Operating Costs & Revenues

Individuals who tan frequently may prefer unlimited tanning within a one-, three-, six- or 12-month period. Infrequent tanners are more suited to session packages, while beginning tanners should go with minutes, due to the fact that their first few sessions may be less than 10 minutes each.

It is important to let clients know that you are trying to cater to them as much as possible. However, you always must be looking out for yourself and your salon. That’s just good business sense.

Try not to quote rates over the phone. Instead, invite potential clients to come in so you can show them around personally and discuss the different package options so they can determine what would be best for them. During the slower seasons you also might offer them a free session.

Whatever you are trying to sell, your success depends upon the way in which you present the product and your degree of enthusiasm. The bottom line is that people will buy anything if it is marketed correctly. Salon owners should offer a lot of trial tanning sessions and discounts. For example, the first time a client buys a tanning package, give him or her a coupon for a discount on some of the salon’s other services or products.

To avoid over-complication, offer a few packages to address your clients’ main needs and arrange special packages for individuals as necessary. Having too many options only confuses the customer, who assumes that one must be a hidden deal. Ten-session, 20-session, one- and three-month packages are practical options. According to those in the industry, most customers are interested in the 10-session package.

2. Lotions

lotions have been the fastest-growing segment of the indoor tanning scene for nearly a decade. When introducing a lotion line to a customer, first ask if they traditionally use lotions. If you find this out right away, you’ll be able to determine how difficult the sale is going to be. If they answer no, you may have a difficult time selling them.

Ask if the client has a few minutes to learn about lotions. Sit down with them and explain the different products, what they do and why they are important. Also, touch upon the principle of why skin tans, so they can gain an understanding of what actually takes place. Clients really need to know this before they can comprehend why lotions formulated specifically for indoor tanning are useful.

Offering a few different lotion lines is very beneficial. It’s important to do this because women like a choice of scents, and men usually prefer something unscented. The easiest way to sell is to let the client smell each lotion and then choose the scent he or she likes best. Also let customers try a dab of each.

If a customer’s skin looks dry, tell them. If they come in without a bottle of lotion, remind them that they need to keep their skin well moisturized when tanning. Use attractive lotion displays, and put them in clear view and within reach of customers. Remember, however, that just having lotions in view doesn’t mean they’ll be a sure sell. You need to put some effort into selling your products.