but on the comparison of other products commercially available “claiming to be” anti-oxidant enriched. We truly believe that the unique delivery system of the Vita Spheres tm and the unaffected dermal availability of the our anti-oxidant blend of Vitamins A, C, E, Ubiquinone Coenzyme Q10, among others will provide a noticeable difference in the healthy appearance of the tanner skin. The raw material costs alone required for us to prepare this product, not including the unique bottle that we import from Europe, were significantly higher than any other tanning product we produced or any other competitive product that we had investigated. Included in the cost of the product we need to also take into consideration the complexity of the manufacturing process. Even we had to invest in additional high-speed blending equipment to facilitate the manufacture of this product. I think it should be reassuring to you that the product is made to really high quality control standards which cannot be achieved by any guy with a boat paddle, 55 gallon drum and filler, which I promise you the boat paddle manufacturers are quite common in our industry. Hopefully you got to read through white tightly folded 8-page story that we include with each bottle of product. The concept of including a story with each bottle really has three really significant purposes, first is to provide your sales staff the education and “ammunition” if you will, to help them sell the product. This product was developed by the “LSFSP”, or Look, Smell, Feel, Story, Performance method, a term that I coined after talking to literally a hundred salons. Before we developed this product, I spent months talking with salon owners about how and why lotions sell, and 95% of everyone that I talked to had basically the same equation. "LSFSP" First and foremost it has to "L"ook good or unique on the shelf and I think with the high-end cosmetic look of our package we accomplish that quite well. Secondly the product had to "S"mell good. A good friend of mine owns a large fragrance house in Atlanta; and together we selected four of the top 10 Fragrances currently used in the Bath and Body type product family. We were not looking to reinvent the wheel with the how it smelled; we just picked the best that was out there. These fragrances were the most popular sellers for a reason, people really liked to use products fragranced with these oils. The Sunflower is a Sunflowers type fragrance one of the most popular selling women’s perfumes of 2001, the Crystal Ice, is very similar to Cool Water, the Spiced is Lemongrass Sage, and the Departures is Lavender/Citrus… They are all great fragrances and appeal to both men and women. Next was "F"eel, it had to feel good on the skin, we formulated the first Clear Lotion, so it truly does feel silky on the skin and absorbs quite well with no stickiness. Next was story, and back to my original point, once your client has LOOKED at the product, SMELLED it, and then tried a small amount on their skin to FEEL it, then they need to be given the "S"TORY about the features and benefits of the product. Once your staff learns about the product and the benefits it offers, it is an easy sell. The other nice thing about the story it reduces buyers remorse by giving the tanner something tangible they can read well after the purchase of the bottle. They may not read the story themselves right away, but later on chances are they will, and it reinforces everything that your sales people had already explained to them. After reading the story they feel better about their purchase, and spending money on themselves. Finally "P"ERFORMANCE, the product needs to work. We are really confident this product could be a really great niche product for just about any salon. We have had already with the product excellent responses about the results that tanners are getting with the Anti-Oxidant enriched formulation. The only other thing that I can add, especially since I have already been to long winded, is market acceptance. I think that what each individual tanning salon market will bare will play a huge role in the acceptance of this product. A few other things to remember, because we eliminated the long chain waxes from this formulation, a little bit goes a long way. You probably found out for yourself that the coverage area of the Clear Lotion was greater than what you had expected, or what you would expect from other lotions. All in All it think that there are tanners out there that are willing to spend the extra dime for something so unique. It may never completely replace the workhorse lotions in your line, however, it nice to know that you have something for that someone, who consistently is willing to pay extra for bed upgrades, and willing to try the latest lotion in your line. I would really like to talk with you personally about the product and your comments, so please feel free to contact me directly. I wish everyone an excellent an safe New Year.

12-28-2001, 10:22 PM	#22 (permalink)
Tamar Join Date: Aug 15 2001 Posts: 1,906 Rep Power: 24	Formulated Solutions: I would love to read more about your product, but no information was included with the samples. Again, I like your product, but more info to have on hand would be nice. You have my contact information.

01-08-2002, 10:27 AM	#23 (permalink)
roger Join Date: Oct 22 2001 Posts: 114 Rep Power: 23	Formulated Solutions: I would love to try your new clear lotion! I have sent you a private message. I have emailed you directly. I have phoned you and somone said you will get back to me. I love the DNA and sell a lot of it for a long time now. Guess you don't want me to sell the clear.

01-08-2002, 10:56 AM	#24 (permalink)
Formulated Solutions Join Date: Oct 8 2001 Posts: 150 Rep Power: 24	Roger, I personally apologize; I had forwarded your request for samples along to one of our Canadian distributors. I will assume from your post that they unfortunately have not contacted you, nor have you received a sample as of yet. I have sent out samples UPS second day air I sent you a private message with the tracking number. I was hoping to avoid the customs issue and have the samples send out directly through a distributor out of Canada, however, please except my apologies and please accept the four full bottle samples at my expense. Thank you again for your support with the DNA, and I am sure that you will find the Clear By Design to be a great line for you as well. Please email me or call me directly with which distributor you are currently conducting business. Thank you, Eric

01-08-2002, 11:07 AM	#25 (permalink)
Formulated Solutions Join Date: Oct 8 2001 Posts: 150 Rep Power: 24	by the way accept not except my apology... Always afraid, that an English teach just bought a tanning salon and now reads the boards.

01-08-2002, 11:59 AM	#26 (permalink)
NO TAN LINES Waiting Confirmation Join Date: Dec 7 2005 Posts: 205 Rep Power: 0	Eric.......... Now that was funny!!!!!!!!!!!!! In the future, try not to be so long winded, and maybe I can get through your whole article. I was getting a headache, reading alittle more than I wanted to know. You sound and write like a great salesman. Keep it short and sweet, and with this crowd you should do ok.

01-08-2002, 12:20 PM	#27 (permalink)
Formulated Solutions Join Date: Oct 8 2001 Posts: 150 Rep Power: 24	No Tan Lines- lol... sorry, i guess that was a long post... Remind me if you ever see me somewhere that I owe you a drink or an Excedrin Migraine for the long winded headache I gave you…. I guess I can be long winded for a four eyed nerdy chemist.

01-08-2002, 12:38 PM	#28 (permalink)
neon Join Date: Oct 21 2001 Posts: 667 Rep Power: 23	We received our samples today, haven't had a chance to try but will soon. I really like the packaging and for sure the "clean" smell. The sample we got in the little glass jar looks great. kevin

01-08-2002, 05:46 PM	#29 (permalink)
Tamar Join Date: Aug 15 2001 Posts: 1,906 Rep Power: 24	I always wanted to be an English teacher til I figured out no one likes them... Eric, you're doing fine (or well enough for me not to get nitpicky! You've offered up some great info on this board and we appreciate it.

01-19-2002, 08:10 PM	#30 (permalink)
becka Join Date: Nov 2 2001 Posts: 189 Rep Power: 23	breeze may have a problem with looking cheep, but,(as for me) you want a sample of the product, it was a full size. breeze is a good lotion.

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