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Owner: Todd Maiorano
Location: North Brunswick, NJ
Website: Tansmania.com
Years in Business: 12
Staff: 5
UV Tanning Units: 14
Lotions: Australian Gold, Devoted Creations, Ed Hardy, Hempz
Software: TanTrack
Other Services: Spray-Tans, Infrared Sauna, Infrared Body Wraps
Training: Sun is Life®, of course!
Distribution Partner: Four Seasons
Best-selling Lotion: Ed Hardy Butter Me Brown
Most Popular Package: Monthly Unlimited
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For this month’s Salon of Distinction profile, we travel to New Jersey – not the Jersey Shore, but North Brunswick. Let’s dig into my interview with Todd Maiorano, owner of Tansmania.
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IST: How did you get your start in the tanning industry?
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Maiorano: I am relatively new to the business and was lucky enough to find an existing salon that was thriving with a great customer base and even better staff.
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IST: You’ve just completed Sun is Life Certification. How important is having a trained staff?
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Maiorano: Joe, a well-trained staff is absolutely critical to this business. There are many benefits of the training, including knowledge of how the UV affects the skin, safety considerations, the importance of sanitation and overall information on how to better educate our customers. Tanners appreciate real, accurate answers to their questions and having trained staff behind the counter is the only way to offer a professional experience.
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IST: What would you say has been your biggest obstacle in the business?
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Maiorano: By far, the biggest challenge has been finding the best way to market to our customers in this ever-growing, technical world we live in. Each day, everyone is bombarded by technology and being sold to in a variety of ways.
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IST: Yes, marketing and advertising to reach your base has become so much more of an issue as opposed to what worked back in the early days of indoor tanning in the 80s. So, what do you see as the biggest obstacle for the industry as a whole?
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Maiorano: From what I can see, we need to remain relevant, keep up with technology and keep equipment costs to an affordable level to allow salons to upgrade when necessary. The profit margins for many can be small, and the additional Tan Tax makes it a challenge to offer services at a competitive price where the customer feels they are still getting a good value.
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IST: Yes, the Tan Tax is a small pass-through to the customer, but it still adds up. And, you’re right, the challenge for salons has always been to make sure that tanners perceive a solid value.
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IST: Many in our Sun is Life class at the National Tanning Expo in Missouri were relative “newbies,” in the industry for one year or less. Where do you want to be in the next five years?
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Maiorano: In the next five years, I plan to expand to multiple locations. I will upgrade some of our equipment in our existing salon, as well and expand our sunless tanning, body wraps and other related salon and spa services.
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IST: Great goals, Todd! All the best to you and Team Tansmania!
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Sun is Life® Training and Certification is a fantastic educational program designed to bring salon operators up-to-speed on various salient topics they encounter at their tanning facilities. IST Magazine Publisher, Vince Lorraine, is not only committed to providing the best training to our industry, but also to making it affordable. Sun is Life® is available online “24-7” for salon staff to utilize in the convenience of any setting that provides internet access. The program is also taught in a classroom format at various times and locations throughout the country. The IST Salon of Distinction feature highlights salon operators who have recently completed the program.
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