Don Smith

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 #2: QYB!

QYB! is what we tell our employees when they are complaining about a problem instead of figuring out how to solve it. QYB! stands for "Quit Your bitc*ing" and figure out how to solve the problem!

And, IMHO, it is high time we QYB! about the lotion diversion problem and figure out how to PARTIALLY solve it.

Listed below are the steps that can be taken (and the steps that we have successfully taken) to help resolve the "lotion diversion" problem.

1. QYB! and develop your own PL lotion line. This "easy to do" step will resolve 50% of your lotion diversion problem. Why? Because (1) your clients can't buy your PL lotion from anyone else but you,(2) YOU are the lotion expert as far as your clients are concerned and so they will buy WHATEVER YOU RECOMMEND, and, (3) you will make a "higher margin" on your PL line! [Note: If you are going to offer a PL lotion, do it on your own and not with a "consortium" because, remember, one of your competitors can also join the consortium!]

2. QYB! and IMMEDIATELY quit "stocking and selling" brands that are causing you the most diversion problems (no one is holding a gun to your head and "forcing" you to buy products that are causing diversion problems!). This will resolve another 10% of your diversion problems.

3. QYB! and "focus" your efforts on selling ONLY the "branded" products from companies who are trying the hardest to resolve the lotion diversion problem. The best branded products for you to stock and sell are those that cause the least "diversion" problem in your area. This step will resolve another 10% of your diversion problem.

4. QYB! and stop letting your clients use "non approved" lotions in YOUR sunbeds! Does it make sense to let some yahoo ruin a $250.00 acrylic shield so that THEY can save 10 bucks on a bottle of lotion? OF COURSE NOT! Therefore, put up a sign TODAY stating that only approved lotions can be used in YOUR tanning salon and start making them show your their lotions before they tan! This step will resolve another 5% of the lotion diversion problem.

[Note: We are in the middle of conducting some tests at the UVR Research Institute to find out what causes some lotions to "ruin" our acrylics. The preliminary results indicate that something in the "el cheapo" lotions (maybe the mineral oil) gets into the "pores" of the acrylic and, when exposed to UVR this material "bonds" permanently to the surface of the acrylic and makes it feel like you are running your hand over fine sandpaper. We know that it happens, we just aren't sure about exactly what causes it YET.]

The "bottom line" is that taking these 4 "common sense" steps will resolve 75% of your lotion diversion problems. And so the final "QYB!" is to "quit your bitc*ing" about the remaining 25% of the problem and "just deal with it" because the "system" will NEVER be perfect!

Will this work in YOUR tanning salon?

There's only one way to find out!

Don

[ This Message was edited by: Don Smith on 2002-05-01 22:44 ]

[ This Message was edited by: Don Smith on 2002-05-01 22:48 ]

[ This Message was edited by: Don Smith on 2002-05-01 22:51 ][ This Message was edited by: Don Smith on 2002-05-02 07:46 ]

jcole

Don,
I wanted to add another thing to your list. Salon owners should participate in activities and groups that empower each other. If that is attending FDA meetings en mass or what not, do it. A single tree does not have a loud voice, but the entire forest cannot be ignored. Join and support any group that magnifies your ability to make sure companies continue to fight diversion as much as they can.

Diversion is not a solvable problem. There is no sane reason to believe that the indoor tanning industry will be the first to solve gray market products. But just because it's a hopeless battle, does not mean it's not worth fighting. Salon owners should reward those companies making the effort and punish those that don't. The way to do that is with your money, buy and promote your allies, and ignore your enemies.

Soakinuptherays

Soakin' Up The Rays, Inc. can offer 2 major solutions to helping salon owners with out private label products as well as our "Diversion-free" brand Soakin' Up The Rays (R).

Don Smith

Greg:

The "Master Spammer of the Internet" has struck again! Is there no place where we can escape you? LOL

Don

Brandy1

Bump.

__________________

engfant

Don was right 5 years ago and this still stands today.


SEE PEOPLE. REALITY IS REALITY AND NEVER CHANGES CAUSE IT'S REALITY.

******** CHANGES ALL THE TIME. Take Fox News that has 32 broadcasts a day.

That's a lotta bullshittting.

sz girl

i agree with you Don. i'm not really whining about products, but just trying to find that special "niche" that everyone is looking for.
i would love to go private label-i am new at this so for the sake of sounding like a complete idiot-you mentioned to NOT go with a consortium. not sure what that leaves us, maybe you could expand on that part for us.
thanks-great post.

Ezliving_Jim

It's five years later, Don. What ingredients in "el cheapo" lotions cause the harmful reaction with acrylics?