Professional Skin Care
Want to increase retail sales at your spa? A well-designed retail area does more than sell products—it helps clients bring the benefits of their treatments into everyday life.
The challenge is that your retail layout can either boost sales or miss chances to connect with clients. The good news: with a few focused strategies, you can turn your retail space into a place that improves the client experience and increases revenue. Whether you run a luxury resort spa, a busy day spa, or a small esthetics studio, this guide covers four key areas to focus on.
Designing a Retail Area: Key Principles
Selling well is about more than great products; it’s about how you present them. From large retail zones to compact or multi-use spaces, every choice—product placement, display layout and merchandising—affects sales. Here’s how to approach each part thoughtfully:
1. Make the Most of Every Inch
Every bit of space should serve a purpose. Small details add up, making the area more attractive and easier to shop.
– Small spaces: Use vertical shelving, compact displays and simple layouts to avoid clutter. Feature bestsellers and seasonal picks so clients can quickly find what matters.
– Large spaces: Create clear paths and focal displays to guide clients. Use signage, product info and lighting to highlight featured items.
2. Map the Client Journey
Place merchandising where clients naturally pause—reception, treatment exits or lounge areas—to encourage interaction.
Tell a story with your displays by grouping items by theme or solution, like “Hydration Heroes” or “Glow Boosters.” Keep displays well stocked (at least three deep) to show popularity and availability—full shelves suggest a healthy, trusted business.
3. Match Your Strategy to Your Business Model
Let your spa’s style guide your merchandising choices:
– High-traffic day spas: Use bold displays that prompt quick buys. Put promotions and clear signage near checkout to boost order size.
– Luxury resort spas: Keep displays minimal and curated to match a calm, premium vibe. Feature high-end items like serums and gift sets.
– Solo estheticians: Prioritize function and dual-purpose setups. Focus on a small selection of hero products tied to your treatments—multifunctional items work best.
4. Design for Your Goals
Let your primary goals shape the retail design.
– Revenue growth: Use eye-catching displays and signs for top-selling items.
– Relaxation-focused spaces: Blend subtle displays into the calming atmosphere.
– Combination spaces: Separate retail from relaxation zones so each works well without disrupting the other.
Nine Essential Merchandising Practices for Spas
Merchandising helps clients trust your recommendations and makes home care part of the treatment experience. These nine practices keep your displays intentional and effective.
1. Every Product Should Have a Purpose
Curate with intention. Feature bestsellers, seasonal items and products tied to popular treatments. Keep variety but stay organized—stock items at least three deep to show demand and ensure availability.
2. Displays Should Educate and Inspire
Use themes like “Winter Hydration” or “Glow Boosting” to make connections. Add simple signs or shelf talkers that explain benefits and how to use products.
3. Make Buying Easy for Every Client
Place displays where clients will see them—near reception or treatment exits. Train staff to recommend products naturally during check-in, treatment or checkout. Well-stocked displays encourage purchases by signaling popularity.
4. Match Space Design to Function
Design retail around your spa type. Day spas need bold, high-traffic displays; luxury spas benefit from understated, elegant setups; solo estheticians should highlight a curated set of products linked to services.
5. Testers Are Essential
Let clients try products. Keep testers clean, clearly labeled and placed near educational signage or promotions.
6. Keep It Simple
Avoid clutter. Use clean layouts, consistent color schemes and clear groupings. Balance a premium feel with a stocked look so clients see depth and choice without feeling overwhelmed.
7. Use Seasonal and Promotional Pushes
Rotate displays for seasonal needs—hydrating masks in winter, sunscreen in summer. Use limited-time promotions to create urgency.
8. Train and Educate Your Team
Staff knowledge and enthusiasm drive sales. Offer regular product training, teach personalized recommendation techniques, and encourage team members to use products so they can share real experiences.
9. Highlight Top Sellers, Award Winners and Staff Picks
Build trust by showcasing bestsellers, award-winning items and staff favorites with clear labels like “Staff Pick” or “Client Favorite.” A dedicated section for these helps guide choices.
Start using these strategies in your spa and see how they work for you. Want to grow your business further? Learn how to become an Eminence Organics Spa Partner here.