Sunday, January 6, 2013
Maintaining Balance through Action
Article Published in Stylist Magazine, December 2012
It’s common to use action terms to describe people’s progress through life: “moving up,” “going downhill,” “running in place” or “stuck in neutral.” But to quote Albert Einstein, “Life is like riding a bicycle. To keep your balance, you must keep moving.” I couldn’t agree more. Personally, I equate balance with happiness, deriving satisfaction from a sense of stability. As a goal to be achieved, balance can be elusive, temporary and easily disrupted. However, as a way of being, something to be maintained, balance gives me the power to manage my life, especially when circumstances change.
Balance isn’t something I can easily quantify, but I can gauge the quality of my health (physical, mental and emotional), personal relationships, business, finances, etc. Though far from perfect, I’m doing well; sometimes I need distance from my daily life to appreciate that. Distance can be literal or figurative. Just last month, it was both as I headed to South Korea to attend the Seoul International Nail Fair. Traveling alone, I anticipated having many hours to myself, time I expected to spend writing this article, doing research, sleeping more . . . For the next three days, I didn’t work on clients, help my son with homework, run errands, pay bills, do housework or prepare meals. Instead, I was treated like a VIP*, and stayed in a luxury hotel, judged nail competitions, presented awards and dined out every night. Aside from interacting with my Korean nail friends and experiencing their culture, the fact that I had few responsibilities and virtually no control was very appealing.
The weeks, even the hours, leading up to my trip were hectic, but that’s not unusual nor a bad thing. It’s amazing how much you can accomplish when necessary. I’m accustomed to working and living at a quickened pace, given all that I have to do and choose to do. The momentum sustains me, and I find my balance somewhere between feeling bored and useless, and overwhelmed and used, tending toward the latter. I consider myself organized, resourceful and optimistic, but even I have my limits. Whenever I dread something or start feeling overwhelmed, it’s time to evaluate, prioritize and act accordingly. In some instances, that means saying, “That doesn’t work for me,” without explanation or apology, as suggested by a very wise client. From past experience, I know that taking on more than I can manage threatens my well-being, and that’s not acceptable.
Despite advance planning and timely actions, something unexpected can, and usually does, happen. For example, the morning of my trip, I allowed an extra hour of drive time to account for commuters, but hadn’t accounted for rainy weather conditions. Traffic was very heavy and the navigation system only made it seem worse as the remaining miles slowly counted down. Thankfully, I arrived at the parking structure on schedule, took the shuttle to the international terminal (the first stop, thank goodness) and made it through security with a few minutes to spare. Crisis averted. Moments before boarding, I checked my email one last time and learned that I’d be taking a taxi to the hotel. No worries, that’s why I carry American Express. In previous visits, I would board the plane trusting that my nail friends would greet me when I landed. This time, I trusted a complete stranger to drive me, and American Express to approve his payment, even though I’d neglected to alert the credit card company of my travel plans.
The rest of the weekend was uneventful, but didn’t go exactly as planned. In my free time, I watched far too much television and slept very little instead of writing this article. I rationalized my procrastination with the excuse that I wasn’t prepared to write it; I needed more time to think about how balance functions in my life. Really? My life wouldn’t function without it. Most people talk about balancing family, work and their other interests as if they were distinct and isolated. Perhaps they are. For me, balance comes from integration. Though I’m sole owner of my business, my family plays a large part. My parents, who live nearby, donated their skills to help me build the salon and they have standing nail appointments. We frequently share errands, Sunday dinners, sporting events and school functions with the grandchildren. My younger sister has been one of my employees since she became a licensed manicurist five years ago. We also share a household, combining our resources to raise our respective families. My teenage son spends time at the salon, understands my business and enjoys attending beauty shows. I can also connect community involvement, my primary activity outside the beauty industry, to my family and business through facilitation, sponsorships and donations. As much as I enjoyed myself in Seoul that weekend, I was excited to return home. Not only did I miss my family, I missed my work, even the mundane and repetitive tasks that I probably should delegate.
*Special thanks to Ok Hee Cho, my dear friend and Chairman of the Korea Nail Association, for being a wonderful hostess.
By Jaime Schrabeck, Ph.D.
Friday, December 7, 2012
Upscale Your Retail
Article Published in Stylist Magazine, November 2012
Given all the products necessary to provide nail services in your salon, it only makes sense that your clients would need at least some products to care for their nails between appointments. For example, would you rather have your clients remove a hangnail with their teeth, or with cuticle nippers? Would you rather have them buy a cheap pair at the drugstore, or your favorite brand directly from you? Many professional nail products would be appropriate and profitable to retail, yet most salons limit themselves to retailing a predictable and inexpensive few, like cuticle oil. As the holiday season fast approaches, it’s the ideal time to upscale your retail with professional nail products.
Please note that before retailing anything, you need to obtain the proper licensing as required by your state government. As a California business owner, I have a seller’s permit from the Board of Equalization (BOE), and must collect 7.25% sales tax (the rate varies throughout the state). Every quarter, I use the BOE’s convenient electronic/online services to file a return and make a payment based on my sales activity. Check with your state to ensure your compliance; all the information should be available online.
One of the benefits of being a licensed manicurist/nail technician is access to a great variety of professional nail products: from disposable items like nail files and buffers, to consumable items like lotion and polish, to more permanent equipment like metal tools and paraffin warmers. I choose products based on various factors (quality, price, convenience, availability, exclusivity, technical support, customer service, etc.) and spend accordingly. In fact, many of my colleagues would say they spend and accumulate too much (“product junkies”). Clients make choices based on the same factors and can have the same propensity for (over)spending, though fewer options. Ideally, your salon should be their best and most trusted source for quality nail products.
In a past article, Converting Retail Customers Into Loyal Clients (Stylist, December 2011), I described in more detail how retailing professional nail products satisfies the needs of existing clients and attracts new ones. Your product should be displayed prominently in a clean and organized way; if possible, use marketing materials and signage supplied by the manufacturer. Pricing should be competitive; generally, I use the manufacturer’s “salon price.” The selection of retail products at Precision Nails remains fairly consistent throughout the year; I make room for new products, like seasonal polish collections, by eliminating discontinued or less popular ones. The quantity on hand can vary depending on the season; for example, I tend to stock more Havaianas (rubber flip-flops) during the summer when more tourists visit.
While some salon owners fill their shelves with retail items that have nothing to do with nails (candles, jewelry, etc.), especially for the holidays, I do not. My business is a nail salon, not a gift store or flea market. That being said, professional nail products make great gifts. They can be personal, thoughtful and practical: both affordable and trendy like polish, or more expensive and permanent like cobalt stainless nail trimmers. Gift cards for a specific dollar amount are another option for clients who want to give someone else the power to choose between your services and/or products. I’ve set a minimum of $25 to cover the costs of the card and its packaging. Salon management software makes tracking easy.
Understandably, investing in retail can be expensive; however, if you focus on products you already use, they should be more manageable and easier to promote. Partner with your suppliers and order quantities that ensure bulk/discounted pricing. For example, I purchase unscented exfoliating scrub and massage lotion in 2-gallon bulk containers from which 3/4-ounce portion cups are filled for use later during services. Not only does this give me the best pricing and quantity control, it eliminates cross-contamination. When clients comment on how smooth their skin feels afterwards, we mention that the same products are packaged by the manufacturer for retail, both unscented and scented. I currently stock and display six different scents of the retail-sized shower gel, exfoliating scrub, body butter and massage lotion, with a minimum of three each. Clients can select their favorite scent(s) by sampling the lotions (8 ounce with pump dispenser) labeled as “testers.”
Some final thoughts:
Given all the products necessary to provide nail services in your salon, it only makes sense that your clients would need at least some products to care for their nails between appointments. For example, would you rather have your clients remove a hangnail with their teeth, or with cuticle nippers? Would you rather have them buy a cheap pair at the drugstore, or your favorite brand directly from you? Many professional nail products would be appropriate and profitable to retail, yet most salons limit themselves to retailing a predictable and inexpensive few, like cuticle oil. As the holiday season fast approaches, it’s the ideal time to upscale your retail with professional nail products.
Please note that before retailing anything, you need to obtain the proper licensing as required by your state government. As a California business owner, I have a seller’s permit from the Board of Equalization (BOE), and must collect 7.25% sales tax (the rate varies throughout the state). Every quarter, I use the BOE’s convenient electronic/online services to file a return and make a payment based on my sales activity. Check with your state to ensure your compliance; all the information should be available online.
One of the benefits of being a licensed manicurist/nail technician is access to a great variety of professional nail products: from disposable items like nail files and buffers, to consumable items like lotion and polish, to more permanent equipment like metal tools and paraffin warmers. I choose products based on various factors (quality, price, convenience, availability, exclusivity, technical support, customer service, etc.) and spend accordingly. In fact, many of my colleagues would say they spend and accumulate too much (“product junkies”). Clients make choices based on the same factors and can have the same propensity for (over)spending, though fewer options. Ideally, your salon should be their best and most trusted source for quality nail products.
In a past article, Converting Retail Customers Into Loyal Clients (Stylist, December 2011), I described in more detail how retailing professional nail products satisfies the needs of existing clients and attracts new ones. Your product should be displayed prominently in a clean and organized way; if possible, use marketing materials and signage supplied by the manufacturer. Pricing should be competitive; generally, I use the manufacturer’s “salon price.” The selection of retail products at Precision Nails remains fairly consistent throughout the year; I make room for new products, like seasonal polish collections, by eliminating discontinued or less popular ones. The quantity on hand can vary depending on the season; for example, I tend to stock more Havaianas (rubber flip-flops) during the summer when more tourists visit.
While some salon owners fill their shelves with retail items that have nothing to do with nails (candles, jewelry, etc.), especially for the holidays, I do not. My business is a nail salon, not a gift store or flea market. That being said, professional nail products make great gifts. They can be personal, thoughtful and practical: both affordable and trendy like polish, or more expensive and permanent like cobalt stainless nail trimmers. Gift cards for a specific dollar amount are another option for clients who want to give someone else the power to choose between your services and/or products. I’ve set a minimum of $25 to cover the costs of the card and its packaging. Salon management software makes tracking easy.
Understandably, investing in retail can be expensive; however, if you focus on products you already use, they should be more manageable and easier to promote. Partner with your suppliers and order quantities that ensure bulk/discounted pricing. For example, I purchase unscented exfoliating scrub and massage lotion in 2-gallon bulk containers from which 3/4-ounce portion cups are filled for use later during services. Not only does this give me the best pricing and quantity control, it eliminates cross-contamination. When clients comment on how smooth their skin feels afterwards, we mention that the same products are packaged by the manufacturer for retail, both unscented and scented. I currently stock and display six different scents of the retail-sized shower gel, exfoliating scrub, body butter and massage lotion, with a minimum of three each. Clients can select their favorite scent(s) by sampling the lotions (8 ounce with pump dispenser) labeled as “testers.”
Some final thoughts:
- Use your favorite brands/products during services and they will virtually sell themselves. Your services are like a paid product demonstration, minus the sales pitch.
- Adjust your retail offerings according to demand, but don’t feel obligated to sell everything you use, or a brand/product you don’t. For example, I don’t sell the products/equipment related to gel enhancements.
- Rather than discount your services (your time), reward clients by offering free product. The perceived value is greater than your actual cost, and it may lead to future product sales.
Monday, November 5, 2012
Finding Your Nail Niche
Article Published in Stylist Magazine, October 2012
Assuming that you’re interested in the nail industry and have skills/talents/abilities worthy of compensation, how do you find your niche? What are your goals, and how much are you willing to compromise to reach them? What experiences will benefit you most? Our industry encompasses so many different occupations: licensed service providers (manicurists, estheticians, cosmetologists, etc.), salon owners, chemists, manufacturers, distributors, educators, consultants, marketers, event organizers, publishers, writers, web designers and more. Determining which situation suits you can be a challenge, but rather than be discouraged, it’s best to view the process as a journey of personal and professional growth.
As with any journey, we all start somewhere, and for many of us that place was beauty school. The beauty school experience, while shared, can vary considerably; some schools provide an excellent education and prepare students for the realities of salon work, while others do not. That’s to be expected because beauty schools exist to provide the basic knowledge necessary to pass a licensing examination (written and practical, in most states). Given the amount of time and money invested, it’s not the most efficient way to learn, but we need to make the best of it if we want to be licensed manicurists/nail technicians. Ultimately, it’s up to the individual student to seek the additional education, training and experiences to succeed as a licensee.
Immediately after beauty school, new licensees have options; some licensees feel prepared not only for the realities of salon work, but for the responsibilities of salon ownership. If only it were that simple. As a licensee and salon owner who’s never worked as a salon employee, I can understand the appeal. While in beauty school, I definitely planned to work for myself. However, I can also attest to the unlikelihood of success. Even with resources (primarily money), inexperienced salon owners and manicurists struggle to provide quality services, build a loyal clientele and maintain adequate cash flow. That’s the reason why I encourage aspiring salon owners and newly licensed manicurists to seek salon employment as their first position after beauty school, even if being an employee is not their ultimate goal. Why repeat the same mistakes made by others when you could be learning and earning without significant financial risk?
For every manicurist who complains that they cannot find a decent salon to work in, there’s a salon owner who could complain about finding a decent manicurist to lease space to or employ. When I began my business, I had no intention of hiring employees, but now I cannot imagine operating my salon without them. Expanding my business and hiring employees has been an essential part of my professional growth. While finding qualified employees isn’t easy, craigslist.com has proven the most affordable (it’s free) and effective (it’s accessible). Unlike other salon owners that don’t name their salons in their jobs posting, I include mine because it’s not a secret:
We're expanding! Precision Nails, the exclusive nails-only salon at The Crossroads Carmel, needs a licensed manicurist to join our staff part-time (Fridays and Saturdays to start, more days/hours may be added later). Must have valid California manicuring license, ability to learn and strong communication skills. No salon experience or clientele necessary. All training, products and clients provided.
If an applicant responds to this posting with a phone call and/or salon visit, I don’t consider them. That may seem harsh, but following directions is important. Besides, communication via email lets me know if the applicant can write reasonably well. Of course, any resumes submitted also give me insight. Note that grammar mistakes, an invalid license, and/or questionable work history (for example, 10+ different positions in 15 years of work experience!) will eliminate applicants from consideration. Few of my colleagues enter the industry and remain in the same position throughout their nail careers; circumstances change and opportunities present themselves. But I prefer to hire manicurists that have limited experience and no clientele for a reason. My employees provides services according to salon procedures on clients of Precision Nails. Applicants who want to do their thing can open their own salons.
With the recent hiring of two new employees, it was finally time to invest in custom magnetic name badges. Why would I want everyone identified? First, there may be only four of us, but our first names aren’t common. (We use our legal, given names instead of glamorized or simplified “salon” names.) Second, while we work within the same salon, wear the same style of uniform and provide the same services, I want my employees to distinguish themselves and be treated as individual professionals. For now, they’ve found their niche as my employees and I wish them the best, no matter what their future holds.
By Jaime Schrabeck, Ph.D.
Assuming that you’re interested in the nail industry and have skills/talents/abilities worthy of compensation, how do you find your niche? What are your goals, and how much are you willing to compromise to reach them? What experiences will benefit you most? Our industry encompasses so many different occupations: licensed service providers (manicurists, estheticians, cosmetologists, etc.), salon owners, chemists, manufacturers, distributors, educators, consultants, marketers, event organizers, publishers, writers, web designers and more. Determining which situation suits you can be a challenge, but rather than be discouraged, it’s best to view the process as a journey of personal and professional growth.
As with any journey, we all start somewhere, and for many of us that place was beauty school. The beauty school experience, while shared, can vary considerably; some schools provide an excellent education and prepare students for the realities of salon work, while others do not. That’s to be expected because beauty schools exist to provide the basic knowledge necessary to pass a licensing examination (written and practical, in most states). Given the amount of time and money invested, it’s not the most efficient way to learn, but we need to make the best of it if we want to be licensed manicurists/nail technicians. Ultimately, it’s up to the individual student to seek the additional education, training and experiences to succeed as a licensee.
Immediately after beauty school, new licensees have options; some licensees feel prepared not only for the realities of salon work, but for the responsibilities of salon ownership. If only it were that simple. As a licensee and salon owner who’s never worked as a salon employee, I can understand the appeal. While in beauty school, I definitely planned to work for myself. However, I can also attest to the unlikelihood of success. Even with resources (primarily money), inexperienced salon owners and manicurists struggle to provide quality services, build a loyal clientele and maintain adequate cash flow. That’s the reason why I encourage aspiring salon owners and newly licensed manicurists to seek salon employment as their first position after beauty school, even if being an employee is not their ultimate goal. Why repeat the same mistakes made by others when you could be learning and earning without significant financial risk?
For every manicurist who complains that they cannot find a decent salon to work in, there’s a salon owner who could complain about finding a decent manicurist to lease space to or employ. When I began my business, I had no intention of hiring employees, but now I cannot imagine operating my salon without them. Expanding my business and hiring employees has been an essential part of my professional growth. While finding qualified employees isn’t easy, craigslist.com has proven the most affordable (it’s free) and effective (it’s accessible). Unlike other salon owners that don’t name their salons in their jobs posting, I include mine because it’s not a secret:
We're expanding! Precision Nails, the exclusive nails-only salon at The Crossroads Carmel, needs a licensed manicurist to join our staff part-time (Fridays and Saturdays to start, more days/hours may be added later). Must have valid California manicuring license, ability to learn and strong communication skills. No salon experience or clientele necessary. All training, products and clients provided.
- Learn advanced techniques from an expert educator.
- Perform innovative natural nail and gel enhancement services in our elegant salon.
- Work with premium products (Light Elegance, Essie, Mehaz, etc.)
- Take pride in working in a sanitary environment.
- Become proficient using STX, the award-winning salon management software.
- Enjoy the support of a proactive owner, friendly coworkers and our loyal clients.
If an applicant responds to this posting with a phone call and/or salon visit, I don’t consider them. That may seem harsh, but following directions is important. Besides, communication via email lets me know if the applicant can write reasonably well. Of course, any resumes submitted also give me insight. Note that grammar mistakes, an invalid license, and/or questionable work history (for example, 10+ different positions in 15 years of work experience!) will eliminate applicants from consideration. Few of my colleagues enter the industry and remain in the same position throughout their nail careers; circumstances change and opportunities present themselves. But I prefer to hire manicurists that have limited experience and no clientele for a reason. My employees provides services according to salon procedures on clients of Precision Nails. Applicants who want to do their thing can open their own salons.
With the recent hiring of two new employees, it was finally time to invest in custom magnetic name badges. Why would I want everyone identified? First, there may be only four of us, but our first names aren’t common. (We use our legal, given names instead of glamorized or simplified “salon” names.) Second, while we work within the same salon, wear the same style of uniform and provide the same services, I want my employees to distinguish themselves and be treated as individual professionals. For now, they’ve found their niche as my employees and I wish them the best, no matter what their future holds.
By Jaime Schrabeck, Ph.D.
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