The team from Hollywood Hair Salon and Spa in Centralia, Illinois.

The team from Hollywood Hair Salon and Spa in Centralia, Illinois.

Strong retail sales lead to profitability, but they require the pull of the entire team. While owners and managers creatively plan promotions and design displays, service providers education clients on products and make recommendations, while the reception team help close the sales.

Karie Bennett, owner of Atelier Studio in San Jose, California.
Karie Bennett, owner of Atelier Studio in San Jose, California.

ATELIER STUDIO
San Jose, CA
ateliersalon.com
Karie Bennett
SQUARE FEET: 1,600
TOTAL EMPLOYEES: 32
AVERAGE RETAIL $/TICKET: $20
RETAIL AS % OF SALES: 25%
AVERAGE CUT & STYLE: $88
BEST-SELLING RETAIL: Aveda
COLOR: Aveda, Pulp Riot
SKIN CARE: Aveda
TECH SUPPORT: SalonBiz, Demandforce, Meet Your Stylist, Presence AI
ASSOCIATIONS: PBA, 2 to 10
“Our Shop Online card is handed to guests at check out.  They can replenish their favorite products between salon appointments with free shipping and samples, and we get funds to use toward our continuing education. We saw a 20% increase in online sales over a 6-month period. Win-win!”

Lisa and Dale LeMonds, owners of the Aveda Institute Phoenix.
Lisa and Dale LeMonds, owners of the Aveda Institute Phoenix.

AVEDA INSTITUTE PHOENIX
Tempe, AZ
avedainstitutephoenix.com
Dale LeMonds
SQUARE FEET: 17,000
TOTAL EMPLOYEES: 25
AVERAGE RETAIL $/TICKET: $51.75
RETAIL AS % OF SALES: 44%
AVERAGE CUT & STYLE: $15
BEST-SELLING RETAIL: Aveda
COLOR: Aveda
SKIN CARE: Aveda
NAIL CARE: Deborah Lippman, OPI
TECH SUPPORT: SpaBiz, Demandforce, WebOpenings
ASSOCIATIONS: PBA, AACS
“Guests are educated the moment they walk in through our focused displays, as well as how-to videos that play throughout our space. Team members strive to sell three retail items per transaction, and four Aveda Pure Privilege program memberships per week.”

Ame and Dennis Metcalfe, owners of D'Ametri's Aveda in Old Town Arvada, Colorado.
Ame and Dennis Metcalfe, owners of D'Ametri's Aveda in Old Town Arvada, Colorado.

D’AMETRI’S AVEDA
Olde Town Arvada, CO
dametris.biz
Ame and Dennis Metcalfe
SQUARE FEET: 1,200
TOTAL EMPLOYEES: 12
AVERAGE RETAIL $/TICKET: $16.33
RETAIL AS % OF SALES: 12%
AVERAGE CUT & STYLE: $45
BEST-SELLING RETAIL: Aveda
COLOR: Aveda
TECH SUPPORT: SalonBiz, Salon Clouds Plus
ASSOCIATIONS: PBA, ABCH
“During our Mother’s Day promotion, each time a client purchased two or more retail products they picked a flower from the vase with a prize attached, ranging from discounts on services all the way to a grand prize of a year of haircuts on the house.”

The team from Five Senses Salon, Spa and Barbershop in Peoria, Illinois.
The team from Five Senses Salon, Spa and Barbershop in Peoria, Illinois.

FIVE SENSES SPA, SALON & BARBERSHOP
Peoria, IL
FiveSensesSpaAndSalon.com
Paola Hinton
SQUARE FEET: 5,000
TOTAL EMPLOYEES: 24
AVERAGE RETAIL $/TICKET: $6.81
RETAIL AS % OF SALES: 17%
AVERAGE CUT & STYLE: $45
BEST-SELLING RETAIL: Aveda
COLOR: Aveda
SKIN CARE: Aveda
NAIL CARE: OPI
TECH SUPPORT: Millennium, Salon Clouds Plus
ASSOCIATION: PBA
“A tablet is integrated into the mirrors at our stations and they interact with the guests throughout the consultation, offering images for inspiration, billboard-style messages with offerings, promos and celebrations, and product knowledge videos.”

The team from Hollywood Hair Salon and Spa in Centralia, Illinois.
The team from Hollywood Hair Salon and Spa in Centralia, Illinois.

HOLLYWOOD HAIR SALON AND SPA
Centralia, IL
hollywoodhairsalonandspa.com
Sonya Gettinger
SQUARE FEET: 3,200
TOTAL EMPLOYEES: 20
AVERAGE RETAIL $/TICKET: $13.71
RETAIL AS % OF SALES: 19%
AVERAGE CUT & STYLE: $45
BEST-SELLING RETAIL: Paul Mitchell
COLOR: Paul Mitchell
SKIN CARE: Glo Skin Beauty
NAIL CARE: CND
TECH SUPPORT: Millennium, Salon Clouds Plus, ZeeZor
ASSOCIATION: CC
“We curtained off an area for a beautiful holiday display with gift sets and tools. We gave guests the opportunity to pre-pay for their holiday gifts in order to get a special lower price. Sneak Peek purchases were also gift wrapped and tagged as a complimentary service.”

MARK PARDO SALONSPA
Albuquerque, NM
markpardo.com
Mark Gonzales
SQUARE FEET: 3,800; 3,600; 3,300; 2,200; 1,800; 1,200
TOTAL EMPLOYEES: 120
AVERAGE RETAIL $/TICKET: $19.06
RETAIL AS % OF SALES: 22%
AVERAGE CUT & STYLE: $60
BEST-SELLING RETAIL: Aveda, Ergo, PCA
COLOR: Aveda
SKIN CARE: Aveda, PCA
NAIL CARE: Gelish, OPI, CND
TECH SUPPORT: SalonBiz, Demandforce, Mailchimp
ASSOCIATIONS: Intercoiffure, 2 to 10
“We offer samples so guests can try a new item. We make a follow-up call and, if they love it, we offer the opportunity to purchase the full-size over the phone, or if not, we offer a complimentary skin or hair analysis to find the right item for them.”

PHIA CONCEPTS
Columbus, OH
phiasalon.com
Elizabeth and Mike Bella
SQUARE FEET: 1,400; 1,300
TOTAL EMPLOYEES: 47
AVERAGE RETAIL $/TICKET: $11.36
RETAIL AS % OF SALES: 15%
AVERAGE CUT & STYLE: $56
BEST-SELLING RETAIL: Aveda, Davines, AG
COLOR: Aveda, Pulp Riot, Pravana
SKIN CARE: Aveda, Davines, Glenn Avenue
TECH SUPPORT: Millennium, Demandforce
“We begin discussing products during the Pre-care phase with our proprietary app, Philinq. In the virtual consultation we invite clients to bring in their products, allowing us to assess the quality, condition and result of their hair and offer an honest appraisal of how well the product meets their needs.”

The team from Mark Pardo Salonspa in Albuquerque, New Mexico.
The team from Mark Pardo Salonspa in Albuquerque, New Mexico.

SALON SOCA
Chicago, IL
salonsoca.com
Brigette Sobus
SQUARE FEET: 1,500
TOTAL EMPLOYEES: 12
AVERAGE RETAIL $/TICKET: $12
RETAIL AS % OF SALES: 10%
AVERAGE CUT & STYLE: $72
BEST-SELLING RETAIL: Eufora
COLOR: Eufora, Goldwell
SKIN CARE: Eufora
TECH SUPPORT: Millennuim, Demandforce
ASSOCIATIONS: PBA, Green Circle
“Each year, we host a six-hour planning meeting where the team generates the in-salon monthly promos. One of the most successful is “Products we Love” in February. Each team member marks their favorite product with a heart saying why they love it, and guests enjoy 10% off the chosen products.”

Tamra Segert and a team member from Studio 700 Salon and Spa in Corona, California.
Tamra Segert and a team member from Studio 700 Salon and Spa in Corona, California.

STUDIO 700 SALON AND SPA
Corona, CA
Studio700Corona.com
Tamra Segert
SQUARE FEET: 1,800
TOTAL EMPLOYEES: 12
AVERAGE RETAIL $/TICKET: $22.25
RETAIL AS % OF SALES: 28%
AVERAGE CUT & STYLE: $55
BEST-SELLING RETAIL: Eufora
COLOR: Eufora
SKIN CARE: Dermalagica
NAIL CARE: OPI
TECH SUPPORT: Insight, Constant Contact
ASSOCIATION: PBA
“We built shelves based on the psychology of what prompts consumers to purchase. They were designed for how high clients want to reach, how low they will stoop, and how far apart the bottles should be spaced to look inviting. We’ve seen retail sales grow by 12%.”

 

The team from Thairapy Lounge Salon in Oklahoma City, Oklahoma.
The team from Thairapy Lounge Salon in Oklahoma City, Oklahoma.

THAIRAPY LOUNGE SALON
Oklahoma City, OK
thairapyloungesalon.com
Natalee Stansberry
SQUARE FEET: 2,600
TOTAL EMPLOYEES: 18
AVERAGE RETAIL $/TICKET: $14.85
RETAIL AS % OF SALES: 16%
AVERAGE CUT & STYLE: $41
BEST-SELLING RETAIL: Redken, Pureology
COLOR: Redken
SKIN CARE: Glo Skin Beauty
NAIL CARE: Artistic
TECH SUPPORT: Envision, Webwise Digital Marketing
ASSOCIATION: Summit Salon
“Our September promo was ‘What’s Your Hair Jam?’ I made an afro out of vinyl records and put it on Jimmy Hendrix. Fun giveaways, like a designer purse or gift card, and contests for guests and staff help drive sales.”

Additional Honorees
Agape Salon & Spa, Rancho Mirage, CA
Avantgarde Salon, Destin, FL
Bii Natural Salon & Shop, West Dundee, IL
Bijin Salon and Spa, Prairie Village, KS
Blo, Raleigh, NC
Cutting Loose Salon, University Park, FL
Garbo A Salon; Garbo A Salon & Spa, Austin, TX
Ginger Bay Salon and Spa, Kirkwood, MO
Ihloff Salon and Day Spa, Tulsa, OK
Integrity Lash, Pasadena, CA
Interlocks, Newburyport, MA
Joli Salon & Day Spa, Lexington, KY
Karen Allen Salon and Spa, Riverside, CA
Mane Attraction Salon, Phoenix, AZ
N Style Salon, Santa Clarita, CA
Nurtur the Salon, Columbus, OH
NVS Salon, Bel Air, MD
Omagi Salon & Spa, Louisville, KY
Paul Kenneth Salon & Spa, Woburn, MA
Pavo Salon Spa, Memphis, TN
Penzone Salons + Spas, Powell, OH
Pure Salon Spa, Louisville, KY
Refinery Salon, O’Fallon, IL
Salon Secrets Spa, Kennett Square, PA
Salon Yeager, Knoxville, TN
Solaris Aveda, Evansville, IN
The Studio for Hair, Farmington Hills, MI
Twiggs Salon, Wayzata, MN
Urban Betty, Austin, TX
Von Anthony Salon, Frisco, TX