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SEARCHDespite a slight and predictable decline in client traffic for Q1, resilient pricing power is driving year-over-year revenue growth in salons. The KIM Report's Alain Audet reviews the data and what it's telling us about the state of professional beauty.
Even with a small dip in the number of color services performed in Q1, revenue actually climbed, proving salons are successfully leaning into better service mix and smarter pricing.
Credit: The KIM Report
Whether you’re working behind the chair or running the whole floor, the start of each new year always feels like a bit of a scramble. Typically, the first few months are about catching your breath after the holidays, but according to The KIM Report, data revealed something much more interesting. It’s more than trying to bounce back; it’s about a real shift in how salon businesses build value. Although fewer people walked through salon doors, what truly matters is the value you and your team deliver with every appointment.
The first quarter of 2026 was defined by two distinct trends: a predictable seasonal reset following the holiday rush of Q4 2025, and a resilient year-over-year expansion compared to Q1 2025.
According to KIM, there was a noticeable shift in the first quarter of the year compared to the end of 2025. Total salon revenue declined by 6.93% from the peak chaos of Q4. It’s a predictable move as clients settled back into their routines, resulting in 4.81% fewer salon visits and a 3.25% narrower client base.
Service volume was down 4.43% overall in Q1, with color services decreasing by 5.10%. However, color’s share of total revenue actually improved, with the weight (or value) of color business up 39.26% from 38.26% in Q4, suggesting it held up better than the rest of the business.
But here is the win: despite slower foot traffic, salon pricing power stayed rock-solid. The average service ticket actually crept up by nearly 1% since the end of the year. Even in the "quiet" months and with client wallets feeling tighter, salons didn’t blink or slash prices—they held the line on the value of their team’s time.
With the gift-giving season wrapped up, in-salon retail took the biggest hit in Q1, with revenue down 13.65% and the average number of products sold down 15.24%.
When we look at Q1 compared to this time last year, the industry shows real resilience, with growth driven by pricing power. Based on data from over 10,000 salons in The KIM Report, overall revenue grew by a modest 1.39% year-over-year. This growth wasn't due to packed waiting rooms—in fact, unique clients dropped by 0.64%, and total visits were down 1.29%. The real success was in the average service ticket, which rose to $89.28. That 3.19% increase shows clients are opting for higher-end services when they do visit.
You can see this shift most clearly in color services. Even with a small 0.64% dip in the number of services performed overall, revenue actually climbed 0.95%, proving that salons are successfully leaning into a better service mix and smarter pricing. Plus, with staffing remaining consistent (up 0.11%), teams are well positioned to take on these more valuable appointments without missing a beat.
Retail, however, remains the weak spot, down 2.93% in revenue year over year.
Growth looked very different depending on the size of your operation. Here’s how these three cohorts performed year over year, and what you and your team should focus on in 2026.
Small but Mighty (1–2 stylists): This group was the only cohort clearly negative for the quarter (revenue down 2.48%). While you held up on ticket price (+3.02%), declines in traffic and frequency kept total revenue under pressure. Your focus: Traffic and client return remain the most dependent levers for your success.
The Mid-Size Winner (5–9 stylists): This cohort delivered solid revenue growth (2.89%). Your success is largely a story of ticket strength, with the strongest ticket growth at 4.53%, bringing your average ticket to $99.49. Your focus: Maintain that premium pricing and service per client count /ratio.
The Sweet Spot (10–19 stylists): You are the healthiest segment of the market, leading the core cohorts with 3.19% revenue growth. Unlike smaller cohorts, you’re not only relying on price; you’re also showing real activity growth, including positive trends in clients, visits, and services. Your focus: Double down on traffic and productivity.
If there is one thing Q1 2026 made clear, it is that our industry is moving away from just chasing numbers and toward focusing on quality.
My Take: You have a great team in place and clients who are clearly happy to pay a bit more for high-value work, especially when it comes to color. Don’t let it get to you if the door isn’t swinging as often as it did during the holiday rush—it is completely normal. Instead, keep your focus on your service mix, look for those technical upgrade opportunities, and make sure your team feels ready to deliver an amazing experience. But be very cognizant that you need to stay focused on client retention and visit frequency; it is important to protect those assets and then start thinking about client acquisition strategies.
The KIM Report currently offers a version for manufacturers and distributors. However, KIM for Salons, a version designed specifically for verified salon owners and managers, is expected to become available in late summer/fall 2026.
Reserve your spot HERE for when the salon view is available.
About the Author: Alain Audet is a beauty industry veteran who holds an MBA from the University of Hull in England. He has held leadership roles across professional haircare, salon technology, and industry organizations, with a special focus on growth and education for the salon channel. Alain currently serves as vice president of sales and marketing at SalonInteractive, where he leads market development, partnerships, and sales enablement initiatives for The KIM Report and On Behalf Marketing.
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