Alright, we all know that retail is CRUCIAL to our spas success, and even more so with ppl, but what have you done about it? We've set min. sales requirements, and realistic expectations for our staff. I'm constantly lecturing about how to succeed with sales. Yet, now that our skincare gals are finally producing, the massage staff hasn't done squat! (and trbalm used to be our number one seller). SO, who is in a similar boat to me and what have you done about it!
Do you hold them accountable for sales, and let 'em go if they can't carry their weight?
How do you train them on it?
How do you retrain them?
What guidelines do you put out there (tidbits of wisdom) to help them with sales?

How do you use the TRB in the rooms? In treatments? Maybe come up with new ways to use it...and the clients will love it! Like I use it for the Peppermint Scalp Treatment...or I've seen it be used in a foot tx...that way it is revitalized!!! Almost like they have just gotten a new product in!

Chris,

I hear this all the time that is difficult to get MT's on board with selling. I use a different approach and find it to be successful. In the same way, we, as massage therapists, recommend stretches , exercises, etc, I see sending people home with products as an extension of the service and present it as such.

I think the key for spa owners is to make sure there are appropriate products. Frequently I find this is not the case. While there is a definite focus on facial products, spa body products can be very few for retail. When I work with spas and ask what spa body products they are offering. 95% of the time I hear a list of their lotions and washes. Some spas even brag about how little the product cost is for massage-not realizing if there were a variety of products layered holistically in the treatments, the massage therapist could easily recommend those products. The irony is that the clients want the products to take home for their bodies.

The average products used in a facial is what(cleanser, toner, eye makeup remover, exfoliate, masks, serums, moisturizers, sunscreen, massage cream)9,10? How many products are you using in your massage treatments? Generally 1-some really innovative spas may use a special foot cream so it could be 2.

What products are you offering that are an extension of your massage/ bodywork treatments?

A good place to start is with products from our Preston line:

Tension Relief Balm-this product is fabulous for everyone. If it is used as recommended in our protocols as an opening stress reliever, it is an easy sell to clients esp those who tend toward tension headaches, stress related problems and high stress lives. It goes hand and hand with any relaxation/stress reduction program

MSM Muscle and Joint Balm is a great muscle balm that really works for use in the treatment room and for home care. When a client comes in for a service and has tight sore muscles like probably 75+% of them, this is a must for recommending.

If a MT is working with a client, it is evident if there is poor circulation and celulite, recommending Stimulating Contour Creme, Firming Body Contour gel for home care can be very effective.

Ultimate Foot Care Creme is a the best foot creme-people love it. When you use in your massage, it makes it special and people want to take it home.

Also for detoxing, send home clay and algae, moors mud products to continue the process.


Good dry brushes are essential for retailing. Train your Massage Therapist to use them for lymphatic drainage and effoliation. Start your body treatments with a good dry brush massage. Go over the benefits with clients. Some spas use a dry brush for the client and then send it home with them again as an extension of the service-rather than tossing them or santitisizing them.

Spas that use our scented candles in the treatment room , sell lots of candles.

Find out what products your therapists are recommending and make sure you stock them-otherwise someone else gets the profits.

Retail can be a great extension of services and profitable for your Massage Therapists and you too!



Gail

GAIL
WOW, a "duh!" moment for me! We have ALL the ppl spa products, very little "foo foo" boutique products, but only use the trb in room, and reccomend most that and MSM, but WOW, if we did the foot lotion, maybe cellulite cream, they could set up those too!

CARA
Thank you! Need a new pic of all of us babies soon

TAHOE
We use the trb as gail does, an opening stress reliever (breath deep ["oh, peppermint!"], and then a light pressure point "massage" around the head just explaining how it's good for stress, sinuses, migranes, etc). Takes 1 minute.

I've been using the Tension Relief Balm at the end of my facials to wake my clients up. I rub a small dab on my hands and have them take 3 deep breaths inhaling the invigorating peppermint...then I finish their treatment with a scalp massage with the TRB still on my hands. I like it better than EO because it doesn't make their hair greasy.

I do an opening and/or closing with TRB too....
But be sure and wash your hands if its first because, ay,ay,ay, it doesn't feel good mixed in with cleanser!!!!!!!