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Old 05-12-2003, 02:57 PM   #1 (permalink)
 
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There are many similarities in the ingredients of Lotion Brand X versus Lotion Brand Z. Customer comes into your salon, reads the ingredients on the bottle, and tells you that from what they can see, the ingredients are all pretty much the same, perhaps with just a slight variation. They ask you why is Brand X so much more expensive than Brand Z when everything seems to be just about the same.
Does this go back to not buying the ingredients but the name, ie. Nike over Reebok, Mercedes over Honda?? How do you,as the salon owner, justify the difference in price of each of these lotions? It doesn't seem to make sense that a slight increase in a particular ingredient would justify a large increase in price, such as $35 compared to $70. What do you tell your client?
Being new salon owners and learning something new every day from experienced salon owners, we're just trying to get this information. Thanks for all your help.
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Old 05-12-2003, 04:41 PM   #2 (permalink)
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You need someone with more knowledge than me but I do know that even though the ingredients look the same there are differences in the quality due to purity and source of that particular ingredient. I also agree that we are buying a name sometimes also. It is hard to explain all of that to a customer when we don't understand it. Anyone out there know more than we do about than we do?
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Old 05-12-2003, 04:49 PM   #3 (permalink)
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Aloe Vera based products as compared to Water based products!
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Old 05-12-2003, 04:55 PM   #4 (permalink)
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Greg, Is all aloe vera equal or are there different grades? I understand aloe to water but if aloe is listed as the first ingredient in two different lotions can you assume that they are the same quality? Also, do the ingredients that follow in the label listing have any effect on the aloe's effectiveness?
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Old 05-12-2003, 06:01 PM   #5 (permalink)
 
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I would have to agree with Pam that most customers buy on brand awarness..that is why it is always best to have knowledgeable staff on hand to go over the lotions that you carry with your customers. I do not necessarily have customers who sit there and read the labels..they just want something that works and works good! The customers that are doing price comparison between brands/lotions are likely to be the customers that just do not want to spend the money on the more expensive bottle..they want the results just do not want to have to pay for them!!
Ultimately customers will buy what you push...they believe and trust in us..

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Old 05-12-2003, 08:20 PM   #6 (permalink)
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All ingredients are important, the more varities of Tyrozine the better chance the formula is going to help a variety of different tanners.

All of our products are Aloe based so we offer a great variety of product pricing for all tanners.

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Old 05-13-2003, 07:57 AM   #7 (permalink)
 
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For us this is why we choose to limit the # of manufacturers we carry. We wanted to be able to know everything we could about what we had... It became too confusing when we had SB,AG,DS,CT,EB,Matahari, and many others... We choose to limit our manufacturers and learn all we could about them... I think our sales are up because of this... When a customer comes in and asks what is the best bronzer and why ... And you say well this SB is great and it retails for $35, this Caltan is great and it retails for $32... Well which is better? Um they are both good... Confuses the customer ... One thing that has really been an enormous help is Caltan's Tanning Dollars and Sense... The product description guides tells you everything you need to know to answer those questions on their brands...
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Old 05-13-2003, 02:57 PM   #8 (permalink)
 
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I am going to be doing the same thing. Once we are out of some product, it won't be coming back. I am going to start narrowing down our selections - I branched out too far!
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Old 05-13-2003, 05:29 PM   #9 (permalink)
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You can definitely get branched out too far. I am with you Angie. I would rather sell fewer lotions and know why I sell them than to feel like I am at Walmart and totally mystified by the selection. I once heard a speaker say that if you give a person more than 3 choices they will end up not buying anything due to confusion. I limit my main lotions to 3 lines and carry a VERY few of other brands that people have asked for. It works for us.
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Old 05-23-2003, 08:13 AM   #10 (permalink)
 
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with all the new items comming out sometimes it is tempting to carry everything, one idea is to bring in a sample pkg to try and see how it sells. you may want to get in and out of the new line as the next new item comes out, then hold onto what the tanners like.
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