“Opening the Conversation”-an excerpt from The Engaged Therapist

“Opening the Conversation”-an excerpt from The Engaged Therapist

The Surprising Reason Introverts Are Better At Sales

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Still trying to justify retail training for your quiet spa therapists? Read this insightful article by Geoffrey James from INC magazine.   

The stereotype of a successful salesperson is an extrovert who sells anything to anybody. He (or, less commonly, she) charms customers so thoroughly that they sign on the dotted line before they know what hit them. Read More

Examine the beliefs that no longer serve you

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In 2017 Nancy Griffin, president of Contento Marketing issued a brilliant report on retail. It was stated that “seventy-five percent of spa managers felt their low retail revenues were caused by staff resistance”. 

I wonder if the managers ever thought to offer training that was structured for how introverts learn. Were they even aware that 95% of therapists are introverts? 

This excerpt from an article by Mary Jo Asmus provides another perspective.   Read More

The Shocking Truth about Wellness Retail Sales

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Excerpt from The Engaged Therapist: How Spas Can Increase Retail Sales Now and Forevermore

Currently, wellness facilities and concepts are growing both independent of and across the landscape of spa. Millions of dollars are being spent creating new spaces and programs to enhance mental, emotional, physical and spiritual well-being.

But when I peep behind the curtain, I see with few exceptions, that the gate-keepers and their outlook toward  therapist training hasn’t changed. See the chart below: Read More

How Spas Can Increase Retail Sales Now and Forevermore

Master Class, writing
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The spa and wellness industry is projected to generate $US 20 billion in revenue by the year 2020. Retail sales is one of its most important revenue centers. Yet despite booming growth overall, retail revenues have remained disappointingly low around the world.

Clearly, what the spa industry is doing is not working. Traditional therapist training is not the answer. Read More

MINDBODY to Acquire Booker Software for $150 Million in Cash

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MINDBODY Inc., the leading technology platform for the wellness services industry announced it will acquire Booker Software, the popular cloud-based management software for salons and spas.

The new partnership expands the marketplace and opportunities for consumers who book spa services online or use mobile devices. The combined platform will power more than 18,000 salons and spas worldwide. Read More

Gordon Tareta Spills the Tea on Spa Retail

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Gordon Tareta is the area director of spas for Marcus Hotels and the founder of spa consulting firm, Tareta Group International. His comment about Sephora particularly resonated with me because when I worked as an esthetician, Sephora was right down the street. I remember the spa owner telling us that it makes no sense for a client to leave our treatment room and purchase the same products somewhere else. Customer service was everything. Read More

Luxury Hoteliers Believe Customization Is Key to Winning Over Millennials

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If you’re still wondering about the value of engagement and retail training take a look at what the experts say.

Smart hoteliers know they can’t afford to ignore the next generation of luxury travelers. Why? Because they are an economic force to be reckoned with. Read More

Spa Super Sellers-Hidden in Plain Sight

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A bird in the hand is worth two in the bush. That’s why as an “industry insider” I am constantly surprised at how spas and hotels continue to miss the obvious. The spa industry is losing millions in revenue from retail product sales. Obviously if you resolve that problem, a lot will begin to correct itself in the way of market share, customer and employee retention. Read More