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Old 01-02-2011, 05:33 PM   #1 (permalink)
 
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Lotion Cups

I am starting a lotion of the month and so I got a pack of the lotion cups and lids. Any advice on how to sell them? What do you price them at and how much lotion do you put into the cup? Is there any advantage to selling the cups vs the single packs that you buy? Do any of you give them away for free each month to try and push the product?
Thanks and Happy New Year!
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Old 01-02-2011, 05:39 PM   #2 (permalink)
 
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Re: Lotion Cups

What is the plan for the "Lotion of the Month?" What do you intend to do with the lotion cups?

We used to do a lotion of the month, and it was just discounted that month. If you wanted to let people try it first, you could sell them the packet, and then deduct that cost off the lotion if they buy it the same day.
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Old 01-02-2011, 05:45 PM   #3 (permalink)
 
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Re: Lotion Cups

January will be my first month so it is 100% trial and error!! I am doing the Pink Pineapple Tini by Fiesta Sun. I got 24 single packs for free when I bought 6 bottles of lotion. So the plan is if you buy a bottle you get 20% off from it then the single packets for $2.50. I was thinking of doing the cups for like $1.00 or $1.50??

I have only been open a month now so I really can't afford to give much away ~ but I want to build a relationship with these customers too.
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Old 01-02-2011, 05:49 PM   #4 (permalink)
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Re: Lotion Cups

Most people use the lotion cups to sell products they want to get rid of, or promote. If trying to get rid of $1 a cup on low end stuff, To promote.... Devide the price by OZ's And charge accordingly.
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Old 01-02-2011, 06:01 PM   #5 (permalink)
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Re: Lotion Cups

1. What is the suggested selling price for the bottles?

2. How many ounces is the bottle?

3. What is the suggested selling price for the packette?

4. What size cups did you buy? (1 oz, 3/4 oz, 1/2 oz, etc)
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Old 01-02-2011, 06:28 PM   #6 (permalink)
 
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Re: Lotion Cups

Suggested Selling Price on a Bottle is $34.00 - I am doing a Special for $28.79.
The Bottle is 12.5 oz
Suggest Price per packet is $5.25 Special is $2.50
Cups are 1oz size

I have had absolutely no luck selling single packets of lotion my first month and I have a ton of them.
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Old 01-02-2011, 08:19 PM   #7 (permalink)
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Re: Lotion Cups

1 oz cups are not my favorites. If you look at a packet, they are usually either .5 oz or some of the bigger ones are .75 ounce. In a 1 ounce cup, you either fill it up (giving them the equivalent of 2-3 tans worth) or it looks like barely any even though it is the same as in a packette!

I like to use the .5 oz size.

As Tanuo1 said, if you were to take the 12.5 oz bottle and put it in cups, you could make about 13-25 cups (depending on how much you put in each), which would mean you would need to charge about $1.50 - 3 just to get back the cost of you splitting up a bottle to sell in cups rather than in bottle form. Usually "individual serving size" should be more expensive than a "quantity" (e.g. in groceries), so you would expect to spend at least $3.

The bigger issue is how to sell the packets, not how to find an even cheaper way to present the lotion!

Why do you think you've "had absolutely no luck"? Are you selling full bottles instead?

A few hints:

1. Don't ask "Do you need lotion today" or "Are you all set on lotion today?". This is an easy "no". Instead, launch into a discussion as if you KNOW THEY NEED LOTION. Such as "What type of lotion to you normally use?" or "This is my favorite lotion - I love one that has that beachy smell - how about you?"

2. Have your packettes at full price - but each NEW customer can get any packette they want for 50% off for their first tan. AND - if they LIKE it - they can take the FULL PRICE of the packette off a bottle of it (e.g. if packette was $5, they buy for $2.50 - and if they come out and decide to buy the bottle, take $5 off the bottle price).

3. If you want to do lotion cups, consider using them to help "sample" lotions - for free. For example, if you can not FIRST get them to buy a bottle or packette -- as a "last resort" -- pull out "your lotions" from under the counter (maybe 2-3 of the bottles you want to try to promote) and squirt a little (NOT a full cup!!!!) for them to "try" --- give them enough to use on ONE arm or ONE leg. Tell them to do just one so they can see the difference. Then afterwards, ask them what they thought.


If you are struggling with selling lotion, selling it for $1-1.50 isn't going to make it easier for you - it will just give your customers less incentive to purchase because it is cheaper to just buy the samples! At most, do an occasional "promotion" where ONE DAY ONLY you might do sample cups at $3 - and try to use the special/sale frenzy to get them to buy.

You've only been open for a month, during slow season. The packettes will sell, eventually. Work on your selling techniques. Practice being confident that they NEED a lotion and telling them which is YOUR favorite and WHY.
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Old 01-03-2011, 05:25 AM   #8 (permalink)
 
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Re: Lotion Cups

Thank you so much Sunsally for a wonderful and helpful post! I love the idea of letting them try a packet a discount and then getting so much off if they buy the bottle.

I need to work on how to sell the product!

Thank you again it was extremely helpful!
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