Leaders are investing in training.
Teams care deeply about their guests.
The experience is thoughtful, elevated, and service-driven.

And yet…

Retail results are flat.
Recommendations feel inconsistent.
And even your strongest providers hesitate when it’s time to “sell.”

This isn’t a product problem.
And it’s not a talent problem either.

It’s a disconnection problem.

What I’m Seeing Across the Industry

After more than 40 years working inside spas, salons, resorts, and medspas, I can tell you this:

Today’s teams are not resistant to retail because they don’t understand it.

They’re resistant because it doesn’t feel aligned.

They don’t want to:

• Sound scripted
• Feel pushy
• Break the flow of the service
• Or risk losing trust with their guest

So instead… they stay quiet.

And when that happens, something important is lost.

Because retail—when done correctly—is not about selling.

It’s about completing the service.

The Real Cost of Retail Disconnection

When retail is missing or inconsistent, it impacts more than just revenue.

It affects:

• Guest results (no homecare = no continuity)
• Client retention
• Team confidence
• And your overall brand experience

Your guest leaves without the full solution.
Your team leaves feeling unsure.
And your business leaves money—and loyalty—on the table.

Not because people don’t care.

Because they’ve never been shown a better way.

What Needs to Change (And Why It Matters Now)

The spa industry has evolved.

Your sales approach needs to evolve with it.

Scripts don’t work anymore.
Pressure doesn’t work anymore.
“Just ask at checkout” definitely doesn’t work anymore.

What does work?

A shift in how your team:

• Thinks about retail
• Communicates with intention
• And understands their role as a trusted guide—not a salesperson

This is where transformation happens.

Introducing The Sacred Sales Floor

At ISPA, I’ll be sharing what I call the Seven Sacred Sales Shifts—a framework designed to rebuild retail results from the inside out.

This is not about:

• Memorizing scripts
• Pushing product
• Or adding pressure to your team

It’s about creating a Sacred Sales Culture where:

• Retail feels natural, not forced
• Teams feel confident, not uncomfortable
• And guests receive a complete, elevated experience

Because when retail is aligned with service…

Everything changes.

A Preview of What We’ll Unlock Together at ISPA

During this session, we’ll go deeper into:

• What’s really driving retail resistance in today’s teams
• How fear and self-doubt quietly impact performance
• The mindset shifts that rebuild confidence instantly
• And how to create a consistent, elevated recommendation experience across your entire team

This isn’t just theory.

It’s the work I’ve implemented inside luxury spas, global brands, and high-performing teams for decades.

And it works.

For the Leaders Ready to Shift the Culture

If you’re leading a spa, managing a team, or responsible for performance…

This is your moment to reset the conversation around retail.

Not as a metric.
Not as a pressure point.

But as a core part of the guest experience.

Because the future of spa success isn’t just about service.

It’s about how well your team can:
connect, recommend, and complete the experience.

Join Me at ISPA

If you’ll be attending ISPA, I’d love to see you in the room.

And if you’re not…

This conversation is just getting started.

Because retail isn’t going away.

But the way we approach it?

That’s ready for a transformation.

The post Retail Isn’t Dead—It’s Disconnected (And That’s What I’m Addressing at ISPA) appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

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By Carol Phillips, BeauteeSmarts Global
Part of BeauteeSmarts’ Financial Wellness Series

As beauty professionals and creatives, you pour your heart into your craft—whether it’s styling, artistry, or building your brand. But managing money? That can feel like a whole different challenge. In our Financial Wellness Series, I’m thrilled to sit down with Christine Luken, the Financial Dignity Coach, to explore the financial challenges creatives face and how to overcome them. Christine shared her top seven money mistakes creatives make, along with practical fixes to help you thrive. Join us for her Financial Wellness Webinar Series to dive deeper, and read on for her expert advice.

1. Waiting Until You Have More Money to Manage It

Carol: Christine, I hear from so many beauty pros who say they’ll focus on finances once they’re earning more. Why is this a problem?

Christine: It’s one of the biggest money mistakes creatives make, Carol, is waiting for a bigger paycheck, which only amplifies the chaos when more money arrives. Managing what you have now builds the habits to grow your wealth. Learn where you are right now – learn to manage the Franklins now, and it helps prevent errors with thousands.

How to Fix It: Start today, no matter your income. Create a simple spending plan to track revenue and expenses. Open separate accounts for your business or projects, and review them weekly to ensure clarity.

Financial Wellness Tip: Join Christine in our Financial Wellness Webinar to learn budgeting basics tailored for creatives.
Pro Tip: Christine recommends tools like Monarch Money to simplify tracking.  Follow the link for a 50% off private discount from Christine.

2. Not Having a System to Track Your Money

Carol: What’s another common financial stumble for creatives?

Christine: Flying blind—no budget, no tracking, no idea where money goes—is a recipe for stress. The “hope and vibe” approach isn’t a strategy. It’s a classic money mistake creatives make.

How to Fix It: Download your last three bank statements. Print them out so you can see where your money is going. It’s easier to see it on a letterhead-sized piece of paper than scrolling on your phone.  Choose a tracking tool that suits your style, such as YNAB, EveryDollar, or a spreadsheet. Track income, expenses, and savings goals to align spending with your values.

Financial Wellness Tip: Discover Christine’s favorite budgeting tools in our Financial Wellness Webinar.
Quick Start: Christine suggests spending 10 minutes weekly reviewing transactions.

3. Undervaluing Your Skills and Art

Carol: I know many beauty pros struggle to charge what they’re worth. Why does this happen, and how can they fix it?

Christine: Undercharging or giving too much for free is a painful money mistake for creatives, Carol. If you don’t value your talent, others won’t either, which limits your income and sustainability. Shift your mindset: your creativity deserves fair pay. Research industry rates, consult with peers, and set prices that reflect your experience and impact. Define what you need to make per hour to support your lifestyle.

How to Fix It: Review your pricing and consider raising it by at least the standard cost of living if it seems too low. Test the response and stand firm in your worth.

Financial Wellness Tip: Get Christine’s pricing strategies in our Financial Wellness Webinar.
Action Step: Christine urges you to review your rates this week.

4. Focusing More on Your Credit Score Than Your Net Worth

Carol: Christine, some creatives obsess over their credit score. Is that the proper focus?

Christine: A good credit score is helpful, but focusing on it over your net worth—your assets minus debts—is a mistake. A high score with no savings and heavy debt isn’t progress. Net worth measures real wealth.

How to Fix It: Pay down high-interest debt, save consistently, and invest when possible. Even saving $100 monthly adds up. (which by the way is only $3.33 a day)

Financial Wellness Tip: Learn why net worth matters in our Financial Wellness Webinar. rebates
Resource: Christine points to this Investopedia guide for more on net worth.

5. Not Making Investing for Retirement a Priority

Carol: Retirement can feel far off for beauty pros with unpredictable income. Why should they prioritize it now?

Christine: Delaying retirement planning is a costly money mistake creatives make. The longer you wait, the more difficult it becomes to build a secure future. Start small—open an IRA or Solo 401(k) if self-employed, and set up automatic contributions, even $30 a month ( a dollar a day), to leverage compound interest.

How to Fix It: Explore retirement accounts at Vanguard or Fidelity and start contributing today.

Financial Wellness Tip: Christine shares retirement tips for creatives in our Financial Wellness Webinar.
Next Step: Set up a small automatic transfer to a retirement account this month.

6. Trying to Go It Alone

Carol: Many creatives take pride in their independence. How does that impact their finances?

Christine: Tackling finances solo can keep you stuck, Carol. Thinking you must figure it all out alone is a sneaky money mistake creatives make. Seek support—a financial coach, accountant, or money-savvy friend can transform your financial story without sacrificing control.

How to Fix It: Book a consultation with a coach like me or connect with a trusted advisor to get started.

Financial Wellness Tip: Learn how to build your financial team in our Financial Wellness Webinar.
Get Started: Christine offers free consultations at christineluken.com.

7. Letting Money Stress Run Your Life

Carol: Christine, I’ve seen money stress weigh heavily on beauty pros. How does it affect their lives, and what can they do about it?

Christine: Money stress is a silent money mistake creatives make, Carol. It saps your energy, clouds your creativity, and strains relationships. Constant worry about bills or unpredictable income can lead to burnout or even health issues. The emotional toll is real, but it’s fixable when you address the root causes.

How to Fix It: Take small steps to reduce financial uncertainty. Build an emergency fund, even $500, to ease anxiety. Practice mindful planning to feel in control. And don’t shy away from addressing the emotional side—journal about your money fears or consider speaking with a coach to shift your mindset.

Financial Wellness Tip: Christine will share stress-busting financial strategies in our Financial Wellness Webinar.
Action Step: Christine suggests setting aside $25 this week to start building an emergency fund and feeling more secure.

Your Path to Financial Wellness

Christine’s insights are a game-changer for creatives and beauty professionals looking to take control of their personal finances. BeauteeSmarts’ Financial Wellness Series is here to empower you with expert advice like this. Don’t miss Christine’s Financial Wellness Webinar to dig deeper into these strategies. Your craft and your future deserve a solid financial foundation.

About the Expert: Christine Luken, the Financial Dignity® Coach, has nearly two decades of experience helping thousands increase their net worth and pay off debt. Listen to her podcast, Money is Emotional, for more wisdom.

About the Author: Carol Phillips, Founder & Publisher of BeauteeSmarts Global, is a keynote speaker and beauty industry educator dedicated to empowering professionals through platforms like the BeauteeSmarts Success Academy.

Ready to transform your money story? Register for the Financial Wellness Webinar, contact Christine for coaching, or explore her resources today.

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Oh my, has the sales and marketing landscape changed since September 1992. Back in the 90s, it was drastically easier for a skincare studio to stand out. Way back then estheticians only had to worry about department stores and “pink car ladies.” Of course, this was before the implosion of spas.

  

The post Then & Now: Sales and Marketing appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

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Carol
I thought this story might put a smile on your face. I was meeting with a client last week. After our meeting was over, we were reminiscing about Wichita in the 80’s. I mentioned I worked at CPDS (Carol Phillips DermaSystems) & my client shared this story with me… This woman’s aunt paid for her to get makeup lessons at CPDS. The aunt insisted her niece learn how to apply her make up correctly. She was preteen at the time. I laughed and told her I was most likely down the hall at the time doing a mani/pedi. To think we were that close & connected 20+ years later! She remembers it fondly as one of the happiest times in her life while her aunt was still living. She still has a small eyeshadow pot with your logo on it she refuses to throw out. She also still has some of the makeup brushes her aunt purchased for her; a testimony to the quality of your brushes.

I also was talking with our accountant who is a dear friend and now fellow church member. I told her this story & she laughed. Lynda & her friend Shiela had a bookkeeping biz and she would stop by the salon to drop off documents on occasion or send her mother by. Lynda’s mom has since passed away but was a dear friend too. Again, I told her I was probably down the hall working on a client or even took the docs from her. Until last week, we had never put the story together. Small world!

Have a fantastic day!
Michelle Vogt

______

Michelle, THANK YOU so much for sharing that story with me. I am crying and it’s making it really hard to type. I am humbled that we could touch her life like that and that she remembers all those years ago. It just goes to show you the power of our industry and the long-lasting effect we have.

I have just launched a beauty school training program that teaches esti ( and now cosmo) sales and marketing. They have no idea sitting in school the effect they will have on their client’s life.

I think I still have a book Lynda gave me on how to read financial statements. think we were both NAWBO members in Wichita.

Thank for taking the time to share.
Carol

The post The Lives We Touch appeared first on Carol Phillips BEAUTEESMARTS GLOBAL.

OAKLAND, Calif., July 30, 2018 /PRNewswire/ — The Labor Commissioner’s Office issued more than $1.2 million in wage theft citations to a Temecula nail salon for misclassifying and failing to properly pay 36 workers. An investigation found that the workers at Young’s Nail Spa were not paid an hourly rate and not paid overtime despite working up to 50 hours a week.

“Using misclassification as a business model not only denies workers of their rightful pay, but also gives the employer an unfair advantage over law-abiding businesses,” said Labor Commissioner Julie A. Su. “California law is clear that if employers pay less than the minimum wage, when they are caught they will be responsible for paying not just the wages owed, but an equivalent amount in liquidated damages plus interest.”

The Labor Commissioner’s Office launched its investigation when the Labor and Workforce Development Agency referred the case following notification of a complaint filed through the Private Attorneys General Act. Investigators audited the business records over a 40-month period and determined that 36 workers employed at the salon were paid for each salon service performed instead of the total hours worked. Shifts averaged 9.5 to 10 hours per day but workers were not properly paid for overtime, nor provided proper meal and rest breaks. Young’s Nail Spa also failed to carry valid workers’ compensation insurance coverage during the last three years.

The $1,242,227 citation amount includes $670,040 payable to workers and $572,187 in civil penalties. Of the total due to workers, $126,702 is for minimum wage violations plus $17,375 in interest, $144,076 for liquidated damages, $118,825 for failure to pay overtime, $92,492 for not providing final paychecks as required by law, $87,155 for improperly paid rest periods, $65,312 for not providing proper itemized wage statements, and $18,103 for meal period violations.

The civil penalties include $207,887 for failure to maintain valid workers’ compensation insurance, $160,000 for misclassifying workers as independent contractors, $104,000 for not providing proper wage statements and $100,300 for penalties associated with the wage violations.

Enforcement investigations typically include a payroll audit of the previous three years to determine minimum wage, overtime and other labor law violations, and any payments owed and penalties due are calculated. Civil penalties collected are transferred to the State’s General Fund as required by law.

Required workplace postings on wages, hours and working conditions must be posted in an area frequented by employees where it may be easily read during the workday. Nail salons have a specific posting required for all Barbering and Cosmetology Licensees.

Worker misclassification is the practice of knowingly misclassifying an employee as an independent contractor. It deprives employees of minimum wage and overtime protections, as well as workers’ compensation coverage if injured on the job, and creates an unfair playing field for responsible employers who honor their lawful obligations to their employees. The Labor Commissioner’s Office enforces laws prohibiting the willful misclassification of workers.

When workers are paid less than minimum wage, they are entitled to liquidated damages  that equal the amount of underpaid wages plus interest. If a worker quits, final wages are due within 72 hours of the notice. Waiting time penalties are imposed when the employer intentionally fails to pay all wages due to the employee at the time of separation. This penalty is calculated by taking the employee’s daily rate of pay and multiplying it by the number of days the employee was not paid, up to a maximum of 30 days.

The Division of Labor Standards Enforcement, or the Labor Commissioner’s Office, is the division within the Department of Industrial Relations (DIR) with wide-ranging enforcement responsibilities including adjudicating wage claims, inspecting workplaces for wage and hour violations, investigating retaliation complaints and educating the public on labor laws.

In 2014, Labor Commissioner Su launched the Wage Theft is a Crime multilingual public awareness campaign. The campaign defines wage theft and informs workers of their rights and the resources available to them to recover unpaid wages or report other labor law violations.

Employees with work-related questions or complaints may contact DIR’s Call Center in English or Spanish at 844-LABOR-DIR (844-522-6734).

Members of the press may contact Erika Monterroza or Paola Laverde (510) 286-1161, and are encouraged to subscribe to get email alerts on DIR’s press releases or other departmental updates.

The California Department of Industrial Relations, established in 1927, protects and improves the health, safety, and economic well-being of over 18 million wage earners, and helps their employers comply with state labor laws. DIR is housed within the Labor & Workforce Development Agency. For general inquiries, contact DIR’s Call Center at 844-LABOR-DIR (844-522-6734) for help in locating the appropriate division or program in our department.

https://www.facebook.com/CaliforniaDIR   

https://twitter.com/CA_DIR 

http://www.youtube.com/CaliforniaDIR  

http://www.dir.ca.gov/email/listsub.asp?choice=1

SOURCE California Department of Industrial Relations; California Labor Commissioner’s Office

https://www.prnewswire.com/news-releases/labor-commissioner-cites-nail-salon-1-2-million-for-misclassification-and-wage-theft-of-36-workers-300688627.html

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“We are in the business of beauty. While it is about doing a great facial, soothing massage or speedy waxing, it is still a business that offers these services and products,” said Phillips. “Yet many therapists and owners forget that you have to sell something and that it’s OK to make a profit.”

Phillips, who is known as “The Diva of Retail,” says businesses can underperform by 20% on average. During her keynote speech, Phillips will discuss several tips that everyone can put to work right away to increase sales.

“Face & Body always draws beauty professional who love to learn! One thing that I have experienced over the years as a keynote speaker is that the spa peeps that attend Face & Body are serious about their craft and their business,” Phillips said. “For the first time, Face & Body is offering attendees a keynote on Monday morning and I am thrilled to ‘take care of business’ with everyone there.”

The CEO and founder of BeauteeSmarts, Phillips offers full-service consulting, marketing, branding, service training and sales programs. She has trained and consulted for tops spas such as Miraval, Hilton, Waldorf Astoria, Encore, Wynn, Canyon Ranch Resorts, Sea Island and Elizabeth Arden Red Door Spas. Her unique perspective helps drive sales at every link in the beauty business—from product vendors, distributors, sales represen­tatives, chains, five-star resorts, day spas, medical spas, salons, solopreneurs and schools.

– See more at: http://www.skininc.com/spabusiness/leaders/people/Retail-Diva-will-help-you-drive-sales-at-Face–Body-Northern-California-420402103.html#sthash.MRc6XMnH.dpuf

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Original Post by my buddy Winn Claybaugh on his FaceBook Page

The Good Fortune documentary tells the inspirational life story of Paul Mitchell CEO, John Paul DeJoria. Learn how he has used business to make the world a better place while becoming one of America’s most celebrated entrepreneurs. The film is coming to select theaters this month. We can’t wait to experience it and encourage you to gather your friends and family to see it, too! #PMTS #GoodFortuneMovie

Watch the trailer here: https://www.youtube.com/watch?v=6oxT2rJXBaM

Find out if Good Fortune is coming to a city near you: http://bit.ly/2spE7zS

Carol Note:  Go see this movie.  I don’t care what brand of beauty products you have in your salon, we all need a mega dose of entrepreneurial spirit.  XOXO Carol

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