In this chapter, "After the Sale, The Real Work...", we talk about managing your relationship with that new door and continue to scale them as a customer. We also talk about how the best consultants become an asset, deploying merchandising rules and offering suggestions to salon owners on how to keep product moving. We end with some final thoughts, as well as an explanation behind the title of this audio book, "A Hug, Instead of a Handshake"...

ABOUT THE AUTHOR: KENNETH VIGUE

With over two decades of experience at all levels of the professional beauty industry, Kenneth Vigue has a unique wide angle lens on the category. From distributor service, sales and marketing to salon consulting, brand development for notable manufacturers, he offers common sense advice for any to digest.

In this chapter, "Prospecting, Pitching and Proposals", I'll explain my approach I've finessed over time that introduces the concept of a winning pitch and proposal that incorporates 4 building blocks on a foundation of authenticity and trust of which products is the cap...not the root. We explore how your sales funnel can help you continue to build new clients and lead to opening others, as well a lesson I learned at a night club.

ABOUT THE AUTHOR:

With over two decades of experience at all levels of the professional beauty industry, Kenneth Vigue has a unique wide angle lens on the category. From distributor service, sales and marketing to salon consulting, brand development for notable manufacturers, he offers common sense advice for anyone to digest.

In this chapter, "The REDAVID Story", we explore the origins of the REDAVID luxury haircare brand with its creator: Leonardo Redavid. We will dive deep into essential product knowledge on every one of our products, including the solid hair science inside every bottle...

ABOUT THE AUTHOR:

With over two decades of experience at all levels of the professional beauty industry, Kenneth Vigue has a unique wide angle lens on the category. From distributor service, sales and marketing to salon consulting, brand development for notable manufacturers, he offers common sense advice for anyone to digest.

In this chapter, "A New Model for a New Decade", I tell you my favorite historical anecdote about a whacky man named Lord Timothy Dexter, a man who could sell anything. We will also explore the difference between product selling and consultative selling and how a new model is needed to meet the needs of salon owners everywhere...

ABOUT THE AUTHOR:

With over two decades of experience at all levels of the professional beauty industry, Kenneth Vigue has a unique wide angle lens on the category. From distributor service, sales and marketing to salon consulting, brand development for notable manufacturers, he offers common sense advice for anyone to digest.

In this chapter, "Sales is Dead, Long Live Sales", we explore the origins of the word peddler and how the role of the sales consultant has changed in the 21st century. Now more than ever we don’t WANT to be sold. We want to be understood. We want answers to questions we don’t know how to ask. Here is where you come in...

ABOUT THE AUTHOR:

With over two decades of experience at all levels of the professional beauty industry, Kenneth Vigue has a unique wide angle lens on the category. From distributor service, sales and marketing to salon consulting, brand development for notable manufacturers, he offers common sense advice for anyone to digest.

For the first time in history the “recession proof” beauty industry has been shut down by something it could never plan for. When bombs dropped on Paris during World War II, Gervais Salon was still doing hair. On the battlefields of World War I, a British barber cut the hair of a German on that Christmas that stopped a war for a moment. But a global pandemic? We could never plan for this. Disruption is constant, so now is the time to realize that as we race for the finish line that there are disruptors just at our heels. Amazon, more consolidation, professional brands being shuffled around to largely consumer companies, more and more ways for salons to get products and services beyond the traditional business to business method. Buckle in, because we are going to explore where things went wrong as cover 115 years of beauty to see how we got here...

ABOUT THE AUTHOR:

With over two decades of experience at all levels of the professional beauty industry, Kenneth Vigue has a unique wide angle lens on the category. From distributor service, sales and marketing to salon consulting, brand development for notable manufacturers, he offers common sense advice for anyone to digest.