It’s that time of year when we see a big increase in footfall as the sunbed season really starts to build. And when salons get busy, it’s easy to become complacent and focus purely on getting clients through the door and onto beds. But this is the very time salon operators should be maximising revenue wherever possible - and building a strong add-on habit can make a huge difference to profits across the busy season.
Most salon staff are already comfortable recommending a lotion sachet alongside a session or course. But often the bigger opportunity is in the smaller add-on sales around the main transaction. Products like tanning gummies and tanning shots should be positioned beside the till and become part of the normal conversation at reception. Teeth whitening kits can also work well as an easy beauty add-on, especially for clients already preparing for holidays, nights out or special occasions. These are low-effort purchases for the client, but when sold consistently across a busy week can make a real difference to takings.
The key is that these products shouldn’t feel like a hard sell. Most clients are already spending money to look and feel better, so they’re already more open to small extras that help improve results or add to the overall experience.
Staff confidence plays a big part too. In many cases, clients simply don’t know certain products exist unless somebody mentions them. A quick recommendation at the right moment is often all it takes.
We also see many regular tanners repeatedly buying sachets every visit without realising that a bottle often works out far better value over time. Even a short conversation around cost per use can help shift buying habits and increase retail sales more consistently.
Another thing the best-performing salons do well is visibility. Products that are hidden away on shelves rarely sell consistently. The salons that perform best with add-ons usually keep them visible at reception and make them part of the everyday customer interaction.
As we head towards peak season, now is a good time to look at the smaller habits inside the salon that can steadily increase average spend per client. Often, these small daily wins are what make the biggest difference to profitability by the end of summer.
Find your new ADD-ON retail sales HERE!