Festive spa retail products and expert advice to boost your revenue in 2021

“People are continuing to adopt more mindful spending habits as established during lockdown. Although the demand for online shopping remains strong – and spas must serve the demand – customers are also seeking in-person events that provide a unique and valuable experience, so where possible spas should safely accommodate these.”

Sarah Ronchetti, head of spa, Temple Spa

111SKIN’s Holiday collection draws on the innovative ingredients and medical-led experience of brand founder, cosmetic surgeon, Dr. Yannis Alexandrides. Offering high-tech skincare solutions, The Gold, Silver and Diamond Edit’s include the brand’s best-selling products and cult-status lines. The Jet-Setter features a trio of under eye masks, and Precious Sheet-Masking Edit includes the range’s iconic face masks.

www.111skin.co.uk

“Festive gifting is a great way to start the journey to healthy skin. Special offerings at this time of the year typically include hero products from a range that can support multiple skins. They can also introduce a client to the brand as well as providing a timely retail boost for spas.”

Raquel van Niekerk, marketing manager, Esse

Curated limited-edition gift sets offer a moment of wellbeing at Christmas this year. Gifts include the iconic waterless diffuser The Atomiser, essential oil blended candles, tree hangers and sets to promote sleep and to spa-at-home. The ultimate gift set, Moment to Treasure, includes a selection of iconic bath and shower oil blends, and products to promote sleep and total wellbeing.

www.aromatherapyassociates.com

“With wellness continuing to be front of mind and the client looking for experiences more than ever, spa partners should use the festive period to really focus on creating noise around gift vouchers and New Year treatment package bookings, ultimately driving incremental revenue for the final and first quarter.”

Noella Gabriel, global president and co-founder, Elemis

Combining the best of its skincare and fragrance product line, Aman has introduced a series of gift sets to suit the skin and wellbeing needs of its guests. The Ultimate Relaxation Set offers a tailored ritual to spa-at-home featuring the Puifying Quartz Scrub and Soak, Nourishing Coconut Mulk Bath, Grounidng Amethyst Bath and Shower Oil and the calming Grounding Spa Candle.

www.aman.com

“This Christmas it is important to give back to the community and offer your customers an opportunity to do the same. By supporting a charitable cause that aligns with your brand values, both the spa and its customers can become a part of making a change. Charity gift sets spread awareness and spark conversations between the spa team and its customers.”

Carolyne Beck, general manager, Elemental Herbology

ishga’ vegan Christmas gift sets are presented in 100% vegan leather reusable wash bags designed by Fenella Smith London. Placing sustainability at the heart of this year’s offering, the sets include some award-winning hero products including Marine Face Cream, Invigorating Body Oil and the two latest launches, the Shampoo and Body Bar and Invigorating Bath Salts.

www.ishga.com

“Christmas gifting is so enticing and special, so make the most of merchandising opportunities and, in particular, promote the value of any gift sets. Beautiful ribbons, boxes and bags that will look good under the Christmas tree are a great way to highlight the selection you have from your brands.”

Marian Harvey, managing director, Thalgo UK

Featuring Jessica’s best-selling shades, the sets offer a range of options for nail colour and care this Christmas. Festive Glam Duo sets contain a classic Jessica midi Custom Colour shade and a high shine Brilliance Top Coat. Classic Temptation gift set includes a midi Reward Base Coat for normal nails, three popular midi Custom Colour shades and a high shine Brilliance Top Coat.

www.gerrardinternational.com

“Winter wellness trends show that customers are seeking to improve their overall wellbeing with sleep rituals and meditations, and looking to enhance their environment with elements and scents from nature. The spa and wellness industry must be ready to cater to this growing segment by partnering with customers to help them develop and improve their selfcare practices.”

Mark Walton, co-founder, Voya

Skincare and wellbeing are in the spotlight with Oskia’s festive collection. Skincare Saviours features award-winning Rest Day Cleansing Milk and Isotonic Hydra-Serum. The Wellness Edit is designed to calm, soothe and hydrate your skin from head to toe with three deluxe mini-sized products, Renaissance Body Treatment Milk, Moon Salts and Renaissance Mask. The 12 Days of Oskia incudes 12 best-selling products.

www.oskiaskincare.com

“The world has changed and gifts have to be meaningful now. A gift set is the perfect complement to a gift certificate. It creates the sensual experience the consumer wants and that immediate gratification most of us like to have when opening a present. Spa merchandising must be playful and engaging with many opportunities to touch, feel, smell.”

Fabienne Lindholm, director of international education, Babor

Drawing on its marine heritage, this new collection presents three key beauty rituals, along with a ‘build your own’ well-being sensation for the body and a holistic candle. Hydration, Age Delay and Radiance box sets ensure tailored gifting to suit the specific skincare needs of each recipient with signature products designed to achieve specific outcomes on the skin.

www.phytomer.co.uk

“A product has to be a part of the solution instead of part of the problem. This means to embrace regeneration and revolutionise the way we formulate, select the ingredients and design our ranges. Choose gifts that take a conscious and sustainable approach, being mindful of using recyclable packaging and recycled paper.”

Barbara Gavazzoli, communication director, [comfort zone]

Focusing on sleep and relaxation Sensory Retreats has created two gifts with its heated eye masks. Designed to help compact sleepless nights, stress, headaches the Sensory Retreats Double Treat Box contains eye masks, a free mediation guide and a Crystal Singing Bowls music download for complete wellbeing this Christmas.

www.sensoryretreats.com

“For Christmas, it is important to offer a gift collection that has both accessible price points and a carefully curated gift line-up to ensure there is something suitable for everyone. To help spa guests select the perfect gift, improving the customer journey with informative gift guides and interactive campaign videos will allow spas to speak to more people than ever.”

Gemma Bosanko, head of digital, ESPA

Pevonia presents its festive offering in natural gift boxes made from recycled materials. The body care sets are presented in natural jute bags and there are two premium anti-ageing sets. A soya candle has been tailor-made to partner with the brand’s latest launch; De-Stress Escape Aromatherapy Oil, part of the Heroes: Dry Skincare Collection Xmas Set, featuring two grapefruit and lavender.

www.pevonia.co.uk

“Train your team, ensuring that everyone understands the new products, sets and overall offering, including their added value. Set sales targets and offer incentives to give staff direction and goals. Start a Christmas countdown to create urgency and demand. Team up with another local business to create festive packages and sell the gifts as a combined offering.”

Louise Lupton, UK sales director, Dermalogica

Moss of the Isles cares for skin, body and soul with its festive collection this year. Resilient Skin combines the ancient healing massage benefits of Gua Sha and the powerful, nourishing ingredients of Resilience Face Oil to improve skin elasticity, reduce puffiness and stimulate circulation. The Quiet Bathtime set combines a candle and bath salts to ease stress, promoting deep relaxation.

www.mossoftheisles.com

“The most important thing with an impulse purchase is to know your customer. What will excite them? An impulse purchase should be a low-value item – something a customer could buy without a second thought. Remember you’re going for volume here. Choose the right products and position them where your customer is most likely to purchase and where you receive the greatest footfall.”

Paul Gerrard, head of marketing and communications, Gerrard International

Celebrating the return of its popular Signature Candle, with ylang ylang, lavender and geranium, Made for Life Organics Enchanted Christmas collection sparkles this year. It includes a new Relaxing Room Diffuser, Botanical Hand and Body Ritual for bath and home. Skincare fans will enjoy the Age Well Intensive Trio and Organic 3 Step Routine which combine the brand’s best-selling products in beautiful gift sets.

www.madeforlifeorganics.com

“Gift sets are often purchased for brand new customers, so there’s an opportunity to turn the receiver into a returning customer by providing an experience rather than just a product. This might be through a customer loyalty scheme that also encourages a sustainable beauty regime; we offer customers 20% off product refills through our spa and salon partners.”

Diane Nettleton, founder, Gaia Skincare

“People looking for gifts at Christmas aren’t afraid to spend, but consumer habits have changed and 2021 has seen purchasing decisions being informed by sustainability concerns and a ‘feel good factor’ for doing the right thing. Sustainability is no longer about doing less harm, it’s about doing more good, so seek out brands with sustainable packaging and components to help support customers to make better choices.”

Jeremy Smith, co-founder, Natural Spa Factory

“Advent calendars are a great way to share new products with current customers or to introduce a new regime to others. The social media opportunities with these are countless; have a team member open a door each day and talk about the benefits of the product they discover or have a client open a door and take home what’s inside.”

Clare Dickens, managing director, Totally UK

“Developing a customer-focused retail strategy is key for driving incremental revenue. Spas should encourage their guests to treat themselves with home care products or to gift nail lacquer sets to friends and family. With customers continuously seeking new experiences, introduce product demonstrations to drive excitement and consequently increase sales.”

Julia Redmond, head of trade marketing, OPI

“Hosting a seasonal event, either in salon or via Zoom, can be a great way to reconnect with clients, to remind them of the great offers you have and also the professional service you bring, along with gift vouchers and VIP discounts on the night. Gifting previews and unboxing reveals on your website or social media channels entice and excite clients to purchase.”

Tracey Wilmot, international education director, EMEA, Murad

“Christmas is about the art of gifting. It is all about care, love and details that really matter. During 2021 we have treasured our wellness – little moments of joy found in caring for ourselves and those around us. This year more than ever, we encourage our partners to create a memorable experience for their clients, showcasing the special concept of gifting and sharing care and happiness with their loved ones.”

Patricia Fisas, senior vice-president of research and innovation, Natura Bissé