The Beauty Pro Book Club: 4 Reads to Inspire Growth and Success
Four publications for beauty industry professionals to enhance their leadership skills, financial awareness, professional growth, and joy!
by Anne Moratto
On My Mind: Retail Is My Friend
Editor Hannah Lee gives you some easy tips on adding retail to your salon. And she promises that retail can be your friend.
August 19, 2011
3 min to read
Sometimes when I sit down to write this page each month, I cover a topic that I know you’ll back me up on. But there are also times when I wonder how my topic will be received. And this is one of those months. It’s been a while since I’ve really mentioned this word on this page (I just checked, and it was November 2008), but it’s one that I really believe should be part of every salon owner’s and every nail tech’s lexicon. Retail.
In the past we’ve called it a dirty word. We’ve begged you to pay attention to what we have to say about retailing. We’ve listened to your excuses on why you don’t — or can’t — sell retail. Many years ago, we even had a year-long editorial series dedicated to getting nail techs to retail. Many of you simply tell me, “I’m a creative person who performs a specialty service. I’m not a salesperson.” But we’ve also talked to salon owners and nail techs who have been very successful with the retail side of their business. In fact, in this month’s salon profile the owners of Diva A Nail Boutique told us that their retail boutique accounts for 80% of its revenue and helps them pay the actual rent. Could you imagine what you could do with the money you earned by boosting your retail profits by, say, 20%?
Here are three straightforward ways to ease into retail:
1. Sell the products you use. You are the nail care expert, so it goes without saying that you would be in the best position to recommend hand and foot care items like cuticle oils, lotions, scrubs, and foot files to your clients. Clients are buying these items somewhere, why not from you? Polish is the number-one selling retail item in nail salons. And professional manufacturers wouldn’t be looking for alternate distribution channels if consumers weren’t interested in purchasing polish. Your salon should be the first place your clients think of when they want the latest neon shade or that cool new crackle polish.
2. Sell other beauty products to your clients. From the latest hair feather trend to good old shampoo and conditioner, why can’t nail salons offer professional hair care — or skin care products for that matter — to your clients? How about lash lengtheners? Or self-tanning products? I know I’ll buy lip gloss or lip balm practically anywhere I see it. All of these things still fall under the purview of a licensed beauty professional and would fit in quite nicely on your shelves.
3. Step outside of beauty and add retail offerings your clients are looking for. If you have a good relationship with your clients, you can do an informal poll and find out what kind of things they would purchase from you. Would it save them time if you sold small gifts like cards, candles, and jewelry they could purchase when they’re in for their weekly or biweekly appointments? Would they buy cute flip-flops, T-shirts, or other clothing items? How about novelty items like fun books, journals, fragrance, or business card holders? (You can find fun new retail boutique items in our monthly Boutique column. This month we’ve got some great monogrammed items.)
Whatever path you take, I urge you — no, I beg you — to think seriously about adding retail to your salon. It will only add more money to your bottom line, which could be the determining factor of whether you are going to invest in a new salon software program or get to go to that big trade show next year. Say it with me: “Retail is my friend.”
Subscribe to Our Newsletter
More Business
Create a Salon Suite That Reflects Your Brand and Delights Your Clients
The most successful salon suites balance personality, function, and comfort. Megan Communale of My Salon Suite shares her best advice for designing a space that supports your business goals and leaves a lasting impression on every guest.
by Anne Moratto
Square's 2026 Local Economy Report Reveals the Neighborhood Network Effect
Square data shows that regular customers tip 11% higher and are shared across 32% of businesses in the same ZIP code, driving thousands of dollars in additional revenue per connection.
Precision, Passion, and the Business of Beauty
When Bowie Lau and Jeffrey Ching opened JBW Jeffrey Ching Salon in 2011, they weren’t just launching another luxury hair destination—they were building a business rooted in passion, artistry, and thoughtful growth.
Sponsored by Amex
The Golden Touch: Luxury Service Helps Drive Loyalty at J Gold Salon
Inside the Systems That Power an Elevated Salon Experience From seamless online booking to a team-first culture, J Gold Salon in Atlanta offers more than great hair—it delivers consistent, high-touch service with the help of partners like Boulevard and American Express.
Sponsored by Amex
How to Build Career Connections in Beauty: Expert Networking Advice from K18’s Sabrina Sanborn
Want to grow your career as a beauty professional? K18 Sales Manager Sabrina Sanborn shares advice on networking, mentorship, and self-advocacy—from attending hair shows to finding the right guidance to reach your goals.
How Can I Minimize Cancellations and No-Shows?
A combination of clear policies, effective communication, and strong client relationships has helped me create a more reliable and efficient booking system.
Nailtorious Iconz Beauty Academy Announces the Rollout of its Professional Product Line
Founded by Cleveland serial entrepreneur Shaura Rodgers, Nailtorious has grown to include a nail supply megastore, training facilities, and retail line for nail techs.
Stylists Share Their Advice for the Post-Holiday Quiet Period
This period after the holidays can bring on a huge lull for hairstylists. We asked Cosmo Prof's team of professionals to offer their best advice on how to deal with the January-February slow period.
10 Housing and Interior Design Trends for 2025
Key highlights include a push toward inclusive spaces for all abilities, an emphasis on maximizing livable square footage, and a continued love for modern farmhouse exteriors.
Prepare for Small Business Saturday® with American Express
The busy holiday season is here, and with it comes jam-packed days, last-minute client requests and booming retail sales. For many salon owners, the highlight of the season is Small Business Saturday® (SBS). This year on Saturday, November 30, consumers can take their shopping into the small businesses in their communities.
Sponsored by Amex
6 Quick Tips for Building Financial Mastery
Want to become savvy about your personal finances, but don't quite know where to start? Anna Manukyan identifies six important concepts for building a strong financial foundation.
Success at the Top: Thriving on Madison Ave.
Salon owner Nuri Yurt had a dream of owning a salon on New York City’s Madison Avenue. "Through perseverance, hard work and stellar customer service, he and partner John Kaygisiz founded Toka Salon in 2007.
Sponsored by Amex
The Salon Today 2024 Technology Solutions Guide
This guide is your one-stop shop for a plethora of technology tools, software and services created to keep your salon or spa thriving.
Where Should My Money Live: An Account Breakdown
Anna Manukyan shares a breakdown of what different types of financial accounts should be used for.
Vagaro’s New AI Features and Communication Tool Pave the Way for a More Efficient, Profitable Business
Vagaro has consistently been at the forefront of salon software technology, helping businesses be more efficient, create more effective communication, and even improve company culture. Now, Connect by Vagaro, the platform’s two-way communication capability, and Vagaro’s new generative AI tools are giving owners new opportunities to grow and expand.
Sponsored by Vagaro
Young Nails Biz Talk: Are You Getting Too Close to Clients?
Young Nails' Greg, Habib, and Tracey discuss whether getting too close to clients can damage your business.