How do I choose the right product line for my spa?

If you want your retail to move its way out the door, remember that choice matters. If consumers cannot touch or smell products, chances are they will not buy them. I prefer to place a selection of two manufactures¹ lines, supplemented by a few select products from boutiques or specialty lines, for additional up-sell rather than focus on that $100 face cream.

Even if you are working with a consultant, you need to know the answers to some pointed questions, because the choices ultimately are yours. What will the manufacturer do to assist you with the cost of treatment room and salon back-bar products, education, staffing and ongoing promotional supplies and materials? It is far easier to sell in the front of the house what you use in the back. Most product lines will support you in the back if you are selling up front. I suggest it¹s fair game for them to supply you with the back-of-the-house products and materials to get you started as long as you are taking on their retail line. To be fair, make a commitment to limit the number of major competitors you carry. Many manufactures work off of an ongoing retail purchase percentage rebate for back-of-the-house supplies. It is also a good idea to deal up-front for your promotional and client giveaways.

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