Experience the Difference: A Case Study in Turning Service into Predictable, Consistent Retail Sales

[323] Featuring Derrick Rutherford (Co-Owner, Valentini’s), Arif Isikgun (CEO & Founder, Ai Beauty Consultancy), and Cole Marker (Founder & Builder in Chief, thync.c), this episode reimagines retail not as a “pushy add-on," but as an essential part of sustainable business growth, driven by client care and rooted in trust. Backed by data from the Phorest 2025 Consumer Insights Report and rooted in the incredible success Valentini’s is having with retail (26% service-to-retail, 113$ average retail ticket), this conversation explores what’s driving these impressive figures and flips the narrative on common blockers salon, spa, and clinic teams face in making retail a natural part of everyday operations. With Arif and Cole’s added layer of lived experiences and insights as coaches, we first discuss the power of storytelling and the importance of thorough, process-driven consultations. Then, we speak to how systems make it stick, goal-setting and accountability elevate performance, and how retail can serve as an early indicator of broader issues in the business. Learn how to build a retail approach that is:

• Backed by systems that make the offer authentic, care-centered, and consistent
• Sustainable and reflective of service standards and clients’ levels of trust
• Empowers your team with confidence
• Integrates service, recommendations, and follow-through into one seamless client journey

If you listen to one episode about retail this year… Let it be this one. Follow Derrick Rutherford, Arif Isikgun, and Cole Marker on Instagram: @derrick_rutherford, @aibeautyconsultancy, @thync.c_coaching

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This episode was edited and mixed by Audio Z: Montreal's cutting-edge post-production studio for creative minds looking to have their vision professionally produced and mixed. Great music makes great moments