MAY 2019

DAYSPA is the business resource for spa & wellness professionals! Each issue covers the latest in skin care, spa treatments, wellness services and management strategies.

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May 2019 • 55 can also help you determine what series will sell best. Naomi Ervin, spa director at Tulalip Resort Casino & Spa in Las Vegas, realized that a teeth-whitening bundle would be of interest after she noticed more bookings for these treatments whenever they went on sale. "I see a lot of repeat guests for this service, so it made sense to add it to our series menu," she notes. "The treatment is typically $75, but we offer a series of three for $175 for a savings of $50, or a series of six for $330, saving the guest $120." Blitz also comes up with ideas for series based on responses to an ongoing "Ask the Expert" solicitation, where the spa invites clientele and others to submit questions to estheticians via social media, monthly newsletters and the website. "We receive many different types of questions, and that helps us zero in on what clients want and require," says Griffi n. In fact, management designed packages for clients dealing with acne, skin sensitivity and dehydration after noticing that they frequently fi elded questions from women in their 30s concerned with these conditions. SWEET DEALS Of course, one of the biggest selling points is the built-in discount clients receive when they pay for multiple treatments up front. "I prefer the 'buy fi ve and get the sixth one free or half price' model," says Janice Nichols of WTS International, a spa consulting, design and management agency in Rockville, Maryland. She suggests that spas clearly highlight how much the guest will save by purchasing a full package versus buying a stand-alone service. "Break it down according to the savings on each treatment," says Nichols. "For example: A one-hour facial costs $200, but buy a series of six at $1,000 to save a total of $200 or about $33 each." © GETTY IMAGES

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