Beauty Launchpad Magazine

DEC 2018

Beauty Launchpad is everything beauty for salons & stylists! Stay on top of the latest hair style trends and products for hair, skin, makeup and nails. Get hair color ideas, business advice, education tips and beauty industry news.

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Page 36 of 118

34 | BEAUTY LAUNCHPAD | DECEMBER 2018 R etail stubbornly remains a struggle for many salons and stylists. But, like many things in life, it's all about perspective—so how do you fl ip the script on the hair industry's long-ingrained fear of "pushing" product? In Oribe's (@oribe) Journey to Mastery program, students get a better grip on this oft-intimidating topic by learning new ways to approach retail and reviewing time- tested methods that often fall by the wayside. Here, two masterminds behind the program, Joaly Alcala, director of development and education manager, and Thomas Kryzer, director of sales, learning and development, share key techniques for rethinking your retail strategy. The Oribe Journey to Mastery class, Engaging Clients in Retail, discusses common challenges stylists face— think: fear of pushing "pricey" products or dealing with clients who consistently resist retail. Yet, how many of us go shopping for "one thing" and walk out with a full shopping cart? The lesson: It's not about need, but want. "We want to shift the paradigm about how we're thinking—what does need vs. want feel like?" Kryzer details. "You have to create a want for the client. Do you really need a $6 Starbucks coffee? No. It's about creating value—and that happens when stylists educate clients about what a product is, how to use it and why it's so important." And, without question, perceived value also increases via memorable experiences. For example, REthinking Retail Live & Learn/Business Affairs COURTESY OF ORIBE Revamp your retail approach with these paradigm-shifting expert tips gleaned from Oribe's Journey to Mastery program. —TRACY MORIN Thomas Kryzer Joaly Alcala Oribe team members Viktorija Ivinskas and Colleen Murphy practice consultative selling during Journey to Mastery sales training. The Oribe team advises to naturally entice clients toward retail purchase with an inviting presentation. MORE

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