Brain Storm........Retailing

We have sooooo much retail in the salon for sale, some stylists are just not into it?
How can we get our staff and clients on board with retail more?

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Smile, we have the greatest job in the world!

AHHHHHHHHHHH my favorite subject!!!!
We get Goldwell to come in every 4 months to do a retail refresh course with the staff, I also do a 1 on 1 retail sales training with staff members if their numbers drop which they dont like, so they try to keep on top of it.

We ask our staff to recomend "not sell" to the client we also set weekly MINIMUMS not targets!!! a certain amount for service and a certain amount for retail (devided by staff members hours worked) our staff know "it is NOT OK " not to make their minimums.

We have a staff member who has been asking for more hours when we worked out her profitable costs on her 24 hrs she works she found out that she is only profitable on 19.3 hrs on average over the last 4 mths (minimums have not been met) so we have dropped her hours back until she can prove to us she can reach her obligations she is now going great guns trying to get her hours back.

We try to get staff to have a turnover of 1 item per client,


But like you say Belle some stylists dont like selling this is wear you have to put on your boss's boot's and bump heads after all it's your business staff aren't friends they dont realy care if you end up bankrupt in 2-3-4-5-6- years time because they don't feel it's up to them to make your business proffitable.

Murray

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There's no such thing as alittle off the top,we're talking full make over here!

Wow great subject!

This is an area of the business I need to work on. I carry far too much retail for my own good. In real figures we are retailing at 19% and I need to get that up to 50% (that's one retail sale for every two clients) On the brighter front, the average retail per customer is $37 and the KPI on retail is $32 so our $ average is great but numbers are down.

I had the time to talk to an owner from a "Price Attack" salon about 2 months ago, retail was the topic, since they really are a retail focused store.

She told me the biggest thing in keeping the retail up was education. And companies that were not providing this regularly, the staff forgot about their products and they just didn't sell. So I guess regular support from the product companies is a must. Another thing she said was samples. More often than not any product sample that was given out resulted in the customer coming back to purchase the product.

I have been sampling styling products a lot lately, and getting feedback from the clients when they return and I haven't kept a track of numbers but it seems that a lot have been purchasing the item they sampled.

As for staff, well like Murray said, I guess it is more about them knowing these are minimum requirements, not goals.

I worked in a salon where staff would tell clients what chemist had cheap shampoo, and would even tell them what colours to buy to do theirs at home...... The second last day before I left, the OWNER told me to STOP selling certain products because I had sold them down to the last one or two and he didn't want to have to buy more........ Yes I only lasted a week at that salon.

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We need Kelly Kent on here - she's the retail Queen

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"If you beleve you can, or if you believe you can't. You're absolutely right."

Chumba Concept Salon
Pro Hairstylist (main website)

Why do you think she's our friend, Mentor & coach.....last year her team turned over $90,000 in Christmas week, and a massive turn over out of one site this year (I wont say the exact figure but I,m sure most of you would pass out if I told you and this is common knowledge and not just blowing smoke) We have great respect for Kelly and we will try to put into practice everything she teach's us.

Regards
Murray

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There's no such thing as alittle off the top,we're talking full make over here!

Ok Murray you have my attention now...
$90K in a week?!
WOW

Care to share a kernel or two of inherited wisdom?

__________________
"If you beleve you can, or if you believe you can't. You're absolutely right."

Chumba Concept Salon
Pro Hairstylist (main website)

He he he, I wish I could run my ship as tightly as Kell, her philosophy is one product ,perservice per client if a client has cut, blow dry, foils the client must buy 3 products this is the total responsibility of the stylist, ( her clients are well trained, and usualy buy any recomendation) Kell has a staff of 26 (not all working at the same time) but that makes for a good turn over.
Dana is going with Kelly to Langowi (Malasia) for a confrence in August, and Kell is going to go over some sure fire money earners seeing they will be buddies for 4 days.

Seriously Kelly has just turned over $2.4 million out of one salon in 12 mnths. Even though I thought we run a good salon she thinks we are doing so much sooooo wrong (I have a very open mind to critasism"spelling" and embrace any thing I can do better) esp' retail sales
That is why we get to know so many people in the industry because that's what networking is all about (incl you and Belle) we are taking on Cinderella hair extentions because of your recomendation, we,d be silly not to listen to you guys.
It would only take 1 bad year or 6 mths to put a lot of salons out of business & I dont want to be a statistic .
A lot of salon owners up here dont like us because of who Dana is and who she has worked for and the people we know but we have worked hard esp' Dana & we will always strive to be better.

Geeez I waffled on a bit....sorry...but I feel us lot on hear are the ones trying to forge ahead and all we have this site and our small group, to try and make a difference.

regards Murray.

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There's no such thing as alittle off the top,we're talking full make over here!

Im inspired to get to work on retailing!

Murry, Im glad you are going with cindarella extensions!

Dose anybody pay commision on retail or offer rewards systems for staff?

Cheers

Belle

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Smile, we have the greatest job in the world!

I used to work in a salon that would give stylists $20 commision for every Straightening Iron they sold..

i liked it.. lol

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Sugar & Spice & all things nice

In my head I have set a goal of 1 unit per client, AND IT WORKS! Just a small focus in my brane really has worked!
Yay for me, yay for my clients who can now look after their hair!

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Smile, we have the greatest job in the world!