Selling Lotions

[KaseyandTheSun]

How do you get your staff to sell lotions to regulars you see everyday? I have my other location and the staff is usually the same guy and it's hard for him to push product on people who he sees everyday. So what are some ideas you have your staff do? We offer up to 6 free tans with lotion depending on what lotion they buy.

[bajou]

When we talk with our customers, it's sometime obvious they don't like their lotion anymore, when we feel the customer may like getting a new lotion, we simply give him a cup.... cost about nothing, customer is happy, ad sometimes it's enough to make him change his lotion.

We also try to make deals on some lotions when we get them on promo.

see my new product ! i know you will love it ! it's faboulous !

once in a while i remember my employees of this : do you buy new shoes only when yours are completely worn off ? no, you buy new shoes when you want new shoes..... make that customer want this lotion !

I have many customers having 4-5 bottles stored at the salon... sometimes they finish their old lotion... but usually they use the new one and then the new one .... and because we always upsell our customers over their previous lotions, they always like their new one better

Once a year i run a "get 20$ for your old lotion" (have to say i carry lotions only between 65$ and 180$ and they usually choose in the 100-120 range)
This get 20... gives them a chance to get money for their oldddd lotion they don't like anymore

When someone tells me he don't use lotion, i write a note in his package and everybody tells him a little about lotion each time they come in.... they almost alway finally use lotion.... i may say i'm getting 85% of my clients creamed ! was 20% when i took the salon 7 yrs ago

also, offering special face products helps... we sell a lot of face pkt.... great add-on for the tanner who got it all

Each year my employees are trained about new products, then i encourage them to test products and compare their results
they also receive selling trainings once a year

hope this helps

[sunrisetan]

Offer a lucrative commission, one that rewards your staff for ongoing sales. A tiered commission based on LPPA. Lotion per person average. Your staff must be rewarded.

[SunseraWarman]

Here's a commission schedule that was posted a long time ago by somebody else that works very well...

Lotion (Products) Per Person Average LPPA Schedule
Anything under $1.66 = no commission
$1.66 - $2.74 P/PSA = 10% of gross sales
$2.75 - $2.99 = 12.5% of gross sales
$3.00 - $3.99 = 15% of gross sales
$4.00 - $4.99 = 17.5% of gross sales
$5.00 - $5.99 = 20% of gross sales
$6.00 and up = 22.5% of gross sales

[crosbytan]

Originally Posted by bajou

When we talk with our customers, it's sometime obvious they don't like their lotion anymore, when we feel the customer may like getting a new lotion, we simply give him a cup.... cost about nothing, customer is happy, ad sometimes it's enough to make him change his lotion.

We also try to make deals on some lotions when we get them on promo.

see my new product ! i know you will love it ! it's faboulous !

once in a while i remember my employees of this : do you buy new shoes only when yours are completely worn off ? no, you buy new shoes when you want new shoes..... make that customer want this lotion !

I have many customers having 4-5 bottles stored at the salon... sometimes they finish their old lotion... but usually they use the new one and then the new one .... and because we always upsell our customers over their previous lotions, they always like their new one better

Once a year i run a "get 20$ for your old lotion" (have to say i carry lotions only between 65$ and 180$ and they usually choose in the 100-120 range)
This get 20... gives them a chance to get money for their oldddd lotion they don't like anymore

When someone tells me he don't use lotion, i write a note in his package and everybody tells him a little about lotion each time they come in.... they almost alway finally use lotion.... i may say i'm getting 85% of my clients creamed ! was 20% when i took the salon 7 yrs ago

also, offering special face products helps... we sell a lot of face pkt.... great add-on for the tanner who got it all

Each year my employees are trained about new products, then i encourage them to test products and compare their results
they also receive selling trainings once a year

hope this helps

You are right on the money!

This is the same thing almost to the letter that I do in my salon and I really like the $20 buy back feature.

I carry the same lotions $60 is minimum and they go up to $160.
I only carry a bottle in the salon once a month. when that bottle sells you will have to wait till next month to get it if you want it unless you special order it. SO When a new lotion comes in for the month we promo them like there's no end! Customer's forget about it by the time the next month comes around.

Face/Leg lotions also work really well as an add on sale.

No Apologies from Designer Skin is my #1 seller by far. This fact surprised even the New sunshine group in Vegas. It smells good the customers love it and it works like no other product!!! It's cheap and is good for both tanners and non tanners. Even customers that have expired packages come in just to grab another bottle of shave lotion!

My commissions run like this

3% on packets and bottles under $90 as well as super months

5% on $90-$100 bottles and all after tan and specialty tan lotions. Also on super EFT and Platinum month to month

10% on $100+ bottles and Platinum EFT.

0% on any Reg. bed packages.

I also run a secret bottle in the system that has 50-75% commission it is normally a bottle that has sat for awhile or is going to be a hard sale.

My girls can only average $10 per customer. if they average less than $5 per customer their hours are cut and if they average less than $5 per cust. for the month they're terminated. (this is individually) I have yet to have to terminate one however have had to cut hours a few times. My girls typically average between $9-$15 per customer. It's when we have those 130+ customer count days that their average drops.

I also always work 1 specifically for sales and 1 specifically for bed detailer. the bed detailer owns those hallways and the sales associate owns that lobby. During peak season I'll have a sales 2 position that doubles as sales and bed detailer.

I have the 2014 lotion books from New sunshine, Devoted, and Supre. These are called the bibles and the girls are to know all 3 which are rather large forwards and backwards. They get random studyguides followed by pop tests. The test is never identical to the study guide this way I can be sure they're studying lotions as opposed to studying just the guide. The lowest score get the lowest hours for the upcoming month until the next test.


Hope this adds to helping you achieve your goals for your salon!

[KaseyandTheSun]

Originally Posted by crosbytan

You are right on the money!

This is the same thing almost to the letter that I do in my salon and I really like the $20 buy back feature.

I carry the same lotions $60 is minimum and they go up to $160.
I only carry a bottle in the salon once a month. when that bottle sells you will have to wait till next month to get it if you want it unless you special order it. SO When a new lotion comes in for the month we promo them like there's no end! Customer's forget about it by the time the next month comes around.

Face/Leg lotions also work really well as an add on sale.

No Apologies from Designer Skin is my #1 seller by far. This fact surprised even the New sunshine group in Vegas. It smells good the customers love it and it works like no other product!!! It's cheap and is good for both tanners and non tanners. Even customers that have expired packages come in just to grab another bottle of shave lotion!

My commissions run like this

3% on packets and bottles under $90 as well as super months

5% on $90-$100 bottles and all after tan and specialty tan lotions. Also on super EFT and Platinum month to month

10% on $100+ bottles and Platinum EFT.

0% on any Reg. bed packages.

I also run a secret bottle in the system that has 50-75% commission it is normally a bottle that has sat for awhile or is going to be a hard sale.

My girls can only average $10 per customer. if they average less than $5 per customer their hours are cut and if they average less than $5 per cust. for the month they're terminated. (this is individually) I have yet to have to terminate one however have had to cut hours a few times. My girls typically average between $9-$15 per customer. It's when we have those 130+ customer count days that their average drops.

I also always work 1 specifically for sales and 1 specifically for bed detailer. the bed detailer owns those hallways and the sales associate owns that lobby. During peak season I'll have a sales 2 position that doubles as sales and bed detailer.

I have the 2014 lotion books from New sunshine, Devoted, and Supre. These are called the bibles and the girls are to know all 3 which are rather large forwards and backwards. They get random studyguides followed by pop tests. The test is never identical to the study guide this way I can be sure they're studying lotions as opposed to studying just the guide. The lowest score get the lowest hours for the upcoming month until the next test.


Hope this adds to helping you achieve your goals for your salon!

Wow! I'd like to say thanks all for a great ideas!! Crosby this is the exact commission rate we do at our salon! We do $15 for EFT's that's a great idea about cutting hours and having a sales/bed cleaner do you have that during slow season as well, or do you just have the sells person do the bed cleaning how many rooms do you have in your salon?

[sunrisetan]

Originally Posted by SunseraWarman

Here's a commission schedule that was posted a long time ago by somebody else that works very well...

Lotion (Products) Per Person Average LPPA Schedule
Anything under $1.66 = no commission
$1.66 - $2.74 P/PSA = 10% of gross sales
$2.75 - $2.99 = 12.5% of gross sales
$3.00 - $3.99 = 15% of gross sales
$4.00 - $4.99 = 17.5% of gross sales
$5.00 - $5.99 = 20% of gross sales
$6.00 and up = 22.5% of gross sales

This is my commission schedule. :)

[Wynwood]

Originally Posted by SunseraWarman

Here's a commission schedule that was posted a long time ago by somebody else that works very well...

Lotion (Products) Per Person Average LPPA Schedule
Anything under $1.66 = no commission
$1.66 - $2.74 P/PSA = 10% of gross sales
$2.75 - $2.99 = 12.5% of gross sales
$3.00 - $3.99 = 15% of gross sales
$4.00 - $4.99 = 17.5% of gross sales
$5.00 - $5.99 = 20% of gross sales
$6.00 and up = 22.5% of gross sales

Are the above numbers based on per unique tanner or per tan? (Just so everyone is speaking the same language here, per unique tanner would count the same person tanning 6 times per month as 1 person for calculating the LPPA.)

[movieking]

Per tan. It's not very likely the same employee would wait on a unique tanner each and every visit.

[Wynwood]

Originally Posted by movieking

Per tan. It's not very likely the same employee would wait on a unique tanner each and every visit.

Okay so on a per tan measurement, what LPPA is your target?