Hand and Stone

HAND & STONE MASSAGE AND FACIAL SPA you could ever want: Dermalogica and Clarity RX. Part of the way we differentiate ourselves is the product lines that we carry. The customer has a great choice between the two products and they have been influential in the growth of that segment. You add all of that up and you get an arsenal that outperforms the competition.” Leff says that his goal is to open 60 new Hand & Stone units a year. “We’re currently on pace for that,” he claims. “If we fast-forward four years, five years, we’re looking at growing by another 250 units. From a product mix, our goal is to continue to drive massage revenue, but we want to bring skin care to be around 40 percent of our overall revenue.We have had over 20 percent comp store sales growth each year for the last five years. So, we want to continue to grow that comp base over the next several years in the high teens or low twenties, each year. That PREFERRED VENDOR n Massage Warehouse www.massagewarehouse.com A supplier of massage and spa supplies and equipment, including: oils, creams, and lotions; treatment furniture; rehab and exercise equip- ment; hot and cold therapy products; esthetic equipment; skin care products; table accessories; linens and coverings; apparel; cleaning supplies; and other tools and accessories. really is driven by increasing the membership base. Overall, it’s: grow more units; grow skin care as a percentage of the business; and continue to achieve extraordinary comp store sales growth.” Leff also says he wants to make sure that the com- pany continues to deliver its important message to the consumer about the health benefits of massage. “This isn’t just a luxury; this is a health and wellness business,” he asserts. “The American College of Phy- sicians has come out with a major study, basically saying that we over-treat back pain in this country and we overprescribe opiates and surgeries and other things and that, instead, we should be promoting massage and yoga and other less intrusive means of dealing with what’s a rising issue in this coun- try because of its aging population. That’s been our message for many years. You shouldn’t see this as an indulgence but really part of a healthy lifestyle.”