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spotlighton Under a Q When was Tuscan Tan founded, and why? Although a relatively popular service, we believed that the end result colour TUSCAN of spray-on tan always seemed to carry a slighty yellow undertone, a common problem with many fake tan products. We searched unsuccessfully for a tanning SUN solution that would produce a natural- looking colour, so the answer seemed to be to create our own. After surveying our customers, our mission was to create a solution that would perfectly mimic the type of tan so many people seemed to want – a naturally tanned ‘European olive’ complexion, not a golden-bronzed Aussie colour. We finally hit the jackpot in 2002. The solution created was initially only intended for use in our own salon to satisfy the needs of our customers, however in a matter of weeks we were completely booked out with spray tan appointments, and were constantly receiving enquiries from other salons as to the supplier and name of this fabulous new tanning product we were using. At that point we realised the commercial potential of our creation and named it Tuscan Tan. Having owned and operated a successful salon in the eastern suburbs of Melbourne for a number of years, Michael and Samantha Fitzpatrick initially only intended to improve on one of the services they offered within their salon – spray-on tan – when they started what would turn into Tuscan Tan in July 2003. Professional Beauty uncovered some of the secrets behind what is on track to become one of Australia’s leading sunless tanning companies. 118 www.professionalbeauty.com.au Q What were Tuscan Tan’s short- term and long-term goals? Having created what we believed to be a demonstration of the equipment and product range, experience a spray-on tan to evaluate its colour and performance a far superior spray tanning solution, and gain insight into the complete Tuscan our short-term goal was to source spray Tan concept and the value it could add to equipment with which to apply it as the their business. plastic turbine powered spray equipment As we approach our seventh year, we had been using within our own salon we are relocating the head office from had, over the years, proved incredibly Hawthorn to a much larger premises in unreliable. The last thing we wanted Port Melbourne enabling us to further to do, if we were going to become a grow our business. This fantastic new manufacturer and wholesale distributor premises is positioned in the most to other salons, would be to supply them accessible area of Melbourne and will with the same headache. house our offices, showroom, training We set about sourcing spray equipment facility, factory and distribution centre. that would eliminate all the features that had frustrated us, such as plastic hoses that would continually pop off, spray guns that would spray inconsistently or leak, Q How has the industry changed since when you first started Tuscan Tan? and motors that would burn out within Various trade and consumer media months meaning a back-up machine had reports claim that the spray tanning to always be on the ready. industry is the fastest growing service We also wanted faster, more efficient within the beauty industry today, and solution transfer, economical product rightly so. The Cancer Council has usage and minimal over-spray. The only worked peerlessly to raise awareness spray equipment available that fit this about the dangers of UV exposure, and criteria was large, noisy and industrial, have more recently focused in particular so we then set out to create our own on the dangers of solarium use. There delivery system designed to suit the salon really is no excuse not to be aware of environment. This system is now called the harmful effects of UV exposure, the Evolution Series Pressurised Tan and consumers who still want a tanned Delivery System, and is often recognised look are now seeking a safe alternative. by those within the industry as the most Let’s face it, in the warmer months, reliable tan delivery system available. summer fashion looks better on tanned Our next goal was to successfully skin, and if we can achieve this safely launch Tuscan Tan by way of strategic then why not? An added benefit is that marketing and establish the brand spray tanning encourages the consumer in the market within twelve months. to pay closer attention to their skin Never deviating from our strict three- and look after it more thoroughly by year business plan, the second year regularly exfoliating which reduces, dry, saw the development of a range of dull or aged skin cell build up, using an complementary before and after effective pH balancing skin wash, and skincare retail products, and in the daily moisturization to keep the skin third year we designed and began hydrated. It really is a win-win situation manufacturing a highly effective over- – a beautiful, natural looking tan on spray extraction screen which we called healthy, glowing skin. the Salon Saver, designed to capture excess over-spray or airborn vapors generated during the tan application. This allows for a cleaner, safer and more Q What changes do you feel your business has made to the industry? hygenic working environment for both The changes that Tuscan Tan has made to salon staff and clients. the spray tan industry are many and varied. Approaching the end of Tuscan Tan’s Firstly, we have created an organic, third year, the main focus of the next UV-free tanning product that really does three-year business plan was to expand mimic a naturally tanned European olive our retail skincare range, steadily complexion. This product is the only build our customer base nationally and spray-on tan formulation available which establish a NSW office and showroom adapts to any skin type by adopting the to support the planned expansion. Our skin’s natural darker variations, whilst NSW division opened in October 2008 in blending with and deepening the colour Sydney’s central and dynamic Surry Hills, of its lighter tones. Any depth of tan can allowing those with interest in Tuscan be achieved with just the one solution, Tan in NSW to visit the showroom for so there is no need for salons to carry different formulation levels to suit specific skin types. Other improvements we have made to the Tuscan Tan solution Q How did you nurture and grow the company? Can you pinpoint an exact time when you over the years are that it now dries were able to think“this is is starting instantly on application, is odourless to pay off’’? once developed and, best of all, the tan is We stuck religiously to our business water resistant allowing it to last between plan from the start, and by doing this seven and ten days before gradually and it has paid off. A solid business plan evenly fading. enables you to put your thinking into Secondly, the Tuscan Tan Evolution perspective, and forces you to take an Series Tan Delivery System is the only objective, critical and unemotional view spray on tan equipment available which of what you have created, and what you operates by way of pressurisation. This are aiming to achieve. It also allows you offers many advantages to the user and to identify if your business is starting to ultimately the consumer as the end get off track and to rectify the problem tanning result is flawless. One of the before it compromises your future goals. key features of pressurisation is that it eliminates the need for a liquid pot attachment on the spray gun which allows the user to position the gun at Q What makes Tuscan Tan products stand out from other tanning ranges? any angle - even upside down - without Quality. Performance. Results. compromising the consistency between the air and liquid flows. Thirdly, Tuscan Tan was the first spray tan company within Australia Q What are the star products in the range? Tuscan Tan is not about any one to introduce over-spray and airborn particular ‘star‘ product, it is a total vapour extraction, a must for any salon concept where each product plays considering introducing spray on tan an integral role to create the desired to their line of services. The Tuscan outcome - the ultimate UV free tan. Tan complete concept really has taken the spray tanning service to a whole new level of professionalism, which hasn’t gone unnoticed by those within Q Where do you position Tuscan Tan in the marketplace? Although it is necessary for businesses the industry. Gone are the days of this to monitor their market growth to gain service being located somewhere out the a basic knowledge of their position, we back of the salon due to the incredible would never be so arrogant as to claim filth and mess it creates, along with salon number one position as that would be staff spraying customers in a disused biased opinion without basis. At the shower cubicle or against a black plastic end of the day, it is the consumer who sheet, slip-sliding around the floor in a ultimately dictates your position within brown vapour haze! the market, along with the salons that make the choice to trust in you and what Q Does Tuscan Tan have a mission statement? ‘Spray On Tan...it’s all about the colour.’ you offer. In saying that, we feel confident that Tuscan Tan’s market position rates quite It really does come down to the colour highly. This is based on the amount of of the tan. Had we not achieved the colour consumer enquiries we receive on a our customers wanted in the first place, daily basis looking for a salon location, then Tuscan Tan as a company and brand in addition to the enormous amount of would not exist today. We consider our positive consumer feedback we receive tanning solution as our core product and directly by way of email and word of fiercely protect it, and although an integral mouth, and indirectly via the numerous part of our business, we consider the other posts on internet forums and blogs. products we manufacture such as our In fact, many business owners who equipment and skin care products to be contact Tuscan Tan comment that it is the vehicles which drive our core and keep through these particular online avenues it performing to the expectation of Tuscan that they source unbiased consumer Tan, its customers and their clients. information and opinion in relation to product preference and that those Q What is your business philosophy and approach? Look after your business and your business brands most prominantly and positively mentioned subsequently become the first point of reference when sourcing will look after you. suppliers and products.
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