As part of LTA School of Beauty’s ongoing industry engagement initiatives, students in Pune recently sat down with Dr Vijaya Salunkhe, Skin Clinic & Salon Business Consultant. She has spent nearly two decades scaling beauty businesses across multiple verticals. Dr Salunkhe took a guest lecture on what it actually takes to run a salon beyond the treatment room. The session which moved past the usual talk of technique and trends into the numbers, systems, and mindset shifts that separate a salon that truly thrives from one that doesn’t. It will be repeated for students in Mumbai shortly
In a candid conversation with Vidhi Arya, Dr Vijaya Salunkhe discusses what it takes to build a successful salon business and why such lectures are crucial for aspiring professionals.
You recently interacted with the students of LTA School of Beauty in Pune. You will soon be meeting students in Mumbai as well. What stood out to you about the aspirations and mindset of today’s beauty students?
“Today’s generation is well aware and well read about beauty industry and also has a decent knowledge on business. What stood apart was they were ready with their questions about business and numbers, which I am sure with technical skill sets that have acquired through LTA will shape them as beauty entrepreneurs as well.”
Many aspiring professionals dream of opening their own salon one day. In your opinion, what are the biggest misconceptions people have about running a successful salon business?
“One of the biggest misconceptions aspiring salon and clinic owners have is that they need massive capital investment and luxurious interiors to survive in the market. During the discussion, I met participants from different cities, and this was a common concern.
What I emphasized is that success is not determined by fancy interiors or expensive branding. Beauty and wellness are essential services, and there is a market for every well-positioned business.
The first and most important step is to identify where you want to start your business. Then understand the target audience in that location, and build a concept that matches their needs and spending capacity. Once the positioning is right, investments can be planned strategically rather than emotionally. A thoughtfully planned business with the right location, services, and customer experience will always outperform a business that relies only on high investment and luxurious décor.”
Technical expertise is important, but what other skills do aspiring salon owners need to develop if they want to build a sustainable business?
“Technical expertise is the foundation of starting a salon or clinic. But to build a business that is truly sustainable, entrepreneurs need to go beyond technical skills and learn to manage data effectively.
Whether it’s customer data, product inventory, stock consumption, sales, or service performance, data provides the answers needed to make informed business decisions.
The key is not necessarily investing in expensive software. Even simple spreadsheets or well-maintained registers can be powerful if they are updated consistently. Anything that is documented can be evaluated, analyzed, and improved. When you track the right information consistently, patterns emerge and opportunities become visible. Hence, decisions become more strategic rather than based on assumptions.
Ultimately, keeping the right data and using it effectively is one of the most important factors in building a profitable and sustainable salon business.”
Building a loyal client base is one of the biggest challenges for new salons. What practical advice would you give to young professionals on earning client trust and encouraging repeat business?
“Trust is built through consistency. Every client should receive the same quality of consultation, service, hygiene, and aftercare, irrespective of the treatment they choose.
Listening to clients, understanding their concerns, and recommending only what they genuinely need creates credibility. Clients can easily differentiate between honest advice and a sales pitch.
The second aspect is creating an experience that people remember. Small gestures such as remembering a client’s preferences, following up after a service, sending maintenance reminders, or educating them about home care make clients feel valued. These thoughtful interactions build relationships that go beyond a single appointment.
Finally, retention is driven by systems, not luck. Maintain proper client records, track service history, schedule follow-ups, and stay connected through personalized communication. A loyal client is not created by discounts but by consistently delivering value, trust, and results. When clients trust you, they not only return, they become your strongest brand ambassadors.”
At LTA School of Beauty, students are encouraged to develop not only technical skills but also business knowledge and professional confidence. Why do you believe this holistic approach is so important for the next generation of beauty professionals?
“I personally believe that most people choose the beauty industry because they are passionate about it. But passion alone is not enough. Eventually, everyone wants to build a successful career and earn a good livelihood from what they love. When your passion also brings financial success, it motivates you to innovate, grow, and continuously strive for excellence. That is why combining technical expertise with business knowledge is so important.
Technical skills help you deliver great services, but business knowledge teaches you how to attract clients, manage finances, market your services, build a strong team, and create a sustainable business.
When these two aspects come together, they empower an individual to not just become a skilled beauty professional, but a successful entrepreneur and industry leader. This holistic approach gives the next generation the confidence and capability to build careers that are both fulfilling and financially rewarding.”
Finally, if you could give every aspiring salon owner just one piece of advice before they begin their journey, what would it be?
“One piece of advice I would give to anyone starting their entrepreneurial journey in the beauty industry is this that plan your numbers before you plan your dream. Don’t get carried away by every new trend simply because it’s popular.
Every business is unique. What works for one salon may not work for another. Before investing, evaluate what is relevant for your location, your target audience, your skills, and most importantly, your financial capacity.
Build realistic projections. Understand your investment, operating costs, pricing, break-even point, and expected returns. When you make decisions based on numbers rather than emotions, you create a business that is sustainable and profitable.
I especially believe women have a natural strength in managing finances. We successfully run households by planning budgets, prioritizing expenses, and making every resource count. That same financial discipline and practical thinking should be applied to running a business. When passion is supported by sound financial planning, it becomes a powerful combination that can build a thriving and long-lasting enterprise.”
Rapid Fire With Dr Vijaya Salunkhe
One quality every successful salon owner must have?
“Consistency.”
One business mistake every new salon owner should avoid?
“Working capital : It typically takes 6-7 months for any business to start taking care on its own. Hence the working capital needs to be parked aside and is to be considered on capital investment .If this is not done, it is vicious circle of salary delays, rent delays which eventually pulls the business down”
One investment that’s always worth making in a salon?
“Rather there are two:
Investing in your people and right talent. Second is a system for data visibility.
One trend every beauty entrepreneur should pay attention to?
Personalization powered by data.
Your message to the students of LTA School of Beauty?
Dream big, but build wisely. Never stop learning, stay curious, and remember that your technical skills will open doors, but your professionalism, business knowledge, and attitude will determine how far you go. Build trust, keep upgrading your skills, and always put your clients first. The beauty industry has endless opportunities for those who combine passion with discipline , purpose and ethics
