As a devoted member of the tanning industry since 1982, Eric Haynes has worked with manufacturers, distributors and salon owners across the country to improve business from multiple perspectives. Now he;s the vice president of sales at PC Tan, helping salons find the perfect equipment mix for their market and creating the recipe for success. Although he’s spent decades watching raw materials develop into finished goods that transform businesses, the magic is far from over for Eric, who feels truly at home helping people build a legacy.

Q: Are there equipment differences between successful and struggling salons?

A: You definitely see differences in how they manage their people, how they approach the market, and that is a big part of it. You have people who put in high-end salons and economical salons, so to begin with they are not going after the same customer, which means they will not use the same equipment mix.

The successful owners just have great business instincts: They are hard workers that are constantly looking at what they are doing, taking stock and finding a better way to do it. The interesting thing is that they aren’t comparing themselves to anyone else.

It sounds self-serving to say you have to update your salon to be successful, but truly you do. Some salons out there went in to business 15 years ago and they have never changed their beds. It’s not that they don’t work, it’s that you have to do certain things to stay on top. If you want to improve your business, you can’t treat it as a one-time investment.

We liken it to rental cars. The car rental company takes a car out of the fleet after it hits a certain mileage or age. Customers want the newer models, and if the competition has it, they might pass you up even after 5 or more years of going to your salon. For salons that suggest they can’t afford the upgrade, it can get them caught in a downward spiral.

Click here to read the entire article in the latest issue of Smart Tan Magazine.