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Spray Tan Tips For The Busy Season

By Melissa Weinberg & Susan Brand

We all love the revenue of busy season but also know that it can get very hectic. So to help ensure that your busy season flows smoothly here are some helpful tips from Perfect Glow Sunless:

1) Do a business analysis. Review your sales numbers from your busy season last year, (and possibly the one before that if you were in business) and see if your numbers increased. Measure how many clients you had, how many times they came and what the average sale was.

2)  Review what steps you can implement to increase even more revenue and set sales goals for you and your staff. For example:

  • How many people purchased aftercare
  • How many packages did you sell?
  • Did you try to close the next sale at their session by asking them to book their next appointment before they left?

Try to also come up with some retention programs (Such as punch cards) and work to cross sell aftercare.

3) Evaluate what you could have done differently to increase your sales and set sales goals. Understand the seasons in your business and focus on the heavier times to possibly get you through some of the slower times.

4) Constantly manage your inventory. Schedule a time at least 2x a week for you or a staff member to be responsible for inventory control. If you employ more than 1 person if you do not assign specific tasks then many just think that “someone else” is taking care of it.  We see many spray tan artists fail to manage their stock and get into a panic when they fall low on solution so don’t let that happen to you. This is the time to think about Halloween events, Thanksgiving holidays, Sorority events and many people that are going to be traveling and dont want to show up pale & more. Spray tanning is notorious for being a last minute beauty treatment and many customers try to schedule same day services or walk ins. So you should always be prepared for last minute customers.

(Plus with Perfect Glow Sunless when you order in bulk you get a quantity discount off 3 or more quarts of solution & free shipping over $200 in the US so it pays to stock up!)  You save on product and shipping cost & reduce shipping delays during the holidays.

5) Take time to refresh! This is a great time to brush up your website, fix links that might not work, add new client pictures and your 5 star reviews. If your branding is outdated then refresh your look.  Make sure you have enough marketing materials that are up to date with all of your current services and pricing. Vistaprint is always a great site with discounts to refresh your rack cards and marketing materials.

6) Work on your marketing efforts! You should always be spreading the word about your business and here are some ways to do this:

  • Leave business cards wherever you go and be consistent with this throughout the year.
  • Look into doing a press release to be distributed in your local area and that you can use for marketing.
  • Create events & team up with some other vendors to make it a fun experience. We all have clients that love to shop so this time around the holidays would be a perfect time to get some plans into motion.
  • Design a beautiful FALL basket with your favorite aftercare & fall products (think Pumpkin spice candles) add in some Starbucks or local coffee house gift cards. This is GREAT giveaway to post on social media and to ask your clients to  share your page & promote your spray tan business for a chance to win. Holidays are also a perfect time to make a first impression on new clients so dress up your studio and offer gift certificates to draw new people in.
  • Word mouth is crucial on social media these days, so make sure your Facebook & Instagram posts are created for your target audience. You might even want to use an automated post app that you can use for Instagram (Such as Later) where you can schedule your posts in advance so your time daily is being focused on getting more clients and making your existing ones even happier!

7) Get rid of old inventory that might be expiring, and bring in FRESH products! Clients notice if that same old bottle has been sitting on the shelf, so clean it up and change up your retail area for a fresher look. Bring some pretty fall props in to draw the customer to your retail area. Department stores do this all the time because it works!

8) If you employ staff members have a meeting to get helpful feedback on what they feel can be improved for the busy season. You might consider hiring some seasonal staff, especially if you are anticipating growth in your business. Even consider cross training your employees, such as an assistant or receptionist that can also go over pre and post tan information & train them to sell aftercare at the checkout process so you are freed up from those items.

9) We have been talking about self-care a lot lately, so make sure you pencil this in! Schedule the time that you need for you or your family for mental recharging and FUN and put it in your schedule. It is absolutely necessary & just as important as keeping clients. Don’t forget the old saying that you can’t pour from an empty cup and your client’s love the best version of you 😉 when you feel good and taken care of you can then give more to your business

This is your time to shine! So Plan ahead and have a clear strategy so your business can thrive this busy season.

Melissa Weinberg is the founder of Perfect Glow Sunless™ a luxury brand of top rated Spray tan solutions and Sunless products. She is also a top spray tan educator in the beauty industry. Her Perfect Glow Spray Tan Academy™ offers various online and hands on
spray tan training courses and spray tan consulting. Her entrepreneurial journey has been featured in Money Magazine, The Huffington Post and other media publications. For more information on her products and the Spray Tan academy please visit Perfectglowsunless.com

Susan Brand is a customer account manager and Senior sunless educator for Perfect Glow Sunless™  She is located in Florida and is the spray tan expert of the Treasure Coast area. Susan is also the owner of Healthy Glow Airbrush Tanning based out of Port Saint Lucie and her spray tan tips were recently published in HGTV

 

 

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My Shark Tank Open Casting Call Experience!

 

Well cross this off my entrepreneurial bucket list!

I had the excitement of attending the first open casting call for Shark tank season 10 in Las Vegas! As like many other entrepreneurs, I am obsessed with this show and have always loved watching Shark Tank. I sit and envision myself on stage pitching the sharks. (And of course getting a deal! lol)

One of my business dreams is to have my products in Sephora and on QVC (Lori..are you reading this? I’m ready! )

So it all happened pretty quickly. On Jan 5th I got a text message from a friend. She wanted me to know that they were holding the first open casting call at the annual CES convention in Las Vegas at the Venetian hotel in 6 days on Jan 11th!

Once I heard that my head was spinning! I live in Florida but ironically I was actually scheduled go to Las Vegas as a sponsor for a spray tan convention that same weekend! I was thinking to myself OMG what are the chances? I already had a flight and hotel room already booked at the Venetian for Jan 13th.

I have lived my life with the belief that things happen for a reason and I started thinking…what are the chances that they were going to be holding an open casting call at the SAME hotel I was already booked at! But I had a lot to think about logistically. Being a business owner it is hard for me to get away from the office during the week due to the large amount of daily shipping and day to day operations. I started thinking.. do I take a chance & go to Vegas early or do I wait for another location to come closer.  Am I going to have enough time to prepare the application and pitch?

Needless to say the next few days were crazy, I was in full over analyzing mode and my boyfriend was a huge & amazing help. He has been my biggest supporter since day 1 so he was all for it. You have to take opportunities when they are presented as you never know if and when you will get another shot. (Plus waiting for another location might not have worked out.)

I called the Venetian to change my reservation to arrive a few days early. I was told that the hotel rate just for that Wednesday alone was over $700 for the night!! (Gulp) Being that the CES convention is the largest, all hotels were crazy expensive. Heck the motel 6 was close to $300 a night! So after a bunch of debating I sucked it up and just figured that this would be my vacation. I had to go alone so I was actually on my own for 4 days until other people arrived for the Spray tanning convention.

So now the fun part! I had to complete a 18 page application. I had to provide info on there such as my financials, why I wanted an investment and what I would do with that money etc. Being detail oriented I even put together a binder (Pink of course!)

This process was actually very important for me as an entrepreneur. Perfect Glow has been very successful but when gathering all of this information it really hit home & put into perspective the success I have achieved. Seeing on paper how much I have grown this business and have accomplished over the past few years was quite an emotional process. I thought to myself that regardless of the outcome I was really proud of what I have built and blessed that I actually was able to even have an opportunity to have a shot at this!

The night before I was scheduled to fly out I got this fortune cookie at dinner (Ahhhh) Was it another sign?

Day 1 – I arrive in Vegas

The first day I got there the hotel was a madhouse. I had stayed at the Venetian before and have never seen it so packed but they were hosting the convention.  The first night I decided to turn in early due to jet lag and having to wake up early the next day I wanted to get my rest.   I went to the small gift shop to get some necessities for the room (water and wine lol) and when I was paying for my items I saw Mark Cuban leaving with (I think) his Vitamin water ! There were thousands of people in this hotel and I am in the gift shop the same time as with Cuban!

Was this another sign? I tried to find him in the sea of madness in the hotel but didn’t  (What was I going to do if I did? I don’t know, maybe give an elevator pitch or mention I had a cool Pink binder? I can’t quite tell ya but knowing my personality I am sure I would have come up with something.)

That night in my room was the first time that my nerves really started to settle in.  You get a 1 minute pitch at the casting call to present and sell yourself. I  just kept rehearsing my pitch over and over. (Being that I am a native New Yorker talking is NOT a problem for me) BUT I just couldn’t cut my pitch down to under that minute.  I kept writing down different versions and of course overthinking it! Eventually I decided to just do a pitch that came from my gut.

I will say that doing months of Facebook live broadcasts on my business page was a huge help to me. Most of the time when I do them I do not go off a script and just speak off the cuff. So that was something that was very helpful to prepare for the open casting call as well as giving me confidence to speak in front of others.

Day 2- Open casting call

The next morning I arrived at the open call casting area 2 hours early around 7am. They say that is not necessary to show up early because anyone that got there by a certain time was guaranteed a wristband. But I just figured that the earlier I got there maybe I could be selected to do my pitch earlier. I was afraid of a very long day and being told to come back at like 5 pm. The line was already very long but not a madhouse like I was expecting. They said that you could bring props if you needed to and I had brought bottles of my self tanning products to show my pretty branding and product line. But I forgot them in my hotel room! (Melissa…are you kidding me? ) A nice woman said she would save my spot in line. Heels off, I rushed back to my room to get them  (A cardio workout if you know how big the Venetian hotel is) When I came back, the line had moved into the main ballroom so I had to go further back on the line.

The CES convention was going on simultaneously so there was a lot of law enforcement and even bomb sniffing dogs. (I was happy to see all that security actually) When  it was time for me to make my pitch there were even 2 uniformed police officers standing behind the casting director.

I do have to say that for such a huge opportunity I was actually surprised at how many people showed up without even completing the application. But on the flip side it was pretty cool to see all these people trying (like me) to get the shot to make their dreams happen.

The casting crew was very nice and eventually they started handing out wristbands. I was put into the second group that had to come back 2 hours later ( Not too bad) This clip is from when I got my wristband. (Number 110)

So I enjoyed a cocktail to calm the nerves,  played some slots (Didn’t leave rich) and did some live videos on social media to pass the time.

 

Time to Pitch

When it was time to go back it was a little bit of a wait but again not too bad. They call your number and you go up to do your pitch. I thought it was going to be in a separate room but I did my pitch in the main ballroom (But it was not like you were on display as the rest of the crowd really cant hear you)

I didn’t pitch to any of the sharks as they were not in attendance ( just the casting company) They were all very nice and Mindy and the crew really did a great job making people feel comfortable and less stressed. At least at this location they didn’t hold you to the 60 second rule which was great as of course I exceeded that a little bit so that was a big relief.  I talked about my Perfect Glow self tanning products, pro spray tan solution and spray tan academy. It was probabally less than 10 minutes total and they were very nice. Then they just say to give it a few months to see if you get selected to move forward in the process.

 

Afterwards I went to Italy (Aka the Venetian) got a glass of wine and felt relieved. Auditioning for Shark Tank season 10 was such an amazing experience. Every entrepreneur should do whatever it takes to follow their dream. Without any risk there is no reward. All I can say at this point is that I have to wait and see what happens.

Hopefully there will be a Blog part 2 🙂 Stay tuned!

 

 

 

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Voyage MIA names Entrepreneur Melissa Weinberg as a Palm Beach Inspiring Story

Meet Melissa Weinberg of Melissa Weinberg Tanning and Beauty in Palm Beach

Voyagemia Staff

Today we’d like to introduce you to Melissa Weinberg.

So, before we jump into specific questions about the business, why don’t you give us some details about you and your story.
I was in the financial industry for most of my career. I always wanted to do something in the beauty industry and since I had experienced skin cancer I felt that spray tanning was the perfect fit. I started spray tanning in 2009 as a part-time mobile spray tan artist. I worked nights and weekends 7 days a week building my company. It took a few years of hard work but I have built my business into a top leading brand in the Sunless beauty industry & regarded as a top Spray tan expert in my field.

I worked on formulating my own product line and in 2014 I introduced my professional line of self-tanning products called Perfect Glow Sunless™. My professional and retail products are used and sold by countless salons, spas and spray tan artists worldwide. I also run my local business Melissa Weinberg Tanning and provide custom airbrush tanning services in the Palm Beach area.

Sunless education is important to me and I founded the Perfect Glow Spray Tan Academy. My academy is top rated and I train spray tan professionals on how to start their own spray tan businesses and improve their skills. I also travel across the US hosting classes as well as in South Florida and offer an online class as well.

Great, so let’s dig a little deeper into the story – has it been an easy path overall and if not, what were the challenges you’ve had to overcome?
Like any entrepreneur, I had to overcome many struggles. One was working 2 jobs and trying to do a career change at the age of 39. Working 7 days a week was not easy while trying to juggle home life but I knew it had to be done and also wanted my salary from my full-time job to fund the creation of my product line.

Eventually, I left the creature comforts of the corporate world (Like a weekly paycheck and full benefits and 401k).

I also handled every aspect of my business for a very long time. Scheduling and spray tanning clients on the service side and on the manufacturing side I did whatever I could to save money. I did my website designs, set up my E-commerce store, and everything from Purchasing, marketing, social media management, sales, customer service and even today I still personally ship all orders.

But I continue to grow and now have added on sales managers and trainers for my brand.

Alright – so let’s talk business. Tell us about Melissa Weinberg Tanning and Beauty – what should we know?
I am known as the South Florida spray tan expert & I provide custom airbrush tanning on the Palm Beaches. As a company, I am most proud of a few things. First is my product line that I created as a female entrepreneur in her 40’s. I am proof that you are never too old to follow your dreams and can rinse up from starting a brand from scratch without investors or a ton of capital with good old fashion smarts and hard work

All of my products are based off organic and natural ingredients, Paraben free, gluten free, Vegan and cruelty-free. (I am part of PETA Beauty without bunnies program.) My products are truly odorless and there is no foul spray tan smell or heavy scent to mask chemicals as found in many other products on the market.

What also sets me apart is that I truly care about my spray tan clients and have top reviews. When someone comes in for a tan they are going to get a truly personalized experience form someone who cares. I customize the color based on their skin tone and educate them on safe sun. Since I am also an educator I make sure that the spray tan application is precise and the color is flawless. My tans last up to 9+ days and I even offer a rapid option where the client can rinse off in just 1-4 hours!

For my professional salon beauty pros, I strive to give the best service available. and my customer service & products are top rated in the sunless beauty industry. My products were used on the Superbowl 50 Carolina Topcat cheerleaders by their spray tan provider and most recently my spray tan solution was used on Jlo! She was spray tanned by Fabiola the owner of Sobe tan in Miami who exclusively uses my product line.

Is there a characteristic or quality that you feel is essential to success?
Staying humble. No matter how much success I continue to achieve I will never forget where I came from. I am truly grateful for my spray tan clients supporting me and choosing my services these past years.

As a beauty brand, I feel that customer service is a lost art and I strive to go above and beyond for my customers. I treat them with fairness and appreciate everyone who places an order. My customers are not just a number to me. I am available 7 days a week to help them with anything they need.

For my retail self-tanning line, I feel educating the public in the benefits of safe tanning is important and offering them a salon quality line is important to me. There are many cheap tanning products out there loaded with chemicals with sub-par results and turning people that dreaded orange. I am happy to offer a true salon quality product. It is my same professional spray tan formulations but for home use.

Contact Info:

    

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5 Great Tips for Spray Tan Pros

Originally featured in Sun Biz Weekly !

Looking for tanning tips to help your sunless salon or mobile spray tan business? Sunless tanning solution professional Melissa Weinberg shares her knowledge with indoor tanning pros.

As your tanning magazine, we at Sun Biz Weekly prides ourselves on providing useful business-building tips for tanning salon owners and sunless techs. That said, the tanning industry’s manufacturers and distributors also have so much good information to share! We include their helpful advice in our Five Tips With series. This week, Melissa Weinberg of Perfect Glow Sunless sat down with us to share her thoughts and plenty of indoor tanning business tips.

1. What should every tanning salon owner/sunless technician should know about doing business in today’s economy?

“That there is always going to be a slow season. Budgeting is very important to get you through the slower times. Also, take time to think about your business strategy and client volume before jumping in and leasing retail space. Sometimes it can be better to start off as a mobile spray tan tech or rent a treatment room until you can get the volume of business you need to commit to a lease.”

2. What’s the easiest thing tanning professionals can do to improve their business, but many of them aren’t aware of it?

“Take time to read about and understand the spray tan solutions you use. Know the key ingredients and highlight them in your marketing strategy. Many technicians are not fully comfortable with product lines they use, but they don’t take the time to read the website or contact the manufacturer for their best recommendations. Also, a reputable company will always be able to explain how their products work and give you the best suggestions for the best results. Taking the time to go directly to the source rather than ask other techs that use different techniques will save you time and help you in your business by understanding the best use for the products.”

3. What is the one marketing strategy you would like to see every tanning pro use to promote their business?

“Taking the time to build a portfolio of your work. This is especially true with spray tanning, where people are afraid of turning orange. A portfolio showcasing your work is a huge marketing tool that puts the potential customer at ease. And don’t just use any pictures. When you post a picture, always make sure that the lighting is good and there are no Instagram filters altering the color of their tans. When in doubt, leave it out!”

4. What is the most important thing that new tanning salon owners/sunless techs entering this industry need to know?

“That proper education is crucial. Although Facebook groups provide good support, it should never take the place of proper training. Whether it be hands-on or online training from a well- rated company, investing in your skills is more important than spending money on the most expensive equipment and solutions. Use that money to train properly so you have the skills to succeed in your new business. The other stuff doesn’t matter if you are not using the best technique to tan your clients. Also, new spray tan techs have a tendency to join every spray tan forum on Facebook. Some are in five or more groups in many cases. Doing this can easily overwhelm you and provide you with conflicting information from others that are new spray tanners themselves.”

5. In business and in life, it’s easy to feel discouraged by occasional setbacks. What motivational advice do have for indoor tanning professionals who are slugging it out in the current marketplace?

“Stop worrying about what your competition is doing. I know it sounds cliché, but the more time you focus on what others are doing, the more it takes time away from building your own brand and focusing on your clientele. Setbacks are the nature of any business; when you have a bad day, it’s okay to disconnect and take time for yourself.”

THANK YOU, MELISSA WEINBERG!

Sun Biz Weekly thanks Melissa Weinberg for taking time out of her busy schedule to answer these questions. Melissa is the owner of Perfect Glow Sunless and Melissa Weinberg Tanning and Beauty products. She is a maker of spray tan solutions and a variety of pre- and post-care products. Melissa also helps spray tan technicians and tanning salon owners with her Perfect Glow Sunless Spray Tan Academy. We’re certain that her answers here will benefit spray tan techs and tanning salon owners everywhere.

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Tips For Cancellation Policies

 
At some time in our beauty business we have all experienced the no show client, chronic late clients and those lovely cancellation texts 10 minutes before your next customers session.  To help with the pain I am a firm believer in that Spray tan technicians should have a cancellation policy and penalty in place for no-show tanners & last minute cancellations. This was a topic I discussed on one of my recent Facebook live broadcasts ( Every Monday on Perfect Glow Sunless) 
 
The subject of cancellation policies and fees can be a touchy one for spray tan technicians & it is a common question asked in many spray tan and beauty forums. I realize that this can be a struggle for some of you as it was for me in the beginning of my career. Maybe you might not know which policy to use or maybe you could be afraid of losing clients. Even if this is true, you should still have cancellation policies. I also believe you have to enforce these policies with a cancellation fee.
 
So what should your Spray Tan cancellation policy be?
Unlike other beauty services spray tanning requires a certain amount of prep by the client & is difficult to fill a last minute spot that opens up due to a cancellation. My business policy is a 24 hours notice is required for any cancellations. Spray Tanners who cancel outside of this window will be charged a cancellation fee ( Billed that day if I have a credit card on file) or added on to their next session. Some spray tan techs choose to send a PayPal invoice but that is on a case by case basis and many have a hard time getting it paid.
You policy should be customized to apply to late clients, no-shows, and last-minute cancellations. Base the amount of money you charge as a penalty upon the value of your time and your market demographic. For example:
  • Some choose to have a policy where a client that cancelled after the 24 hour period would be charged 50% of the service price. Yet some techs have their policy enforced to charge this if they get a cancellation within 3-4 hour time frame of the clients scheduled session.
  • If someone was a “No show” they would be charged 100% of the service price.
  • Clients that are more than 10 minutes late to their session are subject to being rescheduled to the last appointment or another day.
This are just some examples and you have to gear your policy towards what works best for you business. For your cancellation policy to work, your clients need to know you have one and also have to familiarize themselves with the policy. I recommend you post your cancellation policies on your business’s website where they can easily see it ( Maybe on the pricing page and Q&A)  I also recommend having it on your booking confirmation  (if you use one) or you can email and text your policies to clients who book a session. This way you cover your bases and they can’t tell you that they didn’t see your policy or didn’t know you have one.

Collecting Your Cancellation Penalty
Cancellation policies are half of the battle. Once you establish your policy, you have to enforce it. Earlier, I mentioned a fee for no-shows and cancellation after the grace period. Get your clients credit card information at the time of booking their appointment. This way, if they violate your policy, you can charge them the fee.
 
As spray tan technicians, our time is extremely valuable. As mentioned earlier if someone cancels at the last minute or is a no-show, it’s difficult to book another appointment in that time slot. If you do, you risk pushing back your other appointments and inconveniencing tanners. The same thing happens if the tanner shows up late for their appointment. It’s not worth it!
 
Many spray tan techs are self-conscious about asking tanners for their credit card info up front as they believe that this can deter potential clients from booking appointments but I disagree. Most customers use their credit cards to pay a deposit & is very common in other businesses. Many nail and eyelash technicians require this for example. Also, if you think you can collect that late fee some other day, keep in mind that many no-show clients never come back. Now you’re out the money you would’ve made if you booked someone else in that slot. If you get a customer that does not want to use a credit card or does not have one then you can always review on a case by case basis. 
What About Package Clients?
Do you have tanners who purchase a lot of large spray tanning packages? Perhaps they spend more than $200 at a time. If so, I understand that you might be nervous about enforcing your cancellation policy with these clients. (You’re afraid of losing them and that revenue!) But your package clients value you enough to buy these packages because they love what you do. And since they are repeat customers they should also respect you and your time.
 
I’ve let package clients slide in the past and ended up regretting my decision as it was not a one time deal. It is always harder and awkward to enforce something that you have given a “free pass to”  So make sure your policies apply to everyone and you enforce them in the beginning.  That said, there are always exceptions to the rules. For example, if you have a long-term tanner who has that rare cancellation, you might want to let it slide.  These things must be handled on a case-by-case basis. For the most part, it’s best to keep your cancellation policies in place and enforce them. Your tanners will respect you and you’ll respect yourself in the long run.
 
Avoid “Tanner Drama!”
 I see many spray tan techs becoming friends with their clients. I highly recommend you don’t get involved in a client’s drama. And don’t hang out with them at the club, bar, or anywhere else outside of work. It’s one thing to care about your tanners, (I have many amazing clients that I love) but but it’s another thing to turn every appointment into a therapy session. If you allow yourself to get deeply involved with a client’s family or relationship drama, you cross the line and become their friend. Once you do that, many of these tanners won’t think twice about missing an appointment. (Because in their mind you understand what they are going through) Worse yet, you’ll find it hard to enforce your policies on a friend.
 
Your Respray Policy
Speaking of policies, do you have respray policy for tanners whose tans require touch ups? You should! Some salons will respray any client who has a problem with their tan within 24 hours of their appointment. I’ve heard of some sunless techs doing re-sprays on clients five days after their session! This is not a respray issue in my opinion but is a client who didn’t pay attention to aftercare instructions or might possibly want a free spray tan.
 
Do you commonly have tanners who complain about their results right after their session? If so this might be a training issue relating to technique or not knowing proper aftercare instructions & things the customer should avoid. In that case I suggest you take a quality spray tan certification program to improve your technique & knowledge. This gives you confidence in your ability to apply a proper spray tan.
 
Good Luck, Spray Tan Techs!
Im not afraid to say that made mistakes when I started spray tanning and had some clients take advantage of me. it is a big topic with my spray tan consulting clients and we work on how to get over this common hurdle. Always remember…This is your business! It is not charity work and it’s how you pay your bills and feed your family. When someone cancels or is a no-show, it takes money out of your pocket. A cancellation policy and fee offers you some protection. Remember, your tanners won’t respect you or your time if you don’t!
 
Melissa Weinberg is the founder of Perfect Glow Sunless™ a luxury brand of top rated Spray tan solutions and Sunless products. She is also a top spray tan educator in the beauty industry. Her Perfect Glow Spray Tan Academy™ offers various online and hands on
spray tan training courses and spray tan consulting. Her entrepreneurial journey has been featured in Money Magazine, The Huffington Post and other media publications. For more information on her products and the Spray Tan academy please visit Perfectglowsunless.com

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