Entries by mike concannon

One Number, That’s All I Want

Nationally, the average spray tan booth performs 7.0 spray tan sessions per day. However, if a salon owner seeks to average 7.0 for the entire year, how many does each booth need to average in the core season: April thru June? Well, referring to the national data listed below, 34% of spray tan sessions are […]

A.B.M. (there’s no other viable alternative)

What’s that spell? Well, um, nothing, but stay with me anyway. ALWAYS BE MARKETING Marketing is about ‘getting noticed’ – it does not require money, nor talent, nor an agency – it requires most of all persistence and consistency. Persistence and consistency are not fun, nor glamorous but they win the day in marketing. What […]

2 – Da – Loo

High growth salons have 2+ spray tan rooms … 2+ has become a (common) thing. VersaSpa has case studies which show that adding a 2nd room can add 40+% more spray sessions. Why? More convenient/quick to tan in your salon than a competitor – waits disappear, or are very short. Also, if you have 2+ […]

Can ‘Please’ and ‘Thank You’ be worth $3 Million

Chick-fil-A is beating every competitor by training workers to say ‘please’ and ‘thank you’ The secret to Chick-fil-A’s success is as simple as saying “please” and “thank you.” The chicken chain is statistically the most polite chain in the restaurant business, according to a QSR Magazine’s annual drive-thru report. Employees at Chick-fil-A were the most […]

Salon Staffer: Must-Have vs. Nice-to-Have

Knowing that you can seldom land the ideal candidate, Put M next to Must-Have, N next to Nice-to-Have Punctual Reliable – fulfills all responsibilities, without excuses Hard worker (no let up) Follows procedure/training Polite Energetic Engaging Can sell/persuade Money motivated (commission) Youthful – in age Youthful – in spirit Team players – tries to make […]

Get (new) Loyal Customers: Free tan -or- $5 tan

Free Tan promotion to gain new customers requires no commitment from the tanner (unless salon up-charges for everything except Level 1/Light). $5 Tan promotion may offer a better long term potential. In February, a major salon chain offered $5 tan (any level) for an entire week. Why might the $5 offer yield better (new) customers, […]


It sounds like the coordinates on a map, leading to a treasure. And, well, it kinda is. Salon Owners want to know: When do people actually spray tan? How seasonal is that business? How much opportunity is there throughout the year? Answers: All the time, Not much, Lots. So, when do people actually spray tan? […]

Selling spray tans is easy with … Feel. Felt. Found.

Dennis, the salon owner, surprised people when he said, “Selling spray tans is really easy. Just remember three things: Feel. Felt. Found. I said, “Pardon?’ He said, ” Feel. Felt. Found. That’s all you need to know” I said, “How does it work?” He said, “Well. let’s say you’re selling a spray tan to someone […]

Run Faster, Jump Higher

Salon owners who are growing spray tan sessions are getting more creative and more persuasive in their spray tan marketing. One of the most creative and bold examples is Fabutan with their ‘Spot the Spray Tan’ street interviews. It’s a super cool idea and demonstrates the natural beauty of a spray tan, in an uber-believable […]