CCS Plus Consulting Team
Short answer: the 313 indicator is an experience-based ratio for checking a salon's sales mix: Product : Treatment (single sessions) : Course (packages) = 3 : 1 : 3. In other words, Treatment to Course is 1 to 3, and Product to Course is 1 to 1. Whichever category is out of line is where you start fixing.
With other systems, your sales mix goes off and you don't know. With CCS Plus, your sales mix goes off and you know right away.
Total sales alone tell you nothing
"Last month we did 60K." That's it. Then what? Good or bad? What should you push? From the total alone, an owner can't decide anything.
Two salons can both do 60K with completely different mixes. The 313 indicator splits sales into three groups and checks the ratio.
How are the three groups defined?
| 313 group | What it includes |
|---|---|
| Product (3) | Retail products, plus products held as KIV |
| Treatment (1) | Single treatments |
| Course (3) | Everything else: Course, Program, Prepaid, Club and other package sales |
Only paid bills count. Voided bills are excluded.
Example: last month's sales were 60K
Split, that's Product 10K, Course 20K and Treatment 30K. By the 313 indicator, Treatment is too high and Course and Product are too low.
| Group | Now | After 313 planning |
|---|---|---|
| Product | 10K | 50K |
| Treatment | 30K | 20K |
| Course | 20K | 50K |
| Total | 60K | 120K |
Sell 10K less Treatment and move it into Course, taking Course to 50K; bring Product up alongside Course to 50K as well. With careful planning, sales can go from 60K to at least 120K.
Also check: are new packages and redeemed packages in proportion?
313 looks at what you sold. You also need to check whether customers come back to use their packages: packages sold and packages redeemed should be roughly in proportion.
- Selling a lot, redeeming little: customers buy and don't come back, and the service you owe them keeps piling up.
- Redeeming a lot, selling little: regulars are using old packages but no new ones are sold, so next month's cash will be tight.
How CCS Plus helps
CCS Plus reports split sales straight into Product, Treatment and Course, so you see at a glance which group is off 313. The Sales report also lets you drill down layer by layer: which outlet, which staff member, which age group, all the way to the cause.
Do this today
Split last month's sales into Product (including KIV), Treatment and Course, work out the ratio, and see which group is furthest from 3 : 1 : 3.
FAQ
Does the 313 indicator suit every salon?
313 is a benchmark from our years of coaching salons, not a hard rule. Any business can work out its current ratio first, then start with the group that is furthest off.
Why does KIV count as Product?
KIV is product the customer has already bought and left in the salon's keeping, so in 313 it is grouped with Product.
Where do Prepaid and Club go?
Course. Apart from Product (including KIV) and single Treatments, all package-type sales count as Course.
Further reading: Your signature package is killing you · What's the difference between a good system and a basic one? · 30 things a billing system won't tell you
Want to see how CCS Plus makes these numbers clear? Book a 30-minute Demo and we'll show you using your real data.
