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a client should be about the whole body, from scalp to sole," he says. "The hair is an extension of the rest of the body, and a healthy scalp translates to healthy hair." Adding this dimension also expands your "spa appeal," says Toni Wells, brand director for Number 4 Hair Care. "Hair care broadens your repertoire—and your conversations with clients who may be open to suggestions about using these products to improve their overall well-being." In the same way that you provide prescriptive solutions for skin care, many lines lend themselves to tailored solutions for common hair problems. For instance, "Our spa treatments are formulated to begin normalizing the specific hair, scalp or skin condition," explains Teresa Brown, licensed esthetician and regional sales manager for hair- and skincare company Malibu C. "And each has a coordinating system for the client to use at home in between spa visits." ROOTING OUT A LINE Which haircare line should you adopt for your spa? To choose, start by examining the types of products you already support. Is yours a trendy spa, an organic spa, a medical spa? Depending on your facility type, you will naturally gravitate toward certain brands and ingredi- ents. Choose a line that mirrors your existing business' mission and style. (Start by looking at any hair lines offered by your current skincare vendors, which can save you money.) Industry experts agree that spa owners would be wise to start slow, bringing in just one line that makes sense among your other product offerings. Highlighting a single line will also make selling easier for your staff. "Offer a pared-down collection," advises Sarfati. "Combine an in-spa treatment with two at-home styling products— it doesn't make sense to bring in 20 SKUs of products that you aren't demonstrating during services. In other words, show and tell, and you will sell!" Understandably, clients who are familiar and satisfied with a certain skincare line will feel more inclined to try dayspamagazine.com/freeinfo • Use FreeInfo #41 84 DAYSPA | JANUARY 2013 © OCEAN/CORBIS PROFIT CENTER