I have been thinking (which causes "brain droppings" - LOL) a great deal about the "lotion diversion" issue lately because of (1) the interest in this topic on the various websites, and, (2) because of the e-mails I have received with questions and comments about this subject. Therefore, I decided to do a little "mini series" about this topic.

Lotion Brain Droppings #1: Half A Loaf.

I got the title from the quote "Better is half a loaf than no bread" which came from the book "Proverbs" by John Heywood which was written in 1546. It more or less covers my "bottom line" on how we should view what SOME of the manufacturers (Cal Tan, JA, AG and Swedish Beauty) are TRYING TO DO to resolve this complex and confusing issue.

There is no question but that the companies listed above (and perhaps others) are TRYING to end lotion diversion and there is also no question but that there is STILL a problem with lotion diversion!

Well, I've got news for you! No matter how hard these companies try, and how much money they spend trying to end "lotion diversion" there will ALWAYS be people trying to make a fast buck who will find a way around the "roadblocks" set up by these companies to prevent it. [Note: It should also be kept in mind that much of the lotion diversion problem is caused by tanning salon owners trying to make a quick buck!]

Therefore, I have a suggestion. Why don't we all show that we appreciate the efforts being made by Cal Tan, JA, AG and Swedish Beauty who are all TRYING to resolve the problem and quit kidding ourselves that the problem will EVER be 100% resolved.

The companies we absolutely should not patronize are the ones who DO NOT EVEN TRY to resolve the lotion diversion problem.

After all the statement "better is half a loaf than no bread" is true not only for bread when we are hungry but also what we should keep in mind when we evaluate what companies are doing regarding TRYING to solve the lotion diversion problem!

Don


[ This Message was edited by: Don Smith on 2002-05-01 22:04 ]

Don,

I agree 100%. I was just thinking about the money spent by the manufacturers to stop the diversion. I have heard several numbers and I believe the money spent would be well over 2 million.

Ok, this will be passed onto us in some measure. How big is the diversion problem and how much did the 2 million buy us?

Would the 2 million ( which is not much ) have been better spent fighting government politics?

Just food for thought.....

Don,

I agree that you can never stop indoor tanning product diversion 100%.

But, there are hard steps that can be taken it you are serious about reducing diversion of your product line.

I have taken those hard steps to stop diversion of Soakin' Up The Rays (R).

Lets be careful to not allow companies to say they are working to stop diversion in reality are not making hard efforts to actually stop diversion.

If your policy is to only have your products for sale in tanning salons then do not sell them anywhere else, ever.

Greg:

You said "If your policy is to only have your products for sale in tanning salons then do not sell them anywhere else, ever" is good advice for companies wanting to appeal to tanning salon owners.

However, no matter how dedicated a company is (including yours), there is no way to ABSOLUTELY prevent all product diversion. That "task" is left to tanning salon owners because we can "absolutely" solve the problem by refusing to stock and sell products that are available through "diversion outlets" in our market area.

My "rule of thumb" for deciding whether or not a product is removed from our shelves is a simple "two strikes and you are out" policy. That means that the first time someone walks in with a product they bought from a "diversion outlet" I will ignore it but the second time that it happens, out the product goes! NO EXCEPTIONS! If the lotion manufacturer can't (or won't) solve the problem, I will (and do!)!

Don

Don,

I agree with you. I can not way that my products will newver be divered no matter everything I do.

An intertnet retailer could choose to have a salon buy the products for them that i have been doing business with your years. I would never quess that they were the source of the products.

I am saying that words are meaningless without action.

Judge companies by their action and results not what they are saying.

Why don't we all open a lotionbarn style site and sell nothing but old, foul, coagulated bottles at lower than wholesale prices. Word will quickly spread and no site will be able to sell lotions over the internet.


On a different note Don says: "Well, I've got news for you! No matter how hard these companies try, and how much money they spend trying to end "lotion diversion" there will ALWAYS be people trying to make a fast buck who will find a way around the "roadblocks" set up by these companies to prevent it. [Note: It should also be kept in mind that much of the lotion diversion problem is caused by tanning salon owners trying to make a quick buck!] "

So why bother doing anything at all. We learn to live with it and that's all there is to it !!! The internet selling is the way of the future and we're caught at the beginning not really knowing how to handle the situation. More and more sales will be lost in the future and for myself I'm content with rotating my shelves wih the "newest advancements in indoor tanning lotions" ie., the new boys on the block who are creating lotions better than the "national brands" that are the core of internet sales...

I just had a hair salon owner come in to tan and told me that her beauty supply store could no longer sell tanning lotion. So, It is working!!!!!