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A Powerful Partnership, Part 1

By: Sarah Burns
Posted: June 18, 2008, from the July 2006 issue of Skin Inc. magazine.

page 3 of 3

If there is only a small amount of inventory, then it may be wise to sell through it and place an opening package order on a different brand. In either case, be upfront with your clients that the ABC brand soon will be discontinued from your spa, and that there will be a new and improved line coming soon.

Trade-outs provide a great opportunity, but should be used with caution. If you are completely confident that you no longer want to carry the ABC brand, then go for it. However, if there is any hesitation, then a trade-out program is not the best road to take. There always is the option of bringing in a new line and continuing to carry the existing one.

It is crucial for spa owners to ask the right questions and to perform a thorough evaluation of a vendor before signing on the dotted line. In Part II, the various support and return policies offered by vendors, as well as vendor logistics, will be discussed to help you choose the right partner for this make-or-break business relationship.