Cutting Edge Management and Marketing Ideas for Independent Operators, Salons and Spas. Use these ideas with your MIKAL software to move your business forward. Not using MIKAL yet? Call us for a free evaluation and walk through of what we can do for you! Welcome - Fred Dengler MIKAL Co-Founder and CEO
|Posted on August 24, 2020 at 3:35 PM||comments (27)|
Here are some ideas we have heard here at Mikal to help increase sales now that we are open the rush is over:
- Set up a touch screen monitor at the front door with the Mikal CyberReceptionist running. Clients can do no contact check in and the system will alert WICS at the desk and also page the service provider if you have the paging option in place.
- Email/text all receipts so you are not handling paper and giving it to the customer at the desk. Include a coupon on the receipt for retail purchases. Call Mikal to set this up.
- Make sure you have the upsell offers activated. Some clients are not coming in as often so we need to load them up when they do come in! Up$ells can add 20% to each ticket.
- Get JITA going. Many of our salons/spas are having last minute cancellations. JITA looks at the book and blasts out those last minute opportunities to your clients via an email or text. It is automatic and your book fills up.
- Reminders are critical now - in your automatic autopilot set up in Mikal make sure your 60 day reminders are activated and going out. Especially if prebooking/rebooking is a challenge with your clients.
Call us to set up these and other business building ideas: MIKAL 513-518-5100
|Posted on June 22, 2020 at 10:05 AM||comments (48)|
EMPLOYEE GOAL SETTING AND COMPENSATION
Redefine the systems used to reward and motivate service and management staff!
MIKAL Software allows us to design a goal setting and compensation system that will reward top performers, promote productivity, and help employees set and achieve their goals. You can tie your goal setting system into the interview process to strengthen the goal setting system and get the commitment to succeed from new hires right from the start!
Hiring the new employees is only the beginning of your management job! You must have an aggressive training program and marketing system in place to get new employees busy fast!
Your goal setting system and compensation system needs to be promoted in the interview process, presented in the training process, and reviewed during the probation and employment period. Use your goal setting system in conjunction with your compensation program to hire, monitor, and motivate your employees.
● Service Providers - number of services by category
Dollars by category, Number of customers,
Number of repeat request customers,
Average service and retail ticket per customer
Dollars per hour and per booked hour
● Administrative staff - bonus based on increases
Sales increases by category or department
Retail increases and customer increase
Number or repeat and rebooked customer increase
● Reception and Preception staff - bonus based on up selling
Up-$ell spif or commission plan
Prebook/Rebooking customer bonus
Retail sales increase bonus
Retail sales commission (new retail sales)
TYING GOALS TO COMPENSATION
● Your pay structure - give them lots of ways to make money
● Your goals - are they their goals? What do you really want?
REPORTS AND COMMUNICATIONS
● Payroll analysis - educate the staff
● Evaluation reports - do them weekly and review
● Employee Analysis Report
● Retention reporting - track it and reward it
● Employee Graphs
● Employee Time Efficiency
● Management Check on screen information
EMPLOYEE COMPENSATION AND GOAL SETTING
Employees are our greatest cost and our most valuable resource. We must work on increasing productivity while also increasing their quality of working life. The KEYS to a successful compensation and goal setting system are:
● Regular weekly goal setting and evaluations
● Flexible compensation systems
● Tracking of hourly efficiency and retention
ON GOAL SETTING:
Goals must be achievable. SMS tracks sales history in 50 categories over 2+ year periods. It is easy to look at present sales figures and set goals based on those figures (assuming the employee is at least at minimum sales levels). The goal setting system also tracks customer volume, average ticket,
and new and repeat request customer numbers. Set the goals weekly and generate the weekly Evaluation report for every employee.
Goals must be set with the employee. Team goal setting is the ultimate. In SMS you can sit down and set the number and dollar goals with each staff member. Goals can be divided into detailed categories for service and retail.
It is easy to tell some one your goal is $ 1000 a week, but this is hard to understand. It is better to break it down into bite size goals like: your goal is to service 8 customers a day with an average ticket of $ 25 (this equals $ 1000 but is MUCH easier to understand), or to work with the service provider to achieve the $1000 goal by saying Acan you do five haircuts a day, 2 color services, one perm and one conditioner? This is about 6 hours of work a day and would be about $280 in sales a day or $ 1100 a week on a 4-day week. SMS will print a report each week that shows the numbers and dollars done in each area, the average ticket vs. goal average ticket, and the percentage achieved.
Most of our salons run the evaluation report and include it with the employee’s paycheck.
Why do all of the Fortune 500 companies do regular goal setting???
The main reason is because employees who have goals and get regular feedback is that their average productivity increases TEN percent. How would you like to increase sales just by having some goal setting meetings and print a page per week for the employees????
LET’S LOOK over the sample Evaluation report. (Employee Report #2)
YOUR COMPENSATION SYSTEMS:
There are TWO challenges we have to face in any type of compensation system we implement in our salons, spas, and medispas. What do you think those are???
• Our Compensation must be flexible and competitive
• Our Compensation system must be tied to performance
Every company is challenged today with a shrinking employee labor pool, competition for employees from all forms of businesses, and a more demanding employee (because it is an employees market).
® Does a 20 year old have the same needs as a 30 or 40 year old employee?
® Does every employee want the same things out of their job?
® Is every employee motivated by the same incentives?
Look at the ways you can set up each employee’s information!
®SMS allows you to have a base salary or hourly guarantee (you can raise this as sales increase for specific employees) and the hourly staff will receive a report on their sales performance and productivity every night when they clock out!
®SMS allows you to have commissions by item number to launch a new line, to emphasize a slow moving service, to liquidate items that are not moving, or to spif certain items with certain operators.
®SMS allows you to automatically do product/service charge deductions by dollar amount or percentage. PLUS you can set an exemption level. When an operator goes over that sales level during the pay period they are exempted from the charge for the period!
®Assistant deductions can be automatic by service, or as a flat charge.
®Commissions can be ladder, straight or retail % of service with 10 service and 5 retail levels. You can set the ladder levels to small amounts to encourage growth.
®Retention commissions let you pay commissions as a bonus for retained customers or as a way to attract service providers who have a developed clientele to your salon/spa (pay 60% on repeat requests, 50% on shop customers, and 40% on
new non requests) This gives them credit for the customers they bring to the salon!
®Bonus commissions can be used to move an employee forward almost like a bet: “I’ve been tracking your sales and you never do over $ 1000, I’ll give you $ 50 the first time you go over $ 1000 in one week” - the system will track it!
®Override Commissions: Use this to pay department managers an override on sales (service or retail) over a certain level. Compensate the salon manager based on meeting service and retail goals. MIKAL Software organizes and figures it all out for you!
Come to Camp MIKAL and take classes that deal directly with these issues - Sept 19-21 Cincinnati Ohio
Sign up for camp on THIS WEB SITE go to Pricing - Training - Camp Mikal and sign up - staff up - grow the business!
|Posted on June 19, 2020 at 4:55 PM||comments (0)|
Cris-Cross Marketing is one of the latest feature in MIKAL SEVEN software and one of the BIGGEST revenue builders!
Imagine having your system send directed e-mail and texts to all clients who come to you for one service but not for another.
How many times do you hear that clients come in for haircuts but not for manicures? Or come in for spa services but not for hair services? Or get services but not retail?
Now with Xris-Xross MIKAL will send automatic offers to these clients each month to get them to experience MORE of your services! This powerful feature can generate an extra $4000.00 per stylist this year. WOW.
Xris-Xross happens automatically.
Xris-Xross only sends the offers to the right clients.
Xris-Xross happens without any different software.
Xris-Xross happens without having to pay revenue share.
The BEST news is..........
Xris-Xross is part of the new 6.95 and SEVEN upgrade that includes 8 other amazing features.
Come to Camp MIKAL and learn how to Xris-Xross Sept 19-21 Cincinnati Airport Wingate hotel $84 single $94 double - free shuttle and wifi
Camp only $ 165 per person - WOW still half price on this web site go to Pricing - Training - Camp and sign up NOW
|Posted on June 1, 2020 at 3:00 PM||comments (16)|
That's right sell giftcards in the SUMMER!
- Do a corporate gift card special call for example flyers. Companies are looking for easy feel good benefits for their employees and you have the perfect solution. Get a client that is in sales and out of work and get them to canvas local businesses with the flyers. Give them 10% on the cards they sell! Use our giftcard option to track this.
- Do DOUBLE POINTS on Mon-Wed to keep the business going through the summer. Do an e-mail to all clients who have been in on a discount reason code and offer them a DISCOUNT during non-prime times and with staff that needs to build! Use our LOYALTY POINTS PROGRAM to manage this.
- Sell Memberships for Massage, Manicures, Pedicures, or Facials for the summer ONLY - 3 months, 6 services, prepay for a discount or sign up and track with the MIKAL Membership tracking in Accounts Receivalbe with automatic billing to client credit cards.
Be proactive – June is HERE!
Book Camp MIKAL NOW and use the $100 software option coupon NOW to get Membership Billing or Gift Card tracking!
Call us 513-528-5100 [email protected] Have you upgraded to SEVEN? Java based, GUI, Elegant, Easy, Fast...call for a
|Posted on May 12, 2020 at 12:25 AM||comments (8)|
Make sure your Appointment Reminders and confirmations spell out your new Safe Services policies. As we prepare to ReOpen lets make sure we have the emarketing, signage, scripting, and staff all on board for safe and smart operations.
Here is an example of the Appointment confirmation/reminder message.
THE STAFF AT MIKAL SALON & SPA WOULD LIKE TO REMIND YOU OF YOUR APPOINTMENT.....
We have a new Safe Services policy. Please help us create a safe place for you to enjoy your services. When you are parked in our lot please call the front desk and tell them you have arrived. Your stylist will sanitize their station and prepare for your service. Please do not come into the salon until the front desk tells you your stylist is ready and waiting for you at our front door. Please wear a mask and if you like gloves and eye protection. It will not hamper our performance of your service. If you do not have a mask one will be provided that you can take with you after the service. We will also check your temperature at the door. Our staff gets a temperature check 3x a day for your safety. If you have a high temperature your service will have to be rebooked. If you do not wish to pay after the service you can give us your credit card information before or during the service and on completion of your visit you can simply exit the salon. Thank you for your cooperation. Your safety and satisfaction are our primary concerns.
Call MIKAL for set up and ReOpening Ideas. You will need to think about opening your book, how EBMA will work, On-Line booking for clients, and other reopening ideas. Also you will need to start a new day and week. There might be a month end and quarter end to do. Check you UpDate log or give us a call. We are available (as always 9am to 9pm Mon-Fri and 9am to 4pm Saturday. Your MIKAL Support Team 513-528-5100 www.mikal.com
|Posted on May 12, 2020 at 12:20 AM||comments (0)|
As we reopen or plan to reopen here are ideas to consider with you Mikal system:
- Staff scheduling: many states are limiting staff and clients in the salons and spas.
Remember that you can have alternate week schedules in MIKAL. Schedule half
The staff for each Saturday and be open 80 hours a week with 2 shifts.
- Automatic Client Service charge: set the system to put a one line service charge on every sale.
System Info, Point of Sale, Auto Service Charges – suggest Flat $ rate, per ticket, credit house account – should not be commissionable
- Appointment reminders/confirms: change the message to reinforce your new policies for masks, etc..
- Campaigns: set up a new ALLCUST list of email clients and a standard campaign to change a few times a week and blast out to keep clients informed. Idea: use ^fname^ and other embedded commands to personalize the emails and text messages!
- Activate the email to assign All Clients credentials to be able to book on-line. Coordinate with MIKAL so you can activate on-line booking in conjunction with your reopening.
- Retail generates 40% profit per dollar and services generate 10% per dollar so…have a BIG sale on retail the month you reopen – sell the shelves empty!
- If you get PPP and want to rehire desk staff have them remote into MIKAL and work from home confirming client text numbers, phone carriers, and email addresses. Note you can use Windows Remote Desktop to set this up so staff can take control of a computer at work from home. There may be a charge to set up this process.
- This is a great time to activate the automatic Up$ell option and have add on services pop up when the clients call or book on line. Get that extra revenue with the influx of clients.
We hope these ideas help. We are here to help you with support 9-9 Mon-Fri and 9-4 Sat.
Also – you could use this down time to upgrade to Mikal SEVEN and open with our new look!
Call us to look into the monthly rental option for our new version, support, on-line booking and Employee mobile app all rolled into one low monthly price. No extra costs – always be updated!
Your MIKAL Support Team
|Posted on May 12, 2020 at 12:15 AM||comments (0)|
Re-Opening ideas from MIKAL
Automatic Add-On Charge for MIKAL Point-of-Sale
Mikal has a feature that allows the automatic add on of a charge on each sale or each service line item on a sale. This charge can be set up as a flat dollar amount or as a percentage of the service/ticket.
Enter a Sale and the Service Charge will appear as an additional line item and also show as a special amount on the payment screen in SIX.
Do you need to clear some gift cards to resell them? You can clear all zero balance gift cards in Mikal. Give us a call for details.
Staff scheduling: many states are limiting staff and clients in the salons and spas. Remember that you can have alternate week schedules in MIKAL. Schedule half the staff for each Saturday and be open 80 hours a week with 2 shifts.
This is a great time to activate the automatic Up$ell option and have add on services pop up When the clients call or book on line. Get that extra revenue with the influx of clients.
Appointment reminders/confirms: change the message to reinforce your new policies for masks, etc..
Campaigns: set up a new ALLCUST list of email clients and a standard campaign to change a few times a week and blast out to keep clients informed. Idea: use ^fname^ and other embedded commands to personalize the emails and text messages!
Activate the email to assign All Clients credentials to be able to book on-line. Coordinate with MIKAL so you can activate on-line booking in conjunction with your reopening.
Retail generates 40% profit per dollar and services generate 10% per dollar so…have a BIG sale on retail the month you reopen – sell the shelves empty!
NOW is the time to upgrade your systems and activate the features in Mikal that will help jump start your business as it Re-Opens. Give us a call to get these features going! 513-528-5100
Please note: if you are on a support contract your calls are FREE – if you have chosen per call you will need a credit card when you call us. One call/charge can handle multiple questions – give us a call!
Stay safe and thank you for your support – your Mikal Team
|Posted on May 10, 2020 at 3:15 PM||comments (1)|
SUMMER Money Making Ideas
Now that 2020 is almost HALF over (can you believe it?) and here in Cincinnati it will be ninty degrees today! (great isn’t it?)
So…..it’s time to get back down to business and get into the business of Summer. Now is the time to crank up the business of beauty.
Here are a couple of ideas to get you and your staff back down to business:
$ Get a staff meeting together and go over these (and your own) promo ideas. See what ideas generate the most excitement and appoint people and set dates for getting the projects going! Introduce JITA the just in time appointment feature of MIKAL to fill the book. Get EMBA for the staff and they can go CRAZY booking all over town on their smart phones.
$ Clean the salon/spa from top to bottom. Paint a few walls and make a few small changes. Move some plants and displays. Decorate for the season!
$ Have everyone get dressed up. I don’t mean formal but every spring people get a little casual. It’s time to change our look and the change should be professional and upscale. Have a staff party to get the excitement going!
$ Get into the Summer colors. Make sure your make up is right for the season and coordinates with your new look! Get the staff together for a make up session and new fashion review.
$ Start your Referral Contest July 1st and end it on October 1st . Pick your prizes, do your precontest mailing/e-mail September 3rd, and get the signs up in the salon/spa. Call us for a free 11 page Referral Contest planning book. How would 50-100 new customers sound in the next 60-90 days?
$ Get your front desk staff to commit to cleaning up the customer data base in the next 60 days. All of your regular customers will be in for the season. Run a list on your MIKAL system of all customers with Invalid addresses. The goal is to verify every customer’s address in the next 60 days. Check on the progress by running the Invalid Addresses report for all Last Visits in the last 7 days each week. The report should be blank every week if the front desk staff is cleaning up the list!
$ Get your Gift Cards on order NOW! Call RACO Card 866-940-4676 for a free sample kit. Order the Gift Card option is MIKAL’s SMS software and ask for our free information pack on promoting gift cards. Gift Cards will make a huge difference in your sales over the old gift certificates. NOTE: beware of companies giving you gift cards for use with their Internet or bank card systems. The costs for the processing of the card every time it is swiped become a huge expense and if a customer loses their card there is no way to cancel that card and charge the balance up on a new card. Call us at MIKAL to make an informed decision. Also revisit a switch in credit card processors. X-Charge and Charge It Pro, our credit card processing partners has a special deal and amazing rates waiting for you to switch!
$ Increase your Nail service prices now at the strart of the summer season. This will give you an additional boost to your income and the customers are coming in for that popular service during the Summer season.
$ Sign up for the Autopilot Marketing system from MIKAL. The business can get hectic. Don’t let your marketing Spring by the wayside. Put it on autopilot, and make sure you stay busy when summer months roll around!
Fred Dengler Come to Camp MIKAL Cincinnati for more ideas Sept. 19-21 with great rates at the Cincinnati Wingate Airport hotel
email us at [email protected]
Website: www.mikal-salon-software.com - sign up for Camp go to Pricing - Training - Camp sign up! Early Birdie only $165 WOW
|Posted on April 20, 2020 at 3:50 PM||comments (3)|
I want to share with you one of the biggest challenges of my career in the beauty business and how I recovered with the knowledge I have gained from you and your team and with our MIKAL software.
In March two employees moved several blocks down to a booth operation. One stylist was the top producer who had seven years with us. The other stylist had been with us for twenty years and was a reliable performer. They accounted for more than $200,000 of gross income.
Our contract was implemented in 2011 so both were excluded. I considered them to be loyal employees. It's the familiar story: both came to us with nothing and we supported them with supplemented education, benefits, and support in their personal lives.
After many tears, I dusted myself off, prayed to God to guide me, and on the way to work a few days after this bombshell I heard these strategies in my head:
I called all the "monthlies" which could be negotiated and did so.
We had recently cut back to bi-weekly payroll which was fortunate.
I used the inventory software to make tough calls on products leaving and staying.
I had a tasteful sign for "SALE" items and devoted about 12 linear vertical feet to that area in a visible area (beside shampoo area)
When distributors challenged me I remained steadfast.
I asked my top producer if she could give me two Saturdays a month. (She said "yes".
I discontinued the housekeeping position in the daytime and hired three new talent salaried stylists over a six month period to perform these duties.
I created retail specials for six week periods and produced framed signage at each station, easel signs, and foam board signs on restroom doors.We used an in-house graphic design software then emailed the product and specs to Kinkos and produced a professional looking sign for a very reasonable price.
I created bundles of all kinds seasonally.
We put small cards with retail promotions in every welcome bag for new clients.
Service Sales Marketing:
I used my MIKAL reporting and appointment book analysis to identify client types:
* 1. Clients who came every 8-10 weeks for haircuts only.
* 2. Clients who came every 4-6 weeks for haircuts.
* 3. Clients who came every 8-10 weeks for color and cut services.
* 4. Clients who came every 4-6 weeks for color and cut services.
* 5. Clients who came regularly for straightening or keratins.
The minute the stylists left on the last day, I began contacting clients by email (with the MIKAL system) or by telephone using the Mikal Last Visit date list if no email address was available and offered the following:
*1. Next haircut is on the house. NOTE: all these offers were for clients who had been to the stylists at least 3 times in the last 12 months. Easy to find and automatically generate with MIKAL. I did not want to give deals to salon or house clients or newer clients who where not yet loyal to the stylists that were exiting!
* 2. Next three cuts are on the house. For non responders to #1
* 3. Next color and cut are OTH.
*4. Next three (3) color and cut OTH. For non responders to #3
* 5. Next keratin or Japanese Str8r OTH.
I personally made calls for up to five hours a day. Over a six month period I continued to place emails and phone calls to clients who had not returned. I personally recommended a stylist(s) for each client.
ALL LOYAL SERVICE PROVIDERS WERE PAID IN FULL FOR SERVICES.
Clients who received one free color and cut received a promotional card to get the next cut and style free with their next color service with any stylist of their choice.
I bought a unique hole punch and used that to punch a business card to create a gift certificate to check against the transactions in the MIKAL sales history.
Departing stylists were frantically texting and calling loyal stylists about what clients were coming in.
Stylists wondered why the departing stylists had so much time to text and call.
Loyal stylists were increasingly busy and verbalized that the departing stylists had made a mistake. They expressed loyalty to our salon.
Clients verbalized to me that they had wanted a change for a time but were reluctant to "hurt" the long time stylist.
Within two months 2/3 of the contacted clients for the 20 year stylist visited. Within 2 months 50% of the contacted clients for the top producer visited.
Clients verbalized to me how much they appreciated my personal attention.
A few clients returned but did not want to take advantage of any offer.
In less than two years, our numbers returned to the March figures.
On March 1, not even two years later, the booth rental salon closed its doors.
We could not have survived this challenge without many years of education and input from your team. We could not have recovered so well without the MIKAL software.
I have learned many painful lessons and maybe they can help another owner.
My dear friend, Fred. One last tid-bit. I paid off the last piece of debt incurred after the walk out and another salon disaster last month. We had borrowed almost a million dollars across a bank, SBA, and SBA loan and paid it off in less than eight years while growing the SECOND location.
Thanks for being a key piece of our success over these decades.
|Posted on March 30, 2020 at 1:30 AM||comments (12)|
2020 is a MESS - We are starting the New Year in MAY!
Don't think New Year's Resolutions, think about your 2020 EVOLUTION
Resolutions don't work. The average person keeps them for less than 2 weeks (remember the gym membership, fruit diet, juicer machine etc…;). So the wheels will fall off the Resolution train.............
Why don't resolutions work? Because it is our human behavior. It is our habit. It is easy. It might even be satisfying. So instead of trying to change behavior why not change the environment, the process, or the system and the behavior will change.
So instead let's EVOLVE!
Let's look at every system and process in our business and figure out how we can make it simpler, faster, better for staff and clients, and of course more profitable.
A few examples:
The front desk is an area of on-going frustration. Turn over of staff, poor client service, down time is not used to clean, organize, do confirmations, and retail and rebooking is not a priority.
So do we resolve to put as much time into the front desk as needed to change these things? Do we clean house and hire new receptionists? Is that our Resolution, to have a Revolution?
Ready to go all Tabitha on the desk?
Or the idea from MIKAL....
How about activating EMBA so the future appointment is booked before the client even comes up to the front desk to check out? The Employee Mobil Booking App lets your staff book the client's next appointment on their smart phone with the client at the end of the service!
How about embedding the Surveymonkey surveys into the automatic new client and reminder emails and texts MIKAL sends out for you for immediate feedback and ideas on what needs to change to improve the client experience?
How about putting in message on hold and call queue option on the phone to auto hold calls if not answered in 2 rings so the front desk can finish sales, rebook, and close retail without interruptions on putting people on hold?
- Support system involves giving the upsell offers in your message on hold.
- Education needs to happen so staff knows how to handle the call queue option.
How about giving a bonus when the receptionist rebooks a client, upsells a service, converts a price call to a booking, and sells NEW retail items to a client? The desk would be rewarded to do the things you want them to do. Sales would increase, retention would go up, and the bonus would increase wages so they would not leave over a fifty cent pay increase from a company down the street.
- Support system involves setting spiffs for rebooks, upsells, add on sales in MIKAL.
- Education needs to have scripting in place to deliver the offers.
- Support system needs to give clients loyalty points for rebooking automatically.
How about setting up the receptionist goals so every week they get a report on how they are doing compared to your expectations?
If the present desk staff can't embrace these positive steps how about hiring people that are going to embrace your systems?
So we Evolve with changes to the systems and the process allowing the people to change their behavior. You can manage the process instead of the people.
Why not do this for other areas?
Retailing - what can be changed to make retail easy?
Professional inventory- what can be put in place to track and fine tune inventory?
Stylist behaviors - what can be put in place to reward positive behaviors?
Social marketing - what can be put in place to make it automatic and effective?
Let's think through these areas and enhance the process and systems.
Come to Camp MIKAL Cincinnati Sept. 19-21 and brainstorm these areas - make a plan - make the changes.....
There are 25 "slots" left for the seminar.
Call and register now 513-528-5100 or go to the Pricing and Training Services tab and sign up for CAMP! MIKAL Salon Software