13 days left, and most of you still don’t know your real retail number
Hello,
I landed in London on Wednesday, and spent my first three days doing something I don’t get to do nearly often enough: properly see my brother and my nephew, who is sixteen now, taller than me, basically a young man, mid-way through his driving lessons, confidence growing and still embarrassed when I pick him up from school as you can imagine the fuss I make over him.
Now here’s the part I can’t shake, packing my laptop up this morning for this weekend’s Professional Beauty World Spa & Wellness Convention: those three days with him went by so fast I could barely track them. He doesn’t wait for me to feel ready to notice how much he’s grown. He just grows, on his own schedule, whether I’m paying attention or not.
December is exactly the same. It doesn’t wait for your therapists to feel ready. It arrives on the first of the month, right on schedule, at your highest footfall of the entire year whether your team walked in prepared to sell properly, or walked in exactly as they are today.
This Sunday, I’m on stage at that same convention, talking to a room full of international spa owners and operators about precisely this, the revenue businesses quietly leave behind when they treat retail as an afterthought. It’s the same conversation in every time zone. The businesses already taking it seriously are seeing it in their numbers. The ones who aren’t, aren’t far behind. Yet.
The window you can’t get back.
Here’s what makes this particular gap so expensive. December isn’t just another month on your retail number - it’s the month every single percentage point gets multiplied, because it’s the busiest footfall you’ll see all year. If your team is sitting at 10% retail in a quiet April, that same 10% in a packed December is a far bigger amount left on the table, not a smaller one.
The Retail Masterclass for Therapists starts Thursday 15 October - five sessions, live, one hour a week, every Thursday at 10am - and finishes with just enough runway before December for the whole system to still be fresh in every therapist’s mind when it matters most. That timing isn’t an accident. Start any later, and your team walks into the busiest, highest-value month of their year having learned nothing new. Start now, and they walk in retrained, measured, and doing this properly at exactly the moment it’s worth the most.
And I’ll say this plainly, because it matters: this is an online programme, but it is live. There is no recording waiting for you in the new year if this cohort fills or the dates don’t suit. Once these five Thursdays are done, that’s it until next year and next year’s December will not wait for you either.
So here’s my question for you this week:
If your team walks into December exactly as they are today - untrained, unmeasured, relying on whichever therapist happens to be naturally good at this - what do you honestly think that costs you over the next sixty days? Not in theory. In real December revenue, at your highest footfall of the year, multiplied across every single client who walks through your door.
Register your interest now.
There are 13 days left to get your team ready to commit properly - cameras on, present, all five weeks, live. Register your interest below and I’ll send you everything you need: what to prepare, what it involves, and how to get your therapists booked in before the 15th.
Have a wonderful week.
Lots of love,
Marisa
P.S. If there’s one thing all these years in this industry have taught me, it’s this: you don’t get a confident, committed retail team by hoping for one. You get it by investing in them properly - your time, your attention, real training, not just goodwill. And what you pour into your therapists has a way of coming straight back to you, multiplied, in how they show up for your clients and for your business. Give your team the growth they deserve this year, and watch what they hand you back in return.
