Heartland Presents- Let's Talk Tanning

In this episode of Let's Talk Tanning, Tori Quanstrom looks at why fitness and spray tanning go so well together, and what that means for your business. Tori covers:

• How a spray tan adds contrast, so muscle definition shows more clearly
• Why bodybuilders treat a competition tan as part of show prep
• How influencers, trainers, and everyday gym-goers use tanning to feel confident and look camera-ready
• How to market to fitness-minded clients, including partnerships with gyms, trainers, and wellness studios
• Ways to bundle tanning with wellness services like infrared sauna and red light therapy for recurring revenue

If you run a salon or wellness center, this episode shows how to position spray tanning as a way to celebrate your clients' results, not just a beauty service. Enjoyed it? Share it with a fellow salon owner or wellness professional.

The salon of the future is about more than a tan. New Sunshine’s Kylie Sinclair explains why wellness, year-round services, and stronger client relationships are reshaping the industry - and what salon owners can do now to keep up.

Host Kristin sits down with Kylie to look beyond the product pitches and get practical about what today’s clients want. As customers arrive more informed and expect a broader wellness experience, salons have an opportunity to reach new audiences and give people more reasons to come back.

Kylie shares why investing in staff training and regular check-ins can pay off more than chasing the next quick fix, how to recommend products through a personal consultation instead of a hard sell, and why salon owners shouldn’t assume what a younger customer can afford. She also explains how social media and a polished online presence can shape a client’s first impression before they ever walk through the door.

Plus, Kylie weighs in on moving beyond outdated salon imagery, creating a more welcoming and realistic experience, and her big-picture prediction: wellness services could become more connected to healthcare in the years ahead.

If you’re ready to build a salon experience that feels relevant, personal, and worth returning to all year long, this conversation is for you.

A new logo won’t make your tanning salon a wellness brand. Your clients’ experience will.

Tori Quanstrom explains why the gap between what you promise and what clients actually experience can quietly undermine trust, loyalty, and growth.

If your website talks about personalized care but the first thing a client hears is “What bed do you want today?”, your brand is sending mixed signals. Tori breaks down why branding isn’t just your colors, slogans, or social posts. It’s the story clients form through every conversation, recommendation, sign, and follow-up.

You’ll discover how to spot inconsistencies that make your salon feel transactional, why strong brands market outcomes rather than equipment, and how your team delivers your brand every day.

Tori also offers a powerful test: if your website disappeared, would clients still describe your business the way you want them to?

For tanning salon owners building a wellness-focused business, this episode shows how to turn a brand promise into a consistent experience clients believe, remember, and recommend.

Tanning salon owners: the right retail products can do more than boost a sale—they can extend results, solve customer problems, and open new revenue streams.

Gracie from Devoted Creations shares what’s selling now, what deserves more shelf space, and how trained staff turn product knowledge into sales.

Heartland’s host Kristin Jackson puts Gracie on the spot with practical salon questions, from the threeproducts she’d stock first to the easiest add-on sale.

Get the case for Sun Honey, the overlooked potential of Socialite, and why after-tan extenders can be a natural next purchase for clients already investing in their sessions.

Gracie also explains the shift toward ultra-dark bronzers, what makes Devoted Creations’ blue-hued Devotion lotion color-correcting, and what to expect from upcoming product Excessive. Plus, she shares how staff training helpstop-performing salons connect products to customer needs, and clears up misconceptions about cruelty-free formulas and key ingredients.

If your shelves need a sharper strategy, this conversation offers specific products, talking points, and selling ideas you can put to work. Essential listening for salon owners and teams ready to make every customer visit count.

A sauna can be more than a warm place to unwind: it maysupport heart health, recovery, stress relief, and more.

Tori Quanstrom shares five reasons regular sauna sessions have become her favorite wellness reset, plus how to start without overdoing the heat. From the rise in heart rate and circulation to easing post-workout stiffness, Tori explains what happens in your body during a session and why sauna use can complement - but never replace - exercise.

She also shares the benefit she values most: a rare stretch of uninterrupted quiet, where there’s nowhere to scroll and space to slow down.

You’ll discover how heat may help with muscle recovery, why researchers are investigating links between frequent sauna use and cognitive health, and what to keep in mind if you’re new to saunas.

Tori’s practical starting point? Begin with just five minutes and build gradually as your body adapts.

If you’re looking for a restorative habit that can fit into a busy routine, this episode offers an approachable look at the science, the potential benefits, and the simple pleasure of stepping away from the noise. Press play, take a breath, andenjoy the heat.

Insights on handling difficult staff decisions in small businesses

In this episode of Heartland Presents, Kristin Jackson and Joe Schuster tackle the challenging topic of employee termination. It’s a conversation many avoid, yet it’s essential for any small business owner.

The Importance of Clear Expectations

Joe emphasizes that employee termination often stems from unclear expectations set during the hiring process. When employees understand the standards—like dress code, attendance policies, and performance expectations—they are less likely to face termination.

"Employee termination is an unavoidable responsibility for any small business owner. The process is most effective when expectations are clearly defined at the outset of the employment." — Joe Schuster

Setting these parameters not only protects the business but also fosters a professional environment.

The Communication Triangle

Kristin brings up a compelling point about communication. Joe explains that different people absorb information in various ways, so it’s crucial to use multiple methods when conveying expectations:

1. Verbal Instructions: Clearly state what is required.

2. Written Documentation: Provide a written outline of the expectations.

3. Demonstration: Show how to perform tasks.

This multifaceted approach ensures clarity for everyone involved.

Hard and Fast Rules

Kristin questions how small business owners can balance leniency with accountability. Joe shares his perspective that while some rules should be non-negotiable—like no-call, no-show incidents—others may warrant a second chance, depending on the context. Establishing a 30-60-90 day review can help track performance and offer opportunities for improvement.

"What I see as hard and fast rules are the ones: no call, no show, that's a no-brainer." — Joe Schuster

Dealing with Long-Term Employees

The discussion takes a poignant turn when Kristin asks about long-term employees who suddenly underperform. Joe suggests having open conversations to understand any underlying issues. If a trusted employee begins to compromise the business’s integrity or reputation, it may be time for difficult decisions.

"If there's some questionable finance work going on where you think that money was going out the door to that person, obviously unprofessional behavior is a deal breaker." — Joe Schuster

Final Thoughts

Navigating employee termination is never easy, but with clear communication and defined expectations, small business owners can handle it more effectively. Tune in to the full episode for deeper insights and practical guidance on this crucial topic.

In this episode of "Heartland Presents - Let's Talk Tanning," we're joined by tanning bed technician expert Dimitra Theodoridis to share invaluable advice and general information for salon owners. Dimitra takes us behind the scenes of maintaining and optimizing tanning beds, offering tips on everything from routine maintenance to ensuring top-notch safety standards. We'll debunk common myths, discuss the latest advancements in tanning technology, and explore the key practices that every salon owner should know to keep their equipment running smoothly and their clients happy. Whether you’re a seasoned salon owner or just starting out, this episode is packed with expert insights that can help you elevate your business. Tune in for an informative and engaging chat with one of the industry’s top technicians!View parts or schedule an appointment at www.tanparts.com

An expensive equipment purchase is not automatically the smartest investment for your salon. For owners facing unreliable beds, peak-season breakdowns, or limited cash flow, professionally refurbished equipment may deliver the performance you need while leaving more capital available for growth.

Tori Quanstrom explains why refurbished equipment is fundamentally different from simply buying used.

You’ll learn what a comprehensive restoration process looks like, from full disassembly, cleaning, and component testing to replacing lamps, starters, acrylics, fan motors, electrical parts, safety labels, and more. The result is equipment that has been inspected, restored, and prepared to perform reliably in a demanding salon environment.

Most salon owners replace tanning lamps too late and lose customers, or too early and throw away profit. Tori Quanstrom breaks down the smarter way to know exactly when your lamps are costing you results, revenue, and credibility.

If your clients are saying they are not getting as dark, their tans are taking longer, or one bed suddenly feels stronger than another, the problem may not be your customers at all - it may be your lamp strategy. Tori explains why lamp life is not the same as lamp performance, why a bulb can still turn on long after it has started declining, and how to spot the warning signs before your regulars notice.

Kristin Jackson welcomes Cole Johnson, founder of Haute & Co, for a conversation that moves from advocacy in Washington, DC to the future of skin and fragrance products designed for real-life clients with sensitive skin. You’ll discover:

• What Cole saw firsthand while meeting with ASA representatives Joe and Melinda in DC, including the nonstop work behind the scenes to protect the tanning industry
• Why the American Suntan Association matters more than ever for salon owners facing legislation, regulation, and rising pressure on the business
• How Cole built Haute & Co from his own struggle with sensitive skin and psoriasis into a brand focused on fragrance, skincare, and wellness
• The thinking behind his color-coded packaging system, which makes it easier for staff and customers to understand exactly what each product does
• Why ingredients like bakuchiol, argeline, matrixyl peptides, and hyaluronic acid are becoming must-haves in modern at-home care
• How his products are designed to work alongside UV tanning, red light therapy, spray tanning, and sauna services instead of competing with them

Cole also shares the story behind standout products like Lumberjack and Haute Sol, plus the process of hand-formulating, packaging, and shipping every bottle himself.

If you’ve ever wondered how to sell smarter, support your clients better, and build retail that actually fits the wellness era, this episode gives you a practical blueprint. This one is especially valuable for salon owners, managers, and staff who want to stay ahead of the curve with products that protect results, simplify education, and create new revenue without overwhelming the customer. It’s also a reminder that the right partnerships - with organizations like the ASA and with brands built by people who truly understand the industry - can make all the difference. Perfect for anyone who wants to keep clients coming back with products that feel relevant, effective, and easy to use. Come for the advocacy, stay for the product strategy, and leave with a fresh perspective on where this industry is headed next.