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The “Key” to sales

There is a word that seems to invoke fear in many Salon owners and stylists alike. The word is retail. Now, before you hide under the covers, I am here to tell you to have no fear. Retail is your friend. Retailing product in your Salon increases profits, helps to ease the financial drain of your overhead and most importantly, keeps your clients hair in the beautiful state it was in at their last appointment and in tip top shape until they see you again. Saryna Key is a line that can do all of the above.

 

Yes, there are many oils in the market. It seems all brands have jumped on the oil bandwagon, so many Salons and stylists think “What’s the point of carrying this line when there are so many others out there?”, “I don’t know how to sell it.” or my all time favorite “Oh, my client’s won’t buy that.”. Well, I am here to help you understand why you should have Saryna Key as a brand in your Salon and how to sell it. Once you educate yourself, you can educate your client. Once a client understands the value of the product, most will not even blink at the cost. Plain and simple.

 

In my experience, many times we get caught up in the ingredients of a product, which I admit are important, to the stylist. The client…not so much. Our clients need to know how to use the product, how much, how often and in what order. So, I am here to tell you how I sold Saryna Key to our clients and our customers. You’re welcome.

Every woman I spoke to asked me the same question. “What’s the difference between all these oils?”. (This is where educating yourself about Saryna Key and its competitors comes in handy.). Before I would answer, I would ask them the following questions;

          What is the issue you are having with your hair?

          Have you colored your hair at home?

          Are you currently using drug store or professional products on your hair?

          Does your hair fall limp easily?

          Do you battle with your curl and frizz?

Asking these questions allows you to diagnose your client’s hair situation and give her the proper product. Once the question(s) had been answered, this is how I introduced Saryna Key;

Saryna Key is as an oil that repairs and restores your hair. Saryna Key is one of the only lines that has created separate oils in separate lines for each hair types, unlike other lines that have only one oil, and as we know, not all hair types are the same. 

  SarynaKey Damage Repair Oil SarynaKey Curl Line - That Girl in the Red Coat SarynaKey ColorIMG_20150112_140505

Then I would introduce the value of Saryna Key;

 It offers a better price point for their products. For instance, their 500ml Shampoo is the same price as the competitor’s 250ml bottle of Shampoo. I would introduce them to the Saryna Key selection, starting with the Damage line, then moving on to the Volume line, the Color line and finally the Curl line. I would wait for them to say “What about those?” and then would introduce their Dandruff Shampoo and the Neutralizing Pigment Shampoo (or purple shampoo if you prefer).

Then I would have a 2-3 minute consultation on how and when to use the products. I would explain how many times per week or month the treatment should be used. I would show them in my hand the amount of oil that would be needed. I would show them in my hair, (or theirs if they preferred) how to apply the oil and distribute it properly throughout their hair. I would show them how to mist the shine spray – how far to hold it away from their hair for even shine distribution. For our curly haired Beauties I would explain the importance of proper product application and drying time to avoid frizz and unruly curls.

…and that’s it. It really is that simple. Once the value of the product was presented and the time was taken to explain not only how the product works, but how to work with the product, another bottle (or two) of Saryna Key left the shelf.

1

VIP…Venus style

When you think of Monday, you picture people trying to come up with an excuse to stay nestled under the covers, laying in their beds mourning the loss of their weekend, or trying to convince themselves their early morning sneeze is the beginning of the flu and they should call in sick to work. This past Monday, yours truly was up before the first chirp of the neighbourhood birds, raring to go. Why you ask? Well, I had somewhere to be. By 8 a.m. I was on the highway, headed to Niagara Falls to the Venus Beauty Supplies VIP Event, or #VENUSVIP16 for my social media peeps.

Held at the Sheraton On The Falls Avenue Resort ( a lovely venue for those looking for the right place for an event), Venus put on quite a show. The main stage was rockin’ with appearances from Schwarzkopf, Peter Coppola, COLORWOW, Revlon, Unite, Moroccanoil, Reuzel …just to name a few. New color applications and cutting techniques were showcased as well as new product launches. When you entered the adjoining room, you were met by brand managers from each line to answer any questions you may have or to point you in the right direction of which product was which, and which product would suit your client’s needs best. Everyone was very welcoming, enthusiastic and you could feel the pride that they had in their brands, and in themselves as representatives of their products. Here’s a little peek of what my Monday looked like;

  The newest addition to the Schwarzkopf family – FIBREPLEX! Their FIRST Bond Enforcing System to protect the hair from breakage during lightening, high lifting or coloring process.

The FAB! stylists representing Peter Coppola. PSSST…The Infusion AntiFrizz Cream is outstanding and can be used on the finest of strands to the thickest of tresses!

 The dapper Gents of FRAMAR. Some of the best hair coloring tools and accessories around….OH! I have to tell you, I can’t believe I haven’t already…KOLOR KILLER Wipes – you gotta get ’em. These babies remove any color that may have stained the skin in a flash! They smell great and are safe to use on sensitive skin. How do I know? Well, all other color removers leave me in a red, blotchy mess. The KOLOR KILLER Wipes do not have any effect on my skin, except the removal of a color stain. Get some for your Salon. Seriously, get them now.

 REUZEL. A Fabulous line created for Barber’s and the Gents in their chair. Their story is a great one, that I cannot do justice. Check them out at http://www.reuzelpomade.com

 Can you say SWAG!!!! Venus Beauty Supplies DELIVERED!

 The FAB! Patricia, my Venus Rep. and I. Calling her a rep. doesn’t do her justice. She is awesome.

Yes, today’s tale was short and sweet, like yours truly. I gotta go. As you can see from my FAB! SWAG bag, I got a lot of products to test and try, to let you all know what’s what! Stay tuned Beauties and thanks for the love!

 

 

 

2

…you’ll figure it out

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September. Although the calendar marks January as the beginning of a new year, many feel September is the beginning of all things new. The kids are back in school, commencements are commencing, the care free schedule of summer has come to an end and the more regimented schedules of work, home and life have returned. This September truly feels like a beginning for yours truly. For those of you familiar with my blog (thank you again for all your lovely support), you are well aware of the closure of the shop. Many were and are still worried about what will happen, about what I will do now. When asked “What will you do now?”, thanks to the above quote by the FAB! Tina Fey, my answer is now “I will say yes and will figure it out afterwards.”. …and I have begun to do just that, and I gotta tell you…it’s been pretty fabulous.

Many changes have occurred, my tag line being one of them. Since I am no longer at the Salon, I have decided to change my tag line from “Mane Tales from the Salon” to “Bringing Enlightenment to the world of Beauty”, for my primary focus has always been about beauty. I write about hair products, hair product reviews, retailing tips, tips on how to be kind, tips on how not to be an ass, or about life in general, all in the hopes of helping someone. Be it with their hair, their business or their self image and self worth. Sharing my experiences may help someone feels better about themselves, begin to like their reflection, feel capable of achieving the hair style they have always wanted, be able to improve their retail revenue and in turn their business, or simply remind someone that they are not alone. If that is not a thing of beauty, I do not know what is.

Over the past weeks, I  have taken a break. A much needed rest for my mind. It was as if the universe, the powers that be, the smurfs – take your pick knew I needed a reset and gave me one. The closure of the shop was a gift, it really was. I had no excuse not to slow down for a moment or two and figure out what needed figuring. The guilt about leaving someone else at the helm, feeling selfish taking time off, that aching feeling that I was forgetting something, all those thoughts and feelings were no where to be found. For months I knew it was time to move forward, but I didn’t want to let anyone down, or leave anyone in the lurch. Thanks to the closure of the shop, I no longer had those feelings, those worries or those concerns. Well, quite honestly, those fears. … which got me thinking. How many of us, in our work life or home life, put these unneeded fears in our way? Worrying about what people will think? What will people say? What will happen? What will I do?

Don’t get me wrong. I still battle those shouts of fear, for I am embarking on the known yet unknown. I know my capabilities. I know I am good at what I do. I know I have much to offer. I know what the next step is to take and I know where that step is. What I don’t know is what comes next – that in itself is the fear talking. So when I hear the fear shouting “Uh Oh! Oh, I don’t know”, I listen for the faint whisper of “Say yes and figure it our afterwards”. It’s always there. Always.

 

 

 

 

1

Tales of Truth – the final edition

Well, here it is. The final edition of That Girl in the Red Coat’s Tales of Truth. I thought I had heard, seen and smelled (yes … smelled) it all. Over the past weeks, I have been proved wrong. With the full moon, a heat wave and news of the shop’s closure, it has been an interesting 2 weeks around the shop and I must say, I know for sure there is a higher power, because yours truly has been able to hold her tongue and keep it professional. So, gather ’round ladies and gents, boys and girls, for it is time for Tales of Truth.

  •  A woman came in looking for hard wax to do her own Brazilian wax at home…I guess she is really getting into representing the host of the summer Olympics. Anyway, as I showed her our selection, she asked me if instead of using a spatula to apply the wax, could she just use her fingers, like the last time. I asked her “The last time? I thought you said this was your first time?”. “Oh, it is. The place I go to, the girl says using her fingers was easier.”. I took a breath, swallowed the little bit of puke that came up and asked her if “her girl” wore gloves. “No. She just applied the wax, ripped, then put her finger back in the wax and did it again”. …..*THAT GIRL IN THE RED COAT tip – if your “wax girl” is using her fingers and double dipping with you, she is with everyone else. If you do not see gloves and a spatula….RUN!!!

 

  • Since the shop is closing, we have our products on sale. The signs say Everything on Sale. A woman came in and asked “Is everything on sale?”. “Yes, everything.”. She tilted her head to the side and said “So everything right? I’m not gonna get up to the counter and then you’ll pull the rug out from under me and charged me full pop on some things?”. I told her “That’s correct. Everything. No rug being pulled out.”. “Well, I’m gonna add up my total on my phone and it better match yours!”. …they matched.

 

  • A woman asked if she could return a product she bought a month ago and then buy it back with the new discount.

 

  • I was asked “Since you are closing, does this mean you won’t be open anymore?” …I am still trying to figure that one out.

 

  • A woman started to spray every hairspray she picked up. I let her know they weren’t testers. “What’s it matter? You’re closing anyways!”.

 

  • A woman came in for her hairspray. I let her know that unfortunately we had sold out of it and the owner was not ordering any more product. I shit you not, she leaned on the counter, turned her head to the side, spoke out of the side of her mouth and said “Listen, you order me 12. Sneak an order in. No one has to know. I’m good for it.”. …okay there Fredo.

 

  • We open at 9:30 a.m.. At 9:45 a.m. I hear the chirp of the Salon door and with it a shriek of “NO!!!!!!!” – so loud one of my stylist’s shut off her dryer and walked away from her client to see what the shouting was about. “You can’t close! You can’t! Where will I go now? You have ruined my whole day!!!!”. …and good morning to you as well.

 

  • “You’re not closing.” a woman said as she came in the shop. I told her the owner had decided to close. “No she didn’t. You’re not closing!”. It took 5 minutes to convince a woman that the shop was in fact closing.

 

  • A woman came up to the counter with her product and told me “I have a bone to pick with you! I was in last month and you said nothing about closing. You let me buy product at full price! I am not impressed!”. I let her know I understood her disappointment since I didn’t know a month ago either. …she stopped talking after that.

 

  • “Well, aren’t you just the most annoying thing today!” – what a woman said to me when she saw the shop is closing.

 

  • A woman came in, stared at me, stomped her feet, pouted then sat in the chair by the front door for 5 minutes staring at me without saying a word. (I know it was 5 minutes, because I timed it). When she finally stood she looked at me and said I was being unfair for closing the shop. I let her know the owner had decided to close and before I could explain why she told me “If you cared, you would have made her stay open. This is horrible. Now I have to drive further for my products!” …took every ounce of restraint to not say “time to get off your cross, someone needs the wood”

 

  • “Well, aren’t you shit out of luck. All you can do is this and now the shop is closing.” …just another gem bestowed on yours truly. …you would be happy to know I didn’t hold my tongue on this one and assured the woman that I was not just a girl standing in a shop.

 

  • As I rang through a women’s purchase, I told her the total and as she gave me the cash, she smirked and said “Shop’s closing huh. No job for you!”. …I know of the soup Nazi, guess she is the job Nazi.

 

  • “Where am I going to get my shampoo now?!” – something I hear at least 20 times a day. When I let them know they can check the local Salon’s “Can’t you call around to all the Salon’s for me?”….sometimes, there are no words.

Last but not least, the woman who flashed me her red bump riddled bikini line came in and said “Sorry to see you’re closing! Who’s gonna help me now? Who am I gonna show my issues to?!?”. …I…shit…you…not.

 

Tales of Truth

 

 

 

2

…nudge

Okay Universe, I feel your nudge.

 

…it’s been quite a week! Long story short, one door closes and another opens. The shop is closing. Everyone has a journey and a path that is best suited for them and their lives and must do what is best for them, hence the owner’s decision to close the shop and move on to a place that is more suited for her vision. She is a wonderful stylist and will continue to do well, of that I am certain. As for yours truly, I am excited to see what is around every corner. I love the Beauty industry and anticipate great things.

For those familiar with my blog, you know of my “go for it!” attitude. Well, it’s safe to say, it’s time I take a dose of my own medicine and go for it. What “it” is exactly, I do not know. What I know for sure is this; I will continue to blog and I will continue to be an Independent Retail Consultant. The support and the kindness that has been bestowed upon me these last few days has been humbling and, quite honestly, a huge boost to my ego and for that I am grateful beyond words. I am approaching my 44th birthday and many opportunities are presenting themselves so I got a feeling 44 is gonna be FAB!.

So, stay tuned Beauties! Stay tuned.

 

 

 

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Hair-surance

Last week I had a woman come in looking for a silicone oil for her hair. I asked her why she was looking for a silicone oil for her hair and she told me “that’s what my stylist said to use to fix my extensions, to make the frizz go away and to help get the knots out.”. I asked her how long she had her extensions in for and she told me 1 week. (I swear, I would have guessed a month.). “Oh, I see” I said. “Yeah, I know they look horrible. My stylist told me I am not taking care of them properly. I guess I am just stupid or something.”. It was then that I asked her if her stylist had told her how to take care of her extensions to which she said “Yes. She told me to go to the drugstore and make sure the shampoo was moisturizing and then she said…” it was then that I stopped her. I actually put my hand up and said “Stop right there. Hold on one minute.”. I took a breath and said “this is not your fault. I am sorry that you spent so much money ($400.00 by the way) and were given the wrong instruction.”. I let her know that she should wrap her head each night, or at least put her hair in a low ponytail/braid before bed. That only professional Salon sulfate free shampoo should be used with extensions. That a flat iron spray should be used when using a flat iron – not a silicone oil like her stylist told her. The poor girl just looked at me. Her eyes began to well up, then stopped. Her look turned from despair to anger, and rightfully so. “My stylist didn’t tell me any of that. In fact, she made me feel like I was an idiot and disrespecting her when I told her I thought there was a problem with my extensions!”. We spent the next 20 minutes talking product and after I rang her through, she thanked me for my honesty. “You are the first person who told me the truth about my extensions”.

The point of today’s tale? Clients and customers come to our Salon’s because they trust us. They trust us with their family secrets, the latest neighbourhood gossip, their fears and their self doubt. Most importantly, they trust us with their hair. It is our responsibility as stylists, Salon managers and Salon owners to guard that trust and help our clients and customers to protect their investment in themselves. It is our responsibility to explain;

  • the importance of the proper shampoo, especially for color clients. Explaining that professional Salon shampoo will protect the their color whereas drugstore shampoo will effect the vibrancy of their color = color fade.

 

  • how to apply shampoo – to emulsify it in your hands, then apply mid shaft and work your way up.

 

  • that sulfate free shampoo’s do not make lots of bubbles or suds. To make more of a lather, add more water. Adding more shampoo just wastes the shampoo and leaves the hair greasy and lifeless.

 

  • the difference between leave in conditioners and conditioning treatments. Yes, sadly many woman I have helped were using a conditioning treatment and leaving it in, which in turn messed up their hair, on many levels. * I ALWAYS stress the importance of rinsing out vs. leaving in. Trust me, your client may look at you like you have three heads, but they will thank you for it later.

 

  • all mousses and root boosts are thermal activated. No blow drying? No volume. Plain and simple.

 

  • the importance of thermal protection. Every client that uses a flat iron MUST have a flat iron spray at home and it MUST be used each time a flat iron is used. *the hair spray today will be cooked into the hair tomorrow without the use of a thermal spray.

 

  • All oils and serums should be applied to damp hair BEFORE blow drying or to dry hair AFTER using a flat iron or curling iron. * oils and serums are not thermal protectants. I want you to think of a hot pan on the stove – what happens when you add oil to a hot pan? Exactly.

 

  • how to take care of extensions. How to wash them. How to style them. Which products are best to use.

 

  • how to take care of their hair after a perm

 

  • how to maintain smooth tresses after a chemical straightening

 

  • how to wash their hair when they have had vibrant colors applied.

In my experience, almost every customer thanks me for being honest with them, for taking the time to explain things to them, the how’s and the why’s of hair product and hair care. Take a moment to speak with your clients about their hair and hair care routine, explain the importance of protecting their investment in themselves. They will thank you for it. As for me…no thanks needed.

 

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Suitable replacement?

Sigh.

 

It happened, again. I lost a fabulous rep. She was lovely. She came every 2 weeks. She emailed me the sales flyers before they went to print so I could preplan monthly specials. She sent complimentary products to use in the Salon. She sent products specifically to me to use, knowing that since I do most of the selling, the more product I use, the more I know and in turn, the more I sell. She sent us complimentary retail bags. She shared her knowledge and her stories. Not only did we have a great professional relationship, over the years we became friends. I received a call over 3 weeks ago from the company that she was no longer with the company and that a “suitable replacement” would be visiting me soon. Lets just say, there are some big boots to fill and by first impressions, my hopes have faded a tad.

10 days ago, the replacement rep. – lets call her the R.R. came by the shop, mid afternoon on a Friday. No call to see what day or time works for me. No appointment made. No email of introduction. Not even a tweet. She introduced herself, I the same, exchanged pleasantries and such. I let her know that my old rep. had a standing biweekly Friday at 10 appointment. I asked if that worked for her. She said yes. We decided on a date for our first official appointment, shook hands and said our goodbyes. Fast forward a week. Yours Truly had the order ready. Special customer orders had been added. Clients and customers had been assured an order was being placed that day and by Tuesday afternoon at the latest, as long as the product was in the warehouse, their beloved product would be in their hands. …or so I thought. Yep. You guessed it. Yours Truly was stood up…and you all know how much that thrills me. 10 a.m. came and went. No call. No email. No text. No fax. No tweet. No Facebook message. No Instagram. Not even a snap. Nada. Nothing. Not a word until this morning after I emailed my order and was told that Friday’s don’t work.

I have said it before and will continue to do so. We are in the business of Beauty. The business. When a rep. doesn’t show up for my order that means that my inventory gets too low or worse, my shelves are empty which in turn hurts my reputation and our revenue. Listen, I have been a rep. on the road. I know that you are told that “color accounts are key”. That they are your money maker. I have some news for you. So are retail accounts. When serviced properly and the value of your retail brands explained, retail can increase your commissions just as much as color can. Something many reps and companies seem to forget, or put on the back burner. I can’t help but wonder if I was a color account, would I have been dismissed so easily? Over the years I have brought over $250000.00 – $350000.00 of retail revenue to our shop…you’d think that everyone would want a piece of that pie. It seems not.

A little bit of advice, for reps. and companies alike – your small accounts could become big accounts, if you show up. Plain and simple.