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Are You Carrying the Right Products?

Carol and Rob Trow July 2014 issue of Skin Inc. magazine
Are You Carrying the Right Products?

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A skin care facility can be beautiful and its team can be wonderful, but if the retail products available are not what clients want or they don’t produce the desired results, home-care sales will be poor, client retention will be dismal and the spa will falter. For that reason, product lines need to be chosen carefully and evaluated yearly.

1. Research clients’ service desires through a survey.

Then, look at the product lines carried. If retail is comprised of mostly fluff products, but clients want serious, anti-aging home care—or vice versa—the target has been missed. It may be important to find a new line or add one to your existing offerings.

2. If the line doesn’t fit your client demographic, it won’t sell.

Lines that meet clients’ needs must be the ones carried. All too often, product lines are selected based on familiarity. It is not uncommon to hear that a line was selected solely because it was used in someone’s school or a team member simply likes it.

3. If treatment goals aren’t met, products won’t sell.

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