Considering the enormous amount of attention that hoteliers, spa owners, managers and directors pay to the brand of a product house, we as spa consultants are constantly faced with the challenge of measuring the effectiveness of a product brand. While the product brand you use is an integral part of the spa, the bottom line question to ask remains the same: How important is the product brand in the success of a spa?
Como consultores, y teniendo en cuenta la atención que los hoteleros, dueños, gerentes y directores de spas prestan a la marca de una casa de productos, nos vemos enfrentados constantemente al reto de medir la eficacia de la marca de un producto. Si bien la marca de un producto es una parte integral de un spa, la pregunta fundamental sigue siendo la misma: ¿Qué tan importante es la marca de un producto en el éxito de un spa?
The common observation
There are several mistakes that hoteliers, spa owners and managers very often make regarding the integration of a product brand into their businesses. The first one is thinking that a product brand is THE deciding factor of the success of the spa. Unfortunately, this very simplistic idea is very common within our industry.
Along those lines, another frequent mistake is choosing the product brand according to personal preferences rather than looking at the concept of the spa and then making a choice of the best-fit partner. In fact, very often, many hoteliers and spa directors think that by putting a certain brand that THEY like themselves, be it one the hotel’s General Manager’s wife has used or a spa director has worked with, the spa will run by itself and customers will pour in through the door.
The ‘Ah ha’ moment
Once spas and wellness centres realise customers do not actually pour in, they enter into a negative cycle that is further worsened by spa manager turnover. They find themselves with excess stock (perhaps near to their expiration date), the spa manager or director leaves, and the new person in charge blames the old product brand choosing one he/she likes. In this way, the new manager goes to another product house, the spa invests a whole lot of money in new stock and training of staff, and writes a new treatment menu leaving the big problem unresolved.
With this staff turnover at the management level, spas enter into the typical syndrome of ‘putting down’ the old brand of products while convincing themselves that by replacing the old brand with one they are familiar with, this will magically solve the problems of the spa business. In the end, spas and wellness centres end up adapting their menus to the treatments that the product houses provide instead of the other way around. Even worse, the spas find themselves with menus that have both ‘old’ and ’new’ treatments creating further confusion among clients.
The right strategy
At Spa Balance we think the product house is definitely important for the spa. However, what should come first is the concept of the spa – something that nearly always gets missed by hoteliers, spa owners and managers. Once a clear concept has been created, the spa must choose the product house or houses that best fit its concept and the treatment and services menu that goes in line with the concept.
Nowadays, the biggest mistake is that of introducing the product house YOU like without knowing what your client likes, and trying to define your concept and base your treatments according to a particular product house. In our experience as spa consultants, we have not been fortunate enough to come across a case where a concept has been created and thereon the appropriate spa product brand chosen.
Once the concept has been developed, the spa must search for product houses that have a similar concept. It also needs to find out what are the product house’s strong selling treatments, for example, if they are strong in the facial line or their body line. The spa must also find out what support they have in terms of training, marketing, and PR. Remember that your product house companies should not be treated as mere suppliers, but rather as strategic partners that can help you sell and position your business.
In terms of treatment menu development, try to start with a lean menu with the basic treatments and as your customer base expands, add treatments that your clients demand. It is not advisable to incorporate all treatments of the product house in one go. Moreover, try to find out what customers think, what your team thinks, and see how they can support you.
Be loyal to your spa concept
We found this an interesting subject to write about, as it is something we see spas constantly struggling with. The most important thing to keep in mind is that you need to remain loyal to the concept of your spa, which means that the product brand you choose must fit that concept. If you want to share your experience regarding this interesting topic, we would love to hear your opinion.
La observación común
Hay varios errores que a menudo cometen los hoteleros, los propietarios y gerentes de spas con respecto a la integración de una marca de producto en sus negocios. El primer error radica en pensar que una marca de producto es el factor decisivo en el éxito del spa. Por desgracia, esta idea simplista es muy común dentro de nuestro sector.
Siguiendo con lo anterior, otro error frecuente es la elección de la marca del producto de acuerdo a preferencias personales que dejan de lado el concepto que define el spa y la elección del colaborador/ proveedor que mejor se ajuste al negocio. De hecho, muy a menudo, muchos hoteleros y directores de spas piensan que poniendo una cierta marca de su preferencia (bien sea porque haya sido usada por la esposa del director general de un hotel o porque el director del spa la haya utilizado en su trabajo anterior) el spa se gestionará por si mismo y los clientes llegarán por montones a su puerta.
El momento ‘¡Ajá!’
Una vez que los spas y centros de wellness se dan cuenta que los clientes en realidad no llegan por montones, entran en un ciclo negativo que se agrava con la rotación de la dirección del negocio. A un cierto punto, los spas se encuentran con un exceso de inventario (probablemente cercano a su fecha de vencimiento), el gerente o director del spa se va, y el nuevo responsable le echa la culpa del fracaso del spa a la vieja marca de producto eligiendo una de su preferencia. De esta forma, el nuevo director va a otra casa de productos, el spa invierte una gran cantidad de dinero en nuevo inventario y formación de personal, y se elabora un nuevo menú de tratamientos que deja el problema de fondo sin resolver.
Con esta rotación de personal a nivel directivo, los spas entran en el síndrome típico de “abandonar” la antigua marca de productos mientras tratan de convencerse que mediante la sustitución de la antigua marca por una que ya conocen, podrán solucionar como por arte de magia los problemas relacionados con la gestión del spa. Al final, los spas y centros de wellness terminan adaptando sus menús a los tratamientos que ofrecen las casas de productos en lugar de actuar al contrario. Peor aún, los spas terminan con menús en donde se ofrecen tratamientos “viejos” y “nuevos” creando una mayor confusión entre los clientes.
La estrategia adecuada
En Spa Balance pensamos que la casa de productos es, sin duda alguna, importante para el spa. Sin embargo, la prioridad debe ser otorgada al concepto del spa – algo que casi nunca es considerado por los hoteleros y los propietarios y directores de un spa. Una vez que un concepto claro ha sido creado, el spa debe elegir la casa o casas de productos que mejor se adapten a su concepto así como el menú de tratamientos y servicios que vaya en línea con dicho concepto.
Hoy en día, el error más grande consiste en introducir la casa de producto que a USTED le guste sin saber lo que quiere su cliente tratando de definir su concepto y la base de sus tratamientos de acuerdo a una determinada casa de productos. En nuestra experiencia como consultores de spa, no hemos tenido la suerte de encontrar ni un sólo caso en el cual dicho concepto haya sido creado y por ende se haya podido hacer una elección correcta sobre la casa de producto a ser utilizada.
Una vez que el concepto ha sido desarrollado, el spa debe buscar casas de productos que tengan un concepto similar. También necesita saber cuáles son los tratamientos fuertes que ofrece la casa de productos, por ejemplo, si son fuertes en la línea facial o la línea corporal. El spa también necesita saber con qué tipo de apoyo contará en materia de formación, marketing y relaciones públicas. Recuerde que estas empresas no deben ser tratadas como simples proveedores, sino como colaboradores estratégicos que le pueden ayudar a vender y posicionar su negocio.
En cuanto al desarrollo del menú de tratamientos, intente comenzar por ofrecer un menú con tratamientos básicos. A medida que su base de clientes se expanda, puede ir añadiendo los tratamientos que sus clientes demandan. De hecho, no es aconsejable incorporar todos los tratamientos ofrecidos por la casa de productos al mismo tiempo. Más aún, trate de averiguar qué piensan sus clientes, qué piensa su equipo, y trate de entender como le pueden ayudar.
Sea fiel a su concepto de spa
Nos ha parecido interesante tocar este tema, sobre todo por las constantes dificultades que vemos en los spas cuando deben afrontar este asunto. La cosa más importante a tener en cuenta es que usted necesita mantenerse fiel al concepto de su spa lo cual significa que la marca de producto que usted elija debe adaptarse a dicho concepto. Si usted desea compartir su experiencia con respecto a este interesante tema, nos gustaría conocer su opinión.
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