improved profitability

by Pam Stellema

Re-activate Missing Salon Clients

How to Re-activate Missing Salon and Spa Clients

Module Introduction

In other modules, I’ve talked about the importance of client retention and how I believe it’s even more important to your salon than new client attraction.

Many salon owners are not aware of just how many clients leave and don’t return. This is because they don’t track the attrition rate of their clients.

When it comes to losing valuable clients, ignorance is not bliss, it’s expensive.

Overview

As a business owner, gaining new clients is terrific…but not if you’re losing them faster than you gain them.

This module explains the importance of a timely communication with clients when they go missing from your salon and outlines what you need to do to re-activate those lost clients.

This module includes a PDF document outlining:

  • The value to your business of client retention.
  • Where to start to get back missing clients.
  • Handling recently gone missing clients.
  • Handling clients missing over 3 months.
  • Deciding how long you should persist.
  • What you should say to get them to return.
  • Tips to increase your chance of success.
  • Special notes.

Information pages: 12

Included Resources in editable Word format are:

  1. Identify Missing Clients Worksheet
  2. Client Re-activation Letter Template – Under 3 Months
  3. Client Re-activation Letter Template – Over 3 Months

Worksheet, Letters: 3

Price: $35.00

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425 Commonsense Business Tips for Salons, Spas & Clinics

A comprehensive overview of commonsense business tips and strategies to inspire, motivate and educate all salon, spa and clinic owners.

Author Pam Stellema, SalonSavy

Price: $10.00

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Successful Re-booking

Successful Re-booking

Module Introduction

Re-booking and *pre-booking your clients is without a doubt the fastest, easiest, and cheapest way to fill your appointment book. It helps to ensure the return of your clients because they’ve made a commitment to your salon before they leave your premises.
* Pre-booking is securing multiple bookings in advance

Here’s the truth, client loyalty can (and often does) vanish in an instant. A great offer from another salon can steal away your ‘loyal’ client from right under your nose…

Overview

Implementing successful re-booking strategies into your salon will not only increase your client retention but will also strongly impact on your revenue due to ensuring clients return regularly for their services.

This module outlines what you need to do to successfully implement this powerful business strategy in your salon.

This module includes a PDF Document outlining:

  • Overcoming the ‘grubby’ salesperson phobia.
  • The key benefits of re-booking.
  • 4 re-booking benefits for your clients.
  • 5 re-booking benefits for your salon.
  • 6 re-booking benefits for your team members.
  • Getting your team on-board with re-booking.
  • 3 key strategies to help your team re-book their clients more easily.
  • Training your team.
  • Develop your re-booking script.
  • Re-booking steps 1, 2, 3 & 4.

Included resources in editable Word format are:

  1. Team Training – Script Writing
  2. Team Training – Client Compliments
  3. Team Training – Re-booking Time-frames
  4. Team Training – Re-booking Role-play

Pages: 28

Price: $30.00

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33 Proven Strategies to Make More Money in Your Salon…Right Now

33 Proven Strategies to Make More Money in Your Salon…Right Now

If you want to see real change in your salon or spa then only you can take the necessary actions to do so.

33 Proven Strategies to Make More Money in Your Salon…Right Now is the perfect starting place to begin such a change.

The recipe to true success isn’t about improving one or two areas in any business. It comes from the ability to improve all areas of your business continuously.

But it’s not as hard as you might think. A simple and very achievable 5% improvement in all areas of your business will result in a massive improvement.

By just implementing one new proven strategy each week, you will transform your business within 1 year. Better yet, you will have the knowledge to continuously improve and grow your salon or spa.

Author: Pam Stellema, SalonSavy

Price: $15.00

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More Profitable Promotions

Create More Profitable Promotions for Your Salon or Spa

Module Introduction

Many salon owners run promotions almost non-stop with the mistaken belief that quantity of sales, rather than quality of sales, is what will make them more profit.  Not so!

It’s easy to achieve busy-ness in your salon or spa by simply lowering your prices (discounting), but being constantly busy is no guarantee that you will make any profit.  Busy-ness does not necessarily equal profitability. 

Promotions should NOT be about getting clients into your salon at ANY cost…

Overview

This comprehensive module shows you how to produce a great promotion that both you and your clients will love.

It aims to help you plan your promotions for greater profitability, while still providing excellent value for your clients. A true win-win scenario.

This module includes a PDF document outlining:

  • Getting clear on the purpose of your promotion.
  • Re-activation promotions – why they’re different.
  • Why good promotions should focus on profit not just revenue.
  • Why you should stop discounting and start value-adding.
  • How to combine the right services for a profitable promotion.
  • What is the difference between your primary and secondary services?
  • How to price your promotional offers.
  • Why you should choose your most popular services to include in your promotions.
  • How to target the clients most likely to buy.
  • Measuring your results.

Information Pages: 22

Included Resources in editable Word format are:

  1. Primary and Secondary Services Template
  2. How to Complete your Promotion and Packages Template
  3. Your Promotions and Packages Template
  4. How to Complete the Profitable Promotion Planner
  5. Profitable Promotion Planner
  6. Monthly Promotion Tracker

Templates, Samples, Trackers and Planners: 6

Price: $47.00

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Markups and Margins

Solving the Mystery of Markups and Margins

Module Introduction

If the terms ‘markup’ and ‘margin’ leave you scratching your head and feeling flustered, then this is the perfect module for you.

Even though the two words are often heard interchangeably, they have completely different meanings and anyone who is in the business of retailing must get their head around the difference.

Over the years, I’ve heard suppliers tell salon owners, “Your profit margin is 100% on our range of skincare” when in fact, they meant that the markup was 100% which means that the profit margin was actually only 50%.  Confusion around the meaning of these two terms can have a seriously negative impact on your profits, so let’s clear things up once and for all…

Overview

This module explains, in simple terms, the difference between a markup and margin and why it’s so important for you to understand the difference. It also includes an easy-to-understand Markup & Margin Chart for you to reference when pricing or discounting your products and services.

This module includes a PDF document outlining:

  • Margin vs Markup.
  • What’s the difference and why does it matter?
  • How to calculate markup %.
  • How to calculate margin %.
  • Many actual examples to help you easily understand markup and margin percentages.

Information Pages: 11

Included Resources in editable Word format are:

  1. Markup and Margin Chart
  2. Markup/Margin Worksheet

Chart and Worksheet: 2

Price: $15.00

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Retail Mastery for Salons and Spas

Retail Mastery for Salons and Spas.

***Companion Module –  Choosing the Right Retail Range

Module Introduction

No longer can a salon or spa rely solely on their service revenue to pay their bills and generate a profit. Today, the profits derived from services alone are simply not sufficient to furnish, equip, or run a salon that delivers cutting edge treatments.

It’s now more important than ever for every salon and spa to have substantial retail sales to boost their profits, and salons and spas that have a strong focus on selling retail will invariably be more profitable than those whose focus is primarily on providing services.

Improving your retail sales requires a multi-pronged approach. You need:.

Overview

This module explains the impact that increased retail sales can have on your profits. It offers easy-to-implement strategies to show you how to increase your retail sales and keep your team motivated to sell take home products to their clients.

This module includes a PDF document outlining:

  • Choosing the Right Retail Product Range
  • Retail Product Pricing, Placement and Display
  • How to Motivate Your Team Members to Retail
  • Setting S.M.A.R.T. Retail Targets 
  • Team Rewards and Bonuses
  • How to Gently Encourage Your Clients to Buy Retail
  • How to Secure a Sale
  • How to Close a Sale
  • Key Points for Successful Retailing

Information Pages: 33

Included resources in editable word format and PDF are:

  1. Profit Comparison Template
  2. Retail Product Sales Checklist
  3. Team and Client Motivator Checklist
  4. Mark-up and Margin Chart

Templates, Checklists and Charts: 4

Also available HERE

Price: $47.00

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Choosing the Right Retail Range

Choosing the Right Retail Range for Your Salon or Spa

Module Introduction

If you want to make retail sales a big part of your revenue, then there are several things to consider before investing a large sum of money on a product range for your salon. Let’s take a step by step look at the things you should reflect on before taking the plunge.

Your Target Market
I’ve worked with many salon owners who’ve struggled to sell retail. No matter what they do, they simply can’t entice their clients to purchase retail from them. What I’ve found to be the biggest issue for these salons is a mismatch between their product range and their target market…

Overview

Choosing the right product range for your salon or spa is essential.  If you choose the wrong range you may not be able to meet the needs of your clients and this, in turn, can reduce sales of both services and retail products.

Having the right supplier is also necessary to ensure ongoing support for your business.

This module discusses all these issues and gives you important insight into which product range is going to tick all the ‘must-have’ boxes if it’s going to be a great fit for your business.

This module includes a PDF document outlining:

  • How to identify the needs of your target market.
  • What to expect from your supplier.

Included Resources in editable Word format are:

  1. Checklist for Choosing the Right Retail Range
  2. Checklist for Product Supplier

Pages: 11

Price: $22.00

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Increase Service Prices Without Losing Clients

Increase Service Prices Without Losing Your Clients

Module Introduction

Being in the beauty business is financially demanding. New treatments, technologies, products & training all require a hefty and ongoing financial investment.  As well as these specialised expenses, your general expenses such as rent, overheads, insurances, professional products, and wages, to name just a few, also continue to increase in cost at least once per year.

So, what happens to your business if you avoid increasing your prices and decide instead to absorb these increasing expenses?  Well, you run the real risk of eventually running your salon either at a loss or not generating enough profit to continue to move forward; and neither of those is a great business growth strategy.

Nothing is more soul-destroying than working incredibly hard doing what you believe are ‘all the right things’, only to find out that you’ve made no profit at the end.

Overview

To stay in business, healthy and profitable, you need to have regular price increases to offset ever-increasing expenses. Some salons hold off increasing their prices for too long and then make the mistake of having to have a massive increase in one hit to try and stay financially afloat.

There is a simple technique you can use to increase your prices without negative customer feedback and this module covers what you need to know to accomplish this.

This module includes a PDF document outlining:

  • Staying Profitable
  • The Slide into Unprofitable
  • What To Do Before You Increase Your Service Prices
  • When to Tell Your Clients
  • How to Handle a Client Complaint
  • An Acceptable Price Increase
  • How to Spread Your Price Increases
  • What to Do When You Need to Make More Revenue Urgently
  • Service Menus
  • Key Point Summary

Information Pages: 33

Included Worksheets, Charts & Scripts in editable Word format are:

  1. Team Brainstorming Worksheet
  2. Voucher Promotion Script
  3. Client Complaint Scripts
  4. % Increase Chart
  5. Service List Breakdown Worksheet
  6. Service Price Increase Worksheets
  7. Top 25% of Services Worksheet
  8. Client Letter – Price Increase

Worksheets, Scripts & Charts: 8

 

Price: $47.00

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How to Cost Your Services

How to Determine the True Cost of Your Services

Module Introduction

Why spend the time to work out the cost of delivering your services?

Why not simply use the calculations and recommended selling price that your suppliers provide, or even just hazard a guess based on what other salons in your area are charging?

The reason is simple – until you absolutely know what your services are actually costing you to deliver, you can’t accurately determine a profit-generating selling price.

Every salon is unique in the way it creates and delivers its services, and because of this, no two salons can offer their services for the same selling price and still make the same profit…

Overview

This in-depth module covers everything you need to know to calculate the cost of the services you provide in your salon and spa.  Once you know what each service costs to provide, you can be certain you’ll never sell any service without the desired profit margin again.

This module includes a PDF document outlining:

  • Why you need to know the cost price of your services.
  • How to determine the cost of your services accurately.

Information Pages: 17

Included Resources in editable Word format are:

  1. Master Costing Template – Products
  2. Master Costing Template – Consumables
  3. Master Costing Template – Individual Service Cost
  4. Service Profitability Summary Template – By Category

Templates: 4

Price: $37.00

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Selecting the Right Services for Your Salon

Selecting the Right Services for Your Salon or Spa

Module Introduction

The right services for your salon or spa. What are they, and why do you even need to know? Surely you should just offer everything that you can, and let the clients choose what they want? Right?

Wrong!

When you are average in everything, you’re a specialist in nothing, and therefore prospects have no reason at all to choose you over your competitors. You’re just one salon in the crowded marketplace.

Overview

Many salon owners open up shop without giving too much thought as to the services they intend to offer.  This can lead to having services that simply don’t sell either due to the wrong price-point or the wrong match to their target markets needs.  The right services should not only sell well but return a worthwhile profit to your business.

This module includes a PDF document outlining:

  • Who your real competitors are.
  • How most salons choose which services to offer.
  • The 5 Service Selection Criteria.
  • Mini and express services.

Included Resources in Editable Word format are:

  1. New Service Client Survey
  2. Current Service Assessment Template
  3. Potential Service Assessment Template
  4. Your Salon vs Competitor Service Prices Template

Pages: 18

Price: $30.00

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Market Your Beauty Biz Like a Pro

Market Your Beauty Biz Like a Pro

Module Introduction

Every business needs to market itself. As the saying goes “You can’t sell a secret”, therefore you have to tell your prospective clients and your current clients what you have to offer in order to create sales. And to do this, you have to successfully get your message out to the right people, at the right time using the right marketing strategies.

What is Marketing?

Many people confuse the concepts of marketing and advertising. They are different. For me, marketing is what you do to get your service or products into the hands of your clients. Advertising is therefore a part of marketing – but not the whole package!

Planning Your Marketing

A good marketing plan is not solely about gaining new clients. It has many other important duties.

When you market your salon or spa, your goal should be to achieve one or a combination of the following:

  • Attract new clients
  • Keep the clients you already have
  • Reclaim missing clients
  • Increase the clients’ spend amount
  • Increase the frequency of client visits
  • And of course, all of the above should also have the end goal of making more revenue and more profit for your business.

Overview

Marketing is a must for every business and this module not only provides you with loads of different marketing ideas, it also provides a 12-month Marketing Planner Template that will make planning your monthly and yearly marketing a breeze.

This module includes a PDF document outlining:

  • What is Marketing?
  • Planning For Marketing Success.
  • 31 Proven Marketing Strategies for Spas and Salons.
  • How to Create a Profitable Promotion.
  • 42 Special Occasion Promotion Ideas
  • Create Your Marketing Plan.
  • How to Use Your Marketing Plan Template.

Information Pages: 88

Included Resources in editable Word format are:

  1. 12-Month Marketing Planner
  2. Primary and Secondary Services Worksheet
  3. Promotion Goal Worksheet

Worksheets & Planners: 3

Also available HERE

Price: $67.00

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Upgrades and Add-on Sales

The Simple Secrets to Successfully Up-Selling Salon Spa Services

Module Introduction

Have you ever stopped to consider what impact a small additional service sale to each client would have on your profit margin?  It’s much greater than you probably realise.

When additional services, that cost you very little in extra product and time, are regularly provided to clients, it can result in lots of healthy profit for your business.   And who doesn’t want that?

Even a small salon or spa, with as few as 3 operators, could generate an additional $45,000+ in revenue each year simply by increasing the average client-spend by as little as $10.

Overview

You know as well as I do the value to your business when you can increase the client spend consistently. The difficult part is the ‘consistently’ part of the formula.

This module shows you how to introduce this highly profitable strategy into your salon in a consistent manner and add thousands of additional dollars to your revenue each month.

This module includes a PDF document outlining:

  • Why your salon or spa must up-sell services
  • 5 Secrets to Up-selling Success
  • Overcoming Employee Resistance to Selling
  • Overcoming the Major Obstacles to Sales
  • How to Conduct Effective Team Training for Up-Selling
  • Goal Setting
  • Your Leadership Role

Information Pages: 30

Included Resources in editable Word format are:

  1. Weekly Goal Setting Template by Day
  2. Master Template – Complementary Services List
  3. Team Members – Brainstorming Template
  4. Sample In-salon Sales Script
  5. Sample Booking Sales Script

Templates, List and Scripts: 5

Price: $30.00

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Branding Your Salon or Spa

Successful Business Branding for Salons and Spas

Module Introduction

What is Business Branding?

Branding is the result of a set of thoughts, visions, and emotions consumers have when they hear the name of your business.

For instance, what comes to mind when you think about Mercedes Benz cars (luxury, prestige, classy, comfort etc.)?  Now, what thoughts, feelings, and visions do you have when you picture a Hyundai (economical, compact, zippy)?  These two companies both sell cars but have branding that immediately tells you a great deal about their product, quality and service standards.

But you don’t have to be a mega business such as Mercedes Benz or Hyundai to have your own business brand.  It’s really about having your name, your style, and perhaps your unique symbol identified as belonging to you.

This module includes a PDF document outlining:

  • What business branding is all about.
  • Brand Strategy.
  • What does branding mean to your beauty business?
  • Your Logo
  • Defining your brand.

Information Pages: 10

Included Resources in editable Word format are:

  1. Defining Your Brand Template
  2. Action Steps to Align your Salon with Your Desired Branding Template

Templates: 2

 

Price: $22.00

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Keeping Your New Clients

Discover How to Retain More New Salon and Spa Clients

Module Introduction

I’m often asked by salon owners to help them attract more new clients for their struggling and unprofitable salons.  They believe that gaining more new clients is the answer to their business woes, and so, the majority of their marketing efforts (and dollars) are continuously focussed on gaining more new clients.

However, if you review your figures for the past year, you’re almost guaranteed to find that your salon has actually had bucket-loads of new clients coming through your doors.

Unfortunately, in most cases, a fairly big percentage of them didn’t stick around and become regular, loyal clients…and this is why focussing on client retention is actually more important than continuously looking for new clients.

Overview

This comprehensive module explains why it’s important to have specific strategies in place to increase the retention rate of new clients.  It also outlines the 9 major action steps required to implement these strategies.

This module includes a PDF document outlining:

  • Why retaining new clients is vital to your salon growth.
  • The 9 major action steps required to retain a new client.

Information Pages: 17

Included resources in editable Word format are:

  1. Salon Audit Checklist
  2. Client Information Card Template
  3. Client Consultation Form Template
  4. New Client Welcome Letter Template
  5. Follow-up Phone Call Script Template

Checklist, Templates, Letter, Script: 5

Price: $45.00

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Revenue & Profit

Revenue & Profit.  

How they’re different and why it’s important!

Module Information

This Revenue & Profit business module is not lengthy, but it is important.

The fact is that many salon and spa owners constantly chase high revenue (also often referred to as turnover or earnings) in their salons in the mistaken belief that high revenue will automatically also mean high profits.

Let me be 100% clear about this – it doesn’t!

When you realise that increasing your revenue is not a guarantee that you’ll increase your profits, you’ll better understand the real risks involved in:
1. pricing your services too low to attract volume sales, and
2. running salon promotions based on heavy discounting of services.

Overview

Many business owners confuse revenue with profit but they are NOT the same thing.  This confusion negatively affects the way they market their services and in turn, leads to loss-producing promotions and treatments.

If you’re not clear on the difference between the two, then this short module is a must-have for you.

This module includes a PDF document outlining:

  • What is Revenue?
  • What is Profit?
  • How to Maximise the Profit on a Service Sale
  • Being Busy vs Being Profitable

Information Pages: 10

Included resources are:

  1. Profit vs Revenue Wall Chart

Price: $10.00

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Making Money from Membership Programs

Make Money from Your Salon or Spa Membership Program

Module Introduction

Having a membership program for your salon or spa can be very appealing (and profitable).  Many certainly seem attractive at first glance because they bring in lump sums of money quickly and are a great way to bind clients to your business for the duration of the membership.

However, before you rush headlong into introducing any type of membership program, there are some very important elements you must consider first to avoid headaches in the future.

What may bring you short-term gain (money), may also bring you long-term pain (additional and ongoing workload and expenses) unless meticulous planning and analysis is done before you get underway.

Overview

This module outlines the pros and cons of various types of Membership Programs for your salon or spa to help you decide if a membership program is right for your business, and if so, which one will work best.

It also includes a sample Membership Program that will ensure not only client retention but profitability also.

This module includes a PDF document outlining:

  • The Advantages of a Membership Program
  • The Disadvantages of a Membership Program
  • Common Membership Program Types – A she pros and cons of  4 common membership program styles.
  • Sample membership program.
  • 10 key points to consider before you get started.

Information pages: 19

Included Resources in editable Word format are:

  1. Membership Program Template

Template: 1

Price: $37.00

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Packaging Your Services

Learn How to Profitably Package Your Salon or Spa Services

Module Introduction

Courses and Programs

The sale of service courses and programs is very beneficial for salons and spas. The four main advantages of offering a program or course of services are:

  1. The client will achieve a better result as she has to commit to a series of services that will improve her condition.
  2. The client is committed to your salon throughout the program.
  3. You receive pre-payment from the client.
  4. Because the client is not paying at each visit, she is more likely to purchase other services and products throughout the duration of her course or program.

Overview

One of the best ways to keep your clients returning is to have them pre-pay for a series of treatments.

Not only does this generally provide an improved outcome, but it ensures they will return to your salon and spa throughout the course/program.

This module steps you through creating courses and programs to entice your clients to pre-pay and stay.

This module includes a PDF document outlining:

  • What constitutes a Course and Program.
  • Pre-payment incentives.
  • How to create profitable Courses and Programs.

Information Pages: 7

Included Resources in editable Word format are:

  1. Course Template
  2. Programs Template – Examples
  3. Program Template
  4. Special Menu Template

Templates: 4

Price: $30.00

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The Ultimate Guide to Service Menu Creation

The Ultimate Guide to Service Menu Creation

Module Introduction

You’ve decided it’s time to revamp your Service Menu. Fantastic! However, before you quickly throw something together to get by, consider how the act of creating a new Service Menu will give you many opportunities to review and improve your business also.

Don’t be lured into thinking that just anything will do for the moment because it won’t! Too often, once you’ve done this, it will be way too long before you revisit your Service Menu again, and this will result in many lost opportunities to increase your revenue and grow your business.

Your Service Menu, whether it be physical or online, is often the first point of contact for prospective clients. With that being the case, it’s essential that you clearly and concisely deliver the information about your services in a way that makes your readers want to experience them…

Overview

This comprehensive business information module covers all you need to know to produce an outstanding service menu for your salon and spa.

Your service menu is a sales tool for your salon, both for prospective clients and current clients.  It must be clear, focused and concise while still guiding readers to choose the most beneficial and profitable services you offer.

This module includes a PDF document outlining:

  • The Role of Your Service Menu
  • Quality and Presentation of Your Menu
  • Research First
  • Pinpoint and Promote Your Unique Point of Difference
  • Information Essentials
  • Service Categories
  • What Services You Should Include
  • What Service You Should Exclude
  • Service Descriptions
  • Service Placement
  • Salon Policies and Etiquette
  • Menu Readability
  • Images
  • Menu Dimensions
  • Menu Inserts
  • Quantity Required
  • Summary

Information Pages: 45

Included Resources in editable Word format are:

  1. What Makes My Salon Unique Template
  2. Service Menu Checklist
  3. Services and Categories Template
  4. High Profit/Popular & Low Profit/Less Popular Worksheet
  5. Service Addition, Deletion and Alteration Template
  6. Descriptive Words and Phrases List
  7. Phrases That Describe Benefits List
  8. Service Name Conversion Template
  9. Service Listing by Category Template
  10. Salon Etiquette and Policies Samples

Templates, Worksheets and Lists: 10

Also available HERE

Price: $67.00

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The SalonSavy Book of Ideas and Inspiration

This little e-book came about when I decided to combine many of my favourite articles into a single publication.

It covers a wide cross section of business issues and is a perfect short read for every salon or spa owner.

Price: $0.00

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Full Day Strategy Session

Discover just how fast you can grow your business with a full day, one on one, strategy session with an experienced and proven business coach who specialises in your industry.

9am to 5pm  – 8 full hours with a working lunch provided.
* Available on the Gold Coast or Brisbane only. Other locations will have additional travel costs.

Program details click here.

Price: $1,197.00

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