Botanical Therapy Overview

Transcription

Botanical Therapy
(4-Hour)
Leader Guide
Botanical Therapy
Acknowledgements
Development of this program …
Trademarks & Copyright Acknowledgements

PowerPoint® is a registered trademark of Microsoft
Corporation.

LeaderGuide Pro™ is a trademark of Great Circle Learning,
Inc.

Intellectual property of Aveda Corporation.
This leader guide was created with:
a product of Great Circle Learning, Inc.
www.leaderguidepro.com
Leader Guide
Table of Contents
Table of Contents
INTRODUCTORY MATERIAL
Getting Started
ii
About This Guide
ii
The Program In Perspective
vi
Program Preparation
vii
Training At A Glance
xi
MODULES
Introduction
Introduction
The Importance of Improvement
1
2
6
7
Hair Treatment History
13
Product & Treatment Overview
16
Scalp Assessment & Treatments
20
Hair Assessment & Treatments
34
Making Recommendations
44
Practice Hair and Scalp Treatments
49
50
Taking it Home
Taking it Home
© 2011
Rev. Date 4/18/2011
56
57
Page i
Getting Started
Leader Guide
Getting Started
About This Guide
What’s the purpose of this guide?
This leader guide provides a master reference document to help
you prepare for and deliver the Botanical Therapy program.
What will I find in the guide?
This leader guide is a comprehensive package that contains
Page ii

the workshop delivery sequence

checklists of necessary materials and equipment

presentation scripts and key points to cover, and

instructions for managing exercises, case studies, and other
instructional activities.
Botanical Therapy
Leader Guide
Getting Started
About This Guide
How is this guide organized?
This section, “Getting Started,” contains all of the preparation
information for the Botanical Therapy program, such as
learning objectives, pre-work, required materials, and room setup.
Following this section is the “Training At A Glance” table.
This table can serve as your overview reference, showing the
module names, timings, and process descriptions for the entire
program.
Finally, the program itself is divided into modules, each of
which is comprised of one or more lessons. A module is a selfcontained portion of the program, usually lasting anywhere
from 20 to 90 minutes, while a lesson is a shorter (typically 520 minute) topic area. Each module begins with a one-page
summary showing the Purpose, Time, Process, and Materials
for the module. Use these summary pages to get an overview
of the module that follows.
© 2011
Rev. Date 4/18/2011
Page iii
Getting Started
Leader Guide
About This Guide, continued
How is the text laid out in this guide?
Every action in the program is described in this guide by a text
block like this one, with a margin icon, a title line, and the
actual text. The icons are designed to help catch your eye and
draw quick attention to “what to do and how to do it.” For
example, the icon to the left indicates that you, the instructor,
say something next. The title line gives a brief description of
what to do, and is followed by the actual script, instruction set,
key points, etc. that are needed to complete the action.
A complete list of the margin icons used in this guide is
provided on the following page.
IMPORTANT NOTE
You may also occasionally find important notes such as this
one in the text of this guide. These shaded boxes provide
particularly important information in an attention-getting
format.
Page iv
Botanical Therapy
Leader Guide
Getting Started
About This Guide, continued
Graphic Cues
Module Blocks
Goal
Time
Overview
Materials
Break
Lesson Blocks
Flipchart
Activity
Project
Q&A
Say This
Transition
Video
Workbook
wheel
connect
attend
image
inform
practice
extend
refine
perform
© 2011
Rev. Date 4/18/2011
Page v
Getting Started
Leader Guide
The Program In Perspective
Why a Botanical Therapy program?
To educate the Aveda network on the relaunch of Botanical
Therapy (formerly Botanical Hair and Scalp Therapy), explain
the improvements in the products and services and equip the
network to offer it to their hair color guests with success.
Learning Objectives
After completing this program, participants will be able to:

Perform the Botanical Therapy scalp and hair treatments.

Use the Botanical Therapy tools effectively during a
consultation.

Recommend the correct Botanical Therapy products and
treatments to guests.

Effectively recommend a Botanical Therapy hair treatment
as part of a hair color service.
Program Timing
4 Hours
(Second half of the one-day Color Talk Featuring Botanical
Therapy course )
Number of Participants
15-20
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Botanical Therapy
Leader Guide
Getting Started
Program Preparation
Pre-Work

Create any flip charts you want to have in advance.

Gather required materials.
Required Materials
General

Computer with DVD Player

Projector and Screen

Flip Chart, Stand and Markers

Botanical Therapy DVD

PowerPoint Slides

Pens and Markers (for each table)

Post-it Notes (2-3 pads per table)

Surge Protectors and Extension Cords (for Electricity
Station)

Electricity Outlets

Sinks (for Shampoo Station)

Towels (2 per person)

Styling Tools (Blow Dryers, Flat Irons, etc.)
Collateral (1 per person)

Botanical Therapy Positioning Chart

Botanical Therapy Service Menu

Blueprint for Healthy Hair and Scalp (color copies)

Botanical Therapy Participant Workbook
Product (place one of each product at every table)

© 2011
Rev. Date 4/18/2011
Scalp Remedy™ Concentrates (Calming, Soothing &
Purifying)
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Getting Started
Leader Guide
Program Preparation

Scalp Remedy™ Intense Detoxifier™ (including refillable
applicator bottle)

Dry Remedy™ Penetrating Moisture and Damage
Remedy™ Penetrating Protein (including refillable spray
bottle)

Dry Remedy™ Moisturizing Treatment Masque

Damage Remedy™ Intensive Restructuring Masque

Dry Remedy™ Moisturizing Shampoo and Damage
Remedy™ Restructuring Shampoo (place at Shampoo
Station)

Invati™ Solutions for Thinning Hair
– Exfoliating Shampoo
– Thickening Conditioner
– Scalp Revitalizer

Bergamot and Peppermint Oil Singular Notes

Blue Oil

Hand Relief™

Aveda Candles

Styling Products (for the Electricity Station)
Participants should bring:
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
Hair Color Bowl

Brush/Comb Applicator

Wide Toothed Comb

Aveda Cape

Timer

Clips (4)

Styling Tools/Brushes (for finishing)
Botanical Therapy
Leader Guide
Getting Started
Program Preparation
Room Set-Up

Set up the room with theater style seating and round tables
(space permitting).

Place a flip chart on a stand at the front of the room.

Set up the DVD player or computer, projector and screen at
the front of the room.
The following stations should be set up in the back or sides
of the room:

Electricity Station for blow drying and flat ironing (place
styling products at this station)

Shampoo Station for washing and rinsing (place shampoo
products at this station)
Place the following items on each table:

Botanical Therapy Participant Workbook (1 per person)

Blueprint for Healthy Hair and Scalp (color copies, a stack
per table)

Botanical Therapy Positioning Chart (1 per person)

Botanical Therapy Service Menu (1 per person)

Pens or markers (enough for the entire table)

Post-it Notes (2-3 stacks per table)

Aveda Candle (1 per table)

Blue Oil (1 per table)

Hand Relief™ (1 per table)
© 2011
Rev. Date 4/18/2011
Page ix
Getting Started
Leader Guide
Program Preparation
Instructor Preparation

Read through this Facilitator Guide, review the Botanical
Therapy Technical Guide and watch the Botanical Therapy
DVD prior to the training.

Set up DVD player or computer, projector and screen and
make sure the audio and video are working properly.

Set up the flip chart at the front of the room and have
markers ready.

Play upbeat music or loop the inspirational chapter from the
Botanical Therapy DVD as the learners enter the room (this
video automatically launches when you insert the DVD).
4MAT Wheel
Concept: Improvement
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Botanical Therapy
Leader Guide
Time
Module
Description
10 Minutes
Introduction
Welcome learners back to the training, lead
the group through a moment of wellness and
share the Botanical Therapy learning
objectives.
1 Hour, 40
Minutes
(plus a 10
minute
break)
Botanical
Therapy
Overview
Introduce Botanical Therapy, review the
products and treatments, review the
consultation tools, perform scalp and hair
assessments, demonstrate and practice
making recommendations to guests.
1 Hour, 30
Minutes
Practice Hair
and Scalp
Treatments
Get into pairs and practice the Botanical
Therapy treatments on each other.
30 Minutes
Taking it Home
Record their personal experience with
Botanical Therapy, write elevator speeches
for different guest types, discuss pricing and
revenue growth opportunities and determine
the benefits of offering Botanical Therapy to
guests.
© 2011
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Leader Guide
Introduction
Introduction
Goal
The purpose and goal of this module is to introduce the second
half of the day’s training and share the Botanical Therapy
learning objectives.
Time
10 Minutes
Overview
Welcome learners back to the training, lead the group through a
moment of wellness and share the Botanical Therapy learning
objectives.
Materials Needed
See the Required Materials list at the beginning of this guide.
© 2011
Rev. Date 4/18/2011
Page 1
Introduction
Leader Guide
Introduction
Show Slide 1: Botanical Therapy Title Slide
Beauty Image
Say:
Welcome to the second half of today’s training, which is all
about Botanical Therapy—a series of balancing scalp and hair
treatments to help every guest build a foundation for healthy,
beautiful hair.
This morning, we focused on building your hair color
consultation skills, and this afternoon you’re going to learn
how to perform the Botanical Therapy treatments, how to
incorporate them into the consultation and how to recommend
the right treatment to the right guest.
And since a Botanical Therapy hair treatment is an essential
part of a hair color service, we will also learn how to
effectively tie Botanical Therapy into your hair color
services—and any other type of hair service you offer.
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Botanical Therapy
Leader Guide
Introduction
Introduction
IMPORTANT NOTE
Go over any necessary housekeeping information before you
continue the training:

Announcements

Questions from the Color Talk training

Agenda/breaks
Say:
Since we just finished lunch, let’s do a quick moment of
wellness to refresh our minds and bodies before we continue
the training.
IMPORTANT NOTE
Lead the group through a wellness activity of your choice. Here
are a few options:

Breathing or visualization exercise

Stretching or dancing

Have the learners pair up and perform a Stress-Relieving
Neck and Shoulders Ritual on each other
Say:
Now that we’re all feeling rejuvenated and ready to tackle
Botanical Therapy, let’s take a look at our learning objectives.
© 2011
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Page 3
Introduction
Leader Guide
Introduction
Show Slide 2: Learning Objectives
learning objectives
After this training, you will be able to:
• Perform the Botanical Therapy scalp and hair
treatments
• Use the Botanical Therapy tools effectively
during a consultation
• Recommend the correct Botanical Therapy
products and treatments to guests
• Effectively recommend a Botanical Therapy
hair treatment as part of a hair color service
Direct participants to PAGE 2 in the Participant
Workbook.
Say:
After this training, you will be able to:


consultation.

Recommend the correct Botanical Therapy products and
treatments to guests.

Ask:
Are there any questions before we begin?
Say:
Great! Then let’s get started.
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Botanical Therapy
Leader Guide
Introduction
Introduction
Transition to Botanical Therapy Overview
© 2011
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Leader Guide
Goal
The purpose and goal of this module is to provide an overview
of the Botanical Therapy products, treatments and consultation.
Time
1 Hour, 40 Minutes (plus a 10 minute break)
Overview
Introduce Botanical Therapy, review the products and
treatments, review the consultation tools, perform scalp and
hair assessments, demonstrate and practice making
recommendations to guests.
Materials Needed
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Botanical Therapy
Leader Guide
connect
Draw a continuum on the top half of the flip chart,
with VHS at the far left, DVD in the middle and BluRay on the far right.
VHS
DVD
Blu-Ray
Ask:

With a show of hands, how many of you are using a VHS
machine to view movies?

How many use a DVD player?

Who has progressed to Blu-Ray?
Ask:
Out of these three, which do you think is the best?
(Circle the answer that the group thinks is best—the goal is for
them to select Blu-Ray.)
Ask:
What makes Blu-Ray the best?
(Accept any answers, but listen for the concept of
improvement.)
Say:
Let’s look at another example.
© 2011
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Leader Guide
Draw another continuum on the lower half of the flip
chart, with Cut or Color on the far left, Cut + Color in
the middle and Cut + Color + Service Enhancement
on the far right:
Cut or Color
Cut + Color
Cut + Color + Service Enhancement
Ask:

What about the majority of your guests? How many are cut
or color only?

How many get a cut and color?

How many receive a cut, color and service enhancement?
Ask:
Out of these three, which do you think is the best?
(Circle the answer that the group thinks is best—the goal is for
them to select Cut + Color + Service Enhancement.)
Ask:
Why is Cut + Color + Service Enhancement the best?
(Accept any answers, but listen again for the concept of
improvement related to revenue or the guest’s outcome.)
Say:
For both of these scenarios, you selected the “most improved”
version as the best because it delivered the best results.
attend
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Botanical Therapy
Leader Guide
Show Slide 3: Improvement
improvement
to enhance
in value or
quality and
make better
Workbook.
Say:
The word “improve” means to enhance in value or quality and
make better. There’s space in your workbook to write down
this definition.
Ask:
In life—and in the salon—why is it important to improve
things?
(Listen for: makes things the best they can be, makes things
easier, makes you feel good, people want to buy the latest and
greatest version of something, etc.)
Ask:
What happens when we don’t improve things?
(Listen for: lose guests to competitors, get stuck in a rut, etc.)
© 2011
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Page 9
Leader Guide
Say:
Things around us are constantly changing and improving to
make things better, easier or more profitable—everyone wants
the best!
image
Show Slide 4: Evolution of the Wheel
evolution of the wheel
Say:
Consider the evolution of the wheel. The first wheel was made
of wood and stone, and now we have wheels made of metal and
rubber.
Ask:
Which of these wheels do you think will deliver the best
results?
(Listen for: the modern tire)
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Botanical Therapy
Leader Guide
Show Slide 5: The Improved Botanical Therapy
the improved botanical therapy
• Improved products and
treatments with better
results
• Streamlined consultation
tools
• Flexible service options
• Simplified product
application
• Minimized packaging
• Invati™ Solutions for
Thinning Hair
Workbook.
Say:
Imagine if no one had ever thought to improve the wheel—
we’d still be trying to get around on stone wheels! At Aveda,
we strive to create the very best products and services for our
guests. And as service providers, you strive to give every guest
the best results and service experience.
That’s why Aveda has improved Botanical Therapy to benefit
both you and your guests. Please take notes in your workbook
as I review the improvements:

Improved products and treatments deliver better results to
guests
– Reformulated products
– Aroma-therapeutic oils
– Updated massage techniques
– Faster results
– Products align with existing product families
– New Invati™ system for guests with thinning hair and
hair loss concerns
© 2011
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Leader Guide

Streamlined tools to make it easier for you to recommend
Botanical Therapy to guests
– Blueprint for Healthy Hair and Scalp
– Positioning Chart (to help you choose the correct
products/treatments for guests)
– Service Menu (for presenting recommendations to
guests)

Flexible service options allow you to create a custom
Botanical Therapy treatment for every guest
– Standalone scalp or hair treatments
– Combined hair and scalp treatments
– Enhancements to other hair services

Simplified product application and minimized packaging
reduces waste
– No more syringe applicators
– Refillable applicator and spray bottles
Now that we understand the power and importance of
improvement, let’s learn how Botanical Therapy improves the
condition of your guest’s scalp and hair.
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Botanical Therapy
Leader Guide
inform
Show Slide 6: Deep Conditioning Treatments of the
Past
deep conditioning treatments
of the past
Write “Deep Conditioning Treatments” on the flip
chart.
Ask:
Think back to the beginning of your career. What types of deep
conditioning treatments were popular at that time?
(Listen for: hot oil, protein-based conditioners, deep
conditioning salon treatments, etc.)
Write the group’s answers on the flip chart.
© 2011
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Leader Guide
IMPORTANT NOTE
If you have a diverse range of learner ages, start with the more
seasoned professionals in the room and build a progression of
treatments from past to present.
Say:
As you can see, these treatments evolved and improved over
the years. But these services were often more about us as
service providers than the guest. We used them as ways to buy
time while we finished another service or to reward guests for
being great clients.
Show Slide 7: Botanical Therapy Overview
botanical therapy overview
Workbook.
Say:
Today, our Botanical Therapy treatments are all about giving
guests the healthiest hair and scalps possible and creating a
foundation for beautiful hair, because:
Balanced Scalp + Healthy Hair = Beautiful Hair
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Botanical Therapy
Leader Guide
Botanical Therapy’s customizable hair and scalp treatments
give you a unique point of difference that can set you apart
from other service providers and build your clientele.
For the rest of the training, we’re going to:

Learn about the Botanical Therapy products and treatments

Learn how to recommend the treatments to guests during the
consultation

Practice the treatments on each other

Develop an action plan for success
© 2011
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Leader Guide
inform
Workbook.
Say:
We’re going to watch a quick video that will introduce you to
Botanical Therapy. Feel free to take notes in your workbook.
Show the Botanical Therapy Overview Chapter on the
Botanical Therapy DVD.
Show Slide 8: Research Activity
research activity
Use your Positioning
Charts to research the
Botanical Therapy
products and treatments
Say:
Now that you’ve been introduced to Botanical Therapy as a
whole, let’s do some in-depth research about the products and
treatments using the Botanical Therapy Positioning Chart,
which you each have at your tables and in your workbook. You
will be working together in groups to learn about the products
and treatments and then present what you learned back to the
group.
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Botanical Therapy
Leader Guide
Direct participants to PAGES 4-6 in the Participant
Workbook.
Run the Product Research activity:

Divide the learners into three groups and assign them
different topics to research on the Positioning Chart:
– Group 1: Scalp section
– Group 2: Hair section
– Group 3: Hair and Scalp section

Have each group discuss and write down the following
information in their workbooks:
– Ideal Guests
– Products and Treatments
– Ingredients and Benefits
– Results

Give the groups 5 minutes to complete their research.

Have each group share the information they discovered
about the products and treatments they researched. Ensure
they pass the corresponding products around the room
during their presentation.

During the presentations, encourage the rest of the learners
to follow along with the Positioning Chart and take notes in
their workbooks.
© 2011
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Leader Guide
Show Slide 9: Points of Difference
points of difference
• Aroma + Touch
• Outstanding
Performance in
Less Time
• Innovative Plant
Micro Technology
• Customized
Solutions
Workbook.
Say:
We’ve come a long way from our deep conditioning treatments
of the past! And now we’ve improved them by offering scalp
treatments, which help create a strong foundation for healthy
hair. Botanical Therapy has four key points of difference,
which you can write down in your workbook:
Page 18

Aroma + Touch—Each Botanical Therapy treatment
merges aroma and high-touch massage techniques to renew
and refresh the guest's mind, body and senses.

Outstanding Performance in Less Time—Guests witness
a dramatic improvement in the condition of their scalp and
hair in a matter of minutes.

Innovative Plant Micro Technology—Enables deeper
penetration of the Moisture and Repair Treatments into the
hair’s cortex, intensely moisturizing and repairing each
strand from the inside out by up to 86%.

Customized Solutions—Botanical Therapy was designed
to meet each guest’s unique hair and scalp needs through a
fully customized treatment experience powered by
botanicals.
Botanical Therapy
Leader Guide
The improved Botanical Therapy products give better results in
less time, are clinically proven and are good for the mind and
body.
Show Slide 10: Aveda Service Cycle
aveda service cycle
Say:
Now we’re going to review a critical step in every great Aveda
service—the consultation. This discussion will help you
determine which products and treatments will be best for your
guest based on their scalp and hair condition.
© 2011
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Page 19
Leader Guide
inform
Workbook.
Say:
Now that we are familiar with the Botanical Therapy products
and treatments, we’re going to focus on the consultation and
how to recommend the right products and treatments to your
guests.
Let’s start by watching a quick video that shows a Botanical
Therapy consultation from start to finish. Please grab your copy
of the Blueprint and feel free take notes in your workbook.
Show the Guest Consultation Chapter on the
Show Slide 11: Blueprint for Healthy Hair and Scalp
blueprint for healthy hair and scalp
Say:
As you saw in the video, the consultation will be essential in
determining the correct products and treatments to use—and
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Botanical Therapy
Leader Guide
the Blueprint for Healthy Hair and Scalp is a tool designed to
help you.
Please follow along with your Blueprint as I point out a few
key things to note:

The Discover Needs section is split into scalp and hair
assessment sections with space to record both the guest’s
concerns and your own observations.

The Offer Solutions section is organized by treatment, and
the products are color-coded for easy recommendations.

The dots after some checkboxes indicate that multiple
products/treatments could address that specific concern.

There is a tear-off section for the guest that includes:
– Service cost
– Next appointment date and time
– Maintenance schedule
– Home care recommendations

There are service snapshots of the scalp treatments and the
Treatment for Thinning Hair on the back for quick and easy
reference.

The Blueprint is available to print on PurePro and will be
inventoried after January 2012.
Show Slide 12: Consultation Checklist
consultation checklist
1. Determine the Guest’s Primary
Scalp and Hair Concerns
2. Analyze the Scalp and Hair
3. Discuss Treatment Options
4. Recommend Products and
Services
© 2011
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Page 21
Leader Guide
Workbook.
Say:
The Blueprint is a great support tool during the consultation to
help you discover your guest’s needs and offer the best
solutions.
A Botanical Therapy consultation consists of four key steps.
Follow along in your workbook as we review each one:

Determine the Guest’s Primary Scalp and Hair
Concerns—There are two key questions you should ask to
determine their key concerns:
– Tell me about your scalp and hair.
– Do you have any specific scalp and hair concerns?
Show Slide 13: Questions for Guests Concerned with
Thinning Hair
questions for guests concerned
with thinning hair
• Where do you notice thinning the
most?
• Do you find excessive hair in the
shower drain, on your hair brush,
or on the bathroom floor?
• Do you have any family members
(on either side) with thinning
hair?
• Has your stress level at work or
home changed recently?
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Botanical Therapy
Leader Guide
Say:
For guests who indicate they have concerns about thinning hair,
you can explore further with some additional questions:

Where do you notice thinning the most?

Do you find excessive hair in the shower drain, in your hair
brush or on the bathroom floor?

Do you have any family members (on either side) with
thinning hair?

Has your stress level at work or home changed recently?
Show Slide 14: Consultation Checklist
consultation checklist
1. Determine the Guest’s Primary
Scalp and Hair Concerns
2. Analyze the Scalp and Hair
3. Discuss Treatment Options
4. Recommend Products and
Services
Say:
Let’s move on to remaining three steps in our checklist.

Analyze the Scalp and Hair—In addition to examining the
scalp, you will perform two important tests on the hair:
– Elasticity
– Porosity

Discuss Treatment Options—Based on the type of
concerns your guest has, you would share all the available
options.

Recommend Products and Services—At your tables,
please find the Botanical Therapy Service Menu. This is a
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Leader Guide
great visual tool to help walk your guest through your
recommendations.
Remember to write down all the information you gather during
the consultation on the Blueprint.
Ask:
Are there any questions about the consultation or the Blueprint?
Show Slide 15: Scalp Assessment
scalp assessment
1. Part the hair down the middle, along
the parietal ridge and above the ear.
2. Using your thumb, gently rub the
scalp using short, circular friction
motions.
3. Evaluate and determine the guest’s
scalp condition.
Say:
Now we’re going to focus on the scalp assessment, which is the
top portion of the Blueprint. Once you’ve talked to your guest
about their scalp and recorded their concerns on the Blueprint,
it’s time to analyze the scalp.
Let’s review how to perform a scalp assessment on your guest:
Page 24

Part the hair down the middle, along the parietal ridge and
above the ear.

Using your thumb, gently rub the scalp using short, circular
friction motions.

Evaluate and determine the guest’s scalp condition.
Botanical Therapy
Leader Guide
Show Slide 16: Scalp Conditions & Characteristics
scalp conditions & characteristics
Healthy
Dry
Red/Irritated
• Translucent, free of flakes, clear pores, cool, blue
tone
• Dry patches and small, dry flakes
• Visible redness and irritation
Oily
• Excess sebum, large oily flakes
Congested
• Clogged pores, product build-up
Thinning
• Dry, tight or congested scalp; weak hair that breaks
easily and often at the scalp
Workbook.
Say:
The goal of the scalp assessment is to determine the condition
of the scalp. In your workbook, please fill in the characteristics
of each scalp condition as I review them.

Healthy
– Translucent, free of flakes, clear pores, cool, blue tone

Dry
– Dry patches and small, dry flakes

Red/Irritated
– Visible redness and irritation

Oily
– Excess sebum, large oily flakes

Congested
– Clogged pores, product buildup
Because thinning hair is affected by scalp condition, we will be
reviewing it along with the other scalp conditions.

© 2011
Rev. Date 4/18/2011
Thinning
Page 25
Leader Guide
– Dry, tight or congested scalp, weak hair that breaks
easily and often at the scalp
After your analysis, you would make note of your observations
on the Blueprint.
Ask:
Are there any questions about the scalp analysis?
Show Slide 17: Scalp Balance Treatment
scalp balance treatment
Workbook.
Say:
Now we’re going to watch videos of both scalp treatments.
Please follow along with the Service Snapshots in your
workbook and take notes during the videos.
The first video we’re going to watch is for the Scalp Balance
Treatment, which features the Scalp Remedy™ Concentrates.
This treatment is best for guests with dry, oily or red/irritated
scalps.
Page 26
Botanical Therapy
Leader Guide
Show the Scalp Balance Treatment Chapter on the
Ask:
What are your overall impressions of the Scalp Balance
Treatment?
(Accept any answers.)
Say:
Let’s look at the Blueprint again and identify the scalp
concerns and observations that would lead you to recommend
the Scalp Balance Treatment.
Ask:
Which checkboxes would make you recommend a Scalp
Balance Treatment?
(Listen for:

Dry, Tight =Conditioning Concentrate

Red/Irritated, Itchy = Soothing Concentrate

Oily = Purifying Concentrate)
IMPORTANT NOTE
Be sure to point out that the checkbox colors align with a
different Scalp Remedy™ product on the right for easy
recommendations:

Yellow= Conditioning Concentrate

Red=Soothing Concentrate

Green=Purifying Concentrate
© 2011
Rev. Date 4/18/2011
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Leader Guide
Also explain that there are dots after some of the checkboxes,
indicating multiple treatment options for this concern. In every
case, the service provider should make their recommendation
based on the guest’s primary concern.
Ask:
Are there any questions about the Scalp Balance Treatment?
Show Slide 18: Scalp Detox Treatment
scalp detox treatment
Workbook.
Say:
The next video will demonstrate the Scalp Detox Treatment,
which features Scalp Remedy™ Intense Detoxifier™. It is
designed for guests with scalp congestion, excess sebum,
product buildup and clogged pores. This treatment is also the
first part of the Treatment for Thinning Hair using the Invati™
system.
Follow along with the Service Snapshot in your workbook and
take notes as needed.
Page 28
Botanical Therapy
Leader Guide
Show the Scalp Detox Treatment Chapter on the
Ask:
What are your overall impressions of the Scalp Detox
Treatment?
Ask:
Looking at the Blueprint, which checkboxes would make you
recommend a Scalp Detox Treatment?
(Listen for:

Oily/Flaky

Excess Sebum

Product/Dead Skin Build-up

Flaky

Thinning/Hair Loss)
IMPORTANT NOTE
Be sure to point out that the grey checkboxes align with the
Scalp Remedy™ Intense Detoxifier™, which is listed under
both the Scalp Treatments and the Treatment for Thinning Hair
on the Blueprint.
© 2011
Rev. Date 4/18/2011
Page 29
Leader Guide
Say:
Remember that you would not perform the Scalp Detox
Treatment on a guest with a red or irritated scalp.
Now let’s take at look at the Treatment for Thinning Hair,
which consists of the Scalp Detox Treatment and a few
additional steps.
Show Slide 19: Treatment for Thinning Hair
treatment for
thinning hair
Workbook.
Say:
Please find the Treatment for Thinning Hair service snapshot in
your workbook and take a few minutes to review the steps to
yourself.
Ask:
What additional steps would you perform after the Scalp Detox
Treatment if you were performing the Treatment for Thinning
Hair on a guest?
(Accept any answers, but focus on the use of the Invati™
system—especially the Scalp Revitalizer—as part of the
treatment.)
Page 30
Botanical Therapy
Leader Guide
Say:
The key steps to remember after the Scalp Detox Treatment
are:

Use Invati™ Exfoliating Shampoo and Thickening
Conditioner

Apply 16 sprays of Scalp Revitalizer into the scalp

No rinsing—just style and finish
IMPORTANT NOTE
Inform learners that detailed steps of all the scalp treatments
and the Treatment for Thinning Hair in the Botanical Therapy
Technical Guide.
Ask:
Are there any questions about the Scalp Detox Treatment or the
Treatment for Thinning Hair?
Show Slide 20: Practice Scalp Assessments
practice scalp assessments
Perform a scalp
assessment on
your partner and
record your
answers on the
Blueprint
© 2011
Rev. Date 4/18/2011
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Leader Guide
Workbook.
Say:
Now we’re going to practice performing scalp assessments.
Please find a partner and get your Blueprint ready. Use the
steps in your workbook for reference, if necessary.
Run the Practice Scalp Assessments activity:

Have the learners ask their partners about their main scalp
concerns.

Then have the learners follow the scalp analysis steps on the
screen or in their workbook and analyze their partner’s scalp
condition.

Remind them to record their answers on the Blueprint for
Healthy Hair and Scalp.

Have each person recommend a product and treatment for
their partner based on their evaluation.

Have a few volunteers share their analysis and
recommendations and coach as needed.
Workbook.
Say:
Let’s review the five things you are looking for during the scalp
analysis:
Page 32

Healthy scalp

Dry scalp

Red, irritated scalp

Oily scalp
Botanical Therapy
Leader Guide

Congested scalp

Thinning hair
Ask:
Are there any questions about the scalp assessment or
treatments?
Say:
Let’s take a quick 10-minute break. When we get back, we’ll
transition to the hair assessment and treatments.
Take a 10-Minute Break
© 2011
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Leader Guide
inform
Say:
Welcome back everyone. Let’s pull out our Blueprints again
and locate the hair assessment section at the bottom of the
page. Just like the scalp, there is a place for you to record the
guest’s answers and your observations.
IMPORTANT NOTE
Point out that the “Hair Color Preservation” checkbox doesn’t
correlate to a Botanical Therapy hair treatment, but was added
because it is often a main hair concern for our guests. If a guest
wants to maintain their hair color, recommend the appropriate
Aveda products for home care (Color Conserve™, Sun Care,
etc.) in addition to a Botanical Therapy treatment.
Show Slide 21: Hair Assessment
hair assessment
•
•
•
•
•
Page 34
Hair Condition
Texture
Density
Elasticity
Porosity
Botanical Therapy
Leader Guide
Say:
Once you’ve talked to your guest about their hair and recorded
their concerns on the Blueprint, it’s time to perform a hair
assessment.
Start by finding out your guest’s primary hair concerns:

“Tell me about your hair.”

“Do you have any hair concerns?”
IMPORTANT NOTE
Remind participants about the questions for guests concerned
with thinning hair:

Where do you notice thinning the most?

Do you find excessive hair in the shower drain, hair brush or
on the bathroom floor?

Do you have any family members (on either side) with
thinning hair?

Has your stress level at work or home changed recently?
You would not necessarily need to repeat the questions , but
you would make note of these concerns under the hair
assessment category as well.
Workbook.
Say:
When assessing the hair, the key things you need to assess are:

© 2011
Rev. Date 4/18/2011
Hair Condition—Please write down the key things to look
for in your workbook:
Page 35
Leader Guide
– Dry, brittle, coarse
– Damaged, weak, porous
– Thinning or hair loss
– Color-treated
– Chemically treated

Texture

Density

Elasticity

Porosity
Ask:

How many of you think dry hair feels similar to damaged
hair?

How do you tell the difference?
(Accept any answers, but listen for elasticity and porosity
tests.)
Say:
Diagnosing your guest’s hair condition can be difficult since
dry and damaged hair can feel and look the same. The good
news is that both treatments will improve the condition of your
guest’s hair—but performing elasticity and porosity tests will
help you make the correct assessment.
Ask:
Why do we need good elasticity in our hair?
(Accept all answers.)
Say:
Hair with good elasticity bounces back, looks healthy and shiny
and can handle chemical services like hair color and thermal
processing.
Page 36
Botanical Therapy
Leader Guide
Show Slide 22: Elasticity Test
elasticity test
1. Hold a strand of hair and scalp
and ends.
2. Gently stretch and release the
hair.
3. Evaluate the results:
– Bounces back = great elasticity
– Slightly stretched = good
elasticity
– Breaks, stretched out = poor
elasticity
Workbook.
Say:
Let’s review the quick and easy steps for conducting an
elasticity test:

Hold a strand of hair and scalp and ends.

Gently stretch and release the hair.

Evaluate the results. Please write down the three elasticity
definitions in your workbook as I review them:
– Bounces back = great elasticity
– Slightly stretched = good elasticity
– Breaks, stretched out = poor elasticity
Ask:
If your guest’s hair has poor elasticity, which hair treatment
should you recommend?
(Listen for: Repair Treatment.)
© 2011
Rev. Date 4/18/2011
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Leader Guide
Say:
That’s right—hair that lacks elasticity needs to regain its
strength, so a Repair Treatment would be the best choice.
Please fill in the blank in your workbook with the answer.
Now let’s talk about porosity.
Workbook.
Ask:

Why is it important to evaluate the hair’s porosity?

How does color perform on porous hair or hair with uneven
porosity?
Say:
Porosity is the hair’s ability to absorb or hold moisture.
Improving the hair’s porosity is important because it can make
the hair look shiny and healthy.
Show Slide 23: Porosity Test
porosity test
1. Take a section of hair and lightly
backcomb the hair strands from
ends to scalp with your fingers.
2. Evaluate the results:
– Smooth, not easy to backcomb =
non-porous
– Rough, easy to backcomb =
porous
Page 38
Botanical Therapy
Leader Guide
Say:
Let’s review how to test the porosity of your guest’s hair:

Take a section of hair and lightly backcomb the hair strands
from ends to scalp with your fingers.

Evaluate the results:
– Feels smooth, not easy to backcomb= non-porous
– Feels rough, easy to backcomb = porous
Ask:
If your guest’s hair is not excessively porous, which hair
treatment should you recommend?
(Listen for: Moisture Treatment.)
Say:
Some guests may have hair that is both non-porous and lacks
elasticity. In this case, the guest would be a good candidate for
a Repair Treatment plus the optional hair masque. Please fill in
the blank in your workbook with the answer.
And don’t forget to make home care recommendations to help
your guest build up strength and retain moisture in their hair at
home.
Show Slide 24: Essential Part of a Hair Color Service
essential part of a
hair color service
• Delivers maximum
condition and shine to the
hair
• Introduce to every hair
color guest during the
consultation
© 2011
Rev. Date 4/18/2011
Page 39
Leader Guide
Workbook.
Say:
The Botanical Therapy hair treatments are an essential part of a
hair color service, helping to give the hair maximum condition
and shine. Botanical Therapy should be introduced and
discussed during every consultation with a hair color guest.
Just like we learned in Color Talk, you would include Botanical
Therapy as part of your consultation discussion. The hair
treatment is quick and easy, so it will not increase your service
time by much. But it can improve the condition of your guest’s
hair up to 86% and deliver maximum shine.
Ask:
Are there any questions about the hair assessment?
Show Slide 25: Moisture/Repair Treatment
moisture/repair treatment
Workbook.
Page 40
Botanical Therapy
Leader Guide
Say:
Let’s watch a video demonstration of the Moisture and Repair
Treatments, which feature the two penetrating hair treatments
and two optional masques. Unlike the scalp treatments, there is
only one treatment that applies to all the products.
Please follow along with the Service Snapshot in your
workbook and take notes during the video.
Show the Hair Treatments Chapter on the Botanical
Therapy DVD.
Ask:
What are your overall impressions of the hair treatments?
Say:
Let’s look at the checkboxes on the Blueprint again—this time
in the hair assessment section.
Ask:
Which checkboxes would make you recommend a Moisture
Treatment?
(Listen for:

Dry/Brittle/Rough to Touch

Chemically Treated

Color-Treated)
© 2011
Rev. Date 4/18/2011
Page 41
Leader Guide
Ask:
Which checkboxes would make you recommend a Repair
Treatment?
(Listen for:

Damaged/Breaks Easily

Damaged/Weak

Porous

Poor Elasticity)
IMPORTANT NOTE
Explain that some hair concerns/observations (color-treated,
chemically treated, etc.) could benefit from both the Moisture
and Repair Treatments. Point out that there are dots after some
of the checkboxes, indicating multiple treatment options for
this concern. In every case, the service provider should make
their recommendation based on the guest’s primary concerns.
Ask:
Are there any questions about the hair treatments?
Say:
Then let’s practice conducting hair assessments with the same
partners you used before.
practice
Page 42
Botanical Therapy
Leader Guide
Show Slide 26: Practice Hair Assessments
practice hair assessments
Perform a hair
assessment on
your partner and
record your
answers on the
Blueprint
Run the Practice Hair Assessments activity:

Have learners use the Blueprint for Healthy Hair and Scalp
to assess their partner’s hair concerns and condition.

Have each person recommend a product and treatment for
their partner based on their evaluation. Remind them about
the optional masque.

Have a few volunteers share their analysis and
recommendations and coach as needed.
Ask:
Any questions about the hair assessment and treatments?
© 2011
Rev. Date 4/18/2011
Page 43
Leader Guide
inform
Say:
Once you’ve finished your assessment, it’s time to share your
recommendations with your guest.
Show Slide 27: Salon Service Options
hair cut guest
salon service options
botanical therapy guest
hair color guest
Say:
One of the great things about Botanical Therapy is how easy it
is to customize for your guest. You can recommend a Botanical
Therapy treatment in two ways:

An enhancement to other hair services

A standalone treatment
Workbook.
Say:
The Salon Service Options graphic in your workbook shows
the different treatment options depending on the type of guest
you have:
Page 44
Botanical Therapy
Leader Guide

Hair Cut Guest (All treatments)

Hair Color Guest (Moisture/Repair Treatment only)

Botanical Therapy Guest (Hair and Scalp
Treatment/Treatment for Thinning Hair)
Ask:
Can anyone tell me why a scalp treatment isn’t an option for a
hair color guest?
(Listen for: it would overstimulate the scalp.)
Say:
Another thing to keep in mind is that the guest’s service
appointment will dictate when you perform the Botanical
Therapy treatment during the service.
For example, you would perform a Botanical Therapy
treatment after a hair color service but before a hair cut
service.
And if your guest was just receiving a hair and scalp treatment,
you would perform the service first and then recommend a
future cut or color service to show off their healthy-looking
hair.
Ask:
Are there any questions about the Botanical Therapy service
options?
© 2011
Rev. Date 4/18/2011
Page 45
Leader Guide
Show Slide 28: Botanical Therapy Service Menu
botanical therapy service menu
Say:
Once you’ve assessed your guest’s hair and scalp and decided
on your recommendations, it’s time to share those
recommendations with your guest using a great visual tool—
the Botanical Therapy Service Menu.
Workbook.
Ask:

What do you observe about this tool?

How do you think this will help you during the
consultation?
Page 46
Botanical Therapy
Leader Guide
Say:
Let’s review how to use this menu, and then you’ll get a chance
to practice:

Locate the guest’s primary hair and/or scalp concern.

Recommend the treatment that will address their
concern. If the guest has both hair and scalp concerns,
recommend a combination of hair and scalp treatments.

Highlight the treatment results and plant-derived
ingredients.
Ask:
At Aveda, we make recommendations to guests using the
Solutions Formula. Can someone tell me what the Solutions
Formula is?
(Listen for: Because you said/I recommend/which will)
Write the Solutions Formula on the flip chart.
practice
Say:
Get together with your previous partner and practice making
recommendations to each other using the Botanical Therapy
Consultation Menu. Be sure to recommend both a scalp and
hair treatment.
© 2011
Rev. Date 4/18/2011
Page 47
Leader Guide
Run the Service Menu activity:

Have the group pair up with their previous partners and
practice making their recommendations.

Ask a team to share their role play with the group.

Have the group give feedback on what worked and what
could be improved and coach as needed.
Say:
Great job! Now that you’ve made your recommendations,
you’re going to practice performing the treatments on each
other.
Transition to Practice Hair and Scalp Treatments
Page 48
Botanical Therapy
Leader Guide
Goal
The purpose and goal of this module is for the learners to
practice the Botanical Therapy treatments and learn to perform
them on guests with confidence.
Time
1 Hour, 30 Minutes
Overview
Get into pairs and practice the Botanical Therapy treatments on
each other.
Materials Needed
© 2011
Rev. Date 4/18/2011
Page 49
Leader Guide
practice
Show Slide 29: Practice
practice
Say:
Now you’re going to practice performing Botanical Therapy
treatments on each other.
Take a moment and look back at the product and treatment
recommendations you made for your partner during the earlier
practice.
Ask:
With a show of hands, how many of you recommended the
Scalp Balance Treatment for your partner?
Ask:
How many of you recommended the Scalp Detox Treatment or
Page 50
Botanical Therapy
Leader Guide
Say:
As you can see, the majority of you recommended the Scalp
Balance Treatment. The same will hold true with your guests—
this is the scalp treatment you will perform most often. And
this is the scalp treatment I’m going to demonstrate for you
during our practice session.
However, I encourage you to practice the Scalp Detox
Treatment massage techniques on your own so you will be
prepared to perform them on a guest. And remember that the
scalp treatment service snapshots are on the back of the
Blueprint for easy reference.
IMPORTANT NOTE
If someone in the group recommended the Scalp Detox
Treatment or Treatment for Thinning Hair, instruct them to
watch you demonstrate the Scalp Balance Treatment but
perform the Scalp Detox Treatment on their partner following
the steps in their workbook.
Be sure to pay special attention to any learners performing the
Scalp Detox Treatment and coach them as needed.
Workbook.
Say:
Find the list of tools you need for your selected scalp treatment
on the Service Snapshot in your workbook. Gather everything
you need to perform the service and keep in mind that you’ll be
sharing product at your tables.
Please follow along with me as I demonstrate the Scalp
© 2011
Rev. Date 4/18/2011
Page 51
Leader Guide
Balance Treatment.
IMPORTANT NOTE
You can show the Scalp Balance Treatment chapter of the
Botanical Therapy DVD in the background as another teaching
option.
Run the Scalp Balance Treatment Demonstration and
Practice activity:

Have the pairs assign the roles of service provider and guest.

Demonstrate each step of the Scalp Balance Treatment
while the group follows along (except for learners
performing the Scalp Detox Treatment).

Answer questions and coach as needed throughout the
treatment.

For those performing the Scalp Detox Treatment, point out
that there is an additional step at the shampoo bowl—a scalp
massage to emulsify the product into a lather.

Instruct learners to return to their seats once they have
shampooed/removed the scalp product so you can lead them
through the hair portion of the treatment.

When everyone is seated, debrief as a group.
Ask:
Are there any questions about the Scalp Balance Treatment?
Page 52
Botanical Therapy
Leader Guide
IMPORTANT NOTE
If anyone performed the Scalp Detox Treatment, ask if they
have any questions.
Say:
Now let’s move into the hair treatment. Look back at the hair
treatment recommendations you made for your partner on the
Blueprint.
Ask:
With a show of hands, how many of you recommended the
optional hair masque?
Say:
Even though some of you didn’t recommend the masque, I will
be demonstrating it today as part of the hair treatment.
IMPORTANT NOTE
If someone in the group recommended the Treatment for
Thinning Hair, instruct them to watch you demonstrate the
Moisture/Repair Treatment, but perform the Treatment for
Thinning Hair steps on their partner.
Be sure to pay special attention to any learners performing the
Treatment for Thinning Hair and coach them as needed.
Workbook.
© 2011
Rev. Date 4/18/2011
Page 53
Leader Guide
Say:
Using the Service Snapshot in your workbook, gather
everything you need to perform the service and keep in mind
that you’ll be sharing product at your tables.
Before I start the demonstration, make sure that you have
towel-dried your partner’s hair well. It is important to remove
excess water from the hair so that the penetrating treatments
can deliver the best results.
Remember that there are two different penetrating treatments,
but the service is performed the same no matter which product
you use.
Please follow along with me as I demonstrate the
Moisture/Repair Treatment.
IMPORTANT NOTE
You can show the Hair Treatments Chapter of the Botanical
Therapy DVD in the background as another teaching option.
Activity: Hair Treatment Demonstration and Practice
Page 54

Demonstrate each step of the Moisture/Repair Treatment
(including the optional hair masque) while the group
follows along (except for learners performing the Treatment
for Thinning Hair).

Answer questions and coach as needed throughout the
treatment.

Remind the group that the optional masque should be used
on guests with extremely dry, damaged or coarse hair.

While their partner’s hair treatment is processing, have them
perform a Stress-Relieving Hand Ritual on their partner and
tidy up their workstations in preparation for the next round
Botanical Therapy
Leader Guide
of practice.

Point out that they do not need to shampoo or condition
after the treatment—just rinse.

For those performing the Treatment for Thinning Hair,
review the additional steps they would perform after the
Scalp Detox Treatment.

Remind the pairs to return to their seats once they have
rinsed the hair treatment and towel-dried the hair. Do not
have the pairs blow-dry and finish their partner’s hair.
Let the group know that everyone will have time to finish
their hair at the end of the class.

When everyone is seated, debrief as a group.
Ask:
Are there any questions about the hair treatments or the
Say:
Great job everyone—let’s switch roles and practice it again.
IMPORTANT NOTE
Repeat the scalp and hair treatment demonstration and
practice on pages 50-55 in this facilitator guide.
Instruct the pairs to finish each other’s hair once they have
completed the service and return to their seats. Encourage them
to take a break if they finish early.
Begin the final segment of the class when everyone’s practice
is complete.
Transition to Taking it Home
© 2011
Rev. Date 4/18/2011
Page 55
Taking it Home
Leader Guide
Taking it Home
Goal
The purpose and goal of this module is to help the learners
apply what they’ve learned at their salon/spa and develop an
action plan for incorporating Botanical Therapy into their
services.
Time
30 Minutes
Overview
Record their personal experience with Botanical Therapy, write
elevator speeches for different guest types, discuss pricing and
revenue growth opportunities and determine the benefits of
offering Botanical Therapy to guests.
Materials Needed
Page 56
Botanical Therapy
Leader Guide
Taking it Home
Taking it Home
extend
Show Slide 30: Personal Experience
personal experience
• What did you love about
your Botanical Therapy
experience?
• How does your scalp
feel?
• How does your hair feel?
Workbook.
Say:
Now that you’ve experienced Botanical Therapy firsthand, I’d
like you to write down your impressions of the service by
answering the questions in your workbook.
(Give learners a few minutes to do this.)
Write “Botanical Therapy Benefits” on a flip chart.
© 2011
Rev. Date 4/18/2011
Page 57
Taking it Home
Leader Guide
Taking it Home
Ask:

Let’s hear from the group. What did you love about your
Botanical Therapy experience?

How does your scalp feel?

How does your hair feel?
(Accept all answers.)
Write the group’s answers on the flip chart.
Say:
Personal testimony is one of the most powerful sales tools you
have. Now that you’ve had this experience with Botanical
Therapy, you can refer to it when talking to your guests.
To help you do this, we’re going to get into groups and create
elevator speeches for different types of guests. Use the list of
benefits we just created to help you.
Workbook.
Run the Elevator Speeches activity:

Divide the room into 5 groups and assign each one a
different guest type, which are written in the workbook:
– Guest with Thinning Hair
– Guest with Scalp Congestion
– Guest with a Red, Irritated Scalp
– Guest with Severely Damaged Hair
– Guest who is Receiving a Color Service

Page 58
Instruct each group to draw from their personal experience
and the Botanical Therapy Positioning Chart and Service
Botanical Therapy
Leader Guide
Taking it Home
Taking it Home
Menu to create an elevator speech they would use on their
assigned guest.

Give the groups 5 minutes to complete the activity.
refine
Workbook.
Say:
Let’s go around the room and have each table share their
elevator speech with the group. Please write down the elevator
speeches for the other guest types in your workbook so you
have a speech for every type.
Ask:

Does anyone have feedback on any of the elevator
speeches?

Anything you would change or add?
Say:
Based on that feedback, take a few minutes to fine-tune your
own elevator speeches.
(Give the learners a few minutes to do this.)
Workbook.
© 2011
Rev. Date 4/18/2011
Page 59
Taking it Home
Leader Guide
Taking it Home
Say:
Great! We’ve talked a lot about the guest’s benefits today, but
incorporating Botanical Therapy into your services can deliver
benefits to you, your salon, and Aveda as a whole.
Take a few minutes to think about the benefits and fill in the
benefits circle in your workbook.
Ask:
Could someone share what they wrote down with the group?
(Accept any answers, but listen for increase revenue.)
Say:
Botanical Therapy is a win-win for service providers and
guests. You’ll increase your Service Per Service Ticket (SPST)
and grow your income while the guest receives a luxurious
treatment with beautiful results.
Workbook.
Say:
Pull out your Positioning Charts again, find the Recommended
Service Prices for each treatment, and write them down in your
workbook.
(Give learners a few minutes to do this.)
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Show Slide 31: Recommended Service Pricing
recommended service pricing
scalp
treatments
50% of
singleprocess
hair color
hair
treatments
30% of
singleprocess
hair color
hair and
scalp
treatment
treatment
for thinning
hair
Same as
singleprocess
hair color
50% of
singleprocess
hair color
+
retail price
of Invati™
Scalp
Revitalizer
Say:
Let’s review the recommended pricing:

Scalp Treatment: 50% of a single-process hair color service

Hair Treatment: 30% of a single-process hair color service

Hair and Scalp Treatment: Same as single-process hair color
service

Treatment for Thinning Hair: 50% of a single-process hair
color service plus the retail price of Invati™ Scalp
Revitalizer. Be sure to share the total cost with your guest
and explain that the retail products are included in the
service price.
Ask:
Are there any questions about the recommended pricing?
Workbook.
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Say:
Now let’s use these pricing guidelines to calculate how
Botanical Therapy can impact your revenue. In your workbook,
fill out the Personal Income Booster calculation to determine
your monthly and yearly revenue increase.
(Give the learners a few minutes to make their calculations.)
Write down the Personal Income Booster equation on
the flip chart.
# of possible enhancements in the next month
X
Price of enhancement =
Increased revenue for one month
Ask:
Would someone like to share their personal revenue
opportunity with the group?
Write their equation on the flip chart as an example.
perform
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Show Slide 32: Knowledge Check
knowledge check
Workbook.
Say:
Please take a few minutes to complete the Knowledge Check in
your workbook to reinforce what you’ve learned about
Botanical Therapy.
(Give learners 5 minutes to complete the Knowledge Check.)
IMPORTANT NOTE
If you have time, go over the answers to the Knowledge Check
(listed below) with the group and coach as needed.
Knowledge Check Answer Key:
Let’s go over the answers together as a group.

(1) Botanical Therapy consists of holistic services that
balance the hair and scalp.

(2) List the Botanical Therapy scalp and hair products and
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their accompanying treatments:
– Scalp Products & Treatments
– Scalp Remedy™ Intense Detoxifier™ (Scalp Detox
Treatment and Treatment for Thinning Hair)
– Scalp Remedy™ Conditioning Concentrate (Scalp
Balance Treatment)
– Scalp Remedy™ Soothing Concentrate (Scalp Balance
Treatment)
– Scalp Remedy™ Purifying Concentrate (Scalp Balance
Treatment)
– Hair Products &Treatments
– Dry Remedy™ Penetrating Moisture (Moisture
Treatment)
– Damage Remedy™ Penetrating Protein (Repair
Treatment)
– Dry Remedy™ Moisturizing Treatment Masque
(Moisture Treatment)
– Damage Remedy™ Intensive Restructuring Masque
(Repair Treatment)
– Invati™ Solutions for Thinning Hair & Treatment
– Invati™ Exfoliating Shampoo
– Invati™ Thickening Conditioner
– Invati™ Scalp Revitalizer

(3)On which scalp condition(s) should you perform the
scalp treatment using Scalp Remedy™ Intense
Detoxifier™?
– f. C & E

(4) On which scalp condition(s) should you NOT perform
the scalp treatment using Scalp Remedy™ Intense
Detoxifier™?
– b. Red, irritated scalp

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(5) On which scalp condition(s) should you perform the
Botanical Therapy
Leader Guide
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scalp treatment using Scalp Remedy™ Concentrates?
– e. A, B & D

(6) How long does it take for the Botanical Therapy hair
treatments to improve the hair’s condition?
– a. 5 minutes

(7) What are the three tools that will help you recommend
the correct Botanical Therapy products and treatments to
guests?
– 1. Positioning Chart
– 2. Service Menu
– 3. Blueprint for Healthy Hair and Scalp

(8) If you have a hair color guest receiving Botanical
Therapy as an enhancement, number the following steps in
their correct order (1= first step, 3= last step):
– 3. Botanical Therapy Treatment
– 1. Consultation
– 2. Color Service

(9) You should recommend a combined Botanical Therapy
scalp and hair treatment to a hair color guest.
– False

(10) When would you apply the optional hair masque during
a hair treatment?
– You layer it on the hair after applying the
penetrating treatment

(11) Why is a Botanical Therapy hair treatment an essential
part of a hair color service?
– It delivers maximum condition and shine

(12a)How has Botanical Therapy improved its products and
treatments?
– Better products and results
– Streamlined tools
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– Flexible options
– Easy application
– Minimized packaging
– New Invati™ Solutions for Thinning Hair

(12b) How does Botanical Therapy improve the hair and
scalp?
– Balances the scalp
– Improves the condition of the hair
– Helps prevent hair loss

(12c) How can Botanical Therapy improve your revenue
and service offerings?
– Adding Botanical Therapy to your other services can
make a big impact on your revenue and guest
satisfaction

(13) The Treatment for Thinning hair combines the Scalp
Detox Treatment with home care products to ensure its
benefits.

(14) Invati™ Solutions for Thinning Hair home care
includes:
– b. Exfoliating Shampoo
– e. Thickening Conditioner
– f. Scalp Revitalizer

(15) Guests who are concerned with thinning hair may be
experiencing the following:
– a. Dry, tight or congested scalp
– c. Hair loss
– f. Weak hair that breaks easily
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Show Slide 33: Action Plan
action plan
What will you do in
the next…
• 10 days?
• 10 weeks?
• 10 months?
Say:
Now that we’ve seen the proven benefits of Botanical Therapy
for both you and your guest, let’s focus on developing an action
plan and making commitments.
The key thing to remember is that Botanical Therapy should
not be offered as a way to buy time between appointments or
as a thank you for your favorite guests.
It is a premium service that should be offered to every guest to
improve the condition of their scalp and hair.
Workbook.
Say:
Take a few minutes to think about some ways you can improve
your service with Botanical Therapy based on what you learned
today.
In your workbook, you’ll find another continuum where you
can commit to one improvement you will make in the next 10
days, 10 weeks and 10 months.
(Give the learners a few minutes to complete the activity.)
© 2011
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Ask:

What are some commitments you will make in the next 10
days?

10 weeks?

10 months?

What will it take to achieve each goal?

What do you expect the results to be?
Show Slide 34: Learning Objectives
learning objectives
You should now be able to:
• Perform the Botanical Therapy scalp and hair
treatments
• Use the Botanical Therapy tools effectively
during a consultation
• Recommend the correct Botanical Therapy
products and treatments to guests
• Effectively recommend a Botanical Therapy
hair treatment as part of a hair color service
Say:
Great job everyone. Let’s review our learning objectives. You
should now be able to:
Page 68


consultation.

Recommend the correct Botanical Therapy treatment to
guests.

Botanical Therapy
Leader Guide
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Ask:

How many of you feel that Botanical Therapy improved the
condition of your scalp and hair today?

How many of you believe that doing Botanical Therapy
treatments on your guests will improve your service and
revenue?
Ask:
Are there any final questions?
Show Slide 35: Botanical Therapy Title Slide
Beauty Image
Say:
Thanks for your participation everyone!
IMPORTANT NOTE
Hand out certificates and remind learners to complete their
course evaluations.
© 2011
Rev. Date 4/18/2011
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Leader Guide
Botanical Therapy

Botanical Therapy Overview

Transcription

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