— ALBERT EINSTEIN l Link the treatment to a retail product or at-home care routine for cross-selling opportunities. l Promote, promote, promote. Consistent promotion encourages the team to keep talking about the service.

CREATE

A STAFF RETAILING CONTEST

OR INCENTIVE Create a contest or incentive to encourage staff participation. Who will win the spa’ s own“ Nobel Prize” as retailing champion? l Encourage healthy competition among teammates or invite individuals to set a personal challenge to see how much retail product they can sell. l Set a sales dollar amount or product quantity as a goal for a time duration, such as a one-month contest. l Get creative with the reward for winning or meeting the goal. l Consider applying the same concept to treatment upgrades and add-on services. For example, recognize the team member who sells the most mask upgrades or device add-ons.

Put some genius behind your incentives. See“ The Incentive Think Tank” on page 20.

STUDY

PERIODICALLY TO REFRESH INFORMATION

Studying matters. It helps with remembering what has been learned and keeps valuable information from slipping into a black hole of forgotten knowledge. l

Encourage studying to retain and refresh information learned during training. l Use tools that make studying easier and more efficient,

l such as short videos, tailored documents or at-a-glance visuals. Consider booking a“ study break” into staff schedules once a month or once a quarter. Choose a quieter day in the schedule and limit the study break to 30 to 60 minutes.

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Book time for hands-on practice of new or seasonal treatments before the launch. Use practice sessions for any existing services needing improvement or refinement. When possible, pair team members and have them practice treatments on each other. Encourage the team to share knowledge and learn from one another. Use the sessions to provide constructive feedback and identify opportunities for improvement. n

Ultimately, making education stick is about keeping learning in motion long after training ends— no equations required.

CAITLIN KENDALL is a licensed esthetician, educator and U. S. education manager for Yon-Ka Paris. With more than 20 years in the industry, she is passionate about training and mentoring spa professionals to help them reach their highest potential and support spa success. Outside of the spa industry, she has been a member of a dance troupe for many years; you saw her dancing joyfully on stage as a golden butterfly at the 2026 ISPA Conference Welcome Party. Connect: www. linkedin. com / in / caitlin-kendall-a2736793

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