CS: At The Pet Salon, our client’s pets are
our best salesmen. When the customer
feels and smells their dog, they always
ask where [they] can purchase the shampoos, coat conditioners and fragrances,
and we tell them right here. Have a line
of products, like Dog Fashion Spa, that is
packaged for the back of the salon in bulk
and in beautiful retail packaging for retail
selling in the front.
RN: I recently became a distributor for
Pure Paws products and have seen a tremendous increase in clients who want to
help maintain their pet at home between
grooms. My biggest sellers are the Love
My Eyes kit, which is a kit designed to
help with tear staining, the Bare Essentials
moisturizer, which is designed for hairless
breeds’ skin—however, I have many clients who love using it on their pets’ paw
pads or inner thighs to help with chafing—and the H2O spray, which is used as
a detangling and antistatic spray.
If you have a product you believe in
or you use frequently in your salon, offer
it for sale to your clients. For clients who
struggle with keeping their pets demat-ted, combs and brushes sell quite well.
RAS: If [customers] are happy with the results [on their dogs], spray colognes you
used in front of the customer before the
dog leaves, and have a nice display where
customers pay, like a mini store. The
products should have nice packaging.
SD: To increase sales of take-home products, you should have displays of products
in your shop that grab customers’ eyes.
Also, when they get their dogs back, they
usually smell them and love the cologne
or the products you use on their animal so
they ask you what it is, and that’s a great
opportunity to sell it to them.
PPN: What other suggestions can you offer to
help groomers and grooming salons be competitive
CS: Know the difference between price
and value. Everyone competes on price
and misses the bigger picture. Why do
you think people purchase the same pair
of Levi’s at Macys for $10-$15 more than
at Walmart? It is perceived value. Know
what your closest big-box stores are
charging and increase your prices to be
a little more for the personalized, high-quality grooming services you provide.
When you are inexpensive, they
think you do not know what you are
doing, but when you are expensive,
they think you must be an expert. People want the best for their dogs. I would
rather groom 50 dogs at $80 each then
100 dogs at $40 each. What is your goal?
Do you want a Walmart clientele or a
RN: One of the things I find most important in this industry is that we keep the
mindset that we are all in this together,
and you shouldn’t compare yourself to
others. While it’s important from a business standpoint to be aware of what other
grooming salons in your area are doing,
it’s also important to understand that
each salon is unique with a unique set of
skills. Focus on being the best you can be,
and that will set you apart.
Partnering with your local shelter to
groom pets for them can help increase
adoption rates and get your name out
there. Oftentimes, if you groom shelter
dogs, the shelter will refer adopters back
to you, and by offering your services to a
pet in need, not only did you help your
local community, but you potentially just
gained a lifelong client when the pet
RAS: Be a good businessperson
and treat your customers
how you would expect to
be treated. Look nice at
all times—just because
you are grooming dogs
and not people, you
can still put makeup
on. Have a nice, clean
that doesn’t smell doggy.
Add personal touches—bows
when you finish and little, fun
things on the collars.
SD: A clean, well-kept shop is a must.
Make it bright, and make sure it smells
good. Always have good groomers in
your shop because when customers love
their animals’ haircut, they stay forever.
Always offer a little extra like bows for
dogs or bandanas and especially cologne.