There are currently 32,930 vacant positions for therapists in the US spa industry and 1,030 for managers. Inspired by these findings from its annual Spa Industry Study, the International Spa Association (ISPA) Foundation commissioned PricewaterhouseCoopers (PwC) to conduct a global study to get underneath the reasons for the high number of vacancies. Read More
August 8, 2018
Last week I received a request for therapist training from the spa director of a world renown Five-star hotel spa.
As always, I asked for her therapist retail sales report from the past month. Here are the results: Read More
August 1, 2018
July 18, 2018
Managing a team of spa professionals is not easy. Sometimes in the manager’s attempt to treat everyone fairly, despite their performance, individual respect is lost. Read More
July 10, 2018
As a retail trainer, I’ve noticed that therapists are allowed to be clueless when it comes to their earning power.
I’ll explain: Read More
June 15, 2018
One of the biggest considerations for spa managers is training. Particularly with therapist retail training they always ask , “Is it worth it?” “Will the results justify the expenditure from my budget allowance?”
Recently I completed retail training at another Five-Star resort in the Philippines. The training was completed in just four days and required 4 hours each day for 16 therapists.
After training I monitored the therapist’s product sales for three weeks.
Here are the results, pre-training and one week post-training and final week. Look at the difference. Read More
April 18, 2018
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
April 3, 2018
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?
March 12, 2018
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
February 14, 2018
I’m noticing a common thread among extremely high performing spas that I’ve consulted for.
Only 11% of spa teams in the world are selling 30% and higher in retail.
What makes them different? Read More