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The Changing face of the hair industry. Can you keep up?


Back2myroots : A place to share thoughts and grow idea’s. B2MR

The Changing face of the hair industry. Can you keep up? Are you ready and on the ball?

Owning a salon. Working in a salon being a part of a team. Maybe your renting a chair in a salon have your own business?  Maybe your a small freelancer working from a home salon business. A mobile stylist. 

All of these are totally respectable avenues to explore within out industry. Over the past years thing have changed hugely. economic challenges the way business is carried out. Seasonal trends. The demands on salon owners and stylist to produce. We have responsibility to our selves our work mates our clients to have a full understanding of all matters relating to health and safety. The legislation governing the safe use and indeed disposal of products keep up to date books and records having qualification, certification and licenses.

On top of this new products . New chemistry . New claim’s are they safe ? We have a duty to find out! New techniques, the challenges of running owning managing a business managing people if quite a lot to deal with.  How do you? Then there is finding time to reflect on. The direction you and your business are going in. Remembering why your in business, what was your vision? What is your goal? The service you offer the standard of work being done. What ever your business model. How often do you take the time to reflect on any of these topic’s in an honest reflective manner?  Do you take the time to discuss new idea’s and ways forward with your staff? do you encourage innovative thinking collaboration creative thinking.

We have to find time take the time to explore avenues to offer help advise guidance.Training up grades,staying current with all aspects of our career and business. Here a few links to check out.

http://www.doubleyoursalonsales.com/                             

Keeping up with education in our chosen field is so important. Education creates excitement because there is always something new to learn. lose the passion lose the drive. become less motivated. Education keeps you connected product knowledge is a must nowadays. Clients want to know that the ingredients and formulations are safe and what we recommending for them to use will work and be value for money. We as stylist need to know cause effect understand what we are using and why.We have to question not knowing is not a satisfactory  excuse for error!


Social Media: LinkedIn, Facebook. Twitter. Stumbled upon ,Digg it’ All great tools and  examples of sites that help us connect with others .Those who  inspire us, share what works and doesn’t work. Blog site where people share thoughts views opinions reviews. P
rofessional groups and bodies always good to be apart of Linked In is a great place to share and build a business profile.

We have to be aware and have an understanding of changes in the law and regulations pertaining to our profession Now I’m curious to learn more so. I’m not putting anyone (client, work mates and myself) in danger. Just because one is certified in a new technique it does not mean we have the full picture and trust what we are told as truth set in stone! 

Law’s and regulation are in constant change the information we are given on products how they work and indeed the effects that that can cause are not always clear but the burden to ask the right questions is on us their are no excuses for not knowing or understanding.With a little time and patient we can research products read reviews get full insight into the good and bad what works and maybe what does not the more we as stylist share net work and connect the stronger we become its part of giving back sharing your experience strengths. It is my personal belief that if we know something but don’t share it pass it on then it’s a total waste!

I try to share to promote and sometimes pass on warnings . I try to communicate with others in our industry and to this ends in the space of 6 months an now net working all over the world with other like minded people in our industry. At the end of the day it’s up to you what do you want are you prepared to make the changes needed to stay in the now? Its your journey your adventure!

A topic has arisen that is a follow on from my earlier posting ownership management chair rental. It’s how we look at salary commission based earning or Chair rental. What is a fair rate? What is a fair way to compensate salon owner and stylist ? Without causing decent  or work place break down creating unwanted issues. For the most part stylists after training will move around a few times trying to find a fit a work place that allows them to build up a good client base a place they can earn what they see is a good wage.

In many cases as time goes bye and experience is gained and our stylist starts to get busier bring in more money to the salon. As this happens resentment can set in with regard to ratio of pay to turnover. How can this be prevented? What are the signs of an unhappy Staff! In many cases the staff room gossip signs of apathy lateness. Work standard dropping standard of service suffering.

Most stylist will think about and see things that exist within their work bubble a simple world of I do my clients. They pay X at the end of the day i have brought in X and sold Y yet my take home pay is only 1/2 an X and that’s before i pay Tax, I do all the work it’s not fair my boss should get so much after all what do they do!!

How does or how can commission work?

Commission can be mixture of guaranteed basic and commission targets as a productivity incentive or just commission. What is fair? Well of course as we get busier more established build our client base we can earn more on a regular bases but the thresholds will always be  how many clients can we do how much do we charge whilst maintaining standards and service! It is a natural progression for stylist to look to get a bigger cut of the pie choices start your own business not easier or look at chair rental.

This gets interesting chair rental was when it first came out was quite visionary a stylist pays to rent a chair a space pays X per month and runs a small business within a business. Of course the down side is having to pay that rent whether you are busy or not! having to keep books pay your own tax. stock appointments you are your own little self employed Business. As an evolution of this a new chair rental business scenario has come to my attention.

A stylist rents a chair for a monthly fixed fee but also pays a percentage of their take to the salon owner. Hum! for this the owner provides salon reception sales support motivation marketing skills sounds good its seem’s to be a blend between commission based and self employed. But lets look at this with some bogus numbers.

Lets say our stylist is busy and turns over £1000.00 per week

£1000.00 x 4 = £ 4000.00 Month 50% commission  stylist earns £2000.00pre tax

Now lets look at chair rental 

£1000.00 x4 = £ 4000.00 lets say chair rental £800.00 month  stylist take £3200.00 out of this they have to pay all expenses and Tax, insurance, stock assistance, everything. but the larger take is appealing.

Now chair rental and commission split

£1000.00 x4 = £ 4000.00  then chair rental £ 800.00 month share of commission 50% 50% splits so our £ 4000.00 a month less £800.00 = £ 3200.00 divided x 2 = £1600.00

This would be £1600.00 for the stylist. £ 2400.00 salon owner.

Although the stylist our first example left the salon that was paying commission for a better deal more control a bigger piece of the pie. The down side is booking keeping paying tax keeping accounts. From a Stylist point of view strait chair rental is the best deal but involves a lot more work and commitment from a stylist it’s time to grow up and take responsibility for your self your actions.The example that seems to offer the worst deal from a stylist point of view is rental and turnover split! For this to work the split has to be less on the turnover  to make it as appealing as just chair rental the split would have to be Rent + 25% take fro the salon owner.

By nature Stylist will always want to move on find a place where they feel they are making a fair wage for there skill,  they will always feel they are working making money for the boss or owner it’s natural not always realistic given the costs of doing business. In closing I think it is because of the above options many choose to become home based or mobile stylist.

I do however think that there is a fair balance that affords both salon owners and stylist  away of coming together to work and create a successful business that provides for all the key is communication honesty, discussing goals oh and not being greedy yep being fair you need each other .I hope this is helpful to all those trying to work out a career or business Move. None of the above take into account charging VAT and keeping records and paying revenue for this said Tax. you are in essence a tax collector this Money should be put to one side.

Mike. B2MR


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The hair industry and social net working.


Welcome to BACK2MYROOTS B2MR regular postings of fresh new topic’s

A place to share thoughts review hair colour and products.

SOCIAL NET WORKING and MEDIA SITES. They are here to stay: There is no going back we have to embrace this new technology. We have to learn it. Use it. Control it.

What role does Social net working play in our lives? How does it effect the sharing of knowledge and information? How can it help promote our salon and let us stay connected with our clients? From the mobile phone. To the android smart phone. To the revolutionary I pad and the tablet. They have changed our lives completely.

Firstly I think any one in their mid fifties and over have had a huge learning curve to contend with all the constant changes in technology. Although we have grown up with this technology as it has developed and grown.The younger generation have grown up knowing nothing other than. A mobile phone. A computer and the world wide web. and now smart phones and the tablet not forgetting App’s!!!

With the onset of. Computer technology. Smart phones. The internet and the way we share and research information. Our lives have been changed forever. The way we do business, communicate, research information, changed forever. Our skill set has to change. Our thinking has to be more innovative more creative.How can we use this resource what can it do for us.How can it help us. These tools are still only as good as the person operating them. We have to learn how to use and and unleash all this power and knowledge.

The fact that we can promote our business with a web site designed to promote the image we want to project, get out our unique message. Link it to our blogs to Twitter or create a specific group page on face book.We have the ability to post comments join in be part of a connected world. This is all so instant and positive and a great way to connect and review comments and thoughts, share information, net work, discuss. Have a voice have and opinion. I write on this topic because of comments made on my blog. It has been suggested that certain topic’s that I write and post. Should not be linked and posted on some of the sights and various media applications available to us. Those being. Face book,Twitter, and other groups and sites. Some general sites. Some of the sights posted by companies for sharing. I alway ask permission and they are always relevant! So why not! If asked to remove or stop i always will comply.

I work very hard to net work and share information. I read material posted by others. I leave comments. Some times good. Some times not so good. Always honest and thoughtful. I actively invite communication the sharing of views and thoughts. Just because a topic is posted it does not mean it has to be read. More and more businesses and individuals post blogs and have a social net page. From the Salon owner to distributors. To stylists. From tweeting to sending texts,we stay informed current connected. Now days having a social page and by sharing information and allowing posting of relevant information. We connect, we net work. The day is here when we can connect with our clients with an App book that next appointment, remind of upcoming appointment,keep up to date client records, No more need fro tatty magazines it’s on the salon I pad!!

This gives us huge exposure an international a global market. It also means we have to be on top of our game. We have to think about our market, We have to think about our ‘Brand’ Our image.Our message. As a medium it so easy to get your word out share thoughts knowledge education. So much instant exposure can also have an element of risk!

From a business point of view just being able to net work with other like minded individuals has to be good to long term exposure for your business. The ability to net work and share globally with other like minded passionate professional is inspiring. resources such as Skype Video. Webinar..make anything possible any place any time!

To suggest that net works and specific group are only formed to improve business based on making money is very narrow minded. I think that sharing connecting moving forward is far more key to success than just worrying about the money making aspect of any group?

‘That’………………….  ‘whats in it for me train of thought’  Is very small minded!

Today in the Hairdressing profession ‘THE BEAUTY INDUSTRY’  The ability to share knowledge. Business idea’s. Style. Education for stylists. Mangers.Owners alike to meet net work and share views thoughts concerns.To be honest and transparent. For clients to research products and looks share experience read reviews. To discuss product share information warning create debate.

A great example the picture below: Planning a ski holiday. looking at house swaps. listening to I tunes and having discussion. Also present 1 Blackberry,1 i Phone,1 Android, and me! it’s the time see live in.it’s not rude it’s not anti social. It’s progress.

My experience of using the web has connected me with some wonderful passionate professional driven and motivated professional from Australia to United states from Chicago to Queens land from Vancouver to London. LinkedIn as a medium to connect with other professionals to share profile your experience is an amazing global success.  It has allowed for sharing of views thoughts and cross promotion of material. The link below is a classic example of net working getting connected. We all just need to be honest and have an open mind reach out and share. A year ago I started net working sharing some views and blogs on a site In Australia now a year later I’m working with Karen and David to help promote the educational and business support they offer salon owners and stylist’s. It came about through mutual trust respect and a wanting to make a difference.

http://www.karendavidintl.com/

We have to give and put out unconditionally and what comes back can be quite amazing! This for me is all the reason why i write my hair dressing blogs net work and post views and reviews.

Thanks Mike B2MR. My web page is linked to other groups and my blog at:

http://www.back2myroots.co.uk/

 

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The hair salon: The experience business


Back2myroots : A place to share thoughts and grow idea’s. B2MR

What is the hair salon or Spa? What business are we in? What is it we are selling or producing? Yes it’s. Hair cutting or colouring or a variety of the many services we offer as a salon or spa. Consider this we are really selling or providing an experience.Oh and we are the product that makes this happen.

Lets take a look at this together:

We are in the business of pamperingDo you think your client comes to you wanting expecting the same as last time! NO! They trust you. They come to you because they like you. How easy it is to forget that we have the power the skill the knowledge to make them feel special look great.it’s so easy to get complacent.

Where does this all stem from the Consultation. Our time to review past styles and looks and suggest the new! The upgrade! That shared suggestion of a new colour a new look. It shows you care ! It’s not selling. It advising it’s what you me we are paid for ‘expertise’.

This process of taking the time to talk and assess with your client should happen every time they come for an appointment. Not only with new clients and then on odd times there after. We are constantly looking for and indeed advertise for new clients: Did you know that on average over 50% of new clients to a salon never return for a second visit! Maybe just maybe we need to look at this! Maybe we need to do something differently or make some changes.

For change to happen:

How do we make change happen, what do we need? Firstly we need to know that if nothing changes if we keep doing the same old thing we get the same old results! Change is scary change is challenging! How about change is exciting. No one likes change it takes us out side our comfort zone. However scary it is such a positive move to make to reassess goals and vision to take control. To honestly look at what you can do differently where those weaknesses might be.

Have a goal as a salon to keep as many new clients as possible  look at what you do what you offer and how you perform. The service.That consultation. The salon and indeed staff image the atmosphere. The right team with the same vision on the right tracks!

An example of change.

Last week i gave my wife a new cut and colour. I gave her a lesson in styling the new look. I gave her  a brush. Today she was doing her hair ad i suggested that for the new look to work she had to make  a change! If she intended on styling her hair the way it was before then it would not look any different. For change to happen she had to change the way she was styling her hair! She laughed and agreed but it’s not easy she said! True but nothing is unless you practice you get out what you put in! I re did her hair for her and suggested she practice doing things differently! Thus making change happen. Lesson change is not easy!

Asking for help. Doing research.

It takes a bigger person to ask for help than to just muddle along. Expecting different results without making any change. Admitting to ones self that change is needed and that it might well take some time commitment and work. But know this every thing is possible. With time patients and willingness for change to happen.

The key’s:

Creative thinking:

Innovative thinking:

Collaboration with staff and or team mates:

Communication:

Commitment to the process:

Mike B2MR

 

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Hair cuts techniques styles


Welcome to BACK2MYROOTS B2MR regular postings of fresh new topic’s

Following in the steps of our make over article some food for thought

A place to share thoughts: review hair colour, products and techniques.

I’m often asked how many different hair cuts are there ? My first thought was thousands but then if one really thinks about it well it’s quite an interesting thought process.

We need to think this through a little!

Long.             Anything past shoulder blades

Medium.        Shoulder blades up to nape or chin length

Short.            Anything above this.

Remember this is my thought process into the question asked not a definitive way of assessing or going about cutting or assessment of length or look, just sharing thoughts views on the process! My thought went to layers why layers. well at the end of the day if not all one length then layers to some degree or another make form the shape. It could be argued that layers are required for a perfect on length look for that wonderful swing and movement!

We must not forget techniques, slide cutting, castle thinning shear, razor Cutting, and the many other tools we have at out disposal but these are techniques if you like artistic license, freestyle cutting.The basic’s don’t change the length and degree of layering.Shape form, weight distribution. This sounds to simplistic all hair cuts are length and shape created by degree’s of layering. Simple it’s not because with this description we have to consider the real part creative talent, skill training. Any hair cut however basic or however complicated is a mixture and blend of above techniques.

What is a hair cut:

A hair cut is weight distribution it is having understanding of when cutting hair off where it will fall and lie how it will contribute to the final shape. It is being able to see and imagine shape. Someone once said a great hairdresser should see a shape in 3D know how it will look, I think this a perfect analogy.

A great hair cut is a blend of the degree of laying but having a full understanding of weight distribution and a vision to see shape.

The key is that consultation. On length and shape but also first and foremost to understand that if you put a weight line in with your fist cut it will dictate the whole cut it can make the difference between good bad average or just not good.

What ever we are doing creating has to start with a foundation. If you do this a weight line can be moved as a shape forms if you commit to it off the bat by dictating from the crown you have know room for change maybe that odd growth pattern double crown all things that can cause issue!

It can also be said that one length really is only when cut to 1/8th of an inch all over and left to grow but this would only be true as it grows out if you turned the person up side down. but then we are back into weight distribution why because you cannot cut a straight line on a curved surface and given the shape of the head we have thousands of curves and angles to play with hence understanding weight distribution.

I think that angles on the head could be by think about a fan placing on the crown open it up  many angles now place on crown different direction again many angles how to they the work together? These two shots above and below highlight perfectly bad hair i really don’t know whats worse 1/ That maybe the lady likes this look? Or 2/ slightly worse that she paid for it and a professional thought this acceptable. It’s really bad

As an exercise try this:

Stand behind your client take a section across the crown about 3inches wide comb it straight up now look below your fingers at the section the distance from the crown to your fingers is less in the middle than the distance on the out side of section, why because of the curve of the scalp so it follows that it will be be straight when it falls. Now take that same section and lean it to the left as you do this the hair from the right and into  middle of the section will fall away carry on with the hair traveling to the left of the section the further you go the more will fall away. This is weight distribution!

The hair cut is a hair creation. A style. A look. A fashion setting trend. A statement of individuality. If all of these are the case. Why as stylist do we in so many cases stick in so many cases to cutting the same look on everyone? Without any thought to some very basic points or stick to the safe options on the styles we can create. Will is suite this Client? Do they have the right hair type and features? Can they carry it off?

An example of a make over: Razor cut:

As stylists we owe it to both ourselves and our customers Clients to advise in an honest way on what might work be suitable look good, If we don’t do this are we really doing our job to it’s fullest are we being real professional are we being honest?

                      ready for a make over the next day she gave birth!

I ask these questions of my self constantly do you? We live in a society that for the most part is very accepting and tolerant of most things, People come in all shapes sizes have different needs desires aspirations all good but we as hair stylist have to take a lead and advise honestly what looks good what will not work.

When thinking about shape texture a look should we not consider the type of hair fine, thick, curly, growth patters at the nape of the neck to the hair line will that fringe {Bang }work for this client and her life style? If i cut this harsh blunt line at the nape will the hair lie the way i want it to? or will it always look lop sided? will that fringe work can i over layer ? yes you can should i add texture? questions to ask your self!

Should i cut a harsh line maybe it should be softer! Why do you see so many men with lop sided cuts? Answer no account was taken for the way the hair grows! just because you combed it flat against his neck cut a perfect strait line does not mean it will lie this way!

At this juncture you may be laughing or thinking this is not me maybe not if so great you are one of the few. I think the fault with these issues lies in training or lack their of! to little time spent on the basic points key to understanding how to build and create a great cut!

                                       well quite the change

Shape  for Example:

when will we stop re vamping the Bob with the chewed up wings the spaniel look! every look has it day but this one is done and oh so dusted, half the women wearing it should not be! In some cases the lines created are just wrong a heavy women with a thick set does not need a strong blunt line emphasising no neck round shoulders. Think about this really fine hair textured within an inch of its life for that shattered edgy look around the chin will it does it work?

The same can be said for cutting this shape into wavy curly hair the line will not hold in the nape area and the length left again around the chin line will curl up looking like to Brillo pads, yes it looks great when she leaves the salon you have hot ironed it with an inch of it’s life, guess what it’s raining it’s Grey it’s damp what it’s going to look like?

We need to consider these things as professional is a bad look a good representation of out skill and ability will it get us recommendation will it get us client retention? It’s all about honest it’s all about that consultation it’s all about your standard your skill your passion your ability.

                   Razor cut side view lots of movement and texture

My question is. Can you be honest does any of this apply to you? We are none of us perfect but we have to question our choices. We have to raise the bar we have to have skill, passion and a real desire to make a difference! DO YOU!

These shots are of a young mum to be. She was heavily pregnant hated how she looked and felt. She came into the salon I was working at her words were. I have been to three salons today I want all my hair off  a total change. No one will do it they look at me like a crazy pregnant women.  I smiled said i will. she said really. As you can see the rest is history! next day she gave birth . She called me three days later to thank me.

To share, to seek new knowledge, skills and techniques to share experience is to grow!

Mike B2MR

I would love feed back on this through this blog article or my web site:

http://www.back2myroots.co.uk/

 


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Salon Identity : Stylist and salon Image.keys to success


Welcome to BACK2MYROOTS B2MR:

Created as a source of advise education knowledge skill experience a place to share thoughts post comments and idea’s on matters relating to hair colouring skill and techniques and anything industry related.

Copy right pending: 

As stylist we are in a very unique position we wear so many different hats. We are Solution solvers. Problem fixers. Trend setters. Highly skilled communicators . All of this comes under one huge umbrella. We are in the business of offering. The highest standards of Service skill and educated knowledge as possible. Our Clients come for service for an experience you are responsible for this experience and Service.

With this in mind:

Seeing as we are Image consultants should we not dress represent our selves project as. Well polished an image that says! This is me how can I help you ! The key here is that first impression. appearance says a great deal about you!

How we look.How we dress.How we introduce our selves.How we communicate. How confident we are. How we project ourselves our confidence levels.Remember we are the product. We are what we do we have to have aura of confidence professionalism, Skill and honest caring.

The question is at what point do we forget this?

For we all do from time to time it’s so easy to slip into a comfort zone and forgetting about appearance and behavior not putting on our game face projecting our very best.Why this topic? The other day whilst out wondering around Canterbury Kent Uk. People watching day dreaming i noticed three members of staff standing out side the front door of a hair salon Smoking! Very poorly dresses,Bad hair, Bad makeup. What message does this send out to potential clients. I watched how they carried and project them selves, very mixed in age sadly the over all package was cheap and certainly did not say. This is a happening place i should go in check it out grab a card quite the opposite tacky note to self avoid! how sad is that! This is me i care? I think not!

I know it’s not my job to judge on smoking, apart from to say however many mints, however much perfume you spray on the smell still lingers. To some clients this can be a big turn off.

                              Game face show time

As stylist our hair says. This is who I am but also. this is what we as a salon can do for you.Your are an advert for your skill and talent. When it not freshly styled, it’s coloured but over processed it really is not a good advert. likewise when we see individuals with a look that just does not work on them. Be it because of weight, age, poor dress sense. just a bad job. Should we not consider this, on our selves as much as for our clients? We are in the profession of image. The look.The style.The fashion creativity. That being creating the very best look possible on both self and client. I don’t have a problem with weight age or dress sense. What i do have a problem with is not making the best of what we have. Projecting the best look possible. Self respect self image. As stylist if we cannot do this for our selves,how can we expect the paying client to take us seriously.

Image is key remember we are you are the product!

I have been in salons where a stylist had post cards and personal pictures stuck all around her work station folded faded creased tacky! another salon someone was collecting pop cans they were piled high all along the work surface, a trolley with a dirty towel on it when i lifted the towel a layer of hair had built up from the clipper head quite disgusting, In this instance i was invited back to teach a razor class, I declined why? because it was dirty and unprofessional. so in this instance the impression they projected  influenced my decision not to return.

A none busy salon with staff standing around looking bored is not good we all know this but first impressions really are so important we only get to make that first impression once.

Hygiene be it. Personal or in the salon say so much about us, about our business.A great team builder is to have regular staff hair do nights, treat each other as clients discuss looks, discuss condition, past colouring what is possible given said condition, It’s team building but also promoting each others skills.It’s promoting the salon as a place where image and style are important a happening place.

The is not competition building it’s team building sometimes competition can be very negative. This is one of those instances!

                                  Back stage @show

Your work stations. Your trolleys. say a great deal about you. Loaded with many half used products. Maybe with a build up of hair,dirty stained towel. All contribute to not a good look.Only use and have on display the products you intend to use on any one clients. It personalises your service looks tidier and more professional.

It is the responsibility of all staff to maintain both personal and indeed work place appearance. If you need to do your hair before work get there in enough time to do so The same applies with make up or setting up your work station. When your day starts you are at your best looking your best. This day for you starts before your first client arrives. Have a routine to start your day off on a positive. put on your game face.

The hair salon is the theatre are you a member of the cast? Or are you the star!

Life is a play we are not the directors or producers just players. Each new day each new client is an interaction in another scene in the play of the day, the script unknown the cast often unknown to each other, but at the end of the day the play is over each scene was a success. Why because you looked and played your part you were organised. Each and every day is a new play for us actors. The salon is our stage best we know our part the role we have to play whatever the script!

This may bore you i’m sure we all know this stuff! But by the same thinking we all forget. We can from time to time all get complacent. We need to take a look in the mirror and just have a personal review on. How we look.How we feel. How we act call it an honest personal inventory.

It is by taking the time to do this we stay ahead of the game we are in a better head space.Our work life is better our relationship with others be it. Staff.Team mates. Owners.Managers and indeed our clients is better why. Simply because we feel and look good feeling and looking better. Having personal goals setting targets are all key to success. Remember the key is. We.You. Are the product.For any product to sell, it has to look it’s best. Be guaranteed to work.You are the product others want and need? So promote your self the best way possible. We are camellias at  the end of the day. Actor’s in this play called life.

Mike B2MR:

I have over the last few weeks been taking a personal challenge, Using the on line support material and exercises provided by the very highly respected professional business support team at ‘Salon Success’ It has reaffirmed to me that we never stop learning and we constantly need refreshers in. How we do things in the salon. From the day to day salon running to staffing issues,client retention goals vision, Growing your business. It is such a worth while programme of assistance. Supported and backed by years of professional experience and knowledge.

Mike B2MR

 

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