INITIATE (How to greet and build rapport with customers)

This is the first impression that the customer will have of our salon. This is the only time to make a first impression. We can not stress enough the importance of making a great 1^st impression. During this greeting you have to establish a number of things. We must establish that we are the experts. Let them know we are a professional tanning salon. Also we must let them know that they are our number 1 priority.

INQUIRE (What are they looking for?)

Have them fill out a tanning questionnaire. WHEN YOU GET BACK THE QUESTIONAIRE – READ IT BEFORE YOU START YOUR TOUR! You may find some of the answers you want on the card.

“What are you tanning for?” (A Vacation? A wedding?)

“ Have you ever used indoor tanning before?”

“Do you tan year round? Or“ Do you want to keep the color after you have it?”

“Do you want to have color for something specific?”

“Where have you tanned before? How was your experience?”

Depending upon their answers will help you determine the best bed for them and program that will get them the best results. My point is you will only know the answers to the questions if you ask them.

INFORM (The tour, explaining all levels and what sets you apart from other tanning salons)

The tour is one of the most important parts of the sales process and many people will just skim right through it and then wonder why they did not make a sale. The definition of a sale is the transfer of enthusiasm. Be energetic and enthusiastic when you are giving a tour J

Along with telling them why your salon is so much better you also need to tell them why your beds are so much better and more effective than the “other tanning salons”. When you take them back up towards the front you should have an idea as to which bed will give them the results that they need (REMEMBER YOU ARE THE EXPERT). So recommend to them the bed you feel would work for them.

INCLUDE (Include, lotion, nutritional and retail products)

We have a wide variety to suit everyone’s needs and skin types. So your recommendation to them will probably be what they end up purchasing. You should ask questions that will help you decide what lotion will suit them the best. Have you ever used a tingle product? Did you like it? Do they have sensitive skin? These questions and others will help you determine the best lotion for them.

We also carry a great line of nutritional supplements. We have a great daily supplement, regardless of whether you want to lose weight or just maintain your weight. We also have great weight loss products such as Thermo E and Fibotane otherwise known as the fat sponge. You have to make them aware you carry these products for future sales.

The other great products we have are these great smelling candles and of course a wide variety of jewelry for any occasion. (Have them smell a candle or two) NOW YOU ARE READY TO SHOW THEM PRICES

INTO THE REGISTER (Close the sale by following these steps to allow goals to be met and higher bonuses achieved)

Always remember that the people walking through your door did not come in to grocery shop, pick out a TV, test drive a car, or order a meal… THEY CAME IN TO TAN. When they tan, they want results and they know there is a cost associated with it.

WHEN GIVING THE PRICE PRESENTATION ALWAYS THINK AND ACT POSITIVE.

ALWAYS GIVE A TOUR OF THE SALON BEFORE YOU TALK PRICE AND PACKAGES.

As you show them the price list ask them which bed they preferred out of the three that you showed them. (Sometimes they may like the bed you suggest but pick out another. (Probably a price issue)

Some rules to keep in mind when selling a package.

1. If a CURRENT client comes in to tan and has no sessions the primary thing you might hear from sales people is “Did you just want to buy a single session today?” The client should be offered the membership or a package, not just a single tan! (This happens far too often)

2. I know we are busy right now but we still have to ask every single client if they have their lotion, and if they say yes, ask to see it. Some of them may be using a lotion designed for outdoor use which will not only give them lousy results but may also damage your acrylics. (Very costly not to ask about their lotion)

3. When explaining memberships the words 1 YEAR, CONTRACT, LOCKED IN AND OTHER NEGATIVE WORDS come out too often and should never be used.

Now that they have committed to a package or membership you need to get them the lotion they need and ring them up.

I hope these tips help your salon flourish through the season.

(Questions & Comments go to www.tanningsource.com or call us at 1-888-737-6527)

Connecting your lamp leads properly!

When you are doing bed maintenance or just bed readings, you sometimes run across things like a lamp that won’t light up in one socket but will in another. Or that ceramic block connector screw that will not loosen or tighten. Other times you find a blackened or scorched wire and ceramic block.

Unfortunately many times these things get pushed under the carpet or ignored for a variety of reasons. Either the employee doesn’t know any better or they choose to take the path of least resistance.

In short these problems, ignored, can cost you valuable lamp life as well as poor performance in your output.

When securing a lamp connection be sure the lead is under the screw. (If you go in too far you will be tightening down on the vinyl coating of your lamp lead.) After you tighten the screw down, gently tug on the lead. If you can pull it out too easily you are not tight enough. (Some people have real problems with this) If the lead is too loose it will arc and cause the lamp to short out, or the ceramic block connector screw to freeze up.

You should always have spare ceramic blocks, Cobalt filters, Blue Timer, Grey Timer, Contactor, and Lamps for repairs. Think about it as the difference between 1 day and 1 hour in down time.

If your ceramic block has a screw frozen or you can’t get your wire out when changing a lamp or doing maintenance, you still have to get the lamp working. In the event that you do not have a spare ceramic block there is a quick temporary fix.

Clip the wire that is stuck and put a yellow & white in the same hole. Leave the other 2 wires alone if their connections are good. Then order your needed blocks from The Source immediately and repair properly ASAP.

Check also that the yellow leads are not burned back up into the canopy. They may be hidden or hard to detect. So trace the wire from the block to the igniter and look for any blackened or frayed wires. If you find a bad lead that is blackened or frayed, strip it back so you can achieve a solid connection.

Always check to see that your wires are clear of the lamp tray so they do not get pinched when you close the tray. A good practice would be to tie them back to keep them out of the way.

(Questions & Comments go to www.tanningsource.com or call us at 1-888-737-6527)

ANOTHER SATISFIED CLIENT

MAKES THE CELSIUS DREAM A REALITY

From: GewBABY7@aol.com

Sent: Wednesday, March 07, 2001 10:01 AM

To: JimB@tanningsource.com

Subject: 20 Minute Tan

“HOLY SH_ _ JIM!”,

We had no idea that the Celsius 7 minute beds would impact our tanning business like it has. We had to double up on our staffing hours, add additional staff and install another dryer thanks to the four Celsius beds we added. Not to mention the money!!!! Last February we grossed $17,600 for our then ten unit tanning salon. Not bad for a Florida tanning salon that has been around for 7 years. With nine 100 watt tanning units and one Ultrabronz in February of 2000.

Well, its the new millennium and we expanded again BUT we brought in four Celsius 7 minute beds in. It's been awesome Jim, all we can say now is "SHOW ME THE MONEY" and indeed you and your company did and then some. Well, the figures are in and February 2001 gross was $24,400 our first month with our four awesome 7 minute Celsius tanning beds. Which is a record month for us. We have never done that gross amount in any month previous.

Thanks for taking our salon to the next level. All the researching we did on your company and 7 minute Celsius beds over the last 2 years has really paid off.

Yours truly,

Matt & Nichole Dukas

20 Minute Tan inc.

Cape Coral Florida

(Questions or comments www.tanningsource.com or call us at 888-737-6527)

What is a CELSIUS TANNERY franchise?

CELSIUS TANNERY is a legal entity that is allowed to sell individuals the privileges to use such items as:

*Name

*Trade Dress

*Business Plan

*Advertising

*Marketing Experience

*Training

Why Franchise?

*It’s a proven system

*Name recognition

*Benefit from quality research and development

*Gain access to trained support personnel

*Quicker return on your investment

*Bankers are more willing to finance franchises than independents

*The franchisee realizes cost savings through bulk purchasing power and mass distribution

*It’s being in business for yourself, but not by yourself

*Franchising has proved to be the most successful way of starting a new business

*Detailed prototype designed floorplans

A Close Look at Our CELSIUS TANNERY Services

*Motivating and Educational instruction

*Training and Professional Guidance

*Management, Sales, and Marketing Training

*Ongoing Administrative and Business Support

What Sets The CELSIUS TANNERY

Apart from Other Salons?

CELSIUS TANNERY Salons Guide to Success:

*Featuring the exclusive sequential tanning system

*Nationally awarded salons

*State of the Art CELSIUS tanning equipment

*Luxurious, spacious, spa like, waiting and retail areas

*Well appointed vanity areas

*Conveniently open 7 days a week

*New daily, weekly, monthly specials

*Various levels of packages and memberships available

*Physical inspections to ensure high standards of cleanliness

*No appointment necessary (may vary by location)

*Dedicated to personalized customer service

*Membership Appreciation Cards

*Educated Staff- ongoing education programs

*We educate our clients

*Professional image

*Salon designed to enhance your tanning experience- great feng shui

*Daily, weekly, and monthly maintenance

*Corporate speakers nationally recognized at Industry Shows

*Salon Design for Start Up or Expansion

*Exceeding Customers Expectations

*Winning Customers & Influencing Sales

*Customer Service & Marketing

Accolades

*Proud members of ITA (Indoor Tanning Association

and The International Smart Tan Network

*#39 on Ingram’s Corporate Report of the 100 fastest

growing Kansas City companies 2000

*Nominated Entrepreneur of the year by Ernst & Young 2000

*Voted one of the Top 25 salons in the nation by

Looking Fit 2000

*Nominated as one of the Top 10 Small Businesses by the

Greater K.C. Chamber of Commerce for 1999 & 2000.

*Voted “Best” of Kansas City by Squire readers and critics

1999 & 2000

For more information & franchise

application or area development agreement, please phone: 1-800-816-8158.

Ask for Mimi Rosenberg,

Corp. Director of Development.

Tour our website at

WWW.CELSIUSTANNERYSALONS.COM

or e-mail us at mimir@celsiustannerysalons.com.

OVERHEATING?

Well, it happens and the results can be very damaging to your bed and to your business. DO NOT just bypass the heat sensor. This can do more damage than you know. The heat sensor is there for a reason. If it turns out to be a faulty heat sensor replace it, do not wire around it. What to check AFTER YOU CHECK TO SEE THAT YOUR A/C IS RUNNING:

1. Check the exhaust boots behind the control panel. (Look for small slits in them. these can be very large when canopy is down)

2. Check to be sure the exhaust hoses are attached in the back of the bed. Also check for pinched exhaust hoses above ceiling.

3. Check the canopy to make sure all screws are in tight.

4. Check the fan drawers to make sure they are closed and screws are tight.

5. If all openings are tight then check your fans to make sure they are running properly.

6. If both fans are getting the proper voltage and running you may have a bad thermal switch (They don’t usually go bad)

Questions or comments call Jim at 800-816-8158)

CLASSIFIED ADS

Tan Source Franchise Supply Carries The Products You Need At Great Prices!!! Www.tanningsource.com

Tan Source’s Explosive Beds

Quality built to last 160w VHR (top & bottom)

Optional face tanners.

Celsius 52 52 Lamp VHR 7 Minute Bed Earn $40,000 to $60,000.00 per year per bed

Celsius 38 38 Lamp VHR 7 Minute Bed Sessions cost you only 28 cents each (Lamp & Elec.)

Celsius 32 32 Lamp VHR 7 Minute Bed

Call for Prices

Transformers

1 KVA, 1 1/2 KVA and 2 KVA Buckbooster (Acme / GE) Call for pricing

Bed Lamps & Parts

Tan Source High Pressure Lamps $110.00each*

(1000 - 1200w 380v) (SEE THIS MONTHS SPECIALS)

Blue Glass filters for High Pressure 818 $ 99.50

Exhaust Boots (internal) high pressure 818 $ 6.00

Mattress Covers $169.00each*

Spongy Grey Air Filters(UB 818 High Pressure) $ 6.90each (FREE with

Blue OR Grey Timers (UB 818 High Pressure) $ 81.00* Lamp Order)

Contactors (UB 818 High Pressure) $109.00

Ceramic Connecting Blocks for 818 High Pressure $ 4.95

Strut for 818 high pressure $ 69.00*

Acrylics 818 high pressure $ 69.00

Lotions

John Abate International Products ……………………. .................25% OFF

Weight Loss Products

ADVOCARE Full Line of Nutritional and Weight Loss Supplements. Our clients get fantastic results and the people getting involved in distributing the products are making some money..... Some of them are making a lot of $$$$. Call us and we’ll tell you how our 17 salons are doing with this great product in retail and wholesale. 1-800-816-8158

Computer Peripheral & Timers

T-Max 3A Timers $ 99.00

T-Max Manager Pro $549.00

Cash Drawers for computer set up Call for pricing!

Receipt Printers For Computer Call for Pricing!

Call for other bed parts & products, there is just not enough room to list them all! Ask for Ginger

THIS MONTHS SPECIALS 1-800-816-8158

Ginger “The LAMP LADY” will gladly help with your lamp and parts order!

*HIGH PRESSURE LAMPS (plus 3 air filters with set) Only $ 95.00

*Strut for 818s Only $ 65.00

*Mattress Covers for 818s Only $139.00

*CELSIUS 52 LAMP ALL VHR BED Only $10,995.00

*Blue & Grey Timers Only $ 75.00