Sell More: Tips & Tricks

The employee should be able to recommend which product is comparable to the customer’s current lotion. The staff member should ask questions and be positive. For instance, the employee could ask the customer what they like and dislike about the product they currently are using.

Remind employees to be very careful not to suggest that a customer’s product is not good. They should be sensitive to the fact that a tanner could feel embarrassed if the suggestion to use a different product is not handled skillfully. The emphasis should be on explaining the advantages of the recommended product and the qualities that are similar.

According to almost any marketing text, the primary points to keep in mind in devising a marketing plan can be distilled to four essential areas or the Four Ps—product, price, place and promotion.

Before placing an item on the market, a company must conduct a large amount of research to come up with a product and its accessories. Product planning involves the entire process of investigation that goes into the making of a new product. Some of these steps include:

• surveying consumer needs
• design
• buyer expectations (meeting them)
• determined final needs
• brand name
• packaging
• services that accompany product

The product isn’t just a physical entity to a consumer, it is a physical entity that suits some purpose and completes some need. Many excellent products have failed because they are clever items but no one needed them.

Product development is an ongoing affair, and every manufacturer has new products, products at the height of their maturity and products in decline. Each of these products experiences a lifecycle that begins and ends relatively quickly.

In tanning, the first widely used tanning systems were quartz lamps, initially used for the treatment of disease and later picked up for recreation and beautification. This product, like any other, went through a period of popularity and then entered a decline. Modern tanning began with the introduction of UVA lighting systems and, since the introduction of modern tanning equipment, the products have gone through several phases. New models and refinements of old ideas are being changed constantly for new tanning equipment. They are becoming more efficient and reliable.