The Lap of 
Luxury

Convincing your clients to buy wellness (or any) products requires your in-depth knowledge of the strongest and weakest aspects of those products. Even though personal care products are guaranteed to pamper users, their complexities are not always easily understood. If you take the time to study the minutiae, you can explain it to your client and land the sale. Promo Marketing interviewed wellness-savvy suppliers Bill House, vice president, sales and marketing for Alexander Manufacturing, St. Louis and Lindsey Whitney, president of Solar Advertising, Castle Rock, Colo., to find the what, why, who and how of selling classic and new wellness products in 2012.

WHAT'S CLASSIC: SPA GOODS
What: Lotions, nail clippers, hair brushes and anything else from the necessary to luxurious. House noted salon boards, emery boards, clippers, manicure sets, sanitizers and lotions as the most popular wellness products.

Why: Everyone can use personal care products, so finding your target market for them is not difficult. "In most cases our products are given to be used in the home or at a health care facility," said House. He added spas as a favorite market for personal care products. These broad options allow you to sell to all of your clients, especially as the number of businesses participating in wellness programs grows every year.

Who: According to House, health care facilities, cause-marketing programs, trade shows, special events, incentive gifts and senior living communities are good markets for personal care products.

How: House offered examples of wellness products sales. "We have several instances where emery or salon boards have been used as gifts for residents of senior living facilities," he said. "Salon boards [are] given as branding tools by doctor's groups, health care companies and equipment companies," House explained. Though his example took place at a senior living community, the idea is useful for almost any industry.