Avoid being rigid about your pricing policy. Be flexible and adapt your prices to your different types of clients and to different times of the day. In terms of your print collateral, you can add off peak and peak pricing to your price list so that guests know when they pay full price and when they don\u2019t. Alternatively, you can insert a small note to inform guests that during a certain time period, they can enjoy a discount on all treatments. This would work like the \u2018Happy Hours\u2019 do in bars.<\/p>\n
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<\/p>\n Divert traffic from your peak hours to your off peak hours: diverting traffic is always preferable to having to turn down clients. The airline industry offers a useful example of how to do this effectively. They are extremely successful at optimizing revenue (also known as \u2018yield management\u2019). If you book your holiday or airline ticket months in advance, you will get a cheaper price. If you book during peak period, Christmas, summer, and so on, you\u2019ll pay a higher price.<\/p>\n <\/p>\n <\/p>\n There is no reason why your spa should do business in a different way to the airline industry. There will be clients who are price sensitive and won\u2019t mind having their treatment at a less favourable time so long as they get a decent discount. Your price insensitive client or the client who is time constrained won\u2019t mind paying the full price for a treatment, but it would need to be at peak time.<\/p>\n <\/p>\n 2. Know your “star” treatments<\/strong><\/p>\n Choosing the different therapies, treatments and services of your spa is a complex undertaking. To do it successfully, you need to apply the principles of \u2018treatment menu engineering\u2019. This involves a careful analysis of your treatment and service offering as well as your customer mix.<\/p>\n To effectively engineer your menu, study your treatments sold on a regular basis. Know which are your best-selling treatments, which ones give you the most margin, and also those that are not doing so well.<\/p>\n To give you a greater level of insight, take all the treatments in your menu and divide them into four different sections that will provide you with a clearer idea of the level of sales and the overall impact of the different treatments and services in your bottom line:<\/p>\n <\/p>\n <\/p>\n Adapt your\u00a0treatment menu according to customer actions. There is no point keeping on your treatment menu treatments that your clients are not buying \u2013\u00a0particularly dogs.\u00a0Sell your clients what they want to buy and not what you want to sell.<\/p>\n Your treatment menu should be updated every few months to cater to the evolving wellness and beauty needs of your clients. However, avoid drastic changes your treatment menu all at once. It can have negative effects on the perceived experience of your regular customers.<\/p>\n For more information about treatment menu engineering, see How to open a spa: Part 4 – writing of the treatment and services menu<\/a>.<\/p>\n <\/p>\n 3. Be dynamic about staff scheduling<\/strong><\/p>\n Your staff is your number one asset. Without good qualified staff, your spa will not be a success. However, most spa managers complain that they do not have enough staff, especially during peak times. This means they need to turn down clients.<\/p>\n The idea behind dynamic scheduling is to optimize the number of therapists you have. One of the main challenges spas have is predicting demand levels. Sometimes, when you think your spa is going to be quiet, it turns out to be extremely busy. Equally, when you think your spa is going to be busy, it turns out to be very quiet. So instead of having four therapists doing nothing, or giving them downtime duties (such as deep cleaning, stock take, and so on), send some of them home. They\u2019ll be happy too.<\/p>\n Some spas have expanded this idea further: they are now creating a \u2018hour bank\u2019 and appointing therapists \u2018on call\u2019. Depending on times of the month, the therapist \u2018owes\u2019 hours to the spa, or the spa owes the therapist \u2018overtime\u2019. Instead of being paid overtime, therapists can also choose to have a day off instead of using one of their holiday dates.<\/p>\n <\/p>\n <\/p>\n How can dynamic scheduling help your spa?<\/p>\n <\/p>\n This blog post offers a concise introduction to the topic of optimising your spa\u2019s performance. For a more in-depth look at this subject, see this presentation on revenue management<\/a> by top spa business specialist Sonal Uberoi.<\/p>\n <\/p>\n Los spas son negocios complejos que requieren habilidades, recursos y planificaci\u00f3n para gestionarlos con \u00e9xito. En este art\u00edculo, le mostraremos c\u00f3mo aumentar los ingresos aprovechando los recursos de su spa. S\u00f3lo siga estos tres pr\u00e1cticos pasos y pronto se percatar\u00e1 de que los ingresos aumentan.<\/p>\n <\/p>\n <\/p>\n 1. Sea flexible con sus precios<\/strong><\/p>\n Evite pol\u00edticas de precios estrictas. Sea flexible y adapte sus precios a sus diferentes tipos de clientes y a cada momento del d\u00eda. En lo que se refiere a sus materiales impresos, puede agregar precios de horas punta y de horas valle a la lista de precios para que sus clientes sepan cuando pagan el precio completo y cuando no. Como alternativa, puede a\u00f1adir una peque\u00f1a nota informando a los clientes de que durante un determinado periodo de tiempo, pueden disfrutar de un descuento en todos los tratamientos. Esto funcionar\u00eda como las “Happy Hours” en los bares.<\/p>\n <\/p>\n <\/p>\n Derive la afluencia de clientes de las horas punta a las horas de m\u00e1s baja afluencia: desviar la afluencia es siempre preferible a tener que rechazar clientes. La industria a\u00e9rea ofrece un ejemplo \u00fatil de c\u00f3mo hacer esto de manera efectiva dado que ha tenido mucho \u00e9xito en la optimizaci\u00f3n de ingresos (tambi\u00e9n conocida como “gesti\u00f3n del rendimiento”). Si reserva sus vacaciones o los billetes de avi\u00f3n con meses de antelaci\u00f3n, obtendr\u00e1 un precio m\u00e1s barato. Si los reserva durante la temporada alta, Navidad, verano, etc., tendr\u00e1 que pagar un precio m\u00e1s alto.<\/p>\n <\/p>\n <\/p>\n No hay ninguna raz\u00f3n por la cual su spa tenga que hacer negocio de manera diferente al sector del transporte a\u00e9reo. Habr\u00e1 clientes susceptibles a los precios a quienes no les importe recibir su tratamiento en una hora menos conveniente, siempre y cuando obtengan un descuento decente. A sus clientes no susceptibles al precio o los clientes que tienen limitaciones de tiempo no les importar\u00e1 pagar el precio completo de un tratamiento, pero tendr\u00e1 que ser durante una hora punta.<\/p>\n <\/p>\n 2. Sepa cu\u00e1les son sus tratamientos ‘estrella’<\/strong><\/p>\n Escoger las terapias, tratamientos y servicios de su spa es una tarea compleja. Para hacerlo correctamente, es necesario aplicar los principios de la “ingenier\u00eda de los men\u00fas de tratamientos”. Esto implica un an\u00e1lisis cuidadoso de sus tratamientos y su oferta de servicios, as\u00ed como de su mezcla de clientes.<\/p>\n Para dise\u00f1ar con eficacia su men\u00fa, estudie los tratamientos que se venden regularmente. Conozca cu\u00e1les son sus tratamientos m\u00e1s vendidos, cu\u00e1les le dan m\u00e1s margen de beneficios y aquellos que no se venden tan bien.<\/p>\n Para obtener una visi\u00f3n m\u00e1s completa, divida todos los tratamientos de su men\u00fa en cuatro apartados diferentes que le proporcionar\u00e1n una idea m\u00e1s clara del nivel de ventas y el impacto general de los diferentes tratamientos y servicios en su balance final:<\/p>\n <\/p>\n <\/p>\n Adapte su men\u00fa de tratamientos seg\u00fan las acciones de los clientes. No tiene sentido mantener en el men\u00fa tratamientos que sus clientes no compran – especialmente los del tipo perro. Venda a sus clientes lo que quieren comprar y no lo que usted quiere vender.<\/p>\n Debe actualizar su men\u00fa de tratamientos cada pocos meses para atender a las cambiantes necesidades de belleza y bienestar de sus clientes. Sin embargo, evite hacer cambios dr\u00e1sticos en su men\u00fa de tratamientos. Puede tener efectos negativos sobre la percepci\u00f3n de la experiencia por parte de sus clientes regulares.<\/p>\n![\"1](\"https:\/\/i0.wp.com\/www.spa-balance.com\/wp-content\/uploads\/2015\/01\/1-happy-hour-image.jpg?ssl=1\" "\\"Happy")
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