IST | April 2024 Digital Edition

Time to Up Your Game

DearReaders,

There are so many reasons why this is a great time of year; one of the best is the annual awakening of seasonal salon tanners! Operators in nearly every state can count on people to head for their local tanning facilities seeking the services that get their skin bronzed and ready for warm weather wardrobes, vacations and special occasions.

So, it should be obvious that this is definitely the time when you need to have a solid employee team in place. Business owners everywhere are struggling to find and keep reliable staff; as if you don’t already have enough challenges! This month, Devoted Creations’ Lisa Saavedra offers tips for recruiting top-tier employees, not just warm bodies to cover shifts. Read “Notes from the Road” on pg. 36.

To succeed in the competitive beauty and wellness industry, you need to count on a well-trained team that can offer every salon guest a superior tanning experience – especially brand new tanners. It’s imperative that everyone is on the same page, ready to answer questions with factual information and instill trust in not only your facility, but also in you as the operator. For over a decade, salon owners have been elevating their professionalism with Sun is Life® Salon Operator Training & Certification – one such business is highlighted as our “Salon of Distinction” on pg.16-18. Your salon could be next! Not only will you have a more confident and knowledgeable team, but your business could be featured in a national magazine! Sun is Life is effective, engaging and super-affordable. I invite you to visit sunislife.com today (it’s new and improved!) and check it out.

There are other great resources for staff training – reach out to your distributor partner (see pg. 63) and favorite lotion maker for information about other available opportunities. Not everyone is born with a talent for sales. Product experts from these companies can provide training that can turn your staff into lotion-selling machines! Alex Zeedyk of Devoted Creations offers some tips for spring lotion sales in her “Trending @DC” column on pg. 38.

‘Tis the season, everyone … I hope your sunbeds and spray-tan booths are humming and your registers are ringing!

Thanksforreading!

Vince Lorraine, Publisher

If there’s something you’d like to see in your IST, please email vince@istmagazine.com.

Congratulations

Megan!

DEVOTED CREATIONS’ NATIONAL TRAINER WEDS

OLDSMAR, FL – Devoted Creations recently shared happy news with IST Magazine: National Sales Trainer Megan Racine married David Edwards on February 24.

On a beautiful afternoon, 75 friends and family gathered at Drexel Farm in Land O’ Lakes, FL to witness the outdoor nuptials, which began as Megan’s dad Mike Racine walked her down the aisle. The guests in attendance included her relatives from California, as well as longtime family friends Joe, Deborah, Harry and Sophie who traveled from the UK to take part in her special day. While her grandparents were unable to attend, Megan kept them close at heart by wearing an opal and diamond bracelet they

gave to her on her 16th birthday.

For her wedding, Megan wore a sparkling beaded ball gown from Essence of Australia. The dress style she chose ultimately caused a small issue with the ceremony, she recalled. “We originally chose a spot on the property where two rows of trees created an ‘aisle’ we thought would be so nice – until I realized the skirt of my dress was too big to fit through it!” Megan noted that a slight adjustment in the plan also improved the ceremony photo ops.

At the backyard-style cocktail hour and reception, guests enjoyed food provided by Tampa, FL-based mobile restaurant Liberty Smokehouse. “The owner/chef is a military

veteran who went to culinary school in France and continues to help other struggling veterans,” Megan said. As the wedding celebration continued with country music and line dancing, more delicious food kept the partiers energized. “We had an amazing tater tot bar as a late night snack!” Megan added. Guests also enjoyed a cigar bar that included custom-labeled cigars and matchbooks as party favors.

Megan and David became engaged to marry on December 23, 2022. They first met in the summer of 2019, but have different accounts of how it happened. “David says we met in August at Dallas Bull (a country dance bar) in Tampa when we hung out afterward at Denny’s with a group of friends,” Megan says. “In my version, we met in July while tailgating before a Dierks Bentley concert in Tampa. I was walking with a group when this guy (David) shouted to my friend who responded, ‘David! This is my friend, Megan!’ For the record, my future husband was dressed in a wig, a cutoff shirt, jorts and cowboy boots, and carrying a Tupperware container full of Vodka Gummy Bears.”

After considering a few other ideas for a honeymoon, Megan and David are planning a trip to Argentina. “I am so excited!” Megan shares. “One day, Buenos Aires became a topic of conversation and we officially chose it. We plan to go at the end of May.”

The newlyweds reside in Lutz, FL. David is employed by Overhead Door Company of Tampa Bay and Megan has been on the team at industry-leading product provider Devoted Creations since 2020. ■

SUNLESS INC.

STEPS INTO BEAUTY MERGING SCIENCE & TECHNOLOGY TO CREATE WELLFIT ™

AN EFFORTLESS FULL-BODY SKINCARE EXPERIENCE

CLEVELAND, OH – In early February, Sunless, Inc., the company behind the VersaSpa® skincare spray systems, announced the launch of WELLFIT™, a smarter solution to empower healthy full-body confidence in two minutes or less. WELLFIT offers three unique skincare solutions – HYDRATE, LIFT and RECOVER – as a stand-alone treatment or as an add-on to other wellness services to restore, revive and recover the skin’s health, boasting a difference users can feel and see.

WELLFIT’s unique, first-of-their-kind skincare treatments are delivered in a customized spray system offered at participating VersaSpa Pro fitness clubs and tanning salons. WELLFIT has been previewed at several locations throughout the country. More than 85% of users say they “love the way the treatments make the skin feel.” WELLFIT users who have experienced the treatments have raved about the effects, sharing that their usually dry skin felt baby soft and tighter overall after enjoying their refreshing treatment.

WELLFIT addresses the need for more approachable skin-focused wellness options, with a recent McKinsey & Co. Future of Wellness survey* citing that 50% of U.S. consumers report wellness as a top priority in their lives, with “better skin appearance” sited as an important pillar in their wellness routine. “The launch of WELLFIT skincare solutions brings to life more

than 40 years of skin expertise, combined with smart innovation and technology to produce healthy, glowing skin for all,” said Randy Zeno, Sunless, Inc. CEO. This revolutionary concept combines smart technology with unparalleled skincare options crafted with clinically tested formulas by Sunless’ team of skincare experts.

The solutions feature skin-loving ingredients such as hyaluronic acid, vitamins and essential peptides that provide moisture, strength and a long-lasting glow for healthy-looking skin.

This effortless approach to healthy, radiant skin redefines self-care by simplifying your routine and allowing you to focus on feeling your most confident self. WELLFIT is proven to rejuvenate the senses with the infused scents of sea grass and sage.

THE WELLFIT EXPERIENCE

HYDRATE

QUENCHES THE THIRST SKIN CRAVES.

• Patented Tri-Hydro Boost Complex™ allows skin to soak up all the moisture it desires.

• Active humectants such as glycerin draw moisture deep into the skin, providing immediate suppleness.

• Impacts multiple layers of skin to restore the moisture barrier.

• The refreshing blend improves skin health maximizing long-term skincare performance.

LIFT

DELIVERS ALL THE FIRM PLUMPNESS SKIN DESIRES.

• Features a powerful, collagen-boosting C-Lift Peptide Complex™ with vitamins and essential peptides.

• Helps replenish and restore collagen levels, making skin look instantly smoother, healthier, plumper, brighter and younger.

• Reduces the appearance of surface wrinkles and imperfections for the ultimate firming pick me up.

RECOVER

INVIGORATES YOUR SKIN’S HEALTH.

• Crucial electrolytes refuel fatigued skin post activity, providing total body recovery and vital elasticity for skin that bounces back.

• The activated Nitro+Mineral Complex™ features a cooling blend that instantly energizes the skin’s sensations to make it come alive.

• Vital minerals restructure skin’s vibrancy and texture for recovery.

WELLFIT is available at Sunless, Inc. partner locations in the U.S. and is launching at other locations across the globe throughout the year. “WELLFIT will be adding more treatments and skincare products throughout 2024,” Randy Zeno added.

WELLFIT skincare solutions were created to empower on-the-go, active-lifestyle enthusiasts. All solutions can be used as daily treatments, up to three times a week for optimal results. For more info and available locations, visit wellfitskincare.com. ■

AboutSunless/VersaSpa

Sunless Inc. is a leader in spray tanning and skincare technology and the power behind the best-known brands – Mystic Tan, Norvell and VersaSpa – representing more than 18 million spraytans per year, delivered by more than 7,000 salons and professionals worldwide.

• Instagram: @wellfit.skincare

• Facebook: wellfit skincare

*McKinsey Future of Wellness survey, April 2022, n=2000

Kelli Lookabaugh Owner

HOUSE OF TANS Where Tanning Is a Way of Life!

Compiled by Sherron Barden

For this month’s feature, we caught up with busy salon operator, Kelli Lookabaugh. After the first House of Tans opened in April of 2009 in Port Richey, the local family-owned and operated chain quickly grew to include five facilities throughout mid-western Florida. Kelli took some time to tell us about how she has built and maintains her business in the Sunshine State – celebrating 15 years of success this month!

IST: How did you get started in the tanning business?

KL: I grew up in a small Oregon town with not a lot to do, and I would go with my stepmom to the local salon when she tanned. Once I was a little older, I got to tan as well, and loved it! I always looked forward to those few minutes spent at the salon. I knew as a teenager that I wanted to one day have my own tanning business. While I was in college, an opportunity arose to take over a salon that was closing. Mark and I jumped at the chance to fulfill my dream of salon ownership – and the rest is history!

Once the Port Richey facility opened, we quickly built positive brand recognition throughout our community and business

was better than we could have ever expected. We quickly opened another location, and a third shortly after. Within the first five years, we opened five salons! Store No. 5 (in Gainesville) will always be a special location for House of Tans, as we are close to the University of Florida and blessed to be the “Official Tanning Salon” of the UF Cheerleaders and Florida Dazzlers.

IST: What challenges have you faced as a salon owner?

KL: In addition to inflation, a few of the challenges include finding the right staff

Salon Stats

OWNERS

Kelli Lookabaugh & Mark Antonopoulos

YEARS IN BUSINESS: 15

STAFF: 35

UV UNITS: 36

members to fit our team, as well as retaining them long-term. Ideally, all business owners would like to retain staff as long as possible. We do a very thorough interview process to try to find the best people to join us; however, over the last few years it’s definitely become more difficult. Inflation is at an all-time high and has definitely created challenges as our pricing of products, supplies and replacement parts have all increased. We have had to raise our pricing and that has had an impact – of course, nobody likes that! →

SUNLESS/SPRAY UNITS: 6

OTHER SERVICES

• Red Light

• Hydration Station

• Cocoon Wellness Pod

• Massage Chairs

• Teeth-Whitening

• FIT Bodywrap

LOTIONS

• Devoted Creations

Five Star Diamond Salon

SALON SOFTWARE

• Tan-Link

DISTRIBUTOR PARTNER

• Four Seasons

At the Brooksville salon, Taylor McGovern, Brianna McCabe, Kayla Dagostino, Rachel Fuller & Brynn Rogers are ready to recommend the perfect Devoted Creations product.

IST: What do you feel sets House of Tans apart from your competitors?

KL: The guest experience at our salons is a top priority. Our goal is to consistently deliver exceptional experiences to every single person each time they visit any House of Tans. Our staff is trained very thoroughly on the importance of building customer relationships, as well as ensuring they have proper knowledge of all equipment and tanning products we offer so they can give each and every tanner the best experience possible. In addition, we strive to support and give back to all the communities where our salons operate.

IST: How would you describe the atmosphere at House of Tans salons?

KL: We want every guest to feel like they are right at home every time they come in to tan – like friends and family – and think of us as the 20-minute escape and relaxation they need in their busy lives. We want them to keep coming back to us!

“Our goal is to consistently deliver exceptional experiences to every single person each time they visit any House of Tans.”

the flexibility also works great for us. It allows our staff to take their courses and print their certificates immediately after completion. These are all features we hadn’t found prior to Sun is Life, and we are grateful to be able to offer it and prepare all of our employees to work at House of Tans.

IST: What are your goals for House of Tans in the next 1-3 years?

KL: Within the next few years, I plan to expand the UV tanning system mix at our current salons and add more spa equipment at all the facilities. We are also looking to open a couple more locations, as well!

Congrats on 15 years and cheers to 15 more! ■

IST: What was your biggest takeaway from the Sun is Life® Salon Operator Training?

KL: As a salon owner, I love the Sun is Life Training program. It is a very affordable way to certify an entire staff. The courses are easily accessible and

The well-trained team at the Trinity, FL salon includes (Back, L-R) Adelina Rodriguez, Grace Morrison, Abbey Severinsen, Owner Kelli Lookabaugh, Chadee Smith and (Front, L-R) Maija Johnson, Marissa McFarland & Jackie Stassi.

SpringHillHouseofTans teammember,KylieTabor

1.

• pH-Balancing Blend

• Oil-Absorbing Apple Cider Vinegar & Tea Tree Oil

• Glowing Light Enhancer X50 Photoglow™

• Skin-Perfecting Centella CAST™

• Targeted Anti-Aging & Firming

• Color-Balancing Mel[o]stem™

• Hyaluronic Acid

• Marine Bio Retinol

• Tattoo & Color Fade-Protecting

• After-Tan Odor Eliminators

• Pure Bliss Fragrance

MSRP $84.98 12.25oz

2.

• Amplifies Fitness Results

• Full-body Detoxifiers

• Cryo-Slimming Frescolat™ Cooling

• Intenslim™ Fat Burners

• ISO-Slim™ Technology

• Grape Seed & Green Tea Extracts

• AHA Exfoliation Alternative

• May Help Prevent Fat Formation

• Cellulite Fighter & Contouring Agents

• Improves Skin Hydration

• Antioxidants, Vitamins & Nutrients

• Fresh & Clean Scent

MSRP $49 8.5oz

3. Golden Isle

ULTRA-LUMINIZING INSTANT

• DHA-Free Indoor/Outdoor Glistening Natural Bronzer

• Radiant Glowing Gold of Pleasure Oil

• Jamaican Black Castor Oil

• Antioxidant Golden C

• Coconut Milk & Oils

• Raspberry Butter

• Anti-Aging Copper Peptide™

• Coconut Milk

• Hydration-Improving Formula

• Vitamin C & E

• Golden Glow Fragrance MSRP $49.95 11oz

1.

2.

3.

4. H.I.M.™ Surf

• Plateau-Breaking

• Fast-Absorbing, Lightweight Formula

• Electrolyte-Rich Sea Buckthorn Berry & Coconut Water

• Hydrating Mango Butter

• Mel[o]stem™ Color Balancing

• Pore-Refining Blend

• Anti-Reddening & Complexion-Perfecting

• Tattoo & Color Fade-Protecting

• After-Tan Odor Eliminators

• Salty Lime Fragrance

MSRP $34.98 8.5oz

5.

• Gradual Developing Glowing DHA Bronzers

• Hydrating Cocoa & Shea Butters

• Vitamin C-Infused Kakadu Plum Extract

• Antioxidant-Rich Maracuja Oil

• Solarepare MB™

• Pore-Refining Blend

• Hydration-Improving & Tan-Extending Formula

• Coconut Sands Fragrance

MSRP $14.98 8.5oz

6.

• Energetic Triple-Bronzing Formula

• Quad Tyrosine Blend

• Color-Correcting Blend

• Skin-Hydrating Avocado Butter

• Collagen Boosters

• Skin-Firming

• Advanced Matrixyl Synthe 6™

• Oil-Absorbing Black Tea Extracts

• Tattoo & Color-Protecting

• Anti-Aging White Truffle Oil

• Avocado Butter

• Black Citron Fragrance

MSRP $85.95 13.5oz

4.

5.

6.

7. Midtown Brown™

DARK DHA-FREE BROWNING LOTION

• Rapid-Release Natural & Cosmetic Bronzers

• Caramel & Erythrulose

• Coconut Juice-Based Formula

• Hydrating Cocoa & Shea Butters

• Carrot Oil

• Maracuja Oil

• Antioxidant-Rich Green Tea

• Radiance-Boosting Macadamia & Almond Oil

• Creamy Warm Vanilla Fragrance

MSRP $39.95 10oz

8. Solar Saturation™

HIGHLY-CONCENTRATED BROWNING FORMULA

• Electrolyte-Infused Light-Enhancing Optimizer

• Formulated for UV, LED & InfraRed Light

• pH Balancing for optimal light absorption

• Vitality-Boosting Jade & Red Tourmaline

• Anti-Aging GlowPlex™ & Copper Peptide™

• Super-Slimming Technology

• Powerful Probiotics

• 24-Hour Long-Lasting Hydration Blend

• Vegan Collagen Blend

• Tattoo & Color Fade-Protecting

• Tropical Sunfruit Fragrance

MSRP $144 13.5 oz

9. White 2 Bronze™ Butter

WHIPPED GOLDEN TANNING BUTTER

• Bronzer-Free Dark Tanning Formula

• Monoi, Mango, Cocoa, Shea, Carrot & Capuaça Butters

• Vegan Collagen

• Skin-Repairing Copper Peptide™

• After-Tan Odor Eliminators

• Advanced Wrinkle-Fighting Matrixyl™

• Cocoa Cream Fragrance

MSRP $48.98 8.5oz

7.

8.

9.

with ASA Succeeding Federal, State Regulations

THEAmerican Suntanning Association is staying ahead of attempts to over-regulate professional indoor tanning facilities at the state and federal level in 2024. And we’re working with partners worldwide to do so.

ASA has worked with suppliers since 2015 to work constructively with the U.S. Food & Drug Administration on the agency’s proposals to re-tool FDA proposed regulations for sunlamp products. FDA has delayed finalization of those proposed rules a dozen times since 2016, but has most recently called for the rules to be completed this spring.

“As a solution-oriented player in the sun-care field, our work with FDA has been cooperative,” commented ASA Executive Director Joseph Levy. “This professionalism and problem-solving approach are why our efforts have been successful in the state regulatory arena in the past ten years.”

As of press time for this issue, ASA is on the winning side in all eight state legislative issues raised in 2024 without a defeat, using science to convince legislators that our approach to sunburn prevention and parental consent for tanners is the best way to address sun care issues. In the past four years, ASA is 37-0 in state capital issues.

ASA ONCE AGAIN in 2024 has worked to prevent legislative proposals to enact under-21 sunbed restrictions from moving forward anywhere in America.

ASA ONCE AGAIN in 2024 has successfully prevented under-18 sunbed restriction legislation from advancing in several legislatures – gaining bi-partisan support in many states for the scientifically supported position that sunburn prevention is not advanced by restricting access to professional sunbeds.

ASA THIS YEAR once again halted legislative talk to restrict spray tanning services to under-18 clients.

ASA IN 2024 convinced a state regulatory agency to abandon an effort to limit sunbed clients to 1-2 sessions per week.

IN MANY CASES, ASA convinced wouldbe bill sponsors not to even introduce bills after seeing the science that does not support that approach. Some of our victories involved tax bills and other issues.

AND, MORE THAN EVER, ASA’s promotion and defense of the market with policymakers is founded in constructive dialogue that positions tanning professionals as part of the solution in real-world sun care. And never shying away from open discussion with opponents, many of whom still do not fully understand the sun care issue.

“We have blazed a common approach of putting real-world sun care in constructive, scientifically supported terms,” continued Levy, who is also Director of Scientific Affairs. “We can demonstrate that our position is solid scientifically.”

Levy has now traveled to 43 different state capitols on behalf of ASA and ASA partners.

“The best way to keep legislation from getting any traction is to re-dedicate your tanning business to professional practices, sunburn prevention and to be worthy of the path that is being blazed for the tanning market of tomorrow,” Levy said. “And get involved with ASA. We need your support.” ■

As of press time for this issue, ASA is on the winning side in all eight state legislative issues raised in 2024 without a defeat.

AbouttheASA: Founded in 2012, the American Suntanning Association is committed to defending and growing the industry through a detailed and proactive plan directed by an all-salon board and executed by more than two dozen management and consulting team members who specialize in this type of work.

Ensure Your Success Through Employee Security

ByMelissaDamiani

Good employees are one of the most vital keys to the success of your business. What your staff does while on the clock matters, so having a software program that provides you with complete control over their activities is imperative.

In order for your employees to excel and ultimately increase the salon’s revenue, you need to empower them to do their jobs effectively. One important thing to remember is that this can be achieved while also limiting access to sensitive areas of the system.

to certain areas such as a customer’s account ledger balances, or allow staff to view schedules but not manage or edit them. The security options available within your software program should be comprehensive and allow you to place limits on the access you grant.

You may also want to limit access to certain types of information to protect your privacy. This can certainly be achieved if you can restrict admittance to specific areas within your system. For instance, you may find it helpful to allow your manager to create or receive purchase orders, but not have access

Think of the stress that would be lifted from your shoulders by a software program that handles all of your employee security needs!

For example, do you want to give employees the ability to void a transaction when necessary (such as when the manager is on a break), or allow staff to send test times to a bed after re-lamping or to warm them up on a cold winter’s day, but you’re afraid that granting access to such functions will lead to misuse?

As a salon owner, you should have complete control over configuring employee security settings – to include restrictions such as allowing staff to void a transaction, but only on the day that it was processed, or allowing them to send a test time to a bed, but only for a maximum of two minutes. Perhaps you want to provide read-only access

to the salon’s average cost per item. Or, perhaps you want to give staff the ability to generate a drawer figures report at the end of their shift, but don’t want them to have access to run any other financial-type reports. The ability to customize your employees’ security access in this manner is crucial.

A software program that acts as a security guard 24 hours a day, seven days

AbouttheAuthor:

a week will enable you to permit staff to perform activities that are essential to carrying out their normal duties, but provide you with audit logs and reports to monitor such activities at any time.

Salon guests change their names for reasons such as marriage, so you should be able to entrust any employee to update the name on their account, right? Although we hope it never happens, are you fearful that a clever employee could abuse the system by doing something like locating an existing customer within your database who has an active service on their account and changing their first and last names to that of a friend so they can tan for “free”? If you had the ability to monitor the exact details of these types of changes to include previous name, what it was changed to, along with which employee made the change and when, would you be more willing to allow staff to make such a change?

Security is a crucial part of your dayto-day business. Think of the stress that would be lifted from your shoulders by a software program that handles all of your employee security needs – if you don’t already have one in place, consider implementing one today! ■

Melissa Damiani is the Sales Manager of SunLync Software, Inc. a member of the JK-North America group of companies. With the company since 2002, Melissa has served the organization in several capacities, and has extensive knowledge of all aspects required to deliver robust salon management software solutions that are designed to enable measurable growth within its users’ ever-evolving business models. Call Melissa at 866.SUNLYNC x3 or email mdamiani@sunlync.com.

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Get ALL the Answers … with Sun is Life!

ByJoeSchuster

It’sdate night. You worked hard all week and nailed your goals … it’s time to celebrate, and you’ve chosen a restaurant for dinner. You and your (insert: wife, significant other, BFF, family member here) get dressed appropriately and drive to the location. You salivate as you begin to consider the culinary options and, perhaps, the wine selection. Seated at your table, you begin perusing the menu and have a few questions for the server. “I’m thinking about the bone-in ribeye. Can your chef prepare it ‘Pittsburgh’ style?” you ask. Your server leaves to check with the kitchen and quickly returns. “Our chef just started today,” he says. “He has no idea what Pittsburgh style is.” Uh, okay. You pass on the steak and consider pasta. “What about the Fettuccine Alfredo? Is it prepared al dente?” Your waiter replies, “There’s nobody named Al working here.” Exasperated, you go for a glass of the grape. “Bring me a nice cab, please,” you suggest. The server replies, “I’m sorry that you don’t seem to like our restaurant. I can call you a cab, but don’t know if it will be nice or not.” Arrgghh! Are you kidding me?

Such can be the frustration when trying to select goods and services these days with inexperienced help. Now, shift

this concept to a tanning salon business. Having seen the ad you recently placed in the local online newspaper, a mother and her 19-year-old come to your facility. They’d like to try indoor tanning, but mom has a few questions first. “How does the tanning process work?” Your staff replies, “you just lay on the hard plastic and you get a tan.” Huh? Slightly confused, the mother proceeds to say that she’s heard about rising skin cancer rates and asks if it’s caused by tanning indoors. “I’m not sure,” offers your employee. Mom then asks if you can get HIV from laying on that “hard plastic.” Your staff’s response: “I hope not!” I can guarantee that those potential customers will fly out the door a lot faster than they came in.

information on indoor tanning – knowing what to say and what NOT to say when a guest has questions. Answering with confidence prepares your guest for a premium experience each and every visit.

Answering a guest’s questions with confidence prepares them for a premium experience each and every visit.

If you have chosen to be a member of the indoor tanning community and own a salon, you certainly owe it to your staff and guests to offer the best possible experience. It begins with having factual

Sun

Sun is Life® Training & Certification is offered both online and in a classroom version to help you and your staff get where you need to be. Our online version is available 24/7 and designed to allow atyour-pace learning and promote knowledge retention. The classroom session is being offered at some of the industry’s biggest expos (see below) to allow you and your staff to access this info faceto-face in an engaging fashion. Don’t let your team head into the peak season with only a “deer in the headlights” look to offer guests and potential customers who have questions! Give them the tools to succeed with Sun is Life! For more info, visit sunislife.com. ■

Olivier Le Moal / stock.adobe.com

The Power of Potential: Planting the Seeds for Success One

Person at a Time

ByKateZabriskie

“Kendra, I think you are going to do wonderfully at this next task. You have a good idea for detail and that’s exactly what’s required here.”

“Tom, you have a real knack with people and I’d like you to take on a temporary role in account management. I think you will thrive based on what I’ve seen you do with our internal customers.”

“When I was asked to recommend someone to head the new department, I immediately thought of you. You learn quickly, you work hard and you’re good at bringing a team together. These next few months are going to be a heavy lift and I can’t think of anyone else better suited to the task.”

Like gardeners planting seeds, people who spot potential can help others produce results they may never have imagined for themselves. By following a few steps, anyone can learn to see the future success in others.

1. Start with Strengths

Pay attention to what’s special. Everyone has talents and great potential-spotters zero in on those gifts. Is someone organized, great with people, quick to pick up new activities or mechanically inclined?

2. Look in Less Obvious Areas

Once you’ve identified the visible strengths, start looking in less obvious places. You may uncover a hidden talent. An average performer may become exceptional with a little help from the power of suggestion.

3. Stick with Sincerity

It’s one thing to recognize a spark before you see it; it’s another to tell people they’re good at something when there is significant evidence to the contrary. Most people can spot insincerity from a mile away, so it’s important to remain sincere.

4. Identify Opportunities

In addition to recognizing possibility, great potential-spotters are on the lookout for the places where others can shine. They know opportunities come in all shapes and sizes: Sometimes the opportunity is a task or project. Other times, it’s a position or some other responsibility.

5. Bring the Person and the Opportunity

Together in the Right Place

Great potential-spotters understand not only who and what to pair, but how to introduce the opportunity. Sometimes these conversations are casual and other times, they are formal meetings. The type to hold largely depends on the person and the task. And because every circumstance is different, it’s important to be deliberate. If the task is part of routine work, a short conversation held in public may be appropriate. Conversely, when presenting a large project or new position, a formal meeting might be a better option.

6. Connect What & Why

Potential-spotters follow a formula. They recognize a person’s strength, how it fits with the opportunity and why the match makes sense.

“Julie, you’ve always done well with spreadsheets. I think you’d be a good fit for the position that’s opening in inventory management. Their system is similar to what you’ve been working with. In the role, not only would you be able to use what you currently know, but you’d also grow your skillset and open yourself to additional opportunities.”

“Ben, I’ve been watching you work. You know how to follow the SOP and now, I think you’re ready to increase your speed. You’re diligent in your approach to what you do, and your attitude is certainly one of “can do.” I’d like to get you some additional time on the line later today. I know you could be one of our top performers with some practice.”

7. Prepare for a Range of Reactions

People react to potential-spotters in a range of ways. Some embrace what they’re told and look forward to tackling whatever opportunity the spotter highlights. Others get bogged down in self-doubt and

Exceptional potential-spotters keep this in mind. And to the extent they can, they pave the way for success with training, exposure to information, time to practice new skills and other appropriate resources.

Great potential is in everyone and when it’s unleashed, it compounds.

require additional reassurance. And from time to time, the spotter meets with rejection when the person with the potential does not immediately or, for that matter, ever embrace the opportunity. A good potential-spotter is ready for anything.

8. Set the Stage for Success

Sometimes, people with great potential fail because of factors that have nothing to do with the person or the opportunity.

9. Embrace All Results

When people meet with success, potential-spotters acknowledge it, and they’re well on their way toward finding additional opportunities to build on what’s been achieved. On the other hand, when people

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and opportunities don’t come together well, a good potential-spotter takes the situation in stride and finds other avenues for people to thrive.

10. Make Time for Spotting

Potential-spotting can happen organically, but it can happen more often when you set aside time to think about it. Scheduling “spotting time” can yield great results. Great potential is in everyone and when it’s unleashed, it compounds. Success builds success!

Imagine if everyone in your workplace realized even half of his or her potential. What could people achieve alone and together? Probably more than they do now. So, whose potential do you need to spot today? 

Kate Zabriskie is the president of Business Training Works, Inc., a Maryland-based talent development firm. She and her team provide onsite, virtual and online soft-skills training courses and workshops to clients in the United States and internationally. For more information, visit businesstrainingworks.com.

IST has the experts!

Grant Cardone

CARDONEZONE

A New York Times bestselling author, the No. 1 sales trainer in the world, and an internationally renowned speaker on leadership, real estate investing, entrepreneurship, social media and finance. His companies have annual revenues exceeding $100 million. Forbes named Mr. Cardone #1 of the “25 Marketing Influencers to Watch in 2017.” He regularly appears on Fox News, Fox Business, and MSNBC, and writes for Forbes, Success Magazine, Business Insider, CNBC, and Entrepreneur. He urges his followers and clients to make success their duty, responsibility and obligation. He currently resides in South Florida with his wife and two daughters.

Melissa Damiani

SUNLYNC SOFTWARE, INC.

Melissa Damiani is the Sales Manager of SunLync Software, Inc. a member of the JK-North America group of companies. With the company since 2002, Melissa has served the organization in several capacities, and has extensive knowledge of all aspects required to deliver robust salon management software solutions that are designed to enable measurable growth within its users’ ever-evolving business models.

Jerry Deveney

SUNFORCE MARKETING, INC.

Jerry Deveney is the President of SunForce Marketing, Inc. He has been actively involved in the tanning, spa, wellness and fitness industries for more than 30 years. His company provides business analysis and consulting services in the areas of sales, marketing and operations. Jerry has worked in almost every industry sector including salon management, equipment manufacturing and distribution, new product development, regulatory affairs, and sales & marketing.

Gary Lipman

ERGOLINE-UK, ERGOLINE PLUS

In the tanning industry since 1982, Gary is Managing Director of the UK subsidiary of Ergoline, and runs Ergoline Plus, the exclusive distributor for a wide range of sunless products and spray systems. He is also Chairman of the Media Committee for the UK’s Sunbed Association & a European Sunlight Association member.

Lisa Saavedra

DEVOTED CREATIONS

As Director of Brand Development for Devoted Creations’ family of brands, Lisa brings 18 years of industry experience, knowledge and enthusiasm to all aspects of the business, including social media, product development, training, customer relations, public speaking and marketing strategies. Lisa worked at the salon level managing a large chain of salons, which infuses her sales training and brand concepts with real world experience. Lisa has been chosen the IST Magazine “Person of the Year” five times.

Joe Schuster SUN IS LIFE ®

An industry veteran and consultant, Joe has taught salon operator training since 1995 and has served as an advocate for indoor tanning in many capacities. A sought-after speaker and presenter at both national and regional trade events, he also interacts with the FDA, state and local regulatory agencies. Joe is director of Sun is Life Training & Certification.

Alex Zeedyk DEVOTED CREATIONS

A recent University of South Florida grad, Alex holds a degree in Marketing. She started as an intern in 2021 and has since transitioned into the role of Client Relations and Social Media Specialist. With over five years of experience working in salons, she has real-world knowledge that combines with a passion for skincare and products. Alex works closely with the company’s product distribution network and 5 Star Diamond Salons to provide the support they have grown to expect from DC.