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Retail vs service

How much of your retail potential are you leaving on the counter?

Most salons sell loads of services and barely any product. This shows where your retail sits against a healthy benchmark — and the few extra sales a day it'd take to close the gap.

$
Product sales only — shampoo, styling, tools. Leave GST out.
$
Cuts, colour, treatments — your chair revenue, GST out.
%
Industry healthy range is roughly 10–15% of service revenue.
Stylists/barbers who actually recommend product.
$
Retail left on the table each year
$25,480
Your retail sits at 5.0% of service. Hitting your target means about 0.8 more product sales per stylist a day — that's it.
Current retail ratio
5.0%
Retail as a share of your service revenue.
Weekly gap to target
$490
Extra retail per week to reach your benchmark.
Extra sales / stylist / day
0.8
Products each team member needs to add daily.
Selling now / stylist / day
0.5
What each stylist already moves a day.
Where it goes
Selling now (weekly)350
Target (weekly)840

Retail ratio = retail revenue divided by service revenue (the standard salon measure), both entered ex-GST so GST never distorts it. Target retail is your chosen % of service revenue; the gap is what's missing. "Extra sales per stylist per day" spreads that weekly gap across your selling staff and trading days at your average product price — it's the additional units to close the gap, on top of what you already sell. Unit counts are GST-agnostic. Benchmarks are general industry rules of thumb, not a guarantee for your salon. This is a planning guide, not financial advice.

A working tool, not financial advice. It uses the figures and assumptions you enter — check them against your own numbers and your accountant before any pricing, wage or financial decision. Award and tax figures change (often each 1 July); verify current rates at fairwork.gov.au and ato.gov.au. Shear Profit gives no tax or financial advice.

Want this across your whole business — properly? Run your free Profit Snapshot and we'll show you exactly where the money's going. Matt and Aaron, in your corner.

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