Case Study: Three Small (Biz) Steps to Increased Product & Service Sales, Recession Edition

by Kimberly Smith

Published on 6/2/2009

Tags: Case Studies, Customer Acquisition, Customer Retention, Email Marketing, Promotions, Recession, Referrals, Small Business

Company: Paul Hyland Salon & Day Spa
Contact: Shelly Hyland, co-owner
Location: Crystal Lake, IL
Industry: Professional services, B2C
Annual revenue: Confidential
Number of employees: 30

Quick Read

For Paul Hyland Salon & Day Spa in Crystal Lake, IL, there was no question about it. Increased competition in a luxury industry that was bound to get hurt in this economy meant the small business needed to intensify its marketing efforts and show consumers it is here to stay.

By using low-cost email marketing and coupons and launching new-client referral and reward programs, the 30-person salon is doing better than it was pre-recession—with growth in both service and retail product revenues, double the volume of new clients, and an increase in existing client loyalty—all while the beauty spa industry as a whole continues to falter.

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