Retail Sell-Through

What's a good retail sell-through rate for a salon or clinic?
Salon retail performance is measured three ways: retail as a share of total revenue, retail product sales (the share of appointments that include a take-home product) and stock-turn. Industry benchmarking puts the average salon at 3 to 5% of revenue from retail, against a widely used industry standard of 10 to 15%, and skincare-led clinics at the top of the range push past 20%. The gap between those numbers is the cheapest revenue most clinics will ever add. The three measures, defined Retail share of revenue is retail turnover divided by total turnover.... Read more...
How to sell skincare in your clinic without feeling pushy
Recommending skincare in a clinic is prescribing, not selling. You assessed the client's skin, you treated it, and you know what it needs between appointments. Telling them which products will hold their results is part of the treatment, and clients who leave without a homecare plan get slower, shorter-lived outcomes. The discomfort most practitioners feel comes from pitching. The fix is to stop pitching and start prescribing. Why it feels pushy in the first place You trained as a therapist, an aesthetician or a nurse. Nobody trained you in retail,... Read more...