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October 2024 | Volume 28 | Issue 9
IST Magazine ISSN#2329-8545 (USPS 023149) is published monthly by IST Magazine, Inc., 14165 Fenton Rd., Fenton, MI 48430. Canadian Mail Agreement #41971515. Periodicals postage paid at Flint, MI and additional offices. Postmaster: Send address changes to IST Magazine, 14165 Fenton Rd., Fenton, MI 48430. For back issues, inquire for availability. Editorial Correspondence: Address product information and inquiries to: Editorial Department, IST Magazine, 14165 Fenton Rd., Fenton, MI 48430, phone 810.230.1735. To authors, photographers and people featured in this publication: All materials, articles, reports and photos published in this publication are the property of IST Magazine and cannot be used without written permission. The opinions and conclusions recited herein are those of the respective authors and not of IST Magazine. IST Magazine is not responsible for returning unsolicited manuscripts, photos or other materials. Every effort will be made however, to return rejected manuscripts, etc., if they are accompanied by sufficient first-class postage, but the publisher will not be responsible for loss of any such material.
As I write this letter, I’m filled with optimism for our industry’s future. It’s a privilege to be part of this evolving journey as we continue to learn, adapt, and grow together.
My goal is to share what I’ve learned from industry experts and hear from you – the operators, business owners, and salon teams at the heart of what we do. As we shape the next phase of our industry, your input is invaluable.
While studies have highlighted the benefits of both UV- and spray-tanning, we continue to face a stigma. The concept of suntanning is like the debate over tap water vs. filtered water. Just as we choose filtered water for clarity and taste, people come to salons for a sunbed tan’s consistency and controlled environment.
Meanwhile, the sun – nature’s version of “tap water” – has its own appeal but isn’t always reliable or the best choice for everyone. Virtually every American has access to tap water, yet bottled water is a $40 billion-a-year industry! Tap water is much less dangerous than unfiltered sun exposure. We offer a controlled, low-risk option, and that’s crucial in today’s health-conscious society. This analogy highlights the opportunity in the filtered sunlight industry. It also emphasizes the need to communicate our value to a new generation of consumers who are more informed and selective than ever. These consumers seek experiences that align with their values: wellness, convenience and sustainability. Salons must meet those needs.
How do we innovate to attract this new wave of consumers while staying true to our strengths? Part of the answer lies in offering more than just a tan. We must promote the full spectrum of what we provide – skin care benefits, mental wellness and best tanning practices – positioning ourselves as part of a broader lifestyle choice.
This issue of IST Magazine marks a step in that direction. We’re introducing new writers to provide content that resonates with both industry veterans and newcomers. I encourage you to explore this new content and share your thoughts with us. Reader feedback is crucial for improving and staying relevant.
On a personal note, I’ve been reflecting on how to optimize my time and impact as a business owner. Last month, I read Buy Back Your Time by Dan Martell, which explores the importance of focusing on high-value tasks and delegating the rest. Leveraging people and technology to free up my time has been key in scaling my business while maintaining balance. As leaders, we need to focus on what only we can do – vision-setting and driving strategic initiatives – while outsourcing or delegating tasks that don’t require our unique attention.
As tanning business owners, we must focus on enhancing the customer experience, staying ahead of trends and building relationships. Delegating operational tasks and embracing technology improves efficiency and allows us to focus on growth.
As our industry and IST continue to evolve, I’m excited about the possibilities ahead. Let’s continue to innovate, collaborate and grow!
Until next time,
Onyi Odunukwe, Publisher
“I love a good challenge and my position in logistics absolutely delivers them.”
7 Questions with...
Lauren Parker
Logistics Administrator, JK Products & Services
1 What’s something people would never guess about you?
If I had to pick one thing that would surprise people about me, it would be that I have one heck of a tennis serve, and that I love a good dirty martini! (Oops, that’s two things.)
2 Where is the coolest place you’ve traveled?
Thus far, I would say Yellowstone National Park – that place is so amazingly beautiful. Nature always amazes me, and experiencing the true depth of how nature flourishes and operates just blows my mind. The pictures you see of Yellowstone could never express the beauty of what your eyes see. It’s unbelievable!
3 What task do you most often procrastinate about doing?
Laundry is my nemesis! I wait until it’s absolutely necessary before starting that task.
4 What is your most prized possession?
I do not have a most prized possession other than my family –they bring me so much love and joy. My husband, my kids and grandkids are my most valued above all else; I wouldn’t be who I am without them.
5
What does your average weekend look like?
Saturday mornings are for tennis practice; after that, I usually do some shopping and then do things around the house. I enjoy tending to my flowerbeds and love being outdoors.
6
What is the best thing about your job with JK Products?
The best thing is that it is always changing! I never know what I will walk into when I come through the door and that keeps me on my toes. I love a good challenge and my position in logistics absolutely delivers them.
7
If you had a “warning” label, what would it say?
Oh, boy! That is a tough one – there could be so many. I would say that “WARNING: May be more dangerous than appears” would about sum it up.■
COMMITTED TO COMMUNITY
Devoted Creations Celebrates Lisa’s Tanning
TIPTON, IN – Devoted Creations, a renowned global indoor tanning lotion manufacturer, is proud to recognize one of its long-standing partners, Lisa’s Tanning, for their significant contributions and dedication to the Tipton, IN community. This recognition highlights the salon’s ongoing commitment to quality service, customer care and local involvement, all of which have made a lasting impact on the residents of Tipton.
Owned and operated by Megan Pore and her family for 17 years, Lisa’s Tanning has been a staple in Tipton, offering premium tanning services and promoting self-care through a wide range of Devoted Creations’ industry-leading products. The small town salon has consistently demonstrated excellence in delivering a superior tanning experience, providing guests with advanced indoor
tanning lotions and aftercare products, all designed to nourish the skin and enhance their glow.
“We are thrilled to honor Lisa’s Tanning for their dedication not only to providing the best tanning services but also for their deep commitment to the Tipton community,” said Devoted Creations Key Accounts Manager, Megan Edwards. “Their passion for creating a welcoming experience for their customers while giving back to their hometown reflects the values we at Devoted Creations hold dear.”
Over the years, Lisa’s Tanning has been an active participant in local events, charitable initiatives and community development programs with the Boys & Girls Clubs and the Tipton Chamber of Commerce. Megan currently sits on the board for the Boys
& Girls Clubs and is vice president of the board of directors for the Tipton County Chamber of Commerce.
“Giving back is important to me because I grew up here,” said Megan Pore. “I have spent my entire life within the Tipton community. We want to continue to provide those services and continue to grow the community. So, if I can give back and donate time and energy, it is going to help Tipton thrive. Our partnership with Devoted Creations allows us to offer our tanners premium products that keep them coming back.”
By providing top-tier products and ongoing support, Devoted Creations is proud to empower salon owners to offer unparalleled service while giving back to the communities they serve. The company is honored to stand alongside Lisa’s Tanning as a testament to what can be achieved when industry-leading products meet local dedication.
As Lisa’s Tanning continues to thrive, Devoted Creations looks forward to many more years of partnership, helping to enhance the lives of customers and supporting the salon’s efforts in giving back to Tipton.■
About Devoted Creations:
The leading global manufacturer of indoor tanning products, Devoted Creations is recognized for its innovative formulas and dedication to promoting skin health & wellness among a desired bronzed glow. With a passion of empowering individuals to look and feel their best, DC strives to deliver exceptional skincare formulas tailored to meet the diverse needs of its customers.
Tropical Obsession Tanning Salon & Spa | Sebring, FL
This past April, Tropical Obsession hit a major milestone – celebrating five fabulous years in business! Even better? This family-owned salon has been crowned “Best of Highlands - Best Tanning Salon” AND “Best Day Spa” for five years running!
Co-owned by the dynamic mother-daughter duo of Debby Hirsh and
Diana Lynn Walker, the salon has built a devoted fan base of customers who are totally “obsessed” with its exceptional service, friendly vibe and top-notch tanning and skincare products.
Diana, who’s not only a co-owner but also a Norvell Master-Certified spray-tan artist, loves giving people a sun-kissed glow-up. “It’s amazing what
a spray tan can do for your confidence!” she says with a smile.
And it’s no surprise Tropical Obsession shines so bright – Diana has completed the Sun is Life® Salon Operator Training & Certification program created by IST Magazine. Read about Diana’s tanning journey and what customers have to say about their go-to tanning haven. →
(L-R) Mother-Daughter co-owners Debby and Diana hope to open a second tanning salon & spa facility.
Salon Stats
OWNERS
• Diana Lynn Walker & Debby Hirsh
STAFF: 7
UV SYSTEMS: 6
SUNLESS
• Auto Bobooth
• Custom Airbrush
OTHER SERVICES
• Ergoline Beauty Angel
Total Body Enhancement
• POLY Red-Light/Infrared
• Infrared Sauna
• Teeth-Whitening
LOTIONS
• Devoted Creations
• MR International
SALON SOFTWARE
• Tan-Link
DISTRIBUTOR PARTNER
• Devoted Creations
5 Star Diamond Salon
• Heartland
• JK Shop
IST: How did you get started in the tanning business?
DW: Growing up in South Florida and always being by the beach, we never really heard about tanning salons – but when we moved to Central Florida, I took a part-time job at a salon and fell in love with the industry. After a few years of struggling in a position that showed no chance of advancement, I attended a tanning convention where I was mesmerized by Brandon Cardinal (Norvell) demonstrating a custom spray-tan – something that wasn’t offered in the salon where I had been working. I instantly sent a video to my mother, who replied “We should just open our own salon!” By the time I got home from the convention, she had everything ordered for me to begin learning how to do airbrush tans. We both attended the classes and have completed hands-on certification. The rest is history!
again! Through these challenges, Mom and I have always believed that God has a plan and everything happens in HIS time; so, we just follow HIS lead.
IST: How does Tropical Obsession support the Sebring community?
DW: We try to give back as much as we can and support several local events by donating giveaways and door prize items to local nonprofit fundraisers. We often offer discounts to students who are tanning with us to prepare for their special events.
DIANA ASKED SOME TROPICAL OBSESSION TANNERS WHAT MAKES THE SALON SPECIAL. THEY DESCRIBED IT AS CALMING, RELAXING, REJUVENATING AND WELCOMING. HERE’S MORE OF WHAT THEY HAD TO SAY:
“I love the inside look of the salon. It is professionally designed with all the amazing products and the decor is stunning with the color scheme and lighting. The tanning booths are immaculate and clean along with a great selection. The staff is very professional, engaging and knowledgeable! #1 in Florida to me!!”
– Robin Ward
“The salon is relaxing, welcoming and warm. Beds are amazing! Diana and Debby are what keep me coming back – I would never go anywhere else.”
– Denise Martin
“I love the purple lighting – very calming! The ambiance is super-relaxing and modern. The cleanest and most diverse salon in Highlands County!”
–Melissa Watson
“It’s fun, relaxing and organized! You can get in and out if you need to OR you can stay and chat and laugh. It’s a tropical therapy session when you need it.”
– Nancy DuVall
IST: What challenges have you faced as a salon owner?
DW: After doing all the salon buildout ourselves, we were set to open the doors when COVID hit, and weren’t allowed to open for two months – that was tough. But, we used the time to sell hand sanitizer, tanning lotions and self-tanners curbside, which also gave us time to promote, educate and bond with our community. After four years of being open, our building was sold and we were forced to move and build
IST: What was your biggest takeaway from the Sun is Life Salon Operator Training?
DW: We have the advantage of living in a small town community, so we like to provide that good, ol’ “Southern hometown” feel and make our guests feel comfortable while we provide personalized, one-on-one attention. We have formed friendships with our guests and treat everyone as if it’s their first time walking through our door. The Sun
is Life Training provides the knowledge needed to educate them and promote responsible tanning practices, including appropriate session times customized to their skin type. We want them to reach their tan goals!
IST: What are your goals for Tropical Obsession in the next 1-3 years?
DW: Mom and I plan to keep glowing and hopefully growing by possibly opening a second facility! ■
Team Tropical Obsession includes Tanning Consultants Kiya Pointer-Martin (left), Cori McClelland (center) & Jayla Belle Hirsh.
1. Vault NEW
SUPER ENCAPSULATED DHA BRONZER
• Extreme Cosmetic & Natural Bronzers
• Raspberry Ketone Erythrulose Compound
• Auto-Darkening Complex
• SymBronze® Green Color Enhancer
• Powerful Amino Acids
• Anti-Aging GlowPlex™ & Copper Peptides
• Potent Probiotics
• Skin-Toning Flavoslim™
• Super-Slimming Technology
• Powerful Probiotics
• 24-Hour Long-Lasting Hydration Blend
• Vegan Collagen Blend
• Skin Perfecting Forslean™
• Ingredient Locking Technology
• Anti-Orange Technology
• Tattoo & Color Fade Protecting
• Chromatic Cream Fragrance
MSRP $163 13.5OZ
2. Collagenetics Illuminate Beauty Balm NEW
NUTRIENT-RICH REPLENISHING HYDRATOR
• Post-Light Hydrator
• Multiple pH Stabilizers
• Skin-Tightening & Firming Ingredients
• Power Packed Peptide Complex
• Vegan Collagen Infused
• Light-Enhancing X50 Photoglow™
• Hydrating Hyaluronic Acid
• Sculpting & Lifting Skin-Perfecting Agents
• Ingredient Locking Technology
• Blemish & Irritation Combating
• Youth-Boosting Blueberry Extracts
• Complexion Brightening
• Multiple Skin-Softening Butters
• Purity Fragrance
MSRP $24.98 18.25OZ
3. Coco Creamsicle™
NEW CREAMY SOFT ULTRA-HYDRATING BODY MOISTURIZER
• Moisture-Rich Brazilian Bacuri Butter
• Soothing Maracuja Oil
• Amino Acid-Infused Copper Peptides
• Prebiotic Hibiscus Extracts
• Vitamin-Infused Essential Orange Oil
• Moisture Magnet Hyaluronic Acid
• Toning Caffeine Extracts
• Tattoo & Color-Prolonging Technology
• Coco Creamsicle Fragrance
MSRP $26.98 18.25OZ
4. Loyalty NEW
• Black Bronzing DHA, Natural & Cosmetic Bronzers
• Glassy Skin Enhance
• CC Crème Formula
• Detoxifying Charcoal
• Collagen Enhancers
• Cellulite Fighting
• Skin Perfecting Bakuchiol
• Anti-aging & Firming
• Melanin Stimulators
• Tattoo & Color Fade Protectors
• Body Fit™ Technology
• Black Amethyst Fragrance
$144 13.5oz
5. Salty Lime Slushie NEW
• Color Extending Moisture Lock Technology
• Electrolyte Rich Cactus Water
• Ultra-Hydrating Agave
• Skin Softening Mango Butter
• Skin Calming Calendula Extracts
• Ceramide Complex
• Pore Tightening Sea Salt
• Super Smoothing Coconut Oils
• Toning Caffeine Extracts
• Detoxifying Avocado Extracts
• Tattoo & Color Prolonging Technology
• Salty Lime Slushie Fragrance
Cactus
• Low Levels of DHA + High Levels of Natural Bronzers
Leaving your comfort zone and fear of change can be enough for anyone to be hesitant to take any sort of action, even if certain changes will be of great long-term benefit to your business. Not knowing what to expect often causes fear in the best of us. If you’re considering implementing a new salon operation software program, having information readily
available on such a change will help to minimize your apprehension.
Knowing what the new system will achieve for your salon will aid you in making the right decision. Jotting down a list of items that are important to you in a software product will be especially helpful. For example, are you looking for a total salon management system? Is a stable program
that is easy to use of priority to you and your staff? Do you want the ability to manage your business remotely as needed? When evaluating different software companies, it’s a good idea to have a list of wants and needs prepared beforehand.
Aside from a program’s features and functionality, there are many other things to consider prior to making a switch. The
Andrii Symonenko
WHEN EVALUATING DIFFERENT SOFTWARE COMPANIES,
IT’S A GOOD IDEA TO HAVE A LIST OF WANTS AND NEEDS PREPARED BEFOREHAND.
time of year when you implement a new software system is imperative, as doing so during your salon’s busier times of the year may not be the best choice if you are already somewhat apprehensive about making a change. That being said, fall is a perfect time of year to implement software!
Another factor to consider is the services that the software vendor provides – will you have a dedicated project manager who will oversee the entire process, while following a detailed project plan? Is training on the system provided, and is the training methodology based on your specific business model to ensure that configuration is accurate and that you are getting the most out of the program (or are you left to figure it all out on your own)? Are you currently using a software program? If so, will you require a data conversion and does the software vendor offer this service? These are all important questions to ask upfront, as making an informed decision will help minimize your anxiety about the change.
Once you’ve decided on the right program, to ensure a successful software implementation you will want to make sure you are readily available throughout the entire process (or choose a member of your staff who has a solid comprehension of your business model and whom you can entrust
with this type of responsibility). In the beginning stages of your implementation, an understanding of the project scope and diligent planning are key.
Your project manager will provide guidance on the areas of the implementation in which you might want to engage members of your staff. A pilot program is a vital component of any software implementation and can be a very efficient method of training your team to use a new program. Just as you might have been somewhat fearful of making a change, your staff might be too. If you keep them informed and provide them with a platform to familiarize themselves with the system before it’s deployed into a live environment, they will surely be more receptive to the change. Most importantly, this will give you confidence that your staff exude professionalism on the day of “go live” to the point where they are so cool and collected, it’s completely transparent to your customers that you have a new system in place.
Asking the right questions upfront and ensuring that the software vendor of your choice provides implementation services to support you throughout the process will ease your mind and allow you to take comfort in knowing that the time to make a change is NOW! ■
About the Author:
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.
Prepare Now, Profit Later
By Lisa Saavedra
Nokidding: Holiday Season is almost here!
I know it seems crazy to think about the holidays when we are just getting out of the summer months, but the best way to ensure your holiday season is a profitable one is to prepare in advance and execute your plan. This month, we are going to discuss ways to get your salon, staff and retail product shelves ready for holiday tanners.
Halloween, Thanksgiving and Christmas … Ohh, my! There is a big holiday at the end of each month for the rest of the year. In preparing for these events, I am going to give you examples of how to make these very successful selling times in your salon.
PRODUCT BUNDLING
This is an awesome way to introduce your guests to add-on products. During the holiday months, most lotion manufacturers offer some kind of BOGO items or bag deals which incentivize tanners to buy lotion and aftercare products together. These are great items to bring into your salons for many reasons. First, you are teaching your tanners about the importance of using aftercare and facial tanning products, as well as periodically switching up their lotion type. Second, they also feel that they are getting a good deal. When products are bundled together at a discount, consumers are always more apt to purchase because they feel there is more value, which is why you see a rise in “kits” and “value packages” this time of year from most big-box beauty retailers.
GIFT BUNDLING
Your salon guests are buying holiday gifts for their family and friends; this is inevitable. Why not capture some of that revenue? A lot of people start shopping early, which is why I suggest getting your bundle deals and holiday promotions out there on display sooner rather than later. Offer these bundled lotion packages with gift cards for a set price. This makes for an easy gift because the recipient gets something to open and you will get a new customer!
To
increase in-store foot
tra
c, your holiday deals should be promoted both in-store and on your social media platforms.
Don’t forget to reward your customers – offer a free session upgrade or $10 credit for each bundle package or gift card your current members purchase. What an easy way to generate sales: you reward them for shopping with you!
STOCK & DISPLAYS
This is the biggest mistake I see in holiday preparation: not having enough
products on hand. Pick the bundle kits you want to offer and order an appropriate amount. Making sure you don’t run out will ensure more sales. Also – if your customers don’t know what a great deal it is, then they won’t be as likely to purchase it. Create a reception counter display for the bag or box deal and frame a festive sign to place next to it explaining what comes in the kit and how much of a value it is. To increase in-store foot traffic, your holiday deals should also be promoted on your social media platforms.
Whatever special packages and holiday deals you decide to offer, make sure your staff is educated about the products and prepared to promote them, including the value of these deals. Happy Holiday Selling! ■
About the Author:
As Director of Brand Development for Devoted Creations’ family of brands, Lisa brings 20+ 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.
There’s good news, and then there’s REALLY good news!
By Gary Lipman
Sometimes, when you are least expecting it, the sun shines down on us in a most unexpected way.
In recent months, there has been a revived pressure on our industry in Ireland, with politicians from the main political parties publicly calling for, or stating they would support, a tanning bed ban. You will, of course, not be surprised to learn that the claims being made to support the call are based upon the usual outdated and flawed research and subsequently inaccurate and misleading conclusions.
We have, however, been at this point before – indeed just a few years ago. As such, we have already put into action a consulted, effective and robust strategy, which we are confident will reposition the
mindset and help deliver a change to the hitherto biassed narrative about responsible sunbed use in Ireland.
I expect you are wondering where a “ray of sunshine” fits into this scenario. So, let me explain. In the midst of our planning and strategising, the University of Edinburgh, which is internationally highly regarded for its research, published a new study that irrefutably verifies a fact we have all known for many a year: tanning bed use is good for you!
According to this new study, UV exposure, most especially including tanning bed use, has health benefits including lower mortality rates for cancer and heart disease. This is, without exception, the best piece of news our industry has had for a very long
time! Of course, the tanning bed industry globally should welcome this study, not least because it exemplifies the necessity for public health messaging about responsible UV exposure, and in particular responsible tanning bed use, to be urgently reviewed in the context of full-body health.
For far too long, outdated, flawed and inaccurate data has been repeatedly used in an attempt to vilify tanning bed use. Now the narrative must change. This new study provides compelling and significant evidence that people who use tanning beds are at a lower risk of cancer and heart disease mortality than those who do not use tanning beds. Heart disease is the biggest killer worldwide and anything that can reduce mortality and indeed is
far cheaper to administer than bespoke medication, should in my opinion be implemented as a matter of urgency.
As members of the professional tanning bed industry, we are very aware of the various studies over the years that provided evidence to rebut the common anti-tanning bed mantras, yet these continued to be ignored. The publication of the University of Edinburgh study surely delivers a very clear signal that now is the time to change the narrative about responsible tanning bed use.
Of course, our industry is about delivering a cosmetic tan for those able to tan in a professional and responsible environment, and we certainly must all continue to advocate responsible exposure to UV, whether
on a tanning bed or in the sunshine.
Interestingly, this study did not receive the media attention that it absolutely would have had if the outcome stated was the reverse. Disappointing, of course; but is further indication of the entrenched views that must be reset. And, yes – we do have our strategy for balancing the scales in this regard, as well.
A ray of sunshine, indeed! And one that we will ensure every stakeholder, policy maker and government official is aware of.
We certainly must all continue to advocate responsible exposure to UV, whether on a tanning bed or in the sunshine.
How the anti-tanning bed lobby attempts to brush this study under the carpet, only time will tell; but one thing is for sure: our industry needs to use its media content wisely and constructively. ■
For anyone interested in reading the study, you can download it at the following link: https://www.sciencedirect.com/science/ article/pii/S1353829224001564
About the Author:
In the tanning industry since 1982, Gary Lipman is Managing Director of the UK subsidary of Ergoline, and runs Ergoline Plus, the exclusive distributor for a wide range of sunless products & spray systems. He is also Chairman of the UK’s Sunbed Association & a European Sunlight Association member.
You and your sta must do everything possible to ensure your guests are protecting their eyes.
Vanity or Vision?
By Joe Schuster
After taking a break from salon tanning during the summer, one of your loyal customers enters your salon on a cool, early fall day – she’s ready and primed to “get her tan on” again in a sunbed! Pleasantries are exchanged and a hearty “welcome back” is delivered. The customer’s account is verified in good standing on the computer, the result of purchasing an annual package a few months ago. Grinning with anticipation, she turns to stroll down the hallway to her favorite tanning room. As she turns, you ask if she has her FDA-compliant protective eyewear with her. She laughs and exclaims, “Of course!” You then ask her to show you the eyewear to confirm. Does this query create an uncomfortable situation or is it the standard of customer care you regularly enforce?
When teaching a classroom session of our Sun is Life® Salon Operator Training, I usually will ask the trainees what percentage of their salon guests use FDA compliant eyewear. Answers will range from 50%-75% with some even
loudly reporting “100%!” I ask those 100%-ers if they are absolutely certain – they always confirm that they are. I follow with, “How would you be able to confirm, unless you were in the room with them?” Therein lies the dilemma.
It is an FDA (and in many states) requirement per 21 CFR1040.20 that salons provide tanners with compliant eye protection. So, why do many folks gloss over wearing it? Is it discomfort? Are they unconcerned about the possible effects on their vision? Too expensive? Don’t want “raccoon eye” tanlines?
Well, maybe it’s all or some of the aforementioned. But wearing compliant eyewear is not an option and not wearing it can result in cumulative long-term eye damage. Too much unprotected exposure to UVB can damage the cornea of the eye, while too much unprotected exposure to UVA damages the retina.
Simply wearing sunglasses or closing your eyes won’t prevent potential damage. The eyelid only contains a miniscule amount of melanin and the skin is not thick enough to keep the UV
rays from reaching your eyes. Sunglasses typically will not block the amount of UV needed to be protective, nor do they completely shield the eye. Do your guests know these facts?
If a tanner simply chooses not to protect their eyes while tanning, they may not feel that any damage has occurred after one or even several sessions. However, many (including me) usually fall asleep during the session and the eyes may not be completely closed, resulting in a possible corneal burn. When this happens, it may feel as if there are grains of sand in the eye – usually a sign that the surface of the cornea has been burned. Not good!
Remind your salon guests that unprotected exposure of the eye to UV may result in cumulative long-term damage! FDA compliant eyewear must block 99.9% UVB and 99% UVA. From the FDA regulation language:
(4) Protective eyewear. (i) Each sunlamp product shall be accompanied by the number of sets of protective eyewear that is equal to the maximum number of persons that the instructions provided under paragraph (e)(1)(ii) of this section recommend to be exposed simultaneously to radiation from such products.
Some compliant eye protection products may come with elastic straps to keep it firmly in place over the eyes during the tanning session. Did you know that if those straps are removed, the eyewear is no longer FDA-compliant?
In sum, you and your staff must do everything possible (except of course, barging into the tanning rooms to check!) to ensure your guests are aware of the possible consequences if they enjoy their UV session with unprotected eyes.
What’s more important, vanity or vision? ■
Sun is Life® is the industry’s leading tanning salon operator training program. Developed by industry professionals for industry professionals. We offer you and your staff the tools to elevate your team’s level of professionalism, and increase your confidence in both providing and promoting responsible tanning.
IST has the experts!
Grant Cardone
CARDONEZONE
Star of Discovery Channel’s “Undercover Billionaire,” Grant owns and operates seven privately held companies and a private equity real estate firm, Cardone Capital, with a multifamily portfolio of assets under management valued at over $4 billion. He is world’s Top Crowdfunder, raising over $900 million in equity via social media. Known internationally as the leading expert on sales, marketing and scaling businesses, Cardone is a New York Times bestselling author of 11 business books, including The 10X Rule, which led to establishing the 10X Global Movement and the 10X Growth Conference, now the world’s largest business and entrepreneur conference. The online Cardone University, serves over 411,000 individuals and Forbes 100 corporate clients throughout the world. Voted the top Marketing Influencer to watch by Forbes, Cardone uses his massive 15 million + following to give back via his Grant Cardone Foundation, a non-profit dedicated to mentoring underserved, at-risk adolescents in financial literacy, especially those without father figures.
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.
Jack Dumoulin CO-FOUNDER, THE SCHOOL OF HARD KNOCKS
The School of Hard Knocks, a media company that promotes financial literacy and career mentorship on social media by interviewing successful entrepreneurs such as Mark Cuban, Kendra Scott, Gary Vaynerchuk and many more. The company has amassed over 8 million followers and has generatedover 2 Billion organic views across Instagram, Facebook, TikTok & YouTube in just three years. In addition to their media channel, the company also manages and produces social media content for the personal brands and companies of successful entrepreneurs across the U.S. Email schoolofhardknocksinfo@gmail.com.
J.R. Homer FOUNDER, INSTATAN SALONS (PA)
J.R. “The People’s Champ” Homer is the creator/owner of InstaTAN, Namaste Natural Skincare, Island Lover Skincare, Level Tan and The Level Family. He is the creator/admin for the “Tanning Studio Forum” and “Used Tanning Equipment Auction” FB groups. A husband and father of two, Homer was Linebacker of the Decade for Brentwood (PA) High School, an undefeated amateur boxer, and is currently a purple belt in Jiu Jitsu via Steel City Martial Arts.
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.
Dr. Jim Schleckser
FOUNDER, THE CEO PROJECT
Dr. Jim Schleckser helps leaders grow companies. With 30 years of business leadership experience, he has led global organizations in public and private environments across many functional areas. Jim has authored two best-selling books and is quoted in The Wall Street Journal, New York Times, Time magazine, and on National Public Radio. His ideas have been translated into nine languages and he has done business in over 42 countries. Holder of a degree in Chemical Engineering from the University of Delaware and an MBA in Marketing & Finance from the University of Connecticut, Jim also earned a Doctorate in Business Administration at the University of Maryland Global Campus. He serves on multiple for-profit and nonprofit boards, is a Certified Sommelier, avid soccer player and prolific reader. Visit TheCEOProject.com.
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.
Kristin Smithers SUNNY SHORES TANNING & TREASURES
A salon operator in North East, PA since 2019 and an industry professional since 2016, Kristin has studied business and also obtained her diploma from the Photonic Therapy Institute to become a Certified Light Therapist. She is now Board Certified by the Board of Advanced Natural Health Sciences. When not providing services at her wellness spa, Kristin can be found assisting other salon owners in online tanning forums, staying updated on the latest scientific studies supporting light therapy, attending clinics and training required to keep her Board Certification or attending her four kids’ sporting events. Kristin is eager to help shine a light on the illuminating world of light therapy for fellow industry professionals.
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.
