The Great Reset: 5 Ways Stylists Can Take Back Their Business

Something is shifting in this industry. Prices are up, margins are shrinking and trust between stylists and the big brands who claim to support them has taken a serious hit. A lot of beauty professionals are wondering if things will ever reset.

Rob Smith says they will, but only if stylists are willing to take action.
 

Rob is the Chief Operating Officer of Masters of Balayage, the San Diego-based education platform founded by Ryan and Jeni Weeden - and one of the most respected names in professional beauty education. Rob’s message is direct, practical and exactly what this moment calls for.
 

In his opinion, this is the “Great Reset” and it starts with you. Here are five of his suggestions on how you can push this industry into its next evolution. 
 

1. Know Your Numbers

When money gets tight, the first instinct for most stylists is to raise their service prices. Rob hears this constantly in his business coaching calls. But raising prices is only half of the equation, and focusing exclusively on that half is exactly where stylists quietly lose ground.

"Top-end prices are not the only source of revenue,” says Rob. “In fact most of the time you become so focused on top-end growth (service pricing) that the bottom-end (saving on costs) is forgotten about. When you get control of both ends, then and only then will you begin to see true financial gain. The top and bottom for most salon owners and booth renters seem to move together without separation, resulting in little-to-no increase in profit. Understanding that the two must separate further is the key."

In a nutshell; don’t just raise prices based on the rising cost of goods, rent, etc. The first step is to intentionally create a wider gap between your expenses and your revenue. After all, the word “margin” refers to a measurement of difference, and a “profit margin” is specifically the measurement of distance between expenses and revenue. The “top-end” and “bottom-end” shouldn’t move in lockstep; both ends need to move in opposite directions - raising prices while simultaneously lowering costs - before the real growth starts showing up. 

We see this at Marlo every day. The stylists and salon owners who are truly thriving are not the ones charging the most; they are the ones who manage their numbers on both ends and are intentional about where their revenue is going. Widen the cost/revenue gap and see what happens! 
 

2. Audit Your Retail Strategy

Amazon is a real challenge. Rob knows that. But he also knows there is something a stylist can offer that no online store ever will.

"Stylists need to take a whole different approach to retail because there is a hidden quality here that no online store can offer,” he says. “Stylists should have before their name: DR. That's right, ‘doctor’. Every client should have a ‘prescription’ for their hair, covering a treatment plan from the shampoo bowl to the chair to checkout.”

“Many rush their clients to checkout, give a one-minute pitch (if that) and move on. Giving your clients a ‘prescription’ is a value add no online store can provide. It’s real, knowledgeable support, and Amazon can’t beat that. Think of it this way: would you shop online for the cheapest medication available without ever seeing a doctor? It’s no different than that in the salon."

You might never outsell Amazon on price. But you can absolutely outsell them on value. "Stylists just don't give themselves the credit they deserve,” says Rob.

When a client comes to you, they are getting a recommendation from someone who knows their hair, their history, preferences and needs. That is irreplaceable. Own it!
 

3. Invest in Education Even When It Feels Scary

We all do it: we get fired up at shows and events, make all these plans to bring that energy back home and make some waves…and then just kind of lose that momentum and go back to the same routine. Rob says this was one of the driving forces behind creating the MOB Hero retreat. So we asked him: what actually separates the stylists who keep investing in themselves from the ones who put it off?

"Many want to be a rockstar but few do what it takes to become a rockstar,” he says. “Investing in education is proven and will never go away."

You can’t control everything about your business, but you absolutely can control your level of education and training.The stylists who keep showing up with a willingness to learn - whether through formal training or from day-to-day experiences - are the ones who keep growing. 

Education can help you become more confident, more profitable and more connected to the reasons you got into this industry in the first place. More than any other expense, education is an investment that compounds throughout your whole career.  
 

4. Build Direct Relationships With Brands

One of the biggest shifts we have seen in this industry over the past several years is the erosion of the personal relationship between stylists and the brands they work with. As the industry got bigger and more corporate, that direct connection got lost somewhere along the way. We asked Rob what it actually looks like to rebuild it and why it matters so much right now.

"It is our hope that, through education, we can lead others to many more relationships - brand to salon owner, brand to booth renter, stylist-to-stylist and so on,” he shares. “However, nothing will change until action is taken. Perhaps one might think ‘my voice will never be heard,’ but with the power of a brand and a community behind you, getting your voice heard can not only happen but WILL happen. Courage is key. Never be afraid to prioritize brands and partners that lead with foundational education.”
 

5. Focus on Relationships Over Transactions

Somewhere along the way, this people-focused industry got transactional; Rob wants to see it get personal again. 

"Simply get in front of the people and brands you wish to be with or learn from and interact,” he advises. “Nothing will ever beat in-person interaction. This may be attending an event or maybe one of our tour stops. Meet the team, interact with others, create your circle, challenge yourself to do more. Don't let fear control your decisions, have the confidence that you can grow and you can meet others."

In other words, you don’t build community by watching from the sidelines; you build it by getting in the room.

If you’re ready to experience this energy in person, the Masters of Balayage Luxe Dimension Tour is coming to Detroit this fall!

Here’s what you can expect: trendy education techniques that you can immediately take back to your salon and use; inspiration and connection with like-minded pros; the MOB team doing what they do best. “We’ve sold out locations at every stop we have done for the past two years, and we hope to do the same in Detroit!" says Rob. 

The Luxe Dimension tour stops at Marlo Beauty Studios; 1020 Woodward Heights, in Ferndale, Michigan on October 4 and 5, 2026. Tickets are available now!

While you are building the business you deserve, make sure you have got the right tools and products behind you. Marlo Beauty Supply has been supplying beauty professionals for over 40 years with trusted brands, professional-grade products, and the educational resources to keep you growing. Stay connected on Pro2Pro for more conversations, spotlights, and resources built for you, the professional behind the chair!
 

Rob Smith, COO of Masters of Balayage