DAYSPA is the business resource for spa & wellness professionals! Each issue covers the latest in skin care, spa treatments, wellness services and management strategies.
Issue link: https://dayspamagazine.epubxp.com/i/862953
[ 26 ] • # dayspamagazine • september 2017 © GETTY IMAGES SERVICE ENHANCERS Naturopathica Wild Lime Revitalizing Scalp & Hair Oil naturopathica.com Patchology FlashPatch Eye Gels patchology.com Michelle Adams Somerville, spa & wellness director, The Spa at the Woodstock Inn & Resort, Woodstock, Vermont: One of our clients' favorite enhancements is the emerginC Revital- Eyes Mask, which brightens and reduces puffi ness. Our Moroccan oil scalp massage is also a favorite, as is our Peppermint Foot Therapy (5 to 10 min./$20 each), a soothing lower leg treatment that uses a peppermint scrub, foot balm and oil. Which spa services do popular add-ons pair well with? Macomber: Our refl exology enhancement (30 min./$55) partners well with many of our massages, facials, manis and pedis—and our hot stone foot massage in particular. The steam canopy goes well with massage and facial treatments instead of a wrap for a more profound experience, while the Vichy shower add-on pairs with our body scrubs. Diane Hibbard, vice president of treatments and development, Burke Williams, with 10 locations in California: A popular add-on for massage clients is the Burke Williams Experience ($25 during a 50- or 80-minute massage), which incorporates heat packs and Chinese medicinal herbs massaged into the skin to polish. Other massage enhancements include aromatherapy, hot stones and Himalayan salt. Frequently requested enhancements for facials include our Professional Peels (15 min./$25), which employ either a fruit acid or enzyme exfoliant; the Advanced Eye Lift ($45), which adds 15 minutes of microcurrent technology; and sprays, such as stem cells and 'age defy' ($20 during a 50- or 80-minute massage), which use Burke Williams' custom-formulated sprays. Our most popular nail service enhancement is the Honey Heel Glaze (10 min./$10), which employs the eponymous FarmHouse Fresh product to smooth the feet. How do add-ons boost your spa's bottom line? Adams Somerville: In the past, they hadn't represented a huge percentage of sales. However, we recently underwent a spa menu refresh that includes new enhancements and fun ways for clients to enjoy them. One is our 'Tapas Menu.' A client can buy any two 20-minute treatments ($65 or $70 each) and get 10 additional minutes of service free. If they buy three enhancements, they receive an additional 15 minutes of therapy. They can even utilize our app to customize the products we use in their treatments! Richey: In terms of outlay, enhancements are relatively cheap, but they're a great way to increase average treatment revenue. That's especially helpful if we're offering a lower- priced special: It brings in more people, and the enhancements help us make up the difference. Because they're performed during scheduled treatments, they don't require much additional therapist time. Hibbard: Add-ons increase the service price so they're valuable, but more importantly, they elevate results and enhance the guest's experience. How do you train staff to upsell enhancements? Adams Somerville: To determine which add-ons to offer, we research trends, products and services. Our therapists are trained to present one or two as a suggestion, then answer any questions from the client. We also leave information about them in our therapy rooms. Richey: My lead therapist is so good at enhancement sales and retail that I have her give the rest of the staff pointers on increasing add-on sales—plus a cheat sheet of which item goes well with which enhancement. I encourage my employees to listen to their clients: They'll tell you what to offer them! During the initial consultation, a client may comment about stiffness from a bike ride, so the therapist will suggest the Ayurvedic muscle oil as an enhancement or retail purchase. If a client mentions our dry climate, the therapist can recommend the coconut oil enhancement, or a hydrating lotion or oil. As long as therapists listen to their clients, the add-on suggestions should be very easy. u Repêchage Silver Ball Massager repechage.com ToGoSpa Ice Water Eyes togospa.com Pevonia Micro-Emulsion Massage Cream pevoniapro.com spotlight FarmHouse Fresh Honey Heel Glaze farmhousefreshgoods.com