Holmes Place Iberia
launched the Zensations
spa brand at its fl agship
spa in Cascais, near
Lisbon, in 2006
opportunity to cross-sell and up-sell direct debit start the month with over 50 sales doesn’t come naturally to them
products and services. It also lets us per cent of these targets already achieved. and a direct debit contract is harder to
track behaviour and spending patterns, sell than a one-off service. My number
which enables us to apply the principles

What’s the secret one recommendation is to integrate
of customer relationship management of making it work? membership sales into your commission
and market specifically to them. A strategy is only as good as the people structure, so staff have to achieve a set
Our most successful spas are those that executing it; I’d rather take on a percentage of their sales targets through
are most effective at building their direct manager with a sales background, who memberships in order to start earning. If
debit membership. Why? Because our has a passion for spas, than take on you make something as fundamental as
revenue targets are 15,000–40,000 someone from the spa industry who this optional, you won’t get anywhere.
a month, with a 20–25 per cent margin – needs to be taught about sales.
depending on the size of the spa and time Motivating therapists to sell rhianon howells
of year – and spas that do well at driving memberships can be challenging, as healthclub@leisuremedia.com
august 2009 © cybertrek 2009 Read Health Club Management online 55
healthclubmanagement.co.uk/digital
Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64  |  Page 65  |  Page 66  |  Page 67  |  Page 68  |  Page 69  |  Page 70  |  Page 71  |  Page 72  |  Page 73  |  Page 74  |  Page 75  |  Page 76