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2018 Salon Today 200: Profit Center

Stacey Soble | December 1, 2017 | 6:00 AM
The team from Elan Hair Studio in Sea Girt, New Jersey.
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Keri Davis-Duffy, co-owner of Gila Rut Salon in San Diego, CA.
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Karla Lopez-Martinez, co-owner of Gila Rut Salon in San Diego, CA.
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Laura Ortmann, owner of Ginger Bay Salons and Spas in Kirkwood, MO shows her strength.
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The team from Impressions in Mequon, WI.
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Candy Shaw, practicing the art of balayage, which ignited sales at Jamison Shaw Hairdressers in Atlanta, GA, and launched her Sunlights Balayage product line.
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The sanctuary of Lux Salon, Spa and Laser Center in Rochester, NY.
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The team from Maggie the Salon in Pembroke Pines, FL.
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The team from Mane Attraction Salon in Phoenix, AZ.
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Michael Helene, owner of Michael Helene Salon Gallery in Dulles, VA.
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One of the Paris Parker Salons & Spas locations in Hammond, LA.
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Salon owners on the grow consistently hunt for new opportunities to boost the bottom line. These Salon Today 200 honorees share the new service categories or product lines that are driving their revenue growth:

Elan Hair Studio
Sea Girt, NJ
elanhairstudionj.com
Kellie Johnson
SQUARE FEET: 3,500
TOTAL EMPLOYEES: 44
AVERAGE CUT & STYLE: $85
BEST-SELLING RETAIL: Oribe, R+Co, Nioxin
COLOR: Redken, Wella, Joico
SKIN CARE: Clarins, Mario Badescu, Image
NAIL CARE: CND, Smith & Cult
TECH SUPPORT: STX, Survey Monkey, SureTint
ASSOCIATIONS: Intercoiffure, PBA, EmpowHERment, Green Circle
“We invested in getting the team certified in the Calligraphy Cut because it gave our designers an opportunity to make more cutting hair. The Calligraphy Cut is an additional $25 to $45 fee. Since certification, we’ve generated an extra $48,030 on hair-cut sales.”

Gila Rut Salon
San Diego, CA
gilarut.com
Keri Davis-Duffy and Karla Lopez-Martinez
SQUARE FEET: 2,100; 2,000; 2,200
TOTAL EMPLOYEES: 85
AVERAGE CUT & STYLE: $69
BEST-SELLING RETAIL: Aveda
COLOR: Aveda
SKIN CARE: Aveda
TECH SUPPORT: STX
ASSOCIATIONS: Intercoiffure, PBA, 2 to 10
“We had a number of services that weren’t being booked often and didn’t require much additional time, so we created a separate Beauty on a Budget menu that offered these as an effortless booster onto existing services. As a results, we’ve experienced an added ticket increase of $30 to $35 a guest.”

Ginger Bay Salon and Spa
Kirkwood, MO
gingerbay.com
Laura H. Ortmann
SQUARE FEET: 10,000; 2,800
TOTAL EMPLOYEES: 105
AVERAGE CUT & STYLE: $50
BEST-SELLING RETAIL: Aveda
COLOR: Aveda
SKIN CARE: Aveda, Murad
NAIL CARE: CND, OPI
TECH SUPPORT: Millennium, WebOpenings, ZeeZor
ASSOCIATION: PBA
“We researched the technology of WebOpenings for a few years before bringing it on board. Instead of discounting services, we market openings for high-end spa services as Last-Minute Luxuries. Appointments only appear within 12 hours of availability, and it helps increase productivity, which translates into better paychecks.”

Impressions
Mequon, WI
impressionsdayspa.com
Kitty Tierney
SQUARE FEET: 4,800
TOTAL EMPLOYEES: 40
AVERAGE CUT & STYLE: $48
BEST-SELLING RETAIL: Pureology, Redken, Aveda
COLOR: Redken
SKIN CARE: Eminence
NAIL CARE: OPI, CND
TECH SUPPORT: Mikal, Demandforce
ASSOCIATIONS: CC, NCA, PBA
“One of our service providers was a few credits short of getting a nursing degree and expressed an interest in learning microblading. The team discussed the pros and cons before she signed up to get her tattoo license. Before we offered the service, many staffers received it so they could speak from experience. In just a few months, we’ve taken in $16K.”

Jamison Shaw Hairdressers
Atlanta, GA
jamisonshaw.com
Candy Shaw
SQUARE FEET: 5,000
TOTAL EMPLOYEES: 50
AVERAGE CUT & STYLE: $62
BEST-SELLING RETAIL: Olaplex, Moroccanoil, Private Label
COLOR: Wella, Sunlights
SKIN CARE: Pevonia
TECH SUPPORT: Millennium, Demandforce
ASSOCIATIONS: Intercoiffure, PBA, Atlanta Salon Owners Association
“Since converting our salon to 100% balayage for all highlighting, our salon revenue has increased more than $1 million the last several years without hiring more staff, increasing prices or extending hours—which led to us developing the Sunlights Balayage lightener.”

Luxe Salon, Spa & Laser Center
Rochester, NY
luxespa.com
Karen Pudetti
SQUARE FEET: 9,000
TOTAL EMPLOYEES: 49
AVERAGE CUT & STYLE: $50
BEST-SELLING RETAIL: Alterna, Keune, DevaCurl
COLOR: Keune
SKIN CARE: SkinCeuticals, Guinot, Aveda
NAIL CARE: OPI, Gelish, Seche Vite
TECH SUPPORT: Envision, Demandforce
ASSOCIATIONS: ISBN, ISPA, NCA
“After researching microblading, we added this to our menu by utilizing an existing treatment room. We introduced it to clients through social media, email and signage. We are now training an additional associate to do this service based on demand.”

Maggie The Salon
Pembroke Pines, FL
maggiesalon.com
Maggie DiFalco
SQUARE FEET: 2,300
TOTAL EMPLOYEES: 24
AVERAGE CUT & STYLE: $65
BEST-SELLING RETAIL: Aveda, Eufora, Oribe
COLOR: Aveda, Eufora, Pulp Riot
NAIL CARE: CND
TECH SUPPORT: Millennium, Demandforce
ASSOCIATIONS: Intercoiffure, PBA
“One of our stylists became a hair-loss specialist after attending the HAIR+ Summit and receiving a scholarship to train with Jeffrey Paul. We converted a facial room into a private consultation room, and she started training the team how to approach clients about hair loss. This business has taken off, with service revenue increasing by 12% and retail by 15%.”

Mane Attraction Salon
Phoenix, AZ
maneattractionsalon.com
Kendall Ong, Beate Assmuth-Ong, Chris Knudsen, Jenny Knudsen
SQUARE FEET: 2,400
TOTAL EMPLOYEES: 27
AVERAGE CUT & STYLE: $81
BEST-SELLING RETAIL: Bumble and Bumble
COLOR: Wella, Pulp Riot
SKIN CARE: Jane Iredale
NAIL CARE: Smith & Cult
TECH SUPPORT: Millennium, Demandforce, Constant Contact
ASSOCIATIONS: Intercoiffure, PBA
“After researching makeup lines, we added Jane Iredale. Our team had a product-knowledge class, and a receptionist and a stylist took additional classes. In 11 months, we’ve sold more than $36,000, and retail per client increased by 15%.”

Michael Helene Salon Gallery
Dulles, VA
michaelhelenesalon.com
Michael Helene
SQUARE FEET: 2,200; 2,400
TOTAL EMPLOYEES: 28
AVERAGE CUT & STYLE: $75
BEST-SELLING RETAIL: Kevin Murphy, J. Beverly Hills, Private Label
COLOR: Affinage, Kevin Murphy
TECH SUPPORT: Booker, Mia, Main Street Hub
ASSOCIATIONS: Intercoiffure, NCA, PBA, 2 to 10, Local Salon Owner Group
“We added a new service called Shimmer Lights, a highlighting service done on dry hair that creates a natural highlight. We did videos, took pictures and posted it online. It was a very easy service to upsell. Since we introduced it, we have made $20,000 on this service alone.”

Paris Parker Salons & Spas
Hammond, LA
parisparker.com
Debra Neill Baker and Edwin Neill
SQUARE FEET: 9,000; 8,800; 6,800; 2,900; 2,800; 2,300
TOTAL EMPLOYEES: 213
AVERAGE CUT & STYLE: $53
BEST-SELLING RETAIL: Aveda COLOR: Aveda
SKIN CARE: Aveda
NAIL CARE: SpaRituals
TECH SUPPORT: SalonBiz, Demandforce
ASSOCIATIONS: ISBN, PBA
“We turned 300 square feet in our flagship location into The Parker Barber. This shop within a shop has its own entrance, branding and website. One main marketing push was to encourage our female clients to send the men in their lives to the barbershop. We hope this new space will hit $300,000 in sales.”

Additional Honorees
Blo, Raleigh, NC
Challise & Company, Marietta, GA
Eikonic House of Barbers, Brampton, Canada
Frangipani Hair Studio, Inc., Jacksonville Beach, FL
Glow Beauty Boutique, Braintree, MA
Interlocks, Newburyport, MA

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