Dayspa

SEP 2013

DAYSPA is the magazine of spa management. Spa owners and spa managers turn to DAYSPA for spa management trends, spa management tips and more.

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PROFIT CENTER a treatment, without evaluating their ability to build rapport with the guest. The importance of retailing has to be included in position descriptions, thoroughly covered during the interview and orientation process, reviewed in monthly oneon-ones, and made a component of compensation and advancement plans. Then, quarterly, live training sessions serve to solidify the skills required. Sales reps bring all of the literature that we need and we provide writing materials. Vendors are present to help with samples. Should front-of-house staff and therapists each receive a different type of sales training? Starr: These groups should get the same training— addressing both product knowledge and customer relations—but each group should employ it in different dayspamagazine.com/freeinfo • Use FreeInfo #44 92 DAYSPA | SEPTEMBER 2013 ©ISTOCKPHOTO.COM When and where should training be done, and what materials are essential? Raic: We always have trainings in the spa before a new product launches as well as each quarter, especially for the front desk and estheticians. We usually hold trainings during the week, in the early morning or late evening, to accommodate everyone. We use handouts, manuals, product samples and other materials. Obermeyer: We hold quarterly meetings, usually mid-week and midday, that are no longer than two hours. We train by department, so the spa is still operating while the meetings are taking place. When the trainers come in, there's a topic and goal in mind; the training is hands-on and product-specific.

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