Looking Fit 05/2004: California Tanning Supply

The Advantages Of Experience
California Tanning Supply

CALIFORNIA TANNING SUPPLY’S mission is to teach salon owners how to operate a successful salon. Tim McQuay, the company’s president and owner, entered the industry in 1988 when he opened his first tanning salon. One year later, he helped open several other salons—that’s how California Tanning Supply began.

“I have been distributing indoor tanning products and equipment ever since,” he says. “We distribute Royal Sun, Ultrabronz, MagicTan, STAYL and ESB equipment as well as Cosmedico, Heraeus and Voltarc lamps.”

With more than 15 years behind him as a salon operator and distributor, McQuay teaches operators how to run their salons with a wealth of firsthand experience. Based in San Jose, Calif., his West Coast operation allows him to ship orders out as late as 5:30 p.m., keeping his company a step ahead of the competition. He recently shared some of California Tanning Supply’s philosophies and successes with LOOKING FIT^®.

A: Our success is directly related to our customers’ success. Each new salon we open helps grow our business. To date we have helped more than 500 salons open in 25 states. Some distributors might sell equipment to a customer and then consider the relationship over; however, when a salon owner purchases from us, that’s just the beginning of a great relationship. We help salons get started from the ground up. We help our customers with everything from securing the best location and lease to installing the electrical, working with the contractor and training staff once the salon is finished.

A: Experience, knowledge and trust—qualities that are seriously lacking in our industry. The indoor tanning industry has grown considerably in recent years, but the growth has thrown many people behind a desk who never have owned or operated a tanning salon. The result is that they have no idea what new salons are going through and all they do is quote a price. My staff has worked in tanning salons and they have worked with new salon operators, so they understand all the potential problems associated with a start-up salon.

A: Our greatest asset is our staff. We get it done right the first time. Our customer service is hard to beat. The fact that we are located on the West Coast means we can ship out product later in the day than the majority of suppliers. Salon operators who need a computer board for a high-pressure bed or sunless solution for their spray booth can get service when most other distributors are at home watching television. I am especially proud of our employees’ overall industry knowledge. Any employee can answer the phone and can take an order because they are educated about the equipment, products and salon needs.

A: Our most popular products are the MagicTan spray booth and our Royal Sun 160- and 180-watt beds and booths. Spray tanning is the rage in the industry right now because there is no perceived health risk by the general population. We offer free installation, free training and free product supplies to salons within a 60-mile radius of our facilities that purchase a MagicTan sunless unit.

A: I believe the industry is continuing to grow and attract more professional business people. However, existing salon owners still know very little about the UV spectrum and the effects it has on their customer; therefore, they do very little technical research in their equipment and lamp purchasing. Price still seems to win out over quality, which is holding back the real growth of our industry.

A: In the future we will continue to expand our product lines to meet the needs of our customers. We constantly get calls from other distributors’ customers asking for help with equipment or acrylic problems. However, in order for us to continue to grow and provide the best service possible, we must make a commitment to focus on providing a higher level of service to our existing customer base.