Salon clients are savvier than ever about their hair. Thanks to endless videos and photos online, guests sit down in the chair armed with information on the newest trends in cut, color and style.

Source: @aveda

But what about their hair health? Color and smoothing services, heat styling, and environmental elements are all damaging to hair, leaving it dry and brittle. 

Enter Aveda refresh treatments. You can restore and revitalize guests’ hair and scalp at each visit in just 15 minutes with a refresh treatment tailor-made for their hair challenges. Clients walk out of the salon with healthy, shiny, beautiful hair, and stylists boost their service sales, allowing them to achieve personal and professional goals. 

How Your Business Benefits

Guests aren’t the only ones who benefit from add-on treatments. The treatments also offer a revenue opportunity to salons. Breeze Salon has three locations in the Austin, Texas, area and uses add-ons as a benchmark for their stylists, which has resulted in add-on treatments making up 28 percent of hair service sales. 

“We promote treatments and do contests around them regularly,” says Breanna Herriott, owner of Breeze. “We just did one promoting the new Nutriplenish treatment across all three salons and charged between $42-$55, depending on the client’s hair.”

The Nutriplenish add-on is not for same-day color guests, so Breeze stylists focused on cut and blowout clients and generated close to $6k just by upselling the Nutriplenish treatments.  

Source: @breeze.salons

Herriott says Breeze’s call center also upsells add ons and has their own competition with prizes to incentivize.

“We set goals for the team every week and they meet with their leader to discuss,” Herriott says. “We also post in our breakrooms so stylists can see how much revenue they can bring in based on how many treatments they do.”

Breeze works with QNity, and uses Tuesday Trackers for a variety of goals, including add-on treatments.

A Fresh Take on the Treatment Menu

Like Herriott, Steffan Bentley, owner of Apotheca Salon and Barbershop, regularly runs contests to promote add-on treatments to boost service revenue and make sure guests leave the salon with healthy hair.

Steffan Bentley, source: apothecaatx.com

“My team is really great with Botanical Repair treatments, but just ok with some of the other treatments Aveda offers,” he says. “So in our most recent contest, we focused on the new Nutriplenish treatment. Stylists earn 25 points for every Nutriplenish treatment they sell. They earn five points for Botanical Repair, 10 points for a Shine service and 15 points for a Scalp Solutions treatment.”

He also encouraged the team to offer guests a 60-minute head spa, which incorporates all three professional treatments, with 50 points. 

“The goal was to get the team more comfortable with treatments other than Botanical Repair, and we’ve already sold 62 treatments this month (July 1-30),” he says. 

This is key because Apotheca is shifting into an all-inclusive service menu for all lightening services. 

“We calculate our service prices by time,” he says. “So that calculation will now include Botanical Repair and toner for services with highlights. All balayage services will include Botanical Repair, toner and root shadow.” 

Bentley adds, “We’re an all-inclusive salon and want our services to be just as inclusive as we are, and remove the potential of sticker shock. So the new service price will include everything that needs to be done to achieve professional color—the stylist no longer needs to negotiate with the guest to care for the integrity of the hair.”

Source: Breeze Salon

This will raise the baseline of highlight/balayage services by $100—about 30 percent. Bentley says they are rolling the new pricing structure out at the same time they are implementing Vish and becoming a Green Circle salon, introducing three big changes all at once.

But what about those guests who won’t stick around for the price increase?

“I am priced in the middle of Aveda salons in Austin,” he says. “The new pricing will put me in the higher range with downtown salons. We attract more than 220 new clients every month—that gives me the confidence to make this change.”

Bentley is also giving his stylists the autonomy to grandfather clients in however they see fit to maintain the relationship. 

“And I’m training the front desk staff to talk about luxury prices differently so they can tell guests it’s an inclusive price, with calibrated amounts for length and texture of hair.” 

Next month, Bentley is confident he’ll see growth in service revenue with the new, all-inclusive pricing.

“It brings up the level of consistency in our services, and we know every guest will leave with healthy hair.”

Source: Aveda

Consultation Paves the Way

Use your consultation time to ask your guest about her hair and scalp concerns in addition to her desired style, and explain why the two go hand in hand; then recommend the treatment that best fits her needs. 

Full transparency of time, cost and benefits will put the guest at ease and build trust between stylist and client.

Here’s quick guide to Aveda’s  add-on treatment menu (full, 60 or 75-minute treatments are also available):

• Botanical Repair Bond-Building and Strengthening Refresh Treatment/Color Treatment: This targeted treatment repairs damaged hair and builds bonds, and can make hair five times stronger after one service. Refresh Treatment is for non-color clients, Color Treatment is for color clients and can be performed with color service. 
• Nutriplenish Intensive Hydrating Refresh Treatment: This treatment deeply moisturizes and revives dull, dry hair and can provide five times more hydration and up to two times more shine after one service. The treatment should not be performed the same day as a color service. 
• Intensive Thickening Restorative Treatment: Powered by Invati Ultra Advanced, this treatment stimulates, exfoliates and cleanses the scalp, boosts volume and treats thinning hair, and can reduce hair loss by 77 percent. It can also instantly thicken hair up to 11 percent, and features a scalp massage that relieves scalp tension and enhances circulation, helping create the ideal environment for thicker, fuller hair.
• Scalp Renewal Refresh Treatment: Powered by Scalp Solutions, this express, targeted service addresses key scalp concerns, defends against the visible signs of premature scalp aging and provides visibly shinier, healthier hair after one service.
• Shine Refresh Treatment: This five-minute express service powered by Aveda vegan hair color adds shine to hair that lasts through 20 washes. Or, you can also add toner for a Shine and Tone Refresh Treatment (10-20 minutes). 

Maximize Your Salon’s Potential

Like all its products and services, Aveda provides a vast amount of education around treatments, giving salons everything they need to train their teams to help guests achieve their desired outcome.

If you haven’t tapped into treatments, talk to your SDP. Your guests and team will reap the benefits as your salon grows.