How to Price Spa Packages

Creating a spa package that sells well is in itself a challenge for most spa operators, let alone finding an appropriate pricing policy for these packages.  It is a fine science, and is not merely a question of finding your most poor selling treatments, putting them into a package and selling them at a huge discount.  If your consumer did not buy the treatment in the first place for the original price, it is highly unlikely that a decrease in price will entice them to buying it.  Spa operators need to understand what consumers want to buy and sell them what they want.

In our experience as spa consultants, consumers are looking for an authentic and unique experience in their spa package.  They are not looking for a group of treatments already on the spa menu at a discounted price.  This issue you can address as part of your promotional and sales and marketing plan.  Be creative with your packages, offer ‘value add-ons’ for your consumers, for instance, private relaxation areas, complimentary access to certain wet facilities, exotic fruit platter, a more personalised ritual.  Marking a low price for the package is not necessary.  In fact there is no reason why a spa operator cannot be more daring and increase the price from the individual treatments provided your consumer perceives added value for the package they are receiving.

The treatment mix, target market and type of spa will also dictate what spa packages will sell well which, as in individual treatment and service pricing policy, will have an affect on the profit margin the spa operator can earn on the package.

By Sonal

Sonal Uberoi creates and delivers smarter spas around the world. Spas and hotel groups hire Sonal to help them design, set up and manage their wellness businesses. Her finance background and worldwide operations experience in the spa, wellness and hospitality sectors make Sonal the go-to expert for business optimisation solutions. Connect with Sonal on LinkedIn

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