MENU
SEARCHGary Harlan has mastered the art of catering to the well-heeled clientele in Naples, Florida--and the service and retail sales he racks up prove it.
Gary Harlan, owner of NColor Salon in Naples, Florida.
Over time, Owner Gary Harlan says he gradually understood the importance of knowing his client target. NColor Salon caters to a high quality market in Naples, Florida, and Harlan explains that comes with expectations.
“They are used to receiving a top-notch experience and being surround by a high-end environment, you have to deliver,” he says.
For example, when guests arrive at the salon, they are handed a menu from which they can make a selection of complimentary beverages and snacks, including tea, cappuccino, espresso, Prosecco, fine wines and cashews.
At NColor, everyone shares in the responsibility of each day’s success. During the morning huddle, the team studies the schedule identifying hot spots where someone may be jammed and in need of a little extra help. Harlan believes in well-paid, quality assistants, and he and other technicians pay for the assistant. As the owner of the salon, Harlan definitely sets the pace, and his assistant is always the lead assistant.
“I could never do what I do in services, if that network wasn’t in place,” he says. And, what he did in 2018 was impressive: $537,000 in service sales with $123,000 in retail sales. The salon even has assistants who sometimes bring in more than $100,000 in sales.
For a salon, Harlan’s retail area is unique. In addition to hair care, the salon also retails home goods, gifts, jewelry, handbags and small leather goods. In addition to getting a commission on retail sales, team members earn additional vacation time based on their sales.
“At the end of the year, we’ll look back and if they did $400,000 in sales and 20% in retail, they’ll earn two weeks paid vacation. If 15-20% is retail, they’ll earn a week of paid vacation and if it’s less than 15%, they earn a meeting with me to see how they can focus more on the client.”
New clients go not to the newest members of the team, but the more experienced. Harlan believes in under-promising and over-delivering, and believes senior stylists are better at thorough consultations, deciphering what a client needs and developing a long-term road map for their hair options during the next several appointments.
“We are always upfront about costs, and once clients have been in a few times, we have a solid plan of action for their hair. If that senior stylist’s prices aren’t in line with what the client can spend for their hair, we’ll refer them to someone with a lower price point.”
The salon boosts its services sales with a healthy treatment business.
“We do a lot of treatments in the salon because it’s the only way we can achieve what the client wants,” he says. “We want them to leave the salon with their hair in better condition than when they came in.”
On May 19-21, the Data-Driven Salon Summit in Atlanta, Georgia, will spotlight data stars including Wood in a hands-on workshop approach to mining the metrics to drive salon performance. Learn more at datadrivensalon.com.
Check Out the Other Stories in the DATA STARS Series:
Stylist Amanda Paul Explains How She Averages More than Two Services Per Guest
Harry Wood Shows Stylists How He Brings In $60K in Retail Sales
Discover how to create a true “WOW experience” for every client by first building a culture where your team feels engaged, empowered, and inspired. Drawing on Calvin Stovall’s Iconic Framework, this blog explores how salon, spa, and clinic leaders can strengthen culture, elevate customer experience, and build a business that stands out for the long term.
Sponsored by Phorest Salon Software
The wellness industry is growing fast, and salons and barbershops already are an important part of it. In her first blog, Tracy Rado shares where the wellness dollars are heading, and how salon's can grow with this movement.
While salon sales are increasing, owners often feel they're working harder for the same or less profit. Leverage Q2 data from The KIM Report, Alain Audet reveals some of the structural changes that are dampening your growth and why your region and your salon size matters.
Weaknesses in your business are amplified during the Holiday Season. Spark Pro Global's Lucy Randall shows you five things to do now to have the strongest holiday season yet.
In Kati Whitledge's latest blog, she shares how salons have moved away from dress codes and embraced appearance standards. But by removing strict dress codes, some businesses may have unintentionally lowered their appearance standards. Whitledge helps you explain to your team why an appearance standard is important and how to smoothly implement a new appearance policy.
The Small Business Health Care Tax Credit is a non-refundable tax credit for for-profit businesses that provides a financial incentive for eligible employers who offer health insurance coverage to their employees. Leticia Skrabut, Esq., walks you through how to claim that credit.
Developing strong work habits early in one's career supports long-term success in the salon industry. Jesse Linares offers new stylists his top five tips.
Most salon owners have no idea what these numbers are. You can hit record sales and still have a profit problem. The difference comes down to four numbers almost nobody was taught to track.
Sponsored by Strata Salon Systems™
A five-area audit every owner-dependent salon needs to run. You built something that looks successful. Now find out if it can survive without you.
Sponsored by Strata Salon Systems™
Every month you put off fixing the problem, it gets bigger, more expensive, and harder to solve.
Sponsored by Strata Salon Systems™
At Janet St. Paul Studio for Hair and Beauty, Director of Operations Natasha McMillen helps bring her wife Janet St. Paul's vision to life, elevating every system from education to operations.
Expand your color service menu with the Pinstripe technique. Brooks and Brooks' Marlon Hawkins walks you through the technique.
The strongest salons, spas, and med spas know which numbers tell the real story of their business. In this practical guide, Phorest breaks down the five essential KPIs every business should track to improve retention, boost revenue, and make smarter decisions with confidence.
Sponsored by Phorest
At Bella Style Salon in Slidell, Louisiana, Director of Operations Angela Meyer tackles inventory, team management, and guest relations. Read all about her in our latest Meet the Manager.
Starting at Impressions front desk in 2006 when he was 19 years old, General Manager Paul Petrowsky is a seasoned professional who owner Sarah Taylor says is responsible for much of her own success.
Planning is in full swing for the most anticipated events and promotions for the 2026 holidays. As owners share their favorite ways to celebrate, they prove that a carefully planned event can also build culture, increase client loyalty, boost sales, and set a business up for a successful 2027.
When things run amok at Mane Attraction Salon, Owners Chris and Jenny Knudsen say General Manager Sami Hernandez is their go-to resource and ultimate sounding board. Meet Sami in this installment of Meet the Manager.
