Entries by mike concannon

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 […]

Legitimate Fear, Legitimate Growth

CEO behind Applebee’s reveals how the Dollarita played an essential role in the chain’s turnaround The Dollarita was the game changer that Applebee’s needed to turn around its business, Steve Joyce, the CEO of parent company Dine Brands, told Business Insider. The dollar-drink deal was originally seen as a risk internally, with some franchisees fearing […]

Salons Growing 28% Share their Secrets

Spray tanning is growing. In fact, in 2017, over 1,000 salons grew their spray tan sessions by 28% or higher. Sunless, Inc. conducted research over the last 2 years to understand the common practices driving that growth and summarized those actions into a ‘How-To’ guide. It is chock-full of specific strategies and tactics used by […]

Brady Bunch & Cocktail Tanning

It’s a worthwhile challenge to persuade UV Tanners to try/use spray tanning. Some UV-ers don’t think a spray tan looks natural-enough. But, experience shows that most UV-ers have not tried spray, and many that have tried spray think it gives better color than expected. What’s that have to do with the Brady Bunch? The Brady’s […]