newClips: A new, fairly calculated price is quickly set — but how do you get the whole team to accept it and represent it with confidence? Many salon owners know the challenge: staff hesitate, fear customer reactions, or don’t understand why an adjustment is necessary. And yet that is precisely the key to success! Whoever involves their employees in pricing from the outset creates acceptance, security and a shared understanding of economically necessary changes. How does it work? With transparency, training and an open culture of dialogue.
Jens, prices need to be adjusted regularly, don’t they?
Absolutely! But at the same time, many guests ask: why does a haircut cost so much more today than it used to? At the same time, hair salons are struggling with rising costs and staff shortages. In recent years, operating costs for hair salons have risen massively: higher rents, energy costs, more expensive products and tools, rising wages and social security contributions. On top of that, there are usually investments in further training and quality. Meanwhile, hairdressing prices have often failed to keep pace. Many businesses have simply hesitated too long to adjust their prices — out of fear of negative reactions from guests. But that is fatal: working too cheaply in the long run puts the salon’s very existence at risk. “Window-dressing pricing” — undercutting the competition — is also a big mistake!
What does a fair price mean to you?
Fair means: the price must cover all costs and give the business a future. That includes a reasonable profit to finance quality, further training and innovation. Our solution was pricing per minute. Instead of flat rates for services, the salon price is calculated according to the time required. This way every guest pays for the actual service delivered — fair and transparent.
How do you calculate pricing in your salon?
With a simple formula: total annual salon costs ÷ average annual productive minutes worked by all productive staff = price per minute. We developed this well-thought-out pricing system together with La Biosthetique’s consulting department and are well on the way to implementing the target rate of €1.90 per minute in the near future.
What are the typical pricing misconceptions in your experience?
“I can’t charge that much!” — Yes, you can. A fair price secures jobs and quality.
“Our guests will go to the competition.” — No, because those who value quality, service and expertise will stay.
“Staff are afraid of price discussions.” — Transparency helps here! Staff need to know and, above all, understand why prices are going up.
On point 3 in particular — bringing staff along on the topic. What is your formula for success there?
Only open communication — with staff and guests alike — leads to success. This means involving staff above all: everyone in the team should know what costs a salon carries, from rent to further training. An open conversation turns employees into co-entrepreneurs who not only accept the price but actively champion it. Then definitely prepare the guests too: price increases should always be communicated clearly and confidently. So: “Quality has its price” and “Fair prices guarantee good service in the long term.”
But one decisive question remained for us too: How do we communicate the new price structure to our guests?
Here too, the consulting department provided valuable support with professionally worded texts for posts, customer information and social media.
It was important to us that our guests understand:
- We rely on excellently trained professionals
- Further training is essential — for quality and innovation
- Fair wages for our team ensure first-class service
Excellent support from the La Biosthetique Consulting Department for salon owners on the topic of price adjustment.