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Making More Money Per Treatment Room

Melinda Minton December 2011 issue of Skin Inc. magazine
spa client in treatment room

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For all of the opulence of many spas’ overall decor, the real profit per square foot is earned in the less expensively decorated, less glamorous treatment rooms. In the treatment room, all of the key components of the eventual sale are created, embellished and extended into the spa-goer’s psyche. The efficacy and enjoyment of the treatment is the starting point for offering add-on sales, home-care recommendations and prebooking of subsequent visits. Because treatment rooms are secluded, private and hands-off to management during a spa service, this is also the space that is the most difficult to manage.

Room ergonomics and design

With the acknowledgement that a treatment room need not be overly spacious, opulent or costly, there are some parameters that should be implemented in its design. Adhering to the cardinal rule of maintaining contact with each client, creating a treatment space that it cozy, yet not confined, is crucial. Furthermore, creating a space for the skin care professional that is workable is a key consideration. Therefore, staging the facial implements within reach of the treatment area along with easy-to-use dispensers for back bar products makes the task of creating a flow between steps seamless. Furthermore, listening to commentary by VIP clients or mystery shoppers is useful in determining how each treatment room feels. See Treatment Room Questions: The Client and Treatment Room Questions: The Skin Care Professional for ideas about what questions to ask yourself in order to craft the perfect treatment room experience for both clients and spa professionals.

Individual coaching

Although quotas, team working expectations and professional standards are always useful, utilizing individual coaching practices is priceless. Standards of excellence when measured and nurtured individually create glove-fitting personal tools that reduce shortfalls and translate a winning approach to match each team member’s style. Like coaching a runner not to look back at the competition during a foot race, individual goal-setting is positive, specific and immediately measurable. Key coaching points include up-selling, retail sales or home-care bundling, add-on selling and client retention. For example, a client comes in for a gift certificate standard facial and the esthetician assists the client in selecting a more comprehensive and customized facial from her repertoire and the facility’s menu. The client is also offered a lash tint and brow shaping. Throughout the facial service, the esthetician educates the client on the step-by-step components of her facial. Afterward, the client is offered an easy-to-use home-care kit to ensure that the professional results achieved during her facial are maintained between visits. The esthetician also secures the client’s next appointment on Wednesday after her PTA meeting but before dinner. The esthetician has integrated another successful client into her existing roster, and the client is glowing and is sure to share the news with her friends.

Improving on the every day

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Treatment Room Questions: The Client

  • Does the room have a draft?
  • Is there noise from other spaces within the facility that are amplified in the room?
  • How is the sound of the stereo system from the treatment table?
  • How comfortable is the treatment table?
  • Is the floor cold or slippery?
  • Are the lights too bright or dim?
  • Does the room feel warm, comforting and safe?

Treatment Room Questions: The Skin Care Professional

  • Can the room be changed slightly for each team member’s personal working preferences?
  • Are there locking storage bins for personal implements?
  • Is the room logically laid out for optimum working conditions?

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