Entries by mike concannon

Steak is to Spray Tanning as …

Have you ever visited a Texas Roadhouse restaurant? There’s over 400 in the USA, with many more to come. The places are huge, and are virtually empty Sunday through Wednesday night. So, why build such a huge restaurant that gets used at maybe 15% of capacity 4 days per week? Because, Thursday through Saturday night, […]

Nail Biter

Your salon might be located near a nail salon, maybe several. Ever sit outside and count how many customers the nail salon gets? If you don’t have the time, pay a kid $8/hour to do it for 1 week. Take the number of customers the nail salon has and compare it to the number of […]

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 […]