Sales RepresentativesTraining Steps and Guide

Spa- Nique, Inc.

Getting to know Spa-Nique It is your responsibility to know

our website inside and out so any question about locations, how to register, our divisions, showing hotel packages etc.. This will come easy to you when you are doing your sales calls.

Showing the website on sales calls is a great tool. (see picture at right.) If available, use your lap top or smartphone, and have the home page open and ready to do a quick overview to location or individual prospects.

Learn as much as you can about the business before contacting them. Our goal is to learn how we can help our clients improve revenues.

Hotel Information: Who is the Property Management Group?Who is the General Manager and Director Sales? (Get Contact info)# of Rooms?Hotel Occupancy %?Do they offer the services that we provide? If a guest asks for spa services, what does the Hotel tell them and/or who do

they refer them to?

Develop a rapport with the people who you first contact, they can assist you in getting in touch with the Decision Maker.

Tricks of Trade for Spa-Nique Success

Listen! Let the client tell you their needs.If you can, go in person to drop off the folder with

information about our services.Discuss solutions to resolve their issues. i.e. booking

rooms, providing professional services, etc.Under-promise and over-deliver: exceed your customers'

expectations by giving them more.

Follow up, follow up, follow up.

Sales Tips for Success

Locations:Anywhere in the United States

Prospect CallingMassage Therapists:

Anywhere in the United States

Prospects include hotels, corporations, senior centers, massage therapists, wellness professionals, sales people, etc.

Be open minded to the people who you meet. Strive to get in contact the right person: the Decision Maker

Process:1. Drop a folder of information at

location. Ask for Decision Maker. 2. If Decision Maker is not available

provide the folder of information to the front desk and ask they hand it directly to the Decision Maker

3. Within 48 hours call Decision Maker to discuss Spa-Nique

4. As a follow up to the call, email the detailed and incentive proposal to them to make an appointment.

5. Make face to face appointment- use hotel checklist for conversation.

6. Follow up with thank you email, reference list or sample promotion piece.

Hotels

o General Managero Director of Saleso Guest Service Managers

Retirement Communities/Assisted Living Homes/Hospice

o Administratorso Clinical Directors

Corporate Workplace

o Wellness Coordinatorso HR Managers

Who are the Decision Makers?

Spa-Nique Proposals These can be negotiated and different for Hotels,

Retirement Communities and Corporate Workplace.

*Any custom proposal will need approval from sales management

Spa-Nique™, Inc. Business Proposal includes:

Program Advantages - specific to location’s needs Proposal Launch Date Upcoming Events Summary Services and Financial Incentive Forecasting

3 Key Flyers (see folders for specific sheets)

Hotel Joint PartnershipComfort Care Joint PartnershipCorporate Workplace Joint Partnership

Joint PartnershipsTalking Points

Use this for your face-to-face discussion

______ Front Desk Sign- This is the most successful way to let guests know they can get a massage from the comfort of their own hotel! The hotels receiving the most gift certificates have the sign at the front desk. ______ Front Desk mentions spa service through Spa-Nique on every check in or guest inquiry. Front Desk meetings can be set up with a Spa-Nique representative. ______ Add Spa-Nique to TV advertising in the rooms. ______Put the business card size marketing cards in the key card holders provided at check in or use to hand out at the front desk. _______Put 11 x17 laminated signs in the elevator, fitness center or place of your choice. #__________ _______ Place the laminated Menu Cards in each room on the beds, desks or in the room directories. # of Rooms__________ _______ Packages- set up standard or custom packages that include massages to put on your website and book more rooms! _______ Chair massage for Guest receptions or peak check in times which may yield several service request bookings . *This service may be free upon the schedule availability of Massage Therapist or can set up as a scheduled service request for $59 per hour. Chair massage yields exposure for additional services and increased guest satisfaction. ______(Yes/No) Allow Spa- Nique to book locals to come to your property for services thus providing exposure to your hotel. People refer what they know. _______ Tradeshows or upcoming events for co branding with chair massage. Availability upon therapist schedules or by paid reservation. _______Sheets will be provided to the hotel for the services and be laundered by the hotels-twin size/not white ______Areas-Dedicated Space____Board Room____1st Floor Room____In-Suite____ Notes:_________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

Hotel Checklist

Complete at the

appointment and transfer

over to Implementatio

n Checklist

Implementation ChecklistProperty Management Group: Owner/ Operator

Property Name:  

Property Address:  Phone:

 

List Complete Legal Name of Property. This will be shown on Liability Insurance Documents. DO NOT ASSUME NAME OF PROPERTY AND HOW IT NEEDS TO

BE LISTEDProperty Name:  

Property Address:  

 Primary Property Contacts Name Phone/Email

General Manager    Managers/Key Contacts    Director of Sales    

 Front Desk Staff meeting.

Specific Instructions/protocol for Massage Therapists at the location

(parking, entry, etc.)

Room #'s/Areas/Space that is designated for services.

(Appointments are scheduled in order by availability: Assigned

room, conference room, last room in Hotel to be booked (Hotel's

choice) or a Guest room.)

1st Area used 2nd Area used

Last area

Locals allowed onto property for services.

Massage table to be stored or left at location?

Property Management Group: Owner/ Operator

This is an example of the

Implementation Checklist

that you will complete and send to the Implementation

Director.

Register Hotel online which will trigger the Implementation Process. (see next slide for web page view)

Fill out Implementation Checklist and forward this and the dedicated proposal to the Implementation Manager- all promotional materials and product will be ordered by launch date provided. Implementation will provide CC emails on all communication.

Set Launch Date with Hotel. If applicable and property has over 180 rooms and a large front desk

staff: coordinate 1- hour paid chair massage for launch date. Meet with the front desk, explain the marketing cards, ensure the

sign-in sheet is out and they understand to fax every Saturday. Talk about the chair massage piece.30 Day follow up

Account Completion Steps

Register the Hotel Online Complete the Host Provider Location form. This will

trigger the Implementation Process.

You are responsible for the staffing that goes along with the launch of a location.

Hotels with 250 rooms: 5-10 therapists preferredHotels with less then 200 rooms: 3-7 therapists preferredRetirement Communities/Assisted Living Centers/Hospice: 1-3

therapists preferredCorporations: 2-3 therapists preferred

* To find therapists, search the following websites: ABMP.com, amtamassage.org, ncbtmb.org. Other resources may include posting internet ads or advertising newspapers or contacting schools.

Staffing Locations with Therapists

Use the Massage Therapist

slick for talking points when introducing

Spa-Nique to Massage Therapists

New Individual Enrollments All sign-ups for all new individuals must

add your name in the “Sponsor” area of the registration form.

All Individuals MUST choose a payment option for you to receive your $25 referral bonus and $5 per service that they perform. *

To continue to receive $5 service bonus per person each individual Sales Representative MUST bring on 2 locations and 2 people per month.

Bonus compensation may be modified and changed per quarter per Spa-Nique Corporate.

* Sponsors will receive the $25 bonus after 90 days for Individuals who choose the “$29.95 and $9.95 per month” Membership option.