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Spa Growth and Retail Sales

According to ISPA, the upward momentum of the spa industry has positively impacted the overall United States economy. In addition to generating $14 billion in revenue in 2012, the industry employs more than 343,000 individuals in the United States. The total number of spa visits increased to 160 million and the average client spent $87 per visit.

Retail sales contribute to 30 – 40% of total revenue for a spa along with high profit margins this makes for a great way to generate more income. Suggestive selling will make a huge difference in the total retail sales of a spa. Statistics show that 40% of clients will say “yes” when asked if they would like to purchase a product from a staff member who recommends products that complement them. A great way to achieve this is to pick a few products a week to feature. Create selling points about the products to help the staff learn about them easily. Feature them in a location that will have high visibility. Make sure each staff member mentions these products to every client who visits. The goal should be for the services you offer to increase your product sales.

Implementing the proper placement and location for products is the key to selling them. Feature the main product in the direct line of vision. Be conscious of the height of the majority of your clients; create the focal point at the average client’s height, not yours. Shelf talkers are a wonderful way to get clients interested in a product by pointing out some of the key features and benefits.

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