Are lotion sales getting enough emphasis in the salons?
DH: Definitely not. In my travels over the years, one of my favorite things is to walk into a salon and ask, ‘Do you sell lotions?’ The average response is, ‘Oh, yeah, they’re over there.’ That’s not good! A tanner needs help understanding the products. I believe it a matter of educating the staff, not just pushing lotions. A knowledgeable staff will educate the tanner, and the sales volume will increase. As an example, visit the cosmetic counter in a quality department store, and you’ll find the sales people are trained in each of the different cosmetic lines. They can tell you what each product will do for your skin. Salon owners should teach their staff to sell lotions the same way. Once the staff is able to educate tanners on different products, customers will be happier, and sales volumes will increase. Unfortunately, many salon owners say they don’t have the time for training. That’s where we can help. Lotion manufacturers like our company are available for training sessions. Tha
