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All Posts Tagged: equipment

9 Ways to Boost Your Retail Sales

9 Ways to Boost Spa Retail Sales: Original Article Contributed by Universal Companies

Consumers (especially millennials) are spending increasing amounts of time and money on wellness experiences, driving overall growth in the spa industry. Despite this, many aesthetic medical practices are missing an opportunity to translate this into increased retail sales.Practice owners are uniquely poised to drive this growth by virtue of their position as wellness experts, helping clients cut through the white noise to find real solutions to their problems. To help you maximize your revenue potential, we’ve put together 9 fail-proof ways to boost your retail sales.

1. Samples, Samples, Samples

Providing product samples is one of the easiest, most effective actions you can take to increase total retail sales in your spa. One study shows that offering samples not only increases sales in the short term, but that it also impacts sales long after they’ve been given out. The same researchers found that in-store product sampling increases total category sales, not just the products being sampled. This means that offering clients samples of one skin care product can drive sales of other skin care products, even those of a different brand!

2. Educate & Upsell

How will your clients know what to buy if they’re never made aware of the products and brands you’re selling?

Training your team is the only way they will be able to effectively suggest products to customers without coming across as a salesperson. When your employees understand and believe in your products, making recommendations on the specific needs of their clients becomes an organic and unobtrusive process.

3. Make Your Retail Items Available Online

Making your retail products available online adds simplicity to your clients’ lives. Instead of having to commute for their favorite products, they can conveniently restock from the comfort of their living room. Moreover, research has shown that people want to shop at local businesses, so allowing them the opportunity to support their local spa/practice via an online channel is an easy way to scratch that itch without sacrificing convenience.

4. Incentivize Online Reviews

Online reviews are one of the first things customers look at before buying a product, and they want them to be transparent and authentic. Offering clients a discount on services or a free product if they write a review can make a tremendous difference. While it may seem counterintuitive, make sure your clients know you want to know what they think—regardless of if it’s positive or negative. Having some negative reviews lends credibility to your business and responding to negative reviews in a positive way shows customers that you care. It’s a win-win.

5. Develop a Referral Program

Clients are much more trusting of their friends and family when it comes to product and brand referrals. Offering a referral program with incentives allows for advocates of your spa to share their favorite treatments and products with the people they know, who are more likely to make a purchase.

6. Create Personalized Coupons

One of the best things in the world is getting coupons for things you actually want to buy. Creating customized coupons based on the actions / purchases of your customers is a great way to show clients that you care about what they want, while also incentivizing retention.

7. Reward Your Sales Teams

Employees that aren’t motivated are less likely to sell more than they have to. Try putting a commission strategy in place or offering the leading salesperson a cash reward or extra day off. The sales team is the backbone of any business. Making sure that they’re appreciated is very important.

8. Keep Your Retail Area Clean & Attractive

First impressions matter. If your retail area is dusty and disorganized, chances are your customers are going to think you don’t care about what you’re selling and will be turned off from buying from you in the future.

9. Targeted Marketing

Knowing who you’re selling to is extremely important. Take some time every couple of months to research trends in your geographic area and analyze what your customers are actually buying. Using this data will help you effectively suggest products to specific demographics and allow your staff to take a more personalized, professional approach when dealing with clients.


Universal Companies is a preferred vendor partner of the MedResults Network. MRN Members have access to two-tiered premium pricing on all UCo products & equipment.

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5 Pitfalls To Avoid When Purchasing A Device!

Contributed by MedResults Network partner, Jay Shorr of The Best Medical Business Solutions

I’ve seen it over and over again: I arrive onsite for a practice’s site visit evaluation and inevitably, there’s a once-loved device sitting in a closet.  Maybe the laser is alone, both unused and unloved, but often, it may have a friend of two with it.

My business partner and I refer to this as the Laser Graveyard, and it’s all too common.

Before you splurge on your next piece of equipment, I suggest that you do two things:

1: Read on for a few tips of what to look for before writing the check.  Note this is by no means an all-inclusive list, but just a start.

2: Listen to Thursday’s webinar on November 3, “How to Select Your Next Laser Device.”

Pitfall #1: Evaluate WHY you’re looking to purchase the piece of equipment, and what makes that piece of equipment right for your practice.  Think about who is going to be treating your patients, how much time the piece of equipment takes for each treatment, and if you already have the patient base to cross market and cross sell.  Is an aesthetician able to utilize the laser in your state, for example, or do you need to hire a mid-level practitioner?  Have your patients been requesting a new treatment?  Is it replacing an older device or filling a gap in your practice?

Pitfall #2: Not creating a proper marketing plan for your new piece of equipment.  This isn’t the Field of Dreams, and you’re not Kevin Costner.  If you build it, they may NOT come.  Before making the splurge, thing about how you’ll market to your patients internally, through social media, e-blasts, postcards, print advertising, special events and more.  Do you have a team made up of selling machines, or is your staff afraid of introducing patients to new technology?   Know how you’ll set yourself up for success.

Pitfall #3: Not doing your research ahead of time.  Check with other colleagues who have used the device to learn of their successes and opportunities for improvement.  Check out your local competition to see about market saturation.  Find out which complications occur over and over again, and which complaints or compliments patients in other markets have about the device.

Pitfall #4: Read the fine print in the contract.  Make sure you review the contract, in detail, and consider presenting it to a professional as well.  We review contracts for our clients on a regular basis to see what’s being left on the table.  For example, did the contract include the MedResults Network membership discount or rebate that you receive as being a part of the organization, or was it mysteriously left out when the deal was put into writing?

Pitfall #5: Falling in love with the vendor/sales rep/piece of equipment.  At the end of the day, the contract has to be something that will work for you.  A new piece of equipment can be an incredible moneymaker and investment, but not knowing the items discussed above can start building… you guessed it… your laser graveyard.


Jay A. Shorr BA, MBM-C, CAC I-X is the founder and managing partner of The Best Medical Business Solutions, a medical practice consulting firm assisting cosmetic and aesthetic medical practices with the operational, financial and administrative health of their business. He is also a professional motivational speaker, an advisor to the Certified Aesthetic Consultant program and a certified medical business manager from Florida Atlantic University. He can be reached at info@thebestmbs.com

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