Retail Sales
If you aren’t offering retail products to your customers in your salon, you might want to ask yourself why *90% of salons in the US currently do.
It was reported that in 2006, over half of the salons in the US earned *$50-1,000 per month on retail sales.
Even if you are at the lower end of the spectrum and earn only $50 a month in retail sales, you will still bring in an additional $600 a year. That is a lot of green to earn on something that uses very little space, capital investment and overall effort.
Dispel the myth.
Selling hand, nail and foot care products will NOT keep your clients from “needing” you as a nail technician. In fact, the opposite happens. The client becomes tied to your professional suggestions and will depend on you to have her favorite items for sale. If you don’t sell to her, she will be forced to buy anything that might look good at the local pharmacy or drug store, without the benefit of your expertise.
How do you sell to a client?
First and foremost, do not have the client pay prior to completing her nail service. This will remove any opportunity to discuss professional nail care products and have her leave with an understanding of how to use the products and why she needs them.
How to close that sale:
- Place the item in their hand (this gives them automatic feeling of ownership)
- Tell them what the item is
- Tell them and show them how to use it
- Tell them why they need it and how it will benefit them
- Ask them if they would like the item added to their ticket
If the client says “No,” simply respond by saying “That’s OK, next time.”
What are Retail Products?Retail products are items that your clients can purchase to use at home.
The Essentials – All nail clients, enhancement or natural, should take home these cuticle products to keep their nails in tip-top shape. By maintaining their nails at home, clients will enhance and prolong the beauty of the service (keeping them happy) and also decrease your prep time for return services (keeping you happy).
Nurture Oil: Use twice a day to supply the cuticles and skin surrounding the nails with nourishment and lasting softness.
*Cuticle Treatments are the 3rd biggest seller among all retail items.
Just for Fun - Many clients will grab low-priced items at point-of-purchase (i.e. the salon register station). Think about it...How many times have you grabbed a juicy tabloid, a pack of gum or even a cheesy horoscope scroll while waiting in line at the grocery store? These are valuable items that your clients can actually use!
Nurture Lotion: Twice daily use will increase moisture levels and elasticity in skin, leaving it smoother & softer to the touch.
Airshield: A must have for clients who change their polish colors between appointments.
Sanitize 2 Oz. Spray: Clients can slip it in a cosmetic bag and use it as a hand and surface sanitizer anywhere there may be germs (public restrooms, shopping cart handles, etc.)
Non-Acetone: Polish remover for both natural nail and enhancement clients.
Files & Buffers: *Another top seller in the retail products category. Files or buffers that are 180 Grit or higher are suitable for use on natural nails.
Pricing Retail Products
A general rule of thumb is to price your products at a markup of 85-100% on the wholesale cost. The percentage will vary based on your market and where you can remain competitive.
*Statistics from 2007 Nailpro Gold Book