Maximising Profitability: The Power of Retail Sales in Aesthetic Clinics

Why Do Retail Sales Matter in Aesthetic Clinics?

An Aesthetic Clinic Should Realise 20% of Clinic Profit from Retail Sales, Are You?

In the world of aesthetic medicine, treatments and procedures often take centre stage when it comes to revenue generation. However, clinics that overlook retail sales are missing out on a significant opportunity to enhance profitability, improve patient outcomes, and build long-term client relationships. Ideally, retail sales should contribute around 20% of a clinic’s profitability, serving as a high-margin revenue stream that complements clinical services.
By offering carefully selected skincare products, supplements, and at-home treatments, clinics can extend the benefits of treatments, helping clients optimise and maintain their results. More importantly, retail products create a huge additional revenue stream that requires minimal investment compared to the operational costs of providing in-house treatments.

The Role of Staff Training in Driving Retail Sales

A successful retail strategy is about ensuring your team is equipped to sell the products effectively. Staff members should be fully trained on the clinic’s skincare brands, product benefits, and how they integrate with the treatments offered. A well-trained team can:

• Educate clients on the benefits of specific products tailored to their skin concerns
• Cross-sell complementary items that enhance treatment outcomes
• Upsell premium products by explaining their added value
• Build trust and credibility, reinforcing the clinic’s expertise

Clients appreciate personalised recommendations from their trusted practitioners, making it crucial that every team member – from receptionists to practitioners – is confident in discussing and recommending retail products.

Strategies to Increase Retail Sales and Profitability

• Discuss Retail during Consultations: Make product recommendations a natural part of every consultation, aligning them with the client’s treatment plan.
• Create Product Bundles: Offer skincare kits tailored to different treatments, such as post-laser care or anti-aging maintenance. A small discount on kits will encourage sales.
• Use Eye Catching Merchandising: Display products strategically in reception and treatment rooms to spark interest.
• Offer Incentives for Staff: Implement commission structures for staff
• Encourage Client Purchases: Implement loyalty programs for clients to encourage repeat purchases.
• Educate Clients Through Content: Share blogs, videos, and social media posts about the importance of homecare in maintaining treatment result

Retail sales should be a forethought rather than just an afterthought in an aesthetic clinic they should be an integral part of the business model. By aiming for 20% of profitability to come from retail sales and ensuring staff are fully trained in product knowledge and sales techniques, clinics can unlock a powerful revenue stream while enhancing client satisfaction and treatment success.

Sonia Amerigo

sonia@abaestheticservices.co.uk

For further information on training your clinic to maximise its retail potential
Contact AB Aesthetic Consultancy Services by visiting our website abaestheticservices.co.uk