Revenue without chair time.
WHY IT MATTERS
It carries margin and it consumes no capacity.
WHY MOST SALONS DO IT BADLY
Staff are uncomfortable selling, and product sits unsold.
WHAT MAKES IT WORK
Recommending what the client actually needs, based on what you just did to their hair or skin.
WHY THAT FRAMING HELPS
It is advice, not selling, and staff are comfortable giving advice.
WHAT TO TRAIN
Explaining why a product suits this client How to use it What happens without it
WHAT TO STOCK
A small range that staff understand and believe in.
WHY SMALL
A large range is unsold stock and staff cannot learn it.
WHAT TO AVOID
Stocking everything a supplier offers Pressure selling
WHY PRESSURE SELLING FAILS
Clients feel it, resent it, and it damages the relationship.
WHAT TO ESTABLISH
Display where clients see products: at the chair, at the basin, at payment.
WHAT TO DO AT THE END OF A SERVICE
Mention what was used and why it suited them.
WHAT TO MEASURE
Retail sales as a proportion of service revenue Sales per stylist
WHAT LARGE DIFFERENCES BETWEEN STYLISTS INDICATE
That it is a trainable skill, and who to learn from.
WHAT TO CONSIDER
A commission on retail sales.
WHAT TO TRACK
Which products sell, and which sit.
WHAT TO DO ABOUT PRODUCTS THAT SIT
Stop stocking them.
