Spa Management & Achieving Potential Sales

10 Years of Spa Trends
June 14, 2019
The Spa Industry – Egypt
June 14, 2019

Spa Management & Achieving Potential Sales

Spa Management & Achieving Potential Sales

1. Creation of new treatments – low marginal costs:

Cultivating new treatments, could contribute to the style & culture of the hotel. “The Jet Lag Buster” The body care & beverage products will be produced from organic seed plants grown in the non IG garden area of the spa. After the treatment a tea beverage and pure products are available for retail. This recovery treatment boosts the immune system with 120 Minutes of a luxurious anti-aging facial, eye care, vigorous body scrub and a nourishing cocoon wrap. Detoxing is a multi-billion dollar industry that is still of trend, especially travelling clients would be eager to buy proven healthful products who crave vitality in the midst of adventure seeking or business.

 2. Maximizing retail sales – Revenue Management:

Maximizing retail is a ratio that can intensely improve your bottom line. Calculation of retail of a spa’s total revenue represents the percentage of profit.  Increasing retail sales impacts the profit significantly. Educating staff and clients would promote expensive services and retail resulting in higher retail per service revenue ratio. Adding incentives plus commission for staff would increase sales. Sales are divided into steps, is how to achieve the sale, presentation, questioning, understanding of ingredients, objections, negotiation, persuasiveness and finally closing. A client can simply reject your offer, but choosing the correct words are crucial.

3. Social Media Marketing

Preserving a close relationship with loyal retention spa customers is important and continuing the sales process through till the follow up call. Understanding the local client spa community, promotes future sales. Using social media and communication creates a sudden availability club using email, SMS, twitter and intstagram. In order to inform guests of unforeseen appointments arising from cancellations, even at low season with a special discount. This is a permanent plan B. It could help fill unsold spots and create other revenue.

4. Space Allocation & Utilization Rate

Utilization rates are imperative when the spa has been designed, how the IG vs. Non IG areas is doing since the opening. New decisions to be created since time lapsed on utilization. Hydrotherapy baths go underutilized at a low percentage per day, while other rooms are fully booked. Monitoring utilization and modeling the revenue potential of re-purposing the space can produce quick sales. Using the wet area as an additional perk for platinum member’s use, to simply change the view of an existing facility adds in services and products. Add-ons – flowers, milk, salts, bombs, aromas, visuals and smells create an entire new set of treatment experiences and income.

5. Linking spa use by hotel guests

Most people, who do not go to the spa, shy away because of the price and the unknowns. People prefer to buy from those who take the trouble to find out what the customers really need and that is where you make a sale. Providing guests with complimentary 15 minutes trials upon arrival would introduce specials to enhance experiences and they will have the choice to extend 15 minutes of bliss to a full 90 minute session with their companions. A low cost room on a low season can be extended to a 15 minutes of nap time on the table after a rejuvenating treatment. It gives extras without cost, value added experiences will further incent retail sales.

6. Fitness Group Classes

Fitness experiences sold in unlimited monthly sessions or weekly. Or drop-in rates, guests may use the pool, steam, sauna and relaxation areas of the hotel depending on the rate of purchase. They also gain access to trial rates for the spa services. Classes of 4 times a week for members and hotel guests, and allowing PT and outside guests for the 3 days provides exclusivity the hotel may desire. Allowing all ages and mobility access guests, to allow anyone access to a healthy lifestyle. Yoga, Pilates, Boxing, Boot camp, Aqua Aerobics, and meditation. Hiring 1 multi-skilled employee and a part time employee to teach save the costs of multiple high rated salaries.

7. How To Manage The Spa Business

Examining every department from the foundation is crucial, preparing financial forecasting for the annual year. It is important to understand the company’s vision. Always be prepared with a unique proven successful business model. The analysis of the spa environment as a whole, ensuring the flow of guest’s experiences has been implemented with all the 5 senses, through the spa journey.  It is important to have updated software, stocks, operational plans, targets, a motivated team, treatment training and regulations. Running a smooth business means, working well with the hotel management as a both work with each other as important roles

8. Sales target optimization

STO is important in making strategic decisions with a clear view of competitors positions, focusing time on calculated planning instead of consolidating data make plans to implement in a timely manner expecting great results. This is where educating therapist with treatment, theory and retail training comes into play. Implying it is at most importance they purchase the product or service, which it is really worth their time and money, as the results they require will be realized. In order to persuade any person to buy three products / services when they intended to buy just one is an art.

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