Retail Training

The retail segment of your spa or practice is one of the least understood or properly planned “profit centers”. Profit centers are “businesses within the business” that can produce additional revenue.

We can help you identify different retail profiles, how to motivate your staff, how to work with vendors and how to introduce and sell products within the medspa.

First and foremost, retailing should be a key component to your business plan. When executed properly, it will supplement your income in a major way. So don’t think of retailing as an after-thought.

Your staff will respond to “selling” by how important it is to you. Don’t expect them to get excited about promoting products if you don’t make retailing an expectation of their job.  If you demonstrate enthusiasm and build a reward structure to demonstrate your commitment to it, they will respond positively.

Here is a breakdown of the most important fundamentals of retailing:

Product selection: Make sure to carry a nice variety of products to accommodate all of your patients. That means you should offer moderate to luxury price ranges

Product Training: It is mandatory that each and every staff member receive vendor training and products to try on themselves

Bundling: Bundle products with services to move more items. Don’t expect patients to come to the conclusion that they need sunblock, skin lightening serum and mineral makeup with an IPL treatment. Make it easy for them to make the right decision

Sales Goals: Each staff member must have clearly defined sales goals and repercussion for not implementing and rewards for implementing

It is important to know that the majority of employees will be motivated by cold hard cash (commissions and bonuses). In addition, they are motivated by free products, preferred schedules, and free treatments.  Fpr more on how to motivate your staff, click here.