Now is the time to start planning for the next busy season. Now, when the weather is good, your mind is clear and you have the time to focus on ways to up your game. [gap height=”15″]
“Deal with people you know and trust. Once the deal is done and that used unit is sitting on your doorstep, it’s hard to undo.”
Eric Haynes, PC Tan[gap height=”15″]“Salon operators should carefully monitor competition and customer trends – over time, lack of investment will cause an erosion in the business.”
Brynn Scarborough
JK North America[gap height=”15″]
Whether you’re looking to replace, repair or re-lamp your UV units, add the latest sunless spray-tan system or diversify into new areas such as health, wellness and weight loss services – the following information will help streamline the process.[gap height=”15″]
I recently interviewed several of the industry’s top guns and asked them to share their thoughts on topics relevant to salon operation and provide specific info on the products and services their respective companies offer.[gap height=”15″]
So, let’s get movin’![gap height=”15″]
IST: What advice would you give to a person who is considering buying new equipment but has limited funds?[gap height=”15″]
Eric: Whenever possible, work with other people’s money! Most business owners borrow money from someone to buy new equipment. Good quality equipment will last you for years so, it only makes sense to pay for it over time, whether through a leasing company, a bank or even an SBA loan. Our professional sales consultants have 15 to 35 years of experience in indoor tanning. We will help you assess your equipment needs and give you great input to help you choose the right equipment models for your business based on the budget you set.[gap height=”15″]
Brynn: Consider leasing! JK offers a competitive leasing program that makes the option to upgrade equipment more accessible for many customers, or smooths out purchase costs throughout the year. Lease decisions are efficient and the process is straightforward.[gap height=”15″]
Skylar: Do your research! Find out what has been working well for other salon owners. Remember to consider things like staff training. Is the equipment easy to maintain/clean? Does it easily fit into your current operations? Does the vendor offer post-purchase support? Asking these questions upfront will save you time and money down the road.[gap height=”15″]
Caitlin: Overall, utilizing a home equity line of credit would be the best option. There is a much lower interest rate which, in turn, reduces the cost of doing business. Another option would be leasing; however, it is important to be aware that leasing comes with a high imputed interest rate and should, therefore, be utilized as a last resort, if possible.[gap height=”15″]
IST: What advice would you give to someone who just took over an existing salon filled with outdated equipment?[gap height=”15″]
John: Look at your high-end units first, they offer the most “wow” factor and generate more revenue than mid-level or entry level units. Also, it’s good to show your existing customer base that you’re invested in the success of your business, and fresh beds will get people talking.[gap height=”15″]
Kevin: Start updating the equipment – if not all at once, then piece by piece – beginning with the biggest unit. Discretionary information: since larger beds typically have more features requiring more electronics and other various components associated with those features, the cost to repair (if not under warranty) can be higher than a smaller bed with less features. Therefore, to avoid potentially costly out-of-pocket repairs to an outdated unit, replace larger outdated units first, with equipment covered by a manufacturer’s warranty.[gap height=”15″]
Caitlin: The main piece of advice I would provide on this subject is to prioritize. Owners should be mindful not to over-extend themselves by replacing all of the equipment at once, but rather, prioritize spending to the higher-level UV beds and spray systems. During the initial months, lower-level units can be maintained with proper cleaning and then can be replaced with profit over time.[gap height=”15″]
Paul: Three very important points: update, update, and update! Successful limo companies get the most rental requests for their newest vehicles. Successful car rental companies keep their fleets updated. Successful hotels keep their rooms updated. Successful tanning salons keep their equipment and their look updated! The ten- or 15-year-old tanning units in that salon may still operate, but they will put you out of business. Keep customers in your salon and take customers from your competitors by offering the latest and greatest. Be committed to re-investing in the success of your salon! Give your valued customers something new every year or two. Again, use the experience of our sales consultants to help you build a plan for success moving forward.[gap height=”15″]
Marty: New owners of existing salons will need to be prepared to replace some equipment. I would suggest starting at the top. Higher-end tanning beds bring in more revenue per year than base beds. Older base beds will entice customers to consider upgrading without being sold on it. If you give them too much on the base beds, they will never upgrade to the higher-end units.[gap height=”15″]
IST: What services does your company offer to assist people with equipment in need of replacement and / or repair?[gap height=”15″]
Bruce: Our technical service experience runs as deep as our sales experience, with our techs having 20 to 35 years in the industry. Our technical and sales professionals can work together to assess and troubleshoot your equipment. They can then give you critical input to help you determine whether the best path forward is repair or replacement.[gap height=”15″]
John: We offer parts that are common to most units such as acrylics, pistons, T-Max timers, ignitors, starters, ballasts and sockets. [gap height=”15″]
Phillip: Yes, JK Products & Services has a vast North American Distributor network staffed with highly trained technicians dedicated to servicing and supporting all of our customers’ needs.[gap height=”15″]
Caitlin: At iTAN Sun Spray Spa, we have certified providers that will re-furbish and trade in beds, as well as pre-negotiate prices with equipment manufacturers where no kickbacks are taken. As a result, all of the savings are passed directly on to the franchisee.[gap height=”15″]
IST: Does your company offer assistance with diagnosing equipment problems over the phone or via email?[gap height=”15″]
Kevin: JK Products & Services prides itself on our fully staffed Technical Support Call Center that enables us to provide technical assistance via phone or email to each and every customer in their time of need. Our service manager is a stickler for ensuring no one goes home for the day until everyone who reached out to us that day has been helped.[gap height=”15″]
Bruce: Our techs are on the phones all day, every day, helping customers diagnose and solve equipment issues. With smartphones, etc., the technical troubleshooting world is a different place today. In most cases, our experienced technicians can help troubleshoot and solve an issue over a simple phone call or e-mail. For more involved issues, our techs can put eyes on the equipment issue with you in real time through Skype or Facetime, or even just e-mailing/text pictures back
and forth.[gap height=”15″]
Skylar: Our tech support and customer service departments work together to assist with all your FIT Bodywrap related needs. It’s our goal to keep your system up and running, day in and day out.[gap height=”15″]
Vu: We provide parts and service for the thousands of systems we have operating in the field, including the Cocoon Wellness Pro, Skin Wellness Pro Cocoon and the Alpha Systems.[gap height=”15″]
IST: What advice can you provide to operators in search of reliable used equipment? [gap height=”15″]
Marty: We have a website offering over 500 units that are in stock. If purchasing from other companies or individuals, they should make sure they are getting what they expect – check acrylic shields, functionality, the overall appearance, hours of use, warranty/guarantee, and brand of tanning device. Many times, the purchaser is buying based on price and doesn’t realize that in some cases, they could spend thousands of dollars doing repairs when they could have purchased a unit that does not need additional parts. Higher-level tanning beds are especially vulnerable, due to features and electronics that might not work. [gap height=”15″]
Phillip: Buy a brand known for quality, from a reputable dealer that will support you should you have any problems. Buying from one company and getting support from another is a recipe for disaster. Ideally, the dealer you buy from should also sell new equipment of the same brand. This helps ensure they have the support and backing of the equipment manufacturer.[gap height=”15″]
Eric: Deal with people you know and trust. Once the deal is done and that used unit is sitting on your doorstep, it’s hard to undo.[gap height=”15″]
John: Be sure to get a few references from other salons or distributors. There are many guys who do it right and stand by the units they sell, and others who are just looking to flip units and make a quick buck. It’s also good to purchase from the place that actually has the unit, not just a middle-man or bed broker who doesn’t even touch the unit.[gap height=”15″]
IST: How often do you feel that salons should upgrade equipment (in general)? [gap height=”15″]
Brynn: Salon operators should carefully monitor competition and customer trends – over time, lack of investment will cause an erosion in the business that compounds effects on productivity. It’s difficult to simply place a date range on upgrading equipment; more importantly, monitor usage, preventative maintenance, competitive landscape and customer attitudes toward aging units. Our equipment is made to last and it will, but that doesn’t mean it’s still as productive as it could be ten years later if you don’t keep up with newer technology.[gap height=”15″]
Caitlin: In general, most of the equipment will need to be replaced within 5-10 years. Again, if this expenditure could be spaced out over time, it would be ideal. For example, we have a general guideline of introducing one new piece of equipment per year. As a result, capital expenditures are spaced out over time and new equipment is being introduced each year, offering the clientele something to get excited about. Similarly, upgrading over time is better for business purposes as it’s less likely to disrupt the daily flow of the operation. [gap height=”15″]
Paul: Ideally, equipment should be replaced every 4-7 years. Four years is aggressive; seven is getting long in the tooth. Level-1 units can go the longest, because they are pretty basic and they are not the moneymakers in successful salons. Top-level units should be replaced more frequently to keep the attention and the money coming to your salon! Maybe something like this would be a good measuring stick: Level 1 every 6-7 years; Levels 2 & 3 every 5-6 years; Level 4 every 4-5 years.[gap height=”15″]
John: I feel that keeping it fresh is important – something new at least every other year will keep customers engaged and coming back for more. Are you still driving a car from the 1990s, or still using a flip-phone from the late ‘90s? Don’t expect your tanners to enjoy sessions on a bed from the ‘90s, either.[gap height=”15″]
IST: What products / services do you offer that can help a salon operator who is considering diversification?[gap height=”15″]
Eric: PC Tan is a one-stop shop. We work hard to offer business owners everything they need. We’ve expanded into the vast “Wellness” market – our premiere product is the Cocoon Wellness IR Pro, which is a dry heat/infrared sauna pod we like to refer to as “The Total Body Transformation System!” Users can lose weight and inches; burn calories; firm and tone their body; rejuvenate their skin; enjoy a soothing hot massage; or just take a relaxing power nap. It offers something for everyone. We can send business owners a free test market poster to determine how well the Cocoon can perform in their facility.[gap height=”15″]
Brynn: The Beauty Angel continues to see stronger and stronger performance as an addition to tanning services, as does the Sun Angel, which is an integral advancement for current tanning technology. We will also continue to create products with these technologies in mind, now and in the future. Stay tuned for more![gap height=”15″]
Caitlin: We like to think successful diversifying occurs at the brand level. If this is done at the product level, it tends to have a limited effect. For example, it would most likely be ineffective for a tanning business to simply add one FIT Bodywrap service to the back of the salon and expect this to effectively diversify the business. Instead, there must be a system that weaves the service in, such as adding and promoting sun-spray-spa memberships which incorporate the new spa services fully. It is also important to pay attention to services that tend to provide immediate feedback, such as teeth-whitening, and work with that. Overall, things don’t usually change at the product level unless you also change the brand positioning.[gap height=”15″]
John: Teeth-whitening is one of the easiest and most affordable ways for a tanning salon to diversify its menu; it also compliments tanning well. Your teeth always look whiter with a tan and your tan always looks darker with whiter teeth! We offer a great salon start-up package from Bleach Bright – it has everything you need to get started with plenty of retail product to sell.[gap height=”15″]
Skylar: The FIT Bodywrap system is a great diversification option, because this profitable service fits in seamlessly with existing tanning salon operations and customers love the powerful benefits it delivers.[gap height=”15″]
Ron: Salons cater to the most appearance-conscious consumers in the world. It makes perfect business sense to capitalize on this audience by offering more products and services that are designed to help your customers look and feel great. The Cocoon Wellness Pro and the Skin Wellness Pro Cocoon are just a few examples of the pod systems that have a proven track record of success in our industry.[gap height=”15″]
IST: How can salons determine which replacement lamps can / should be used in their tanning equipment?[gap height=”15″]
John: Staying compliant with FDA lamp regulations is always important. That being said, some great new lamp types have entered the market in the past few years. You can really make a stale, old bed new again just by upgrading the lamps. It all depends on the equipment mix and customer base as to how we recommend lamps for certain tanning units.[gap height=”15″]
Bruce: This is where our years of experience go to work every day for our salon customers. Getting the correct and legal replacement lamp is very important. Don’t take any chances! Let our teams of experienced professionals help you with clear and straightforward input on your replacement lamps. We offer quality, dependable, top-performance replacement lamps for almost every unit. Let us help you get the right lamp for your equipment.[gap height=”15″]
Bobby: Salon operators need to consult with their lamp provider. Each lamp supplier will be able to check for the original lamp used in the particular equipment model and provide documentation for any lamp that is compatible to the original, according to the FDA guidelines.
Marty: Tanning beds are labeled with the correct lamp to operate in the device. If the label is worn or not legible, then you can find that information in the owner’s manual (which you should always keep handy). This is an FDA requirement. If you want to use a different lamp than the original, you will need a compatibility sheet showing that the lamp you choose is equivalent to the unit’s original lamp product. If you have questions, you can call us and we will help you determine if a lamp is allowed to be used in the tanning unit.[gap height=”15″]
IST: How can salon operators determine when it’s time to replace an acrylic shield?[gap height=”15″]
Kevin: For the sake of keeping it simple, acrylic material produced for tanning equipment is specifically formulated to allow UV radiation to pass through, and the amount of UV allowed to pass through is heavily dependent on the purity of the material and quality of the manufacturing process, which is the largest cost driver. However, acrylic is considered a consumable, meaning its ability to transmit UV light decreases with use. Additionally, various cleaners and tanning lotions also affect the useful life of acrylic. To maintain optimum performance, the best advice we could give would be to record the hours when you install a new acrylic, reference your owner’s manual for the recommended hours until replacement, and when possible, buy only the original equipment manufacturer’s acrylic.[gap height=”15″]
Eric: Most acrylic shields need to be replaced every 1,500-3,000 hours. The thinner the acrylic, the more frequently it will need to be replaced. A good hand-held UV meter can help. The rule of thumb has been that if UV output is reduced by more than 10% with the acrylic in place, it may be time to replace it. Remember that the quality of acrylics can vary greatly and you usually get what you pay for. Our technical and sales consultants are available and happy to help with specific questions about acrylics.[gap height=”15″]
John: Acrylics will solarize with age and can block up to 20% of the UV, which can drastically decrease the performance of the unit. Most manufacturers recommend changing acrylics after 2,500-5000 hours of use. It’s best to refer to the owner’s manual for the bed.[gap height=”15″]
Marty: Hazing, cracking and stress cracks are clear signs that a shield needs replacement. Acrylic loses its transmission of UV light when used. Replacement is recommended at 2,000 hours of use. It’s best to measure a new acrylic with a UV meter when it is new, then take periodic readings every 500 hours to see when it has lost 30% of its original output. At this point, the acrylic will need replacement.[gap height=”15″]
That’s a wrap for now! We would like to thank all of the industry pros who contributed to this article. Their contact info is included here for your convenience.[gap height=”15″]
Our expert panel includes:[gap height=”15″]
Skylar Burnworth
Business Development Manager
FIT Bodywrap[gap height=”15″]
Caitlin Jordan
Marketing Coordinator
iTAN Franchising, Inc.[gap height=”15″]
Kevin Hart
Director of Technology[gap height=”15″]
Phillip Lemmons
National Service Manager[gap height=”15″]
Brynn Scarborough
Director of Business Development & Marketing[gap height=”15″]
Bobby Wagner
Manager-JK Light[gap height=”15″]
JK North America-Global
Service Division[gap height=”15″]
Eric Haynes
VP of Sales, JK North America-Global Service Division[gap height=”15″]
Paul Manke
VP of Sales, JK North America-Global Service Division[gap height=”15″]
Bruce Williams
VP of Technical Services, PC Tan [gap height=”15″]
Marty Gallagher
Vice President, Suntan Supply[gap height=”15″]
John Hayes
Sales Manager, Ultraviolet Resources International [gap height=”15″]
Ron Albright
Sales Director USA[gap height=”15″]
Vu Nguyen
Production Manager, Wellness-USA[gap height=”15″]
FIT Bodywrap
Poway, CA
fitbodywrap.com
760.542.6707 Ext 7[gap height=”15″]
iTAN Franchising, Inc.
Vista, CA
iTAN.com
760.806.7513 Ext 5#[gap height=”15″]
JK North America-Global Service Division
Jonesboro, AR
ergoline.us
support@jkamerica.com
Sales: 888.771.0996
Service: 800.445.0624[gap height=”15″]
PC TAN
Ridgefield, NJ
pctan.com
800.327.8826[gap height=”15″]
Suntan Supply
Avon, OH
suntansupply.org
sales@suntansupply.org
800.994.8484[gap height=”15″]
Ultraviolet Resources International
Cleveland, OH
uriworld.com
sales@uriworld.com
800.247.3251[gap height=”15″]
Wellness-USA
Bloomington, MN
wellness-usa.com
877.818.8877
