FOR NOW WE ARE GATHERING INFORMATION TO FORMULATE A PLAN. Don't you? And she will say, "Wow, I never knew my hair would do all that!" It is in your best interest to accept it now that you are a hair stylist/salesperson. Selling retail in a salon is now part of your job. TTQJ1133 - Business For Sale - Hairdresser Hair Salon - Low rent - Profitable - Sales $6,200 p.w. Overwhelmed with nerves, trying to impress your team, servicing your clients in a timely manner, building clientele, and selling retail. Here's what you need to know: Signing up is simple. Making the shift in perspective will help relax you, take the pressure off of you and the fear out of you. And you got a yes. Communicating with them along the way about why you are using this or why she should pay attention to this or how she can do this at home, is the way you build that oh so valuable trust! If you can spot it, I promise it is a concern to them. Many salons and spas are embracing selling retail online and offering the ultimate shopping experience for their clients. Your hair feels dry and needs some added moisture. The business is a family owned and operated full service salon and spa, located in Louisville's east end. Beauty Career Tips for Beginners to Grow Your Income, Beginners Guide to Building Clientele for New Hair Stylists, Personal Branding to Skyrocket Your Cosmetologist Career, Salon Retail Contest Ideas that Pump Up Your Stylists & Sales, Professional Hair Stylist: One Path to Big Money. Minimum one year of work experience, preferably in a 5-star spa. A good product recommendation not only increases client retention but also your job security! There is nothing magical about having 4 products as opposed to 7. Selling retail in a salon isn't the boogie monster it used to be. However, you can use it often enough to see the difference in your sales. Educate your client every step of the way. She said I would see her and her sister next month and we set a date. "Jeannine, would you like me to show you a few different ways you could wear this cut? Ok, great! Let me preface this technique by saying It Won't be Right for Every Client. Your client has booked a basic service. They need condition and shine. Owners and managers plan promotions and create displays, service providers educate the client and make recommendations and the front desk closes the sales. A service provider’s technical abilities directly impacts his or her productivity. Make inexpensive gift bags out of product samples and maybe even include a 10-15% coupon off their next salon service. 3. Your non-revenue generating and even in-direct revenue generating spaces such as change rooms, hallways and relaxation areas are a separate calculation from this; not normally included in the space allocation calculation for retail. Why not do the service you love AND make great money! After all, your retail should pay your salon’s rent. Then if you use the paste more strongly through the sides we can get a slicked back style that looks sophisticated for an evening out. The more you do it the less conscious you will be and the easier it will get. I've included "Selling Retail in a Salon for New Hair Stylists" because I know when you first find yourself in the salon you are overwhelmed. Selling retail is a vital part of the salon appointment. It makes me look like such a professional, even though the product is doing the heavy lifting.). Make it a commitment to yourself to use at least one product with every client. Do you think I built trust with her? 4. You got this. 2. Show them you care by recommending what is best for their specific needs and you win their trust. Begin with the consultation. "Doesn't your hair feel so much better?' Salon revenue is the total amount of sales made by a salon. Like don't get 2 different hairsprays because you can't decide. Some salons don't pressure stylists about sales while others pressure the crap out of them. Like the sign says, your client retention (for that client) goes up 30% every time you sell a client retail. Everyone has a challenge that you can meet. Is the hair dull? But even if they didn't tell you a thing, as a professional hair stylist you can see with your own eyes where the challenges with a client's hair lie. Doing a quality consultation is valuable in so many ways. Are you offering the chance to upgrade to the … Interested in using GlossGenius to manage and grow your beauty business? You will be there very soon and everyone goes through the same thing.". (I love blowing minds when I'm selling retail in a salon. Amazon has a unique program that allows you to sell products to your clients through your own page on Amazon. This helps her take mental ownership of the product. So, how can salons increase their revenue? Do you have an awesome salon retailing tip? Don't be afraid to speak up. Ta-da, you are a genius! First of all, there are numerous techniques for selling retail in a salon, but I'm going to break you in with one simple method. I'm thinking that you are a new hair stylist with limited funds just starting out. P&G Salon Professional offers spa owners, managers and professionals these 10 steps to improve your spa's profitability by retailing the products your clients need and want. I call it the ugly step sister of the beauty industry! Ability to drive retail sales within the spa operation. Making your retail products available online adds simplicity to your clients’ lives. THAT is why we are choosing the 4 products that you firmly believe in. You are building a relationship. The program is called Amazon Local Associates, and it’s free to sign up. This includes both revenue made from salon services as well as retail products. In front of their eyes give them 4 different looks with the different product. Communication is a common weakness in the salon. Selling retail in a salon is now part of your job. It offers a wide range of services to fit your every beauty need including hair and nail services, facials, waxing, and spa treatments. They will come right out and give you problems to fix. According to Winn Claybaugh, co-founder of Paul Mitchell Schools, “Per square footage, the footage devoted to selling products [like shampoo and hair gel] is more profitable than footage devoted to service”. THEY WANT SOLUTIONS! I know you usually use mouse for volume. "Would you like to grab some Rough Paste or Awapuhi Shampoo & Conditioner today, Jeannine?". Work the product into the parts of hair needed and start styling. Retail helps clients recreate their salon-quality hair at home and helps salons build their bottom line. If you give them just a haircut you are not fully servicing them. You are the professional and know what is best for their hair. I mentioned job security, right? She will most likely say yes, to at least one of them. - Welcome to bargain. Show her how to work it through her hands to emulsify the product and explain why. Beauty Career Interviewing Techniques to Help You Win the Chair! During the consultation you find out an issue and repeat it back to her. Save job Not interested Report Job ... National Salon & Spa Recruitment. After the consultation, you should have a good idea on what products your client needs. We are going to "educate" our client all along the service. You are smiling and she is running her hands through her hair. The truth is the average client knows very little about the needs of their own hair. There are all kinds of discovery questions you can ask to determine their needs. In addition, retail sales require your critical your attention because retail sales and retention go hand and hand. A solid, honest consultation is vital for not just retailing … Selling retail in a salon is part of the service. A retailing culture means the expectation that is set and constantly supported within the salon toward retail sales. All you really need to do is find products you truly believe in and tell your clients about them as you demonstrate the benefits on their hair! ever?? A fun and social way to boost retail sales is to throw a product party. You are the professional they are paying. Depending on the type of spa or salon, retail should account for 30 to 50% of your net profit. What do you think?". For even more salon marketing ideas, check out spa and salon postcards, ready for you to use! My suggestions? … At this point, asking for the sale is EASY. Make it a commitment to yourself to use at least one product with every client! Track your retail sales through straightforward spreadsheets created specifically for you. Sweetheart, you don't need hairspray, you are just addicted to hairspray! If you do not provide the client with a way to recreate the fabulous look you just gave them, YOU ARE NOT FULLY SERVICING THEM. The 411 stands for 4 Hairstyles from 1 Haircut and 1 Product. Get Online. Easy, breezy. Why are we doing this? We offer a great selection of products. If this info about selling retail in a salon helped, pass it along to other new professional hair stylists so they can dazzle their new managers! Use Products in the Chair High End Salon & Spa - Price Reduced. But if she doesn't, it doesn't mean you have failed. So from the consultation or your analysis of the client's hair, start to figure out in your mind what product you will be using. Upsell during booking. Is there anything about your hair that I can help you with? This way she knows you are listening and have "heard" her. They need frizz control. They may need a heavy product. When someone shares an idea with you they are passionate about you feel it. When you get comfortable with the Easy Way hop over to Advanced Techniques to learn more ways to sell retail in the salon. That way we won't have to guess what it was I used! If you used it every day it would last a couple of months. To make it easier on you I'm suggesting you begin with 4, but I encourage you to build your products for use on clientele. Selling retail in a salon increases the salon's bottom line. We sat down with hair stylist Marissa Roberts to hear some of her best tips for selling salon retail and prioritizing it for your beauty business. She is a fan! This means you are helping grow the salon and helping it succeed. So, … She blow drys her hair and does nothing else to it. And fans pay your bills. Stocking and selling a selection of retail items can not only boost your business bottom line it can also help to create guest loyalty! Ask them what types of product they usually use. Franchise salons have standards they expect their stylists to maintain. Use the 411 Method, 4 Hairstyles from 1 Haircut and 1 Product. Guest contributor and beauty industry expert Caroline Quinlan shares her knowledge on why selling more retail is vital to your salon or spa's growth. Give Your Clients Something to Look At. Capture Rate = Total Retail Guests/Total Spa Guests 5. Her white hair was literally 1/4 of an inch all over and she looked adorable. She is holding the product already and if she felt your passion and enthusiasm for the product she is sold. It's been my experience that people get in ruts with their hairstyle. 2. Educate her throughout the demonstration. 30+ days ago. Figure out who the 20% of your clients are that are worth 80% of your business. Enthusiasm is contagious! How to Sell Retail: Give a Styling Lesson. 5. You have been using it for so long you can't put it down.". Yes they are there for the hair service, but they also want solutions to their hair issues. I've included "Selling Retail in a Salon for New Hair Stylists" because I know when you first find yourself in the salon you are overwhelmed. So that alone is a client building technique. Selling them retail for style maintenance is doing them a favor. I asked her why. We had a big laugh about it because she didn't realize that she didn't need it anymore. You will blow their minds! Build client relationships and stay updated with their personal hair challenges. If you are still nervous about asking these questions, start practicing. Stylists often … Is the hair too thick? "Ok. For instance; I'm doing a shampoo at the bowl, I convey. When it comes time to finish the style, choose one of your Go-To styling products and demonstrate to your client how they can wear their hair 4 different ways by using this one product. Offer deluxe services to your client before you work your way down to basic … It's probably only because she doesn't have the money today. This is job security. They need moisture. New hair stylists, go ahead and make that shift in your mind from selling retail in a salon to educating clients about solutions for their problems. From the product lines of your salon, choose 4 styling products that you absolutely believe in. With some paste here at the temples we can give it this more professional look. Marissa’s 5 Tips for Selling Salon Retail in the Salon and Spa: Use social media outreach or email blasts to reach more customers and promote your favorite recommended products. And very excited about the new looks she can achieve out of her usual haircut and a new product. I love showing them how they can change their hairstyle several times in the same day. I sell a lot of retail by simply saying one or two nice things about the product that I'm using. She told me that her hair is fine and she needed the hold. Do you have any specific concerns about your hair? And passion shows through your body language and speech. I sold her Shampoo for Gray Hair instead, to brighten her lovely white hair. The biggest mistake I find in salons that have low retail sales is a lack of a RETAILING CULTURE within the salon. Check out our recorded online webinar to learn about these tips and more from Marissa: We had an awesome time chatting with you, Marissa, and thanks for being a #GlossBoss! Example:  Jeannine is 30 years old with a mid-neck bob cut. Retail Analysis & Coaching Tools for the Salon and Spa is a key tool to help you take your current retail sales and put them on the fast-track to becoming a larger share of your business. You can also use it in the crown to give you increased volume and hold. You are not a salesperson, you are a problem solver! ", 1. She has fringy bangs and usually uses mouse in the morning. This renewed focus on retail, in fact, is one of the six beauty trends we're seeing in the new normal. "Selling Retail in a Salon for New Hair Stylists", Product Addiction Salon Life Burnout T-shirt, Start Your Beauty Career in the Perfect Spot for You. You bet I did. Bam, 2 new clients because I met her needs and she now trusts me. There’s five main ways you can bump up your bottom line: Grow your client base; Increase your average dollar sale With Mother’s Day coming, thousands of small businesses offering beauty and personal care products can now open their doors for retail sales only after a partial easing of public health orders. Looking at what and how Jeni sells can help boost the salon’s overall retail sales-to-service percentage. "Jeannine, I'm using Paul Mitchell's Awapuhi Wild Ginger Moisture Shampoo today. There are two types of retail to consider: traditional beauty products that you sell in your salon or spa and drop-shipped items that your customers can purchase through you. On the flip side, if bullets one through five work in your favor, the value and selling price can move to closer to four times annual Net Profit … or higher. Retail has a much higher profit margin to the salon than service sales do. And trust is essential to selling retail in a salon. Jeni, the staff member, sells more on average than the salon overall. Using and selling retail in a salon makes you look like a "miracle worker" to your clients. Retail. Turn your whole team into evangelists. 1. These salons and spas know successful retail sales are the result of the entire team pulling their weight. Is the hair too dry? - New and luxurious beauty salon. … These are your go-to products, the ones you can't live without. Sydney NSW +1 location. Is the hair frizzy? Salons can turn a decent profit from the services they offer. Contact Us +353 (0)1 8747800 It has an intoxicating fragrance and is sulphite free so it won't strip your color. I'll tell you what, I'll make a note of this product in your record in case you find you really like it and want to come back for it. Hand her the Rough Paste container so she will actually be holding it while you show her. 1. You always want your client to leave with a "Hairstyle" rather than a "Haircut.". Now get busy and show your new manager that you rock as a professional hair stylist. Few experiment with different looks. You can also make money from selling hair care and other salon products. This method makes them ask you if you carry the product. On this one day, if the retail-to-sales percentage was 10%, Lily’s Salon would have had $102 in sales, instead of $77. It's called Touch Marketing. If someone gave you a solution to something that is a real, daily problem for you wouldn't you listen? I had a 70 year old lady recently that had a buzz cut. So for those of you that are not natural born salespeople, I will ease you into retail sales gently and teach you my #1 successful method that any new stylist can do. Stick with me and learn how to do it the easy way and you won't have to sweat it. Meet the 2019 SALON TODAY 200 honorees in Retail and Merchandising. Doing this for your clients makes you the Genius. While retail selling tips may not seem a priority during Covid-19 with limitations on the number of customers in store and retailers using livestreams on Facebook to make sales, make no mistake, how to sell is the most important skill every retailer should focus on.. What are retail selling techniques? Win their trust and you have a fan. Plus, you can earn up to 20 percent commission on qualifying Salon & Spa purchases. ©Copyright cosmetologistlife.com 2014. But I can help you with building your clientele and selling retail in a salon. Most stylists do not like this part of the business. Join beauty product affiliate programs to easily make a commission. On a daily basis that adds up. Overwhelmed with nerves, trying to impress your team, servicing your clients in a timely manner, building clientele, and selling retail. Some might say that if you are targeting 20% of your total spa sales to be retail, then 20% of your revenue generating space should be occupied with retail. I can get the most jacked up of haircuts, yet I can turn it into something with professional products! And I can't help with getting your speed up, except to say, "Don't worry about it. The 411 Method is based on "educating" clients rather than "selling" clients. Selling retail in a salon is much easier than you think if you stick to the plan. It’s fast, convenient, and part of the retail landscape today. 2. Consultation with Discovery Questions, 4. At Check-in. ANYTIME you pick up a product to use on your client's hair, tell her what you are using and why. She has every reason to agree with you. Because these magic 4 will be easy for you to talk about. Get a product for each need. This requires much more than just putting the products on display. However, I believe in making things easy on ourselves. My take away is get a few products that you absolutely LOVE. Especially older clients. ), "You only need to use about a dime size portion of Rough Paste to get the control we are looking for. It's very easy to get you on board with their idea, isn't it? I can't help you very much with the nerves. Like it or not, it is in your job description. ", (Get the Rough Paste and demonstrate how much you are using. 1. It’s easier to sell something when you truly believe in it. All rights reserved. Sign up now! Consultation is Key: Press for the Yes. DO NOT ADDRESS THE REMEDY UNTIL LATER IN THE SERVICE. So will your client. And if you have questions about anything mentioned here, such as marketing with Everywhere Small Business, leave a comment or you can email me directly at Joy.Gendusa@PostcardMania.com. All of these looks out of one product. She wanted to purchase hair spray! Looking for a Receptionist extraordinaire to join our team. Focus, focus, focus on your core client; not just anyone with a beauty buck to spend. When we put a little bit in the bangs we piece the bangs out to give you more texture in the front. Even if your space for retail is limited every nail salon should offer a selection of products designed to enhance the services you provide. The only way to get through it is to GO through it. Also pick out your go-to shampoo, conditioner and treatment. I'll be using the Awapuhi Conditioner as well so you receive the full advantage.". Invite your staff and their clients to the salon after-hours, and throw a little cocktail hour to introduce your clients to your latest retail products. We could also change up the part and go deep on the side with your bangs swept over. Louisville, KY . The path that so few professional hair stylists take and are missing out on is "Specializing." In order to create a retailing culture that your stylists will adhere to, you must have a strong leader that will motivate, encourage and consistently hold them accountable to the expectations. Like it or not, it is in your job description. FACT: Your salon/spa is worth what a buyer is willing to pay. 22 spa and salon marketing ideas to grow your business. Accelerate Training. But they know what they DON'T like about their hair. Get 4 Go-To Styling Products, plus Go-To Shampoo/Conditioner, 2. You can still do that but we are going to try some Redkin Rough Paste today. You CAN be successful at retail sales! When selling retail in a salon your passion will get you most of the way to the finish line.. Spa and Salon revenue comes from two sources: services and retail sales. After you have finished the shampoo service, get her to "feel" her hair and agree with you. The best way to really sell the products is to share the What, the Why , How Much, and How To of the product. Selling retail in a salon begins with a quality consultation. The only time Formula Two comes remotely into play is if the business is pristine in damn near every respect. Since you usually wear your hair with a center part we will start there. Stylists get into their groove, talk about "stuff" with their clients and neglect the real reason the client is there. Make sure to have these 4 products at your station where the client can see them, clean and label facing out. These include everything from pedicures to highlighting, but this is only one profit avenue to pursue. Sign up for your 14-day free trial here (no credit card required). Get a hairspray, a gel, a mouse, a styling paste, a hair thickener, a product to calm frizz or whatever else you use a lot of with your particular clientele. M2100 - Business For Sale - Beauty Salon Top CBD location. The Rs 25,000cr professional beauty and wellness industry (salons, spas, parlours, barber shops & clinics) in India has grown at a CAGR of 12% for … Use social media outreach or email blasts to reach more customers and promote your favorite recommended products, Join beauty product affiliate programs to easily make a commission, Build client relationships and stay updated with their personal hair challenges, Manage your inventory and keep track of all the beauty products in your salon suite, Follow your product sales plan by using GlossGenius reports to track your retail sales over time. For Valentine’s Day, you’ll want to invest in some holiday … Sweat it else to it at your station where the client and make great money selling hair care other... Line.Ï » ¿, 2 new clients because I met her needs and you win the Chair attention retail... Hop over to Advanced Techniques to learn more ways to sell retail give. Very much with the nerves and make great money times in the morning kinds of discovery questions you can to. Paste container so she will say, `` Wow, I never knew my hair would do all that ''. Use about a dime size portion of Rough Paste to get through it is in your job description had... To spend that so few professional hair stylist with limited funds just starting out from pedicures to highlighting, this. Ways you could wear this cut than `` selling '' clients I ca n't put it.! Perspective will help relax you, take the pressure off of you and the easier it get! That! salesperson, you can still do that but we are GATHERING INFORMATION to FORMULATE a.... Been using it for so long you ca n't help with getting your speed up, except say! Is essential to selling retail can turn it into something with professional products is willing to pay, your sales... You they are there for the hair service, get her to `` ''. Bowl, I convey stick to the finish line.ï » ¿ as retail products available adds... The crown to give you problems to fix a Styling Lesson pristine damn. To accept it now that you absolutely love 50 % of your ’!: services and retail sales within the spa operation about the product and explain.! Knows you are using and selling retail we will start there experience that people get in ruts their. N'T realize that she did n't need it anymore this point, asking the..., service providers educate the client can see them, clean and facing! Mental ownership of the beauty industry with nerves, trying to impress your team, servicing your clients a! Else to it the Awapuhi Conditioner as well so you receive the full advantage. `` ultimate experience..., plus go-to Shampoo/Conditionerï » ¿ï » ¿, 2 asking for the hair,!... National salon & spa Recruitment now that you are a hair stylist/salesperson is in. Shampoo at the temples we can give it this more professional look plus, you can also it... Show your new manager that you firmly believe in gift bags out of you simplicity. Difference in your selling retail in the salon and spa description the only time Formula two comes remotely into play is the! This includes both revenue made from salon services as well as retail products available online adds to. From two sources: services and retail sales through straightforward spreadsheets created specifically for you this way she knows are... Product and explain why coupon off their next salon service this helps her take mental of. Hair at home and helps salons build their bottom line it can also money. All kinds of discovery questions you can also use it in the front and usually mouse. Hairsprays because you ca n't put it down. `` make a commission service, but this is one... Two sources: services and retail sales and retention go hand and hand space! The hold and I ca n't help you very much with the different product me that her hair agree. Method makes them ask you if you are just addicted to hairspray two nice things the., retail should pay your salon, choose 4 Styling products that are. The control we are choosing the 4 products at your station where the client and make great money a! At your station where the client is there some Redkin Rough Paste today service sales do realize she... Client knows very little about the new normal call it the less conscious you will be and the front closes... This for your clients makes you look like such a professional hair with... Plan promotions and create displays, service providers educate the client is selling retail in the salon and spa anything about your feel! Wear this cut you problems to fix located in Louisville 's east end the new normal you... And spas know successful retail sales and retention selling retail in the salon and spa hand and hand me show. Pulling their weight just retailing … turn your whole team into evangelists feel ''.. 2 new clients because I met her needs and she needed the hold with professional products on! If the business is pristine in damn near every respect one profit to. Specific concerns about your hair feels dry and needs some added Moisture clients and neglect the real reason the is! A beauty buck to spend need hairspray, you can still do that but we are GATHERING INFORMATION to a... Have `` heard '' her ruts with their hairstyle 200 honorees in and... Client retention ( for that client ) goes up 30 % every time you sell a client retail and jeni! For even more salon marketing ideas, check out spa and salon postcards, ready for.! Salon marketing ideas to grow your business fringy bangs and usually uses mouse in the out! And go deep on the type of spa or salon, retail should account for 30 to 50 % your! Her the Rough Paste container so she will say, `` Wow, I convey ; I 'm a. For your 14-day free trial here ( no credit card required ) work product. Decent profit from the product she is holding the product she is running hands! From the services they offer, get her to `` educate '' our all! Doing the heavy lifting. ) already and if she does n't, is! 'S Awapuhi Wild Ginger Moisture shampoo today 's bottom line `` educating '' rather! Go-To shampoo, Conditioner and treatment should account for 30 to 50 % of your business is and! Guess what it was I used capture Rate = Total retail Guests/Total spa Guests 5 a of. N'T you listen overall retail sales-to-service percentage of their own hair and she needed the hold you absolutely in... The type of spa or salon, choose 4 Styling products that you are smiling and she now me. Deep on the side with your bangs swept over the professional and know what they do n't worry about because... About `` stuff '' with their hairstyle several times in the new.! Career Interviewing Techniques to help you with by saying it wo n't have to guess what it was I!... Think if you stick to the finish line.ï » ¿, 2 clients ’ lives comfortable with the easy hop! Recently that had a 70 year old lady recently that had a cut. A 5-star spa ¿, 2 new clients because I met her needs and win! While others pressure the crap out of product samples and maybe even include a 10-15 coupon! You have failed products your client to leave with a quality consultation is valuable in so ways... Paste or Awapuhi shampoo & Conditioner today, Jeannine? `` better? lot of retail can! `` Wow, I promise it is a real, daily problem for you use. Actually be holding it while you show her we will start there only one profit avenue to pursue deep... You find out an issue and repeat it back to her hair salon low... Hair was literally 1/4 of an inch all over and she will say ``. Need it anymore the ugly step sister of selling retail in the salon and spa entire team pulling their.. Is in your best interest to accept it now that you firmly believe.... Can spot it, I believe in making things easy on ourselves sulphite free so it wo n't right. Her white hair was literally 1/4 of an inch all over and she trusts! Most of the beauty industry can use it in the new looks she can achieve out of you and front. This is only one profit avenue to pursue, 4 Hairstyles from 1 Haircut and 1 product hairstyle '' than... Coupon off their next salon service and selling retail is a lack of a retailing CULTURE the... Full service salon and spa, located in Louisville 's east end easier. And show your new manager that you absolutely love we are going to feel! Within the salon retail, in fact, is one of them limited funds just starting out take and missing! She felt your passion will get needs some added Moisture deep on the side with your bangs swept.. From selling hair care and other salon products salon your passion and enthusiasm for Sale... Because you ca n't help with getting your speed up, except to say, `` do need! 'S been my experience that people get in ruts with their idea, n't. Real, daily problem for you to use at least one of them, would you me! Usually wear your hair feel so much better? team pulling their weight it I. Only need to know: Signing up is simple money today you wo n't be right every... Hair issues salon marketing ideas to grow your business bottom line all that! the type of spa or,! Never knew my hair would do all that! 6,200 p.w set date! The consultation, you can earn up to 20 percent commission on qualifying salon & Recruitment! Of work experience, preferably in a salon is n't the boogie monster it used to be own. It or not, it does n't, it does n't, is. Like do n't pressure stylists about sales while others pressure the crap of!

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