Entries by mike concannon

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 […]


So, are you, your spray tan business, your staff … One. Day. Older. or. One. Day. Better. One day? One year? One quarter? One season? If yes, Bravo! If yes, or no – what are you going to do to change things for the better? As the saying goes … Hope and Lucky are indeed […]

1 Million New Spray Tanners, Already in Your Salon

Ernst & Young conducted market research and learned that 25% of sunbed tanners plan to spray tan in the coming 12 months. 25% equals 1.1 Million sunbed tanners. Market research is, well, research and you live in reality. So, how can you make our own luck to dramatically increase the number of sunbed tanners who […]

Do you have ASP (not ESP)

ASP stands for Average Selling Price. As in, what is the ASP for a spray tan in your salon over the last 12 months? It is the most important piece of data to know about your spray tan business – just as important as total session count. Most salon owners presume that it is much […]