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Let's Make a Deal Anxiety!

I currently have my own mobile massage business where I travel to my client’s homes. Things are going really well but I miss working in a space where the clients come to you. I would like to be able to do both. Every so often I do some work at the local lodge and spas in the area. They provide all supplies, table, everything…so it is a nice break to not have to do “set up” for those given appointments. I was recently put in contact with a local new salon owner. She is just getting ready to open and I was told she was interested in providing massage in her two smaller back room areas. Excited with a possible opportunity, I gave her a call last week. I'm meeting with her tomorrow to "discuss" massage possibilities for her business. During our initial phone conversation, she admitted knowing very little about massage but thought it would be a nice service to incorporate into her business because of her back room areas and extra space. So, I would be supplying all massage supplies, including my table and linens, etc. When I asked her how much she was planning on charging, she told me she hadn’t really thought about it…and at first seemed to want me to create the pricing. I dunno…She asked about what I typically charge and when I told her my mobile pricing, she seemed to think that that would be way too expensive. She said she had to have the massage pricing reflect the pricing of the other services she provides in the salon. She made it sound like she was going to charge anywhere from $40-$50 an hour. I told her about my experience working as a contractor at the other spas an hour or so away because it seemed like she wasn’t used to working with contractors. The other spas I have worked for gave me 40% and some of them even added a “20% if no cash tip” rule. In all the places I have worked for like this, they provided everything and I didn’t have to lug my table around either. She told me with confidence that she would always do a 50/50 split as far as a cut was concerned. She mentioned that she was the one that was going to be doing my advertising and so forth. And I truly believe she thinks that a 50/50 cut is fair. She seemed really nice and I’m excited to meet her, however after speaking with another therapist over the weekend, my therapist friend told me she would ask for at least 60/40 and if I was supplying everything including my table, and driving to get there, she would ask for 80/20! I’m really wondering what is acceptable as far as payment. I don’t want to over step my bounds by asking for too much of a cut because she could quite easily tell me to walk….but I’m not prepared to settle for too little either. I hope someone can give me some advice!! What is the proper etiquette in such a situation?

Replies to This Discussion

Permalink Reply by Bridget Turnbach on February 18, 2010 at 4:52pm

Jenna ~ Don't make this more complicated then it is. You have a mobile spa practice. You have a website. You can add this spa as an affiliate spa on your site. Thus advertising for both yourself and the newly acquired salon. I have location spa's listed on my Mobile Website and the prices do differ that is not the issue. If you are supply everything, except some basic advertising then I would tell her 80/20. If you were to walk in and walk out 50/50. Supply sheets, lotions, music 60/40. You bringing everything 80/20 plus as an added benefit to her salon you will advertise her as well! No go on that deal then 70/30 but that's as low as I would go and I would have her invest in a table for her salon. Not sure this is the right arrangement.
Sounds like she is looking for rent. As an established business owner with a Mobile Practice you are going against the grain here by renting space. AFFILIATE!

Permalink Reply by Jeanna Stewart on February 27, 2010 at 1:49pm

Thanks so much for all of your feedback! It has really helped. I often feel so alone in the MT world. I went to school and was licensed in Tx, and I recently moved to Pa, where I have found very little support in the "profession." It has been a true fight ever since I dropped my bags.
I visited with the local owner who insisted on receiving 50/50 for her "rented space." After some negotiation, and informing her of typical contract work that we do in massage therapy, she then agreed to go 60/40...which still to me isn't completely fair when it comes to renting a space. But she said she will do all the advertising, etc. She is a very "green" business owner as well...and unfortunatley because of this, I'm pretty sure it isn't something that is going to work out. Mainly because she wants to charge too little, and expects me to work too much work for such a non-respectable cut. For example, after our conversation, she went and did some "research" of her own and priced out the local hair salons in the area. She said that she suddently found the prices I had suggested were too high, and that people were going to pay the cheapest price possible. Afer already giving her a mouthful of you get what you pay for...I guess she still doesn't get it...or doesn't want to. I dunno. I just refuse to hustle myslef or this profession. She still doesn't seem to understand that I'm supplying everything...that the ladies that are working in these other places aren't draggin their tables there for every session! She even wanted expected me to do different types of massage like they do in the salons around here...i.e.--sports massage, relfexology, aromatherapy, pregnancy for the same rate like the others. This is where Pa needs to step it up on their licensing requirements!!!! As of right now, there is nothing!