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member of the month Ashley lAAbs Editor, Smart tan magazinE As a bright-eyed teenager, Brad Blair pruned, planted and mowed his way into the business world. As he cared for 10 local homes for his small landscaping operation, he caught more than a few rays; Brad quickly became feverish with entrepreneurial desire. Although he spent the next few years working sales jobs in the footsteps of his father, Brad was eager to begin working for himself. By the time he turned 20 he was already helping a friend open up a tanning salon, absorbing every drop of information he could along the way. When it was Brad's turn to get started, he knew that he could make a home for himself with indoor tanning. Over the frst two years, the salon garnered an impressive 6,000 clients. As Brad celebrates his 35th birthday and his 13th year in business, there are a staggering 37,000 clients on the roster at Pacifc Tanning. As the team continually strives to attract three new clients each day, all of their hard work on customer service, education and operations goes a long way toward maintaining that forward motion. Customer Favorite The most obvious contributing factor to the success of Pacifc Tanning is a visible passion for the customer. The business is a shining example of how money follows customer service. Brad and his staff are not focusing on the money; they know that good quality sales come from the relationship and unique experience each tanner receives. "We just try to please our guests," says Brad. "I'm a people person; I like interacting and moving around within the store. We don't just sit at a desk and tell you what room to go in." Instead of having customers roam the halls of the salon aimlessly, the staff walks them to their room and makes them feel at home. Between his two locations, everything is set up the same way to foster a sense of familiarity and comfort to tanners. Employees also take note of their clients' preferences: If a client prefers a certain type of music, they will even change the radio during their session. To make it stand out from the competition, Brad's salon is open from 7 a.m. to midnight every day of the week. With such accommodating hours, the salon attracts visitors of every age and lifestyle. "I think that every one of the many jobs I've had taught me things and geared me towards this industry. I know that everything I do and have done, I can incorporate into the company," says Brad. "I have learned a lot from my father, who sold pianos, about different ways to sell and keep it simple." 27 SMART TAN MAGAZINE ❘ SmartTan.com