How to Maximize Product Sales in a Salon

Part of owning a profitable salon is maximizing the revenue you earn from selling products to your clients. Most salons stock all sorts of shampoos, conditioners and styling products for their clients to buy, but don't know how to make the most of their inventory. Teaching your staff how to arrange products in your lobby and push sales can really boost your bottom line.

Instructions

1. Buy display shelving that is conducive to attracting clients to take a peek at your selection. Mix up shorter units with taller ones to keep it interesting. Funky shelves with multiple levels also draw customers to them. Take a look at different shapes, like circular shelves or rotating ones, but the overall color and style of the shelving should complement that of your salon.

2. Organize your products by brand. You'll have to see what products fit on which shelves since you're bound to carry more products from one brand than from another. That way, clients can just head over to the brand they want and look at the selection.

3. Put the most popular items on the most easily accessible shelves. These may be the ones you put next to your checkout counter or the first shelf your clients walk past on the way to pay. This can subconsciously make them want to buy these products and can increase your sales dramatically.

4. Set the highest priced items at eye level. Pick out two shelves in the middle of each display unit and try to put the most expensive items here. Customers tend to notice the products on these shelves before products on the top or bottom shelves.

5. Arrange your products by color by spreading a variety of colored bottles all over the shelves. You don't want to put all the dark-colored products on one shelf, red on the next and so on. Your salon clients won't be able to distinguish one product from the next if all they see is a sea of colors sectioned out.

6. Require that your stylists explain each product they apply to their clients' hair. For example, as they're applying styling wax to shape a client's hair, they can say something like, "This Alterna spray wax is going to add a lot of texture to your hair and it's so easy to work with." The stylist should try to up-sell these products each time they ring up a client.

Tips & Warnings

• Don't clutter your shelves. It will overwhelm people and your sales may actually decrease.

• Avoid pushing products onto your clients. There is a fine line between good salesmanship and being pushy.