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Tanning Salon Management Salon management help here.

View Poll Results: What Membership options do you offer?
Standard EFT - auto draft their credit cards til cancel 29 72.50%
Local EFT - don't hold CC, but they have to renew before month is up 3 7.50%
Year or month unlimited with a small (e.g. $1-2) co-pay 8 20.00%
Super Saver - upfront fee and half-off single visits 5 12.50%
Tan Till the end of the Year (usually Fall - discounted) 11 27.50%
Summer Tanning pass (discounted 3 month pass) 6 15.00%
Time/Day option (e.g. mornings or weekends only) 1 2.50%
We offer some other membership options 3 7.50%
We offer NO membership options 4 10.00%
Multiple Choice Poll. Voters: 40. You may not vote on this poll

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Old 02-26-2014, 06:42 AM   #1 (permalink)
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Membership - MANY approaches...

While most salons know about the use of an EFT program, many haven't considered other alternatives.


The ones I find work best are some version of a "co-pay".

For example:

1. $99 year unlimited with $1 co-pay

Pay $99 upfront, and $1 each time you use Level 1. Other levels available for the $1 plus normal upgrade prices.


2. Super Saver Single Membership


Pay some smaller amount upfront (e.g. $9.99 for a month, $49.99 for a year) and pay half-off single walk-in visits for any equipment you want, any time.


What other membership programs have you tried? If not membership, what are YOU doing to "lock in" customers to your salon and keep them from trying a competitor?
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Old 02-26-2014, 10:08 AM   #2 (permalink)
 
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Re: Membership - MANY approaches...

Anything to keep cancellations from happening in October.
Either selling a winter pass....in addition to current membership a set winter pass to use higher levels.
Offering winter rewards if you stay but don't use your tanning oct-dec. by far my best program that works.
Holding off on minutes sales until August. People buy them and end up staying through winter so they don't lose them.
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Old 02-26-2014, 10:20 AM   #3 (permalink)
 
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Re: Membership - MANY approaches...

Quote:
Originally Posted by CrystalSS View Post
Anything to keep cancellations from happening in October.
Either selling a winter pass....in addition to current membership a set winter pass to use higher levels.
Offering winter rewards if you stay but don't use your tanning oct-dec. by far my best program that works.
Holding off on minutes sales until August. People buy them and end up staying through winter so they don't lose them.
The success of an EFT program is based on your ability to engage the tanner through constant communication to insure they are using and finding value in the membership. This will substantially reduce the number of cancellations. In fact this level on interaction with your tanners will enhance all of your memberships and packages. Learn how to make tanning an important part of a consumers routine.
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Old 02-26-2014, 03:40 PM   #4 (permalink)
 
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Re: Membership - MANY approaches...

No eft.

Monthly at $54.95 which includes 3 differing units (10 total) and co pays on specialty beds $6-$10 per session.

Or "stars"
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Old 02-26-2014, 11:03 PM   #5 (permalink)
 
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Re: Membership - MANY approaches...

Quote:
Originally Posted by Steve Underhill View Post
The success of an EFT program is based on your ability to engage the tanner through constant communication to insure they are using and finding value in the membership. This will substantially reduce the number of cancellations. In fact this level on interaction with your tanners will enhance all of your memberships and packages. Learn how to make tanning an important part of a consumers routine.

Steve you want to put these generalizations into specifics? No one can implement what you just said!

Retention is the holy grail of EFT's. :)
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Old 02-27-2014, 08:17 AM   #6 (permalink)
 
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Re: Membership - MANY approaches...

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Originally Posted by Tony View Post
Steve you want to put these generalizations into specifics? No one can implement what you just said!

Retention is the holy grail of EFT's. :)
You have to pay for specifics. :)
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Old 02-27-2014, 10:57 AM   #7 (permalink)
 
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Re: Membership - MANY approaches...

Quote:
Originally Posted by Tony View Post
Steve you want to put these generalizations into specifics? No one can implement what you just said!

Retention is the holy grail of EFT's. :)
Tony as you know, when a tanner stops tanning it is not because they all of a sudden no longer enjoy tanning. In most cases something in their life has caused them to change their routine that has been established that included tanning. It is up to you to be marketing your clients regularly as a reminder that they enjoy tanning and to insure that what ever caused them to change routine your communication efforts is likely to bring them back quicker. Also the level of interaction in the salon also creates a relationship that also strengthens that ability to market them. Use of media, email, text, social media effectively will reduce loss of tanner activity. Educating tanners as to the benefit of tanning during normal slower months will also encourage regular tanning.

There are 3 distinctive advertising seasons. When where and what you advertise during these 3 cycles is important. These are things that I am sure you know Tony. Operators can control their level of success as well as failure. I am not being vague, because each salon must be evaluated individually based on what they are currently working with.

When operators say I don't advertise because it did not work for me or I do not offer EFT memberships because it does not work. Indicates that they did not structure their attempts properly to make them work. It is not always what you do as much as how you do it that is important.

Yes I am a Consultant that restructures salons to be successful, however I try and give solid advice here that can greatly help salon owners. In many cases it takes some encouragement for salons owners to take responsibility for the problems they are having and to ensure them that those problems can be corrected.

Right now salons should be showing significant increases in sales over last year. If this is the case you are obviously doing things right with possible room for additional effort. If you are not showing increases you can sit on your hands and continue to decline or you can chose to change the direction of your salon and be one of those operators that are benefiting from strategic change.

Tony you too suggest change, granted it is to sell everything for $9.99 but you are suggesting change. change is good. Just make sure changes are not random.
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Old 02-27-2014, 11:20 AM   #8 (permalink)
 
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Re: Membership - MANY approaches...

Quote:
Originally Posted by sunsally View Post
While most salons know about the use of an EFT program, many haven't considered other alternatives.


The ones I find work best are some version of a "co-pay".

For example:

1. $99 year unlimited with $1 co-pay

Pay $99 upfront, and $1 each time you use Level 1. Other levels available for the $1 plus normal upgrade prices.


2. Super Saver Single Membership


Pay some smaller amount upfront (e.g. $9.99 for a month, $49.99 for a year) and pay half-off single walk-in visits for any equipment you want, any time.


What other membership programs have you tried? If not membership, what are YOU doing to "lock in" customers to your salon and keep them from trying a competitor?
Why does everyone assume that 100% of their customers can be "locked in"? and, Why would a satisfied customer want to "try a competitor?"

Many customers are now tanning for a specific reason ie-vacation, prom, wedding, a cruise etc. Now why would those people want to pay for that for 12 months? 9.99 sounds cheap until you look at the cost of a year of efts, ($120) the waiting that you will do to get into those 2-3 base beds, and possibility of your CC info being stolen.

The only reason that a customer of yours will try a competitor is if they are dissatisfied with your store.

PS-why would anyone want to buy a package that requires that you pull $1 out of your purse every time you tan? (that is so 1990's)
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Old 02-27-2014, 04:28 PM   #9 (permalink)
 
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Re: Membership - MANY approaches...

Quote:
Originally Posted by peach View Post
Why does everyone assume that 100% of their customers can be "locked in"? and, Why would a satisfied customer want to "try a competitor?"

Many customers are now tanning for a specific reason ie-vacation, prom, wedding, a cruise etc. Now why would those people want to pay for that for 12 months? 9.99 sounds cheap until you look at the cost of a year of efts, ($120) the waiting that you will do to get into those 2-3 base beds, and possibility of your CC info being stolen.

The only reason that a customer of yours will try a competitor is if they are dissatisfied with your store.

PS-why would anyone want to buy a package that requires that you pull $1 out of your purse every time you tan? (that is so 1990's)
It's peaches way or nothing. "According to peach" so much rebuttal.
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Old 02-27-2014, 05:42 PM   #10 (permalink)
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Re: Membership - MANY approaches...

I think it should be noted that EFT memberships do not have to be only for unlimited plans.

We offer an EFT for 1x/month, 4x/month, and unlimited.
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