2. Speak their language.  You are going to need to understand the terminology that they are used to hearing from other sales reps.  Markup:  An amount added to a cost price in calculating a selling price, especially an amount that takes into account overhead and profit. Profit Margin:  The relationship of gross profits to net sales in a business. Gross profit is divided by net sales to obtain the profit margin.

3. Salons are used to paying only 50% of the retail price.  Don’t lead them to believe that Arbonne’s 35% discount is all they get.  Let them know that we have many discount programs that can make up the additional discount that they are used to seeing.  For example RE9 Body Sets retail price is $92 and it is offered in one of our discount programs for $25 that is a 76% profit margin.  Like I said they are used to getting 50% so this is better.

4. They will grasp the concept of the more you order the more you save.  Your discount is always 49% off when you order in $250 increments and take advantage of the $100 for $20 program.  For example when you order $1000 in retail with the 35% discount they are only paying $650.  They also receive our $100 for $20 discount program.  By taking advantage of that they have purchased $1400 in retail but are only paying $730 which is a 49% profit margin.  Very close to their normal 50% but they are also getting a commission at the end of the month on the sale.  (C=$37, DM=$73 etc)

5. Getting the great incentives is just the beginning.  You create client retention that is unheard of.  Clients that are getting spa services are spending money on the service itself and are hesitant to purchase retail also.  Except when you offer them the chance to save 35% for the rest of the year for $29.  Clients appreciate that you are willing to work with the price for them to continue these great results at home.  As a salon owner you can look at this in this way: 1st being that you have locked in that client because the salon next door isn’t going to offer that kind of deal.  This makes your client retention rate increase.  For convenience, the client can order online with their ID# and the salon gets to count that order as volume towards their commission override, bonuses and trips.
 

6. A few examples of the results that I have seen in my salon…I carry all of the skin care lines and in doing that I can offer that many different facials.  My back-bar costs go toward my management goals with Arbonne as well as retail inventory.  We have many clients on a full regimen as well as getting them in for monthly facials.  All clients using the RE9 line especially the eye cream are showing dramatic results under the woods lamp.  My esthetician is able to pamper her facial clients from head to toe with a variety of only Arbonne products.  We offer a sample tray in the women’s bathroom and our clients use the products at the sink and we get instant feedback from them.  My overall retail sales increased by 22% in 2004 with the launch of Arbonne as our spa and skincare products.  More that I sell in well known hair and nail products like Redken, Goldwell and OPI.

7. We exclusively use ONLY Arbonne in our facials, massage, manicures, pedicures, body treatments and make-up.  There are products that people fall in love with on contact.  I consider these HOT SELLERS:  salt scrubs, skin conditioning oil, rejuvenating cream, RE9 facial scrub and herbal foot care just to name a few.  And now the SeaSource Detox Spa.

8. Encourage your salon to involve their staff.  Remember you can’t make anyone do this business, but you if they make the decision to do it themselves it benefits the salon owner the same, but gives the staff member the opportunity to start a business of their own but not by themselves.

9. When incorporating a staff you can offer events to get the Arbonne and Salon name out.  Examples of the events I have done in the past are a Complimentary Spa Night, Margaritas in Facials or Make-Up, Girls Night Out before the Clubs, Wedding Party Makeovers etc.

10. Approach them with a Salon Business Packet and RE9 Travel Set.  Leave it with them for 1 week so they have time to try it themselves and use it on a few clients.  Go back 1 week later to get the RE9 Travel Set and set up an appointment with the owner and esthetician in the next few days.  You want their feelings and feedback to be fresh.  For that appointment take someone from your up line to be a 2nd opinion.  Talk about their results of the products and what clients thought.  Go over ways to get them started.  Sample Inventory Options.  Set a date to do a 2 or 3 day product launch event.  Do a product knowledge class with their staff.  Explain the advantages of wholesale buyers and signing them up.  Finally, get them plugged into the pipeline of e-mails and information it takes to keep her going and moving up in management.  Don’t let them quit before payday.  Let them know that the timeframe to become a Regional VP is 1 - 3 years.  And NVP is 2 - 5 years.  You can share the average income of these levels at this time and tell them about the Mercedes car program.

To see presentations on Arbonne's different product lines, look at STEP 3 HERE.