Welcome to the
OCS Salon
Business Course
better hair, better result, better you – www.OrganicColorSystems.com
IT’S TIME TO WAKE UP AND SMELL THE ROSES!
better hair, better result, better you – www.OrganicColorSystems.com
Niche Service - Niche ProductA Recipe For Success
What are our top performing salonsall over the world doing differently?
better hair, better result, better you – www.OrganicColorSystems.com
Three Indisputable Facts1. Salons that carry out the Wet Stretch Test on ALL
their OCS colour clients perform better as they are offering a niche service when compared to the salons around them.
2. Salons that recommend OCS Care products to their OCS colour clients have better client retention because they are offering them a niche service as well as using niche products.
3. Salons that carry out the above two services have a higher turnover.
better hair, better result, better you – www.OrganicColorSystems.com
Let’s have a look at the figures...On average a salon should colour at least three heads
of hair with every bottle of OCS colour.
better hair, better result, better you – www.OrganicColorSystems.com
Working on this average, how much
does it cost to do one colour?
First, let’s work out the price/ml cost of each product required to do one colour...
better hair, better result, better you – www.OrganicColorSystems.com
£10.75 150ml £0.07 per/ml
£5.99 900ml £0.01 per/ml
£9.95 1000ml £0.01 per/ml
£11.95 1000ml £0.01 per/ml
£12.50 500ml £0.03 per/ml
better hair, better result, better you – www.OrganicColorSystems.com
One colour costs you...PRODUCT QUANTITY COST/ML TOTAL COST
1st Shampoo 5ml £0.01 £0.05
2nd Shampoo 5ml £0.01 £0.05
Reconstructor 20ml £0.03 £0.60
Colour 50ml £0.07 £3.50
Developer 50ml £0.01 £0.50
Shampoo 5ml £0.01 £0.05
Conditioner 10ml £0.01 £0.10
TOTAL COST £4.85
better hair, better result, better you – www.OrganicColorSystems.com
If you charge £35 for a colour...Your Gross Profit is £30.15 per colour
(excluding salon running costs).
Which means from one bottle of colour (working on our average of three colours per bottle) you’re
clearing...
£30.15 £30.15 £30.15 £90.45
better hair, better result, better you – www.OrganicColorSystems.com
Fact Checkpoint• You CAN colour at least three heads of hair
with one bottle of OCS colour.• You WILL make a profit of £90.45 (if you
charge £35 for a colour service).• You do not have to do anything different
from the salons around you to achieve this.• But you CAN make more!!!
HOW?better hair, better result, better you – www.OrganicColorSystems.com
Wet Stretch TestAdvise
Recommend
better hair, better result, better you – www.OrganicColorSystems.com
Let’s see how much more profit we make when we recommend a
Shampoo, Reconstructor & Conditioner...
better hair, better result, better you – www.OrganicColorSystems.com
PRODUCT YOU PAY RRP (excl VAT) PROFIT
Shampoo £4.66 £9.13 £4.47
Reconstructor £5.15 £9.96 £4.81
Conditioner £4.66 £9.13 £4.47
Total £14.47 £28.22 £13.75
better hair, better result, better you – www.OrganicColorSystems.com
£30.15 £30.15 £30.15 £90.45
£13.75 £13.75£104.20
If just ONE colour client buys...
better hair, better result, better you – www.OrganicColorSystems.com
15%You have just increased your gross profit by 15%
no extra time, same clientele
better hair, better result, better you – www.OrganicColorSystems.com
£30.15 £30.15 £30.15 £90.45
£13.75 £27.50£117.95
£13.75
If TWO colour clients buy...
better hair, better result, better you – www.OrganicColorSystems.com
30%You have just increased your gross profit by 30%
no extra time, same clientele
better hair, better result, better you – www.OrganicColorSystems.com
£30.15 £30.15 £30.15 £90.45
£13.75 £41.25£131.70
£13.75 £13.75
If THREE colour clients buy...
better hair, better result, better you – www.OrganicColorSystems.com
46%You have just increased your gross profit by 46%
no extra time, same clientele
better hair, better result, better you – www.OrganicColorSystems.com
Now add in a styling product or two and you’re really in
business!!
It’s money for old
better hair, better result, better you – www.OrganicColorSystems.com
Styling BreakdownPRODUCT YOU PAY RRP (excl VAT) PROFIT
Volume Mousse £4.57 £9.13 £4.56Glaze £4.57 £9.13 £4.56
Spray Gel £4.57 £9.13 £4.56Hairspray £5.08 £9.96 £4.88
Spray Gloss £6.10 £10.79 £4.69Gloss Serum £6.10 £10.79 £4.69
Finale Hairspray £5.08 £9.13 £4.05Thermal 2 Twenty £6.10 £10.79 £4.69
Crème £5.48 £10.79 £5.31Gel £5.48 £10.79 £5.31
Putty £5.94 £10.79 £4.85Wax £5.48 £10.79 £5.31
better hair, better result, better you – www.OrganicColorSystems.com
Styling Breakdown
INCREASE IN GROSS PROFIT
INCREASE IN GROSS PROFIT
INCREASE IN GROSS PROFIT
THREE CARE PRODUCTS
ONE STYLING PRODUCT
TOTAL
ONE COLOUR CLIENT 15% 5% 20%TWO COLOUR CLIENTS 30% 11% 41%
THREE COLOUR CLIENTS 46% 15% 61%
better hair, better result, better you – www.OrganicColorSystems.com
• The key to increasing our business is...
Fact Checkpoint
better hair, better result, better you – www.OrganicColorSystems.com
It is not unrealistic to expect that a client will take home at least one
product each time they visit our salon.So why isn’t it happening?
better hair, better result, better you – www.OrganicColorSystems.com
• Because most of us hate being seen as “selling” products to our clients.
• We often see “selling” as persuading our clients to buy something they don’t really want.
It’s time to change the way we think...
better hair, better result, better you – www.OrganicColorSystems.com
‘Selling’ is actually ‘satisfying a client’s need’.
As professionals, it should be part of the service we offer our
clients.
better hair, better result, better you – www.OrganicColorSystems.com
The Wet Stretch Test establishes our client’s need
better hair, better result, better you – www.OrganicColorSystems.com
The recommendation of product satisfies our client’s need.
better hair, better result, better you – www.OrganicColorSystems.com
This isn’t selling
IT’S PROFESSIONALISM!!
better hair, better result, better you – www.OrganicColorSystems.com
We don’t want our client’s to
There is a difference...
our products
We want them toour products
USEbuy
better hair, better result, better you – www.OrganicColorSystems.com
Clients shouldn’t be choosing which product to buy based on:
• display • choice of brands
• packaging and smellbetter hair, better result, better you – www.OrganicColorSystems.com
This relies on your client:
• being attracted to the product• taking the product off the shelf
• purchasing the product
better hair, better result, better you – www.OrganicColorSystems.com
This is also the main strength of...
Supermarkets Pharmacies Large Retail Outlets
better hair, better result, better you – www.OrganicColorSystems.com
What is our biggest strength?
The ability to analyse our client’s hair and recommend the correct products for them to use at home.
better hair, better result, better you – www.OrganicColorSystems.com
We need to stop trying to take on retail outlets at their strongest point
and work to our strengthswhich also happens to be their
biggest weakness
better hair, better result, better you – www.OrganicColorSystems.com
The vast majority of salon clients do not believe that the products sold in the salon are any better or different from those offered by retail outlets.
Did you know?...
better hair, better result, better you – www.OrganicColorSystems.com
It is our job, as hair professionals, to educate our clients.
Your clients will thank you for it.
Your business will thank you for it.
better hair, better result, better you – www.OrganicColorSystems.com
Salons all over the world have embraced the OCS Concept for a
variety of good reasons
But a key feature of OCS is that it offers salons a...
better for my health
better for my client’s
health
better for the
environment
no smelly fumes
no damage to
the hair
superior results
better hair, better result, better you – www.OrganicColorSystems.com
An undeniable fact in the current economic climate is that the businesses that are growing impressively have a point of difference, while the businesses that are in trouble haven’t changed much over the past 10 years.
Point of difference
better hair, better result, better you – www.OrganicColorSystems.com
Point of difference
Many businesses are getting caught up in a price war because they lack a point of difference, which is why they are in trouble.
better hair, better result, better you – www.OrganicColorSystems.com
Point of differenceWe only have to look at the number of hair product companies that are reinventing the wheel or going down the non-ammonia route to see the proof in this.
better hair, better result, better you – www.OrganicColorSystems.com
Point of difference
OCS IS A SYSTEM!
better hair, better result, better you – www.OrganicColorSystems.com
Point of difference
with products that are formulated to work with and compliment the colour
better hair, better result, better you – www.OrganicColorSystems.com
No other products on the market can make
this claim!!!
better hair, better result, better you – www.OrganicColorSystems.com
Fact Checkpoint• We don’t want our clients to buy our products, we
want them to USE them.• We shouldn’t be trying to take on retail stores at
their strongest point.• We need to work to our strengths and recommend,
recommend, recommend.• The combination of a niche product and a niche
service equals a flourishing business that attracts loyal clients.
better hair, better result, better you – www.OrganicColorSystems.com
As hairdressers, we are creative and
artistic.
But it is important to remember that we
should also be thriving business units.
better hair, better result, better you – www.OrganicColorSystems.com
Our clients should never be leaving the salon without:
• Education• The right products for their hair
better hair, better result, better you – www.OrganicColorSystems.com
It really is time to
wake up and smell the roses
dramatically increase your turnover
attract new clients
build loyalty with your existing clients
stand out from the crowd – offer service and products no other salon around you is offering
better hair, better result, better you – www.OrganicColorSystems.com
Aftercare Challenge
Each of you is going to receive a breakdown of your OCS purchases for the last year
Category Colour Care Connect Control Total
Amount £ £400.00 £400.00 £100.00 £100.00 £1 000.00
Percentage 40% 40% 10% 10% 100%
better hair, better result, better you – www.OrganicColorSystems.com
Aftercare ChallengeThe table below gives you an idea of what the
percentage breakdown of your purchases should be
Number of Colour Clients Purchasing
Aftercare
Colour
And
Activator
Care
(Three products
per client)
Connect & Control
(One product
per client)
Total
One Amount £11.74 £14.47 £5.38 £31.59
Percentage 37% 46% 17% 100%
Two Amount £11.74 £28.94 £10.76 £51.44
Percentage 23% 56% 21% 100%
Three Amount £11.74 £43.41 £16.14 £71.29
Percentage 16% 61% 23% 100%
better hair, better result, better you – www.OrganicColorSystems.com
Aftercare ChallengeLevel 1
Increase your Aftercare purchases to 60% of your total purchases
Category Colour Aftercare
Amount £ £400.00 £600.00
All you have to do to achieve this target is sell one Shampoo, Reconstructor & Conditioner and one Styling
product to one in three colour clients!!
better hair, better result, better you – www.OrganicColorSystems.com
Aftercare ChallengeLevel 2
Increase your Aftercare purchases to 80% of your total purchases
Category Colour Care
Amount £ £400.00 £1600.00
All you have to do to achieve this target is sell one Shampoo, Reconstructor & Conditioner and one Styling
product to two and a half in three colour clients!!
better hair, better result, better you – www.OrganicColorSystems.com
PlusMaintain your target over a six month period and
receive an
Rebate
Aftercare Challenge
better hair, better result, better you – www.OrganicColorSystems.com
Level 1 Rebate will be to the value of 5% of your Aftercare purchases
Level 2 Rebate will be to the value of 15% of your Aftercare purchases
Aftercare Challenge
better hair, better result, better you – www.OrganicColorSystems.com
It’s a no brainer!!These rebates will increase your
profit even further!!!!!!!!
Aftercare Challenge
better hair, better result, better you – www.OrganicColorSystems.com
Aftercare Challenge
INCREASE IN GROSS PROFIT
INCREASE IN GROSS PROFIT
INCREASE IN GROSS PROFIT
THREE CARE PRODUCTS
ONE STYLING PRODUCT
TOTAL
ONE COLOUR CLIENT 15% 5% 20%TWO COLOUR CLIENTS 30% 11% 41%
THREE COLOUR CLIENTS 46% 15% 61%LEVEL 1 ONE COLOUR CLIENT 16% 5% 21%LEVEL 1 TWO COLOUR CLIENTS 32% 11% 43%LEVEL 1 THREE COLOUR CLIENTS 48% 16% 64%LEVEL 2 ONE COLOUR CLIENT 18% 5% 23%LEVEL 2 TWO COLOUR CLIENTS 35% 11% 46%LEVEL 2 THREE COLOUR CLIENTS 53% 16% 69%
better hair, better result, better you – www.OrganicColorSystems.com
Better HairBetter Result
Better You
Better Business! better hair, better result, better you – www.OrganicColorSystems.com
Thank You For
Your Time
and Attention
better hair, better result, better you – www.OrganicColorSystems.com