Product OverLoad

Retailing is one of the most practical ways to increase your salon's profitability and to help boost your paycheck as a stylist. Whether you own your own salon, paid by commission, or an independent stylist renting a space, retail is universally helpful. 

Retailing is an important necessity if you want the puzzle pieces to all connect with your client's new or exsisiting style.  Once clients grasp that using the correct products will make or break their success with their hair at home, they will not hesitate to purchase what is needed. On the other hand, suggesting too many products to your client can be a turn off.

The magic number is 3.  Statistics show that clients who buy one retail product have a 30% retention rate; clients who buy two products have a 60% retention rate and clients who buy three products have a 90% retention rate. Now here is the kicker, clients who buy four or more products, drop down to a 10% retention rate.

 I try to suggest adding to what they already have as long as it's salon quality. It's all about baby steps to getting them locked and loaded with their arsenal of products to make for better hair days. Your clients do not want a bunch of products floating around under their sinks that are not being used. Obviously we are trying to increase our profitability but we also want to deliver quality suggestions and service, if you show an interest in being their partner in their hair care journey then they will trust you more. 

Retailing should be just as important to you as delivering a spot on cut and color. So get out there and learn your products front and back so you can continue to deliver a quality suggestion to your guests!