tj I hear you. It certainly can be bought for cheap online. Free shipping would make it worse. But most people that come in haven't got lotion on them I'd suspect. Try to sell them something that improves the tan. $100 retail for a lotion is just crazy.

Most salons including mine make the majority of the money selling tans not lotion. The lotion accounts for maybe 15-20% of total sales. We did sell a lot of Black this past season and I suspect their will be another hit like this coming from Designer Skin. With Black you couldn't get it online back during season so everyone had to buy it at a salon. The internet is a reality. Black is carried by amazon.com so it is not going away and clearly is supported by the manufacturers. We give a discount to people that buy tans that works well for us.