Oftentimes, some of the best spa products don’t sell for reasons other than quality or effectiveness. Sometimes these spa product duds are the victims of staff familiarity and shelf isolation!
Many products don’t sell simply because your staff is unfamiliar with them. They may become attached to certain products and push them solely based on familiarity. Instead, make sure your staff is familiar with all of your products by creating tester bottles and conducting weekly training sessions to educate them about new products.
Shelf isolation is a common problem with most products because they tend to get lost in the displays. So, you need to regularly rotate products and create high-visibility displays out of product duds and place them in easily accessible locations. Rather than marking products down, create excitement about these slow moving products by placing them out in the open and making signs that say “new product” or “featured item” to get clients interested.
Creating a sales competition for product duds is another great way to stimulate sales and get your staff excited. Have a contest each week and award prizes for whoever sells the most of the featured weekly products, in addition to their regular sales goals.
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